The Sales Podcast With Wes Schaeffer, The Sales Whisperer®

Hosted by Wes Schaeffer

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Episodes

712

Latest episode

Oct 2026

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EN-US

About the show

Launched in 2013, Wes Schaeffer, The Sales Whisperer®, gives sales, marketing, success, BJJ, and AI advice to help professional salespeople, sales managers, business owners, and entrepreneurs sell more, faster, at higher margins, with less stress, more predictably, while having more fun doing it.

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60 recent

October 29, 202659 min

Cold Email and AEO: Get AI to Recommend You | Frederik Jakobsen

Everyone said cold email was dead five years ago. Frederik Jakobsen built a company on it anyway. Frederik runs Danish Lead Co., a cold email agency in Denmark, and SourceRank AI, which helps B2B companies get named and recommended by ChatGPT, Gemini and Google's AI Overviews. In this episode: • What changed in cold email in just three years, and why most senders get nothing • Why he writes his scripts by hand instead of letting AI "personalize" them • How to warm up new domains so your emails land in the inbox • The fastest way to get AI to recommend you • SEO vs. AEO vs. GEO, and which one brings you clients Find Frederik: https://danishleadco.io and https://sourcerankai.com Get The Daily , my free email that helps you sell more every day. Be a guest or hear more episodes: https://thesaleswhisperer.com/podcast-guests Read the full transcript: https://thesaleswhisperer.com/blog/cold-email-aeo-frederik-jakobsen Chapters: 0:00 Is cold email, SEO and AEO still alive? 1:22 Welcome to Frederik Jakobsen from Denmark 3:44 Email is dead. Prove me wrong. 5:05 What changed in cold email in three years 6:58 Is it sneaky? Extra domains and the inbox game 9:12 How personal does a cold email need to be? 10:11 The cold email that booked this episode 12:12 Is cold email just a numbers game? 14:22 Volume, luck and relevance: the M&A example 17:17 Can local businesses use cold email? 20:02 How long setup takes: warming up new domains 22:23 Doesn't Google know the game? 24:01 Danish Lead Co. and SourceRank AI 25:43 Does AEO actually send traffic? 29:55 Off-site vs. on-site: how AI picks who to name 33:29 Comparison pages AI loves 35:14 What is llms.txt? 37:19 Is AEO faster than SEO? 40:02 SEO vs. AEO vs. GEO: real or just acronyms? 42:25 Where social media and Reddit fit 47:13 Write LinkedIn articles and get found 49:51 How Frederik got started 51:54 Paid ads vs. cold email 54:38 Working Danish hours with US clients 55:53 My takeaways 🔔 Subscribe → https://www.youtube.com/@TheSalesWhispererWes?sub_confirmation=1 💰 Sell more. Stress less. Grow faster—GUARANTEED. Work with Wes (sales coaching, AI, keynotes, workshops, 12 Weeks To Peak™): 👉 https://www.TheSalesWhisperer.com #sales #AI #coldemail #AEO #SEO #leadgeneration #12WeeksToPeak

