Selling Local: Stories | Tips | Service

Dale & Chris discuss the journey of the Selling Local Podcast.  Dale Dupree with the help of Jeff Villegas, James Carbary & Chris Watson have stayed committed to helping sales rebels understand the power & influence of selling local. We talk history, stories, & the purpose of the podcast. We discuss the importance of learning to sell local. Local is what will help you scale to global. Local is what you as a salesperson should be committed to in each & every relationship. We appreciate you the listener & your support.   Stay Tuned for the next chapter!

Jen Ferguson, the Global Sales On-boarding Delivery Manager at Salesforce, comes on the podcast to discuss the importance of  inclusion & diversity. Jen talks about building an inclusion culture within your the organization so that people can feel included & valued. Will we only be defined by our quota's & KPI's or will we offer an opportunity help our salespeople feel valued beyond their production. Jen is a rockstar that is involved in so many places motivating, inspiring, & guiding people to think about inclusion more often. Be challenged by listening to Jen talk about bias, inclusion, & diversity.

Cynthia Barnes, Founder & CEO of the Barnes Sales Institute, is inspiring women to want to achieve the Top 1%.  "Sales Processes, Sales Training, & Sales Systems were created for Men, I wanted to recreate for Women" - Cynthia Barnes Cynthia talks about her journey through sales & how it prepared her to help other woman navigate the sales world. Cynthia talks about the commitment to building relationships to a degree that you can serve your buyer & your buyers buyer. Cynthia will inspire you regardless if you are a woman or man.  She has a way of speaking into the lives of the listener. If you need an energy boost or inspired listen to this one.

David Brier, Author of Branding Intervention, Advisor to CEOs, & Slayer of the Mundane, comes on the podcast to liberate you & guide your thinking about brand. David discusses the importance of owning who you are & how you can disrupt.  He takes us through the most important things to consider when identifying & strategizing on your brand. Top 3 things to consider when building your brand. 1. Did you look at the amount of noise in your industry? 2. How are you disrupting? 3. Are you promoting your own brand or others? David reminds us that Branding is "The Art of Differentiation", you must differentiate by aligning to something timeless. Get ready to be inspired & challenged listening to David Brier

Tyler Lessard, the Chief Video Strategist at Vidyard, jumps on Selling Local to discuss the power of video prospecting. Tyler discusses why salespeople have struggled to use video in a their prospecting sequences.  He explains that the future is video outreach & adapting to this outreach will help us see the value to our prospects. A video can help you stand out, personalize & humanize the messaging, & effectively communicate through visuals. If you have been on the brink of using video more often or completely scared this is your opportunity to try it out. Go check out www.vidyard.com Go record your first video!!!!

Torlando Hakes, the Director of Business Development for Periodic, joins Selling Local to discuss the importance of engaging the right person. We have to help our ideal customer see that we know the  common crisis & partner to solve this problem.  Torlando discusses human behavior, buyer sentiment, ideal customers, & the importance of communicating effectively. "We use brands to help us identify who we are."  The products & brands that we use help our community know who we are. Come listen to this episode for some marketing & sales & biz development talk. Get your notebook ready for the notes.

Keith Cordeiro, Director of Commercial Sales at SalesLoft, dives into the importance of salespeople being mindful, empathetic, & genuine. Keith talks about his journey with anxiety, depression, & how he ended up in a sales role.  After reading a book on Zen & eastern meditation he realized that in order to be great at anything you must know yourself. Sales forces people to handle rejection, be self aware, & control what you can control.  You must be willing to take time to be mindful. Strap in & listen to the former band guys talk music, community, mindfulness, & empathy in sales.

Justin Welsh, the Founder of JW Strategic Advisory helps company's avoid expensive mistakes.   Justin has utilized his failures in a way to advise startup executives in a way that helps them scale. Justin didn't allow his failure to be the reason that would hold him back from having success. He dives into his origin, early jobs, & what he learned from mentors. He discusses that he would have never realized who he was without being fired from his early positions.   Justin talks about how a mentor forced him to become more self aware helping him realize that he would need to be committed to building the future that he wanted instead of it being given to him because of his family, opportunity, or college degree. Now Justin utilizes his experiences to help other executives & companies. Check out this episode if you are determining your identity or wondering how to utilize your failures in a different way.

