Podcasts about b2b sales

Show Resources Jenn Moy's LinkedIn profile - follow and connect! Jackie Morris' LinkedIn profile - follow and connect! Join the LinkedIn Ads Fanatics community and get access to our 4 courses to take you from beginner to expert Rate/Review Contact us with any questions, suggestions, or corrections! Summary B2B buying has never been more complex—decision cycles are longer, shortlists are shrinking, and deals often stall due to indecision. In this episode, I sit down with LinkedIn's Jen and Jackie to unpack how Buyer Group Targeting can help marketers reach the full buying committee—not just the end user—and drive better results. We cover LinkedIn's unique data, real-world success stories, and practical tips for layering this new targeting into your campaigns. If you're ready to boost conversions, improve cost efficiency, and win over the entire buying group, you won't want to miss this conversation. Transcript For the full show transcript, see the show notes page here: Episode 165

Check out the TIES Sales Showdown at www.tx.ag/TIESVisit The Sales Lab at https://thesaleslab.org and check out all our guests' recommended readings at https://thesaleslab.org/reading-listTo listen to The Sales Lab Podcast on your favorite apps, visit https://thesaleslab.simplecast.com/ and select your preferred method of listening.Connect with us on Facebook at https://www.facebook.com/saleslabpodcastConnect with us on Linkedin at https://www.linkedin.com/company/thesaleslabSubscribe to The Sales Lab channel on YouTube at  https://www.youtube.com/channel/UCp703YWbD3-KO73NXUTBI-Q 

Send us a textIs cold calling dead? It's the most controversial question in sales, and this week on "The Selling Podcast," Mike and Scott tackle the debate head-on. In a classic showdown of old-school grit versus new-school tech, they lay out the powerful case for and against the cold call.On one side, they argue that cold calling is far from dead, serving as a direct, fast path to decision-makers and a powerful way to build genuine human connection in a digital world. They even explain why, in industries like medical and B2B services, the phone still reigns supreme and is an essential "boot camp" for building a new rep's pipeline and resilience.On the other side, they don't shy away from the harsh realities. They dissect the frustrations of navigating gatekeepers and voicemail graveyards, the low ROI compared to highly targeted social selling, and how the modern buyer's behavior has made cold calls feel like an interruption. They also confront the real issue of burnout and morale that constant rejection can cause.This episode is a balanced, no-BS look at both sides of the argument. Mike and Scott's signature banter will have you laughing as you re-evaluate your own prospecting strategy and decide for yourself if cold calling is a vital tool or a relic of the past.Support the showScott SchlofmanMike Williams - Cell 801-635-7773 #sales #podcast #customerfirst #relationships #success #pipeline #funnel #sales success #selling #salescoach

In this episode of OnBase, host Paul Gibson sits down with Carolina Bräuninger from doinstruct to explore the intricacies of building a winning go-to-market (GTM) strategy. Drawing from her journey in B2B software sales and her leadership in the construction vertical, Carolina shares lessons on industry-focused pods, balancing short-term execution with long-term growth, and how to truly understand customer pain points when scaling into new markets.The conversation covers practical strategies for entering verticals, aligning sales and marketing, and leveraging AI as a productivity booster — while avoiding blind reliance on it. Carolina also sheds light on the unique challenges and opportunities in the construction industry, the value of industry expert interviews, and the importance of authenticity in sales conversations.Key TakeawaysIndustry Context Matters: GTM strategies must be tailored to verticals. Language, lingo, and stakeholder priorities vary drastically across industries.Pods Drive Relevance: Organizing teams into industry pods ensures consistent market knowledge, relevant messaging, and better marketing alignment.Mini-Milestones Over Quick Wins: Interviews with industry experts, successful demos, and early inbound signals are often more valuable than chasing premature closed deals.Sales–Marketing Alignment is Non-Negotiable: Misalignment wastes pipeline. Both teams must see themselves as service providers for one another.AI is a Time Saver, Not a Silver Bullet: When trained correctly, AI can reduce prep time by up to 70%, but human oversight and contextual understanding are essential.Authenticity Wins in Construction: Avoid jargon and buzzwords — being real and informed is critical when selling to down-to-earth industry leaders.Quotes“Marketing and sales aren't silos. They're service providers for each other.”Best Moments (00:50) – Carolina shares her journey from SDR to construction pod lead.(06:40) – The role of vertical-focused pods in shaping GTM.(11:30) – Unique challenges in the construction industry and the importance of authenticity.(17:40) – Mini milestones and industry expert interviews as success markers.(26:00) – Rethinking sales and marketing alignment as mutual service.(44:50) – The role of AI in GTM strategies and the need for human oversight.Resource RecommendationsPodcastsBusiness Movers (Wondery) – A podcast exploring the origins of iconic companies.About the GuestCarolina Bräuninger is a Senior Enterprise Account Executive at doinstruct, where she helps B2B customers across industries achieve their business goals. With nearly seven years of sales experience, she has built a track record of consistently exceeding targets and driving results.Carolina has also developed strong expertise in sales processes and social media communication, drawing on projects such as her podcast Girl in Sales. Beyond her role, she is passionate about mentoring sales newcomers, sharing knowledge, and empowering the next generation of professionals to succeed.⁠Connect with Carolina⁠.

You're very familiar with Amazon. Have you ever thought about selling on Amazon…B2B? It's not as crazy as it sounds. In fact, Amazon can be an incredibly powerful platform for B2B sales, as well. We wanted you to hear from a pro who can help you get super tactical on Amazon, so we welcomed on Carolyn Lowe, CEO & Founder of ROI Swift. They help brands scale smarter & faster on Amazon. For more about ForthRight Business by ForthRight People or for 1:1 consultation, check us out at ForthRight-Business.com And as always, if you need Strategic Counsel, don't hesitate to reach out to us at: ForthRight-People.com FACEBOOK https://www.facebook.com/forthrightpeople.marketingagency INSTAGRAM https://www.instagram.com/forthrightpeople/ LINKEDIN https://www.linkedin.com/company/forthright-people/ RESOURCES https://www.forthright-people.com/resources VIRTUAL CONSULTANCY https://www.forthright-people.com/shop

I speak about how mindset is shaped by culture and how it impacts business and self-confidence, comparing Portugal, Germany, and the US. I share lessons learned from interacting with entrepreneurs, especially around valuing your work and selling yourself. I talk about my new advertising project, Oliver Media, the challenges of B2B sales, and differences in how people approach business across countries. I reflect on how surrounding yourself with a strong entrepreneurial mindset can change what you believe is possible, and why understanding culture is key for B2B success.Timestamps by PodSqueezeIntroduction and Episode Overview 00:00:00  How to Support the Podcast & Contact Info 00:01:29  Coworking Space Story & Cultural Observations 00:02:52  Salary Expectations: Portugal vs. Germany 00:03:53  Cultural Mindset and Its Impact 00:05:24  Business Mindset: Portugal vs. US 00:06:47  US Clients and Investment in Projects 00:08:12  Case Study: Portuguese-American Entrepreneur 00:10:38  American Attitude Toward Business and Monetization 00:11:50  Introducing Oliver Media Project 00:12:57  Building a Podcast Advertising Network 00:14:14  Challenges in Portuguese Podcast Advertising 00:15:27  Learning to Sell Advertising as a Product 00:16:35  B2B Sales Focus and Strategy 00:19:49  Cultural Nuances in B2B Sales 00:20:57  Mindset Differences Across Countries and Continents 00:22:02  Learning from American Business Culture 00:23:21  Conclusion and Call for Listener Interaction 00:24:34

This is from our video on Cold Call Example Calling a Free Trial User. Watch the video here https://youtu.be/uDJG8vgBa4E?si=anhdEBoeYIPJsvsf

