So, You're In Sales?

That's it, that's that, that's all she wrote, friends and family. Episode 129 of the podcast is the last in the series. Thank you all for riding along with me for the last 5 years, and I look forward to seeing and hearing from each of you over at The ON Purpose podcast, our new show launching June 1, 2022

Nicholas Kristock stepped off the soccer pitch and into the business and philanthropic communities in a simultaneous splash. His for-profit and not-for-profit activities are designed to successfully co-exist, and his relentless desire to forge relationships and concentrate on the long play has driven his success. Listen in as he shares insights on the social entrepreneurship model and why it is proving to be incredibly valuable in the marketplace

In Part 2 of our discussion, Bill Petrie and I discuss the enormous success of recent fundraising efforts on behalf of worthwhile causes, the way PromoCares has grown in importance in serving as a beacon of the effective and strategic use of branded merch as a fundraising engine, my decision to introduce VanLife to our branding and the strategy behind marrying personal and professional desires into something others would pay attention to

Back Forty Smokehouse recently became the latest in Bill Petrie's brands under management. Listen in as he explains the reasoning behind creating a backyard brand and why a similar choice is something ALL entrepreneurs should consider when building a following for their company

Rich Sheridan has published two books on the concept of bringing joy to the workplace. After an illustrious career, Rich has focused his personal activity on the development of culture and people. As a result, they've been able to hire 22 new employees during the pandemic while losing only 4. Listen in to glean insights on the ways Menlo Innovations obsessive compulsion with culture has allowed this marketplace leading position.

Continued growth in the population of the metaverse will invariably bring outsized opportunities for those willing to examine the marketplace for the places where gaps exist. Meg Erber joins me to share her thoughts on the places where she's witnessed successful campaigns in the metaverse and potential implications for buyers and sellers of branded merchandise

Hidden right below the surface of your local watering hole is a goldmine of opportunity in merch, yet most breweries are completely apprehensive about jumping in the merch game as a way to stand-out versus the exploding number of new breweries entering the marketplace. AMB3R Creative founder Jeremy Picker joins me for a look at the ways to fix these issues and unlock the opportunity for you to rock your favorite local brewers' merch.

The entire world has changed dramatically since Episode 69 guest Wendy Caverly joined me for her first-ever podcast. In the two years since she has brought clarity and thought-leadership to the concept of successfully farming relationships for long-term sales success. Hear her journey, how fighting hard for her clients during the pandemic became a rallying cry and what those efforts did for her personally and professionally

After 10 years and 16 books in the Goldfish series, Stan Phelps brings this final chapter to the value proposition that has been fundamental to the series - the idea that small things done well in the context of how people feel after doing business with your company is the holy grail of success in business. Listen in as Stan talks about the series and how he arrived at the moment he knew it was time to write this book

The Savage Leader book, podcast, and newsletter find their way into the hands and ears of thousands of participants monthly, each on their own journey toward being the best leader possible. In this episode, author Darren Reinke shares what he considers to the best the 3 most important characteristics of effective leaders today and we examine ways to apply those characteristics to real-life situations

There is a successful formula for growing your personal brand online. It takes a commitment and an investment that many are reluctant to make. Michael Crank shares with us the ways his investments in a personal brand strategy and digital presence on LinkedIn have fueled his career growth and makes his case for the importance of purpose in your business life

Selling with Authentic Persuasion author Jason Cutter joins me for a look into the ways he has used being a guest on more than 75 podcasts to generate leads, opportunities, and business growth. His consulting business has skyrocketed using this approach, and Jason was kind enough to delve into the mechanics of why that growth happened using this strategy

4 days into his potential retirement, Paul Bellantone found himself back at work in the industry he helped shepherd for 20 years, but the changes that decision fueled are examined here as Paul and I take a look backward at the year that was and consider how the state of current affairs factors into our collective decision-making

There is a framework you can apply to the entrepreneurial choices you'll be faced with as you grow your business. In this episode, Terry Bean rejoins us to reveal his S.I.T.C.H. framework and how its successful completion and marriage to your efforts give you the best chance to accelerate your achievement based on research conducted during thousands of hours of executive and team coaching.

With more than 40 years of sales experience at his disposal, Connect and Sell CEO Chris Beall brings a wealth of knowledge to the topic of B2B Sales. Listen in as Chris offers his perspective on the changing dynamic between employers and employees and why those changes are having a say in the role of a sales professional going forward, plus, Chris has a deep understanding of the importance of trust in B2B sales and he offers his thoughts on the basics of earning trust by phone.

If a legend could give you advice at the very moment you were trying to decide to what to do with your future, would be able to accept that advice? If you're trying to decide if going out on your own is something you want to tackle, this is the interview you need, right now

Paul Kiewiet poured a career's worth of advice into his book Summit: Reaching the Peak of Your Potential In this discussion, we examine strategic elements of the mindset shift necessary to have a long and successful sales career. There are numerous and once-in-a-lifetime opportunities available for those prepared for them. Paul shares his thoughts on how best to capitalize as a result of this era of abundant opportunity.

