Salesology - Conversations with Sales Leaders

Guest: Mike Kochenderfer   Guest Bio: Michael Kochenderfer is a seasoned sales leader with a proven track record of driving growth and building high-performing teams. As Regional Sales Manager at RECO Equipment, Inc., he is recognized not only for increasing revenue but also for his mentorship and coaching skills. Michael is dedicated to fostering professional development within his team, creating a positive and supportive work environment. His leadership has been instrumental in managing complex projects, including overseeing the most intricate commercial installations in DIRECTV's history. Michael's commitment to excellence and his ability to build strong relationships make him a respected figure in sales management.   Key Points: Backstory & Entry into Sales Michael didn't originally see himself in sales due to negative stereotypes. Started as a part-time employee and unknowingly excelled in sales by simply helping people. Realized that sales is just helping people achieve what they want. Created a personal sales model based on fishing: F + L + P = Success o Fish = Prospect o Location = Where you find them o Presentation = How you engage them   Career Growth Held various sales and sales management roles, growing from retail to B2B and outside sales. Learned cold calling, refined targeting, became top salesperson, and began training others. Gained confidence through servant leadership and authenticity from mentor Evan.   Leadership Style Key philosophy: He supports, removes roadblocks, and leads by doing. Authenticity: This means being the best version of yourself and not pretending to be someone you're not. Team integration: Prioritizes relationships and alignment rather than authority.   Hiring Philosophy Core values come first. Look for loyalty, professionalism, and hard work. Uses tools like LinkedIn, Indeed, and ZipRecruiter. Prefers candidates with equipment-adjacent experience and a stable job history. Wants long-term team members who see the company as a place to retire from.   Managing Existing Teams Challenges of managing people already in place when you're new. Focuses on building trust through authenticity and helpfulness rather than authority. Believes in empowering the team, not controlling it.   Performance Management Performance Improvement Plans (PIPs): Custom, supportive, and hands-on. Rooted in detailed effort and results analysis. Requires a heavy coaching commitment from him. Goal: fix performance issues collaboratively before considering termination. Terminations: The most difficult part of leadership, handled with empathy and responsibility.   Training & Onboarding Critical to success: structured, immersive, and cross-functional. Includes vendor trainings, internal team shadowing, and real-time coaching. Believes great onboarding sets the foundation for long-term success.   Guest Links: Connect on LinkedIn       About Salesology®: Conversations with Sales Leaders Download your free gift, The Salesology® Vault. The vault is packed full of free gifts from sales leaders, sales experts, marketing gurus, and revenue generation experts. Download your free gift, 81 Tools to Grow Your Sales & Your Business Faster, More Easily & More Profitably. Save hours of work tracking down the right prospecting and sales resources and/or digital tools that every business owner and salesperson needs. If you are a business owner or sales manager with an underperforming sales team, let's talk. Click here to schedule a time. Please subscribe to Salesology®: Conversations with Sales Leaders so that you don't miss a single episode, and while you're at it, won't you take a moment to write a short review and rate our show? It would be greatly appreciated! To learn more about our previous guests, listen to past episodes, and get to know your host, go to https://podcast.gosalesology.com/ and connect on LinkedIn and follow us on Facebook and Instagram, and check out our website at https://gosalesology.com/. 

Guest: Tom Wardach   Guest Bio: ​After serving for a few years as an officer in the US Army, I ventured into the business world, and that wasn't even my original plan! After almost 35 years in my current industry, I never thought that I would be in it for that long. And yet after more than 3 decades, here I still am. I have had the capacity to work for some great companies and wonderful teams in sales, personnel, customer service, product, and information management.   Key Points: Background and Career Path · Tom attended a military college in South Carolina and served in the Army. Leadership and discipline learned there laid the groundwork for his career. · Transitioned to sales through a connection his wife had with Georgia-Pacific, where he began as an inside salesperson. · Emphasizes the importance of connections, not burning bridges, and seizing opportunities.   Military Lessons Applied to Sales · Experience in leading teams in the military helped him lead sales teams. · Military discipline translates well to self-motivation and accountability in sales roles, especially in remote work settings.   Egger Wood Products Role · Initially hired for a key account manager role, was later promoted to lead the U.S. sales team as part of a succession plan. · Tasked with building the U.S. sales team essentially from scratch.   Building a Sales Team · Before hiring, he and the company identified what traits they were looking for in candidates. · Uses a collaborative approach to hiring, incorporating feedback from other team members and HR. · Emphasizes collaboration, input from colleagues, and a structured onboarding process.   Hiring Philosophy · Candidates must have a proven sales background. · Prefers candidates with a short learning curve on the product side due to immediate business needs. · Ideal hires have both sales and some industry familiarity (e.g., OEM experience). · Doesn't hesitate to make quick decisions when it's clear a hire isn't a good fit, unlike companies that wait too long. · Acknowledges the emotional difficulty of letting people go, even when necessary.   Sales Team Expectations · Key account managers are expected to both acquire new business and grow existing accounts. · Sales at Egger involve long sales cycles and complex conversions (e.g., product switching or manufacturing changes). · A key priority is expanding Egger's brand presence in the U.S. since its local manufacturing started in 2020.   Guest Links: Connect on LinkedIn       About Salesology®: Conversations with Sales Leaders Download your free gift, The Salesology® Vault. The vault is packed full of free gifts from sales leaders, sales experts, marketing gurus, and revenue generation experts. Download your free gift, 81 Tools to Grow Your Sales & Your Business Faster, More Easily & More Profitably. Save hours of work tracking down the right prospecting and sales resources and/or digital tools that every business owner and salesperson needs. If you are a business owner or sales manager with an underperforming sales team, let's talk. Click here to schedule a time. Please subscribe to Salesology®: Conversations with Sales Leaders so that you don't miss a single episode, and while you're at it, won't you take a moment to write a short review and rate our show? It would be greatly appreciated! To learn more about our previous guests, listen to past episodes, and get to know your host, go to https://podcast.gosalesology.com/ and connect on LinkedIn and follow us on Facebook and Instagram, and check out our website at https://gosalesology.com/. 

Guest: Karen Barbour   Guest Bio: ​With nearly 40 years of surety experience, Karen Barbour founded The Barbour Group in 2002, a nationally licensed surety agency focused on construction bonding and advocacy, with offices in Maryland and Tennessee. TBG is a certified DBE, WBE, WOSB, and WBENC firm. Her advocacy sparked in the late 1990s when achieving a Federal Acquisition Regulation change permitting annual bond forms to support five-year contracts instead of one bond for five years, giving small and minority 8(a) firms the capability of bonding such projects. Karen serves on the U.S. SBA's National SBDC Advisory Board, MAA (BWI) Small & Minority Business Advisory Council, as Vice Chair for AMAC's Government Affairs Committee, and on boards such as Women Construction Owners & Executives and Girl Scouts of Central MD for over 10 years. Karen co-founded the Alliance for Hispanic Commercial Contractors, Party For A Cure, and the National Small Business Party. She continues to manage an exclusive surety bond program with Hensel Phelps Construction Co. that to date has bonded over $170,000,000 in subcontracts with no losses.   Key Points: Early Career and Challenges as a Woman Started in the insurance and surety industry in the 1980s as one of the few women in a male-dominated field. She faced pay inequality and a lack of mentorship or grooming for leadership. Despite working 80-hour weeks, she wasn't offered ownership opportunities.   Founding the Barbour Group After a successful career as a bond producer, she left to start her firm in 2002. Her motivation included economic independence, work-life flexibility, and family care (as a single mom and caretaker for her father with Alzheimer's).   Passion for Cold Calling Loved the challenge and directness of cold calling. Used it to differentiate herself and prove her value in a field where women were not readily accepted. Emphasized understanding of construction and surety underwriting, which made her uniquely effective.   Advocacy for Minority and Women-Owned Businesses A pivotal moment came in her 20s when she unintentionally walked into a minority contractors' meeting. Shocked by the industry's bias (her company directed underwriters to flat-out decline minority applicants), she left and began actively advocating for diversity. Worked to bond minority and women-owned firms, growing underwriting from $250,000 to $2.5 million in a year without losses.   Personal Motivation and Values Grew up in a polluted, working-class neighborhood in Maryland. Experienced loss and hardship early in life (lost her mother at 11). Driven by empathy, fairness, and a strong sense of justice. Discovered later in life that her biological father was a neurosurgeon, which helped her understand her innate compassion.   Diversity, Inclusion, and Economic Equity Emphasizes the importance of seeing and celebrating cultural differences, not ignoring them. Believes diversity brings better business outcomes and strengthens communities. Argues that systemic exclusion limits contributions from capable individuals and that access to capital and education are key.   Community and Social Impact Initiatives Founded the Alliance for Hispanic Commercial Contractors to support minority businesses with financial assistance, consulting, and sponsorships. Created Party for a Cure, a nonprofit supporting children with neurological diseases. Developed a political platform, the National Small Business Party, to give small businesses a stronger voice in policy.   Core Philosophy Step through fear—growth and purpose lie on the other side. Use business as a vehicle for empowerment, particularly for underrepresented groups. Diversity isn't just a value—it's a strategic imperative for societal and business success.     Guest Links: www.thebarbourgroup.com www.ahcc-midatlantic.org www.nsbpusa.org – National Small Business Party Home | Minority Business RoundTable | Washington, D.C. - Nonprofit for AHCC www.pfac-md.org Party For A Cure – Nonprofit that helps kids with Neuromuscular Diseases       About Salesology®: Conversations with Sales Leaders Download your free gift, The Salesology® Vault. The vault is packed full of free gifts from sales leaders, sales experts, marketing gurus, and revenue generation experts. Download your free gift, 81 Tools to Grow Your Sales & Your Business Faster, More Easily & More Profitably. Save hours of work tracking down the right prospecting and sales resources and/or digital tools that every business owner and salesperson needs. If you are a business owner or sales manager with an underperforming sales team, let's talk. Click here to schedule a time. Please subscribe to Salesology®: Conversations with Sales Leaders so that you don't miss a single episode, and while you're at it, won't you take a moment to write a short review and rate our show? It would be greatly appreciated! To learn more about our previous guests, listen to past episodes, and get to know your host, go to https://podcast.gosalesology.com/ and connect on LinkedIn and follow us on Facebook and Instagram, and check out our website at https://gosalesology.com/. 

Guest: Josh Blackman   Guest Bio: ​Josh Blackman is a licensed attorney, real estate broker, insurance broker, and general contractor. Mr. Blackman has some 45 years of business experience as a computer programmer, technical writer, practicing attorney, and entrepreneur. He has founded some six varied profitable companies, including a newsletter publisher, an email/postal-list marketer, a property manager, a real estate brokerage, a construction firm, a real estate holding company, and an insurance brokerage. His business experience includes overall managerial and administrative, marketing, people, project, and financial management, public speaking, contract drafting, and negotiation. He is the author of books and magazine articles involving law, the internet, property management, and real estate compliance.   Key Points: Business Overview · Based in Brooklyn, serving Brooklyn, Manhattan, and Queens. · Manages 130 properties with a staff of 25 employees.   What He Loves About the Business · It's never boring and highly detail-oriented. · Enjoys the variety, from client management to running operations. · The business keeps him constantly learning and adapting.   Sales Philosophy & Structure · Everyone is a salesperson — property managers, field staff, and leadership alike. · Josh and his COO focus on high-level sales to condo/co-op boards and rental building owners. · Sales also includes contracting work, managed by the Chief of Construction.   How Sales Culture is Built · Sales mindset is introduced during hiring and reinforced with weekly meetings. · Uses bonuses and metrics to reward those who generate work and retain clients. · Encourages employee idea-sharing to improve the company and drive growth.   Finding and Managing Leads · Generates “zillions of leads” mainly through SEO—a result of strong optimization since the company's founding. · Also gets leads from vehicle branding, signage on properties, and local reputation. · Faces challenges not in finding leads, but in closing them, partly due to pricing and capacity.   Lead Qualification · Has a process to vet prospects based on: o Location o Property condition and size o Willingness to follow legal requirements (e.g., insurance, safety) · Avoids clients who cut corners or ignore regulations.   CRM & Follow-Up Challenges · Only recently began centralizing lead info, moving from spreadsheets to CRM. · A major sales challenge is a lack of follow-up, especially on complex, multi-step jobs. · Emphasizes organization and tracking: writing things down, prioritizing tasks daily.   Leadership Approach · Inspired by insights from his wife, a child psychologist: reward the positive, understand human motivation. · Sees parallels between parenting and management: leading with structure, support, and positive reinforcement.   Guest Links: LinkedIn: https://www.linkedin.com/in/josh-blackman-734b1b5/ Website: brownstonepropertygroup.com       About Salesology®: Conversations with Sales Leaders Download your free gift, The Salesology® Vault. The vault is packed full of free gifts from sales leaders, sales experts, marketing gurus, and revenue generation experts. Download your free gift, 81 Tools to Grow Your Sales & Your Business Faster, More Easily & More Profitably. Save hours of work tracking down the right prospecting and sales resources and/or digital tools that every business owner and salesperson needs. If you are a business owner or sales manager with an underperforming sales team, let's talk. Click here to schedule a time. Please subscribe to Salesology®: Conversations with Sales Leaders so that you don't miss a single episode, and while you're at it, won't you take a moment to write a short review and rate our show? It would be greatly appreciated! To learn more about our previous guests, listen to past episodes, and get to know your host, go to https://podcast.gosalesology.com/ and connect on LinkedIn and follow us on Facebook and Instagram, and check out our website at https://gosalesology.com/. 

Guest: Dr. Tony Vercillo   Guest Bio: ​Dr. Tony Vercillo is a 30-year veteran in the Product Marketing and Distribution industry. He has a Doctorate in Marketing Management, with special emphasis on Global Marketing Strategies (Summa Cum Laude). He also received his MBA in Leadership and Human Behavior. He is a highly sought-after public speaker known for his “infectious enthusiasm.”   Dr. Vercillo has been an Author for more than 30 years in the non-fiction arena. He always dreamt of dabbling in the fiction world, and this work is his first foray into the exciting world of novels.   Dr. Vercillo has served as a Senior-Level Manager and Vice President for PepsiCo and a third-party supply-chain firm. He is currently the CEO of a major kosher food service company in New Jersey. He also recently retired from teaching Global Marketing Strategy and Supply Chain Theory at California State University. His passion in life is teaching and coaching, and he has spent the last 20 years fulfilling that dream.   Key Points: Sales Strategy: · Cross-Training: Salespeople are trained across all segments (e.g., healthcare, schools, caterers) to improve adaptability and pricing knowledge. · Hunter-Farmer Hybrid: All reps are expected to both acquire new clients and manage existing relationships.   Change Management: · Data-Driven Approach: Used financials, industry benchmarks, and logic to explain changes. · Persistence: Faced resistance but stood firm while showing empathy. · Ongoing Communication: Holds regular sales meetings (e.g., upcoming board meeting) to address concerns.   Operational Improvements: · Customer Visit Push: Implemented Salesforce (embedded in new ERP) and assigned a champion to ensure usage. · ERP Integration: New system launching May 1 improves visibility and report generation. · Coaching Culture: Monthly check-ins, product-level reviews, and data-backed feedback by the sales VP.   Onboarding & Training: · Hands-On Process: All new hires must work in order entry, warehouse, and ride with drivers. · Holistic Understanding: Training ensures reps grasp the entire business, not just selling.   Financial Results: · Sustained Growth: Double-digit revenue growth and increasing profitability every year since he joined. · Cash Flow Focus: Reduced cash gap from 70+ days to ~37 days through disciplined collections and vendor management. · Customer Retention: 99% retention rate, even with stricter payment terms.   Guest Links: Connect on LinkedIn https://www.youtube.com/@s.bertram https://doclifelessons.com/episodes       About Salesology®: Conversations with Sales Leaders Download your free gift, The Salesology® Vault. The vault is packed full of free gifts from sales leaders, sales experts, marketing gurus, and revenue generation experts. Download your free gift, 81 Tools to Grow Your Sales & Your Business Faster, More Easily & More Profitably. Save hours of work tracking down the right prospecting and sales resources and/or digital tools that every business owner and salesperson needs. If you are a business owner or sales manager with an underperforming sales team, let's talk. Click here to schedule a time. Please subscribe to Salesology®: Conversations with Sales Leaders so that you don't miss a single episode, and while you're at it, won't you take a moment to write a short review and rate our show? It would be greatly appreciated! To learn more about our previous guests, listen to past episodes, and get to know your host, go to https://podcast.gosalesology.com/ and connect on LinkedIn and follow us on Facebook and Instagram, and check out our website at https://gosalesology.com/. 

Guest: Courtney Stanford Guest Bio: ​Courtney Stanford, CCIM is a Managing Director at SVN Dunn Commercial where she facilitates the acquisition, disposition, and leasing of industrial properties in the Mid-Cities market of Dallas-Fort Worth. In addition to her role as a producer, Courtney also assists with the management and strategic direction of the firm as a whole.  Courtney graduated from Texas Christian University in 2012 and earned her CCIM designation in 2019. She currently serves on the Board of Directors of the North Texas CCIM (Certified Commercial Investment Member) Chapter as immediate Past President & is the Co-founder & Past President of IWIRE North Texas (Industrial Women in Real Estate). Courtney is also an active member of NTCAR (North Texas Commercial Association of Realtors), the Real Estate Council of Greater Fort Worth (TREC), a Member Associate of the SIOR North Texas Chapter & active volunteer with the Fort Worth Junior League.    When not driving around to explore a new industrial facility in the area, Courtney enjoys practicing yoga, playing golf, or engaging in a game of Mahjong. She also likes spending time with her husband, Adam Stanford, and their three dogs, Sophie, Henry, & Chance.   Key Points: Women in Commercial Real Estate · Co-founded iWire (Industrial Women in Real Estate) to support women in the field. · Advocates for strong mentors, self-confidence, and overcoming imposter syndrome. · Credits her Christian faith and personal growth for helping her through difficult times.   Leadership and Team Building · Initially faced resistance from male colleagues when joining her father's company. · Transitioned into leadership and rebuilt the team post-COVID. · Now leads a diverse team she personally recruited and trained. · Emphasizes company culture, core covenants, and creating an inclusive environment.   Recruiting Strategy · Recruits both junior and senior talent, focusing on cultural fit. · Uses tools like CareerPlug to streamline the hiring process. · Looks for traits like discipline and financial preparedness.   Client Relationship Management · Maintains relationships with clients through quarterly touches. · Uses a CRM to automate and manage communication. · Recognizes the value of the human touch and still makes personal calls when appropriate.   Use of AI in the Business · Exploring AI tools like Jasper and Buildout for efficiency in marketing and communication. · Values AI for support but maintains that personal relationships and human interaction remain key.   Managing Pipeline and Team Consistency · Encourages agents to specialize in a product type and market area. · Treats junior brokers like entrepreneurs building their own businesses. · Uses weekly team meetings and accountability huddles to track progress and keep brokers focused.   Challenges as a Leader · Biggest frustrations: inconsistency among team members and maintaining a predictable pipeline. · Coaches and produces simultaneously, which adds pressure. · Leans on partnership with her father to balance responsibilities.   Guest Links: Connect on LinkedIn       About Salesology®: Conversations with Sales Leaders Download your free gift, The Salesology® Vault. The vault is packed full of free gifts from sales leaders, sales experts, marketing gurus, and revenue generation experts. Download your free gift, 81 Tools to Grow Your Sales & Your Business Faster, More Easily & More Profitably. Save hours of work tracking down the right prospecting and sales resources and/or digital tools that every business owner and salesperson needs. If you are a business owner or sales manager with an underperforming sales team, let's talk. Click here to schedule a time. Please, subscribe to Salesology®: Conversations with Sales Leaders so that you don't miss a single episode, and while you're at it, won't you take a moment to write a short review and rate our show? It would be greatly appreciated! To learn more about our previous guests, listen to past episodes, and get to know your host, go to https://podcast.gosalesology.com/ and connect on LinkedIn and follow us on Facebook and Instagram and check out our website at https://gosalesology.com/. 