It's September, Jess's favourite month of the year as it's her birthday and historically, it's the best time of year to sell to corporate companies.    But, as 2025 continues to shape up as a tumultuous “year of chaos,” she's taking a fresh look at whether this golden window for B2B sales still holds up in today's market. In this episode, Jess gets real about the trends and challenges you can expect in the final sales quarter, including everything from shifting B2C strategies and income-grabbing tactics to the impact of economic and political changes on the corporate buying landscape. She'll also share why having a strong, adaptable sales process is more critical than ever—and how the rise of external suppliers, increased market competition, and changing budget cycles could affect your ability to land corporate clients. Jess also reveals the launch of the brand new Expert Services Directory—a proactive marketing platform connecting coaches, consultants, and service providers with over 16,000 decision-makers across the UK. So pour yourself a cup of coffee and join Jess as she unpacks what it REALLY takes to succeed Selling to Corporate this September, and how you can position yourself for success during the most pivotal quarter of the year. Here's what you need to know: 1. Why B2C Turbulence Impacts B2B Sales The entrepreneurial online space is, frankly, a bit wild right now. Between income grabs, desperate sales tactics, and people pivoting into new offers, the B2C market is flooded. But when solopreneurs can't make it B2C, they turn to Selling to Corporate — which means more competition (and, sometimes, less trust) in our B2B world. 2. Your Sales Process Matters More Than Ever Luck-based B2B sales? That's so 2019. This year, decision makers are wary and more selective about external suppliers—thanks to past overpromises and under-deliveries. The result: if your sales process isn't dialed in, you're set up for feast-and-famine revenue or worse, no results at all. Ask yourself: Are you consistently booking 5 (or more) qualified sales calls a month? Are you closing at least 3 out of every 5 calls? Does it take you more than 90 days to go from cold lead to signed client (for deals under 100k)? If you're not hitting those marks, it's time for a tune up. 3. The Opportunity Is Still Massive – IF You're Positioned Right Despite the uncertainty, over 58% of companies are more likely to hire external suppliers this year. Projects are unfinished, budgets need spending, and corporate resources are at their limits – they want outside help, and now's your chance. But, you need to stand out from the surge of new “consultants” and “coaches” sliding in from the struggling B2C arena. September still holds enormous potential for selling to corporate clients – but only for those with a strong sales process. This isn't the time to rely on word-of-mouth or dabble half-heartedly. Commit, get strategic, and focus on genuine lead generation and relationship-building.   Key Resources Mentioned in this Episode:   Click ​​https://expertservicesdirectory.com/ to check out The Expert Services Directory.   If you want to learn more about The Expert Services Directory, click here: http://bit.ly/4f3ch1I   If you've enjoyed listening to How educating decision makers is screwing your sales process check out these other episodes that may be of interest.   STC053 Why September is your best time to sell to corporate organisations -  https://bit.ly/SellingtoCorporate053   STC107 How you can create a top performer sales mindset - https://bit.ly/SellingToCorporate107                  Converting Corporates is the B2B sales event of the year for service based entrepreneurs, if you want to join the waitlist for 2026 click the link https://smartleaderssell.vipmembervault.com/cc2026waitlist   If you would like to sign up for our weekly newsletter to stay in touch with the latest B2B sales tips and techniques click https://sellingtocorporate.com/newsletter/   Content Disclaimer The information contained above is provided for information purposes only. The contents of this article, video or audio are not intended to amount to advice and you should not rely on any of the contents of this article, video or audio. Professional advice should be obtained before taking or refraining from taking any action as a result of the contents of this article, video or audio. Jessica Lorimer disclaims all liability and responsibility arising from any reliance placed on any of the contents of this article, video or audio. Disclaimer: Some of these links are for products and services offered by the podcast creator.  

In Episode 150 of Noob School, I sit down with David Shaner of Greenville, SC—Principal of CONNECT Consulting LLC and longtime advisor to leaders who want to strengthen culture and performance.Our conversation touches on a wide range of leadership lessons, from the small signals that can shape company culture, to how leaders build trust across an organization, to why transparency—financial and otherwise—can be a powerful motivator. David shares insights from his decades of experience helping organizations improve performance by getting employees to think and act like owners, while I offer stories from my own journey in business and sales.This episode is packed with practical wisdom and thought-provoking takeaways for business owners, sales leaders, and anyone looking to grow both their people and their company.Get your sales in rhythm with The Sterling Method: https://SterlingSales.co I'm going to be sharing my secrets on all my social channels, but if you want them all at your fingertips, start with my book, Sales for Noobs: https://amzn.to/3tiaxsL Subscribe to our newsletter today: https://bit.ly/3Ned5kL #SalesTraining #B2BSales #SalesExcellence #SalesStrategy #BusinessGrowth #SalesLeadership #SalesSuccess #SalesCoaching #SalesSkills #SalesInnovation #SalesTips #SalesPerformance #SalesTransformation #SalesTeamDevelopment #SalesMotivation #SalesEnablement #SalesGoals #SalesExpertise #SalesInsights #SalesTrends#salestrends

In this episode of the Revenue Builders Podcast, hosts John McMahon and John Kaplan are joined by Steve Waugh, a legendary enterprise software salesperson. Steve shares his journey from starting at IT resellers to executing some of the largest deals in enterprise software at companies like Blade Logic, BMC, and Medallia. He outlines strategies for identifying champions and detractors, the importance of mindset, belief in one's product, and understanding the customer's business impact. Additionally, Steve discusses the critical role of executive support in closing big deals and offers insights into navigating internal challenges within one's company. This episode is a treasure trove of wisdom for anyone looking to understand the art and science of selling large enterprise software deals.ADDITIONAL RESOURCESConnect and learn more from Steve Waugh:https://www.linkedin.com/in/steve-waugh-4833b57/Watch Force Management's Panel Discussion on Growth, Valuation and Execution: https://bit.ly/4p6kyGSRead the Guide on Winning Government Contracts: https://bit.ly/3UYAOvOEnjoying the podcast? Sign up to receive new episodes straight to your inbox: https://hubs.li/Q02R10xN0HERE ARE SOME KEY SECTIONS TO CHECK OUT[00:02:19] Steve's Early Career and First Big Deal[00:04:30] Breaking into Financial Services[00:07:36] Mindset for Selling Big Deals[00:11:50] Identifying and Handling Detractors[00:22:21] Cost vs. Value in Sales[00:32:10] The Importance of Content in Sales[00:32:50] Embracing Your Unique Style[00:34:53] Believing in Your Product[00:36:39] Navigating Company Challenges[00:37:55] The Art of Big Deal Selling[00:46:33] Uncovering Hidden Opportunities[00:51:21] Mastering Executive Communication[00:53:43] Career Pathing and LeadershipHIGHLIGHT QUOTES[00:20:49] "You have to believe that everybody gets up and puts their pants on the same way."[00:24:26] "If a customer's constantly looking at cost, you haven't got 'em converted—you gotta get 'em to forget cost and look at the value."[00:33:09] "You gotta know who your friends are, but you gotta know your enemies better."[00:46:46] "Executives don't care how you do it—they care about the 'so what.'"[00:54:17] "If my own leader doesn't believe me, it makes it uber hard for me to accomplish it."[00:56:48] "It's a two-way street. The company has to support their people to believe they can do it, and they have to have that same courage."

This is from our video on Tactic Tuesday: Focus On the Prospect's Pain Points. Watch the video here https://www.youtube.com/live/vxAEI_55Tz4?si=zVdq3SX1AN_TEvb5

In dieser Episode von VTALK sprechen wir mit Henry Kayser, ehemals Head of Sales bei Zoom, über das vielleicht wichtigste Thema im modernen Vertrieb: Empathie. Henry zeigt, warum echte Führung heute mehr mit Kulturarbeit als mit KPI-Druck zu tun hat – und wie Sales Leader ihre Teams zu Höchstleistungen führen können, auch im Remote-Setup. Er erzählt von seinen Erfahrungen beim Aufbau des europäischen Zoom-Hubs während des Hypergrowths in der Pandemie und verrät, welche kleinen Hacks – von Walk-and-Talk-Meetings bis zu persönlichen Videobotschaften – den entscheidenden Unterschied machen. Diese Folge ist ein Must-Listen für alle, die im Vertrieb Verantwortung tragen – ob als Sales Manager, Vertriebsleiter:in oder Gründer:in. Lerne, wie Empathie dich zur besseren Führungskraft macht – und dein Team zu nachhaltigem Vertriebserfolg führt.

Send us a textEver wonder what separates the good sales reps from the truly great ones—the ones who consistently meet and exceed their quota, quarter after quarter? This week on "The Selling Podcast," Mike and Scott pull back the curtain on the top three things elite sales professionals do to achieve consistent success. No guests, no fluff, just actionable wisdom you can implement immediately.We dive deep into three core principles:They Own Their Pipeline Like a CEO: Elite reps don't sit back and wait for leads to land in their lap. We'll show you why the best in the business act like the CEO of their own sales territory, taking full ownership of their prospecting. Learn to understand the value and velocity of every opportunity in your pipeline, ensuring a steady, predictable flow of business that you control.They Sell with Purpose, Not Just Products: Quota crushers are more than just product experts—they are customer-centric problem solvers. We explain why focusing on features is a rookie mistake. Instead, learn how to ask smart, situational questions that uncover your prospect's pain points and allow you to tailor your pitch to their specific needs. Remember, people buy outcomes, not options.They Follow Through and Follow Up Relentlessly: The final secret to success isn't just about closing, but about finishing. We reveal why the most successful sales reps are masters of follow-up. Discover how to set clear next steps in every interaction and relentlessly circle back on old leads. We'll prove that in a world full of distractions, your persistence is your most professional asset.Tune in to learn the three habits that will transform your sales game and help you start crushing your own quota.Support the showScott SchlofmanMike Williams - Cell 801-635-7773 #sales #podcast #customerfirst #relationships #success #pipeline #funnel #sales success #selling #salescoach

