For prospectors, referrals are important. When you’re a business developer, it’s helpful if you can engage clients to the point that they’re willing to refer another business to you. Today’s guest is Brandon Bruce, the COO and Co-founder of Cirrus Insight. In today’s episode, Bruce will be talking about the top of the funnel. Listen to the episode to hear what Brandon has to say about referrals and about the tips, techniques, and strategies that he’s using in his own company that may also be use...
Apr 24, 2018•33 min
There are a lot of different things that you can try when you need to make more sales. But one of the most effective things that you can do to become a great salesperson is work on your leadership skills. Today’s guest is Deb Calvert, President of People First Productivity Solutions. In today’s episode, she’ll be talking about her new book, Stop Selling and Start Leading: How to Make Extraordinary Sales Happen . Listen to the episode to hear what she has to say about what buyers really want and ...
Apr 17, 2018•25 min
You may not think of yourself a performer, but prospecting and performing have some important things in common. In both cases, it’s important to get yourself noticed and stand out from the crowd. Today’s guest is an expert in the art of getting yourself noticed. Tsufit is a former lawyer who left the legal profession in order to become a performer. She has performed as a singer and a comedian, in the theater and on television. Now she is an author, speaker, and PR and marketing coach. Listen to ...
Apr 10, 2018•40 min
My guest today is Matt Benati, the CEO, and co-founder of LeadGnome. As salespeople, we tend to focus on the perfect pitch, the hottest leads, and the smartest marketing strategies. With all this noise and bustle we forget that there is an existing client base that needs just as much attention as a new client. The best way to keep the lines of communication open with an existing client is to use automated systems. LeadGnome is an automated email system that collects data from email replies. The ...
Apr 03, 2018•32 min
It’s important for prospectors to understand the entire funnel, not just the top and middle of the funnel. Today’s guest has a breadth of knowledge for the entire funnel and a particular focus on frontline sales, leadership, and managers. Dave A. Brock is the CEO of Partners in EXCELLENCE, a California-based consulting organization that focuses on helping clients develop and execute business, sales, marketing, customer service, and new product strategies. Dave is also the author of Sales Manager...
Mar 27, 2018•30 min
A 5-minute quick listen on the 2 universal mistakes we make when holding conversations with buyers.
Mar 22, 2018•6 min
Being an entrepreneur doesn’t always stop with creating one successful business. Some entrepreneurs make a business out of creating different businesses. Today’s guest is a serial entrepreneur that creates businesses and sells them. Mansour Salame is an engineer by training, and he is currently the CEO and founder of a company called FrontSpin. However, Mansour says that he doesn’t think of himself as an engineer or a salesperson so much as he thinks of himself as a person who can find value for...
Mar 13, 2018•36 min
When it comes to sales having the right team in place makes all the difference in the world. Today’s guest is someone who understands how to create and build a team with the right people. He understands building a brand and creating and nourishing the company to scale. Today’s guest is Paul Fifield the chief revenue officer for UNiDAYS a student affinity network that connects verified global students with relevant brands and services. Paul and I go way back. We’ve known each other for years and ...
Mar 06, 2018•35 min
Troy Kirby is a sports business consultant who builds relationships and revenue for sports organizations. He is the owner of Tao of Sports where he consults for B2B vendors, professional teams, and college athletic departments. He also hosts the Tao of Sports podcast. We have a really interesting conversation on today’s show. Troy comes from the world of sports, and he is an expert in sports sales. He is going to share some of his great stories in the area of sales, education, where he came from...
Feb 27, 2018•45 min
Shimon Lazarov the CEO of LiveCoach is here today to talk about you as a person. I focus on sales and spend a lot of time focused on the ins and outs of the sales process, but the person behind the sales matters too. Shimon is here to shed some light on coaching and the importance of having a coach. Coaching can increase productivity, success, and life satisfaction. Ongoing coaching is usually more useful than a one-time coaching session. Finding and connecting with the right coach for you isn’t...