Guest: Jason Moss   Guest Bio: Jason Moss is a multi-six-figure business coach who helps online business owners generate more leads and clients. His journey began in 2016, earning just $4,728 his first year. After years of persistence and experimentation, he cracked the code to consistent lead generation and scaled his business to $500,000+ per year. Jason has since built a thriving community of 1,000+ clients and is passionate about helping others grow profitable, high-integrity businesses. His strategies focus on ethical marketing, long-term relationships, and sustainable success. Now, he's sharing everything he's learned to help online business owners attract more clients, make a bigger impact, and experience true freedom. Jason lives in Boulder, Colorado, with his partner Kimberly, dog Boomer, and cat Zola.   Key Points: Gratitude and Positivity: The message starts with a warm “Thank you!” and appreciation that the other person found the post helpful. This sets a positive tone and reinforces a friendly, supportive interaction. It also builds rapport and encourages continued engagement. Mindset Shift: The core message is about changing the way we think about writing, especially the beginning stages. Instead of diving straight into the content, the speaker encourages us to be intentional about how we start. It's not just about writing more; it's about thinking differently, which can improve the whole process. Importance of a Strong Introduction: The analogy of a strong introduction being like a “foundation before building the house” really drives the point home. A good intro isn't just a formality — it sets the stage for everything that follows. By investing effort up front, you save time, prevent confusion, and create a more coherent final piece. Encouragement for Reflection and Action: The speaker ends with a thoughtful question: “Have you thought about any tweaks you might make to your own introductions?” This isn't just rhetorical — it nudges the reader to actively think about how they can apply the idea to their own work. It turns a passive insight into a potential action step.   Guest Links: After signing 2000+ clients and generating well over $1M in sales online, Jason's learned that the #1 key to attracting more of the clients you want is having the right messaging to call them in. The problem is, most online business owners are missing clarity on their messaging—and it's costing them clients, income and impact every single month. Jason's free messaging cheatsheet will help you solve that problem. Inside, you'll discover proven messaging secrets and guidance to help you get clear on your messaging today—so you can show up in a more powerful, impactful way through your emails, content and posts and attract more qualified leads and clients ASAP. Get My $1M Messaging Cheatsheet       About Salesology®: Conversations with Sales Leaders Download your free gift, The Salesology® Vault. The vault is packed full of free gifts from sales leaders, sales experts, marketing gurus and revenue generation experts. Download your free gift, 81 Tools to Grow Your Sales & Your Business Faster, More Easily & More Profitably. Save hours of work tracking down the right prospecting and sales resources and/or digital tools that every business owner and salesperson needs. If you are a business owner or sales manager with an underperforming sales team, let's talk. Click here to schedule a time. Please, subscribe to Salesology®: Conversations with Sales Leaders so that you don't miss a single episode, and while you're at it, won't you take a moment to write a short review and rate our show? It would be greatly appreciated! To learn more about our previous guests, listen to past episodes, and get to know your host, go to https://podcast.gosalesology.com/ and connect on LinkedIn and follow us on Facebook and Instagram and check out our website at https://gosalesology.com/. 

Guest: Shannon Gregg   Guest Bio: Shannon J. Gregg, PhD, MBA, is an aficionado of sales technology to increase efficiency in the sales process, and an early adopter and adoption influencer for sales technology systems, particularly Salesforce.com and technology that integrates with the Salesforce platform. Dr. Gregg is the President of Cloud Adoption Solutions, a sales process and Salesforce.com consulting practice, and she also provides keynote talks, consulting and workshops on sales productivity. Her popular book, “It's About Time,” is available now and is being used by sales teams across the country to refocus on what's really important to drive revenue and results. She also instructs the Professional Selling course at Point Park University. She also competes on a jazz dance team for moms.   Key Points: Career Transition to Sales Technology: Shannon started in sales almost by accident, selling software in the nuclear nonproliferation space. She discovered that sales is like choreography, focusing on improving sales processes to help salespeople focus on delighting prospects and customers. Shannon transitioned to sales management and eventually started her own Salesforce.com practice in 2018, which has been successful.   Sales Choreography: Sales is more complex than sports analogies like "at-bats"; it's about choreographed moments where various teams (marketing, sales, etc.) move prospects through the funnel in a coordinated manner. Having a dance background helped her think quickly on her feet, which is a crucial skill in sales, especially when unexpected challenges arise.   Sales Technology: Technology is a tool, not a solution in itself. It should help salespeople do what they do best without overcomplicating things. Sales technology can range from simple tools like phones and Zoom to complex CRMs integrated with other systems. The key to success with sales technology is choosing tools that are easy to use and integrate naturally into the sales process.   Adoption of Technology: Sales technology should be easy to adopt. Sales leaders should ensure the tools don't overwhelm the team with complexity, which could lead to poor usage and frustration. Avoid forcing long training sessions. Instead, show how the tools benefit the individual salesperson by demonstrating their value through real-life examples and role-playing.   Process in Sales: Having a defined sales process is crucial before introducing technology. Sales leaders should first educate themselves on sales processes and how they fit their market. Sales leaders should focus on progress, not perfection, when creating a sales process. The process should evolve based on feedback and performance.   CRM (Client Relationship Management) Tools: A CRM helps sales leaders track where salespeople need coaching and support. CRMs help manage data more efficiently than spreadsheets, providing visibility into the sales pipeline and buyer's journey. CRMs should be customizable to fit the organization's process, but it's important to start with an out-of-the-box version before making customizations.   Getting Salespeople to Use Technology: To encourage salespeople to use a CRM, leaders need to show what's in it for them. Demonstrate how using the system helps them perform better. Rather than pushing lengthy training sessions, involve reluctant salespeople in the design and testing phases of the process to ensure the tool works for them. Reluctant salespeople can be powerful allies in motivating others to adopt the tool once they see its value.   Challenges with Salespeople's Reluctance: Salespeople often resist using CRMs because they see them as time-consuming or invasive. Leaders should address these concerns by focusing on the benefits of CRM usage, such as better organization and visibility of the sales pipeline, and ensuring the tool is user-friendly.   Behavioral Change and Buy-in: Getting salespeople to adopt new systems requires not only clear communication of benefits but also continuous feedback, training, and reinforcement. Real-world examples of success stories, like a salesperson improving their results, can help convince others to embrace the technology.     Guest Links: Salesforce User Adoption in the Age of AI eBook Connect on LinkedIn       About Salesology®: Conversations with Sales Leaders Download your free gift, The Salesology® Vault. The vault is packed full of free gifts from sales leaders, sales experts, marketing gurus and revenue generation experts. Download your free gift, 81 Tools to Grow Your Sales & Your Business Faster, More Easily & More Profitably. Save hours of work tracking down the right prospecting and sales resources and/or digital tools that every business owner and salesperson needs. If you are a business owner or sales manager with an underperforming sales team, let's talk. Click here to schedule a time. Please, subscribe to Salesology®: Conversations with Sales Leaders so that you don't miss a single episode, and while you're at it, won't you take a moment to write a short review and rate our show? It would be greatly appreciated! To learn more about our previous guests, listen to past episodes, and get to know your host, go to https://podcast.gosalesology.com/ and connect on LinkedIn and follow us on Facebook and Instagram and check out our website at https://gosalesology.com/. 

Guest: Justin Toomey   Guest Bio: Justin founded SVN | Toomey Property Advisors in 2019, bringing a national full-service commercial real estate firm to Mobile, Alabama. Since expanding into property management in 2022, the company now manages over 903 multifamily units and 30,000 square feet of retail space. Under Justin's leadership, the company achieved 268% revenue growth by the end of 2024, a testament to his strategic vision and innovative approach. As a licensed real estate broker in five states, he has earned national recognition, including the SVN Achievers Award (2021–2024), Costar Power Broker Award (2019), and being named one of The Bay Magazine's 40 Under 40 (2025).   Key Points: Journey into Commercial Real Estate: Despite his father's warnings about the industry's difficulties, the Justin pursued a career in commercial real estate, earning a license at 19 and a broker's license after college in 2011. He worked with his father until 2014, then moved to Sterling Properties to expand his knowledge in other areas of real estate, like retail and markets outside Mobile.   Founding SVN Toomey Property Advisors: Justin founded his own company after learning valuable lessons at Sterling Properties, despite knowing the risks and challenges. He faced significant losses in 2020 but continued working hard during the pandemic, learning from mistakes, and adapting to growth.   Challenges and Rewards in Commercial Real Estate: The commercial real estate industry is challenging, with long sales cycles and constant rejection. Success requires perseverance, working hard despite setbacks, and managing expectations. Justin values the autonomy and flexibility in the industry but emphasizes that it requires working far beyond a typical 40-hour week to achieve success.   Advice for Aspiring Entrepreneurs: Be resilient in the face of setbacks, working harder than others, and build discipline in everyday tasks. Don't try to do everything yourself, especially when starting out, and fearing failure. Delegating tasks and understanding the limits of your role is crucial.   Business Growth and Success: Despite a rough start in 2020, the company grew by 268% in 2021 and continued to see around 100% growth annually since then. Growth was driven by learning from mistakes, expanding services, and adding new market segments, including multifamily and retail management.   Managing a Team: Justin faces challenges with managing independent contractors (1099s) who don't have the same level of control as employees. He emphasizes the importance of communication, drive, dedication, and consistency within the team, often relying on shared calendars and teamwork to keep things running smoothly. Struggles with ensuring consistency in sales meetings but recognizes the value of collaboration among team members on deals.   Hiring Strategy: Justin tends to hire individuals with no prior experience in the industry, believing they are more coachable and aligned with the company's values, especially cold calling. He avoids hiring senior brokers with established businesses as they can be harder to integrate into the company culture and may resist change.     Guest Links: www.svntpa.com Connect on LinkedIn       About Salesology®: Conversations with Sales Leaders Download your free gift, The Salesology® Vault. The vault is packed full of free gifts from sales leaders, sales experts, marketing gurus and revenue generation experts. Download your free gift, 81 Tools to Grow Your Sales & Your Business Faster, More Easily & More Profitably. Save hours of work tracking down the right prospecting and sales resources and/or digital tools that every business owner and salesperson needs. If you are a business owner or sales manager with an underperforming sales team, let's talk. Click here to schedule a time. Please, subscribe to Salesology®: Conversations with Sales Leaders so that you don't miss a single episode, and while you're at it, won't you take a moment to write a short review and rate our show? It would be greatly appreciated! To learn more about our previous guests, listen to past episodes, and get to know your host, go to https://podcast.gosalesology.com/ and connect on LinkedIn and follow us on Facebook and Instagram and check out our website at https://gosalesology.com/. 

Guest: Nancy Wilhite   Guest Bio: Nancy Wilhite is the owner of Grow Consulting, a professional consulting business that helps to develop leaders in terms of their executive presence, communication, presentation, and strategic planning. She has a strong focus on CRE professionals and market leaders, working on their business development processes and running high-performing teams.   Key Points: Background and Experience: Nancy has 40 years of experience, with a focus on people, operations, and leadership development. She entered the commercial real estate field serendipitously after being recruited to CB (Coldwell Banker) for operations management. Over her career, she worked with brokers and teams to develop high-performing individuals and businesses, and also managed teams on a national level, focusing on business development and efficient processes.   Transition to Consulting: Nancy started her consulting company, Grow Consulting, after the COVID-19 pandemic led to downsizing in her previous role. She now helps clients with leadership, executive presence, communication, and strategic planning.   Philosophy on Leadership: Nancy believes in working with and through people, understanding that each person's unique qualities are key to success in any team or business. She emphasizes that leaders should inspire and guide people in a way that helps them grow, particularly by recognizing their strengths and encouraging their development. Leadership, according to Nancy, is about being able to communicate effectively, guide others through challenges, and maintain a vision that motivates people to work toward a common goal.   Team Development and Motivation: Maintaining momentum and excitement in teams is essential, especially when facing challenges like resource shortages or high expectations. Nancy advocates for creating quick wins and clear, manageable plans to sustain energy. She also encourages structured processes for onboarding new employees, highlighting the importance of clear roles and responsibilities, especially in high-energy industries like commercial real estate.   Hiring and Role Clarity: Hiring the right people for specific roles is crucial. Nancy stresses the importance of being intentional about what you are hiring for and ensuring that the new hire fits the culture and the role. She advises that teams should have a clear understanding of what they need and the impact the new hire will have on the organization.   Leadership Development: Nancy believes leaders are both born and made. Natural instincts for leadership can be honed with experience and training. Effective leaders are those who can influence others, communicate difficult messages clearly, and help their teams succeed together.   Final Thoughts: Mistakes are part of the learning process. Nancy encourages embracing failures, learning from them, and moving forward with improved strategies. She reiterates the core belief that "we do things with and through people," highlighting the importance of collaboration, leadership, and team growth in any organization.     Guest Links: nancy@growconsulting.today Connect on LinkedIn       About Salesology®: Conversations with Sales Leaders Download your free gift, The Salesology® Vault. The vault is packed full of free gifts from sales leaders, sales experts, marketing gurus and revenue generation experts. Download your free gift, 81 Tools to Grow Your Sales & Your Business Faster, More Easily & More Profitably. Save hours of work tracking down the right prospecting and sales resources and/or digital tools that every business owner and salesperson needs. If you are a business owner or sales manager with an underperforming sales team, let's talk. Click here to schedule a time. Please, subscribe to Salesology®: Conversations with Sales Leaders so that you don't miss a single episode, and while you're at it, won't you take a moment to write a short review and rate our show? It would be greatly appreciated! To learn more about our previous guests, listen to past episodes, and get to know your host, go to https://podcast.gosalesology.com/ and connect on LinkedIn and follow us on Facebook and Instagram and check out our website at https://gosalesology.com/. 

Guest: Ron Koenigsberg   Guest Bio: Ron Koenigsberg is an award-winning commercial real estate broker with over three decades of experience and the founder of American Investment Properties, Inc. Recognized as a top-performing broker nationwide, Ron has successfully navigated countless transactions, establishing himself as an industry leader and trusted advisor. As the author of "Power Broker: How to Succeed in Life and Business", Ron shares his proven insights into sales excellence, relationship-building, and personal growth. Known for his engaging style and practical advice, Ron leverages humor, warmth, and real-world experience to empower others to achieve greater professional success and personal fulfillment.   Key Points: Dyslexia and Overcoming Challenges: Ron shares his experience of being born with dyslexia, a condition that went undiagnosed during his childhood. Despite struggling with reading and comprehension, he found his strength in "human engineering," which led him to sales. His father's influence, especially through Dale Carnegie's book How to Win Friends and Influence People, helped him realize that 85% of success is due to people skills, not technical knowledge.   Sales and Human Connection: Ron emphasizes that sales success relies on building relationships, not just knowledge. He shares that the key to success is understanding people and communication, which is more important than expertise in a specific field. He mentions that 85% of successful entrepreneurs and business leaders start their careers in sales because it builds essential people skills.   Teaching Sales to His Team: Ron adopts a "watch, do, teach" approach with his sales team. He emphasizes leading by example and actively teaching his team, building their skills through practical experience. He fosters a supportive environment, always looking to guide and encourage his salespeople, focusing on making them better rather than criticizing them.   Streamlining the Prospecting Process: Originally, Ron tried to contact a large number of property owners (around 10,000), but eventually realized that focusing on a smaller group of 800 key individuals worked better. This "narrowing down" approach allowed for deeper, more meaningful connections, and ultimately led to more successful relationships.   Persistence in Sales: Ron emphasizes the importance of persistence in sales. He shares that 80% of sales happen after the fourth ask and encourages his team to keep pushing and not be discouraged by rejection. He uses a CRM to manage and track relationships, remembering personal details about prospects, as he believes in the power of personalization.   Building Resilience: Ron believes resilience is crucial for sales success and business leadership. Despite setbacks and rejections, resilience helps maintain motivation and drive. He practices what he preaches by remaining calm in tough situations and sharing his own experiences with his team to help them develop emotional resilience.   Hiring Challenges and Social Media: Ron admits that recruiting talent has been his biggest challenge in growing his business. He has recently focused more on social media, growing his LinkedIn following from 1,000 to 14,000 in a year, using it to attract talent and build his brand.   His Book, Power Broker: Ron wrote a book titled Power Broker, focusing on success in sales and business. It's particularly aimed at aspiring commercial real estate brokers. The book was written with his sons in mind, sharing his knowledge and lessons for them to use in their lives. The book has resonated with a wider audience and is available in various formats, including Audible and Amazon.   Family and Legacy: He shares his desire for his children to be involved in his business, though they are still young. He wants to build a successful company that attracts his sons to work with him in the future.   Overcoming Dyslexia: Ron reflects on the impact of dyslexia on his life, acknowledging that it has shaped his resilience and approach to challenges. He stresses that dyslexia taught him how to overcome obstacles and build resilience, which is key to thriving in sales and business. The interview highlights the power of resilience, human connection in sales, persistence, and the importance of teaching others as a key to leadership and success.     Guest Links: Connect on LinkedIn www.aiprops.com www.RonKoenigsberg.com Power Broker on Amazon Power Broker on Audible        About Salesology®: Conversations with Sales Leaders Download your free gift, The Salesology® Vault. The vault is packed full of free gifts from sales leaders, sales experts, marketing gurus and revenue generation experts. Download your free gift, 81 Tools to Grow Your Sales & Your Business Faster, More Easily & More Profitably. Save hours of work tracking down the right prospecting and sales resources and/or digital tools that every business owner and salesperson needs. If you are a business owner or sales manager with an underperforming sales team, let's talk. Click here to schedule a time. Please, subscribe to Salesology®: Conversations with Sales Leaders so that you don't miss a single episode, and while you're at it, won't you take a moment to write a short review and rate our show? It would be greatly appreciated! To learn more about our previous guests, listen to past episodes, and get to know your host, go to https://podcast.gosalesology.com/ and connect on LinkedIn and follow us on Facebook and Instagram and check out our website at https://gosalesology.com/.

Guest: Tony Stillinger   Guest Bio: I have been in the seal and gasket business for 37 years. I started off in production and quality, moving into sales in 1997. I quickly learned that to be successful in a sales role you needed to be self-motivated, competitive, reliable, and a great listener (2 ears > 1 mouth). I have had the privilege of working for a multi-billion-dollar giant in the industry to a small distributorship. I have found that sales leadership gives me great satisfaction. I love coaching and talking sales strategy with my team. I get more enjoyment from their success than my own. I guess you could say I view my success is tied to their success. My current position with ESP has been very satisfying because I was tasked with finding acquisitions, building a sales team, and guiding the team toward acquiring new business. I told one of my direct reports this morning that I don't see retirement in my future because I love what I do and the company I work for.   Key Points:  Background, Journey to Sales, and Path to Engineer Seal Products: · Tony started in production and quality at Southern Rubber in Greensboro, NC, with a family connection and gained valuable product knowledge. · Attended college at night while working, with the goal of transitioning into sales; found success despite being an introvert by focusing on listening to customers and solving their problems. · Moved to Engineer Seal Products after helping them explore acquisitions in the Southeast; later, ESP acquired Southern Rubber, Tony's former employer.   Cold Calling and Prospecting: · Cold calling is a primary strategy for new business acquisition, particularly in the Southeast region, where ESP had limited presence before the speaker joined. · Post-COVID hybrid work schedules have made cold calling more challenging, but it has still led to valuable conversations and new accounts. · Tony views cold calling as less common today, which gives their team an advantage in reaching decision-makers.   Sales Team Development and Coaching: · Building a sales team from scratch required careful coaching and mentoring, particularly in managing the frustration of cold calling. · The sales process can be slow and requires persistence. Tony compares sales to a baseball player, where even a 30-40% success rate is considered good. · Coaching involves encouraging perseverance, trying different strategies, and using personal stories to motivate the team.   Hiring and Training Salespeople: · When hiring, Tony looks for candidates with a "hunter mentality" and technical knowledge of the industry, understanding that the sales cycle is long-term. · The interview process involves assessing candidates' daily routines, sales plans, and role-playing cold calls. · Tony values networking to find potential candidates and looks for people willing to hunt for new business rather than manage existing accounts.   Mistakes in Hiring: · Tony shared a past hiring mistake involving a candidate with the right skills but who had personal issues that impacted their work. · The lesson learned was to inquire more about personal hobbies and interests during the hiring process, which may reveal potential red flags.   Overall Philosophy: · Tony emphasizes the importance of caring for employees and helping them succeed, which adds to the satisfaction of leadership. · Even though firing employees can be painful, it is sometimes necessary for the benefit of the company. · Tony's competitive nature and enjoyment of challenges drive their success in building teams and acquiring new business.   Guest Links: https://www.linkedin.com/in/tonystillingermbasalesgrowth/     About Salesology®: Conversations with Sales Leaders Download your free gift, The Salesology® Vault. The vault is packed full of free gifts from sales leaders, sales experts, marketing gurus and revenue generation experts. Download your free gift, 81 Tools to Grow Your Sales & Your Business Faster, More Easily & More Profitably. Save hours of work tracking down the right prospecting and sales resources and/or digital tools that every business owner and salesperson needs. If you are a business owner or sales manager with an underperforming sales team, let's talk. Click here to schedule a time. Please, subscribe to Salesology®: Conversations with Sales Leaders so that you don't miss a single episode, and while you're at it, won't you take a moment to write a short review and rate our show? It would be greatly appreciated! To learn more about our previous guests, listen to past episodes, and get to know your host, go to https://podcast.gosalesology.com/ and connect on LinkedIn and follow us on Facebook and Instagram and check out our website at https://gosalesology.com/.