This week, Jeff Clark, former Forrester analyst and now Principal Analyst at Cleantech Insiders, is back from vacation, and he and our host Ian Truscott pull five f'in' things that caught his eye from the Norwest B2B Sales & Marketing Benchmark Report that they first talked about in their budgeting discussion in episode 280.  The five discussion points: Sales cycles are getting longer The pressure for buyer urgency Teach your AEs well The pressure is on product marketing The AI revolution is here As always, we welcome your feedback. If you have a suggestion for a topic that's hot for you that we should discuss, please get in touch using the links below. Enjoy! — The Links The people: Ian Truscott on LinkedIn and Bluesky Jeff Clark on LinkedIn Mentioned this week: B2B Sales & Marketing Benchmark Report: Results Revealed - Norwest Ian's column - Tuesday 2¢ - Why Now? Jeff's firm - Cleantech Insiders Ian's firm - Velocity B Rockstar CMO: The Beat Newsletter that we send every Monday Rockstar CMO on the web, Twitter, and LinkedIn Previous episodes and all the show notes: Rockstar CMO FM. Track List: Stienski & Mass Media - We'll be right back Remember The Name (Official Video) - Fort Minor You can listen to this on all good podcast platforms, like Apple, Amazon, and Spotify. Learn more about your ad choices. Visit megaphone.fm/adchoices

Welcome to Sales & Cigars, the sales podcast where the only smoke we blow is from cigars. Join host Walter Crosby as he sits down with sales veteran John Powers, founder of Power Up Sales, for an enlightening discussion on developing effective B2B sales strategies. With decades of experience, John's first-time podcast appearance brings a wealth of knowledge to the table. In this episode: John introduces his F.A.S.T. sales development model—focus, accountability, strategy, and teaching/coaching—highlighting its universal applicability across industries. They explore why having a structured and proactive sales management approach is vital for small and mid-sized businesses aiming to optimize their sales teams. John's insights also cover the importance of sales management, including the pitfalls of promoting top salespeople into managerial roles without proper training. Together, they unravel how accountability, aligned with personal and corporate goals, can lead not just to effective sales management but to significant business growth. John emphasizes creating a positive culture around accountability, turning it into a desired component of organizational success rather than something to fear. Key Topics: Understanding and implementing the F.A.S.T. model in sales development The critical role of structured coaching in boosting sales performance Cultivating a positive culture of accountability within teams Bridging the gap between individual sales goals and company objectives The changing landscape of sales and how to stay competitive Connect with John Powers: LinkedInPowerUp Sales & Consulting Connect with Walter Crosby and Sales & Cigars: Website: Helix Sales Development LinkedIn: Walter Crosby Instagram: @wcrosby248 Facebook: Helix Sales Development       Share Your Thoughts: We'd love to hear your feedback and experiences! Drop us a line and join the conversation on social media using #SalesAndCigars. Never Miss an Episode! Join the Sales & Cigars community by subscribing to our podcast and YouTube channel: Subscribe to the Podcast: Apple Podcasts: Subscribe on Apple Podcasts Spotify: Follow on Spotify ...and wherever you listen to podcasts! Subscribe to Us on YouTube: Stay updated with our latest video content by subscribing to our YouTube channel. Hit the bell icon for notifications on new uploads! YouTube: Sales & Cigars Channel Stay in the loop: By subscribing, you'll get instant access to new episodes, insightful conversations, and bonus content designed to elevate your sales skills and more. Keep savoring those cigars and stay sharp in sales! Until next time, keep listening to Sales & Cigars—the podcast where the only smoke we blow is from cigars.  

In this episode of The Kula Ring, hosts Jeff White and Carman Pirie talk with Rajeev Thakur, Director of Marketing and Business Development at Silanna Semiconductor. With over 25 years in the automotive industry and a unique blend of engineering and marketing expertise, Rajeev discusses navigating long, complex sales cycles, balancing highly technical conversations with business value, and adapting messaging across industries. He also shares insights on building trust in niche markets, fostering partnerships, and leveraging conferences for targeted outreach.

In this week's Tactic Tuesday, we are going to discuss 6 things we recommend you stop saying in your cold email messages. These recommendations are very small changes that are easy to implement, and they could an immediate improvement in how your cold emails (and DMs) are received by your prospects. Watch the video here https://www.youtube.com/live/wFq1Vk6i7j4?si=xklTbJN51w_12fAh

Here is a FAQ Video on the Courses: https://youtu.be/0F7imrzjXWs Here is a deep dive into which course is best for you: https://youtu.be/JM_jgS8M-iU https://www.b2bRevenue.com - Get Your Free E-Book on How Companies make Decisions. FAQ: 1 YEAR ACCESS, PAY MONTHLY OR ANNUALLY NOT A SUBSCRIPTION OFFICE HOURS EVERY  OTHER WEEK VIA ZOOM. 1 HOUR GROUP Q&A. UNLIMITED 1-ON-1'S  ARE FREE AS LONG AS THEY CAN BE SHARED IN THE COURSE. 1-ON-1 ARE FULL ACCESS ON DAY ONE - NOTHING IS GATED OR TIME RELEASED. ALL CONTENT IS VIDEO BASED AND SELF PACED I RECOMMEND TAKE COURSE ONCE WITHOUT NOTES OR APPLYING IT SO YOU UNDERSTAND THE BIG PICTURE FIRST. THEN TAKE AND APPLY IT STEP BY STEP. YOU START WHEN YOU WANT AND GO AS FAST OR SLOW AS NEEDED.   Email me additional questions: briangburns@me.com     — SAMPLE EMAIL TO EXPENSE THE COURSE MGR,   I have been listening to the brutal truth about sales podcast for X months and it speaks to the issues we face.   They currently offer a course that includes video instruction, group Q&A and One-on-One coaching. I'm committed to my own personal development and would like your help in expensing the course.   It would pay for itself if I closed only one new deal of $X value.   Please let me know by Friday if I can move forward with this 1 year course.   Thanks, ME Here are some student interviews from the courses:      ———————————————————————————————————— Audible 30 day Free Trial: http://www.audibletrial.com/BrutalTruth

Check out the TIES Sales Showdown at www.tx.ag/TIESVisit The Sales Lab at https://thesaleslab.org and check out all our guests' recommended readings at https://thesaleslab.org/reading-listTo listen to The Sales Lab Podcast on your favorite apps, visit https://thesaleslab.simplecast.com/ and select your preferred method of listening.Connect with us on Facebook at https://www.facebook.com/saleslabpodcastConnect with us on Linkedin at https://www.linkedin.com/company/thesaleslabSubscribe to The Sales Lab channel on YouTube at  https://www.youtube.com/channel/UCp703YWbD3-KO73NXUTBI-Q 

This is the audio from our video on Mindset Monday: You Have What It Takes. You can watch the video here https://www.youtube.com/live/G5yvW6sdnQ0?si=8WcD--gwNPeSpOYU

We deep dive into the interplay between artificial intelligence (AI) and human interaction in B2B sales environments. Our discussion traversed through the significance of forward-thinking, the essence of understanding customer needs, and the pivotal role of differentiation in today's competitive market. We unravel the nuances of fostering meaningful connections in the B2B landscape, and explore actionable takeaways to enhance your customer engagement and boost sales growth. The episode sheds light on the indispensable human element that drives authentic customer experiences and ultimately, business success. About Jim Rembach Jim Rembach is a seasoned expert in the realms of B2B Sales Strategies and Customer Experience, bringing a wealth of knowledge and a human-centric approach to the table. With a strong emphasis on building meaningful connections in the business sphere, Jim challenges conventional methods by advocating for a deeper understanding and engagement with customers. His perspective, rooted in the belief that genuine human interactions are a cornerstone for success in the B2B landscape, provides a fresh and much-needed take on how businesses can navigate the complex waters of sales and customer satisfaction. Through his insightful narratives, Jim encapsulates the essence of creating value not just for businesses but for the customers they serve, shedding light on the path towards sustainable growth and meaningful business relationships. Resources Call Center Coach: https://callcentercoach.com/ https://callcentercoach.com/ Please, hit the follow button: Apple Podcast: http://cxgoalkeeper.com/apple Spotify: http://cxgoalkeeper.com/spotify We'd love to hear your thoughts — leave a comment and share your feedback! Follow Gregorio Uglioni on Linkedin: https://www.linkedin.com/in/gregorio-uglioni/ About Gregorio Uglioni: Transforming Business Into Value Generating Engines - Creating Long-Lasting Impact Leveraging Customer Experience - Host Of The Globally Recognized CX Goalkeeper Podcast “Customer Experience Goals” - Speaker at global events & at podcasts - Judge at International Awards - CX Lecturer for several institutions Listen to more podcasts on The Agile Brand network here: https://agilebrandguide.com/the-agile-brand-podcasts/

