High Tech Freedom

Glenn Poulos is the cofounder, vice president, and general manager of Gap Wireless Inc. With over three decades of experience in sales, he has developed a successful strategy system by spending thousands of hours in the field or on the phone with customers and working with salespeople in several successful companies. https://glennpoulos.com/  https://www.linkedin.com/in/glenn-poulos-45bab86/   Chris Freeman - https://www.linkedin.com/in/chrisfreeman/  

Introduction: - Host introduces Dionne Mejer, a guest with a strong background in sales and inside sales, who now runs her own business. - Dionne shares that she initially didn't want to be in sales but found her passion for technology and building relationships. - Host emphasizes the importance of sales skills in any profession and encourages everyone to learn sales.   Background: - Dionne provides insight into her company, Inside Sales By Design, which focuses on creating and revamping sales infrastructure for organizations. - They offer services such as blueprint creation, framework development, job descriptions, onboarding, and interview support. - Recently, they have been working on driving adoption and utilization of technology tools within organizations.   Driving Adoption of Technology: - Dionne highlights the challenge of getting sales teams to embrace and utilize technology tools effectively. - Many organizations focus more on tracking and monitoring rather than empowering salespeople. - Inside Sales By Design takes a more agile approach, encouraging organizations to start small and gradually integrate technology into daily practices. - They begin by identifying keywords and successful sales pitches, transcribing and tracking their usage to encourage adoption. Top Performers in Sales: - Dionne discusses the traits she has observed in the top 10-20% of sales reps. - These individuals demonstrate ownership, focus, and resourcefulness, with a clear vision of their goals. - They excel at filtering out unnecessary elements and prioritize effective conversation and frictionless selling. - The motivation behind their behaviors drives their success.   Embracing Innovation and Change: - Host and Dionne discuss the importance of salespeople recognizing the need to innovate. - They explore the concept of stream ownership and how reps can take ownership of their sales processes and adapt to changes. - Cultivating a mindset of innovation and embracing change helps salespeople stay ahead in a competitive market.   Conclusion: - Host concludes the episode, thanking Dionne for sharing her insights and experiences. - Encourages listeners to embrace sales skills and highlights the value of creating and fostering strong relationships in sales. Contact : Host Contact Information - Chris Freeman LinkedIn - http://linkedin.com/in/chrisfreeman Facebook - https://www.facebook.com/chris.freeman.9461

In this episode of the High Tech Freedom Sales Podcast, host Chris Freeman welcomes guest Neil Rogers, who shares his journey from the food industry to entrepreneurship in the athletic footwear and apparel business. Neil emphasizes the importance of consistency, organization, and professionalism in sales. They discuss the power of incorporating both email and physical mail in marketing strategies, and Neil shares creative ideas for grabbing clients' attention. They also highlight the significance of personalization, value-driven outreach, and building relationships. Tune in to gain valuable insights into successful sales strategies and the art of standing out in a crowded marketplace. About Neil Rogers For over three decades, Neil Rogers has built a successful career in sales and marketing, working with clients in a wide range of verticals, including pharmaceutical, biomedical, manufacturing, logistics, financial services, and government defense contractors. He is the  Owner and VP of Marketing & Sales at Rogers Marketing, winner of several Million Dollar Sales awards, the Velocity Award for growth, and Heavy Hitter Awards for large accounts. Neil and his wife Lori are the creators/owners of the Positive Activity 11-Step Process, using scientifically proven activities to increase the quality of life and business through creativity, optimism, and positivity. The two entrepreneurs started the non-profit PASE (Parents Assisting Special Educators) and PASE After 21 for special needs adults. Bar Tips is his first published book, drawing on the lessons learned during his years as a bartender that Neil has applied for success in sales. Discover more at: https://www.positiveactivity.net/ Host Contact Information - Chris Freeman LinkedIn - http://linkedin.com/in/chrisfreeman Facebook - https://www.facebook.com/chris.freeman.9461

In this episode, we cover: In this episode of the High Tech Freedom Sales podcast, host Chris Freeman interviews guest Harrison Ryder. Harrison shares his background in sales and how he got started in the industry. He also discusses his role as the owner and founder of Elevation Sales Group, where he serves as an outsourced VP of sales and sales acceleration advisor for small to medium-sized companies. Harrison dives into the common problems and challenges he helps these companies overcome, such as stagnant or declining revenue and lack of sales infrastructure. He emphasizes the importance of aligning sales processes, compensation plans, and CRM systems with organizational goals. Harrison also highlights the key traits that separate the top 20% of sales professionals from the rest of the pack. Tune in to discover valuable insights on sales management and success.   About Harrison: As Founder and President of Elevation Sales Group, powered by Sales Xceleration, a sales management consulting firm, Harrison leverages his 35 years of successful sales and sales management experience to help small and medium-sized companies exceed their revenue targets.  Having worked with start-ups and Fortune 500 companies, managed national and international sales organizations, Harrison now partners with Owners, CEOs, and Presidents to create high performing sales teams that consistently deliver breakthrough sales results. By aligning corporate goals, installing the proper sales processes and procedures, mentoring existing sales talent, and executing on effective sales strategies, Harrison helps create an accountable, professional, results oriented sales culture within his client companies.   He can be reached at   Website:  https://lnkd.in/dHJ9wHC Email:  hryder@salesxceleration.com Phone:  774-232-2904   Host Contact Information - Chris Freeman LinkedIn - http://linkedin.com/in/chrisfreeman Facebook - https://www.facebook.com/chris.freeman.9461