Guest: Zach Kosturos   Guest Bio:  Zach Kosturos is the President and Owner of Prime Locations, Inc., a full service commercial real estate company and Upsyde Ventures, a real estate private equity company. His companies develop, sell, lease and manage office, retail, industrial, multifamily, and self-storage investments. Zach's commercial real estate knowledge and experience are vast as a result of his involvement in all aspects of the industry, including development, acquisition, disposition, financing, leasing, maintenance, management and most importantly, ownership.   Key Points:  Career Journey: From Baseball to Real Estate Entrepreneur · Played baseball on a scholarship with aspirations to turn professional, but shifted focus to sales and communication skills after realizing the MLB path wasn't viable. · Developed a passion for investing after reading about Warren Buffett, leading to a deep dive into value investing. · Entered real estate in 2008 during the economic downturn, buying out partners to grow Prime Locations, and later launched Upside Ventures, a real estate private equity firm.   Business Growth & Ownership: · Prime Locations has grown five times its revenue since Zach took over. · Upside Ventures currently owns $75 million worth of commercial property. · Ownership is central to Zach's success, as it allows him to understand both the investor and client's perspectives in real estate.   Importance of Ownership: · Zach emphasizes that ownership, particularly in real estate, is critical because it gives insight into the challenges owners face, making it easier to serve clients effectively. · Learning through experience and mentorship is crucial. Books gave him theoretical knowledge, but real-world exposure to owning and managing investments accelerated his growth.   Advice to Young Entrepreneurs: · Zach advises aspiring entrepreneurs to work within their circle of competence and avoid dabbling in too many areas. · Believing in yourself, putting in the effort, and having the courage to take risks are key factors for success. · His analogy to baseball emphasizes the importance of preparation and practice before taking big risks.   Sales & Mentorship: · Zach sees salesmanship as the ability to communicate and build relationships, not just close deals. He trains his team to be trusted advisors. · Mentorship plays a huge role in developing sales skills, as successful brokers typically have mentors guiding them.   Building Value in Real Estate: · New brokers add value by being persistent without being overly aggressive, demonstrating their commitment to potential clients. · Prime Locations' team uses direct mail campaigns to add value by providing valuable, exclusive information that can't be found online, positioning them as trusted advisors.   Results of Direct Mail Campaigns: · Direct mail campaigns have generated significant returns, with one campaign bringing in $400,000 in commissions for an $8,000 investment. · A recent direct mail effort led to a $19 million acquisition of properties, showcasing the power of persistence and effective marketing.   Leveraging Direct Mail: · Direct mail is less cluttered than email, making it an effective tool in real estate marketing. · Zach's approach to direct mail is unique, using high-quality newsletters with useful information, differentiating them from the typical marketing materials.   Guest Links: https://www.linkedin.com/in/zkosturos/       About Salesology®: Conversations with Sales Leaders Download your free gift, The Salesology® Vault. The vault is packed full of free gifts from sales leaders, sales experts, marketing gurus and revenue generation experts. Download your free gift, 81 Tools to Grow Your Sales & Your Business Faster, More Easily & More Profitably. Save hours of work tracking down the right prospecting and sales resources and/or digital tools that every business owner and salesperson needs. If you are a business owner or sales manager with an underperforming sales team, let's talk. Click here to schedule a time. Please, subscribe to Salesology®: Conversations with Sales Leaders so that you don't miss a single episode, and while you're at it, won't you take a moment to write a short review and rate our show? It would be greatly appreciated! To learn more about our previous guests, listen to past episodes, and get to know your host, go to https://podcast.gosalesology.com/ and connect on LinkedIn and follow us on Facebook and Instagram and check out our website at https://gosalesology.com/.

Guest: Cole Strauss   Guest Bio: Leading the Texas region at igus Inc., I focus on nurturing customer relationships and driving new business development through strategic leadership and industrial sales acumen. My role involves guiding our sales force, negotiating high-value contracts, and ensuring our mission of being the easiest company to deal with is realized with every customer interaction. I am currently transitioning into the National Sales Manager role for Chainflex Cables, effective January 2025. I hold an Engineering degree from Texas State University and an MBA from UT Permian Basin. Before joining Igus, I worked for John Deere, Continental Automotive, and Vehicle Monitor Corporation, gaining experience in manufacturing, engineering, and sales. I live in San Antonio, TX with my wife, Kelsie, our son, Beckett, and our two dogs Lady and Cleo. I spend most of my free time with family and friends but also spend some alone as an avid outdoorsman who appreciates the relaxation only the woods can offer.   Key Points: Role & Background: Cole is the new National Sales Manager for Igus, Inc., a role he has held for 14 days. He has an engineering degree from Texas State University and an MBA from the University of Texas Permian Basin. Before his current role, Cole worked as a manufacturing engineer and transitioned into sales at Igus, Inc over the last four and a half years. He started as a Territory Sales Manager and later became a Regional Manager.   Company Mission: Igus's mission is to be "the easiest company to deal with" in every customer interaction. This is central to their customer service philosophy. Cole explains that being easy to deal with involves being responsive, providing reliable support, and ensuring customers receive solutions, even if those solutions come from other departments. It's about building trust and being an advisor, not just a salesperson.   Strategic Partnerships: Cole plans to grow sales revenue through both external and internal strategic partnerships. External partnerships include working with distributors and catalog houses, while internal partnerships focus on better alignment between outside and inside sales teams to improve customer service and product offerings.   Sales Philosophy: Igus aims to sell on the value of their products, even if they are priced higher than competitors. Cole emphasizes showing customers the long-term cost savings through product durability and fewer replacements. Changing the mindset of outside salespeople from focusing on immediate low cost to emphasizing lifetime costs and return on investment is key.   Sales Team Management: Cole prioritizes attitude over experience when hiring. He believes a good attitude is more important than technical experience because the right attitude leads to success in the sales process. He values teamwork, with a focus on communication and ownership within the team, helping people take the next step in their careers.   Hiring Process: When hiring, Cole looks for candidates with the right attitude and a basic mechanical background. He emphasizes finding people who are reliable, accountable, and have a strong work ethic. He also uses personal referrals to assess candidates' true character.   Challenges in Sales Management: Cole acknowledges that managing a large sales team (about 50 territory managers) means dealing with many problems simultaneously. His engineering background helps him troubleshoot and find solutions without panicking, ensuring that issues are resolved efficiently while balancing internal and external needs.   Work-Life Balance: Cole mentioned the challenge of managing a team while balancing work and personal life, sharing a humorous anecdote about how he sometimes struggles to "turn off" his problem-solving mindset even at home.    Guest Links:  LinkedIn: https://www.linkedin.com/in/cole-strauss-igus/      About Salesology®: Conversations with Sales Leaders Download your free gift, The Salesology® Vault. The vault is packed full of free gifts from sales leaders, sales experts, marketing gurus and revenue generation experts. Download your free gift, 81 Tools to Grow Your Sales & Your Business Faster, More Easily & More Profitably. Save hours of work tracking down the right prospecting and sales resources and/or digital tools that every business owner and salesperson needs. If you are a business owner or sales manager with an underperforming sales team, let's talk. Click here to schedule a time. Please, subscribe to Salesology®: Conversations with Sales Leaders so that you don't miss a single episode, and while you're at it, won't you take a moment to write a short review and rate our show? It would be greatly appreciated! To learn more about our previous guests, listen to past episodes, and get to know your host, go to https://podcast.gosalesology.com/ and connect on LinkedIn and follow us on Facebook and Instagram and check out our website at https://gosalesology.com/.

Guest: Jeff Peterson   Guest Bio: Jeff Peterson knows B2B selling. With more than 15 years of experience as a sales executive and sales manager, primarily with both local and national linen and uniform companies, and the packaging industry. Jeff has a strong track record of delivering industry-leading results in competitive markets. While still having “boots on the ground” in sales management, he has shared his empathetic, value-based sales and marketing approach through numerous publications, consultations, and engagements. A husband and parent of four children, in his increasingly rare free time Jeff enjoys a great restaurant, live music, playing tennis, and getting himself into adventures exploring new cities and towns.   Key Points: Introduction to Sales: A mentor offered him a sales job, even though he wasn't qualified. Minimal training — was told to knock on 30 doors daily and input data into a CRM system. Gained experience through trial and error, learning alongside a team of peers in the millennial uniform world.   Transition to Sales Manager: After his boss was promoted, Jeff was thrust into the sales manager role with little formal training. Took initiative to figure things out, continuously learning over the years. Acknowledged both successes and failures, but focused on learning from mistakes and helping his team grow.   Sales Development: Developed a passion for the craft of sales, learning from thought leaders in the field. Focused on constantly improving and passing on that knowledge to others.   Sales Leadership Approach: Emphasizes systematic and adaptable training and onboarding processes. Customizes training based on the individual's level of expertise, offering an 8-week process with supervised practice. Believes in guiding the team and letting them find their own methods, but with close oversight in the beginning.   Prospecting and Growth: Faces challenges in an industry that could be complacent with existing customers, but emphasizes the importance of new revenue. Encouraged a culture of prospecting, focusing on old-school methods (cold calls, email outreach) to grow the business.   Managing Sales Team Culture: Has worked to shift from a "hunter-farmer" model to one focused on generating new revenue. Values create a mindset focused on new business, which he believes is essential for organizational success.   Challenges with CRM Usage: Sees CRM as a critical sales enablement tool but acknowledges that getting full buy-in from salespeople can be difficult. Focuses on showing the CRM's benefits, such as organizing tasks and managing opportunities efficiently. Strives for a balance between enforcing CRM usage and respecting top performers' flexibility.   Balancing Optimism and Realism: Struggles with maintaining enthusiasm while also being pragmatic about challenges and issues within the company or industry. Believes in transparency with his team, providing honest updates about challenges while focusing on solutions and maintaining morale. Focuses on ensuring his sales team stays motivated and confident despite external challenges.   Guest Links: LinkedIn: https://www.linkedin.com/in/jeff-peterson-a58a1028/        About Salesology®: Conversations with Sales Leaders Download your free gift, The Salesology® Vault. The vault is packed full of free gifts from sales leaders, sales experts, marketing gurus and revenue generation experts. Download your free gift, 81 Tools to Grow Your Sales & Your Business Faster, More Easily & More Profitably. Save hours of work tracking down the right prospecting and sales resources and/or digital tools that every business owner and salesperson needs. If you are a business owner or sales manager with an underperforming sales team, let's talk. Click here to schedule a time. Please, subscribe to Salesology®: Conversations with Sales Leaders so that you don't miss a single episode, and while you're at it, won't you take a moment to write a short review and rate our show? It would be greatly appreciated! To learn more about our previous guests, listen to past episodes, and get to know your host, go to https://podcast.gosalesology.com/ and connect on LinkedIn and follow us on Facebook and Instagram and check out our website at https://gosalesology.com/.

Guest: Trent Halasek   Guest Bio: I was raised by a family of educators and have maintained my love of learning, and teaching, in my professional career. I read and consume as much information as I can to help better myself professionally and personally. My path is a bit non-traditional for a sales leadership role. I have a degree in accounting and started my career as a Staff Accountant. Most people who end up in sales will tell you that accounting work is horrible. I take the opposite approach. What I learned with a finance background is the cornerstone for prudent financial decisions and practical solutions in my work. From the very beginning of my career, I learned what drives financial results in the industry, so when I elevated into leadership positions, I already had learned the financial side of decisions. It definitely gave me a leg up when I started moving up in my career.   Guest Links: Akers Packaging Service Group Connect on LinkedIn    Key Points: Sales Leadership Philosophy: Shares insights on continuous education and training for sales professionals. Views sales skills as learnable and emphasizes ongoing development in areas like lead generation, cold calling, and communication. Prefers hiring individuals who are willing to learn and have high energy over those with extensive industry experience aligning salespeople with the company's core values and ensuring they are focused on what the company does best.   Hiring and Developing Sales Talent: Look for candidates with a growth mindset (willingness to learn) and high energy. Focus on helping sellers get wins in the right areas to build confidence. Prefers a hands-on coaching approach, especially for new sellers, to align them with company goals. Understands the importance of managing people differently based on their experience and career stage.   Business Model Protection: Stresses the importance of protecting the company's business model by staying focused on core strengths. Advocates selling only boxes, not diversifying into other products, which could dilute profitability. Believes in aligning sales efforts with the company's proven value proposition, even if it means not chasing every opportunity.   Sales Wins and Strategy: In October, all 11 local sellers exceeded previous year's sales despite industry pricing challenges. Focused on selling company assets effectively and motivating sales teams. Uses internal surveys to ensure messaging aligns across all levels of the company, from entry-level to top leadership. Ensures salespeople understand the company's offerings and target market.   Strategic Decision Making: Encourages decision-making based on the company's business model rather than reacting to every customer request. Highlights the importance of strategic decisions (e.g., offering new products like tape) being made at the leadership level, rather than by individual salespeople. Adapts to the needs of smaller customers and helps new sellers secure smaller accounts to build confidence, but ensures they remain focused on core products.   Customer Needs and Sales Approach: The company focuses on providing fast, reliable service for corrugated boxes. Targets smaller to mid-sized customers who need quick delivery and personalized service, unlike large companies that can get these products from larger corporations. Uses a needs-based sales approach, focusing on solving specific customer challenges with a tailored solution. The sales cycle is guided by understanding the customer's language and aligning the company's value proposition to their needs.   Understanding Individual Strengths (Superpowers): Emphasizes the importance of recognizing both personal and customer strengths. In the context of a salesperson or team member, it's crucial to identify their "superpower" (a unique strength or trait) and encourage them to lean into that for success. For example, the interviewer mentions using passion and energy as their own "superpower" for motivating others.   Balancing Commonality with Individuality: Discussion about how customers often have the same general need (e.g., fast delivery of brown boxes), but the underlying reasons for that need may differ. This highlights the balance between understanding the commonalities (like needing a box) and addressing the individual needs behind that requirement.       About Salesology®: Conversations with Sales Leaders Download your free gift, The Salesology® Vault. The vault is packed full of free gifts from sales leaders, sales experts, marketing gurus and revenue generation experts. Download your free gift, 81 Tools to Grow Your Sales & Your Business Faster, More Easily & More Profitably. Save hours of work tracking down the right prospecting and sales resources and/or digital tools that every business owner and salesperson needs. If you are a business owner or sales manager with an underperforming sales team, let's talk. Click here to schedule a time. Please, subscribe to Salesology®: Conversations with Sales Leaders so that you don't miss a single episode, and while you're at it, won't you take a moment to write a short review and rate our show? It would be greatly appreciated! To learn more about our previous guests, listen to past episodes, and get to know your host, go to https://podcast.gosalesology.com/ and connect on LinkedIn and follow us on Facebook and Instagram and check out our website at http://www.gosalesology.+

Guest: Kimberly Weitkamp   Guest Bio: Kimberly Weitkamp is a coach, marketing strategist, and podcaster. As owner of the Audience Converter and host of the More Conversations, Clients and Cash Podcasts, she helps coaches create marketing that makes money and aligns with their values, goals, and calendar. Kimberly works with her clients to put the right message in front of the right person at the right time (especially in emails!). She's helped people hit their first-ever 6-figure launch, fill their beta in less than 60 days, and 4x sign-ups to their webinars and so much more. She loves talking marketing, travel, and all things sci-fi. Guest Links: The Stranger to Subscriber Checklist   Key Points: Definition of "Audience Converter": Kimberly defines "audience" as potential clients and "converter" as moving them through the various steps of the sales process. She emphasizes that conversion is an ongoing process, not just about getting someone to pay, but also building loyalty and referrals. Importance of Tracking Conversion Touchpoints: Conversion involves multiple steps like getting to your website, signing up for a lead magnet, engaging with emails, and ultimately showing up for a sales call. Every touchpoint should be tracked to see what's working and where issues lie in the sales funnel. Building a Conversion Process: It's essential to define your own conversion process and track each step. From the first interaction to booking a sales call, understanding where prospects drop off helps refine the process. Qualification of Leads: To avoid wasting time with unqualified leads, Kimberly advises adding qualification steps early in the funnel. This could include self-selection during sign-up or using qualifying questions when booking a sales call. Understanding the Audience's Needs: Researching the target market's challenges is key. Kimberly recommends using online platforms like LinkedIn, Reddit, and Quora to find out what prospects are asking. Direct interviews with current clients can also provide valuable insights into their pain points. The Role of Emotion in the Sales Process: Kimberly highlights the importance of understanding the emotional aspect of your prospects' challenges. Asking follow-up questions about how they feel about their problems and how they affect their life helps tailor marketing to their true needs. Market Research Tools: Kimberly uses a simple one-question survey on the "Thank You" page after someone downloads a lead magnet to gather real-time insights about their challenges. This method helps refine her marketing content.   About Salesology®: Conversations with Sales Leaders Download your free gift, The Salesology® Vault. The vault is packed full of free gifts from sales leaders, sales experts, marketing gurus and revenue generation experts.  Download your free gift, 81 Tools to Grow Your Sales & Your Business Faster, More Easily & More Profitably. Save hours of work tracking down the right prospecting and sales resources and/or digital tools that every business owner and salesperson needs. If you are a business owner or sales manager with an underperforming sales team, let's talk. Click here to schedule a time. Please, subscribe to Salesology®: Conversations with Sales Leaders so that you don't miss a single episode, and while you're at it, won't you take a moment to write a short review and rate our show? It would be greatly appreciated! To learn more about our previous guests, listen to past episodes, and get to know your host, go to https://podcast.gosalesology.com/ and connect on LinkedIn and follow us on Facebook and Twitter and check out our website at  http://www.gosalesology.