October 13, 202659 min

Is SEO Dead? What Still Works in the AI Era | Brandon Leibowitz

People have called SEO dead since 2007. As long as people search, it still pays. Brandon Leibowitz, founder of SEO Optimizers, has been doing SEO since 2007, has been a guest on 300+ podcasts and wrote The Power of Guest Podcasting. In this episode: • Whether SEO is dead, and what hasn't changed since 2007 • How to earn backlinks by being a podcast guest • What to do with old blog posts: refresh, redirect or delete • Whether AI-written content hurts you with Google • How to start retargeting for as little as $5 a day Get Brandon's free gift: https://seooptimizers.com/gift Get The Daily, my free email that helps you sell more every day: https://thesaleswhisperer.com/daily?utm_source=spotify&utm_medium=episode-description&utm_campaign=the-sales-podcast&utm_content=brandon-leibowitz-daily Be a guest or hear more episodes: https://thesaleswhisperer.com/podcast-guests Read the full transcript: https://thesaleswhisperer.com/blog/seo-brandon-leibowitz Chapters: 0:00 Intro 1:47 Is SEO dead? 2:32 How Brandon fell into SEO 6:36 The fundamentals that haven't changed 8:50 Do you have to promote as much as you create? 10:27 How to get backlinks 14:15 Growing across every social platform 16:23 Quality vs. quantity 18:55 Publish on your blog first, then cross-post 24:07 Link in the post or in the comments? 27:12 Refresh old posts or write new ones? 28:56 Delete, redirect or update old content 32:06 Can AI rewrite your content? 34:33 Old date or last-updated date? 38:13 Does Bing matter? 39:21 Using AI for real estate content 41:15 Writing The Power of Guest Podcasting 43:31 Tracking podcast traffic with one landing page 45:29 Why every business should retarget 47:49 Retargeting on $5 a day 52:39 Frequency caps and ad fatigue 53:42 Google or Meta first? 57:10 Where to find Brandon 🔔 Subscribe → https://www.youtube.com/@TheSalesWhispererWes?sub_confirmation=1 💰 Sell more. Stress less. Grow faster—GUARANTEED. Work with Wes (sales coaching, AI, keynotes, workshops, 12 Weeks To Peak™): 👉 https://www.TheSalesWhisperer.com #sales #AI #leadership #salestraining #personaldevelopment #12WeeksToPeak

October 9, 202629 min

The Real Cost of Franchise Ownership: What You Need to Know Before Buying

What does it really cost to own a franchise, and where is the money now? Not burgers. Septic, dumpsters, senior care and pool cleaning. Jon Ostenson, founder of FranBridge Consulting and author of NON-Food Franchising, tells The Sales Whisperer® what it costs to get in, how people fund it, and which non-food brands private equity is buying. In this episode: • What it really costs to buy a franchise, and how people fund it (SBA, ROBS, HELOCs) • Why franchising beats spending years hunting for an existing business • What private equity is buying, and why • The dumpster-truck franchise dropping half a million to the bottom line • The 3 things every franchisor looks for in an owner Get Jon's book free: https://franbridgeconsulting.com Get The Daily, my free email that helps you sell more every day: https://thesaleswhisperer.com/daily Read the full transcript: https://thesaleswhisperer.com/blog/franchise-ownership-jon-ostenson Be a guest or hear more episodes: https://thesaleswhisperer.com/podcast-guests Chapters: 0:00 Why "non-food" franchising 2:14 Franchise vs. buying an existing business 4:41 Private equity and the industries it's buying 7:36 The dumpster truck dropping half a million to the bottom line 8:12 Can you own a franchise in California? 10:14 A franchise the whole family can run 13:05 How franchise consultants get paid 14:39 Why not just use AI to find a deal? 16:54 Buy near home or far away? 18:12 Resales vs. new locations 20:05 What's working in California 21:43 What it costs to buy in, and how people fund it 23:03 The 3 things franchisors look for 24:26 Where to find Jon 27:11 Faith, family, fitness and finance