In this episode of the High Tech Freedom Sales Podcast, host Chris Freeman welcomes JC Otero, an experienced sales professional with over 15 years of industry experience. JC shares his background in sales, his journey from individual contributor to managing sales development teams, and his insights on what sets top performers apart from the rest. Key Takeaways: Background in Sales: - JC Otero has been selling since he was a child, with a range of side hustles to generate income. - Professionally, he has over 15 years of sales experience, including roles at Wells Fargo Financial, Dell, Informatica, and leadership positions in sales development. Transitioning to Sales Development: - JC made the transition to sales development leadership because of his passion for helping and developing future sales professionals. - He rapidly progressed from managing a team of 14 reps to leading multiple teams and teams across different regions. Managing Managers: - When JC transitioned to managing managers, the biggest challenge was the people aspect. - Many of the managers had limited experience in people management, so JC focused on developing their skills in managing the reps. Differentiating Top Performers: - JC consistently saw three pillars that differentiated top performers in his organizations: organization, communication, and collaboration. - Effective organization includes organizing thoughts, time management, and maximizing productivity. - Top performers prioritize their time and plan their year, month, week, and day to ensure productive use of their hours. Maximizing Time: - JC shares his strategies for maximizing time, which include reviewing and planning the week every Friday and setting goals for each day. - Putting everything on the calendar, including individual tasks, helps create a clearer picture of priorities and deadlines. - By managing his time effectively, JC ensures that he stays focused and productive. Conclusion: JC Otero emphasizes the importance of organization, communication, and collaboration in sales. Top performers in sales development excel in these areas and prioritize effective time management. By implementing these strategies, sales professionals can increase their productivity and achieve superior results. Contact JC at https://www.linkedin.com/in/juancarlosotero/  Enter our monthly drawing for an insulated High Tech Freedom tumbler - www.hightechfreedom.com/mug   Host Contact Information - Chris Freeman LinkedIn - http://linkedin.com/in/chrisfreeman Facebook - https://www.facebook.com/chris.freeman.9461

In this short solo episode, Chris talks about one question you should ask during your sales interview.   Hint: It's around what is measured.   Enter our monthly drawing for an insulated High Tech Freedom tumbler - www.hightechfreedom.com/mug   Host Contact Information - Chris Freeman LinkedIn - http://linkedin.com/in/chrisfreeman Facebook - https://www.facebook.com/chris.freeman.9461

Mark is the CEO of Proof Analytics, a sales and marketing analytics platform that helps CMOs and CFOs bridge the ROI gap by providing cause-and-effect analytics that shows marketing and sales true business impact and financial worth.  In this episode, Mark shares his insights on the future of work and how individuals are becoming more entrepreneurial within a corporate setting. He also dives into the importance of having a strong foundation and skillset before jumping into a startup, and the value of self-assessment and acquiring necessary skills.  Mark offers advice on how to connect with him on LinkedIn and emphasizes his focus on business development and helping others. He also discusses his work in marketing analytics and the powerful automation platform he has built called Proof. Mark delves into the importance of innovation in sales and the ever-changing landscape of the market. He highlights the need to understand the real game being played in business and offers valuable tips for success. Lastly, Mark explores the concept of taking extreme ownership in sales, treating your work as your own franchise, and the benefits of having your own CRM system. Get ready for an enlightening and thought-provoking episode with Mark Stouse on the High Tech Freedom Sales Podcast! Contact Mark at https://www.linkedin.com/in/markstouse/  Enter our monthly drawing for an insulated High Tech Freedom tumbler - www.hightechfreedom.com/mug   Host Contact Information - Chris Freeman LinkedIn - http://linkedin.com/in/chrisfreeman Facebook - https://www.facebook.com/chris.freeman.9461

In this episode, we discuss the framework for a sales leader to build a sales coverage model. Even if you are a field seller, you may move up the ranks and be required to own or participate in a sales coverage plan for a company.  Listen to a few tips provided from a CRO friend of mine.   Highlights include:   Market segmentation Addressable market strategies Define the right sales activities for each segment Measuring the right activity for performance Managing coverage ratios Iterating your plan Technology tools   Do you have experience in this area and have lessons learned that you would like to share? Come join Chris as a guest on the podcast.   Enter our monthly drawing for an insulated High Tech Freedom tumbler - www.hightechfreedom.com/mug   Host Contact Information - Chris Freeman LinkedIn - http://linkedin.com/in/chrisfreeman Facebook - https://www.facebook.com/chris.freeman.9461

Author, speaker, seminar leader, and coach, Anne Miller teaches sales people and entrepreneurs how to increase their business; coaches CEOs and senior management to communicate clearly, creatively and persuasively to key constituencies; enables technical people to transform complex information into simpler, meaningful messages; and shows speakers how to command a room and win over audiences with their messages.   Anne is the author of The Tall Lady with the Iceberg: the power of metaphors to sell, persuade, & explain anything to anyone (the updated edition of her popular Metaphorically Selling), Make What You Say Pay!, Presentation Jazz!, 365 Sales Tips for Winning Business, and numerous articles on the Internet and in business publications like Brandweek and Selling Power. Both NBC Today in New York and Bloomberg News Radio have featured Anne on their shows. You can connect with Anne through linkedin: linkedin.com/in/annemillersalespresentations Enter our monthly drawing for an insulated High Tech Freedom tumbler - www.hightechfreedom.com/mug   Host Contact Information - Chris Freeman LinkedIn - http://linkedin.com/in/chrisfreeman Facebook - https://www.facebook.com/chris.freeman.9461

Negotiations in the realm of sales are a delicate dance, requiring finesse, strategy, and a deep understanding of human psychology. In this episode, we capture a few highlights from the book, Never Split the Difference and apply them to the sales role.   Topics include: The power of tactical empathy  Diffusing tension Saying no without saying no Enter our monthly drawing for an insulated High Tech Freedom tumbler - www.hightechfreedom.com/mug   Host Contact Information - Chris Freeman LinkedIn - http://linkedin.com/in/chrisfreeman Facebook - https://www.facebook.com/chris.freeman.9461

Lisa Hammett is an accomplished motivational and TEDx speaker, an international best-selling author, a success and mental fitness coach, and a wellness expert, helping stressed and burned out business owners and executives develop mental fitness to manage stress, improve productivity and communication, and regain their health and wellness. Her first book, From Burnout to Best Life. How to take charge of your health and happiness, reached bestseller status in 16 categories globally. Amazon - https://a.co/d/jjzuNiU In this episode we cover: The challenges of work-life balance and how it has become even more difficult due to external pressures such as personal finances, inflation, layoffs, and remote work. Lisa talks about the challenges of the hybrid work situation, where some individuals are being forced to return to the office after working remotely during the pandemic. The stress and frustrations caused by these changes can impact productivity, communication, and overall health and wellness. The importance of managing stress, particularly in the professional sales role. Lisa shares her personal journey of experiencing burnout after 26 years in the corporate retail sector, and the negative impact it had on her physical and emotional health.   Enter our monthly drawing for an insulated High Tech Freedom tumbler - www.hightechfreedom.com/mug   Host Contact Information - Chris Freeman LinkedIn - http://linkedin.com/in/chrisfreeman Facebook - https://www.facebook.com/chris.freeman.9461  Lisa Hammett' book  on Amazon - https://a.co/d/jjzuNiU

