There’s a pandemic hitting the sales industry, and no it’s not COVID-19. This time, it’s sellers with an overwhelming lack of motivation leading to quotas not being hit, the highest turnover rates ever, burnout levels running rampant, and sellers outright leaving the profession. In this episode of the Love Selling Hate Sales podcast, keynote speaker, author, and executive sales and business coach Anthony Garcia joins our host Josh Wagner to talk about the factors leading to this phenomenon, and ...
Jul 31, 2022•27 min•Ep. 92
Running a business requires coordination among several moving parts working together towards a common goal. And while it’s safe to assume that everyone has a clear and crucial role to play, one department that often bears the pressure to prove its mettle is marketing. In this episode of the Love Selling Hate sales podcast, Josh Wagner talks to management consultant and SVP and Managing Director, Client Advisory for Shift Paradigm, Mark Goblirsch. Mark talks about the most common challenges that ...
Jul 24, 2022•31 min•Ep. 91
To say that COVID-19 pandemic changed the world of sales would be an understatement. In fact, the pandemic and its social distancing rules has turned the world of sales upside down, and those who fail to keep up will be left behind. In this episode of the Love Selling Hate Sales podcast, Josh talks to sales author, speaker, teacher, and advisor Rishad Tobaccowala on what the future of sales looks like, and what sellers can do to keep up with the changes. Rishad talks about improving your virtual...
Jul 17, 2022•33 min•Ep. 90
Every so often, a gap in the market exists that needs to be filled, and it creates a whole new field that shows great potential for the first few that are able to corner it. For our host Josh and his guest, this was such a market in 2009 when they became the first professional services partner for Marketo in 2009 and grew rapidly with the marketing automation movement. In this episode of the Love Selling Hate Sales podcast, Josh talks to Justin Gray, currently Chief Commercial Officer of Shift P...
Jul 10, 2022•34 min•Ep. 89
In this episode of the Love Selling Hate Sales podcast, Joshua talks to Reed Clarke and Paul Chadwick, both Enterprise Account Executives at Shift Paradigm. They talk about the importance of partnership and the general challenges one may face when building a partnership program. Reed and Paul discuss the many different aspects of a partnership in terms of helping both the sales and corporate sides of the business. They also share some of the best and worst situations they experienced during part...
Jul 03, 2022•40 min•Ep. 88
In this episode of the Love Selling Hate Sales podcast, Joshua talks to professional trainer and facilitator, Frank T. Ziede talks about hiring applicants with emotional quotient or soft skills in mind. While there’s a lot of emphasis on skills and a high intelligence quotient, Frank argues that innate qualities like self-motivation cannot be taught and are much harder to develop. Frank also talks about the shift in dynamics between applicants and companies. With job candidates having so many mo...
Jun 26, 2022•31 min•Ep. 87
In this episode of the Love Selling Hate Sales podcast, Joshua breaks down his strategy for building a pipeline for life into seven simple steps that you can immediately apply to your own sales strategy. Start thinking about building your pipeline for life, and you will be able to focus on your client’s best interests at heart, instead of being constrained by the pitfalls of short-term thinking. HIGHLIGHTS Always think about building trust You have to put in the work Consider your seller-market ...
Jun 19, 2022•9 min•Ep. 86
In this episode of the Love Selling Hate Sales podcast, Joshua talks to Head of Growth Marketing for VanillaSoft, Ollie Whitfield. Ollie talks about the need for sellers today to stop using spam-based marketing techniques, and why intentionality is the name of the game when it comes to cold outbound email outreach. HIGHLIGHTS How social selling hooked Ollie into sales engagement Being a salesperson is a lot like being a CEO What's hot and what's not with sales engagement in 2022 Personal Relevan...
Jun 12, 2022•35 min•Ep. 85
In this episode of the Love Selling Hate Sales podcast, Joshua talks to demandDrive Director of Marketing AJ Alonzo about the few possible ways of maximizing the SDR team in your company. Despite being a demanding position, the SDR job is often regarded as the lowest rung of the totem pole because of its traditionally volume-based approach. However, it doesn’t have to be that way anymore. If given more training and opportunities, your SDRs can also help you test hypotheses and gain valuable cust...