Paul McCarthy, thought leader, & Founder of FIRED Leadership. Paul explains how we all are leaders in our organizations, but that many cultures are toxic. Paul discusses the importance of not compromising your values within your career.  If you are a leader it is your responsibility to help those people who you are leading. He talks about the power of using "Name What You See Moment" to help your organization.  We must begin to raise awareness of the things in our organization that need to be improved. This is a hard hitting episode, if you are a leader grab a drink & get ready for to be challenged.

Martin MacArthur is an amazing sales leader that believes in leading with positivity. He brings his story to sales & to working with prospects or internally.   Martin has battled with many things throughout his life & uses those experiences when considering how a prospect might be battling within their organization. If you want to make business personal then this is the episode that could offer several tips. Grab a drink & enjoy this episode with Martin MacArthur

David Walter author of The Million Dollar Rebuttal dives into what the strategy & goals should be for cold calling.  David tells his story about why he thrives setting appointments using cold calling as his primary source of success. David explains the power of being a human & talking to people in a way that shows you care.  You have to believe that you belong on this call.   Many times when we get on a call we tend to revert back to the way that you had always done. If you ever have to make a cold call take a listen to this episode.

Gabrielle "GB" Blackwell, Sales Development Leader to Gong & Co-Host of Women in Sales Club brings a lot of energy to Selling Local. GB discusses the importance of knowing yourself to the degree that you are able to feel freedom In curiosity.  She encourages us to realize that once we are self-aware then we will no longer feel like an imposter. Gabrielle touches on the importance of having difficult conversations within your community to help men & women in their sales careers. Enjoy the energy of the conversation.  

Jacob Gebrewold, AE at Klue & Co-Founder of Sales For The Culture comes on the Selling Local Podcast & brings tons of value. Jacob discusses the importance of determining who you are & how to value others. He talks about being bullied, identity struggles, & finding who he wanted to be. He discusses the importance of not feeling like you have to be a cookie-cutter salesperson. He explains the purpose of Sales For the Culture is to help black people determine "What does your blackness mean to you" & "How do you want your co-workers to act towards you when stuff goes wild" & "How do I go about communicating what I want & need". Jacob is passionate about sales, black tech sellers helping other black tech sellers, & mentoring other salespeople.  He is excited for being an evangelist for the changes in our culture. This episode is dripping with truth, raw emotions, & passion. Enjoy.  

Morgan Ingram, Director of Sales Execution at JB Training & Creator & Host of the 1UP Formula Podcast. Morgan discusses his journey, lessons learned, & what salespeople should be experiencing in the modern world today.  Morgan brings his true self on this episode talking about anime, Mamba Mentality, & wearing a fedora inspired by "Straw Hat Luffy." Morgan discusses the importance of bringing people along with you as you are leveling up, bringing your true self, & looking for your mamba mentality. Morgan brings the truth on the podcast & will inspire you. Get Ready

Jeff Underwood is the President & Founder of his own organization GolfNutts. (at the time of this recording he was a Regional Sales Director for Clearent) Jeff talks about the importance of a culture that cares about the development of people. When leaders want to see people succeed as bad as they want the organization to succeed then you have found a culture that wants people to grow & thrive. We dive into how each person within the organization has the ability to impact the culture regardless of title & rank.  The first step of becoming a culture champion is to put people first & not selfish ambition. We all have the ability to affect the culture in each of our environments, but if you aren't willing to take the opportunities to impact people your ability doesn't matter. When you dive into this one get ready to feel challenged to ask yourself if you are a culture champion.