Integrating humor into your sales approach can create a genuine connection with potential clients, help make your message more memorable, and build rapport. In this episode we talk about why and how humor can positively impact your sales success.   Topics include: Using humor as an icebreaker Using humor to connect on a human level How humor helps your customer remember your message How to use humor to diffuse tension in a sales process   Enter our monthly drawing for an insulated High Tech Freedom tumbler - www.hightechfreedom.com/mug   Host Contact Information - Chris Freeman LinkedIn - http://linkedin.com/in/chrisfreeman Facebook - https://www.facebook.com/chris.freeman.9461

Rana Salman, M.B.A, Ph.D., author of Sales Essentials: The Tools You Need at Every Stage to Close More Deals and Crush Your Quota, is a renowned sales expert transforming global sales team performance. With a background in B2B sales and marketing, she is a trusted partner for midsize and Fortune 500 IT companies, elevating their sales strategies and execution.   Episode Highlights The heart of sales: The importance of relationship building and human connection The internal and external challenges salespeople face, changing approaches, and solutions Four questions to ask yourself to better understand the product you are selling Strategies for optimizing your sales conversations and communicating solutions How tech layoffs are impacting our deals—and what to do about it How you can use the sales process to find a job The continuous decline of reps meeting quotas and actionable ways to crush yours Analyzing sales strategies to determine gaps and identify opportunities for improvement How to build and strengthen sales-enabled cultures to optimize the end-to-end customer experience from pre-sales to post-sales You can connect with  through linkedin: https://www.linkedin.com/in/ranasalman1/  Rana's book Sales Essentials: The Tools You Need at Every Stage to Close More Deals and Crush Your Quota  Enter our monthly drawing for an insulated High Tech Freedom tumbler - www.hightechfreedom.com/mug   Host Contact Information - Chris Freeman LinkedIn - http://linkedin.com/in/chrisfreeman Facebook - https://www.facebook.com/chris.freeman.9461

Have you ever had your sales manager tell you that you have built too good of a relationship with a customer? Most likely not! Building strong relationships with customers is a cornerstone of successful sales professionals.  In this episode we talk about the risks of getting too close to your customer and some steps you can take to maintain great balance. Potential risks include: Bias and Blind Spots Lack of Objectivity:  Failure to Upsell/Cross-sell Missed Opportunities Enter our monthly drawing for an insulated High Tech Freedom tumbler - www.hightechfreedom.com/mug   Host Contact Information - Chris Freeman LinkedIn - http://linkedin.com/in/chrisfreeman Facebook - https://www.facebook.com/chris.freeman.9461

Kareem Mostafa is an Egyptian entrepreneur and marketer currently residing in Ireland. After completing his studies in marketing, he struggled to find an internship opportunity due to his visa status. Out of desperation, he stumbled upon the concept of startups and decided to give it a try. Despite a failed attempt at a restaurant marketing startup, Kareem decided to get a real job to maintain his legal status in the country. He worked at LinkedIn and then HubSpot, but the startup bug continued to linger. Inspired by his brother, who worked at Google, Kareem decided to give entrepreneurship one final shot. Together, they embarked on a new startup journey, hoping to not only succeed but also create job opportunities. Four years later, Kareem and his brother are still learning and growing in their entrepreneurial endeavors.   Episode Highlights: - Capitalizing on the AI revolution - Importance of surrounding oneself with smart individuals - Strategies for marketing and sales outcomes - Use of content creation and podcasts for building relationships and adding value - Connection between founder mental health and fitness and reducing burnout You can connect with Kareem through linkedin: https://us02web.zoom.us/j/86289408981 Enter our monthly drawing for an insulated High Tech Freedom tumbler - www.hightechfreedom.com/mug   Host Contact Information - Chris Freeman LinkedIn - http://linkedin.com/in/chrisfreeman Facebook - https://www.facebook.com/chris.freeman.9461 

Where do reps go wrong with their demos?   Overwhelm the customers features Fail to do proper research Lack of customer interaction Tech issues Not entertaining   In this episode we provide suggestions to each mistake.   Enter our monthly drawing for an insulated High Tech Freedom tumbler - www.hightechfreedom.com/mug   Host Contact Information - Chris Freeman LinkedIn - http://linkedin.com/in/chrisfreeman Facebook - https://www.facebook.com/chris.freeman.9461

Jesse is a professional sales leader with a track record of exceeding revenue targets, developing winning teams, and creating a positive work environment. He is excellent at spotting and developing talent within the sales organization. He enjoys creating relationships with his customers and truly solving business challenges. He is most proud of coaching and mentoring teammates to attain top sales goals or accomplish new roles within the organization.    Episode Highlights Discover how Jesse transitioned from a background in sports and engineering to pursue a career in sales, and why it was a game-changer for him. Learn about Jesse's journey in medical sales and the strategies he employed to excel in a highly competitive industry. Gain valuable tips on how to prepare for sales meetings, ask the right questions, and uncover the buying process. Explore the importance of adaptability, teaching, and self-discipline in achieving exceptional sales results. Get exclusive insights into the correlation between sales in software/tech and the proven Challenger sale process. You can connect with Jesse through linkedin: linkedin.com/in/jesse-graham-99283833 Enter our monthly drawing for an insulated High Tech Freedom tumbler - www.hightechfreedom.com/mug   Host Contact Information - Chris Freeman LinkedIn - http://linkedin.com/in/chrisfreeman Facebook - https://www.facebook.com/chris.freeman.9461