Jun 05, 2022•41 min•Ep. 84
In this episode of the Love Selling Hate Sales podcast, Joshua talks to Career Sales Pro, Sales Tech Co-Founder, Sales Podcast Host Mike O’Kelly. In a time where salespeople are receiving less and less training than ever before, Mike talks about taking control of your career by seeking out mentorship and training outside of your organization. Work hard, train harder. Sales is about domination. Keep up, or you’re gonna be left behind. HIGHLIGHTS Salespeople are receiving the less and less trainin...
May 29, 2022•38 min•Ep. 83
In this episode of the Love Selling Hate Sales podcast, Joshua talks to EBS Growth Founder Bryan Whittington. Bryan goes through the nitty gritty of sales by providing a framework that sales leaders can follow as they figure out their right-fit sales motion, which is to define your strategy, methodology, and structure. Bryan provides both high-level overviews and specific tactical steps siphoned from his personal experience as well as a few well-placed authoritative sources, resulting in this co...
May 22, 2022•37 min•Ep. 82
In this episode of the Love Selling Hate Sales podcast, Joshua talks to Area Vice President for Enterprise Sales for Salesloft, Amanda Georgoff. Amanda talks about the rocky road of building out an enterprise sales organization within Salesloft, and all the lessons learned along the way. Between creating new processes, determining what kind of sellers to hire, and creating a partner ecosystem, enterprise sales does not look like a walk in the park. However, the crucial thing to remember is that ...
May 15, 2022•38 min•Ep. 81
In this episode of the Love Selling Hate Sales podcast, Joshua talks to Userflow Co-Founder and Chief Growth Officer Esben Friis-Jensen. Esben talks about product-led growth and how the shift from traditional sales-led operations is changing the game for B2B Software as a service (SaaS) companies. Through strategies such as freemium models or limited free trials, SaaS companies are redefining the roles of sales and customer success departments and may even indicate the need for a new type of CRM...
May 08, 2022•35 min•Ep. 80
In this episode of the Love Selling Hate Sales podcast, Joshua talks to The Practice Lab Co-founder Jonathan Mahan. Jonathan talks about the difference between external and internal motivation, and why the former may be doing more harm than good. Modern day selling and its heavy emphasis on commission tends to lean heavy on external motivation, which Jonathan argues is what gives the sales profession a bad name. Instead of being thoughtful problem solvers that genuinely want to help their client...
May 01, 2022•50 min•Ep. 79
In this episode of the Love Selling Hate Sales podcast, Joshua talks to sales coach Jordana Zeldin about why sellers should be practicing like professional athletes. As the co-founder of The Practice Lab, Jordana shares her incredible insight on how deep and deliberate practice can help sellers take their work to the next level, and which specific skills can be developed to improve their outcomes. Through practice sessions, sellers can fumble through objections and refine their pitches, which he...
Apr 24, 2022•27 min•Ep. 78
Sales gets a bad wrap. Manipulative and slimly, willing to say and do anything for a deal. Buyers don't want it, sellers don't want to do it, but it seems "selling out" is ingrained in our Culture. Andy Paul teaches his human centric framework for "selling in," shifting the sales culture. https://www.linkedin.com/in/realandypaul/ http://andypaul.com Buy Sell without Selling Out on Amazon https://www.amazon.com/Sell-Without-Selling-Out-Success/dp/1989603572
Apr 17, 2022•38 min•Ep. 77
Sales don't happen without a compelling event. Jamie Shanks is helping sellers spend their time with people who have a compelling reason to talk with you. It's the human capital migration, your next deal is 1 degree of separation away! https://www.linkedin.com/in/jamestshanks/ https://pipelinesignals.com/ https://salesforlife.com/
Apr 10, 2022•33 min•Ep. 76
Filling the top of funnel is hard. It takes a human being a human to master problem centric prospecting. Technology is an enabler, things like AI, sequencers and power dials are there to enable the human to do more, not do for them. As the only blind outbound sales guy Martin MacArthur is a master a listening, leveraging his super power to fill the top of funnel for his clients. https://www.linkedin.com/in/the-outbound-sales-guy/ https://www.theoutboundsalesguy.com/
Apr 03, 2022•29 min•Ep. 75
Are you a Founder making a sales leadership hire? You want it all! That elusive unicorn hire that is going to take you from $1MM to IPO! Thing is, like the unicorn, it's a rare beast. Ask Amy Volas, Founder and CEO of Avenue Talent Partners. She has seen it a total of once in her storied career in sales and sales talent recruiting. Amy talks about how founders must understand what sales super powers are most important to them... and pick 2! Find Amy on LinkedIn https://www.linkedin.com/in/amyvol...
