WHY PLAN FOR A WEEK, MONTH, OR YEAR IF YOU CAN PLAN FOR LIFE? If you are a seller planning to be successful in sales and in life, it is very important to have a process to follow, and we are not talking about the sales process here. In this episode, Josh talks about the concept of a pipeline for life and the 7 steps for you to take in building your pipeline for life. Learn more in detail in this latest episode of Love Selling Hate Sales. HIGHLIGHTS: UNDERSTAND WHO YOU’RE ENGAGING “Anytime you en...
Mar 26, 2023•9 min•Ep. 122
SPAM EMAILS ARE VERY ANNOYING, PERIOD. Ollie Whitfield’s sales story is unlike any other. He used to hate the sales profession because of spam emails and pushy engagements. From being someone who said he will never be a salesperson, Ollie transformed and is now the Head of Growth Marketing at VanillaSoft. He discusses the need for sellers to cease utilizing spam-based marketing strategies and why being intentional is key when it comes to cold outbound email outreach. It’s an interesting story th...
Mar 19, 2023•35 min•Ep. 121
IT’S THE NEW AGE FOR SDRs Joshua discusses the few potential strategies for leveraging the SDR team in your organization with demandDrive Director of Marketing AJ Alonzo in this episode of the Love Selling Hate Sales podcast . The SDR job is difficult, but because it has historically been predicated on volume, it is frequently seen as being at the bottom of the totem pole. However, it doesn’t have to be that way anymore. If given further training and chances, your SDRs can also help you test hyp...
Mar 12, 2023•41 min•Ep. 120
TAKE THE WHEEL, SHIFT THE GEARS, AND HIT THE THROTTLE A Career Sales Pro, Sales Tech Co-Founder, and Sales Podcast Host, Mike O’Kelly joins Josh in the pod today. Salespeople are facing the problem of getting less and less training than ever before while having to deal with the demanding quotas that they have to hit. Mike talks about taking control of your career by seeking out mentorship and training outside of your organization. If you can’t get the training from work, get one on your own. Sal...
Mar 05, 2023•38 min•Ep. 119
STRATEGY, METHODOLOGY, STRUCTURE These are the three key items to define as a leader to figure out the right-fit sales motion. In this episode of the Love Selling Hate Sales podcast, Joshua talks to EBS Growth Founder Bryan Whittington. Stay tuned until the end as Bryan provides both high-level overviews and specific tactical steps based on his personal experience, giving us a comprehensive guide to success, only here, in the latest episode of Love Selling Hate Sales. HIGHLIGHTS: BRYAN: STRATEGY...
Feb 26, 2023•37 min•Ep. 118
BUCKLE UP, IT’S A BUMPY RIDE Building out an enterprise sales organization is a rocky road, and there’s no better person to talk about it than Amanda Georgoff, Area Vice President for Enterprise Sales for Salesloft. Between creating new processes, determining what kind of sellers to hire, and creating a partner ecosystem, enterprise sales is not a walk in the park at all. However, the crucial thing to remember is that building an enterprise sales organization from scratch is a marathon, not a sp...
Feb 19, 2023•37 min•Ep. 117
THERE’S NOTHING MORE EXCITING THAN A NEW BEGINNING Our very own Josh Wagner is back with fresh new content and in this episode, he discusses his transition to 2 new roles. First, as a first-time CRO, and second, being a partner in a VC firm. This brings us to his main topic for today, which is how he spent his first 30 days as a start-up CRO. Josh breaks down the first 3 things he did as a new CRO which heavily involves learning new things. Find out more in this latest episode of Love Selling Ha...
Feb 12, 2023•10 min•Ep. 116
In this special edition of the Love Selling Hate Sales podcast, we will be reminiscing some of the best moments of the show. In this episode, we will be featuring the best moments from our episodes, kicking off with our very own Josh Wagner, with our guests, Nigel Thomas, Daniel Gaugler, Nigel Green, and Shawn Buxton. If you missed the episode where these buckets of wisdom came from, here’s your chance to play them back: 6 Degrees Of Kevin Bacon with Joshua Wagner What is Suzy Having for Lunch w...
Feb 05, 2023•9 min•Ep. 115
In this episode of the Love Selling Hate Sales podcast, Joshua is joined by Esben Friis-Jensen, Co-Founder and Chief Growth Officer at Userflow. He shares his insights on product-led growth slowly becoming a staple in the Software as a Service (SaaS) space. While there is still much to improve on in the use of data for sales improvement product-wise, Esben considers product-led growth as a catalyst for B2B SaaS. The thing is, we're already seeing these changes today, but we also need to know whe...
Jan 29, 2023•35 min•Ep. 114
In this special edition of the Love Selling Hate Sales podcast, we will be reminiscing some of the best moments of the show. In this episode, we will be featuring the best moments from the episodes of Frank T. Ziede, Reed Clarke and Paul Chadwick, Justin Gray, Rishad Toboccowala, and Mark Goblirsch. If you missed the episode where these buckets of wisdom came from, here’s you chance to play them back: Hiring With Soft Skills In Mind With Frank T. Ziede Selling Services To And Through Software Pa...