Today we will focus on the “Freedom” part of the High Tech Freedom Sales Podcast.   As you uplevel your sales skills, bring in those larger commission checks, how will you set yourself up for future financial success?    How will you build up additional cash-flow to better manage the peaks and valleys of sales and more importantly, future retirement?   In this episode we cover some lessons learned with real estate, different investing strategies, and a quick review on 3 benefits of adding real estate to your portfolio in addition to your 401K. Enter our monthly drawing for an insulated High Tech Freedom tumbler - www.hightechfreedom.com/mug   Host Contact Information - Chris Freeman LinkedIn - http://linkedin.com/in/chrisfreeman Facebook - https://www.facebook.com/chris.freeman.9461

President and co-founder of Ignite Selling, Inc., a global sales training, simulation, and consulting organization dedicated to partnering with customers to implement highly customized performance change projects for building world-class sales teams.   He and his business partner Kevin Jones recently released his latest book, Ignite Your Sales Strategy: A Field Guide to Accelerating Your Pipeline. It aims to help sales teams be able to think and act strategically, construct a seamless sales pipeline process, understand their customers' buying factors for each unique sale, proactively manage the key influencers, navigate the competitive landscape, and quantify the true value of their solution.   3 key takeaways: Urgency is the secret ingredient: To successfully close deals, sales professionals need to create a sense of urgency. This means involving multiple decision-makers, expanding the problem's scope, and highlighting the implications of not resolving it. Challenge your assumptions: Don't fall into the trap of assuming lost sales are solely due to price or budget constraints. Understand the decision criteria customers use to evaluate you against competitors. Look beyond pricing and consider factors like school districts, bedrooms, or acreage that can make a difference. Validate and align business metrics: It's essential to ensure your solution aligns with a prospect's business metrics. If their metrics don't match what you can offer, they might not be a suitable fit. Don't force a suspect into the pipeline just to fill it; focus on prospects with aligned metrics. You can connect with Steve through linkedin: linkedin.com/in/sgielda Enter our monthly drawing for an insulated High Tech Freedom tumbler - www.hightechfreedom.com/mug Host Contact Information - Chris Freeman LinkedIn - http://linkedin.com/in/chrisfreeman Facebook - https://www.facebook.com/chris.freeman.9461

By scripting your message, you free yourself to then focus on the clarity and precision of the message.   It allows you to get your message across with fewer words and be more succinct. Have you ever sat with someone trying to explain something and noticed that they are talking while thinking about their next point? They use too many words to get the point across.   Going back to the 7-38-55 rule, your tone has a 38% impact on the effectiveness of the communication. How you say it is over 3 times more important than what you said.   Free yourself up to focus on the most impactful part of the conversation.   Enter our monthly drawing for an insulated High Tech Freedom tumbler - www.hightechfreedom.com/mug   Host Contact Information - Chris Freeman LinkedIn - http://linkedin.com/in/chrisfreeman Facebook - https://www.facebook.com/chris.freeman.9461

Harvey Berman is the executive vice president at Abi Research, a global intelligence research firm. Based in Austin, Texas, Harvey heads up the global sales group and focuses on forward-looking transformative technologies such as AI, AR VR industrial manufacturing, electric vehicles, and metaverse.   Key Takeaways: - Build strong relationships and outwork everyone to succeed in sales - Embrace AI to become more efficient and effective - Share AI knowledge with the team to improve overall success - Continuous self-improvement is the key to success and inspiring others - Trust is crucial in business today - Making personal connections and having face-to-face conversations is still important despite the need for technology.   You can connect with Harvey through linkedin: linkedin.com/in/harvey-r-berman-9b802215 Enter our monthly drawing for an insulated High Tech Freedom tumbler - www.hightechfreedom.com/mug Host Contact Information - Chris Freeman LinkedIn - http://linkedin.com/in/chrisfreeman Facebook - https://www.facebook.com/chris.freeman.9461

Albert Mehrabian's research, which started back in the 1950s, led to the development of the 7-38-55 Rule. The rule suggests that communication can be broken down into three components: Words (Verbal): This aspect includes the actual spoken or written words used during a conversation. In Mehrabian's study, it accounts for only 7% of the total impact of a message. Tone of Voice (Vocal): The tone, pitch, and inflection of one's voice fall under the vocal component. It contributes to 38% of the overall impact in a message. Body Language (Nonverbal): The most influential part of communication is nonverbal cues, such as facial expressions, gestures, posture, and eye contact. This component makes up a significant 55% of the total impact in a message. In this episode, we share some examples of how this applies to sales, especially in the more virtual world of selling.   Enter our monthly drawing for an insulated High Tech Freedom tumbler - www.hightechfreedom.com/mug   Host Contact Information - Chris Freeman LinkedIn - http://linkedin.com/in/chrisfreeman Facebook - https://www.facebook.com/chris.freeman.9461

Marsha Acker is a coach who specializes in executives and leadership teams. She has a background in tech and software engineering as well as degrees in those fields. Her career eventually led to increasing leadership positions where she struggled with the people side of leadership. About 20 years ago, Marsha began a process to become a better leader and eventually transitioned into working with leadership teams and coaching.   Key Takeaways: Leaders should take the time to hear different viewpoints, even if it may be a lot of work. It can shape and shift the thinking of all parties involved and lead to a shared understanding of the business picture. No one person can have the full picture, and it's valuable for everyone to hear one another's perspectives. Individuals can feel like change is being done to them and that their voice doesn't matter. Effective leaders listen for all four actions in a conversation and prompt for any missing action. Having a structural language to analyze conversations can help leaders understand what is happening differently. Conversations can be looked at in a morally neutral language to see what is happening differently. There are four actions that can happen in a conversation - follow, oppose, bystand, and support. Effective conversations have all four actions voiced. Ineffective conversations leave one or more of these actions out. You can connect with Marsha through linkedin: linkedin.com/in/keeleyhubbard Enter our monthly drawing for an insulated High Tech Freedom tumbler - www.hightechfreedom.com/mug   Host Contact Information - Chris Freeman LinkedIn - http://linkedin.com/in/chrisfreeman Facebook - https://www.facebook.com/chris.freeman.9461 