Show Resources Coupon Code to save money on Shape.io: B2 Bidding/Budgeting Episode Join the LinkedIn Ads Fanatics community and get access to our 4 courses to take you from beginner to expert Rate/Review Contact us with any questions, suggestions, corrections! Summary Struggling to keep your LinkedIn Ads budget on track all month long? You're not alone—this week on The LinkedIn Ads Show, host AJ Wilcox dives deep into the tricky world of pacing your ad spend. From the pitfalls of daily budgets and lifetime caps to the tools and strategies that actually work, this episode is packed with expert insights to help you avoid overspending and take full control of your LinkedIn Ads campaigns. Whether you're managing budgets manually or looking for automation that actually delivers, you won't want to miss this one. Show Transcript For the full show transcript, see the show notes page here: Episode 164

In this episode of the Revenue Builders Podcast, hosts John McMahon and John Kaplan are joined by Tom Heiser, a distinguished technology chairman, CEO, and board director with extensive leadership experience. The episode delves into Heiser's career journey from a sales trainee at EMC Corporation to leadership roles in multiple private equity-backed companies. Key topics discussed include the importance of empowerment in leadership, the value of persistence and adaptability, self-awareness, and the impact of authentic and vulnerable leadership. Heiser also shares insights from his personal mentors and experiences, including the concept of 'commanders intent' and the critical role of understanding and evolving within one's career.ADDITIONAL RESOURCESLearn more about Tom Heiser:https://www.linkedin.com/in/tom-heiser-83b86680/Watch Force Management's Panel Discussion on AI in Sales Leadership: https://hubs.ly/Q03rlW4Z0Download the CRO Strategy Checklist: https://hubs.li/Q03f8LmX0Enjoying the podcast? Sign up to receive new episodes straight to your inbox: https://hubs.li/Q02R10xN0HERE ARE SOME KEY SECTIONS TO CHECK OUT[00:03:52] The Importance of Reinvention and Growth[00:04:48] Impact of Force Management[00:09:50] Tom Heiser's Management Tenets[00:23:06] The Role of Self-Awareness in Leadership[00:33:13] The Power of Passion in Leadership[00:34:17] Understanding Emotional Proprioception[00:35:21] The Importance of Self-Awareness[00:37:00] Embracing Vulnerability and Authenticity[00:40:54] Empowerment: The Key to Effective Leadership[00:49:43] Commander's Intent and Leadership Strategies[00:58:26] Persistence and Determination in Leadership[01:01:05] Learning from AdversityHIGHLIGHT QUOTES[00:05:41] "You constantly have to reinvent yourself. What got you here is not gonna get you to where you want to go."[00:21:59] "When I told them what to do, I owned it. When they got there, they owned it. That was a force multiplier."[00:58:42] "Persistence and determination alone are omnipotent."[00:59:32] "What's the difference between an EMC sales rep and a pit bull? The pit bull eventually gives up."[01:01:04] "Tough times are not fun, but look at them for the learning experiences they offer."

Send us a textOn "The Selling Podcast" we're celebrating our 5-year anniversary! To mark the occasion, Mike and Scott take an unforgettable look back at half a decade of hard-won sales wisdom, funny banter, and unforgettable guests. But this isn't your typical retrospective.In a first for the show, Mike and Scott get a little help from the future, using AI personalities generated by NotebookLM to help them revisit and distill the most impactful moments from past episodes. It was a blast to make, and the result is a potent "best of" that's perfect for both new listeners catching up and longtime fans ready for a trip down memory lane.We'll re-explore some of our most popular topics, revisit key strategies for overcoming objections, and reinforce the core principles that have defined the podcast from day one. If you've ever wondered how to apply practical, no-nonsense advice to your sales career, this episode is a powerful reminder that the fundamentals are timeless.Tune in to celebrate five years of helping you sell better, live better, and most of all... enjoy more!Support the showScott SchlofmanMike Williams - Cell 801-635-7773 #sales #podcast #customerfirst #relationships #success #pipeline #funnel #sales success #selling #salescoach

If your B2B sales strategy relies heavily on cold outreach, you're missing a bigger opportunity: visibility.In this episode, host Doug C. Brown speaks with executive strategist Bill Rice about how to use personal branding and platform presence—especially on LinkedIn—to create warm leads that convert faster and scale without paid ads.

Only 1% of HubSpot's 6,500+ partners ever reach elite status. So what do the top 1% do differently?Brendan Walsh built his agency into that exclusive group, but the path had its challenges. He went 7 months without paying himself during a cash crunch and learned when to say no to clients - and crucially, when it's too early to start saying no.In this first-ever Belkins episode recorded LIVE, Michael and Brendan sit face to face to go through the hardest lessons, biggest mistakes, and key decisions that turned Mole Street into a successful consultancy.They dig into what it really takes to build lasting partnerships - both in business and with co-founders - and the expensive lessons most founders learn the hard way.What we cover:

Dive deep with us in Noob School Episode 149, featuring Diana Herrmann Davis, Assistant Director of Employer Recruitment and Center Operations at The Citadel. Diana walks us through her multifaceted career—from her polished beginnings at NASCAR, where she shaped media communications and archival storytelling, to dynamic roles in higher education career services at institutions like the University of Pittsburgh and Robert Morris University.She then pivoted into sales as a Sales Associate at Hylo, before evolving into a leadership role at The Citadel—where she's now also spearheading recruitment operations, coordinating career services, and teaching as an adjunct professor. Along the way, her advanced degrees from East Carolina University and the University of Pittsburgh have given her a strong academic foundation.Whether you're mapping a career change, thinking of merging sales skills with education, or aiming to lead in campus operations, Diana's journey delivers rich, actionable insights for your professional evolution.Get your sales in rhythm with The Sterling Method: https://SterlingSales.coI'm going to be sharing my secrets on all my social channels, but if you want them all at your fingertips, start with my book, Sales for Noobs: https://amzn.to/3tiaxsLSubscribe to our newsletter today: https://bit.ly/3Ned5kL#SalesTraining #B2BSales #SalesExcellence #SalesStrategy #BusinessGrowth #SalesLeadership #SalesSuccess #SalesCoaching #SalesSkills #SalesInnovation #SalesTips #SalesPerformance #SalesTransformation #SalesTeamDevelopment #SalesMotivation #SalesEnablement #SalesGoals #SalesExpertise #SalesInsights #SalesTrends#salestrends

Usman Sheikh is the Founder and CEO of Agentive, a next-generation AI platform that helps B2B companies generate pipeline, identify quality leads, and accelerate sales outcomes. A serial entrepreneur based in Silicon Valley, he specializes in building businesses at the intersection of AI and enterprise sales and marketing. Agentive envisions AI agents seamlessly collaborating to support revenue teams with a measurable, results-focused impact. This is Usman's fourth startup, reflecting his deep experience in creating and scaling innovative technology ventures. In this episode… Too many sales teams struggle with missed quotas, inconsistent pipelines, and wasted hours on administrative tasks. Even with AI tools at their disposal, companies often see little improvement in outcomes. Is the problem with the technology or with how it's being applied? According to Usman Sheikh, a serial entrepreneur who has built multiple ventures at the intersection of AI and B2B sales, the core issue is that most companies use AI to replicate human tasks instead of reimagining entire sales processes. He highlights that focusing solely on task automation leads to fragmented workflows and lost opportunities, while an outcome-driven approach can transform the entire sales cycle. By building systems that integrate ideal customer profiling, opportunity identification, and daily recommendations, sales teams can spend more time engaging prospects and less time bogged down in admin work. This shift not only increases efficiency but also improves conversion rates and revenue predictability. In this episode of the Revenue Engine Podcast, host Alex Gluz sits down with Usman Sheikh, Founder and CEO of Agentive, to talk about fixing broken B2B sales workflows with AI-powered strategies. They explore why traditional sales processes fail, how to build and maintain a rolling pipeline, and ways AI can enhance sales performance without replacing human judgment. Usman also shares key KPIs for measuring the impact of AI in sales organizations.