Guest: Mitch Lewandowski   Guest Bio: I was recently asked, "What's your passion?" That made me think about who I am as a person, husband, father and contributor. As I considered my 35-plus years of leadership, it wasn't about the deals I'd done or the places I'd gone. What made me tick and come alive was something so much more meaningful. It came down to the sense of purpose and fulfillment I've gotten through making a difference in the lives of the people and companies I've impacted. Helping an individual come alive and gain freedom to be a better person. Assisting a company to break free from costly and/or ineffective habits. Working with a customer that has given me passport into their lives and business and trusting me along the way of change that forever improves them. You can't put a price on that. It's priceless and it has no number. That's my passion. Key Points: Genesis of Cymbionic: Founded a consulting firm to help businesses achieve health and wholeness. Focusing on investing knowledge gained from past experiences to support others. Concept of Healthy Organizations: Healthy organizations foster collaboration and shared beliefs among leadership teams. Emphasizing the importance of collective growth rather than individual gain. Engaging Teams in Vision Creation: Encourages inclusive brainstorming to develop a shared vision and destination. "If there's no way in, there's no buy-in": team involvement leads to greater commitment. Overcoming Resistance to Change: Leaders must inspire and equip teams rather than dictate actions. Leaders should be open to team input to find a mutually agreeable direction. Addressing Self-Limiting Beliefs: Look for candidates willing to take risks and learn from failures. Use motivational examples (like the “death crawl” from Facing the Giants) to challenge and inspire. Fostering Coachability and Teachability: Use the FAITH acronym (Faithful, Available, Interdependent, Teachable, Hungry) to screen candidates. Emphasize teamwork and the importance of interdependence for success.  Behavioral Change Approach: Focus on capturing team members' hearts to inspire behavioral change. Promote an environment where mistakes are viewed as learning opportunities. Continuous Improvement: Encourage ongoing dialogue and teamwork to refine strategies and maintain engagement. Highlight the importance of shared goals to drive collective success. Team-Oriented Mindset: Emphasis on collaboration and recognizing team contributions over individual achievements. The speaker values “we” over “me.” Look for individuals who are driven to help the team succeed rather than those focused solely on personal gain or material rewards. Learning from Others: Importance of understanding how candidates have successfully worked with various teams (like pre-sales and onboarding) to achieve goals.  Community Engagement: Suggesting that salespeople participate in volunteer activities to cultivate a mindset of service and generosity, which can translate to better performance in the workplace.  Client-Centered Approach: Emphasizing the need for salespeople to be genuinely interested in their clients, as building relationships leads to better outcomes. Awareness and Attunement: Encouraging salespeople to "raise their antenna" to be more receptive to client needs and signals, enhancing communication and relationship-building.   Guest Links: cymbionic.com mitch@cymbionic.com       About Salesology®: Conversations with Sales Leaders Download your free gift, The Salesology® Vault. The vault is packed full of free gifts from sales leaders, sales experts, marketing gurus and revenue generation experts.  Download your free gift, 81 Tools to Grow Your Sales & Your Business Faster, More Easily & More Profitably. Save hours of work tracking down the right prospecting and sales resources and/or digital tools that every business owner and salesperson needs. If you are a business owner or sales manager with an underperforming sales team, let's talk. Click here to schedule a time. Please, subscribe to Salesology®: Conversations with Sales Leaders so that you don't miss a single episode, and while you're at it, won't you take a moment to write a short review and rate our show? It would be greatly appreciated! To learn more about our previous guests, listen to past episodes, and get to know your host, go to https://podcast.gosalesology.com/ and connect on LinkedIn and follow us on Facebook and Twitter and check out our website at  http://www.gosalesology.

Guest: Andy Culligan   Guest Bio: Andy is a marketing leader with a sales mindset. Andy excels in aligning marketing and sales teams to drive revenue growth. At AndyCulligan.com, he helps fast-growing SaaS startups achieve commercial success through strategic alignment. With nearly a decade of experience in SaaS martech, Andy has built and lead teams to success, making him the go-to CMO resource at a fraction of the cost. He is also the Founder & CEO of Purple Path, purplepath.io. Key Points: Sales Foundation: Need to have a strong foundation in sales and cold calling. Andy shared insights from his experiences.   Career Journey: Andy discusses his transition from sales to marketing, focusing on digital marketing and marketing automation, eventually working in the tech and SaaS space for over a decade. Gaining insights from working in European markets and the US.   Team Building: Building a team of fractional experts to provide cost-effective marketing and sales support, addressing a gap in expertise, particularly in SaaS.   Sales and Marketing Alignment: Open communication is key. It's essential to define what a lead is and establish clear expectations for nurturing those leads to avoid disconnects.   Expectation Setting: Key to aligning sales and marketing is defining what a lead means and establishing clear expectations on how to nurture those leads.   Success Stories: Andy shared an example of integrating SDR and marketing teams to improve pipeline creation, aligning compensation structures to incentivize collaboration.   Scaling Strategies: Starting with company-level targets, calculating backward to determine necessary actions, and documenting plans to guide progress.   Goal-Setting Importance: Stressed the significance of having clear, written goals and strategies, particularly for small to medium-sized businesses.       About Salesology®: Conversations with Sales Leaders Download your free gift, The Salesology® Vault. The vault is packed full of free gifts from sales leaders, sales experts, marketing gurus and revenue generation experts.  Download your free gift, 81 Tools to Grow Your Sales & Your Business Faster, More Easily & More Profitably. Save hours of work tracking down the right prospecting and sales resources and/or digital tools that every business owner and salesperson needs. If you are a business owner or sales manager with an underperforming sales team, let's talk. Click here to schedule a time. Please, subscribe to Salesology®: Conversations with Sales Leaders so that you don't miss a single episode, and while you're at it, won't you take a moment to write a short review and rate our show? It would be greatly appreciated! To learn more about our previous guests, listen to past episodes, and get to know your host, go to https://podcast.gosalesology.com/ and connect on LinkedIn and follow us on Facebook and Twitter and check out our website at  http://www.gosalesology.

Guest: Todd Bermont     Guest Bio: Houston‐based, High Technology Sales and Business Development Leader with over 30 years of sales management, business development, and sales experience in Data Center Design/Build, IT, Mission‐Critical Power Infrastructure (UPS, PDU, and Solar), Professional Services, and SaaS. Recruited and hired six times by former colleagues. Sales management accomplishments include achieving record sales and profit each year for the first three full years as VP of Sales for Solarcraft and growing the OEM division of APC from $10 Million to over $100 million in four years. As Director of Business Development/Marketing for Lee Technologies, helped the company grow from $55 Million in sales to over $100 Million in two years. Having conducted business in over 20 countries, noted accomplishments include: winning several multi‐million‐dollar, new business clients, authoring numerous books, being featured on TV (CNN, FOX, & CBS) and in print (Fox Business, Forbes, and 7x24), and speaking at AFCOM Data Center World.   Key Points: Sales Success and Key Strategies: Team Composition: Hiring the right people is crucial. Todd emphasizes that success is built on a solid team and that turnover, while challenging, is part of finding the right fit. Focus on Leverage: Rather than pursuing small sales, the team focuses on targeting decision-makers who can purchase in larger volumes. This approach maximizes the return on each sales effort. Sales from Existing Customers: Todd highlights the importance of expanding within current accounts. Selling more to existing clients, especially those already approved as vendors, often leads to significantly higher revenue. Customized Compensation Plans: Salespeople's compensation plans are customized to what motivates them most, ensuring a higher level of ownership and motivation. Incentives, or "kickers," are tied to specific achievements like securing large deals or meeting quarterly revenue goals.   Hiring and Firing: Todd stresses the importance of not tolerating poor performance. He follows a principle similar to his day trading experience: when something isn't working, cut your losses quickly. Key indicators in hiring include assessing how candidates perform during the interview process (e.g., their sales skills and engagement). He has learned the importance of listening to his gut during interviews and avoiding the temptation to forgive red flags due to strong referrals. New hires are expected to produce meaningful sales activity (quotes, meetings) early on. Lack of activity often signals that someone isn't putting in the effort.   Sales Culture: Coaching and Continuous Improvement: Todd sees sales as a mental game, emphasizing the need for salespeople to believe in the product they are selling. His book, Cognitive Selling, focuses on how mental preparedness and belief in the product are key to success. Salespeople must be coachable and open to learning. Todd also emphasizes creating a strong sales strategy and requires new hires to submit a 90-day business plan to outline how they will succeed.   Key Insights: Sales growth at Solarcraft was driven by having the right people, focusing on large deals, and working to grow revenue within existing accounts. The importance of an effective, tailored compensation plan cannot be overstated—when salespeople have ownership over their earnings structure, their performance improves. Todd believes in leading by example and insists that salespeople who don't believe in what they're selling won't be successful.       About Salesology®: Conversations with Sales Leaders Download your free gift, The Salesology® Vault. The vault is packed full of free gifts from sales leaders, sales experts, marketing gurus and revenue generation experts.  Download your free gift, 81 Tools to Grow Your Sales & Your Business Faster, More Easily & More Profitably. Save hours of work tracking down the right prospecting and sales resources and/or digital tools that every business owner and salesperson needs. If you are a business owner or sales manager with an underperforming sales team, let's talk. Click here to schedule a time. Please, subscribe to Salesology®: Conversations with Sales Leaders so that you don't miss a single episode, and while you're at it, won't you take a moment to write a short review and rate our show? It would be greatly appreciated! To learn more about our previous guests, listen to past episodes, and get to know your host, go to https://podcast.gosalesology.com/ and connect on LinkedIn and follow us on Facebook and Twitter and check out our website at  http://www.gosalesology.

Guest: Mark Wigginton   Guest Bio: Mark Wigginton is a seasoned coach, consultant, and strategy advisor with over 30 years of sales expertise. As the founder of Focusing On Results, Mark combines deep insights into human behavior with actionable strategies to help his clients achieve personal and professional growth. Since 2001, he's worked as a coach and consultant to business development executives and teams, helping business professionals clarify goals, strengthen teams, and cultivate their growth. His many years in sales taught him the power of focused goal-setting and resilience, lessons that are integral to his coaching approach today. In addition to his professional accomplishments, his personal journey reflects his dedication to personal growth and achievement. Starting as a “couch slouch,” at 45, he transformed his life through disciplined goal-setting, ultimately completing 18 marathons and an Ironman triathlon. This personal experience helps him deeply understand and support clients on their own transformation journeys.   Key Points: Career Journey and Sales Training: Mark's career evolved in three phases—starting with technology sales, transitioning to community mental health, and later working as a management consultant, sales trainer, and coach. His early sales training emphasized customer focus, earning the right to advance in sales, and persuasive involvement. His work as a counselor taught him the importance of listening and focusing on the customer's needs, skills he later integrated into his sales approach.   Ironman and Marathon Experience: Mark's late start in endurance sports (running and triathlons) at 45 helped him develop discipline, which he applied to sales, emphasizing the importance of goal setting, consistency, and incremental progress.   Goal Setting Framework: Mark advocates for breaking down larger goals into smaller, achievable steps, using the ABCs of goal setting: Accept reality, focus on the basics, and maintain consistency. This applies to both athletic training and sales.   Sales Goal Setting for Teams: Mark emphasizes the importance of empowering salespeople to set their own goals, which leads to higher motivation and ownership. Managers should involve their team members in the goal-setting process to achieve better results.   Customer Focus and Communication: Salespeople must adapt their messages to the right audience within an organization—senior leaders versus operations staff—ensuring relevancy to each group's needs.   Guest Links:  Free downloadable tools: www.focusingonresults.com       About Salesology®: Conversations with Sales Leaders Download your free gift, The Salesology® Vault. The vault is packed full of free gifts from sales leaders, sales experts, marketing gurus and revenue generation experts.  Download your free gift, 81 Tools to Grow Your Sales & Your Business Faster, More Easily & More Profitably. Save hours of work tracking down the right prospecting and sales resources and/or digital tools that every business owner and salesperson needs. If you are a business owner or sales manager with an underperforming sales team, let's talk. Click here to schedule a time. Please, subscribe to Salesology®: Conversations with Sales Leaders so that you don't miss a single episode, and while you're at it, won't you take a moment to write a short review and rate our show? It would be greatly appreciated! To learn more about our previous guests, listen to past episodes, and get to know your host, go to https://podcast.gosalesology.com/ and connect on LinkedIn and follow us on Facebook and Twitter and check out our website at  http://www.gosalesology.

Guest: Brian Feenie   Guest Bio: With 30 years in the HVAC and Home Services Industry, Brian has worked with top companies like Lennox, Emerson/White Rodgers, Ferguson Enterprises, ServiceTitan, and Google Nest. For the past 15 years, he has focused on helping Home Services businesses implement technology across North America, including IoT (Internet of Things), smart products, SaaS, and productivity tools. Brian has also served as a business coach, bringing a unique perspective to the industry based on his time spent on the contracting side. Currently, Brian leads Business Development efforts at measureQuick, is the National Trainer for JB Industries Climate Class smart tools, and also serves as ACCA's Chief Encouragement Officer for their QI Certificate program.   Key Points: Career Journey and Shift to Entrepreneurship: Brian, had a 30-year career mostly in sales leadership roles. About 20 years in, his wife encouraged him to become a business owner. After being laid off from Google Nest, Brian decided to pursue his dream of starting Shift Logic, a business specializing in HVAC technology and software. He leveraged his background in sales and marketing, as well as relationships from his career, to take the leap into entrepreneurship.   Leveraging Relationships: A key element in Brian's success was asking for help and tapping into his network. He reached out to industry contacts, such as Jim Bergman from measureQuick, who helped promote him within the network, resulting in new clients. Brian also emphasized the importance of being intentional in building a professional network and using platforms like LinkedIn to stay visible and build credibility.   The Importance of Asking: Brian highlights the importance of asking for opportunities, noting that you don't get what you don't ask for. He encourages others to take risks, ask for opportunities, and take shots, as sales is fundamentally about asking for what you need.   Sales Leadership Philosophy: Brian reflects on his experience in sales leadership, stressing the importance of understanding the unique needs of each team member. He believes in leading by serving his team and making sure they feel supported in both their professional and personal growth. This approach creates a positive team culture, which is key for long-term success.   Managing a Sales Team: Brian shares that successful sales leadership requires understanding the personal motivations of team members, not just focusing on hitting numbers. He believes in a consultative approach, supporting individual growth, and helping team members navigate challenges. This approach fosters loyalty and drives success, as seen in the example of a former direct report who credited Brian for his professional development.   LinkedIn as a Tool for Growth: Brian is highly active on LinkedIn, using it to connect, mentor, and share his experiences. He views it as an excellent platform for building relationships and sharing professional insights.   Legacy and Giving Back: Brian values the impact he can have on others, particularly in mentoring and leadership. He finds satisfaction in helping others grow, noting that sales leadership is about more than just numbers—it's about changing lives and creating meaningful connections.       About Salesology®: Conversations with Sales Leaders Download your free gift, The Salesology® Vault. The vault is packed full of free gifts from sales leaders, sales experts, marketing gurus and revenue generation experts.  Download your free gift, 81 Tools to Grow Your Sales & Your Business Faster, More Easily & More Profitably. Save hours of work tracking down the right prospecting and sales resources and/or digital tools that every business owner and salesperson needs. If you are a business owner or sales manager with an underperforming sales team, let's talk. Click here to schedule a time. Please, subscribe to Salesology®: Conversations with Sales Leaders so that you don't miss a single episode, and while you're at it, won't you take a moment to write a short review and rate our show? It would be greatly appreciated! To learn more about our previous guests, listen to past episodes, and get to know your host, go to https://podcast.gosalesology.com/ and connect on LinkedIn and follow us on Facebook and Twitter and check out our website at  http://www.gosalesology.

Guest: Tina Pappas   Guest Bio: Tina is a seasoned professional with an impressive leadership track record across prominent companies in the Pacific Northwest. As President of TPS, she successfully led both commercial and residential teams. Prior to that, Tina managed the commercial real estate portfolio for BMGI. She also co-founded and served as President of Egis Real Estate Services, which emerged from Fisher Properties. Tina's contributions to the industry have earned her numerous accolades. In 2020, she served as NAIOP's Board President, a role that recognized her dedication to commercial real estate leadership. Earlier in her career, she was named one of Seattle's 40 Under 40 business leaders in 2008, highlighting her as an outstanding young professional in the industry.   Key Notes: Commercial Real Estate Experience: Started career at Colliers International after college, initially unsure of the industry but passionate about sales, communities, and buildings. Took a research role to learn about the industry and avoid being placed in a sector or team without understanding it. Representing leasing and marketing for major developments. Gained valuable experience in real estate development, property management, and engineering. Focusing on real estate management, including confidential projects and national scope. Led property management teams, gaining significant experience in multifamily and commercial real estate. Focused on development and management of multifamily projects. Hired a diverse group of younger brokers to inject fresh energy into the company. Advice for Women in Real Estate: Overcame gender barriers in a male-dominated industry by focusing on skill, work ethic, and mentorship. Encourages young women to be persistent, seek mentorship, and not be intimidated by the lack of female representation. Actively recruits women and encourages them to engage with the industry through career fairs and personal outreach. Hiring and Intern Programs: Focuses on passion, engagement, and initiative when hiring. Developed a program for college students to explore different areas of commercial real estate and intern in various roles. Company Culture and Success: NAI Puget Sound Properties has been recognized as one of the best companies to work for, emphasizing teamwork, support, and personal growth. The company fosters a culture of appreciation and empowerment, with initiatives like commemorating employees' anniversaries and milestones. Prioritizes work-life balance, offering flexible scheduling and events that cater to various employee needs. Team-Oriented Leadership: Emphasizes collaboration over competition, with a focus on supporting one another for the greater good of the company. Celebrates individual and team accomplishments, such as the "team photo" event for employees' sports achievements and company anniversaries.     About Salesology®: Conversations with Sales Leaders Download your free gift, The Salesology® Vault. The vault is packed full of free gifts from sales leaders, sales experts, marketing gurus and revenue generation experts.  Download your free gift, 81 Tools to Grow Your Sales & Your Business Faster, More Easily & More Profitably. Save hours of work tracking down the right prospecting and sales resources and/or digital tools that every business owner and salesperson needs. If you are a business owner or sales manager with an underperforming sales team, let's talk. Click here to schedule a time. Please, subscribe to Salesology®: Conversations with Sales Leaders so that you don't miss a single episode, and while you're at it, won't you take a moment to write a short review and rate our show? It would be greatly appreciated! To learn more about our previous guests, listen to past episodes, and get to know your host, go to https://podcast.gosalesology.com/ and connect on LinkedIn and follow us on Facebook and Twitter and check out our website at  http://www.gosalesology.   KEY WORDS: Sales, sales management, selling, prospecting, cold calling, business development, Sales Leadership