Are you feeling stuck in your sales success? Do you feel that you are not where you want to be? Are you seeing other sales pros experiencing success around you and wondering why you are not having the same success? If your response looks towards anything external, that most likely is your challenge. Taking 100% ownership of every aspect of your life is the secret to success. Most people spend their time denying their mistakes, complaining about their circumstances, and giving excuses for their lack of results. In this short episode we discuss the importance of taking ownership, being a great leader, and being a great follower.   Enter our monthly drawing for an insulated High Tech Freedom tumbler - www.hightechfreedom.com/mug   Host Contact Information - Chris Freeman LinkedIn - http://linkedin.com/in/chrisfreeman Facebook - https://www.facebook.com/chris.freeman.9461 

Jeremy Laynor is a senior vice president of global sales for Providence Medical Technology, a medical device company that focuses on treatments for degenerative spine disease, specifically cervical spine disease. With 22 years of experience in the commercial side of early, mid-stage, and large established businesses, Laynor began his career in Major League Soccer and then ventured into sports marketing before joining a large Fortune 16 company, Cardinal Health, to work in medical sales and field management for six years. He then moved on to work in early stage medtech startups, with one stint in software sales with a startup called Fat Cloud. In recent years, he has returned to medical sales and now advises individuals on career progression and sales techniques based on his extensive experience. He is also the author of a book about how basketball principles apply to the business world called "Point Guard Sales Leadership."   Episode Summary: Keys to success in sales, including learning from mentors, networking, and effective communication.  Importance of finding a mentor who is already successful in the area you want to pursue. They share a personal anecdote about one host who wanted to move into a different type of sales role and found an older colleague to mentor him. By learning from the mentor and accompanying him on sales calls, he gained experience and built relationships that eventually led to a promotion. Taking on responsibilities of the desired role, seeking opportunities to act like the desired role, and developing the mindset and skills needed for the role. The importance of social media, specifically LinkedIn, for networking and generating leads. The evolving nature of pipeline building in a post-pandemic world. T You can connect with Jeremy through linkedin: linkedin.com/in/jeremy-laynor22 Enter our monthly drawing for an insulated High Tech Freedom tumbler - www.hightechfreedom.com/mug   Host Contact Information - Chris Freeman LinkedIn - http://linkedin.com/in/chrisfreeman Facebook - https://www.facebook.com/chris.freeman.9461 

How do you quickly do your account research before a meeting? In today's episode we talk about the need to build a checklist so you can go fast! In addition, we cover topics that include:   Customer's target market Information on how they are competing and where they are getting beat  What makes them unique?  Look at the company's Twitter account.  Read their press releases Competitors press releases.  The company's blog is a great way to get real time insight vs. what they post on their website.  Don't forget to search your own internal CRM.  Search for 3rd party reports    Enter our monthly drawing for an insulated High Tech Freedom tumbler - www.hightechfreedom.com/mug   Host Contact Information - Chris Freeman LinkedIn - http://linkedin.com/in/chrisfreeman Facebook - https://www.facebook.com/chris.freeman.9461

BIO: Aaron Cullip is the head of tax research for Walters Klure, where he oversees tax and accounting software for the US and Canada. His area of expertise lies in providing a web-based tax research subscription service and ensuring firms and corporations have access to state and federal laws and codes, as well as Canadian rules and regulations around tax filing. With a background in technical software solutions, Aaron now focuses solely on the tax research side of the company. In addition to his full-time job, he also teaches business negotiations at Clemson University's graduate program.   Episode Summary: Keeping a professional journal Focus on relationship-based sales Common interview issues Being vulnerable and authentic in interviews Boardroom presence as an essential quality Importance of being transformational in sales Being transformational instead of transactional You can connect with Aaron through linkedin: linkedin.com/in/aaron-david-cullip-7a6b46191 Enter our monthly drawing for an insulated High Tech Freedom tumbler - www.hightechfreedom.com/mug   Host Contact Information - Chris Freeman LinkedIn - http://linkedin.com/in/chrisfreeman Facebook - https://www.facebook.com/chris.freeman.9461

In this episode we talk about how you can improve and enhance your virtual sales meeting so that you can build more pipeline and sell more! Topics include: Preparation tips Addressing tools to avoid delays Tipis to use chat to keep the customer engaged How to get your customer to turn on video Recording and editing out video clips for follow up Leveraging breakout rooms to separate leadership from the tech team Enter our monthly drawing for an insulated High Tech Freedom tumbler - www.hightechfreedom.com/mug   Host Contact Information - Chris Freeman LinkedIn - http://linkedin.com/in/chrisfreeman Facebook - https://www.facebook.com/chris.freeman.9461

Bio: Peter Steube started his career in sales on Wall Street, where he created community events to share information with customers. He then evolved his career to focus on the tech industry, running a research business where he interviewed IT professionals and founders of tech companies. He ultimately joined Gartner, where he is now building out the Gartner peer community, which aims to provide a networking experience that combines industry groups with social media platforms.   Topics covered: - The importance of cooperation over competition in the world - Prioritizing learning from each other and creating a safe space for it on the community platform - The effectiveness of the platform for getting fast answers for precise and specific questions - The power of instant feedback from a peer group and input from people outside of one's close circle for formulating a thesis or gut checking ideas - Overview of the Gartner community platform and its features for verified users - The evolving nature of sales as a role, requiring creativity and storytelling for success - The speaker's background in sales and community building - The importance of storytelling for salespeople You can connect with Peter through linkedin: linkedin.com/in/petersteube Enter our monthly drawing for an insulated High Tech Freedom tumbler - www.hightechfreedom.com/mug   Host Contact Information - Chris Freeman LinkedIn - http://linkedin.com/in/chrisfreeman Facebook - https://www.facebook.com/chris.freeman.9461

We cover:   Why spend time trying to uncover the personal pain of your customer contacts? How can you uncover personal pain and some example questions to ask.    We touch on topics that include: Motivation Competition Building long-term sales relationships Using your own CRM Thoughtful follow up Enter our monthly drawing for an insulated High Tech Freedom tumbler - www.hightechfreedom.com/mug   Host Contact Information - Chris Freeman LinkedIn - http://linkedin.com/in/chrisfreeman Facebook - https://www.facebook.com/chris.freeman.9461   