Jan 22, 2023•7 min•Ep. 113
Jonathan Mahan and Josh discuss the Practice Lab, a place for sales professionals to come and practice their selling skills. They talk about the gap between knowing and executing, and how practice can help close that gap. They also discuss how sales can be a hate-filled profession, with a lot of time spent on the management side of things, and how the Practice Lab provides an opportunity to experience the art and craft of selling without all the trappings of the profession. HIGHLIGHTS JONATHAN: ...
Jan 15, 2023•49 min•Ep. 112
GIMME’ FIVE! In this special edition of the Love Selling Hate Sales podcast, we will be journeying down memory lane as we take a look at some of the best moments of the show. In this episode, we will be featuring the best moments from Bryan Whittington, Mike O'Kelly, AJ Alonzo, Ollie Whitfield, and even one from our very own host, Joshua Wagner. If you missed the episode where these buckets of wisdom came from, here’s you chance to play them back: Finding The Right-Fit Sales Motion For Your Orga...
Jan 08, 2023•4 min•Ep. 111
HOW DO YOU LEAP TO THE NEXT LEVEL? Deep and deliberate practice. Intense personal training. These are the things that build up a pro athlete. These are the reasons why pro athletes are close to peak physical perfection. Sellers can also level up their game to perfection by doing the same things, to develop themselves into pros in the selling field. Tune in and learn all of these from Sales Coach, and co-founder of The Practice Lab, Jordana Zeldin, in this latest episode of Love Selling Hate Sale...
Jan 01, 2023•27 min•Ep. 110
IT WAS A GREAT RIDE, BUT GREATER JOURNEYS ARE UP AHEAD From Sell without Selling Out with Andy Paul to The Highs And Lows Of Building Out An Enterprise Sales Organization with Amanda Georgoff, we’ve had a great run full of inspiring stories and amazing insights. BUT WAIT, THERE’S MORE! Our journey together doesn’t end here. More exciting episodes and amazing guests are coming your way, so make sure to stay tuned to the coming episodes of LOVE SELLING HATE SALES! About Josh Wagner: Josh is a grow...
Dec 25, 2022•16 min•Ep. 109
EVERY TEAM NEEDS A COACH, SALES TOO. In this episode of Love Selling Hate Sales, Josh talks to Cory Bray, Co-Founder of CoachCRM, about the importance of coaching in sales. Bray emphasizes that sales leaders should focus on coaching the people on their team, not just on the plays that are being run. By coaching the people on your team, you can help them grow and develop their skills, which will in turn lead to more success in the sales process. HIGHLIGHTS ANDY: Provide value with the intention “...
Dec 18, 2022•40 min•Ep. 108
EVERYBODY HATES A TYPICAL SALESY SELLER Best-selling author and sales consultant Andy Paul is in the pod to talk about doing away with typical salesy behavior and returning to a buyer-centric mode of selling. Instead of persuasion and manipulation, Andy advocates for truly understanding your buyer’s pain points and ensuring that what you’re selling is the appropriate solution to their problems. So ditch the manipulative tactics and engage in adding value,and you can learn how in this latest epis...
Dec 11, 2022•38 min•Ep. 107
We all know that acquiring a new client is several times more expensive and time-consuming than simply retaining an old one. But with so many accounts to manage, how do you ensure that everyone remains engaged and accounted for? In this episode of the Love Selling Hate Sales podcast, your host Josh Wagner talks to Shift Paradigm’s Managing Director Jamie Kirmess about managing a book of business, retaining old clients even after kickoff, and how to make your Quarterly Business Review more engagi...
Nov 13, 2022•28 min•Ep. 106
Negotiating a deal is arguably the most important part of creating a deal because it determines whether the deal makes sense for you in the first place. Unfortunately, this is also the part where a lot of sellers screw up because of lack of know-how, training, or both. In this episode of the Love Selling Hate Sakes, our host Josh Wagner talks to Negotiation Ninja’s Head of Sales and Training, Mark Raffan. Mark gives advice on understanding the difference of negotiation strategy from tactics, kno...
Nov 06, 2022•29 min•Ep. 105
Many people out there think that as sellers we must always give way to what customers want. While there’s a grain of truth in that statement, we do aim to solve our customers’ problems after all — there comes a time when we need to stick to our process because it ends up being the most beneficial path for both parties. In this episode of the Love Selling Hate Sales podcast, our host Josh Wagner talks about the three things that you can do to encourage a prospect to engage with you in the sales p...