In this episode of the Revenue Builders Podcast, hosts John McMahon and John Kaplan are joined by Andy Clark, a seasoned sales leader with extensive experience in the Asia-Pacific (APAC) region. Andy shares his journey, which began with an unexpected leg injury that redirected his career towards mastering the Japanese market. He discusses the complexities of business in APAC, the critical importance of localizing go-to-market strategies, and the common mistakes companies make when entering these markets. With anecdotes from his own career, Andy highlights the crucial elements of success, from hiring the right local talent to understanding cultural nuances. He also delves into the challenges and strategies of forming joint ventures, and why companies need to be prepared for a long-term commitment to succeed in the region. If you're considering expanding your business into APAC, this episode is a must-listen for invaluable insights and practical advice.ADDITIONAL RESOURCESLearn more about Andrew Robert Clark:https://www.linkedin.com/in/andrewrobertclark/Watch Force Management's Panel Discussion on AI in Sales Leadership: https://hubs.ly/Q03rlW4Z0Download the CRO Strategy Checklist: https://hubs.li/Q03f8LmX0Enjoying the podcast? Sign up to receive new episodes straight to your inbox: https://hubs.li/Q02R10xN0HERE ARE SOME KEY SECTIONS TO CHECK OUT[00:04:26] Breaking into the Japanese Market[00:07:27] Expanding Across Asia Pacific[00:11:09] Challenges and Strategies in the Asia Pacific[00:19:32] Hiring and Leadership in Japan[00:32:50] Entering the Asia Pacific Market: A Strategic Approach[00:34:39] Exploring Japan's Business Landscape[00:35:29] Challenges of Joint Ventures in Japan[00:38:29] Strategies for Entering the Japanese Market[00:40:41] Building a Successful Team in Japan[00:45:47] Pricing and Market Dynamics in Japan[00:47:36] Expanding Beyond Japan: Korea and China[00:55:43] The Expat Experience: Opportunities and ChallengesHIGHLIGHT QUOTES[00:11:51] "The complexity of Asia Pacific is underestimated significantly."[00:17:59] "One of the worst things you can do in APJ is false start."[00:26:37] "Solid leadership and caring for your team... leading from the front and showing them what good looks like."[00:28:33] "Japanification is really the best word... blending both sides into a process and methodology."[00:31:26] "Be the same before you establish your difference."[00:56:42] "The opportunity to go overseas and work should be snatched up by anyone at any time."[00:59:25] "The experience overseas is career building and eye-opening, and I wouldn't change a thing."

In Episode 148 of Noob School, I talk with Kevin Farrell — a retired U.S. Army Colonel and now the President and CEO of Battlefield Leadership. Kevin's career has spanned the military, academia, consulting, and even Hollywood, where he served as the senior military advisor on the Brad Pitt film Fury. But through all of it, one theme has stayed constant: leadership matters, especially under pressure. We talk about how his experience leading troops in combat shaped his understanding of leadership — and why those lessons still apply to business leaders today. Kevin shares stories from his work helping companies grow stronger through historical case studies and dives into some of the most common leadership mistakes he sees in the corporate world. We also touch on the difference between managing and truly leading, and how teams can make that shift. Kevin brings a unique mix of hard-earned experience and academic depth, with advanced degrees from Columbia University and a long list of published work. Whether you're building a team, growing a business, or just trying to become a better leader — this conversation has something for you.

In-person meetings will always be the gold standard for building relationships. But in B2B, you can't always sit across the table right away. That's why B2B Personalized Video Marketing is such a powerful tool—it lets people see you, hear you, and understand your perspective before the first handshake.At World Innovators, we've seen this work firsthand. When I send an email with a short, personal video, people who have never met me before click because they want to see what I have to say. That video starts a conversation—viewers hear my tone, see my face, and begin to understand that I'm here to help them succeed.In this episode, I'll cover:What makes a B2B video truly personalized.Why videos in email campaigns increase engagement.How to make sure the right people see your video.Simple ways to use AI tools like ChatGPT to plan and repurpose content.If you have a video you're proud of but aren't sure how to get it in front of your ideal audience, let's make sure the right people are clicking, watching, and starting the conversation with you.Thank you for listening, please comment below and let me know what you are doing with your B2B Personalized Video Marketing.

Send us a textHow many times has a deal gone sour because of a simple miscommunication about expectations? This week on "The Selling Podcast," Mike and Scott welcome Pete Howland to break down the critical skill of setting and managing client expectations. This isn't just about good manners; it's about building trust, avoiding disappointment, and ensuring a fantastic customer experience.Pete reveals a simple yet powerful tactic: instead of giving a vague timeframe like "it'll be ready in a few hours," give a concrete time of day. "I'll have that to you by 3 PM" is a game-changer that eliminates ambiguity and shows you're in control.But the real secret, Pete argues, is asking the right questions to uncover the expectations your client already has—and you just don't know about yet. We dive into how to have these crucial conversations upfront to align on goals and build a collaborative, transparent relationship from the very start.This episode is your blueprint for moving beyond vague promises and into a world of clear, confident communication. Tune in as Pete breaks down how mastering this skill will not only save you from headaches but also consistently help you deliver an exceptional experience that keeps clients coming back.Support the showScott SchlofmanMike Williams - Cell 801-635-7773 #sales #podcast #customerfirst #relationships #success #pipeline #funnel #sales success #selling #salescoach

This is the audio from our video on 10 Cold Calling Tips: Go From Beginner to Master. You can watch the vidoe on our blog here https://salesscripter.com/10-cold-calling-tips-go-from-beginner-to-master/

Many B2B sales teams still struggle with an inconsistent pipeline. In this insightful conversation with host John Golden, lead generation expert Bill Rice shares his blueprint for achieving predictable, sustainable revenue growth. This isn't your average discussion about sales—it's a deep dive into the mindset and strategic actions required to succeed in a competitive landscape. Bill Rice challenges the conventional wisdom that salespeople should wait for marketing leads. He outlines a powerful framework that puts control back in the hands of the sales professional, emphasizing the critical role of personal brand, deep industry knowledge, and the smart application of technology. Tune in to discover how to create effective lead capture mechanisms, orchestrate multi-channel outreach, and define a sales process that enables you to forecast with confidence. This episode is a must-listen for anyone looking to build a B2B sales pipeline that is both robust and reliable.

In this episode of the Revenue Builders Podcast, hosts John McMahon and John Kaplan are joined by Carsten Neuhaus, a European Tennis Promotion Manager at YONEX. Carsten shares his extensive experience in scouting and recruiting tennis talent across Europe, drawing parallels between identifying potential in sports and business. He discusses the importance of long-term commitment in recruitment, the role of intuition, intangibles such as champion attitude and coachability, and the challenges of supporting young athletes on and off the court. The conversation delves into the importance of inner drive, adaptability, and the significance of maintaining balance and mental health. Carsten also highlights the pleasure and responsibility of seeing young talent succeed, as well as the intricate process of selling and embedding a brand's values within the rising stars.ADDITIONAL RESOURCESLearn more about Carsten Neuhaus:https://www.linkedin.com/in/carsten-neuhaus-4a929a12a/Watch Force Management's Panel Discussion on AI in Sales Leadership: https://hubs.ly/Q03rlW4Z0Download the CRO Strategy Checklist: https://hubs.li/Q03f8LmX0Enjoying the podcast? Sign up to receive new episodes straight to your inbox: https://hubs.li/Q02R10xN0HERE ARE SOME KEY SECTIONS TO CHECK OUT[00:02:41] Carsten's Scouting Success Stories[00:05:54] The Journey of Niels McDonald[00:14:51] The Importance of Intangibles in Scouting[00:21:55] Challenges and Realities of Modern Scouting[00:32:48] Parallels Between Sports Scouting and Sales Recruitment[00:37:22] The Role of Intuition in Talent Scouting[00:39:57] The Importance of Team Effort in Scouting[00:41:03] Challenges and Rewards of a Scout's Life[00:44:54] The Likability Factor in Recruitment[00:52:26] The Coachability and Adaptability of Athletes[00:56:20] The Mental Game and Social Media Impact[01:02:28] The Business Side of Scouting and RecruitingHIGHLIGHT QUOTES[00:06:58] “He had no fear. He came in and for me, it was the first time I realized he has attitude of a champion.”[00:14:06] “It was the first time that I was fighting against my own team because they didn't believe. And I took all the risks and it paid off.”[00:18:47] “The biggest talent is the will to work hard.”[00:32:53] “The two things that we always look for when we're looking for salespeople is drive and coachability.”[00:34:22] “We show them the door and they need to go through themselves.”[00:37:40] “AI can help to find a talent, but it will never replace a recruiter or a scout. No chance.”[01:09:40] “Sometimes you win and sometimes you learn. If you're not winning, you're learning.”

