Uncommon Sales Success Podcast

Ep 40: Steve chats with Steve Benson this week. Steve is the host of the Outside Sales Talk Podcast, and Founder and CEO of Badger Maps, the #1 route planner for field salespeople. They talk candidly about remote sales teams and implementing appropriate KPIs.

Ep 39: Steve discusses intentionality with his friend, Andy Williams. Depth in relationships, including those between men, does NOT have to be at odds with masculinity. A topic that is critical in navigating this uncertain world with COVID-19. This is also very applicable once we return to normal, whatever that may be. Check it out and reach out to Steve to join in the discussion!

Ep 38: Check out the new podcast with Steve and Scott Ritzheimer with Eight Figure Focus as they talk about building culture while your business moves through the challenges of growth. Full of great nuggets of wisdom for anyone leading a growing organization.

Ep 37: In his podcast debut, StC President Steve Keck welcomes David James. David has been a sales operations leader for over fifteen years, specializing in building and developing operation capabilities in technology companies. David explains how he uses his "superpowers" of process and analytics approach to build successful sales operations that drive top-line productivity and bottom-line efficiencies. Listen in to understand the role sales operations play as the secret ingredient to Uncommon Sales Success.

Ep 36: Why aren't there more Women in Sales Leadership roles? Randy continues this inquiry with Laura Blackmer, Sr Vice President, Channel Sales at Konica Minolta. Laura targets self-promotion and marketing yourself as a woman capable of sales leadership. She discusses how women focus on their performance and doing their job, however, they do not advertise their accomplishments as men do. Laura and Randy discuss being "fun to work with and easy to manage" and how these notions facilitate self-promotion for women and men alike. Simple concepts that can lead to Uncommon Sales Success!

Ep 35: Randy welcomes Carrie Wooten, President of Mindset Enterprise and the Dean of the National Command & Staff College, to the Uncommon Sales Success Podcast. Carrie and Randy discuss the old dynamics of women in sales leadership and how there is a significant shift happening in the space. Carrie speaks from her leadership development background and delves into the dynamics that women in leadership face and applying a scientific approach to leadership roles.

Ep 34: Randy discusses women in sales with Sydney Sloan, Chief Marketing Officer at SalesLoft. Sydney tackles the topic of fear in sales, and how women overcome the fear to lead, the fear to advance and the fear of succeeding in the industry. She highlights how vulnerability can be the catalyst instead of an obstacle to success in sales leadership. Randy and Sydney round out the discussion with maintaining a work-life balance and flexibility in sales leadership that lends to success personally and professionally.

Ep 33: Randy re-engages Ken Lundin to wrap up Span the Chasm's series on Recession Proofing. The series has been near and dear to Span the Chasm, and they wrap things up with their own best of topics. Ken discusses the underlying theme for the series - purposeful, intentional and not to be afraid of a recession and the environment that comes with it. Randy reinforces the application of the 3Rs of sales and their importance. Tune in for a terrific rundown!

Ep 32: Randy welcomes Heather Combs to the podcast to further discuss, Where are the Women in Sales Leadership? Heather Combs is Chief Revenue Officer for 3Pillar Global, a digital product development services organization. She oversees marketing, business development, and operations for the over 900-person multinational company. They discuss mindset, opportunity and how the role of women in sales is changing.

Ep 31: Randy welcomes and bro hugs the legendary Copier Warrior himself, Dale Dupree. In this high energy podcast, Randy and Dale discuss authenticity, knowing thy self, and caring about the sale. Tune in and listen to Dale explain how to "exist in the chaos" and why "no one cares more than you do except for me". Dale shares his stories from the trenches and provides context on how making assumptions can be the nail in a deal's coffin.

Ep 30: This week, Randy engages Digital Sales Evangelist Mario Martinez. With over twenty years of sales experience, Mario shares his wisdom on how to best reach YOUR target audience. Learn how to communicate the right way at the right time. Don't do normal - be AWESOME and listen in to this powerful podcast.