Adam Snider brings the real and raw about sales & sales leadership.  He discusses the reality of the profession of sales & how he is trying to improve the overall image of salespeople by teaching them compassion. Adam believes that compassion is about being real & honest not weak.  Salespeople should be compassionate enough to have a difficult conversation with our buyers. Sales Leaders need to understand that vulnerability can help take your team to the next level.  Compassion could be a secret weapon that you haven't deployed. Adam brings the fire on this episode.

Brian Sexton, the Intentional Encourager, dives into the importance of encouragement.  He helps us realize how we can use encouragement as a tool to improving relationships, creating culture, & increasing growth.  Brian reminds us that People Buy From People, which is also the name of his newly published book.  We discuss the importance of mentors, our dads, those that came before us to teach us how to encourage. Brian is an encourager of his buyer, customer, peer, stranger, & organization. Get Ready to Be Encouraged!  

Scott MacGregor is the Founder & CEO of SomethingNew LLC.  Scott discusses the importance of being a servant leader in any role that you are serving in.  He discusses core values, talent, & culture. Scott wanted to create something that was impactful for businesses so he decided the biggest gamechanger was "people". In order to reach sustainable success & make an impact on your community & your organization always comes back to hiring the right people. Sit back grab a drink on the rocks & enjoy Scott's insights.

Donnie Tuttle, Head Coach at Purpose Driven Executive, takes us on a journey of what it means to sell with a higher purpose & higher productivity. Donnie takes us into what it means to dive into your community & understand what your customer stands for. He talks to us about his journey from finding a 100-year-old brick on a beach with his name engraved to traveling the world & selling from anywhere. Donnie gives salespeople permission to sell outside of the norms of what salespeople are supposed to be. Grab your favorite cold brew or pour over & get drawn into the stories of Donnie Tuttle.

Joshua Desha is the Regional Director of Sales at MASA MTS & believes in transparency & legacy.  Josh is committed to leading with who you are.   We dive into core values, sales leadership, & defining culture.  Josh is committed to being himself in every situation & shows up each day with this attitude.  Leadership is about authenticity & bringing the right strengths to the right situations. Be motivated to be yourself as a leader & lead with authenticity. Be yourself relentlessly in all situations.

Dejuan Brown, the Senior Director of Global Sales, takes us down the journey of understanding culture, understanding self, & understanding if self fits the culture. Dejuan explains the importance of understanding the culture of the audience you are interacting with on a daily basis.  Salespeople struggle to be themselves because they are concerned with the repercussions if their authenticity is misunderstood. We discuss the shift that needs to occur in the world so that people are not pigeonholed, hip hop, & the importance of being who I need. Get ready to be challenged, recharged, & powerful.

Anupreet Singh the Sales Director of Slintel gives us a deep dive into truly understanding the journey of the customer.  Anupreet explains that many salespeople are just scratching the surface on the amount of information that they could discover about their customers if they would invest the time. We discuss side hustles, personal buying stories, & even touch on the importance of understanding where your customer is currently in their journey toward caring about the problem your product solves. Get ready to enjoy a fast-paced, high-energy, and exciting conversation.  

Roy Kowarski, CEO of Out There Branding, dives into the importance of branding yourself to a degree that it is an experience for your buyers. Roy explains that often companies or people have branding that they don't even believe.  We must believe in every experience that we are going to offer. Your personal brand should communicate who you are & the core values that you have in your life.  When you communicate your brand with genuineness people will recognize you. Enjoy our conversation with the greatest TSR ambassador Roy Kowarski.  A true gentleman & Legend in Branding and Experiences.

David Weiss needs no introduction, but as the Regional Vice President of Sales for Seismic, he has a huge impact on people. David is a process-oriented mad genius that cares about people & wants to make an impact on each and every person he comes into contact with. David discusses the importance of having a process that you can take action utilizing.  David has created I.N.V.A.S.I.O.N within The Sales Rebellion to help Enterprise Sales Team with a plan that can be executed to accomplish their goals. Get ready to feel motivated to have a better plan & defeat the status quo.