Send us a textEver feel like you're pitching to a brick wall? This week on "The Selling Podcast," Mike and Scott sit down with Ryan Blair, a dynamic change consultant, to tackle one of the toughest challenges in sales: getting people to embrace change. We all know change is hard—for us, and for our prospects—and Ryan provides the blueprint for making it happen.In this insightful episode, Ryan reveals his battle-tested tips and tricks for guiding people through the change process. He shares how to quickly and accurately identify the person who's simply not interested in your message and how to avoid wasting precious time on lost causes.But more importantly, Ryan breaks down how to strategically set up your sales and service process so that prospects are not just willing, but eager to change and implement your solution. He explains how to build a case for change that resonates on a deep level, turning resistance into enthusiasm.Tune in for a powerful conversation filled with actionable strategies on how to become a true change agent, not just a salesperson. Mike and Scott bring their signature blend of sharp wit and hard-hitting sales wisdom to make this a must-listen for any sales professional looking to get a "yes" from even the most change-averse clients.Scott SchlofmanMike Williams - Cell 801-635-7773 #sales #podcast #customerfirst #relationships #success #pipeline #funnel #sales success #selling #salescoach

Send us a textIn this episode, Daniel Mendez joins host Jason Mudd to discuss how PR drives B2B marketing and sales success.Tune in to learn more!Our Guest:Our episode guest is Collective Measures' Daniel Mendez, vice president of earned and owned media. He helps B2B companies integrate PR into their broader marketing strategies to support brand awareness, lead generation, and buyer engagement.Five things you'll learn from this episode:1. How PR can influence and support the B2B sales cycle2. Why aligning PR, marketing, and sales messaging improves buyer engagement3. How earned media helps generate leads4. The role of PR in positioning executives as trusted industry thought leaders5. Why measurement matters — and how to report PR impact in a B2B environment Quotables“The B2B buyer journey is long, complex, and very content-heavy.” — @DanielMendez“PR creates third-party validation that sales teams can use to move buyers forward.” — @DanielMendez“When PR, marketing, and sales aren't aligned, the buyer feels the disconnect.” — @DanielMendez“If you want measurable results from PR, it has to support business goals, not just brand awareness.” — @DanielMendez“There's no reason PR should be a silo anymore. It belongs in the B2B revenue conversation.” — @DanielMendezIf you enjoyed this episode, please take a moment to share it with a colleague or friend. You may also support us through Buy Me a Coffee or by leaving us a quick podcast review.About Daniel MendezDaniel Mendez is vice president of earned and owned media at Collective Measures, a Minneapolis-based performance marketing agency. With more than 15 years of experience across public relations, content marketing, and media strategy, Daniel helps B2B companies connect PR with business outcomes.At Collective Measures, Daniel works closely with marketing and sales teams to align messaging, support each stage of the buyer journey, and use earned media to drive awareness and credibility in niche markets. His approach bridges strategy and execution, making PR a measurable, impactful part of the demand generation engine.Guest's contact info and resources:Daniel Mendez's websiteDaniel Mendez on LinkedInAdditional Resources:Navigating PR and communications hiring with Brooke KrugerHow public relations impacts company reputation, revenue, and recruitingCorporate comms, PR, and marketing employee turnover and staffing is hurting brandsRecorded: May 10, 2025Our On Top of PR sponsors:Support the show On Top of PR is produced by Axia Public Relations, named by Forbes as one of America's Best PR Agencies. Axia is an expert PR firm for national brands. On Top of PR is sponsored by ReviewMaxer, the platform for monitoring, improving, and promoting online customer reviews.

In this short segment of the Revenue Builders Podcast, we revisit the discussion with veteran sales leader and CRO of RegScale, Eric Erston, to unpack what truly sets top-performing sales teams apart. From the importance of laser focus and understanding your ideal customer persona to evolving qualification strategies and leveraging modern tools to decode human motivation — Eric shares hard-won wisdom from decades in enterprise sales and leadership. Whether you're a rep or a revenue leader, this conversation reveals why success depends on where you spend your time — and who you spend it with.KEY TAKEAWAYS[00:00:25] Top performers exhibit relentless focus — not just on numbers but on aligning activity with outcomes.[00:01:10] Teams with process clarity and metric discipline stand in stark contrast to disorganized teams[00:01:52] The “measure twice, cut once” principle applies in sales — especially in qualification and time prioritization.[00:02:16] Beyond BANT: Success requires knowing the ideal company profile and persona profile — both matter deeply.[00:03:14] Not all CISOs are equal — role scope and influence vary by industry and product category.[00:03:54] Many teams ignore the depth of the human behind the persona — a costly oversight.[00:04:16] Use modern tools (social, blogs, panels, LinkedIn) to research what excites and motivates decision-makers.[00:05:36] There's a work persona and a human persona — both drive behavior. Understand them both.[00:06:00] Success in scale comes not from personal talent, but repeatable frameworks others can execute.QUOTES[00:00:25] "Top performers are always focused… focused on what they sell, their metrics, and what success actually looks like.[00:01:52] "Measure twice, cut once — you can't qualify without knowing what success looks like.[00:02:38] "I didn't spend enough time thinking about the role of the human… I thought if you get to the exec, you're good. Well, maybe."[00:03:54] "We know how they're measured — but we rarely go deeper into what drives them as a person."[00:06:49] "As a seller, I could get deals done. But when you're leading a team, you realize you have to teach those nuances."Listen to the full conversation through the link below.https://revenue-builders.simplecast.com/episodes/mastering-sales-leadership-with-eric-erstonEnjoying the podcast? Sign up to receive new episodes straight to your inbox:https://hubs.li/Q02R10xN0Check out John McMahon's book here:Amazon Link: https://a.co/d/1K7DDC4Check out Force Management's Ascender platform here: https://my.ascender.co/Ascender/

Learn how to stop wasting money per lead on bad CTAs If you're spending thousands of dollars per lead and wondering why your landing pages aren't converting, this episode is for you. The marketing world is obsessed with fancy ads and perfect audiences, but here's what I know - most of the time, your biggest opportunity is sitting right there on your landing page. In this episode, I sat down with Sahil Patel to uncover the shocking truth about why common call-to-action buttons like "Request a Demo" are killing your conversions, and reveal the simple changes that can double your results. We talked about how B2B sales is heading for a massive disruption, just like how Tesla and Carvana completely changed car buying forever. Sahil Patel runs a company called Spiralize and this guy has the proof to back up everything he says. He's tested over 1,500 different websites with millions of visitors, so when he tells you what works and what doesn't, you should pay attention. What I love about Sahil is he doesn't just talk about fancy theories - he breaks down website stuff into simple tips that you can use right now. He shares helpful advice on LinkedIn four times a week, and his superpower is showing businesses exactly why their websites aren't making money and how to fix them today. KEY TAKEAWAYS: "Request a Demo" is the worst-performing call-to-action button because it sounds passive and reminds people they have to talk to a salesperson. "Get Started" and "Get a Demo" are the highest-converting CTAs because they're action-focused and don't feel like you're asking for something. Your landing page headline must match your ad copy exactly - if your ad says "cat food" but your page shows "dog food," people will leave immediately. Younger generations (Gen Z and Millennials) hate phone calls so much that B2B sales will shift toward self-service buying, just like Tesla and Carvana did for cars. You need at least 100 form submissions on each version of your test before you can trust the results and make changes. Shorter, more skimmable landing pages work better than long ones because people spend less than two minutes reading your page. AI can help you write faster first drafts of copy, but humans still need to refine it and create emotional hooks that connect with buyers. Having a therapist before you need one is critical for business leaders because running a company means living through constant ups and downs. Growing your business is hard, but it doesn't have to be. In this podcast, we will be discussing top level strategies for both growing and expanding your business beyond seven figures. The show will feature a mix of pure content and expert interviews to present key concepts and fundamental topics in a variety of different formats. We believe that this format will enable our listeners to learn the most from the show, implement more in their businesses, and get real value out of the podcast. Enjoy the show. Please remember to rate, review and subscribe to the podcast so you don't miss any future episodes. Your support and reviews are important and help us to grow and improve the show. Follow Charles Gaudet and Predictable Profits on Social Media: Facebook: facebook.com/PredictableProfits Instagram: instagram.com/predictableprofits Twitter: twitter.com/charlesgaudet LinkedIn: linkedin.com/in/charlesgaudet Visit Charles Gaudet's Wesbites: www.PredictableProfits.com

In this episode of the Revenue Builders Podcast, hosts John McMahon and John Kaplan welcome Steve McCluskey to delve into the essentials of data-driven sales leadership. They discuss why a foundational "playbook" is crucial before implementing metrics, how to balance activity with accomplishment, and the importance of creating a simple, effective operating rhythm. Drawing on extensive experience, Steve shares practical examples, like the "Magnificent Seven" principle, to illustrate how leaders can use data not for micromanagement, but for targeted coaching, developing talent, and ultimately, driving predictable revenue growth.ADDITIONAL RESOURCESLearn more about Steve McCluskey:https://www.linkedin.com/in/stevemccluskey/Watch Force Management's Panel Discussion on AI in Sales Leadership: https://hubs.ly/Q03rlW4ZDownload the CRO Strategy Checklist: https://hubs.li/Q03f8LmX0Enjoying the podcast? Sign up to receive new episodes straight to your inbox: https://hubs.li/Q02R10xN0HERE ARE SOME KEY SECTIONS TO CHECK OUT[00:01:45] The Playbook: The Foundation of Data-Driven Leadership[00:06:12] The Three Dimensions of Sales Metrics[00:08:30] Balancing Activity vs. Accomplishment[00:13:21] The "Magnificent Seven": Learning from Top Performers[00:19:05] Adapting the Playbook to the Buyer's Journey[00:21:48] Holding Leaders Accountable for New Rep Ramp Time[00:29:45] Rock Management: How to Settle on the Critical Few Metrics[00:34:10] The Importance of a Cross-Functional Operating Rhythm[00:41:02] Why Data is Just the Starting Point for Coaching[00:44:31] Churn, Accountability, and Regretted Attrition[00:46:15] The Criticality of a Rep's First Deal[00:52:19] Management vs. Leadership: It's a Mindset[00:55:01] The Power of Simplicity in Metrics[00:58:12] Getting Emotionally Connected to MeasurementHIGHLIGHT QUOTES"I don't think that data-driven leadership really means anything without that playbook foundation.""One man's micromanagement is another man's success formula. It's just mindset.""The biggest point of leadership is the coaching aspect of it. You're not gonna read a list of metrics and be able to tell somebody what they're doing great... You have to watch the swing.""People don't leave their job. They leave their leaders.""If you can navigate that simply and, and in a, you know, through those metrics, that's so important. But then the second piece... is the difference between management and leadership."