Ep 29: Learn about a winner's mindset being the tool to help you prepare and thrive through the economic changes. Ken Lundin hosts this week, asking Randy about what companies should DO and what they should NOT DO in regards to investing in their people.

Ep 28: This week, Randy welcomes Natalie Kruse, who is the VP of Business Development at HR Equity. Natalie joins us to give tips on the HR side of how to recession-proof our staff. She'll give us encouragement for trimming the herd, help us be intentional for hiring, and tell us how to hyper invest in our team. Her tips are coming at a great time to help us THRIVE, not just SURVIVE the recession.

Ep 27: This episode of our Recession Proofing series looks at the sales team's focus from the Investment Banker's value standpoint. Randy's guest is Bill Tucker, Co-Founding Partner of Tucker, Midis & Owen, LLC. Bill shares 4 things for sales leadership to focus on, honing the skills to weather the storm. Follow Bill at https://www.linkedin.com/in/william-tucker-0053163

Ep 26: In this episode, Randy hosts Brian Cork who shares some of his recession proofing best practices to help prepare your sales team. Brian discusses how elite sports teams, like the Patriots, are always training. Despite his distaste for the Patriots, Randy agrees that the analogy applies to sales. The best sales teams are always in a "ready state". Tune in for some sports banter and some solid wisdom to help get YOUR team into recession-proof shape.Learn more about Brian and leadership coaching at https://briancorkcoaching.com/.

Ep 25: Tune in to this episode of UNCOMMON SALES SUCCESS for the introduction to the series on Recession Proofing. Ken Lundin helps you learn how to prepare your Sales team for the storm BEFORE it hits. Solid truth for every day, but especially before a recession. Listen in to hear the plan for helping Sales lead the company to safe ground and what to expect over the next few weeks.Follow Ken Lundin on LinkedIn at https://www.linkedin.com/in/kglundin/

Ep 24: In this episode of UNCOMMON SALES SUCCESS, Randy talks about Stuck Deals. There are several places where your deal can become stuck, and Randy points out to the process for finding the issue. Tune in for 5 tips on how to un-stick the deal for movement.Follow Randy on LinkedIn at https://www.linkedin.com/in/randallriemersma

Ep 23: On this episode of UNCOMMON SALES SUCCESS, Randy's guest Darryl Praill discusses the one word that makes him successful. He also shares his process for prospecting and how he personally learned that Heroism Doesn't Scale. Tune in to learn habits that you can start applying TODAY.Follow Darryl on LinkedIn at https://ca.linkedin.com/in/darrylpraill

Ep 22: Randy meets with Shawn Finder and discusses lessons learned on his path from tennis to sales to CEO of Autoklose. Learn the one habit Shawn keeps every day and what he's been reading. He also shares insight to the one word every Exec is looking for to bring success to Sales.

Think Differently. Special Women in Sales Leadership edition of UNCOMMON SALES SUCCESSwith Lisa van Kesteren. Ep 21: Randy is joined by Lisa van Kesteren to discuss where are the Women in Sales Leadership? Lisa has risen to the top of her craft. As a successful CEO for SeeLevel HX, Lisa shares her unique and relevant perspectives on Diversity in the Workforce, Recruiting Challenges, and the Self-worth of Women in the marketplace today. Listen to learn how to interest more women wanting to opt into sales leadership roles.

Ep 20: On this week’s episode of UNCOMMON SALES SUCCESS, Randy is joined by Sebastian Vivacqua. Sebastian applies key lessons of wisdom 1st learned from his Grandfather in Chile as a little kid, to guide his sales mastermind. Sebastian's success habits that have helped him drive sustainable sales growth for his customers are to be Genuine in all interactions, Mindful In the present, and Empathic to build a strong human to human connection with his prospects. Listen to learn specific ways to push beyond the limits of your mind, leading to Uncommon Sales Success.