Feb 20, 2018•28 min
Carson V. Heady is an author and sales leader that I am really excited about talking to. He is in the trenches when it comes to sales. He is there digging in the dirt making sure that those sales are happening. I asked him to come on the show is because he is diving into an becoming an expert at social selling. When it comes to prospecting, we are habit machines that block out times to do single tasks, and we get stuck when it comes to integrating all of the social tasks into our process. Carson...
Feb 13, 2018•31 min
The telephone is a vital instrument for us to use when having sales conversations. Telephone sales expert Art Sobczak is here today to share some of his amazing telephone sales knowledge. I consider Art Sobczak a mentor. I have been following him since 1985. He is the president of Business by Phone and the author of books like Smart Calling, Sell More in Less Time, and Telephone Tips that Sell. He is an expert in utilizing the phone for sales conversations. Art shares how selling is the greatest...
Feb 06, 2018•25 min
Henry Schuck is the Co-Founder and CEO of DiscoverOrg a platform for finding, connecting, and selling to more prospects using a accurate high-quality contact database. The company was founded in 2007, and Henry has led it through rapid growth going from the original three employees to over 500 today. Henry is the list expert, so put your seatbelts on. We have a great conversation about lists. In this episode, he shares the story of how he and a friend founded DiscoverOrg and how they grew the co...
Jan 30, 2018•35 min
Mario Martinez Jr. is the CEO and founder of a fantastic company called Vengreso. They are a B2B digital sales transformation company and they do their magic through content marketing, social selling, and a variety of things. Mario spent 82 consecutive quarters in B2B sales and leadership roles growing hundreds of millions of dollars in revenue annually. Mario is one of 19 sales influencers invited to appear in the Salesforce documentary film "The Story of Sales" to be launched in 2018. He is re...
Jan 23, 2018•35 min
Account based marketing or ABM is an alternative to B2B. It’s a strategy where an individual account is treated as its own market of one. Brandon Redlinger manages growth at Engagio which provides software products for account based marketing and account based sales. Brandon is going to share his experiences and strategies working in this funnel. I’m hoping that you will come away with some key takeaways and educational points that you can apply right away. Brandon also shares how account based ...
Jan 09, 2018•27 min
Having issues with mindset and skill set can amplify issues that we may have at the top of the sales funnel. Will Barron the host of The Salesman Podcast is here today to talk about mindset. He has so many skills and there are so many topics that we can talk about, but I wanted to hone in on mindset because having the right mindset can amplify our sales success. Will has interviewed so many people and has had so many conversations that he brings a wealth of knowledge to the show. The Salesman Po...
Jan 02, 2018•30 min
The top of the funnel and improving, augmenting, and optimizing the ability to start conversations with whales on a consistent basis for higher revenue and a higher lifetime value is at the top of most listeners minds. Hardy Kalisher is the Executive Director of Parallel Path out of Boulder, CO. He is here today to talk about more of the marketing side of things. His focus is generating awareness and serving up those great opportunities for us. Parallel Path is a digital marketing agency, and Ha...
Dec 26, 2017•29 min
George Bronten the founder and CEO of Membrain is here today to talk about sales effectiveness and how to drive winning behaviors. Membrain is a sales effectiveness platform that helps complex B2B sales. There goals are to make it easy to execute your process, enable your team, coach effectively, and optimize your strategy. George is a lifelong entrepreneur with 20 years of experience in the software space and a passion for sales and marketing. Because of the Internet and global competition, Geo...
Dec 19, 2017•24 min
Jamie Crosbie is here today to talk about the top of the funnel. Jamie has experience all the way through the funnel and knows a lot about the pipeline. For the show, I asked her to focus on the top of the funnel, but if you like her processes and workflows by all means get in touch with her because she has a lot to share. Jamie has over 20 years of experience in sales leadership and the talent acquisition industry. She founded ProActivate over 13 years ago. ProActivate partners globally with fo...
Dec 12, 2017•33 min
Process and metrics are so important, but there is a whole other side to selling. In this episode, I have a conversation with sales expert Mark SA Smith. We talk about selling professionally and being authentic. We talk about polishing the saw not only with systems and frameworks, but when it comes to the conversational side and speaking from the heart. Mark shares stories of exceptional sales professionals. Ones who have skills like caring about their customers success, having foresight, choosi...