Fundraising expert Mandi Rudd joins us for a discussion about the key elements necessary to organize and execute campaigns, plus, we identify strategic concepts and consider the added value of social media and influencer marketing in developing winning fundraising activities

Sales as a service to buyers is rapidly diminishing in value in the eyes of those making buying decisions. By introducing data and analytics to the construction and execution of sales activities, organizations create the opportunity to reignite the power behind their sales team - learn from Jason Nokes how he has created an engine that does just that and why it's important.

People are capable of amazing things on their own, but when businesses get together in the name of something important, that's how movements happen. Cancer has been a prominent player in our lives and it's important we bring our talents to bear in the name of continuing research dedicated to defeating the disease. Kara Keister joins me for a look at our attempt to shine in the name of fundraising for this important cause.

There is tremendous opportunity available to those capable of capitalizing on the dynamically changing marketplace, but most people responsible for the sales line haven't yet figured out how to organize what they do and say in a way that would facilitate doing so. Author, speaker and coach Lisa Mininni joins the program for a chance to share her findings and reveals the importance of learning the tenets of psychometrics and why they are the secret to winning the game

Branded merchandise is incredibly effective as a fundraising tool when done well. Mental health has been a flashpoint issue as the pandemic dragged on, so Meg Erber had an idea she pitched to a volunteer organization she helps lead and the rest is fundraising history. Listen in as Meg explains the program, why influencers and FOMO are important, and get a behind the scenes look at the program 10+ months in the making

Author, speaker, and educator Mark Schaefer joins me for a discussion about the ways the pandemic has altered employee consideration of careers in sales, why businesses haven't caught up with the realities of employment in the post-pandemic economy and what's necessary to get the economy humming again

You shouldn't rely on PRE-COVID methodology in your sales process. If that statement resonates with you, you're probably in some ways considering what changes are going to be necessary to succeed in this newly reimagined marketplace. Change is happening in real-time, so having a framework to update your approach couldn't be more valuable. Sell From Love author Finka Jerkovic joins me for her version of such a framework.

The pandemic wiped out sales jobs across all markets - career salespeople were faced with brutal choices in the process and not everyone handled the situation well. Amanda Delaney rejoins me for a look at her brush with homelessness, how she managed the stress of the situation and why mental health is an often overlooked and underappreciated part of any salespersons recipe for success

Badger Maps tracks sales activities for more than 5,000 companies in the United States and around the world. Founder and CEO Steve Benson joined me for a look at the data behind the ways COVID altered sales activities and what they've seen successful businesses do to combat the new realities of the COVID economy. If you're looking to jump-start your own sales efforts, this is a great episode to use in doing so.

The economy is recovering and a rush of sales is on the immediate horizon. Have you rebuilt your business to serve this tidal wave of opportunity in a way that will sustain you once the wave is upon you? Will you be able to continue to build your pipeline even while you're serving all your eager new clients? Does your process allow you to continue prospecting even when your sales are good? Tenbound founder and CEO David Dulany joins me to unravel this process and consider where sales development can play a vital role in answering these important questions.

Terry Bean from Phil Klein Insurance Group rejoins me for a discussion about manifesting your success, what it takes to make a BIG ask, how underutilized credits in your "bank of goodwill" is useless capital and why the concept of "being ginormous" is incredibly important as the economy continues its recovery

If you're considering an alternative to in-person events or if you are interested in creating leads at virtual (and hybrid) events, this episode is for you. In it, we examine how a group of entrepreneurs were able to migrate a live event into a day-long hybrid networking and educational event, using Zoom as the platform of choice for the day-of-event activities

If your success is determined by your ability to convince a team of decision-makers working in a remote environment, you're not alone. Listen in on Episode 100 as an internationally sought-after speaker and writer Stan Phelps approached the reimagination of his in-person business into a remotely delivered platform

Have you ever been frustrated by your giving efforts? We've all been taught the importance of a "give-first" strategy, yet many people struggle to find value in reciprocity when adopting that approach. Dr. Wayne Baker wrote a book on the concept and brings actionable strategies to those of us interested in converting our efforts into opportunities.

Pandemic-related shortages of product to sell is creating massive problems for almost every supply chain, driving up prices and creating unusual buying behavior. How does a successful salesperson compete and win in this environment, with this particular set of challenges? No one is feeling this pinch as hard as real-estate professionals. Middy and Rachel join me for a behind-the-scenes look at the ways they're winning the game. For more on Rachel and Middy, visit www.arbormove.com

Sarah Roberts rejoins me for a look at the driving forces behind her rapid ascension within the leadership team at her company, the challenges she faces as an executive under the age of 30, and how gender and age bias factor into the approach to her role both inside the company and with their clients and prospects

Atwater Brewery cherishes it's role in the City of Detroit and respects the history of our area with respect to brewing beer and distilling spirits. Listen in as General Manager Mike Walsh discusses how their approach to hospitality deepened and strengthened their ties with their patrons in spite of COVID and the key role switching to hand-sanitizer production played in keeping their business afloat.