September 8, 202652 min

The Hidden Rules of Persuasion You Need to Know

Danny Bobro shares insights on mastering persuasive communication, overcoming personal challenges, and applying these skills in high-stress scenarios like mountain climbing and sales. Discover how understanding emotion, signaling care, and building trust can transform your interactions and leadership. Key Points: Definition of persuasion as a set of skills and mindsets The importance of signaling care and establishing connection Emotional intelligence and self-regulation in communication The role of storytelling and authenticity in persuasion Techniques for controlling conversations and gaining trust Lessons from mountain climbing about risk, control, and teamwork The impact of neuroscience on understanding decision-making Strategies for closing the trust and care gaps Takeaways Persuasion is a set of skills and mindsets, not manipulation. Signaling genuine care quickly builds trust and rapport. Understanding emotional responses helps manage resistance. Controlling the conversation is key to effective influence. Building a fire analogy: kindle, feed, and sustain enthusiasm. Mastering scripts involves internalizing and authenticating them. People make decisions emotionally and justify logically. Self-regulation of emotions enhances persuasive impact. The 'three C's' of persuasion: caring, connection, collaboration. Effective communication can close the care gap and trust gap. Sound Bites "Persuasion is a series of skills and mindsets." "People make decisions based on emotion and justify with logic." "Convert emotion into a stated need to foster collaboration." Chapters 00:00 Introduction to Danny Bobro and his expertise 05:36 Defining persuasion as a set of skills and mindsets 11:37 Overcoming personal challenges and developing resilience 21:17 Lessons from mountain climbing about teamwork and communication 32:21 Different types of climbing and risk management 42:57 Mastering persuasion: recognizing and improving communication gaps 56:12 The three C's of persuasive communication: signaling care, establishing connection, inviting collaboration 1:09:40 Using scripts effectively through internalization and authenticity 1:25:19 Closing the trust and care gaps with questions and emotional labeling 1:52:41 Practical techniques for emotional regulation and influence 1:59:59 Coaching, courses, and how to learn more about persuasion

September 4, 20268 min

Henry Ford's Secret to Sales Mastery (That AI Can't Teach)

Why do you struggle with productivity? Henry Ford had the answer, and it is simpler than you think.We often complicate our own workflows, assuming we need to master every technical detail, from chemical engineering to complex mechanics. This self-imposed burden kills efficiency and slows down your output. By looking at how early assembly line workers operated, you can identify where you are adding friction to your own business growth.Whether you are running scripts or managing online content, the key to better cost management is stripping away the unnecessary. True success comes from iterating on your ideas rather than getting stuck in the weeds of over-analysis. Focus on consistent process improvement to see real results in your daily operations.Subscribe for weekly sales and productivity breakdowns, and comment on how you simplify your workflow. Chapters 00:00 Henry Ford's Prediction and the Assembly Line Principle02:23 AI's Limitations and the Cost of Housekeeping04:12 The Importance of Permissions and Governance in AI06:02 Understanding AI's Probabilistic Nature07:16 The Need for Knowledge and Clear Facts in AI Deployment07:39 Workshops and the Future of AI in Business Key Topics Henry Ford's assembly line principles The reverse of assembly lines in AI today The importance of governance and standardization in AI deployment AI's probabilistic nature and its implications for business Cost savings and efficiency through automation and housekeeping The need for clear permissions and style guides in AI systems The role of expertise in AI development and deployment Strategies for small and large businesses to harness AI effectively "Why are you wasting money on ineffective processes?""AI is not deterministic, it's probabilistic.""When you solve these problems, AI becomes profitable."🔔 Subscribe → https://www.youtube.com/@TheSalesWhispererWes?sub_confirmation=1💰 Sell more. Stress less. Grow faster—GUARANTEED.Work with Wes (sales coaching, AI, keynotes, workshops, 12 Weeks To Peak™):👉 https://www.TheSalesWhisperer.com#sales #AI #leadership #salestraining #personaldevelopment #12WeeksToPeak