Dec 05, 2017•38 min
If you are trying to figure out what to do next when it comes to starting new business and getting doors opened with high level decision makers. This show is for you. My guest today is Caryn Kopp of Kopp Consulting . Caryn’s business is all about opening doors and meeting with the right decision makers. If you aren’t talking to the right person it is impossible to close the deal. Caryn is also the author of Biz Dev Done Right which is all about uncovering and managing the blind spots in the sale...
Nov 14, 2017•25 min
Whatever role you play in a sales position, there are a lot of moving parts and specific challenges involved with your unique role. Today, I talk to an account executive who has held many roles in the sales cycle and is passionate about making life for salespeople easier. We talk about his vast knowledge and lessons learned, along with how his company OppSource has developed a platform to make salespeople more productive. Today’s guest is Andy Zehren. I met Andy by chance, but discovered that he...
Nov 07, 2017•26 min
Nov 07, 2017•9 min
The current trend with sales teams is moving away from generic messages and the batch and blast approach. The method that everyone's talking about and trying to focus on now is personalization. Customized methods can be incredibly difficult for an SDR to create. My guest today is an expert at personalization for sales teams and we discuss challenges and solutions for crafting personalized emails for effective sales. On today’s show, I am speaking with Kristina McMillan from TOPO a research and a...
Sep 26, 2017•34 min
There are a lot of definitions of sales enablement. What is it? How do we do it? Why does it matter? Having a process and mindset that extends across an entire organization can help enable salespeople to be successful. Still, it would help to have a clear plan and goal to get the most impact out of the enablement process. Today, I have two guests Cory Bray and Hilmon Sorey. Cory and Hilmon just happen to know a little bit about sales enablement. They are the authors of The Sales Enablement Playb...
Sep 12, 2017•28 min
When people in sales hear the word story, they think the focus is on marketing. What if I told you that there was a way for sales executives to use story to frame their sales conversations? Story can be used to explain what a company does, the value they deliver, and how they are different. Story can also be used to begin a conversation, continue a conversation, and feed that all important sales pipeline. This week’s guest is Jim O’Gara the founder and CEO of Story Dimensions . Jim shares why he...
Aug 22, 2017•28 min
Starting a conversation is the first step in the sales process, and it is also a step that most salespeople would like to be more successful at. There are a lot of channels that can be used to start that all important first conversation, but today we are going to discuss an emerging channel that can generate curiosity and add that personal touch. Today, I am speaking with Fernando Silva who is a solutions associate at Wistia which is really the same role as a sales development rep or SDR. Wistia...
Aug 08, 2017•26 min
Every business from solo entrepreneurs to small business owners and people working within larger businesses need systems to create consistency, make the work easier, and achieve better results. Today, I speak with Nancy Gaines the CEO and Founder of Gain Advantages on systems and the process of creating systems to free up time and money and create opportunities for businesses of all sizes to scale. Nancy Gaines has been advising small businesses and Fortune 100 companies on how to increase reven...
Aug 01, 2017•25 min
Building, training, and growing a sales team can be expensive and time consuming. New businesses and especially growing businesses will need a team to move the sales and business process foreword and generate revenue to continue the growth. Our guest today is someone who has come up with a solution to the problem of creating and growing a sales team. Today, I speak with Stephen Hayes the founder of Inside Sales . Which is a group of on demand sales professionals that assist growing businesses wi...
Jul 25, 2017•35 min
Without prospects, there will be no sales. Yet, companies can struggle with incorporating prospecting into the sales process and getting people to balance the time spent prospecting compared with the all important task of closing the deal. This issue can be especially prevalent with leaner bootstrapped companies. Today, we will learn about an innovative method of solving this problem and attracting new sales talent. Today, I speak with Patrick Rodgers who is VP of Sales at LearnCore a leading sa...
Jul 18, 2017•29 min