Chris White graduated from college in the early 90s as an IT professional and spent 15 years as an IT consultant in enterprise architecture. Feeling miserable in his job, Chris discovered sales and specifically presales as a sales engineer. He became the number one sales engineer within his organization and later became a manager, creating training for his team and turning things around. He then took an account executive role for several years before finding his passion in coaching and teaching in sales enablement. Chris published a book in 2019, which soon became required reading for new hires at Salesforce.    Key Takeaways: The importance of personalizing demos to the audience's needs. The partnership between AEs and SEs in approaching sales deals. The significance of mutual understanding and empathy between sales counterparts. The importance of focusing on demonstrating outcomes and solutions, not just presenting a product. The significance of balancing efficiency and effectiveness in the sales process.   You can connect with Chris through linkedin: linkedin.com/in/chris-white-six-habits The Six Habits of Highly Effective Sales Engineers Booi - https://a.co/d/doaOxnw Enter our monthly drawing for an insulated High Tech Freedom tumbler - www.hightechfreedom.com/mug Host Contact Information - Chris Freeman LinkedIn - http://linkedin.com/in/chrisfreeman Facebook - https://www.facebook.com/chris.freeman.9461

What is latent pain? What is real pain? Why do they matter?   Why does finding latent pain in the sales matter? Some strategies to find latent pain. How to bridge the gap between latent pain and real pain.   We also cover the incredible advantages to the sales professional.   Enter our monthly drawing for an insulated High Tech Freedom tumbler - www.hightechfreedom.com/mug   Host Contact Information - Chris Freeman LinkedIn - http://linkedin.com/in/chrisfreeman Facebook - https://www.facebook.com/chris.freeman.9461

Guest Bio: Jason Forest is a sales guru who wants to make selling the most honorable profession in the world. He believes that most salespeople don't choose sales as their plan A career due to the lack of education in professional selling. This, coupled with the bad reputation some salespeople have, has created a negative perception of the profession. Jason Forest wants to change this by teaching salespeople how to be truly great and by focusing on their mindset, process, and language. He wants salespeople to earn the respect they deserve by being the best trained and the most professional in their field. Jason Forest's ultimate goal is to ignite the pride, purpose, and respect of professional selling.   Topics include: Fear in Sales Sales leashes & NLP Sales as a Profession Warrior Selling Reluctance and fear are highly contagious   You can connect with Jason through linkedin: linkedin.com/in/jasonforrest Enter our monthly drawing for an insulated High Tech Freedom tumbler - www.hightechfreedom.com/mug   Host Contact Information - Chris Freeman LinkedIn - http://linkedin.com/in/chrisfreeman Facebook - https://www.facebook.com/chris.freeman.9461

Episode Summary   Incremental Changes and Personal Growth - Emphasizes the importance of monitoring one's progress in achieving a high say to do ratio - Invites listeners to share their experiences and thoughts on the topic or recommend others who excel in this area   Networking and Personal Branding - Starting with small commitments and building up the habit of networking can lead to bigger opportunities - Personal brands and reputations are built over time and are based on past behavior and ability to consistently fulfill commitments - Sales professionals often focus on deals and performance, but personal brand is important for future opportunities   Reflecting on Past Commitments and Building Accountability - Poor time management, overcommitment, or resource issues may have contributed to missed commitments - Reflecting on these factors can help individuals make more accurate commitments in the future   Delivering on Promises and Building Reputation - Small incremental improvements and deliverables add up over time - Our actions or the lack thereof leave a lasting impression on others and influence how they perceive us   Enter our monthly drawing for an insulated High Tech Freedom tumbler - www.hightechfreedom.com/mug   Host Contact Information - Chris Freeman LinkedIn - http://linkedin.com/in/chrisfreeman Facebook - https://www.facebook.com/chris.freeman.9461

Michael shared Interesting story of going from an account to a sales rep, which was an intentional progression for him.   In this episode, we discussed: Talked about being authentic with your sales approach and how that plays out in your sales process.  Examples of being vulnerable with your clients and how that lowers the customer's sales barrier How customer decision making is not in your control How to rely on your sales process when you don't have control of the customer's process Bad experience selling jewelry The zone of resistance   You can connect with Michael through linkedin: linkedin.com/in/michaelhammelburger Enter our monthly drawing for an insulated High Tech Freedom tumbler - www.hightechfreedom.com/mug   Host Contact Information - Chris Freeman LinkedIn - http://linkedin.com/in/chrisfreeman Facebook - https://www.facebook.com/chris.freeman.9461

Introduction: Recap of the poll question on whether sales reps should work over the weekend. Introduction to the topic and its alignment with Episode 107, "Slow Down Does not Mean Stop." Highlighting the importance of flexibility and upside through commissions in sales. Exploring the Weekend Work Question: Discussing the behavior of top performers who go the extra mile by working when others are not willing to. Considering the factors of urgency, deal priority, and planning when deciding to work over the weekend. Emphasizing the love for weekends and personal activities as a means of recharging. Differentiating Between Types of Weekend Work: Explaining the despised work over the weekend, which often consists of administrative tasks that were procrastinated during the week. Describing the enjoyable work done over the weekend when actively pursuing deals and presentations, fueled by passion and the desire to succeed. Harnessing the Weekend for Strategic Thinking: Recognizing the weekend as a time for harnessing free thinking and visualizing potential outcomes. Highlighting the difficulty of finding dedicated planning time during the weekdays due to day-to-day activities. Encouraging the use of weekends for updating opportunity plans, exploring ideas with contacts, and conducting additional research. The Mindset of Top Performers: Clarifying that top sales professionals work over the weekend out of hunger, passion, and a determination to win. Stressing the importance of hard work in achieving success and how it impacts future weekends. Call-to-Action and Conclusion: Inviting listeners to share their thoughts and comments on the topic through DM or email. Extending an invitation for potential guests to be on the show. Closing with a reminder to make the upcoming week the best one yet. Enter our monthly drawing for an insulated High Tech Freedom tumbler - www.hightechfreedom.com/mug   Host Contact Information - Chris Freeman LinkedIn - http://linkedin.com/in/chrisfreeman Facebook - https://www.facebook.com/chris.freeman.9461