Joy Hewitt Carvajal is a mentor, coach, & guiding light for people in sales & the world.  Joy walks in a way that people open up to her in ways that don't happen to normal people.  She believes that bringing the light each & every day can shine a light on places that haven't seen light before. Joy dives into her personal guiding light, your relationship with God, she talks about the ability to help people that are in a dark place. As a salesperson you might be hiding in dark places, feel like you are stuck in the dark now, you might be running to the dark for relief, or you don't know what the light feels like. If you want to feel energized & motivated listen to this right now!

Patrick Joyce is a journeyman to the sales career.  From a garbage truck to an SDR to mentor & sales consultant.  Patrick takes us through the journey of what it took for him to become a sales consultant. If you like to hear stories of the journey of a salesperson.  Dale explains in this episode what it takes to be a true rebel. Sit back & enjoy the story of Patrick leading to his work with Sales Cyborgs.   

Denis Champagne has over 35 years of experience helping salespeople communicate more effectively leading to more conversions.  As a professional squash player, he knows how to use the proper mindset to show up to every call.  Our Authenticity is our Credibility when communicating with other people.  Denis talks about his journey & how it has helped him understand how to connect with people. Denis gives actionable tips on this podcast helping any person who is in any kind of a sales career. Get your writing utensil ready because this one is chalked full of great thoughts. Denis Champagne LinkedIn: https://www.linkedin.com/in/denis-champagne-47419a2/?originalSubdomain=cad Denis' Company: https://lotuscomm.com/#contactus  

Roger Brooks the founder & host of American Real TV & 2x best-selling author comes on the Selling Local & offers ways to connect with your buyer so they feel comfortable sharing their story. Roger has interviewed Ed Mylett, Colin Cowherd, Grant Cardone, Jeffrey Gitomer, & many, many more.  Roger explains how to communicate to develop a relationship, how to be genuine, & allow people to tell their story. Roger explains the importance of genuinely being curious & allowing people to tell their story.   If you have ever wondered how to practice the art of genuine communication this is an episode for you to listen to. Roger helps people write their first book in 12 weeks  Guest LinkedIn: https://www.linkedin.com/in/rogerlbrooks/ American Real TV: https://www.americanreal.tv

Kyle Vamvouris, the CEO of Vouris, is committed to helping early startups with what they call, "The 5 Components of Sales Effectiveness".   Kyle dives into the process, people, & performance of selling for an organization & how Vouris is committed to helping organizations. Kyle spoke truth & gave tons of value in this episode for any individual contributor or sales leader. Grab a drink & get ready for an awesome episode.

Mark Mcinnis is an expert in helping salespeople be more effective.  He teaches sales leaders how to motivate and encourage their salespeople in a way that helps them understand their motivational system. Mark has a great ability to help individuals & teams with the importance of using social selling in a way that is authentic & brings value. Mark has so many great insights in this episode for social selling, salespeople mindset, & the ability to lead sales teams.

Phyllis Burzee is a true Rebel & has a journey any entrepreneur would be proud of.  Phyllis tells her origin story that drove her to believe she was God's muse. Phyllis has always been memorable to people she interacted with at trade shows or in sales appointments.  She believed that becoming local a community leader would lead to growth in her business. Phyllis sells Swing Lube & My Dab to golfers that are dealing with arthritic pain. www.my-dab.com  

Galem is an expert in helping facilitate conversations around building a legacy, sales, & helping women in the sales profession.  Galem who recently was named to the Salesforce: 16 Sales Influencers You Should Know. Galem dives into the mindset it takes to build a legacy different than what you have experienced in your life.  Galem talks about the importance of measuring your outcomes.   Too often when we are building a legacy, selling, & influencing others we take the results as the path we must take to build our Legacy, but is that correct? If you have ever wondered what Legacy is, how building a legacy matters, & if it matters to our actions today?

Martin Heibel has a rich history in building community & helping solve problems for people.  Martin is the Founder of Ciara, a virtual assistant for sales development reps. In this episode, we dive into the importance of a sales process & allowing reps to focus on the core strengths that they can bring to each call. Get ready for a fresh perspective on sales development & the shift in saas products to support salespeople.