August 30, 202659 min

Is Your Sales Process Broken? Krista Mashore Reveals Why

Krista Mashore shares her journey from a teacher to a top real estate agent and coach, emphasizing innovative marketing strategies, AI integration, and high-ticket sales techniques. Wes and Krista discuss how to stand out in crowded markets, leverage AI safely, and build a sustainable business. Topics covered: Krista Mashore's journey from teaching to real estate success Innovative marketing strategies including video and social media Using AI to automate and enhance business operations Building authority and standing out in crowded markets The importance of education and continuous learning in sales High-ticket sales and closing deals confidently Creating a personal brand that attracts clients The role of content marketing and retargeting in real estate Safety and security in AI tools and automation Upcoming live events and training opportunities Sound Bites "Make offers all the time, that's how you succeed." "Win listings before you even meet the client." "Success takes work, there's no magic bullet." Chapters 00:00 Introduction and Krista's background 03:00 Krista's journey from teaching to real estate success 07:59 Marketing strategies that drove her early success 13:51 Winning listings before meeting clients 19:03 Using AI to create content and automate tasks 23:59 The importance of education and continuous learning 29:50 Building a safe and effective AI operating system 37:08 High-ticket sales and closing strategies 42:02 Upcoming events and training opportunities 45:03 Final thoughts and key takeaways 🔔 Subscribe → https://www.youtube.com/@TheSalesWhispererWes?sub_confirmation=1💰 Sell more. Stress less. Grow faster—GUARANTEED.Work with Wes (sales coaching, AI, keynotes, workshops, 12 Weeks To Peak™):👉 https://www.TheSalesWhisperer.com#sales #AI #leadership #salestraining #personaldevelopment #12WeeksToPeak

August 27, 202650 min

What They Don't Tell You About Building a Virtual Team

Lisa Somers shares her journey from psychology to Amazon selling, how she and her brother built a successful online education business, and innovativelying and operations. Discover practical strategies for community building, content creation, and leveraging new platforms like Whatnot.Key Points:—Journey from psychology to Amazon selling—Building a successful online education business—Using AI for marketing and content creation—Community building and engagement strategies—Webinar and partnership marketing tactics—Adapting to AI trends in entrepreneurship—Platforms like Whatnot for selling and marketing—Balancing automation with human connectionLearn how to build an online business journey from Amazon sales to coaching. Gain practical advice on managing virtual teams effectively.Lisa Somers shares her decade of experience moving from Amazon sales to full-time entrepreneurship coaching. This conversation breaks down the reality of scaling a business while working with remote staff across different time zones. If you are struggling with the transition from solo entrepreneur to team leader, this breakdown offers clear, actionable guidance.We also discuss the essential systems needed for maintaining high levels of customer engagement in today's crowded digital marketplace. Effective managing virtual teams requires more than just communication tools; it demands a focus on loyalty and consistent strategy. By implementing these methods, you can improve your operational efficiency and long-term client retention.Subscribe for weekly business strategy breakdowns, and comment below with your biggest challenge when scaling your remote team.Chapters00:00 Introduction and Lisa's background02:51 Getting started in Amazon and business partnership04:07 Transition from psychology to entrepreneurship06:15 The role of AI in marketing and community building08:23 Hosting communities and communication channels10:17 Lead generation and webinar strategies12:46 Expanding product offers and diversifying income streams13:13 The evolution of marketing channels and AI's impact15:46 Email marketing approach and frequency18:36 Hosting webinars and partnership collaborations20:41 Practical AI applications in daily business24:36 AI tools for offer and content creation28:42 Balancing automation with human touch34:32 Living in Barcelona and travel experiences37:05 Favorite travel destinations and local tips38:48 Closing remarks and gratitude🔔 Subscribe → https://www.youtube.com/@TheSalesWhispererWes?sub_confirmation=1💰 Sell more. Stress less. Grow faster—GUARANTEED.Work with Wes (sales coaching, AI, keynotes, workshops, 12 Weeks To Peak™):👉 https://www.TheSalesWhisperer.com#sales #AI #leadership #salestraining #personaldevelopment #12WeeksToPeak

