In this episode, John discusses how to bolster your emotional intelligence and how money should not be a company’s sole motivation.
Jun 07, 2016•35 min•Ep. 172
In today’s episode, Gene and I discuss the steps entrepreneurs should take to establish a leadership position in the market they serve.
Jun 06, 2016•37 min•Ep. 171
In today’s episode, Bridget and I talk about managing and coaching under-performing sales reps.
Jun 03, 2016•27 min•Ep. 170
In today's episode, T.A. and I discuss how sales teams can leverage real-time intelligence about the digital activities, and successes, of their competitors to become smarter and more competitive sellers.
Jun 02, 2016•36 min•Ep. 169
In today’s episode, I chat with Meridith about how salespeople and companies should practice the art of relationship building with their prospects and how to continue adding value to their existing customers.
Jun 01, 2016•35 min•Ep. 168
In this episode, Tony and I discuss the growing challenges for B2B sales reps and what they need to do become a lasting and powerful source of value to their customers.
May 31, 2016•38 min•Ep. 167
Richelle Shaw built her first business from $300,000 to $36 million in less than 5 years and then lost it all after the 9-11 tragedies. However, that did not stop her because she would later rebuild her business to a million dollars in less than 5 months. Richelle is the author of The Million Dollar Equation. On today’s show she breaks down what the book is about and how it can help entrepreneurs put strong systems in place that will help them succeed and grow their business.
May 30, 2016•36 min•Ep. 166
My regular guest on Front Line Friday is Bridget Gleason, VP of Corporate Sales for SumoLogic. In today's episode, Bridget and I discuss if you should sell to top level executives.
May 27, 2016•30 min•Ep. 165
On today’s episode, Benjamin Hastings (2x entrepreneur and the co-founder of PerformYard) and I discuss how help sales reps can become more efficient.
May 26, 2016•43 min•Ep. 164
In this episode, Tony Alessandra (founder of Assessments 24x7) and I discuss the four buyer behavioral styles using the DISC Relationship strategy and how sales reps can use this knowledge to adapt their selling style and get those sales.
May 25, 2016•38 min•Ep. 163
Joel Comm is a New York Times best-selling author of 12 books, including The AdSense Code and Click Here to Order.
May 24, 2016•38 min•Ep. 162
David Long is the Founder and CEO of MyEmployees, where they specialize in helping managers build strong and more engaged relationships with their team.
May 23, 2016•38 min•Ep. 161
My regular guest on Front Line Friday is Bridget Gleason, VP of Corporate Sales for SumoLogic. In today's episode, Bridget and I discuss something that rarely gets discussed - how to bounce back from failure and still keep that client
May 20, 2016•27 min•Ep. 160
Jamison Powell is the Vice President of Sales for New Voice Media, where he and his team develop customized solutions to everyday sales problems.
May 19, 2016•36 min•Ep. 159
Evan Carmichael breathes and bleeds entrepreneurship, he was named one of the Top 100 Great Leadership Speakers for your Next Conference by Inc Magazine and considered one of the Top 40 Social Marketing Talents by Forbes.
May 18, 2016•36 min•Ep. 158
Tim Hughes, one of the world's leading experts in social selling, is the founder of Social Selling Lounge, author of Hacking the Buying Process and co-author of a new book you can pre-order called Social Selling: Techniques to Influence Buyers and Changemakers. In today’s episode, I talk with Tim about the five pillars to success.
May 16, 2016•42 min•Ep. 157
Jim Cathcart is a mentor, strategic advisor, keynote speaker and an international best selling author of The Acorn Principle and Relationship Selling. Jim was inducted into the Professional Speakers Hall of Fame and has delivered over 2,800 professional speeches around the world.
May 16, 2016•36 min•Ep. 156
In today’s episode, Bridget and I discuss crazy quarter end deals and how the sales department and sales managers should be balanced in gender.
May 13, 2016•31 min•Ep. 155
In today’s episode, I chat with Pouyan Salehi (co-founder and CEO of PersistIQ) about how sales reps can increase effectiveness and efficiency.
May 12, 2016•39 min•Ep. 154
In today’s episode, Viveka von Rosen and I chat about LinkedIn, social selling and how businesses can use these platforms to build a stronger relationship with their prospects and clients. Rosen is the leading LinkedIn, social selling expert, and author of LinkedIn Marketing: An Hour A Day.
May 11, 2016•43 min•Ep. 153
In today’s episode, Tim and I discuss his 4th book Dealstorming: The Secret Weapon That Can Solve Your Toughest Sales Challenges.
May 10, 2016•41 min•Ep. 152
In this episode, Brad Szollose (the author of the award-winning book Liquid Leadership: From Woodstock to Wikipedia--Multigenerational Management Ideas That Are Changing the Way We Run Things) and I discuss new styles of leadership - primarily how to get progressive tech-savvy Gen Y and analog driven Baby Boomers working together.
May 09, 2016•38 min•Ep. 151
My regular guest on Front Line Friday is Bridget Gleason, VP of Corporate Sales for SumoLogic. In today’s episode, Bridget and I discuss the most commonly asked questions by sales managers on compensation for sales reps, title creep, and termination.
May 06, 2016•29 min•Ep. 150
In today’s episode, Justin Christianson (best-selling author of Conversion Fanatics: How To Double Your Customers, Sales and Profits with A/B Testing) and I talk on how to test conversation rates and implement them into the sales process.
May 05, 2016•34 min•Ep. 149
In today’s episode, Julie and I discuss how most salespeople are using old presentation models in today’s market and how we can propel them forward into the 21st Century.
May 04, 2016•41 min•Ep. 148
Bob Perkins is the founder and Chairman of the American Association of Inside Sales Professionals (AA-ISP). In today’s episode, we discuss where sales are headed and the impact it will have on sales reps and businesses.
May 03, 2016•39 min•Ep. 147
Jason Treu is a business and relationship coach, and author of the books Social Wealth: How to Build Extraordinary Relationships by Transforming the Way We Live, Love, Lead and Network and Extraordinary: The Art of the Exceptional Life.
May 02, 2016•40 min
My regular guest on Front Line Friday is Bridget Gleason, VP of Corporate Sales for SumoLogic. In today’s episode, Bridget and I share some books that every person should read even if they aren’t in sales.
Apr 29, 2016•31 min•Ep. 145
In this episode, Guy Nirpaz (co-founder of Totango and author of the new book Farm Don't Hunt: The Definitive Guide to Customer Success) and I discuss how to proactively retain customers in a subscriber or pay-as-you-go based market.
Apr 28, 2016•40 min•Ep. 144
Jack Kosakowski is the global head of Social Sales Disruption at Creation Agency, the second largest marketing automation agency in Europe. In today’s installment, I chat with Jack about utilizing social media to add value to the sales funnel.
Apr 27, 2016•39 min•Ep. 143