Scot Barlow is a developer of sales outreach in the hospitality industry.  He finds value in offering experiences to people that lead to growing a community instead of just getting a sale. Scot speaks to some specific resources that he uses to help drive more interaction between buyer & seller.  The resources should be used to serve the buyer in a way that invites them into a relationship. This is a great episode that is raw & real where Dale gets to find common ground with Scot out of the U.K.

Dustin Reinmann is a Sales Manager in Nashville, TN for Novatech. Dustin discusses the importance of explaining the "Why" & building a culture of transparency.  Dustin talks about the importance of being an engaged leader instead of a leader who is on the sideline just coaching their representatives. Dale talks about how leaders need to focus on why we are doing what we are doing before we can offer a purpose to our reps. If you are a sales leader, want to be a sales leader, or are leading your community in sales this is an episode that will challenge you & radically educate you.  

Robert Nickell has perfected the process of giving business leaders the freedom to do the job they are the best while not bogging down their best employees with specific tasks. Robert Nickell the Founder of Rocket Station discusses the importance of allowing leaders to do what they are best at while helping employees stay focused on revenue-generating tasks.  If you are looking for an episode that will help you see KPI's, Quotas, & the day-to-day activities of a salesperson differently this is an episode that will challenge your thinking. Great conversation with an innovative founder.

The 100th episode of Selling Local is commemorated with something very special.  This episode truly embodies who The Sales Rebellion stands beside.  This episode is a Rebellious episode. If you want to learn The Rebel Way, The Rebel Philosophy, & The Mindset of a Rebel then tune in.  We are so grateful you have been with us on this journey! Grab a drink, sit in your favorite chair, and put your headphones on...here goes!

In honor of his Father; Dale shares lessons learned, powerful stories, & cherished moments.  He teaches us the value of community, relationships, & being genuine.  Grab your favorite beverage and take a minute to soak up the vibes from Dale on this one.

Tim Clarke is a beast amongst men & in the same breath is a caring man who wants to help individuals struggle with their mental health. Tim dives into the need for more available resources for people struggling & his own journey with depression.  Tim discusses professionals who struggle with mental health disorders & are able to still function at a high level. If you want to hear an inspiring journey that will motivate you this is the episode to tune into.

Tony Morris, the founder of Tony Morris International, breaks down the cold call & the importance of building rapport.  Tony talks about the importance of asking clever questions while using your emotional intelligence.   Tony explains how to be yourself in every call instead of playing the part of what a salesperson is supposed to play.  Tony explains the importance of analyzing your preparation and attitude before each call. If you make any type of a cold call this is an episode you need to tune into.

David Masover explains the importance of using moments in life to improve our drive in the sales process.  David brings his vast amount of experience to share with the podcast that there is always something that is driving us in our sales process. When we tap into what is driving us, success can be the macro result. David shares some moments of vulnerability that pushed him to execute in his sales job.  He discusses how to use moments of desperation as a driver within our profession. If you are struggling to find your drive then listen to this episode immediately.

Brian Margolis, the founder of Productivity Giant, goes next level on this episode helping us better understand how to simplify your strategy. Brian discusses the vast differences between salespeople that have a weekly strategy & those that do not. Brian explains his Pillar System in more detail & how every contributor could use the system. Rebels if you have wondered how to remove bottlenecks in your business then tune in.

Tom Bricetti, the founder of Sales Team Go, explains the importance of salespeople & sales managers having intentionality. Tom discusses having a "Why", trusting the process, & describing how you solve a problem.  He explains the journey of going from sales leader to founder of a sales consulting company. Tom talks about how if we can be more intentional in our People, Processes, & Problems then we can reach the goals we have in our organization. Tom unveils a detailed look at scaling a startup organization.  His honesty & rawness is refreshing & valuable. Rebels....Get ready to be motivated to be intentional & find accountability.