Send us a textIt's the call every sales professional dreads: losing a top account. This week on "The Selling Podcast," Mike and Scott get raw and real about a painful truth in the sales world. They reveal that no matter how experienced you are, the sting of losing a major client never truly goes away. The same cycle of emotions—shock, anger, and self-doubt—happens every single time.In this episode, we tackle this emotional rollercoaster head-on, providing a crucial framework for not just surviving, but thriving after a major loss. We explore the initial feelings of shock or denial and the inevitable spiral into anger or blame—whether directed at a colleague, the client, or yourself. Mike and Scott share a critical "don't": do not get angry at someone's decision to move on. They explain why recognizing this as a business decision, not a personal attack, is the first step toward a healthy recovery.We then address the dangerous feelings of self-doubt that creep in, making you question your own abilities. But most importantly, we equip you with a plan for what not to do next. We'll show you why you should never panic and frantically call your other clients to offer unnecessary discounts just to keep them. We share a powerful mantra: "Don't let panic poison your position." Instead of creating unneeded commotion, learn how to keep the situation isolated and contain the emotional fallout.Ultimately, this episode is a guide to getting back to business. Mike and Scott emphasize the importance of managing your own emotions, avoiding stressing out everyone around you, and immediately focusing back on your pipeline. The key to recovering from a major loss isn't dwelling on the past, but channeling that energy into the future and getting back to the business of winning.Scott SchlofmanMike Williams - Cell 801-635-7773 #sales #podcast #customerfirst #relationships #success #pipeline #funnel #sales success #selling #salescoach

Learn how to scale beyond seven figures using podcast-driven growth Everyone's chasing the latest marketing tricks while I've been watching smart business owners quietly use one simple strategy to close huge deals. In this episode, I sit down with Tom Hunt to share the truth about B2B podcasting that most people get wrong. We talk about how his 11th podcast guest became a $2M client before the episode even went live, why 97% of your prospects aren't ready to buy right now, and the 7-hour rule that can cut your sales time in half. This isn't about making content - it's about making money. Tom Hunt runs Fame, the B2B podcast company that helps businesses like Gong, Canva, Paddle, and Zendesk grow behind the scenes. He found this secret while working in marketing and turned it into a simple system that turns every podcast recording into a sales meeting. What I love about Tom is he doesn't just talk about making money from podcasts - he shows you exactly how to turn your show into a machine that brings in clients. KEY TAKEAWAYS: The real money in B2B podcasting comes from your guests becoming customers, not from building a huge audience of listeners. You can get ROI from podcasting in the short term by inviting potential customers and partners as guests on your show. 97% of your market isn't ready to buy right now, so you need a strategy to capture them when they are ready to purchase. Consumption drives conversion - prospects who consume 7+ hours of your content are much more likely to buy from you. One podcast episode can create weeks of content across social media, email, and other marketing channels. B2B podcasting is the hardest content to grow but the most valuable because you get 30-60 minutes of someone's undivided attention. Before you focus on getting more leads, fix your customer retention first because keeping clients is the foundation of growth. The best podcast positioning combines a clear niche (who you serve) with a unique edge (what makes you different from everyone else). Growing your business is hard, but it doesn't have to be. In this podcast, we will be discussing top level strategies for both growing and expanding your business beyond seven figures. The show will feature a mix of pure content and expert interviews to present key concepts and fundamental topics in a variety of different formats. We believe that this format will enable our listeners to learn the most from the show, implement more in their businesses, and get real value out of the podcast. Enjoy the show. Please remember to rate, review and subscribe to the podcast so you don't miss any future episodes. Your support and reviews are important and help us to grow and improve the show. Follow Charles Gaudet and Predictable Profits on Social Media: Facebook: facebook.com/PredictableProfits  Instagram: instagram.com/predictableprofits Twitter: twitter.com/charlesgaudet LinkedIn: linkedin.com/in/charlesgaudet Visit Charles Gaudet's Wesbites: www.PredictableProfits.com

Show Resources Join the LinkedIn Ads Fanatics community and get access to our 4 courses to take you from beginner to expert Rate/Review Contact us with any questions, suggestions, corrections! Summary Ever feel like you're wasting LinkedIn Ads budget reaching the wrong company sizes? In this episode of The LinkedIn Ads Show, host AJ Wilcox dives deep into one of the platform's most powerful — and misunderstood — targeting facets: company size. Learn how LinkedIn determines company size, the hidden pitfalls of inclusion vs. exclusion targeting, and why over half of LinkedIn's users may not be targetable by size at all. Whether you're going after SMBs or enterprises, you'll discover practical strategies (including a game-changing micro-segmentation tip) to make sure your ads reach the right audience — and avoid costly mistakes. Transcript For the full show transcript, see the show notes page here: Episode 163

This week's episode of Win The Hour, Win The Day Podcast interviews, Chaz Horn. Are you sick of chasing leads and still getting nothing?Join us as Chaz Horn shares how to get steady sales without cold calls or boring sales scripts. In this smart and simple talk, you'll learn:-What the TTABS formula is and how it makes sales easier.-Why cold calling wastes time (and what to do instead).-How to find real leads who already want what you offer.-A simple way to build trust before the sales call starts.-Why your attitude can make or break the deal.-How one small change helped a business book 3x more meetings. This episode is packed with easy wins for small business owners who want better sales without burning out.Don't miss it—this one's a game-changer for how you grow your business. Win The Hour, Win The Day! www.winthehourwintheday.com  Podcast: Win The Hour, Win The Day Podcast  Facebook: https://www.facebook.com/winthehourwintheday/LinkedIn: https://www.linkedin.com/company/win-the-hour-win-the-day-podcast You can find Chaz Horn at:Email:  chazhorn@chazhorn.comLinkedIn: https://www.linkedin.com/in/chaz-horn/ #B2BSales#SalesStrategy#KrisWard 

Dave Won is a TEDx speaker, Certified Money Coach® (CMC), former Air Force Captain, and founder of Dave Won & Co. He empowers B2B sales teams to overcome money-blocks and shift their mindset toward confident, value-driven conversations that close higher-value deals. Through his unique blend of coaching and neuroscience-informed frameworks, Dave helps sales professionals uncover deep-seated money beliefs and transform their performance from the inside out. SHOW SUMMARYIn this episode of Selling from the Heart Podcast, Larry Levine and Darrell Amy are joined by Dave Won, a TEDx speaker, certified money coach, and founder of Dave Won & Co. The conversation focuses on the power of self-awareness in sales—especially when it comes to money beliefs that may unconsciously sabotage performance. Dave shares his journey from scarcity-based thinking to transforming the culture of sales teams by addressing money mindset at its core. The discussion explores how early money stories shape our approach to value-based selling and why authentic, client-focused conversations drive better results. KEY TAKEAWAYSAuthentic Selling: Building trust and sincerity is foundational to sustainable sales success.Mindset Matters: Unconscious money beliefs can act as a ceiling that limits your potential.Childhood Influence: Many financial behaviors are rooted in beliefs formed before age seven.Discovery is Ongoing: The sales discovery process should never end after the first call.Self-Sabotage Awareness: Recognizing and addressing your own limiting beliefs prevents lost opportunities.Coaching Matters: Money mindset coaching can unlock confidence and clarity in sales conversations.HIGHLIGHT QUOTESYou will never outsell your money beliefs. Your money beliefs will act as a ceiling.Closing the deal doesn't necessarily mean victory.It's about identifying the anchor that holds you back to move forward.Whenever money is involved, people can act irrationally. 

In this episode of Confessions of a B2B Entrepreneur, host Tom Hunt sits down with Alex Heublein, President of Innovation Business at Netsurit, to explore how businesses can effectively implement AI solutions that accelerate productivity and drive growth. Alex shares practical insights on optimising internal processes and enhancing customer research, demonstrating how AI can be a "bicycle for the mind" for your team. Discover how to leverage internal and external data to boost efficiency and make customers happier, all while maintaining data security and privacy.