The world doesn't need another podcast, but businesses need to connect with their prospects in new and interesting ways. Jay Acunzo has made a career out of creating and sharing unique, entertaining and informational shows and in this discussion, he shares his thoughts on how best to navigate the rocky waters of starting and scaling a successful piece of recurring content

Join me for a look at 2021 and hear my answers to the 5 pressing questions on the minds and in the hearts of many entrepreneurs. We explore how to create new routines and practices to thrive in the post-COVID marketplace, the new ways employers will leverage their office space to the benefit of staff and the boomerang effect that will result from extended periods of isolation we've been subject to and the monumental mental health challenges it has created and exacerbated.

Slapping your logo on a water bottle or a tee shirt is a surefire way to find your brand in a garbage can or at the landfill. For those interested in something better, great design has become a not-so-secret weapon in the fight. Jeremy Picker from AMB3R Creative joins me for a look at the do's and don'ts in leveling-up your brand image and a discussion around the ways great design can help replace lost revenue dollars for businesses affected by the pandemic.

As he puts the final touches on a 20 year run with PPAI, Paul Bellantone joins me for our annual year-end wrap-up show. In this expansive interview, we look at the ways COVID_19 will affect the post-mortem on the year that was 2020, the ways it impacted our lives personally and professionally, the things we want to carry forward into 2021, and a healthy dose of the things we DON'T want to bring along.

When Shelter in Place orders closed Michigan businesses, Caerusnet founder Steve Zyskowski was forced to migrate hundreds of members to an entirely online video-based experience. With precious little time and less experience, Steve was able to refashion the business, and many of the previous limits to the business model have disappeared in the process. Listen in for a discussion on how that was possible and the roller-coaster ride that happened along the way

It's an unusual job market. Amy Cell from Amy Cell Talent joins me for a look at the winners and losers in this job market, the places where jobs are plentiful and the places they're increasingly rare, and how the gig economy, fractional employment and consulting roles can serve those with lives affected by COVID_19

As our economy undergoes dramatic changes, we welcome Win Win Selling author Doug C. Brown for an examination of the ways those changes are affecting the role of the field sales organization and consider those sales skills in need of an evolution, the skills that should be set aside, and the areas where sales leaders should focus and concentrate their training budgets in 2021

If you're ready to make the rest of your career the best part, the practice of ikigai as a discipline has the opportunity to serve as a roadmap to that destination. Japanese for "reason for being" the practice of ikigai provides unique insights to assist in the journey. Brian Truskowski joins us for a look at the concept and how his work in the practice transforms lives.

Salesflare's Jeroen Corthout joins me for a closer look at the pieces and parts necessary to sell successfully in screen-to-screen situations. We examine the importance of digital body language, we take a look at the ways artificial intelligence is bringing efficiency to selling and we consider how best to smash thru Zoom Fatigue and make real connections in digital environments.

If you're considering a move to video to market and promote your business, this is the Episode for you. Chilah Weller and Eric Jones join me for a discussion about their decision to go all-in with video, the costs and associated time commitments, and a look at their results since they made that decision.

Kirby Hasseman joins us to examine the foundational principles that created the book Red Goldfish: Promo Edition, why personal branding as an ideology is exploding as a business concept, and the valuable role purpose can play creating trust between buyers and sellers

I'm joined by my best-selling co-author Stan Phelps for a look behind the scenes of writing a book and an overview of our attempt to convey the true value of aligning your company values and your messaging. If you're seeking a way to stand out from your competition and make a name for your company in the marketplace in which you compete, this interview and the corresponding book are must-haves

What would YOU do if you were inspired to give back?

Livingston Diversity Council President Nicole Matthews-Creech joins the program to share specifics relative to their new fundraising program, launching today! This collaboration between Social Good Promotions and the Livingston Pride alliance is a prospective case-study for other businesses looking for ways to demonstrate the causes that are important to them and use vehicles like the GOODnessWarrior Program to their own benefit.

As the promotional marketing industry continues a painful metamorphosis we examine the effect the pandemic has had on the role of salespeople. Tim Hill, Brett Schaffer and Dan Pigott visit for a group discussion about the ways each of them have managed their careers in transition and the results that have occurred as a result of their efforts.

Seth Barnett joins me for a look at the ways COVID_19 affects generations and the nuanced differences that exist as each age group faces the challenges presented to them by the pandemic. Seth's training affords him the unique ability to identify patterns in behavioral economics and he shares his thoughts on the topic in this discussion.

Why would anyone start a brand new Company in the middle of a global pandemic? Bill Petrie joins me for a look at the launch of brandivate marketing, why it's important to continue to invest in marketing your business in times of crisis, the value of showing your work for prospects to discover without your intervention and the ways content plays a major role in fostering trust in your relationships.