Chris gives 3 ways that you can uncover if the people you are listening to or have an influence in your life are REAL. This episode should make you evaluate the authenticity of yourself & those in your sphere.  Is your brand intact or is it fractured from post to post, zoom call to zoom call or their advice. Rebels aren't Fake Rebels strive for genuineness Rebels invest time into their personal brand It is time for Rebels to stand up and fight against fakers.  We fight by showing them the Rebel Way.

Salespeople must decide why they are asking questions to their buyers or customers.  Chris reads from Carl Rogers' book Active Listening.  A rebellious attitude to listening would be to participate in the stories that they are telling you.  Too often salespeople are only concerned with pushing the buyer to make a decision to buy. When we decide that empathy & impact will help us build kingdoms throughout our territory we can then be ourselves.

Andy Storch brings the juice on this episode. Andy dives into the importance of connection to build the brand you want.  Andy discusses the importance of building the network that you want to impact and be impacted by.  Andy talks about podcasting, networking, connection, and building the network you desire. If you want to impact more people throughout your sales walk then take a look at your tribe, community, & sphere. Dale talks about how we need to meet people where they are & also evaluate if our tribe is helping us grow or maintain.

Many want to tell better stories but they don't know why stories matter.  Amy Blaschka dives into the key to telling better stories is observation.  She mentions there is a great importance of leading with curiosity to learn how to tell a more resonating story. When we are working to connect with people through social media, email, or in a meeting stories can be your greatest ally.  When we use stories to communicate our passion and the context of why we are reaching out. Amy & I agree that when people learn how to tell a more compelling story more people have the opportunity to connect. If you are in the business of connecting with others stories can help build a bridge.  Listen to Amy dive into the importance of knowing our own story & telling better stories.  

Alright Selling Local fam, we have Paul McCarthy on the show today! He has been in the business world for a few decades in leadership roles, learning what it is that future leaders will need to know in order to succeed. Paul is a Rebel, without a doubt! He calls out the corporate world for their lack of leadership in how they develop top roles at their firms, and he is creating a movement around how to build the next generation of leaders. This is a pretty intense interview, Rebels! Chris and Paul discuss the stereotypes of "leadership" and highlight people in leadership roles who are, as he eloquently states, nameless to the rest of us. Because what they do is not of the status quo nor does it serve the brand, the company, the power hungry people at the top. Instead, they inspire and support the people - just like you and those in your circles! This podcast episode gets very real and very raw, you have been warned. Let's go, Rebels!

Okay sales pros, get ready to hear from the one and only Jon Selig right here on Selling Local. He is a stand-up comedian by heart who spent several years in the sales world with Oracle where he honed is ability to use humor in a way that connected him to his buyers. Be warned folks, there are a lot of people in the sales world TRYING to use humor in sales. Most fall flat on their face! Jon shares a deeper understanding of why humor can create familiarity and cause relevance around the buyers issues, which also hones in on growing your credibility within the mind of the person you are interacting with. Humor is powerful! It is one of the catalysts to a proper pattern disruption as well! So, grab your popcorn and an extra large soda as you take this one in, Rebels!

Meet Shruti Kapoor, she is a woman entrepreneur that has a story for the ages! Her vast knowledge and experiences are unique and inspiring. And, what she is now doing for the sales world is needed! Tune in and hear more about her status as a founder and CEO, her journey through the business world, her outlook on sales, her take on culture and the calling on her life to inspire others through the legacy she is building. Grab some popcorn, take a seat and relax. This is a great episode of Selling Local that you do NOT want to miss!

Dale and Chris dive into the skills, nuances, and mindset of the future salesperson after experiencing the pandemic.   Organizations, Leaders, & Salespeople were exposed during the pandemic and choices will need to be made for what the expectations for the future will be. We dispel the myth of the "New Normal" and believe that the sales world is cyclical.  If we know thyself we can know thy buyer and it will not matter what ecosystem that we are selling in. We believe that we need people, but we need people that want to connect with others and impact others. Enjoy the speculation & challenge yourself to start thinking about the lessons learned during this pandemic.  Find your way.