August 25, 2026Episode 117 min

Mastering Fundamentals in an AI-Driven World

Discipline, AI, and humanity. Chapters 00:00 Wes Schaeffer's return to podcasting and reflections on his journey 02:21 The importance of fundamentals in sports and business 04:31 Wes's deep dive into AI and the need for governance 09:43 Understanding the power and risks of AI 11:28 The operating system analogy for AI governance 13:02 Personal challenges and resilience during tough times 14:12 Shifting focus to AI and practical applications 15:29 Using AI to serve humanity and improve service 16:18 Offering help and resources for AI implementation What should you be doing right now? If you're like Wes Schaeffer, you might be reflecting on your journey and the fundamentals that drive success. In his latest podcast episode, Wes dives deep into the lessons he's learned over the years, particularly in the intersection of jiu-jitsu, sales, and the burgeoning world of AI. The Power of Fundamentals Wes emphasizes that regardless of how long you've been in your field, mastering the fundamentals is crucial. He reflects on his experience in jiu-jitsu, stating that the key to advancing lies in the discipline sics "The reality is, whoever masters the fundamentals and has the discipline to continue practicing is the one that usually wins." This principle applies not just in martial arts but across all disciplines, including sales and marketing. Navigating the Noise of AI In an age where AI is overwhelming many, Wes shares his frustrations and breakthroughs. He spent countless hours exploring various AI tools, only to realize that many are merely flashy tricks lacking real substance. The lesson? Governance and understanding your tools are essential. He advises: "If you get it wrong... it’s going to be way worse." Wes highlights the importance of having a solid governance layer when utilizing AI to avoid common pitfalls. A New Dawn for the Sales Podcast After a hiatus, Wes is revamping his podcast, bringing back interviews focused on actionable insights in AI. He stresses that humanity remains the next killer app, and technology should enhance our ability to connect with others, not replace it. "Use technology for good. Use it to serve more people better." This shift in focus not only revitalizes his content but also aligns with his mission to help others navigate the complexities of modern sales. Reflection As Wes gears up for this new chapter, he encourages listeners to take action. Whether you’re a seasoned professional or just starting out, remember that the basics matter. Embrace the tools available to you, but always return to the fundamentals that truly drive success. To hear more about Wes's insights and the exciting changes coming to his podcast, tune in to the full episode.

July 14, 20261 hr 20 min

S.M.I.L.E. To Make More Sales | Steve Rigby on The Sales Podcast

Steve Rigby is a good ol' boy who knows how to sell—and this conversation almost never saw daylight. I recorded it, put it on my blog and Vimeo, and never released it to YouTube or the podcast feed. Rereading his book brought it back. When a good ol' boy with gray hair is willing to talk, you make time to listen. Steve wrote "S.M.I.L.E.: How a People-First Philosophy Creates Extraordinary Sales" and "Circle Selling," and he's collected 14 years of business on referrals alone. What you'll learn: The S.M.I.L.E. framework—Simple, Me→We, and Enjoying everyone you meet Why 70% of the sale is the human relationship (John McKean's research) "Trust, not technology, is the issue of the decade" —Tom Peters How to bypass cold calling with referral calls to people you already know Knowledge-Skills-Desire → Habit, and why desire is the front wheel of the tricycle Why time kills deals—and the "Are you okay?" question LINKSSteve's book "S.M.I.L.E.": https://amzn.to/2JScdWV Steve's "Circle Selling": https://amzn.to/2WH8OjK Steve on LinkedIn: https://www.linkedin.com/in/steve-rigby-1196837/ Full show notes: https://thesaleswhisperer.com/blog/steve-rigby WORK WITH ME📬 The Daily: https://thesaleswhisperer.com/daily 🥋 Fixer Freaks community: https://www.facebook.com/groups/fixerfreaks 🎯 12 Weeks To Peak + workshops: start at https://thesaleswhisperer.com Market like you mean it. Now go sell something.

August 22, 2025Episode 72559 min

Outbound Prospecting // How LinkedIn Automation Can Boost Your Sales Fast: HeyReach & Ilija Stojkovski

🚀 Grow faster—GUARANTEED—with AI, FixerWes, & the right tech stack. The Sales Whisperer® Inner Circle → https://FixerWes.com 📬 Daily insights: https://thesaleswhisperer.com/daily 💼 https://www.linkedin.com/in/thesaleswhisperer/ 🤖 Best CRM for your business: https://CRM.FixerWes.com