Guest: Richard Cogswell   Guest Bio: Richard Cogswell is a people-first sales leader. He is an organizational team builder who believes that people, vision, values, and behaviors build winning sales cultures. Richard has held multiple senior sales leadership positions within a number of industries, working across EMEA, the United States, and APAC, within startups and listed multinational companies. Whether newly hired or promoted, or for those with experience already gained on the journey, Richard aims to show a methodology focused on how you might best lay down the foundations for exponential and sustained growth through the sales leadership function, and critically through the catalyst of culture. You can find out more from Richard at www.richardcogswell.com   Guest Links: Email Rich, rich_cogswell@hotmail.com, for a free chapter from his new book, The Cultural Sales Leader.   Guest Points: The Importance of Sales Leadership Training: Companies often promote high-performing salespeople into leadership roles without training, assuming natural sales ability translates to management skills. Leadership training is crucial as it equips individuals to manage teams, strategize, and build a successful sales environment. Just as salespeople ask customers for investment in products, leaders need to ask their companies to invest in their development to ensure long-term success. Key Challenges for Sales Managers: As a sales leader, you must understand the motivations of individual team members and how to align them to broader business goals. Leadership requires thinking beyond personal sales performance to focus on the larger company objectives and sales strategies. New sales managers may face pressure to meet numbers without sufficient training or guidance, often leading to "busy work" rather than effective leadership. Sales leaders must align different departments to the sales strategy and ensure that everyone is working towards common goals. The Importance of Sales Culture: Culture is the "how" and "why" of an organization. Strong, lived culture creates behaviors that lead to results. Culture is delicate and can easily deteriorate if not actively maintained. Leadership must tend to it and ensure that it is consistently reinforced throughout the organization. A cultural sales leader must ensure that the team is aligned with the company's mission and values. Building a High-Performance Sales Team: Sales teams need clarity on priorities, key behaviors, and the strategies to win.  Simplifying objectives helps teams focus and drive results. Asking team members for their own sales plans fosters ownership and buy-in. It ensures that they think strategically and have a stake in achieving the targets. Creating a simple, one-page document outlining key objectives, behaviors, and strategies ensures everyone in the organization is aligned and working towards the same goals. Leadership and Responsibility: Sales leaders should empower their team to think creatively and solve problems independently. Sales leaders should continuously engage with the team to understand their challenges and provide support. Leaders must ensure that sales efforts are aligned with broader company goals, incorporating feedback from all departments and focusing on long-term growth, not just short-term targets. Long-Term Success and Ambition: A strong sales culture can coexist with ambition and high performance. The most successful teams combine cultural alignment with long-term strategic thinking, creating a sense of growth and success over time. Sales leaders should look beyond the immediate financial year and think in terms of three-to-five-year goals, including opening new markets or enhancing products based on customer feedback. These "big bets" shape the future of the company.       About Salesology®: Conversations with Sales Leaders Download your free gift, The Salesology® Vault. The vault is packed full of free gifts from sales leaders, sales experts, marketing gurus and revenue generation experts.  Download your free gift, 81 Tools to Grow Your Sales & Your Business Faster, More Easily & More Profitably. Save hours of work tracking down the right prospecting and sales resources and/or digital tools that every business owner and salesperson needs. If you are a business owner or sales manager with an underperforming sales team, let's talk. Click here to schedule a time. Please, subscribe to Salesology®: Conversations with Sales Leaders so that you don't miss a single episode, and while you're at it, won't you take a moment to write a short review and rate our show? It would be greatly appreciated! To learn more about our previous guests, listen to past episodes, and get to know your host, go to https://podcast.gosalesology.com/ and connect on LinkedIn and follow us on Facebook and Twitter and check out our website at  http://www.gosalesology.   KEY WORDS: Sales, sales management, selling, prospecting, cold calling, business development, Sales Leadership

Guest: Bill Canady     Guest Bio:  Bill Canady has over 30 years of experience as a global business executive in a variety of industries and markets focused on industrial and consumer products and services. As a leader, he concentrates on aligning with key stakeholders to set a clear and compelling vision that will rally an organization to drive growth, control cost, and increase profitability. One of the keys to his success is he develops strong leaders and management teams and establishes deep relationships. His experience encompasses global public, private, and sponsor owned companies.  Bill is the CEO of both OTC Industrial Technologies and Arrowhead Engineered Products (AEP). OTC is an industrial distribution company located in Columbus, OH, that has $1 billion in sales with 1,900+employees and over 60 sales/distribution offices in 40 states.  During his tenure, OTC has grown revenues by more than 43% and earnings over 78%. AEP is a leading supplier of non-discretionary, mission-critical, aftermarket replacement parts for a wide variety of motorized vehicles and equipment headquartered in Blaine, MN, and has $1.5 billion in sales with 3600+ employees and sell in over 50 countries. During his career, Bill has been responsible for leading several organizations through their most important challenges and opportunities, often in complicated regulatory, investor, and media environments. He discovered a passion and knack for the art and science of business. Taking the tools and techniques that he developed for growing multibillion dollar companies, he created the Profitable Growth Operating System (PGOS) and set out to help owners and operators around the world profitably grow their companies.  PGOS is a time-tested set of simple tools and process that fosters a common culture creating value for all stakeholders: customers, employees, suppliers, and shareholders. PGOS shows how to increase the productivity of assets, increase profits, and make better decisions at every level of a business.  Bill graduated summa cum laude from Elmhurst University with a Bachelor of Science in Business Administration and received his MBA from the University of Chicago, Booth School of Business. He is a veteran of the United States Navy.   Guest Links:  https://https//billcanady.com    Key Points:   Importance of Taking Risks:   Bill stresses the importance of stepping out of one's comfort zone. He believes that growth requires taking calculated risks and putting yourself out there.    Developing Strong Leaders:  As a CEO, Bill believes that leaders should set clear goals and let their teams figure out how to achieve them. His approach focuses on empowering leaders to take ownership of their responsibilities, rather than micromanaging them. This builds confidence and leadership skills in team members.  A critical aspect of Bill's leadership style is the balance between providing direction (goal-setting) and giving teams autonomy to develop strategies. He compares leadership to being a parent—guiding without doing the work for the team, allowing them to take charge and develop their skills.    Profitable Growth Operating System (PGOS):  Bill's PGOS focuses on 5 key areas to drive profitable growth: Strategy (how to grow), Segmentation (80/20 analysis to focus on the most profitable opportunities), Talent (recruiting, retaining, and developing the right people), M&A (acquisitions to accelerate growth), and Lean (efficiency). His system is about using the right tools at the right time to grow a business profitably.  A frequent mistake for business owners is failing to pivot when their company outgrows the early startup phase. Initially, they may take any job or customer, but as the business grows, they must focus on more strategic growth opportunities to ensure profitability. Recognizing when to transition and evolve the business model is crucial.    Continued Business Growth:  Business owners may take on more responsibilities that fall outside their expertise and eventually become overwhelmed.  Business owners must recognize that they can't do everything themselves. They need to let go of tasks they're not good at and focus on their core competencies. Say no to tasks that aren't profitable or aligned with their core strengths. This allows for a more focused and scalable business model.  As the business grows, it reaches a point where the owner must hire people, delegate control, and trust others with responsibilities. This is often a difficult transition, especially for entrepreneurs who are used to doing everything themselves.    Focus on Core Competencies:  Just as in business development, it's important to focus on what the business does best. Trying to serve everyone or do everything can dilute efforts. Defining an "ideal prospect" is a crucial first step.    Case Study:   One business owner, John, focused on doing great work with a small team and maintained steady growth. The other owner, while successful, failed to replicate his success at a larger scale. The second owner didn't focus on his core strengths or delegate effectively, which limited his ability to scale beyond his initial success.  The successful business owner grew his business by focusing on what he did best—closing deals in a niche market. He scaled by hiring people to handle the rest, allowing him to focus on what he was most skilled at.  One business grew substantially by replicating its success, while the other remained stagnant because the owner couldn't figure out how to scale or replicate himself.  The key to scaling a business is taking calculated risks—trusting others, delegating, and focusing on what the business does best. Until an entrepreneur is willing to take that risk, they may remain stuck in a cycle of limited growth.        About Salesology®: Conversations with Sales Leaders Download your free gift, The Salesology® Vault. The vault is packed full of free gifts from sales leaders, sales experts, marketing gurus and revenue generation experts.  Download your free gift, 81 Tools to Grow Your Sales & Your Business Faster, More Easily & More Profitably. Save hours of work tracking down the right prospecting and sales resources and/or digital tools that every business owner and salesperson needs. If you are a business owner or sales manager with an underperforming sales team, let's talk. Click here to schedule a time. Please, subscribe to Salesology®: Conversations with Sales Leaders so that you don't miss a single episode, and while you're at it, won't you take a moment to write a short review and rate our show? It would be greatly appreciated! To learn more about our previous guests, listen to past episodes, and get to know your host, go to https://podcast.gosalesology.com/ and connect on LinkedIn and follow us on Facebook and Twitter and check out our website at  http://www.gosalesology.   KEY WORDS:  Sales, sales management, selling, prospecting, cold calling, business development, Sales Leadership 

Guest: Dustin Rogers   Guest Bio: Dustin Rogers' life mission is to inspire others to have a positive impact on the world around them. He is a coach leader and Regional Sales Manager at Carolina CAT where he leads a team of 10 inside and outside sales representatives who manage over 2000 accounts from individual retail customers to large corporate accounts. Dustin and his wife Britni have four children. The couple is passionate about foster care, adoption, autism, supporting families who have experienced the loss of a child, and other family-focused endeavors. They own DB Rogers Inc. providing management, consulting and fundraising solutions to corporations, small businesses, and non-profits. He is also the host of Your Impact Story Podcast. Fun fact Dustin was the 2017 International Auctioneer Champion…and yes, he can talk fast.   Key Points:  Introduction to Auctioneering: Dustin talks about the importance of rhythm in auctioneering, mentioning how it's more about clarity than speed. Background in Sales: Dustin grew up around entrepreneurs, particularly in real estate and auctions. He started buying and selling equipment before formalizing his sales career. This experience led him to a global career as an auctioneer and eventually transitioned to sales at Carolina CAT. Career Progression: During COVID, Dustin shifted from global sales to remote sales and later got recruited by Carolina CAT after a phone call asking if he knew anyone who could fill a sales leadership role. He ended up applying and transitioning into a sales manager role. Sales Philosophy: Dustin emphasizes the importance of asking for what you want, as he learned when he took on a sales role at Carolina CAT. If you don't ask, the answer is always no. Team Structure: His team consists of both inside and outside salespeople, with a mix of seasoned veterans and newer sales reps. The inside sales team handles prospecting and building customer relationships, while the outside team focuses on managing existing accounts. Customer-Centered Sales Approach: Dustin stresses the importance of listening to customers and adapting based on their feedback. He used customer feedback to improve processes and address issues, leading to significant growth in business. Target Account Success: By listening to a key customer's concerns and making strategic adjustments (including changing sales reps), Dustin and his team turned a $1.5M annual account into a $5M account for two consecutive years. Sales Team Dynamics: Dustin reflects on the challenges of managing a diverse sales team with different personalities. He adapts his approach to meet each team member's needs—whether it's the "high-energy" rep or the "methodical" one—and avoids micromanagement. Managing Different Personalities: Understanding and adapting to different working styles is crucial. Dustin's success comes from being flexible and offering tailored support for each rep, whether it's through motivation or focusing on specific skill sets. Learning Process: Dustin acknowledges that managing a team requires constant learning, both for the manager and the team, as each sales rep has unique strengths and weaknesses. Balancing these different personalities can be challenging but rewarding.       About Salesology®: Conversations with Sales Leaders Download your free gift, The Salesology® Vault. The vault is packed full of free gifts from sales leaders, sales experts, marketing gurus and revenue generation experts.  Download your free gift, 81 Tools to Grow Your Sales & Your Business Faster, More Easily & More Profitably. Save hours of work tracking down the right prospecting and sales resources and/or digital tools that every business owner and salesperson needs. If you are a business owner or sales manager with an underperforming sales team, let's talk. Click here to schedule a time. Please, subscribe to Salesology®: Conversations with Sales Leaders so that you don't miss a single episode, and while you're at it, won't you take a moment to write a short review and rate our show? It would be greatly appreciated! To learn more about our previous guests, listen to past episodes, and get to know your host, go to https://podcast.gosalesology.com/ and connect on LinkedIn and follow us on Facebook and Twitter and check out our website at  http://www.gosalesology.   KEY WORDS: Sales, sales management, selling, prospecting, cold calling, business development, Sales Leadership

Guest: Curtis Mullin   Guest Bio:  I am an award-winning sales leader who fell into sales. My wife and I made the decision to leave the military with two small children and start our cross-country adventure. I went back to school at Montana State University where I put my management experience back to use. After working at two Fortune 500 companies and earning my MBA from Washington State University, I took the opportunity to continue my career development at a midsize company. After managing the sales channel of a smaller brand, was promoted to sales director where I generated 63% growth. I was then given the opportunity to lead a larger team where I increased revenue by an additional 22%. I spent 3 ½ years at that organization until making the decision to go out on my own. I have become extremely effective at managing business turnarounds and developing high-performing teams. www.cm-bd.com Guest Links:  FREE 30-minute consultation support@cm-bd.com   Key Points: 63% Growth Achievement: Curtis successfully generated a 63% growth in his previous role, demonstrating strong performance and leadership skills. Leadership Transition & 22% Revenue Increase: After showcasing his ability to drive growth, he was given the opportunity to lead a larger team, where he increased revenue by an additional 22%, further solidifying his capability in leadership and business development. Military Background & Leadership Lessons: Curtis's military experience taught him the importance of focus, teamwork, and adaptability. His time in service helped him become skilled at managing diverse personalities and aligning teams towards common objectives. Transition to Sales: After leaving the military, Curtis transitioned into sales, a field he had not initially planned for but found a strong fit in, gaining valuable business insights and skills that helped him excel. Sales Team Management Philosophy: Curtis emphasizes autonomy in sales teams, preferring not to micromanage. He values driven individuals who actively pursue new opportunities and are engaged with their work. The Importance of Team Dynamics: Curtis believes that understanding team dynamics and leveraging diverse skill sets is critical for building a cohesive, high-performing sales team. He actively works on resolving any issues by fostering open communication and pairing team members with complementary strengths. Starting His Own Business: Curtis launched CM Business Dynamics after identifying a gap in the market where businesses were facing challenges in team performance and brand revitalization. His company focuses on consulting to improve team function and business outcomes. Team Development & Evaluations: Curtis prioritizes motivation and curiosity when hiring, and uses a combination of one-on-one meetings, customer feedback, and performance reviews to evaluate team members. He believes in providing tailored training to address specific struggles and promote growth. Business Turnaround Expertise: Curtis is skilled at turning around struggling businesses, particularly by focusing on customer engagement. He looks for signs of disengaged customers and works to rebuild relationships and trust, often starting with direct communication and problem-solving. Customer Engagement & Communication: Both in team management and business turnarounds, Curtis stresses the importance of communication, whether it's between team members or with customers, to maintain trust and drive success. He highlights the value of active listening and emotional intelligence in building lasting relationships.       About Salesology®: Conversations with Sales Leaders Download your free gift, The Salesology® Vault. The vault is packed full of free gifts from sales leaders, sales experts, marketing gurus and revenue generation experts.  Download your free gift, 81 Tools to Grow Your Sales & Your Business Faster, More Easily & More Profitably. Save hours of work tracking down the right prospecting and sales resources and/or digital tools that every business owner and salesperson needs. If you are a business owner or sales manager with an underperforming sales team, let's talk. Click here to schedule a time. Please, subscribe to Salesology®: Conversations with Sales Leaders so that you don't miss a single episode, and while you're at it, won't you take a moment to write a short review and rate our show? It would be greatly appreciated! To learn more about our previous guests, listen to past episodes, and get to know your host, go to https://podcast.gosalesology.com/ and connect on LinkedIn and follow us on Facebook and Twitter and check out our website at  http://www.gosalesology.

Guest: Maxwell Nee   Guest Bio:  Maxwell Nee is the Chief Revenue Officer of ScoreApp, a Quiz Marketing Platform with 6,000 paying clients. He's also a multi-award-winning entrepreneur, bodybuilder & dancer. He's been featured on TV, radio, Forbes, Singapore's The Business Times & The Australian Business Review.   Guest Links: ScoreApp free trial   Key Points:  Max's Journey to ScoreApp: Former business coach helping people with sales and online marketing. Grew his business to $2 million in revenue in under 2 years using ScoreApp to generate leads. Became an angel investor in ScoreApp, then a strategic partner, and now the CRO. Impact of Dance on Business: Max practiced hip-hop dance competitively and as part of performance teams. Key lessons from dance include obsessive focus on goals, handling responsibility, and the “show must go on” mentality. Parallels between dancing and business: focus, discipline, and forward momentum. What is ScoreApp?: An online quiz tool that helps businesses generate highly qualified leads by offering personalized assessments. Converts traffic (from podcasts, videos, social media, etc.) into leads through data-driven scorecards, giving users a personalized report. Designed to help businesses qualify leads and segment them based on readiness to buy. Definition of a Lead: A lead is someone who provides their contact information and expresses interest in potentially purchasing a product. Important to have both contact details and a registration of interest for a lead to be considered valuable. Qualifying Leads with ScoreApp: ScoreApp quizzes help businesses qualify leads by collecting valuable data through a series of questions. Example: A business selling expensive products (e.g., homes or loans) can ask questions about income and readiness to buy, ensuring they get qualified leads. Traffic Generation for Quizzes: ScoreApp provides resources such as a "Lead Gen Toolkit" and a "Partnerships Portal" to help clients drive traffic to quizzes. Clients can use various channels like email, social media, podcasts, and LinkedIn to drive traffic and collect leads. Lead Generation as a Top Priority: Lead generation is crucial because it directly impacts sales and revenue. A consistent flow of leads is essential for business growth—without leads, there's no way to generate sales and cash flow. Comparing Quizzes to Other Lead Gen Methods: Quizzes convert at higher rates (20-40%) compared to traditional lead magnets (10-15%). Quizzes not only attract more leads but also qualify them, increasing conversion rates and providing better data for follow-up. Do's and Don'ts in Lead Generation: Do: Personalize outreach. When contacting leads, use data (e.g., quiz scores) to create relevant, tailored conversations. Don't: Avoid generic, impersonal outreach. Leads prefer personalized experiences over feeling commoditized. Keep the customer experience engaging and relevant, similar to how Amazon personalizes product recommendations.       About Salesology®: Conversations with Sales Leaders Download your free gift, The Salesology® Vault. The vault is packed full of free gifts from sales leaders, sales experts, marketing gurus and revenue generation experts.  Download your free gift, 81 Tools to Grow Your Sales & Your Business Faster, More Easily & More Profitably. Save hours of work tracking down the right prospecting and sales resources and/or digital tools that every business owner and salesperson needs. If you are a business owner or sales manager with an underperforming sales team, let's talk. Click here to schedule a time. Please, subscribe to Salesology®: Conversations with Sales Leaders so that you don't miss a single episode, and while you're at it, won't you take a moment to write a short review and rate our show? It would be greatly appreciated! To learn more about our previous guests, listen to past episodes, and get to know your host, go to https://podcast.gosalesology.com/ and connect on LinkedIn and follow us on Facebook and Twitter and check out our website at  http://www.gosalesology.

Guest: Glenn Sandifer   Guest Bio:  Glenn has 20 years of experience in Regional and National Field Sales and Marketing roles. He has worked on product launches within Quick Service, Consumer Electronics, Home Theater, Mobile, and Telecommunications Industries. Currently, Glenn has the privilege of leading a world class Inside Sales and Client Success group within the Security Industry. Glenn is focused on the development of both inside sales and customer success teams, deploying an outbound contact strategy. His efforts lead to a consistent lead conversation. Glenn also provides strategic support with digital and affiliate marketing strategies, migrating a new CRM, and incorporating new onboarding and talent retention policies. Glenn also founded Glenn Sandifer Consulting, which has the aim of aiding smaller security dealers in developing winning programs and plans for predictable revenue and long-term success. Glenn serves as Vice President in the AA-ISP Tennessee Chapter, a Member of the Greater Nashville Chamber of Commerce, and Nashville Black Chamber of Commerce and a member of the Gamma Phi Chapter of Omega Psi Phi Fraternity, Inc. Glenn is from Indiana, but currently resides in Nashville, Tennessee with his wife and two children.    Key Points: Outbound Sales Strategy: ·       Securitas stands out from competitors by implementing 15 different outbound sales strategies, focusing on building long-term relationships and pipeline growth. ·       Sales reps are required to make a minimum of 50 outbound calls and send 50–100 personalized emails daily. ·       There's a strong emphasis on data, tracking inbound leads and conversions, and continuously improving sales processes.   Change Management and Team Integration: ·       Glenn emphasizes that managing change is difficult, especially when integrating teams from different companies. ·       He recommends leading by example, staying hands-on, and getting involved with both sales and operational teams to break down silos.   Advice for Sales Leaders: ·       Leaders should "manage up" by encouraging their teams to provide insights and challenges from the frontlines to improve decision-making. ·       For handling sales teams, it's crucial to focus on core priorities and overcome the fear of change or new processes. ·       Leading by example and consistently repeating key messages can help reinforce the desired behaviors in the team.   Hiring for Sales Positions: ·       Glenn looks for three key traits in candidates: grit, coachability, and adaptability. ·       Grit ensures perseverance in detailed sales tasks, coachability helps integrate new employees into the company's culture, and adaptability is needed for fast-paced, shifting sales environments.   Managing Sales Team: ·       Glenn highlights the challenge of managing expectations and ensuring that team members stay focused on high-priority tasks. ·       He faced resistance when trying to shift from a customer service-oriented role to a more pipeline-driven, project-based model, but his leadership and persistence helped his team adapt.   Leadership Philosophy: ·       Glenn believes that as a leader, it's important to challenge the team to push beyond their comfort zone and achieve their full potential while understanding their individual motivations and pain points.       About Salesology®: Conversations with Sales Leaders Download your free gift, The Salesology® Vault. The vault is packed full of free gifts from sales leaders, sales experts, marketing gurus and revenue generation experts.  Download your free gift, 81 Tools to Grow Your Sales & Your Business Faster, More Easily & More Profitably. Save hours of work tracking down the right prospecting and sales resources and/or digital tools that every business owner and salesperson needs. If you are a business owner or sales manager with an underperforming sales team, let's talk. Click here to schedule a time. Please, subscribe to Salesology®: Conversations with Sales Leaders so that you don't miss a single episode, and while you're at it, won't you take a moment to write a short review and rate our show? It would be greatly appreciated! To learn more about our previous guests, listen to past episodes, and get to know your host, go to https://podcast.gosalesology.com/ and connect on LinkedIn and follow us on Facebook and Twitter and check out our website at  http://www.gosalesology.