Mar 27, 2022•42 min•Ep. 74
Ever find yourself coming up with all sorts of reasons you didn't hit your number? Why you lost the deal, why your pipeline is weak? Well, Walker McKay is the CEO of NO BS Sales and Author of Excuse Me. We talk about giving others permission to call you out when you make excuses, holding you accountable. Sales is tough enough without the excuses! Find Walker on LinkedIn https://www.linkedin.com/in/walkermckay/ or at http://walkermckay.com
Mar 22, 2022•40 min•Ep. 73
Inbound and demand gen get a lot of love these days, but while you are waiting for your next inbound, Chris Daly is going outbound to steal it from you using the Trust Framework. Back in 2006 Chris and team at BillMeLater had build a method for leveraging AEs to profile best fit customers, gather intel and leverage executives to open doors and shorten cycles. Listen to learn how they did it. Find Chris on LinkedIn. https://www.linkedin.com/in/christopheredaly/
Mar 13, 2022•33 min•Ep. 72
Ever wonder what happens after your pitch? What are they saying when you leave the room, or log off the call? Often times it's up to your champion to sell the deal to the full buying committee. So how do you win when you are not in the room? Listen to Nate Nasralla Founder of Fluint.
Mar 07, 2022•38 min•Ep. 71
Outbound selling gets harder everyday. Your buyer has so much access to information and now more than has the ability to screen unwanted solicitation. Kevin Hopp of Hopp Consulting Group talks about building future proof outbound engines. Also find him on the Sales Career Podcast.
Feb 27, 2022•37 min•Ep. 70
Cold calling and podcasting, both critical activities for the modern sales pro, right!?! While the cold call may be a staple in the sales tool kit, the podcast not so much. Collin Mitchell, founder of Salescast and Host of Sales Transformation talks about why every seller should have a podcast.
Feb 20, 2022•33 min•Ep. 69
Ever wonder what all of the funding rounds mean in the private equity and venture capital transactions? What about the difference between private equity and venture capital? Me too! This week Vasant Kamath, General Partner at Tech Square Ventures, joined the show to break it all down and talk about how each evaluates companies, helps them grow and looks at sales and marketing. http://techsquareventures.com Vasant on LinkedIn https://www.linkedin.com/in/kamath1/...
Feb 06, 2022•39 min•Ep. 68
R Craig Coppola is a Founding Principal with Lee & Associates with over 4000 lease transaction and Arizona and 25 year Angel Investor with over 100 investments and 44 active. Craig and I talk about sales through the lens of relationships, process and niche. Success in sales comes with owning your niche. Find Craig on Linkedin https://www.linkedin.com/in/craigcoppola/
Jan 30, 2022•47 min•Ep. 67
Josh Schwartz is the Operating Vice President, Sales Acceleration at Bregal Sagemount. A strong background in sales, sales development and go to market strategy Josh runs points on ensuring Bregal's investments enjoy a 3x return! We unpack some of the tool in his toolbox to make that happen.
Jan 23, 2022•37 min•Ep. 66
Jason is the host of the Selling with Love Podcast and author of a book with the same title launching Feb 15 2022. We cover the 4 major emotional stages in a profession which can be an emotional rollercoaster. Selling with Love is a buyer centric emotional state fueled by real confidence and empathy. You can find Jason on Instagram https://www.instagram.com/jasonmarccampbell/ Linkedin https://www.linkedin.com/in/jasonmarccampbell/ and download his cheatsheet: https://www.jasonmarccampbell.com/op...
Jan 16, 2022•37 min•Ep. 65
Todd McCormick has had a tremendous career as a sales leader. Leading teams in the Enterprise at IBM to his current startup role as the CRO at Vital4 . Todd talks about helping companies and helping people. The two must exist together as it sets the tone for culture. We also do a deep dive into how to diagnose your best fit as a leader by stage, product, sales cycle, etc. Find Todd on LinkedIn. https://www.linkedin.com/in/toddmccormickcro/
Dec 19, 2021•39 min•Ep. 64
Episode 63 covers 2021 trends in Marketing and Sales with Dave Karr. Dave is the host of the B2B Enablement Podcast and VP of Marketing & Business Development at Kylck.io . We cover the rise of customer experience, orchestration and data.
Dec 12, 2021•39 min•Ep. 63