Ep 19: On this week’s episode of Uncommon Sales Success, Randy is joined by Kevin Bird. Kevin is the Executive Vice President of Sales and Marketing for Shepard Exposition Services. One of Kevin’s driving success habits was instilled in him early on while growing up in Wisconsin. There, on a farm, he learned to do the best job today to EARN a callback tomorrow. Listen to learn how maintaining daily focus, productivity, and knowing your customer intimately can lead to sustainable sales growth for you and your teams.

Ep 18: On this week’s episode of Uncommon Sales Success, Randy is joined by Terry Tripp. Terry is a seasoned sales leader with 30 years’ experience, from starting his own business to leading Large Scale Companies and is currently the SVP of Sales for MuleSoft Americas. What stands out about Terry is his emphatic belief in approaching each day with a positive mindset, successful teams start with great people, and not being too proud to challenge one’s beliefs. Listen to learn Terry’s patterns of success, how doing the right thing the right way, repeatedly, drives successful outcomes.

Ep17: Randy interviews Jack Kosakowski about his successful sales habits. Jack has a heart of service and is a lifelong sales professional who is a CEO and Co-Founder of two different companies. Jack has built a solid track of Uncommon Sales Success before the age 37. One of the key experiences that Jack has learned over his career is the importance of rolling up his sleeves with a willingness to do the work, BEFORE he delegates duties or gives direction to others. Sales Leadership 101, deep dive into your unique sales process, specific tools you are using, and how what you are selling integrates in the life the customer.

Randy solo talks through principles and challenges sales teams are experiencing and connects these philosophies to Discipline equals Freedom.Randy 1st heard the phrase Discipline = Freedom from the book Extreme Ownership by John Willink and Leif Babin. Discipline = Freedom is a phrase that resonates very well with Span the Chasm's Mission to help sales teams drive to sustainable growth, focused on helping teams with the 3 pillars of sales success:1. Deal Size2. Sales cycle time3.Close rates.

Ep15: Randy talks with Marc Bodner, a seasoned sales professional who believes in the science of learning. He discusses the habits that have enabled him to have a successful sales career in different industries. Why curiosity and caring about you customer never goes out of style! Software should never replace connection to the customer and their business. He is passionate about teaching sales teams to keep the human factor in sales. Contact him at mbodner@certritrek.com or on LinkedIn at https://www.linkedin.com/in/mbodner/

Ep14: Randy continues the Women in Sales series with Jane Gentry, a mid-market sales growth expert. Jane explores why more women aren't applying for Sales leadership roles. Women only account for 19% of all Sales leader positions. It starts with bringing more women into ALL sales roles and promoting the career opportunities to young women. She discusses perfection, life balance, risk tolerance, misogyny and how companies and sales teams can attract more women. Learn more about Jane and her consulting services at https://janegentry.com/.

Ep13: Randy speaks with Mike Adams, a speaker, author and story coach. Mike's motto is 'the best sellers are storytellers'. He shares his experience with story and how using storytelling can transform your sales success. So get rid of your sales deck and use storytelling to influence your prospects and gain more customers! Learn more about Mike, his book and programs at www.TheStoryLeader.com.

Ep12: Span the Chasm's Ken Lundin joins Randy to talk about their Old School vs New School Prospecting Challenge. Ken believes he can use tools and software automation (new school) to get more leads to build his pipeline. Our host, Randy, thinks he can utilize old school methods like 1:1 connections, phone calls and networking to fill his pipeline. They each have 6 months to prove their method's success! Who is right and who will get more qualified leads? Follow along and learn the power of prospecting and the lessons any sales rep can use today. Please leave a review with your predictions! Ken Lundin is a Senior Deliver Consultant at Spanthechasm.com. Connect with him at www.linkedin.com/in/kglundin.