Guest: Chandler Bolt   Guest Bio: Chandler Bolt is an investor, the CEO of SelfPublishing.com, a Forbes 30 Under 30 honoree, and the author of 7 bestselling books including his most recent book titled “Published.”. selfpublishing.com is an INC 5000 company the last 4 years in a row as one of the 5,000 fastest-growing private companies in the US. Chandler is also the host of the 7 Figure Principles Podcast and the Self Publishing School Podcast. Through his books, podcasts, YouTube channels, and selfpublishing.com, he's helped thousands of people write a book that grows their income, impact, and business.   Key Points: Why Write a Book as a Business Owner? A book acts as a silent salesman. It helps you get leads, make sales, and generate referrals. A book builds authority. When you publish, you become an expert in the eyes of your audience, which increases your sales closing rate. How a Book Helps in the Sales Process It builds belief in your product or service, growing excitement and guiding prospects toward the next steps in your sales funnel. The book also simplifies the referral process, allowing you to encourage current customers to share the book with others. How to Start Writing Your Book Clarify your idea - focus on a topic that addresses a pain point, offers a promise, and aligns with your business goals. Use the "MORE" Writing Method: - Mind map: Brainstorm all ideas related to your book. - Outline: Organize your ideas into chapters. - Rough Draft: Write the first draft without worrying about perfection. - Editing: Revise the draft and hire an editor for quality. Chandler emphasizes consistency and accountability throughout the process to overcome challenges. Overcoming the "Rough Draft" Roadblock Getting the rough draft done is often the hardest part. Many people get stuck here, which delays their progress. Tip: If you're better at speaking than writing, try speaking your ideas out loud, having them transcribed, and repeating the process chapter by chapter. The key is to get it done, then polish it later with editing. Why Self-Publish Instead of Using a Traditional Publisher? Self-publishing gives you full control over your book: you retain the rights, royalties, and creative freedom. Traditional publishers often don't market your book—you're responsible for that, which makes self-publishing the better option for most entrepreneurs. How to Get an ROI from Your Book More Leads: Your book introduces your business to new people. It's a way to grow brand awareness and attract new prospects. More Sales: A book helps in the sales funnel by qualifying leads, handling objections, and establishing trust and authority. Chandler uses his book to attract registrants for webinars and close more deals. More Referrals: Give your book away to existing customers or prospects as a value add, making it easier for them to refer others to your business. The Power of Giving Away Your Book Give your book away for free: Giving away copies at conferences and through referrals brings in leads and can even generate revenue immediately. Referral programs: Offering books for free to others encourages people to refer your business to their network, helping expand your reach. Final Advice If you're thinking of writing a book but feel overwhelmed, start small by mind-mapping your ideas. Set aside just 15 minutes to brainstorm your key topic and stories. Remember: Done is better than perfect. Don't let the quest for perfection stop you from completing the draft. Be consistent: The book-writing process is long, but by staying accountable and following a step-by-step method, you'll create a valuable asset for your business.     Guest Links: Audio Book: Published: publishedbook.com/audio     About Salesology®: Conversations with Sales Leaders Download your free gift, 81 Tools to Grow Your Sales & Your Business Faster, More Easily & More Profitably. Save hours of work tracking down the right prospecting and sales resources and/or digital tools that every business owner and salesperson needs.   Watch the demo of the Salesology® Prospecting Method, A Simple, 3-Step Method That, On Average, Increases Qualified Appointments & Sales By 73%.   If you are a business owner or sales manager with an under-performing sales team, let's talk. Click here to schedule a time.   Please, subscribe to Salesology®: Conversations with Sales Leaders so that you don't miss a single episode, and while you're at it, won't you take a moment to write a short review and rate our show? It would be greatly appreciated!   To learn more about our previous guests, listen to past episodes, and get to know your host, click here and connect on LinkedIn and follow us on Facebook and Twitter and checkout our website at www.gosalesology.com

Guest: Rachel Cossar   Guest Bio: Rachel Cossar is a leader in the field of nonverbal communication and leadership presence facilitation. As a former nationally ranked athlete and professional ballet dancer, Rachel has a knack for translating unique skills into relatable business skills and competencies. Virtual Sapiens comes as an evolution of Rachel's combined work as founder of Choreography for Business, a nonverbal communication consulting firm as well as a faculty member with Mobius Executive Leadership and as a leadership presence facilitator with Ariel Group. Rachel has worked with leaders from GE, BCG, Pfizer, Accenture, McKinsey, HBS and more. With the increased dependency of video events as a way to connect and drive impact across organizations, Rachel and her team at Virtual Sapiens are excited to open up a world of access when it comes to one of the most human, and most important skills in business – communication.   Key Points: The Evolution of Virtual Sapiens  ·       Virtual Sapiens emerged from Rachel's work experience in leadership coaching, combining cutting-edge AI technology with her expertise in nonverbal communication. ·       The platform helps professionals improve their communication and leadership presence, particularly in virtual settings.   Importance of Nonverbal Communication ·       Nonverbal communication goes beyond body language, encompassing facial expressions, posture, tone of voice, speech rate, and even things like what you're wearing or how you use hand gestures. ·       These cues are vital to the way we connect and relate to others, often influencing perceptions more strongly than words. ·       Rachel emphasizes the power of nonverbal cues, especially in virtual communication, where they can have a more pronounced effect due to the limited sensory feedback compared to in-person interactions.   Lessons from Ballet and Teamwork ·       Rachel's experience as a dancer in the corps de ballet taught her the importance of awareness of others and being attuned to both team dynamics and audience perception. ·       This awareness is key in business communication—understanding other people's needs and how to build relationships effectively is a transferable skill from dance to leadership and sales.   Nonverbal Communication in Virtual Settings ·       Video communication requires specific adjustments, such as ensuring eye-level camera placement, proper background setup, and the ability to use hand gestures effectively on camera. ·       Virtual backgrounds can also send a message—whether professional or distracting—so attention to the environment is crucial. ·       Key nonverbal behaviors in video communication include facial expressions (which should be varied to avoid a flat or disengaged appearance), posture, and voice tone.   Challenges of Virtual Communication ·       Many professionals feel more confident in in-person settings but struggle with virtual interactions, losing connection and presence. ·       Overcoming these challenges requires intentional practice and mastery of digital presence, something that can be learned through training and AI-assisted tools.   AI-powered Coaching with Virtual Sapiens ·       Virtual Sapiens use AI to analyze video interactions and provide real-time feedback on both verbal and nonverbal communication. ·       The AI offers insights on hand gestures, facial expressions, tone, filler words, and overall engagement to improve communication effectiveness. Guest Links: Here is the access link that will track any users who activate and unlock.      About Salesology®: Conversations with Sales Leaders Download your free gift, The Salesology® Vault. The vault is packed full of free gifts from sales leaders, sales experts, marketing gurus and revenue generation experts.  Download your free gift, 81 Tools to Grow Your Sales & Your Business Faster, More Easily & More Profitably. Save hours of work tracking down the right prospecting and sales resources and/or digital tools that every business owner and salesperson needs. If you are a business owner or sales manager with an underperforming sales team, let's talk. Click here to schedule a time. Please, subscribe to Salesology®: Conversations with Sales Leaders so that you don't miss a single episode, and while you're at it, won't you take a moment to write a short review and rate our show? It would be greatly appreciated! To learn more about our previous guests, listen to past episodes, and get to know your host, go to https://podcast.gosalesology.com/ and connect on LinkedIn and follow us on Facebook and Twitter and check out our website at  http://www.gosalesology.

Guest: John Noonan   Guest Bio: John is the President of Growth Plan Partners, a company that helps small and medium-sized businesses (SMBs) create record-breaking sales growth. As a Certified Sales Leader (CSL) and a Vistage Trusted Advisor, he leverages his 30+ years of experience in sales and marketing, as well as his MBA in Marketing and Finance, to provide strategic guidance and leadership to his clients. John's mission is to build a path to more sales for SMBs that struggle to grow their sales or need guidance to get to the next level and beyond. He does this by creating and implementing sales strategy and plans, finding and targeting the best customers, and growing and optimizing the sales pipeline. He also coaches and mentors business owners, sales leaders and sales teams to develop their skills and confidence.   Guest Links: Click here for your free 3 minute Sales Growth Accelerator Assessment   Key Points: Roles of CRO vs. CSO - CRO (Chief Revenue Officer): •    Focuses on overall revenue strategy, including sales and marketing alignment. Ensures that sales and marketing teams collaborate to optimize lead generation and conversion.  Responsible for the entire revenue generation process. - CSO (Chief Sales Officer): •    Primarily focused on sales strategy and execution. May not have direct oversight over marketing efforts.   Finding Ideal Clients •    Assess current satisfied clients to identify common characteristics (industry, type, etc.). •    Use tools and AI to create targeted lists of potential clients. •    Rank prospects based on existing relationships to prioritize outreach (leveraging platforms like LinkedIn and CRM systems). •    "Everybody is nobody" – defining a specific target market is crucial for effective sales strategies.   Importance of Documentation and Sales Playbook - Challenges: •    Fast-paced environments often lead to neglecting documentation. •    Fear of being pinned down by rigid documentation processes. - Solutions: •    Begin with a basic outline of the sales process, value propositions, ideal client profiles, and competitive analysis. •    Use AI tools to streamline documentation and create interactive playbooks that provide real-time access to information. - Implementation: •    Sales leaders should take the initiative to build and maintain the playbook.  •    Encourage sales team members to document their processes and experiences to create a foundational resource.   Best Practices for Sales Teams 1.    Define Sales Strategy: Document clear processes for engaging clients. 2.    Set Goals and KPIs: Establish measurable targets for accountability. 3.    Conduct Regular Meetings: Utilize structured meetings for updates and coaching. 4.    Invest in Training: Ensure ongoing education on sales techniques and tools. 5.    Leverage Technology: Utilize CRM and AI tools to enhance sales processes. 6.    Create a Sales Playbook: Develop a comprehensive guide for sales processes and client interactions.     About Salesology®: Conversations with Sales Leaders Download your free gift, The Salesology® Vault. The vault is packed full of free gifts from sales leaders, sales experts, marketing gurus and revenue generation experts.  Download your free gift, 81 Tools to Grow Your Sales & Your Business Faster, More Easily & More Profitably. Save hours of work tracking down the right prospecting and sales resources and/or digital tools that every business owner and salesperson needs. If you are a business owner or sales manager with an underperforming sales team, let's talk. Click here to schedule a time. Please, subscribe to Salesology®: Conversations with Sales Leaders so that you don't miss a single episode, and while you're at it, won't you take a moment to write a short review and rate our show? It would be greatly appreciated! To learn more about our previous guests, listen to past episodes, and get to know your host, go to https://podcast.gosalesology.com/ and connect on LinkedIn and follow us on Facebook and Twitter and check out our website at  http://www.gosalesology.  

Guest: Sultan Semlali   Guest Bio: Sultan Semlali is a value consultant specializing in sales strategy and value-based selling. He is the founder of Value-Coach.com, an organization dedicated to optimizing sales processes and enhancing revenue through strategic training and consulting. Sultan's expertise and innovative approach have made him a sought-after speaker and consultant, transforming businesses across various industries. He currently leads the Global Value Consulting team at Sitecore (a Digital Experience Platform) and have 20+ years of experience in sales, consulting, and marketing. He is working for companies like Salesforce, Adobe, EMC, and Oracle to name a few.   Guest Links: Resources for Listeners   Key Points: Journey to Value Coach: ·      Transitioned into value coaching after recognizing challenges in demonstrating value during sales. Inspired by personal experiences and successes at tech companies, aiming to help others convey value effectively.   Definition of Value Selling: ·      Value selling involves translating product benefits into clear, impactful outcomes for clients. Bain & Company Study: Identified 40 different levels of value, arranged in a hierarchy similar to Maslow's Pyramid, from basic needs (e.g., ROI) to higher-level needs (e.g., personal growth).   Understanding Client Value: ·      Leaders should prepare by understanding how their products impact cost, revenue, productivity, and risk. For effective selling, teams should identify specific value drivers tailored to the client's industry and needs.   Process for Mapping Value: Preparation: Understand the client's industry and specific challenges. Value Mapping: Use tools like a value map to discuss areas such as cost savings and productivity gains. Collaborative Assessment: Engage clients in the assessment process to enhance buy-in and identify further opportunities for value.   Do's and Don'ts of Value-Based Selling: - Do: Develop a clear value proposition focused on client benefits. Document customer success stories to leverage in future sales. Foster collaboration with clients; they are experts in their businesses.   - Don't: Avoid bombarding clients with high, unsubstantiated numbers; instead, build value collaboratively. Don't neglect to ask managers for clarity on what they mean by "value."   Challenges in Selling Value: ·      Status quo is a major barrier; clients may hesitate to change without clear, compelling value propositions. Sales professionals must help clients feel confident in their purchasing decisions.   Success Story: ·      A sales rep at a sports brand increased confidence by quantifying potential conversion rate increases from an A/B testing tool, leading to a quick deal closure despite initial concerns about price.     About Salesology®: Conversations with Sales Leaders Download your free gift, The Salesology® Vault. The vault is packed full of free gifts from sales leaders, sales experts, marketing gurus and revenue generation experts.  Download your free gift, 81 Tools to Grow Your Sales & Your Business Faster, More Easily & More Profitably. Save hours of work tracking down the right prospecting and sales resources and/or digital tools that every business owner and salesperson needs. If you are a business owner or sales manager with an underperforming sales team, let's talk. Click here to schedule a time. Please, subscribe to Salesology®: Conversations with Sales Leaders so that you don't miss a single episode, and while you're at it, won't you take a moment to write a short review and rate our show? It would be greatly appreciated! To learn more about our previous guests, listen to past episodes, and get to know your host, go to https://podcast.gosalesology.com/ and connect on LinkedIn and follow us on Facebook and Twitter and check out our website at  http://www.gosalesology.

Guest: Yaniv Zaid   Guest Bio: Known to the world as "Doctor Persuasion", economist and attorney Dr. Yaniv Zaid acts as a business consultant to government departments, private firms, and public organizations. He holds a PhD in law and utilizes his rich knowledge and experience to help others achieve success. Dr. Zaid is recognized worldwide as an expert in the fields of public speaking, marketing, sales, negotiation, and persuasion, and placed 3rd in the 2003 world ranking of public speakers. Following 20 years of international success, Dr. Zaid is the author of 11 best seller books - including "Public Speaking", "Creative Marketing" and "Sales Bible" - and is often invited to lecture and consult around the world.   Guest Links: The 21st Century Sales Bible: Mastering the 10 Commandments of Marketing, Negotiation & Persuasion yaniv@yanivzaid.com   Key Points: The Gap in Education ·        Many individuals lack training in public speaking, marketing, and sales despite these skills being essential in professional settings. ·        Law Schools often do not teach practical skills like marketing oneself, courtroom speaking, or legal writing. Similarly, economics programs often overlook sales and marketing. ·        Bridging the Gap: The speaker's mission is to educate others on essential skills such as marketing, sales, public speaking, and negotiation to fill the educational void.   The Nature of Persuasion ·        Positive Influence: Persuasion is about positively changing people's minds and encouraging them to choose your offering over others. ·        Authenticity in Sales: Salespeople must genuinely believe in their products and show authenticity to build trust with clients.   Target Audience ·        Focus on understanding and targeting the audience that genuinely needs your product to maximize effectiveness in persuasion.   Sales Team Management ·        Hiring individuals who love sales and understand the product is crucial for an effective sales team. Salespeople should believe in the product they are selling for authenticity and effectiveness. ·        Encourage your sales team to improve their skills and knowledge. This can lead to better engagement with potential clients.   Do's and Don'ts of Persuasion ·        Do Sell the Problem: Highlight the problem first; the bigger the problem, the more value clients place on the solution. ·        Don't Focus on Subjectivity: Avoid claiming that your product is great without evidence; instead, use social proof and objective evidence to support your claims. ·        Authenticity Over Perfection: Avoid branding yourself as a flawless expert. Instead, relate to your audience by sharing both successes and failures. This builds trust and makes you more relatable.   Long-term Relationships ·        Sales should be based on mutual benefit and understanding, aiming for long-term client relationships rather than short-term gains.   Storytelling as a Tool ·        Use stories to convey your message and include social proof within them. Stories engage the audience's emotions and can be more persuasive than just stating facts.       About Salesology®: Conversations with Sales Leaders Download your free gift, The Salesology® Vault. The vault is packed full of free gifts from sales leaders, sales experts, marketing gurus and revenue generation experts.  Download your free gift, 81 Tools to Grow Your Sales & Your Business Faster, More Easily & More Profitably. Save hours of work tracking down the right prospecting and sales resources and/or digital tools that every business owner and salesperson needs. If you are a business owner or sales manager with an underperforming sales team, let's talk. Click here to schedule a time. Please, subscribe to Salesology®: Conversations with Sales Leaders so that you don't miss a single episode, and while you're at it, won't you take a moment to write a short review and rate our show? It would be greatly appreciated! To learn more about our previous guests, listen to past episodes, and get to know your host, go to https://podcast.gosalesology.com/ and connect on LinkedIn and follow us on Facebook and Twitter and check out our website at  http://www.gosalesology.