Sebastian is a Sr. Level Technology Sales Management Executive with a proven record of achievement in leading organizations to unprecedented growth.   In this episode we discuss: Lessons learned making the move from BDR to field sales Lessons learned when making that initial move from field sales to sales manager Finding motivation through recognizing the small wins Tips for building more pipeline You can connect with Sebastian through linkedin: linkedin.com/in/sebastianestades Enter our monthly drawing for an insulated High Tech Freedom tumbler - www.hightechfreedom.com/mug Host Contact Information - Chris Freeman LinkedIn - http://linkedin.com/in/chrisfreeman Facebook - https://www.facebook.com/chris.freeman.9461

Are you falling into the trap of “Slowing down to smell the roses”? Everyone is saying that we need to slow down, find your why, and find your purpose.   What they are not saying is to stop.    In this episode we share a few thoughts on slowing down from 100% to 70% to prepare for upcoming risks or needed changes in your business.    The top earners have not forgotten one of the foundational keys to crushing it in sales.   Enter our monthly drawing for an insulated High Tech Freedom tumbler - www.hightechfreedom.com/mug   Host Contact Information - Chris Freeman LinkedIn - http://linkedin.com/in/chrisfreeman Facebook - https://www.facebook.com/chris.freeman.9461

In 2005-2006 Nate was deployed to Kuwait, a 1st Lt in the US Army. Charged with the responsibility and leadership of over 40 men for over 15 months thousands of miles from home.   He came back home to his wife and their dog after a successful deployment and what he thought of himself as a Championship Leader. Not exuding the qualities or characteristics of a Championship Leader at all as he tried to assimilate back into his marriage and career back home as a civilian.   Today it is of utmost importance that he lives what he teaches and preaches to others at the highest level. That he set and be the standard that others strive for in all areas of his life. I've done that first and foremost through extreme performance in my body. You can connect with Nate through linkedin: linkedin.com/in/coachnatebailey Enter our monthly drawing for an insulated High Tech Freedom tumbler - www.hightechfreedom.com/mug   Host Contact Information - Chris Freeman LinkedIn - http://linkedin.com/in/chrisfreeman Facebook - https://www.facebook.com/chris.freeman.9461

In this episode we talk about why you should do it and then some tips on how to do it. Why should you go around your main contact in the sales process? A simple reason why is that there are on average 10+ people with influence over your deal. If not you, who is influencing those 10 people? This is based on a Gartner study back in 2020.  There are other groups or stakeholders that could be impacted by your offering.  They will not represent your solution with the same depth and justification. Competing priorities – Your main contact may have your solution as his #1 priority, but someone above them will have different priorities. How do you effectively go around your main contact? Make your primary contact the hero. Communicate with your main contact on WHY you need to expand your contacts. Report back to your main contact Enter our monthly drawing for an insulated High Tech Freedom tumbler - www.hightechfreedom.com/mug   Host Contact Information - Chris Freeman LinkedIn - http://linkedin.com/in/chrisfreeman Facebook - https://www.facebook.com/chris.freeman.9461

With over 17 years of sales experience as a top producer across various industries, Keeley has conquered nearly every obstacle imaginable as she implemented her custom sales process that grew an international organization's revenues from $40M to over $220M in less than 4 years.   As a sales coach and business strategist, Keeley helps her clients confidently close more deals to achieve consistent income and rapid growth. Her proprietary sales strategies help business owners learn how to have intentional and authentic conversations that convert and win! You can connect with Keeley through linkedin: linkedin.com/in/keeleyhubbard Enter our monthly drawing for an insulated High Tech Freedom tumbler - www.hightechfreedom.com/mug   Host Contact Information - Chris Freeman LinkedIn - http://linkedin.com/in/chrisfreeman Facebook - https://www.facebook.com/chris.freeman.9461

As a high performing sales rep, why in the world would you want to take 2-3 days out of the field to attend your national or global sales conference?   I have shifted my thoughts on this over the last few years, especially after the pandemic and attending a few virtual sales conferences.   If you are going to go, and you really don't have a choice, how can you maximize your time to actually grow your business?   In this episode we touch on three ways that include:   Corporate resources Other top sales professionals Execute some strategic planning   Check out the full episode for some examples of productive ways to maximize your sales conference time.   Enter our monthly drawing for an insulated High Tech Freedom tumbler - www.hightechfreedom.com/mug   Host Contact Information - Chris Freeman LinkedIn - http://linkedin.com/in/chrisfreeman Facebook - https://www.facebook.com/chris.freeman.9461

Fabiana has 18 years of experience in all aspects of field marketing, marketing operations, demand generation, and business development. She is currently the Director, Enterprise Marketing at Pure Storage.    In this episode, Fabiana touches on: How top sales professionals utilize field marketing Events & activities that are driving high-level executive engagement How field marketing activities should be utilized later in a sales cycle You can connect with Fabiana through linkedin: linkedin.com/in/fabianacarpio Enter our monthly drawing for an insulated High Tech Freedom tumbler - www.hightechfreedom.com/mug   Host Contact Information - Chris Freeman LinkedIn - http://linkedin.com/in/chrisfreeman Facebook - https://www.facebook.com/chris.freeman.9461

What's holding you back to success in sales? Are you holding yourself back from incredible sales success? Have you ever said that you were too young, too old, not smart enough, not enough experience, not enough industry knowledge, fear of rejection, or insert any other excuse? In this episode we share two tips to get over the beliefs that may be holding you back. Enter our monthly drawing for an insulated High Tech Freedom tumbler - www.hightechfreedom.com/mug   Host Contact Information - Chris Freeman LinkedIn - http://linkedin.com/in/chrisfreeman Facebook - https://www.facebook.com/chris.freeman.9461