Oct 30, 2022•9 min•Ep. 104
In this episode of the Love Selling Hate Sales podcast, our host Josh Wagner shares his five tips for gaining experience fast, aimed at the relatively new seller who wants to jumpstart their career. Josh’s advice is practical, designed to help sellers understand their line of work better in a shorter period of time. HIGHLIGHTS No other way to gain experience than time Join and engage with your community Insist that you have time to talk to customers Use the phone to gather intelligent market res...
Oct 25, 2022•10 min•Ep. 103
The good thing about using experience to fuel growth is that it cannot be bought and therefore acquired so easily. Because experience does not grow on trees, it requires that we spend a considerable amount of time and energy to gain and store it. In this solo episode of the Love Selling Hate Sales podcast, Joshua talks about the relationship between success and experience, why being new doesn't necessarily make you less of a performer, and how to gain meaningful experience to help you accomplish...
Oct 16, 2022•6 min•Ep. 102
If you can only pick one out of the many sales tools at your disposal, without a doubt you will need a sales list. Without the list, selling would be like finding a needle in a haystack, or trying to fish in a lifeless pond; it just wouldn't be efficient nor repeatable, if at all possible. In this episode of the Love Selling Hate Sales podcast, our host Josh Wagner talks to Brandon Bornancin, CEO and Founder of Seamless.ai about the importance of having a good sales list that provides not just a...
Oct 09, 2022•29 min•Ep. 101
Cold-calling, particularly opening a conversation with a stranger on the phone is one of the difficult and yet important skills to master as a salesperson. For new sellers, it can be a very intimidating task in the absence of any good mentor providing guidance and emotional support. In this episode of the Love Selling Hate Sales podcast, our host Josh Wagner talks to Sam Absalom, a Sales Associate with CRE One Source about the key lessons he has learned on the job so far, as well as a few action...
Oct 02, 2022•34 min•Ep. 100
As sellers, it can be tempting to rely on value consultant teams for building a business case. However, it’s always helpful to understand the inner workings of building a business case, especially in startup environments where value consultants may not be readily available. In this episode of the Love Selling Hate Sales episode, our host Joshua Wagner shares five easy steps to building your own business case that you can use to build value and pursue smaller but equally important deals. HIGHLIGH...
Sep 25, 2022•14 min•Ep. 99
You’ve heard it here before but it bears repeating: nobody went to school for sales and even less people went to school for sales leadership. We invest a great deal in terms of training for sellers, so why are we not doing the same for our frontline managers? In this episode of the Love Selling Hate Sales podcast, our host Josh Wagner talks to sales management and leadership coach Shawn Buxton about the most pressing issues that sales leaders face, and introduces his framework for addressing the...
Sep 18, 2022•35 min•Ep. 98
Every business owner and hiring manager knows that hiring and training new talent is already expensive. But what makes it more costly is when you have to do it all again due to hiring the wrong people for the job. In this episode of the Love Selling Hate Sales podcast, our host Joshua Wagner talks to healthcare executive and bestselling author Nigel Green on why hiring salespeople is the biggest challenge in the sales world today, and what proactive strategies are available for hiring managers t...
Sep 11, 2022•31 min•Ep. 97
Whether you’re on the bear or the bull side of the market, there’s no question that markets right now are unstable. Therefore, the challenge for companies right now is to weather the possible turbulence through sound management practices and strategies designed to help you win in the long-term. In this episode of the Love Selling Hate Sales podcast, our host Josh Wagner talks to Shift Paradigm’s VP Senior Principal Daniel Gaugler about maintaining growth in periods of instability. Daniel offers ...
Sep 04, 2022•34 min•Ep. 96
We are often taught that the simplest solution is often the correct one. With today’s modern technology, sellers today often forget that the easiest and best way to know more about your customers is to just ask them the question. In this episode of the Love Selling Hate Sales podcast, our host Joshua Wagner talks to Alpha Inbound CEO Nigel Thomas about his direct approach to sales and what it takes to turn prospects into paying and loyal customers. HIGHLIGHTS A good product is important, but you...
Aug 28, 2022•36 min•Ep. 95
SHOW SUMMARY Remember the game 6 Degrees of Kevin Bacon, where you try to link any other person to the prolific actor in six or less points of separation? Well, the same concept applies to building your pipeline. In this episode of the Love Selling Hate Sales podcast, our host Joshua Wagner outlines a three-point process where you can build your pipeline via the people you already know, both in person and on LinkedIn. HIGHLIGHTS Start building one-to-many relationships Use LinkedIn to drive exec...
Aug 21, 2022•8 min•Ep. 94
You can’t control what happens to you, but you can always control how you react to it. In this solo episode of the Love Selling Hate Sales podcast, our host Josh Wagner talks about having the confidence to stick to your fundamentals and always doing the right thing, even if sometimes it doesn’t immediately lead to success. Because eventually, the hard work will pay off, and you’ll be glad you did when you get to reap the rewards. HIGHLIGHTS Parallels between professional sports and sales You can...
Aug 07, 2022•9 min•Ep. 93