Guest: Nick Caruso   Guest Bio: Nick Caruso's career, spanning over twenty years in the tech startup sector, is distinguished by his innovative use of AI across national security, financial services, and Fortune 1000 companies. His early endeavors in the 2000s, through strategic collaborations with the U.S. Intelligence community via IQT, demonstrated his commitment to employing state-of-the-art technology for critical national security initiatives. This early work laid the groundwork for his later projects, notably his transformative impact on the mortgage industry through automation, significantly boosting both efficiency and precision. By 2008, Nick pivoted back to public service, applying his AI expertise at the U.S. Patent Office (USPTO) to refine the patent application process. His efforts in addressing the system's bottlenecks not only sped up reviews but also showcased the transformative capabilities of AI in making traditional operations more streamlined and effective. Launching KnowledgeNet.ai in 2019, Nick capitalized on his extensive experience to delve into organizational data analysis. His vision with this venture is to enable companies to unearth and exploit intellectual capital via internal and external networks, propelling business development. This latest initiative highlights his unwavering dedication to leveraging technological advancements, particularly AI, to enhance operational processes, bolster decision-making, and stimulate innovation across diverse sectors.   Guest Link: https://knowledgenet.ai/extended-trial/   Key Points: Data Management: ·        Companies have vast amounts of structured and unstructured data. ·        Structured data: Typically found in spreadsheets and CRMs. ·        Unstructured data: Exists in emails and recorded meetings (e.g., insights from tools like Firefly).   Knowledgenet.ai Purpose: ·        Aims to help businesses harness their data to find new customers and opportunities. ·        Integrates with emails and meetings to surface knowledge for sales prospecting.   Top-of-Funnel Solutions: ·        Can identify companies visiting a website and check if there are existing connections within the organization. ·        Provides information on potential buyer personas, enabling sales teams to make targeted outreach.   Challenges in Sales: ·        Salespeople often avoid cold calls due to fear or lack of preparation. ·        Knowledgenet.ai provides sales reps with context and warm leads to improve confidence in outreach.   AI Integration: ·        Uses AI to automate and enhance the sales process. ·        Suggests personalized outreach messages based on company knowledge and potential buyer personas. ·        Aims to provide a virtual assistant-like experience to help reps prepare and engage effectively.   Training and Feedback: ·        AI learns from feedback, improving over time to provide better recommendations. ·        Reinforces the importance of sales training and preparation.       About Salesology®: Conversations with Sales Leaders Download your free gift, The Salesology® Vault. The vault is packed full of free gifts from sales leaders, sales experts, marketing gurus and revenue generation experts.  Download your free gift, 81 Tools to Grow Your Sales & Your Business Faster, More Easily & More Profitably. Save hours of work tracking down the right prospecting and sales resources and/or digital tools that every business owner and salesperson needs. If you are a business owner or sales manager with an underperforming sales team, let's talk. Click here to schedule a time. Please, subscribe to Salesology®: Conversations with Sales Leaders so that you don't miss a single episode, and while you're at it, won't you take a moment to write a short review and rate our show? It would be greatly appreciated! To learn more about our previous guests, listen to past episodes, and get to know your host, go to https://podcast.gosalesology.com/ and connect on LinkedIn and follow us on Facebook and Twitter and check out our website at  http://www.gosalesology.

So often when businesses fail to meet their revenue targets, the CEO asks leadership what happened. The finger pointing starts. “Marketing isn't giving us enough leads!” “Sales isn't closing the leads we give them!” It doesn't have to be this way. As a B2B sales and marketing leader, I have built aligned GTM teams that focus on outcome-driven goals - opportunities and pipeline - and I structure organizations and workflows to remove the silos and encourage collaboration and cooperation throughout the lead to pipeline to closed-won business. I've seen the dysfunction from both the marketing and sales sides. I've seen the silos. I founded What Great Looks Like to bring greatness to your business. Call me when you want a thorough assessment of your GTM function, covering product marketing, demand generation, brand, customer marketing, marketing operations, and organizational structure. When you want to scale your business and align your teams to win!   Gary's Glossary of Acronyms: •    OKR - Objectives and Key Results (impactful, outcome-driven metrics that deliver business results) •    KPI - Key Performance Indicators (often thought of as key leading indicators as to whether OKRs will be met) •    SDR - sales development representative •    BDR - business development representative (however they're named, people in these roles are responsible for creating qualified opportunities that result in a pipeline for the business.) •    AE - account executive (the salesperson responsible for running with and closing opportunities) •    MQL - Marketing qualified lead (this is a KPI that indicates a person's engagement with marketing content or activities. Often confused with a person who's ready to buy.) •    SQL - Sales qualified lead (this is a person who has been qualified by a BDR to be in market and potentially ready to buy, pending further qualification in an IQM). •    IQM - initial qualifying meeting (a meeting set by a BDR, including the AE and the prospective customer. This is where the AE decides that there's a qualified opportunity to enter into the CRM system) •    CRM - customer relationship management (this is software that allows companies to track prospective and existing customers and all of the interactions with those companies and people at those companies)      About Salesology®: Conversations with Sales Leaders Download your free gift, The Salesology® Vault. The vault is packed full of free gifts from sales leaders, sales experts, marketing gurus and revenue generation experts.  Download your free gift, 81 Tools to Grow Your Sales & Your Business Faster, More Easily & More Profitably. Save hours of work tracking down the right prospecting and sales resources and/or digital tools that every business owner and salesperson needs. If you are a business owner or sales manager with an underperforming sales team, let's talk. Click here to schedule a time. Please, subscribe to Salesology®: Conversations with Sales Leaders so that you don't miss a single episode, and while you're at it, won't you take a moment to write a short review and rate our show? It would be greatly appreciated! To learn more about our previous guests, listen to past episodes, and get to know your host, go to https://podcast.gosalesology.com/ and connect on LinkedIn and follow us on Facebook and Twitter and check out our website at  http://www.gosalesology.

Guest: Lisa Dennis        Guest Bio:  Lisa Dennis is a global marketing and sales strategist and consultant. She brings over thirty years of marketing and sales experience to her work with business-to-business clients. She founded the consulting firm, Knowledgence Associates, in 1997 with a core focus of helping sales and marketing teams “see the world through their customers' eyes™." In 2021, Lisa launched a monthly online show, The Messaging Workshop LIVE on The Sales Expert Channel hosted by BrightTALK.   She has worked with companies across a broad range of industries (specialty in high technology, healthcare, insurance, manufacturing, and professional services) including Akamai, Citrix, CSC (now DXC Technology), Dell, FedEx, HP, Hitachi, IBM, Microsoft, Mutual of Omaha, Tufts Health Plan, Verizon, Wipro, and many others.     Guest Links: Value Propositions That Sell   Key Points: Lisa's Books "Value Propositions That Sell: Turning Your Message Into A Magnet That Attracts Buyers" Upcoming: "Do You Speak Buyer? An Integrated Messaging Playbook for Marketing and Sales" (2025)   Career Journey Initial interest in value propositions stemmed from her experience as a product manager for an unpopular product. Influenced by Jill Conrath, who encouraged her to focus on value propositions.   Understanding Value Propositions Common Definition: A statement about what a product/service offers and how it differs from competitors. Lisa's Definition: A buyer-focused statement that demonstrates understanding of the buyer's goals, challenges, and how the solution meets those needs.   Process for Creating Value Propositions 1.     Research and Segmentation: Understand different target audiences; avoid a one-size-fits-all approach. 2.     Two-Page Template: ·       First Page: Value proposition statement outlining customer pains, target audience, and offer. ·       Second Page: Detailed value drivers and proof points to support the messaging.   Emphasizing Buyer-Centric Messaging Use buyer language rather than jargon Focus on emotional context: what challenges buyers face and their aspirations. Conduct interviews with customers to capture their language and sentiments.   Common Mistakes Inwardly-focused value propositions that prioritize company over buyer needs. Using technical jargon that may alienate prospects. Failing to differentiate messages for varied target audiences.   Effective Messaging Techniques Start with the buyer's perspective, using language and issues they relate to. Develop messaging frameworks that allow for customization without starting from scratch.       About Salesology®: Conversations with Sales Leaders Download your free gift, The Salesology® Vault. The vault is packed full of free gifts from sales leaders, sales experts, marketing gurus and revenue generation experts.  Download your free gift, 81 Tools to Grow Your Sales & Your Business Faster, More Easily & More Profitably. Save hours of work tracking down the right prospecting and sales resources and/or digital tools that every business owner and salesperson needs. If you are a business owner or sales manager with an underperforming sales team, let's talk. Click here to schedule a time. Please, subscribe to Salesology®: Conversations with Sales Leaders so that you don't miss a single episode, and while you're at it, won't you take a moment to write a short review and rate our show? It would be greatly appreciated! To learn more about our previous guests, listen to past episodes, and get to know your host, go to https://podcast.gosalesology.com/ and connect on LinkedIn and follow us on Facebook and Twitter and check out our website at  http://www.gosalesology.

Guest: Thomas Kaiser   Guest Bio: Tom Kaiser, Managing Partner at Masterful Coaching, LLC. He has been the President of Global 1000 companies like AIG, Zurich, and Arkwright and an entrepreneur who helped turn Arch Insurance into a $billion company from scratch. Tom is also a co-author of The Revenue Engine—How to Double Your Revenue and Transform Your Bottom Line. The red thread that runs through Tom's career is he dramatically increased the revenue of every company he worked with.   Key Points: 1.     Building Effective Teams: o   Successful leaders must align their team behind a common vision and ensure they have the right people. Importance of quickly identifying and replacing unaligned or ineffective team members. Everyone in the organization should be involved in sales, not just the sales department. 2.     Coaching vs. Managing: o   Managers often check boxes, but coaches engage with their teams to help them succeed. Coaching is essential for identifying whether a salesperson is committed and effective. 3.     Increasing Revenue: o   Empowering every department to contribute to sales can increase revenue without adding headcount. All roles, including non-sales positions like accounting or IT, should be engaged in building customer relationships. 4.     Guiding Principles for Leadership: o   Find Your Hero: Leaders should identify and be inspired by role models who exemplify the ideals they aspire to. o   Take a Stand for Something Larger: Leaders should pursue bold, almost impossible goals to drive greater achievements. o   Leaders should strive to be trusted and genuinely care about their team, similar to a coach who wants their team to win.   Guest Links:  The Revenue Engine, masterfulcoaching.com Tom Kaiser | LinkedIn     About Salesology®: Conversations with Sales Leaders Download your free gift, The Salesology® Vault. The vault is packed full of free gifts from sales leaders, sales experts, marketing gurus and revenue generation experts.  Download your free gift, 81 Tools to Grow Your Sales & Your Business Faster, More Easily & More Profitably. Save hours of work tracking down the right prospecting and sales resources and/or digital tools that every business owner and salesperson needs. If you are a business owner or sales manager with an underperforming sales team, let's talk. Click here to schedule a time. Please, subscribe to Salesology®: Conversations with Sales Leaders so that you don't miss a single episode, and while you're at it, won't you take a moment to write a short review and rate our show? It would be greatly appreciated! To learn more about our previous guests, listen to past episodes, and get to know your host, go to https://podcast.gosalesology.com/ and connect on LinkedIn and follow us on Facebook and Twitter and check out our website at  http://www.gosalesology.

Guest: Simon Severino   Guest Bio:  Simon Severino is a LinkedIn Top Voice on sales leadership and sales prospecting. As a shrink-turned-CEO, he had to learn the importance of working ON the business more than IN it. Now, he helps business owners supercharge sales and reclaim 14 hours per week through his Strategy Sprints™ Method. Author of "Strategy Sprints", inventor of the Strategy Sprints™ method. YouTuber, TEDx speaker, Forbes contributor, triathlete, has appeared on over 1300 podcasts. When he is not supercharging sales, you'll find him swimming, biking, running, and tricking his 3 kids into outdoor activities so they can't escape his annoying shrinky questions.   Guest Links: Simon's Tools: strategysprints.com/tools   Key Points: 1.     Working on vs. Working in the Business: o   "In the business" refers to handling immediate operational tasks (client requests, fixing issues). "On the business" involves strategic work, such as growing the business, developing processes, and planning future steps. o   Simon emphasizes the importance of carving out time for strategic work, starting with time blocking and documenting processes. 2.     Transitioning from Operator to CEO: o   Simon shares his journey of moving from daily operations to focusing on business growth. Utilized time blocking, delegation to freelancers, and creating standard operating procedures (SOPs) to manage tasks effectively. 3.     The Strategy Sprints Method: o   Simon's Strategy Sprints method involves creating a resilient business model by building systems and delegating tasks. Introduces a certification model for scaling his business and generating additional revenue. 4.     Delegation and Avoiding Micromanagement: o   Simon encourages business owners to focus on activities they enjoy outside of work, which helps in trusting the team, avoiding micromanagement, and makes delegating easier. 5.     Daily Flow Tool: o   Simon uses a tool called the "Daily Flow" to track time allocation and identify tasks for delegation. The tool asks two key questions: What task will you delegate tomorrow, and what would you do if you lived more freely? o   Regularly practicing this helps business owners gradually delegate more tasks and focus on higher-value activities.       About Salesology®: Conversations with Sales Leaders Download your free gift, The Salesology® Vault. The vault is packed full of free gifts from sales leaders, sales experts, marketing gurus and revenue generation experts.  Download your free gift, 81 Tools to Grow Your Sales & Your Business Faster, More Easily & More Profitably. Save hours of work tracking down the right prospecting and sales resources and/or digital tools that every business owner and salesperson needs. If you are a business owner or sales manager with an underperforming sales team, let's talk. Click here to schedule a time. Please, subscribe to Salesology®: Conversations with Sales Leaders so that you don't miss a single episode, and while you're at it, won't you take a moment to write a short review and rate our show? It would be greatly appreciated! To learn more about our previous guests, listen to past episodes, and get to know your host, go to https://podcast.gosalesology.com/ and connect on LinkedIn and follow us on Facebook and Twitter and check out our website at  http://www.gosalesology.

Guest: Dan Portik   Guest Bio: Dan Portik is the owner of BVS Film Productions and a seasoned sales and marketing professional from greater Cleveland, Ohio, with over three decades of experience. He and his team have worked with some of the world's largest companies to develop video programs that deliver measurable results. As an accomplished author, Dan co-wrote the bestseller “Fill Your Funnel” with renowned sales legend Tom Hopkins, focusing on the power of social media in prospecting and sales. His latest book, “The Secret Online Door,” offers a comprehensive guide to successful online negotiation techniques. Dan also produced “Master Of Sales,” a documentary about Tom Hopkins' life. Through his work, Dan continues to provide valuable insights into modern business practices.   Key Points: 1. Sales Techniques and Evolution ·       Dan emphasizes the shift from traditional sales methods (like cold calling) to using social media, particularly LinkedIn, for prospecting and closing deals. 2. Role of Video in Sales ·       Dan explains the advantages of using video for prospecting, highlighting its ability to convey messages effectively, be shared easily, and present a polished image. 3. Lessons from Music and Sales ·       Drawing from his background as a musician, Dan discusses how performing helped him overcome fear and become comfortable in sales presentations. He parallels the discipline of practicing music with mastering sales techniques, emphasizing the importance of continuous improvement and learning. 4. Collaboration with Tom Hopkins ·       Dan recounts how he connected with Tom Hopkins through LinkedIn, used his techniques to successfully pitch a book idea, and eventually co-authored "Fill Your Funnel" with him. They also collaborated on a documentary about Tom Hopkins' life and sales methods, which further enhanced Dan's reputation in the industry. 5. The Secret Online Door ·       Dan introduces his book "The Secret Online Door," focusing on online negotiation techniques and leveraging LinkedIn for effective outreach. He emphasizes the importance of a strong online presence and providing value in initial communications to open doors for negotiations. 6. Messaging and Profile Optimization ·       Dan advises on optimizing LinkedIn profiles and crafting messages that resonate with recipients, ensuring they see value in the interaction. He stresses the need for professionalism online, as potential clients often research individuals before engaging with them.     About Salesology®: Conversations with Sales Leaders Download your free gift, The Salesology® Vault. The vault is packed full of free gifts from sales leaders, sales experts, marketing gurus and revenue generation experts.  Download your free gift, 81 Tools to Grow Your Sales & Your Business Faster, More Easily & More Profitably. Save hours of work tracking down the right prospecting and sales resources and/or digital tools that every business owner and salesperson needs. If you are a business owner or sales manager with an underperforming sales team, let's talk. Click here to schedule a time. Please, subscribe to Salesology®: Conversations with Sales Leaders so that you don't miss a single episode, and while you're at it, won't you take a moment to write a short review and rate our show? It would be greatly appreciated! To learn more about our previous guests, listen to past episodes, and get to know your host, go to https://podcast.gosalesology.com/ and connect on LinkedIn and follow us on Facebook and Twitter and check out our website at  http://www.gosalesology.

Guest: Stacey Hanke Guest Bio: Stacey Hanke, a pioneer in influential communication strategies, began her career in voice-overs. She learned that every word matters and delivery is the key to being remembered. After twenty years of research, Stacey learned that titles don't matter. Real influence requires trust and credibility—two factors determined by how we show up, communicate, and connect. Because of this, professionals at any level can influence action, motivate decisions, and drive momentum in every conversation. Stacey's work is a catalyst for change. She empowers Fortune 500 executives to gain a fresh perspective by seeing themselves through the eyes and ears of others. Her transformative, humor-filled presentations equip audiences with proven strategies to overcome modern communication hurdles, capture attention, foster authentic connections, and inspire action. From high-stakes presentations to casual conversations, prepare to elevate your communication skills and raise your level of influence, Monday to Monday®. Key Points: ·        Stacey defines influence as consistent body language and messaging that moves people to action long after the interaction has ended. She emphasizes trust and credibility as critical components of influence, achievable through effective communication. ·        Stacey discusses the necessity for professionals to self-reflect by recording themselves to see how they are perceived versus how they feel. The disconnect between personal perception and external perception is a common challenge addressed through self-assessment. ·        Stacey shares common communication mistakes, including lack of awareness of how one comes across and the tendency to ramble, particularly in sales settings. The role of body language in building trust and enhancing communication effectiveness, especially in sales. Authenticity is defined as consistently presenting one's true self across all interactions, whether personal or professional. The importance of being genuine and avoiding the stereotype of the insincere salesperson by focusing on educating and providing value. The value of feedback from both personal and professional circles in understanding and improving one's communication style. ·        Stacey's approach to receiving feedback, including using recordings and seeking specific, constructive input to enhance personal branding and communication effectiveness. Shift from traditional sales tactics to a mindset focused on delivering value and educating clients about how products or services can improve their lives. Guest Links: https://staceyhankeinc.com/salesology/   About Salesology®: Conversations with Sales Leaders Download your free gift, The Salesology® Vault. The vault is packed full of free gifts from sales leaders, sales experts, marketing gurus and revenue generation experts.  Download your free gift, 81 Tools to Grow Your Sales & Your Business Faster, More Easily & More Profitably. Save hours of work tracking down the right prospecting and sales resources and/or digital tools that every business owner and salesperson needs. If you are a business owner or sales manager with an underperforming sales team, let's talk. Click here to schedule a time. Please, subscribe to Salesology®: Conversations with Sales Leaders so that you don't miss a single episode, and while you're at it, won't you take a moment to write a short review and rate our show? It would be greatly appreciated! To learn more about our previous guests, listen to past episodes, and get to know your host, go to https://podcast.gosalesology.com/ and connect on LinkedIn and follow us on Facebook and Twitter and check out our website at  http://www.gosalesology.

Guest: Frederick Cary   Guest Bio: Frederick Cary is a powerhouse entrepreneur and CEO of IdeaPros, a company that guides qualified entrepreneurs through the complexities and pitfalls of the startup world. With his entrepreneurial spirit, Fred started many businesses in different industries, created many successes, and acquired thousands of lessons along the way. His desire to give back to a community of like-minded eccentrics led him to create IdeaPros, the world's first super venture partner – a company that could roll up its experienced sleeves and provide every entrepreneur with the opportunity to see their vision become a real company with a real product. He also produces a weekly show for entrepreneurs that has been viewed by over 4 million people. As a Top 1% Business Professional, Who's Who in America, and top-ranked attorney for several years, Fred's personal brand can best be described as: “F *CK Average, Be Legendary.”   Guest Links: Email: fred@ideapros.com Pitchcraft workshop, pitch.ideapros.com   Key Points: 1. Understanding the Big Idea ·       The "big idea" is crucial and must align with broader societal or market shifts. ·       Airbnb's example illustrates how understanding the big idea (people needing extra income and rising interest rates) was crucial for their success.   2. Startup Dos and Don'ts ·       Do's: Conduct thorough research, understand market demands, and focus on customer needs. ·       Don'ts: Don't create something without market demand, avoid micromanagement as a founder, and be financially prepared.   3. Transitioning from Entrepreneur to Leader ·       Entrepreneurs must transition to leaders by surrounding themselves with skilled individuals and letting go of micromanagement. ·       Leadership involves empowering others and fostering growth beyond personal control.   4. Raising Capital ·       Investors look for market validation, growth potential, and a clear, well-structured plan. ·       Entrepreneurs should think like investors, emphasizing market size, growth rates, and customer demand in their pitches.   5. Founder Fatigue and Strategic Growth ·       Founder fatigue can hinder growth; successful founders continually innovate and delegate to sustain growth. ·       Strategic planning and understanding investor expectations are crucial for sustained growth and funding success.     About Salesology®: Conversations with Sales Leaders Download your free gift, The Salesology® Vault. The vault is packed full of free gifts from sales leaders, sales experts, marketing gurus and revenue generation experts.  Download your free gift, 81 Tools to Grow Your Sales & Your Business Faster, More Easily & More Profitably. Save hours of work tracking down the right prospecting and sales resources and/or digital tools that every business owner and salesperson needs. If you are a business owner or sales manager with an underperforming sales team, let's talk. Click here to schedule a time. Please, subscribe to Salesology®: Conversations with Sales Leaders so that you don't miss a single episode, and while you're at it, won't you take a moment to write a short review and rate our show? It would be greatly appreciated! To learn more about our previous guests, listen to past episodes, and get to know your host, go to https://podcast.gosalesology.com/ and connect on LinkedIn and follow us on Facebook and Twitter and check out our website at  http://www.gosalesology.  