After founding and running his own company for 15 years with a successful exit, Jason Guppy continued to advise and consult on Enterprise Performance Management (EPM) projects for another 8 years.   Jason has recently made the jump to a sales role as a reseller for EPM software. While Jason has 20+ years of business experience, he is in the early stages of selling and shares some valuable lessons learned.  In this episode, we discuss: His journey into sales His first deal that he was working on A few mistakes he made when preparing for a critical demo You can connect with Jason through linkedin: https://www.linkedin.com/in/jason-guppy-9070b25 Enter our monthly drawing for an insulated High Tech Freedom tumbler - www.hightechfreedom.com/mug What does Freedom mean to you? Check out our webinar: “How Top Sales Pros Create Passive Income & Achieve Financial Freedom With Hands-Off Real Estate Investing”   Host Contact Information - Chris Freeman LinkedIn - http://linkedin.com/in/chrisfreeman Facebook - https://www.facebook.com/chris.freeman.9461

Have you been impacted at your job? Are you looking for your next career move?   In this episode, we cover 5 tips to help with your next job pursuit. Topics include: Working with the recruiter Preparing your questions Prepare examples Support your achievement claims Meeting recap   Would you like to be a guest on the podcast?  Book a quick call. https://calendly.com/freeman-ppp/15-minute-virtual-coffee Enter our monthly drawing for an insulated High Tech Freedom tumbler - www.hightechfreedom.com/mug   Host Contact Information - Chris Freeman LinkedIn - http://linkedin.com/in/chrisfreeman Facebook - https://www.facebook.com/chris.freeman.9461

After spending 20 plus years selling enterprise software, Brian is now working with leadership teams he helps create and dominate their market segments. Brian's approach is based on an exhaustive study of hundreds of eight, seven and six-figure deals across several industries and geographies; what he discovered is that the majority of salespeople are Selling Backwards.    Selling Backwards means that the focus is on the outside of the prospect looking in. Instead of obsessing on messaging, positioning, presentations, demonstrations and closing, what is really effective is matching the selling process with the prospect's decision process.    What we have found is that the salespeople that still embrace the old-school dogma of relying on relationships, one-on-one selling skills and aggressively pushing their prospects are as obsolete as palm pilots. What he teaches is what is going on inside the prospect's organization and how they make product selections.   You can connect with Brian through linkedin: linkedin.com/in/brianburns Enter our monthly drawing for an insulated High Tech Freedom tumbler - www.hightechfreedom.com/mug What does Freedom mean to you? Check out our webinar: “How Top Sales Pros Create Passive Income & Achieve Financial Freedom With Hands-Off Real Estate Investing”   Host Contact Information - Chris Freeman LinkedIn - http://linkedin.com/in/chrisfreeman Facebook - https://www.facebook.com/chris.freeman.9461

What is a sales success binder? It is a way to organize all my accomplishments and achievements over a career.  As you progress in your sales career, you will no doubt have milestones, successes, special moments when all the hard work and the grind of sales pays off.  Why do it? Support your success claims when interviewing for a job Walk down memory lane Remind yourself that you have been there when struggling with short-term challenges.   Enter our monthly drawing for an insulated High Tech Freedom tumbler - www.hightechfreedom.com/mug   Book a 15 minute call with Chris.  15 Minute Call With Chris Freeman - Chris Freeman calendly.com   Host Contact Information - Chris Freeman LinkedIn - http://linkedin.com/in/chrisfreeman Facebook - https://www.facebook.com/chris.freeman.9461

Marcus Chan is the Founder of Venli Consulting Group. He helps Account Executives sell and earn $100,000+ MORE each year through his coaching and training programs. Marcus is an official member on the Forbes Business Council and has also been featured in Forbes, Yahoo! Finance, MarketWatch, and more. He has also been named as one of the top sales experts to follow by Salesforce and LinkedIn. Most recently he wrote a Wall Street Journal, USA Today, and #1 Amazon Best Selling Book. Prior to this, Marcus was in Corporate America for 14+ years. In that time, he worked for two Fortune 500 organizations and was promoted 10X in 10 years with them. He has won countless awards and has been ranked in the top percentile every single year. In his last role, he led one of the top sales regions in the company with over 110 employees. Marcus lives in Portland, OR with his wife, Sara, and son, Roman. In this episode we cover: How effort & execution impacts our income. The power of small incremental changes in your sales approach. What the top reps do differently   You can connect with Marcus through linkedin:  linkedin.com/in/marcuschanmba Enter our monthly drawing for an insulated High Tech Freedom tumbler - www.hightechfreedom.com/mug   What does Freedom mean to you?   Check out our webinar: “How Top Sales Pros Create Passive Income & Achieve Financial Freedom With Hands-Off Real Estate Investing”   Host Contact Information - Chris Freeman LinkedIn - http://linkedin.com/in/chrisfreeman Facebook - https://www.facebook.com/chris.freeman.9461

Are trade shows a waste of time? As we enter the spring, there has always been a ramp of industry trade shows. Could your time be better spent elsewhere? That is the question you should always be asking yourself when planning out your day and week. Your sales time is the most valuable thing you can control during the week.   In this episode, we discuss the following: Why trade shows still have a place in your account or territory development. How to maximize your time at an event. Will the event generate $5-10k in future commissions? Fill you calendar while at the show.   Enter our monthly drawing for an insulated High Tech Freedom tumbler - www.hightechfreedom.com/mug   Host Contact Information - Chris Freeman LinkedIn - http://linkedin.com/in/chrisfreeman Facebook - https://www.facebook.com/chris.freeman.9461

Have you lost your sales job during one of the many layoffs? Are you wanting to get ahead of the next change?   If you plan to speak with a recruiter, listen to this episode for some best practices with Sally Williams.   Sally Williams has been a Senior Recruiter with Boly:Welch for 18 years. As she works with companies candidates, she has seen many examples of where candidates have missed golden opportunities.  You can connect with Sally through linkedin: linkedin.com/in/salmwilliams   Enter our monthly drawing for an insulated High Tech Freedom tumbler - www.hightechfreedom.com/mug   What does Freedom mean to you? Check out our webinar: “How Top Sales Pros Create Passive Income & Achieve Financial Freedom With Hands-Off Real Estate Investing”   Host Contact Information - Chris Freeman LinkedIn - http://linkedin.com/in/chrisfreeman Facebook - https://www.facebook.com/chris.freeman.9461