In this episode of the Revenue Builders Podcast, hosts John McMahon and John Kaplan are joined by John True. They talk about the significance of emotional quotient (EQ) and authentic leadership in B2B sales. They discuss the critical skills required for reading the room, active listening, self-awareness, and authentic curiosity. John True shares insights on assessing EQ in sales leaders, the importance of vulnerability and genuine interest in helping others succeed, and the evolving landscape of private equity and AI in software companies. The conversation highlights the balance between science and art in sales leadership and the long-term impacts of being around great people and networks.ADDITIONAL RESOURCESLearn more about John True:https://www.linkedin.com/in/john-true-5b9653/Watch Force Management's Panel Discussion on AI in Sales Leadership: https://hubs.ly/Q03rlW4Z0Download the CRO Strategy Checklist: https://hubs.li/Q03f8LmX0Enjoying the podcast? Sign up to receive new episodes straight to your inbox: https://hubs.li/Q02R10xN0HERE ARE SOME KEY SECTIONS TO CHECK OUT[00:02:20] The Importance of Emotional Quotient (EQ) in Sales Leadership[00:04:14] Challenges of Digital Interactions in Sales[00:05:41] Effective Interview Techniques for Sales Leaders[00:08:15] Reading the Room: Identifying Key Players in Sales Meetings[00:10:02] The Role of In-Person Meetings in Sales[00:12:23] Defining and Developing Emotional Quotient (EQ)[00:23:03] Authentic Curiosity: A Key Trait for Sales Success[00:31:05] Leadership and Emotional Intelligence[00:34:40] Identifying Authentic Leadership in Sales[00:36:57] The Importance of Vulnerability in Leadership[00:38:25] Addressing Turnover and Accountability[00:40:09] Assessing Candidates' Authentic Curiosity[00:42:19] The Wana Factor in Leadership[00:43:11] Patriots vs. Mercenaries: Building Loyal Teams[00:45:53] Transformational vs. Transactional Leadership[00:46:51] Choosing Opportunities: Position vs. Growth[00:49:35] The Value of Great Networks and People[00:54:41] Trends in Private Equity and Software?[01:00:10] The Impact of AI on Future Opportunities[01:05:27] The Intersection of Art and Science in Revenue BuildingHIGHLIGHT QUOTES[00:07:50] "Great salespeople are able to navigate and adjust their message to the right people at the right level over time."[00:09:26] "You have to be here and in the moment to truly listen and respond with intuition."[00:36:40] "Effective leaders genuinely enjoy helping others succeed in their own terms."[00:48:54] "Many people confuse position with opportunity. Long-term success comes from prioritizing quality of leadership and growth."

In this weeks' Scale Your Sales Podcast episode, my guest is Leore Spira.   Leore Spira is a Revenue Operations executive and advisor, and GTM strategy leader with over 15 years of experience in B2B SaaS. She specializes in scaling startups, aligning cross-functional teams, and transforming insights into execution. Known for her strategic vision, operational rigor, and data-driven leadership across marketing, sales, and customer success.   In today's episode of Scale Your Sales podcast, Leore emphasizes the importance of aligning people, processes, and technology, and shares why understanding both the business ecosystem and internal stakeholders is key to sustainable growth. They also discuss the evolving role of AI, the value of empathy and transparency, and how to balance automation with a human-first approach to customer relationships.   Welcome to Scale Your Sales Podcast, Leore Spira.     Timestamps: 00:00 Adapting Business Practices for Growth 07:09 Proactive Pre-sale and Marketing Strategy 10:09 Collaborative Pipeline Focus 13:56 AI for Streamlining Dashboards 17:24 Enhancing Team Support with AI 21:00 AI: Efficiency Over Expansion 26:19 Customer Journey and Success Focus 28:35 Mutual Evaluation in Sales Strategy 33:00 Leadership's Role in Organizational Impact 34:58 Data-Driven Survival Strategies     https://www.linkedin.com/in/leorespira/     Janice B Gordon is the award-winning Customer Growth Expert and Scale Your Sales Framework founder. She is by LinkedIn Sales 15 Innovating Sales Influencers to Follow 2021, the Top 50 Global Thought Leaders and Influencers on Customer Experience Nov 2020 and 150 Women B2B Thought Leaders You Should Follow in 2021. Janice helps companies worldwide to reimagine revenue growth thought customer experience and sales.   Book Janice to speak virtually at your next event: https://janicebgordon.com LinkedIn: https://www.linkedin.com/janice-b-gordon/ Twitter: https://twitter.com/JaniceBGordon Scale Your Sales Podcast: https://scaleyoursales.co.uk/podcast More on the blog: https://scaleyoursales.co.uk/blog Instagram: https://www.instagram.com/janicebgordon Facebook: https://www.facebook.com/ScaleYourSales And more!   Visit our podcast website https://scaleyoursales.co.uk/podcast/ to watch or listen.

If you're curious about how AI is truly shaping B2B sales, whether it can—or should replace human interaction, then this is an episode you won't want to miss.  From her extensive experience in the tech and sales world, Jess takes us through the realities of AI in corporate sales—what works, what doesn't and provides you with a clear perspective on how artificial intelligence, when misused, can hinder your efforts to sell to corporate clients and undermine your overall corporate sales process. What's Inside This Episode: Why AI is unlikely to replace human salespeople due to the inherent human desire to buy from people.   An over-reliance on AI can lessen critical thinking and problem-solving skills which are essential for effective B2B sales.   Practical risks of using AI can lead to lower performance levels in outreach, sales calls, and proposals due to generic or inaccurate AI advice Using AI for proactive outreach can lead to breaches of terms of service and lower conversion rates in your corporate sales process, affecting client proposals and sales proposals.  The big question to ask yourself is, "Will AI replace salespeople?" And Jess's answer is a resounding "No!" Why? Because people buy from people, and until AI can truly replicate unique personalities, we're safe!  However, there is potentially a massive danger with open-source AI according to a Microsoft report that found consistent use of generative AI can negatively impact critical thinking, problem-solving, and even self-confidence – all vital sales skills! Basically, relying on AI too much is diminishing our ability to think critically, objection-handle, and negotiate. Another huge red flag is confidentiality. Top salespeople aren't plugging their entire sales strategies, negotiation tactics, or objection-handling techniques into open-source AI because it would be "career suicide." Companies, especially in the tech sector, are banning employees from using open-source AI on company devices and Wi-Fi to protect proprietary information, this means the "best and brightest" sales insights aren't what you're getting from AI; you're getting information from "whoever else has plugged it in," and that information isn't filtered for quality or accuracy. So beware, AI can even give you wrong information.… repeatedly! The Bottom Line AI-generated content is becoming increasingly recognisable, making it harder to distinguish real, personalised interactions from automated ones, leading to lower conversion rates from calls to sales, proposals to closed deals, and outreach messages to booked calls. Jess's advice? Ultimately, unless you have a lot of expertise in both AI and B2B sales strategy, she strongly advises against relying on AI for your proactive sales process or to formulate your core B2B sales strategy and to be very cautious regarding custom GPTs, given concerns about them "going rogue" and the potential for intellectual property vulnerability. So, use AI wisely, lean on proven strategies, and stay tuned for new ways to generate quality leads, like the brand new Expert Services Directory. Want to level up your sales game? Listen now!   Key Resources Mentioned in this Episode:   If you've enjoyed understanding how improper use of AI is hurting your B2B sales process MASSIVELY why not check out other episodes that can help?    Make content creation simple and successful when selling to corporate companies - https://podcasts.apple.com/gb/podcast/make-content-creation-simple-and-successful-when/id1469526548?i=1000467412701   Is corporate jargon your biggest problem when selling to corporates - https://podcasts.apple.com/gb/podcast/is-corporate-jargon-your-biggest-problem-when-selling/id1469526548?i=1000493327069   Join the waitlist here - https://smartleaderssell.mvsite.app/coming-soon   Converting Corporates is the B2B sales event of the year for service based entrepreneurs, use the following link to join the waitlist for 2026! https://smartleaderssell.vipmembervault.com/cc2026waitlist   Join our weekly newsletter if you want to stay in touch with the latest B2B sales tips and techniques. https://sellingtocorporate.com/newsletter/   Content Disclaimer The information contained above is provided for information purposes only. The contents of this article, video or audio are not intended to amount to advice and you should not rely on any of the contents of this article, video or audio. Professional advice should be obtained before taking or refraining from taking any action as a result of the contents of this article, video or audio. Jessica Lorimer disclaims all liability and responsibility arising from any reliance placed on any of the contents of this article, video or audio. Disclaimer: Some of these links are for products and services offered by the podcast creator.