Guest: Benny Rubin   Guest Bio: Benny Rubin is an email deliverability expert with broad knowledge of sales, marketing, and email landscapes. He is a 3x entrepreneur — with 1 sale, 1 failure, and now his current company, Senders. Benny has a wide view of what is working in sales, cold email, email deliverability, and sales team execution, which he shares freely. His team has overseen cold emails that have generated hundreds of millions of dollars in pipeline and garnered interested responses from massive companies such as Starbucks, Visa, Equinox, Coca-Cola, and beyond. Benny's team facilitated the sending of over 30 million emails in the last 12 months alone and is eager to demystify cold emailing, debunk common myths, and give advice to anyone trying to grow anything on how they can leverage cold email while avoiding the spam folder. Oh, he also lived and worked for 7 years in Japan, has his degree in music (violin, viola, electric bass), and even toured on bass for a Sony artist… so he is happy to dig into any of that stuff, too   Guest Links: benny@senders.co   Key Points: 1. Introduction and Background: ·       Benny Rubin, Owner of Senders, is introduced as an email deliverability expert with experience in generating substantial pipeline revenue through cold emailing. 2. Benny Rubin's Background and Expertise: ·       Benny shares his entrepreneurial journey, highlighting his experience in starting and running businesses, including his current venture, Senders. He discusses his transition into cold emailing and email deliverability, noting the evolution of techniques and strategies in this field. 3. Cold Emailing Insights: ·       Benny demystifies cold emailing, debunking common myths and emphasizing effective strategies to avoid spam filters. He stresses the importance of technical expertise in ensuring email deliverability, especially as the landscape evolves. 4. Personal Insights and Analogies: ·       Benny draws parallels between his musical background (violin, viola, electric bass) and his entrepreneurial journey. He discusses how repetition and practice in music translate to business success, highlighting the importance of persistence and refining processes in sales. 5. Sales Techniques and Philosophy: ·       Wendy and Benny discuss sales methodologies, emphasizing the need for preparation, rehearsal, and asking the right questions (including hard questions) during sales interactions. They agree on the value of making a positive impression and providing value during sales calls, even if a deal isn't immediately closed. 6. Future of B2B Sales: ·       Benny predicts that the future of B2B sales will blend entertainment and education, suggesting that sales interactions should be engaging and informative to justify customer engagement.   About Salesology®: Conversations with Sales Leaders Download your free gift, The Salesology® Vault. The vault is packed full of free gifts from sales leaders, sales experts, marketing gurus and revenue generation experts.  Download your free gift, 81 Tools to Grow Your Sales & Your Business Faster, More Easily & More Profitably. Save hours of work tracking down the right prospecting and sales resources and/or digital tools that every business owner and salesperson needs. If you are a business owner or sales manager with an underperforming sales team, let's talk. Click here to schedule a time. Please, subscribe to Salesology®: Conversations with Sales Leaders so that you don't miss a single episode, and while you're at it, won't you take a moment to write a short review and rate our show? It would be greatly appreciated! To learn more about our previous guests, listen to past episodes, and get to know your host, go to https://podcast.gosalesology.com/ and connect on LinkedIn and follow us on Facebook and Twitter and check out our website at  http://www.gosalesology.

Guest: Ivana Taylor   Guest Bio: Ivana Taylor is the publisher of DIYMarketers.com where small business owners get low-cost tools, tips and strategies to do marketing on about $17 a day.  Her popular #BizapaloozaChat weekly Twitter chat teaches about 2 million small business owners each week. She's been a contributor to AMEX OPENForum and has appeared in MSNBC.   Guest Links: ivana@diymarketers.com DIYMarketers Marketing Process Course: https://diymarketers.trainercentralsite.com/course/do-less-marketing-process   Key Points: Ivana Taylor shares her journey from corporate marketing to consulting, focusing on low-budget marketing strategies, particularly in the manufacturing sector. She emphasizes her approach of achieving significant marketing results with minimal financial investment. The discussion highlights the evolution of marketing costs from expensive traditional methods pre-internet to more cost-effective digital strategies. They discuss the shift in marketing dynamics post-internet and the current challenges of rising lead acquisition costs. Ivana advocates for businesses to conduct thorough research akin to pre-Internet era practices. This involves understanding market opportunities, customer segmentation, and ideal customer profiles. She emphasizes the importance of engaging directly with customers through conversations rather than relying solely on digital metrics. Ivana shares her experience conducting a webinar as part of her content marketing strategy. She discusses the challenges of securing speaking engagements with national organizations and the value of gaining direct feedback from webinar attendees through personal conversations. Ivana stresses the effectiveness of content marketing, such as webinars and podcasts, in reaching target audiences effectively and efficiently.   About Salesology®: Conversations with Sales Leaders Download your free gift, The Salesology® Vault. The vault is packed full of free gifts from sales leaders, sales experts, marketing gurus and revenue generation experts.  Download your free gift, 81 Tools to Grow Your Sales & Your Business Faster, More Easily & More Profitably. Save hours of work tracking down the right prospecting and sales resources and/or digital tools that every business owner and salesperson needs. If you are a business owner or sales manager with an underperforming sales team, let's talk. Click here to schedule a time. Please, subscribe to Salesology®: Conversations with Sales Leaders so that you don't miss a single episode, and while you're at it, won't you take a moment to write a short review and rate our show? It would be greatly appreciated! To learn more about our previous guests, listen to past episodes, and get to know your host, go to https://podcast.gosalesology.com/ and connect on LinkedIn and follow us on Facebook and Twitter and check out our website at  http://www.gosalesology.

Guest: Jakub Hon   Guest Bio: Jakub Hon is the Co-Founder and CEO of SALESDOCk. With a hands-on approach to sales, he has provided leadership and consulting services to over 150 organizations, including UberEats, Microsoft, YSoft, and Google, helping them set up effective sales processes and implement scalable sales methodologies. Alongside his work at SALESDOCk, Jakub has co-founded Banana.bi and served as the Head of Sales for YSOFT Clerbo. Through his various roles, he has developed a passion for helping organizations break free from sales mediocrity and unlock their full potential. Jakub is dedicated to showing audiences that sales can be a fulfilling and rewarding profession when approached with the right mindset and techniques.   Key Points: 1. Sales Processes and Methodologies: ·       Jakub emphasizes the importance of sales processes in standardizing sales activities and improving overall organizational performance. ·       He argues that having a structured process is crucial as it ensures consistency and reduces variability in sales outcomes. 2. Challenges with Sales Processes: ·       He acknowledges initial resistance to processes among experienced salespeople who have been successful with unstructured approaches. ·       Jakub stresses the need for coachability in sales teams to adopt new methodologies effectively. 3. Components of Sales Processes: ·       Sales processes include defined stages and milestones that guide salespeople through customer interactions, ensuring they gather essential information and progress efficiently. ·       Jakub emphasizes understanding customer needs, decision criteria, and involving key stakeholders as crucial aspects. 4. Sales Methodologies vs. Scripts: ·       He distinguishes between sales methodologies (e.g., how to conduct discovery, and build relationships) and scripts, advocating for understanding and adapting methodologies rather than rigid scripts.  5. Hiring Best Practices: ·       Jakub discusses common mistakes in hiring salespeople, such as not clearly defining success criteria and not focusing on coachability. ·       He suggests using role-playing exercises during interviews to assess candidates' abilities and coachability. 6. Role Differentiation in Sales: ·       He highlights the difference between sales roles like hunters (focused on acquiring new business) and farmers (managing and nurturing existing clients), emphasizing the need for tailored hiring criteria.  7. Final Thoughts on Hiring: ·       Jakub emphasizes the importance of formalizing hiring criteria based on successful traits observed in top-performing salespeople within the organization.   Guest Links: Use Promo Code JAKUB100 to get Sales Academy FREE     About Salesology®: Conversations with Sales Leaders Download your free gift, The Salesology® Vault. The vault is packed full of free gifts from sales leaders, sales experts, marketing gurus and revenue generation experts.  Download your free gift, 81 Tools to Grow Your Sales & Your Business Faster, More Easily & More Profitably. Save hours of work tracking down the right prospecting and sales resources and/or digital tools that every business owner and salesperson needs. If you are a business owner or sales manager with an underperforming sales team, let's talk. Click here to schedule a time. Please, subscribe to Salesology®: Conversations with Sales Leaders so that you don't miss a single episode, and while you're at it, won't you take a moment to write a short review and rate our show? It would be greatly appreciated! To learn more about our previous guests, listen to past episodes, and get to know your host, go to https://podcast.gosalesology.com/ and connect on LinkedIn and follow us on Facebook and Twitter and check out our website at  http://www.gosalesology.

Guest: Deniero Bartolini   Guest Bio: Deniero Bartolini has been a digital entrepreneur for two decades, a podcaster for 14 years, ⁠an Amazon best-selling author, and ⁠a remote work consultant. His moonshot is to change the world of work by enabling small businesses to retain control of their marketing. Key Points: ·        Introduction and Background o   Wendy Weiss introduces Dinero Bartolini as the CEO of The Remote CEO, highlighting his extensive experience as a digital entrepreneur, podcaster, and author. ·        Transition to Remote Work o   Dinero explains how he transitioned to remote work nearly two decades ago to maintain connections with both European and North American roots without sacrificing stability or family ties. ·        Definition of Remote Work o   Dinero contrasts traditional remote work post-COVID (hybrid models) with his concept, emphasizing complete independence from physical location, leveraging global talent and time zones for continuous operations and 24/7 support. ·        Employee Engagement and Fair Compensation o   He emphasizes finding remote workers globally who are dedicated and motivated, often paying above local averages and providing profit-sharing opportunities, which has built a loyal and effective team. ·        Recruitment Strategies o   Dinero discusses his recruitment strategies, including using platforms like Upwork and specialized internship sites where motivated individuals seek mentorship opportunities, ensuring a rigorous screening process based on core values like critical thinking and problem-solving. ·        Small Business Marketing Control o   Dinero's mission involves empowering small businesses to retain control over their marketing strategies, advising against outsourcing entire marketing functions to agencies due to potential disconnects in brand understanding and execution. ·        The Remote CEO Academy o   He introduces The Remote CEO Academy, designed to help businesses build sustainable internal marketing systems, covering areas such as podcasting, PR, social media management, and SEO to achieve agency-level results without high costs. ·        Benefits of Podcasting o   Dinero advocates for podcasting as a powerful tool for brand building, audience engagement, and community indoctrination, citing its effectiveness in providing valuable content and building authority within a niche. Guest Links: theremoteceoacademy.com     About Salesology®: Conversations with Sales Leaders Download your free gift, The Salesology® Vault. The vault is packed full of free gifts from sales leaders, sales experts, marketing gurus and revenue generation experts.  Download your free gift, 81 Tools to Grow Your Sales & Your Business Faster, More Easily & More Profitably. Save hours of work tracking down the right prospecting and sales resources and/or digital tools that every business owner and salesperson needs. If you are a business owner or sales manager with an underperforming sales team, let's talk. Click here to schedule a time. Please, subscribe to Salesology®: Conversations with Sales Leaders so that you don't miss a single episode, and while you're at it, won't you take a moment to write a short review and rate our show? It would be greatly appreciated! To learn more about our previous guests, listen to past episodes, and get to know your host, go to https://podcast.gosalesology.com/ and connect on LinkedIn and follow us on Facebook and Twitter and check out our website at  http://www.gosalesology.

Guest: Alyssa Thornley   Guest Bio:  Alyssa is a dynamic leader recognized as a 2024 San Diego Business Journal Leader in Technology. With a background in non-profits like Teach For America and fast-growing SaaS companies, she excels in driving impactful initiatives through strategic vision, innovative thinking, and collaborative leadership. Alyssa has a proven track record of leading growth efforts through M&A integrations, optimizing operational efficiency, and spearheading strategic initiatives for SMB tech companies in San Diego. Her expertise lies in scaling teams and implementing cost-effective solutions to support business growth.   Guest Links: https://www.linkedin.com/in/alyssathornley/     About Salesology®: Conversations with Sales Leaders Download your free gift, The Salesology® Vault. The vault is packed full of free gifts from sales leaders, sales experts, marketing gurus and revenue generation experts.  Download your free gift, 81 Tools to Grow Your Sales & Your Business Faster, More Easily & More Profitably. Save hours of work tracking down the right prospecting and sales resources and/or digital tools that every business owner and salesperson needs. If you are a business owner or sales manager with an underperforming sales team, let's talk. Click here to schedule a time. Please, subscribe to Salesology®: Conversations with Sales Leaders so that you don't miss a single episode, and while you're at it, won't you take a moment to write a short review and rate our show? It would be greatly appreciated! To learn more about our previous guests, listen to past episodes, and get to know your host, go to https://podcast.gosalesology.com/ and connect on LinkedIn and follow us on Facebook and Twitter and check out our website at  http://www.gosalesology.

Guest: Robert Weiss   Guest Bio: President of MultiVision Digital, a New York video production and video marketing company, that provides the full spectrum of video strategy, video production, and video marketing services. Having produced over 1,500 videos since their inception, MultiVision Digital's holistic approach has allowed clients to increase sales, and lead generation, improve SEO rankings, and increase awareness and client loyalty.   Guest Links: Revolutionize Your Business Story with Strategic Video Production https://www.multivisiondigital.com/download-ebook/      About Salesology®: Conversations with Sales Leaders Download your free gift, The Salesology® Vault. The vault is packed full of free gifts from sales leaders, sales experts, marketing gurus and revenue generation experts.  Download your free gift, 81 Tools to Grow Your Sales & Your Business Faster, More Easily & More Profitably. Save hours of work tracking down the right prospecting and sales resources and/or digital tools that every business owner and salesperson needs. Watch the demo of the Salesology® Prospecting Method, A Simple, 3-Step Method That, On Average, Increases Qualified Appointments & Sales By 73%. If you are a business owner or sales manager with an underperforming sales team, let's talk. Click here to schedule a time. Please, subscribe to Salesology®: Conversations with Sales Leaders so that you don't miss a single episode, and while you're at it, won't you take a moment to write a short review and rate our show? It would be greatly appreciated! To learn more about our previous guests, listen to past episodes, and get to know your host, go to https://podcast.gosalesology.com/ and connect on LinkedIn and follow us on Facebook and Twitter and check out our website at  http://www.gosalesology.

Guest: Mickie Kennedy   Guest Bio: Mickie Kennedy founded eReleases 24 years ago to help small businesses, authors, and startups increase their visibility and credibility through tier-1 press release distribution. He lives in the Baltimore area.   Guest Links: Free Master Class: How to Build a PR Campaign Designed to Get Massive Media Coverage: https://www.jdoqocy.com/click-101163725-15807396     About Salesology®: Conversations with Sales Leaders Download your free gift, The Salesology® Vault. The vault is packed full of free gifts from sales leaders, sales experts, marketing gurus and revenue generation experts.  Download your free gift, 81 Tools to Grow Your Sales & Your Business Faster, More Easily & More Profitably. Save hours of work tracking down the right prospecting and sales resources and/or digital tools that every business owner and salesperson needs. Watch the demo of the Salesology® Prospecting Method, A Simple, 3-Step Method That, On Average, Increases Qualified Appointments & Sales By 73%. If you are a business owner or sales manager with an underperforming sales team, let's talk. Click here to schedule a time. Please, subscribe to Salesology®: Conversations with Sales Leaders so that you don't miss a single episode, and while you're at it, won't you take a moment to write a short review and rate our show? It would be greatly appreciated! To learn more about our previous guests, listen to past episodes, and get to know your host, go to https://podcast.gosalesology.com/ and connect on LinkedIn and follow us on Facebook and Twitter and check out our website at  http://www.gosalesology.

Guest: Ben Gioia   Guest Bio: Ben Gioia (“joya”) is a four-time, best-selling author, podcast, and international radio show host whose teachings are used by more than 80,000 leaders & game-changers. Ben helps folks write great books in as little as 5 weeks, enjoy 5-figure speaking fees, and attract 6-figure consulting. (Even BEFORE publishing!) Ben's trained 100s of millionaires and helped a Fortune 100 create an empathy video game. He helped launch the world's largest magazine (AARP) and won a patient services award from The ALS Association.   Guest Links: The Influence With A Heart® Book Success Assessment (Will Your Book Actually Work?)  The Influence With A Heart® Book Success Assessment will help you write/finish a high-quality book fast, elevate your business right, and position yourself for 2X-5X-10X more money and impact. It's a “strategic litmus test” whether you're starting, in the middle, or almost done with your book. Going through this quick assessment will help you maximize what's working — and refine what you want to improve — so you can create more income, influence, and impact. You will discover how to stand out and serve your people in a more powerful, positive, and profound way by writing an unforgettable book!     About Salesology®: Conversations with Sales Leaders Download your free gift, The Salesology® Vault. The vault is packed full of free gifts from sales leaders, sales experts, marketing gurus and revenue generation experts.  Download your free gift, 81 Tools to Grow Your Sales & Your Business Faster, More Easily & More Profitably. Save hours of work tracking down the right prospecting and sales resources and/or digital tools that every business owner and salesperson needs. Watch the demo of the Salesology® Prospecting Method, A Simple, 3-Step Method That, On Average, Increases Qualified Appointments & Sales By 73%. If you are a business owner or sales manager with an underperforming sales team, let's talk. Click here to schedule a time. Please, subscribe to Salesology®: Conversations with Sales Leaders so that you don't miss a single episode, and while you're at it, won't you take a moment to write a short review and rate our show? It would be greatly appreciated! To learn more about our previous guests, listen to past episodes, and get to know your host, go to https://podcast.gosalesology.com/ and connect on LinkedIn and follow us on Facebook and Twitter and check out our website at  http://www.gosalesology.

Guest: Stephanie Valenti   Guest Bio: 4 time executive leader leading B2B organizations ranging from 10M to over a Billion in revenue that is passionate about going to market growth and scaling sales organizations for optimal human and business results.     About Salesology®: Conversations with Sales Leaders Download your free gift, The Salesology® Vault. The vault is packed full of free gifts from sales leaders, sales experts, marketing gurus and revenue generation experts.  Download your free gift, 81 Tools to Grow Your Sales & Your Business Faster, More Easily & More Profitably. Save hours of work tracking down the right prospecting and sales resources and/or digital tools that every business owner and salesperson needs. Watch the demo of the Salesology® Prospecting Method, A Simple, 3-Step Method That, On Average, Increases Qualified Appointments & Sales By 73%. If you are a business owner or sales manager with an underperforming sales team, let's talk. Click here to schedule a time. Please, subscribe to Salesology®: Conversations with Sales Leaders so that you don't miss a single episode, and while you're at it, won't you take a moment to write a short review and rate our show? It would be greatly appreciated! To learn more about our previous guests, listen to past episodes, and get to know your host, go to https://podcast.gosalesology.com/ and connect on LinkedIn and follow us on Facebook and Twitter and check out our website at  http://www.gosalesology.