Ep11: Jeff Bajorek, author and podcast host of the WHY AND THE BUY, joins Randy to talk about his habits for success. Jeff shares the 4 key sales steps that cannot be skipped in the sales process and so much more. He shares his success habits including the necessity for reflection and quiet time. Jeff has a very enlightened approach to work and you need to listen to learn why there is magic in putting pen to paper. Learn more about his message at www.jeffbajorek.com. Check out his book 'The Five Forgotten Fundamentals of Prospecting'. He is a featured guest on several podcasts including DAILY SALES TIPS PODCAST, SELL OR DIE PODCAST, THE SALESMAN PODCAST and THE NICE GUYS ON BUSINESS PODCAST.

Ep10: Randy talks with Mike Riolo, a sales professional with extensive experience in technology and Infrastructure sales leadership. Mike shares his strategies for career growth from a beginner rep making cold calls to his experience as a team leader, the importance of planning and adding the human factor to your sales process, plus much more. You can connect with Mike on Linkedin at https://www.linkedin.com/in/mriolo/.

Ep9: Justin Williams from Big Nerd Ranch joins Randy to discuss how they've dramatically accelerated sales growth. They discuss the implementation of Clinical Opportunity Ratings. Listen to learn more about how these ratings work and why it's created great success for Big Nerd Ranch. Learn more about this company at www.BigNerdRanch.com

Ep8: Barb Giamanco, host of the Women in Sales podcast, joins Randy to continue our series on Women in Sales Leadership. Barb and Randy explore the question: Why aren't there more women in Sales and Sales leadership positions? Barb is on a mission to get more women into Sales careers and growing leaders from the women who are already there. How can we make the industry more friendly to women overall? If you care about the future of sales, you MUST listen to this episode! Learn more at www.barbaragiamanco.com and www.scs-connect.com.Make sure you check out the first episode in this series where we talk to Lori Richardson, visit https://spanthechasm.com/podcast/women-in-sales-series-with-lori-richardson/

Ep7: Brian Cork shares many best practices to drive sales growth. Brian discusses the value of doing deep and clear planning at the beginning of each day to drive your actions. Learn how to incorporate this habit of the TOP 10% (and so much more!) into your day. Learn more about Brian and leadership coaching at https://briancorkcoaching.com/.

Ep6: Scott Cassidy, VP of Marketing at Aslan Training joins Randy to discuss the key components of sustainable sales training and development. Scott talks about his personal success habits and a surprising health hack that has dramatically improved his meetings. Learn more about Scott and Aslan on the sALES with Aslan podcast and at www.Aslantraining.com

Ep5: Randy talks with David Masover, a sales coach and consultant with 30 years of B2B sales experience. He's an Amazon best selling author and co-founder of Branders.com, the world's largest online seller of promotional products. They discuss the importance of being intentional in your sales career and making a plan to grow. Learn more at www.davidmasover.com.

Ep4: Randy starts his Women in Sales leadership series by talking with Lori Richardson of Score More Sales. Why aren't more women working in sales and sales leadership positions? What can companies and candidates do to open up the market for women and impact the industry? Lori is one of the 2018 LinkenIn® top 10 Sales voices. Learn more about her sales empowerment and development programs at www.scoremoresales.com

Ep3: Ronnell Richards, creator and host of Business and Bourbon, joins Randy to talk about his entrepreneurial spirit, mental health, meditation and what's led him to build successful businesses. He's a mentor and coach who's teaching other entrepreneurs the best practices of building a business. Learn more at www.ronnellrichards.com

Ep2: Randy interviews Larry Levine, the best-selling author of Selling from the Heart and co-host of the Selling from the Heart Podcast. We discuss the power of story, the non-negotiable need for constant prospecting, and so much more!

Ep1: In our first episode, Randy talks with Ken Lundin about WHY this podcast is so important NOW. We get a preview of the sales lessons he’s learned in 30 years of B2B selling, and how sales professionals can achieve amazing growth by Focusing on What Matters®.