Podcasts about b2b sales

My son Jack Sterling returns to Noob School for his fourth appearance — officially becoming the most frequent guest on the show. This one dives deep into what Jack's been up to lately — from his growing business, Cloud Hound, to his work with Upstate Warrior Solution helping veterans transition into entrepreneurship. We start off trading thoughts on our favorite podcasts and how shows like Lions Led by Donkeys and My First Million have influenced the way Jack thinks about leadership, learning, and risk-taking. Jack shares how fantasy football and analytics sparked his fascination with data — eventually leading him to pursue a master's degree in data analytics at Clemson. But the heart of the episode is about purpose — how veterans can rediscover team, mission, and structure through entrepreneurship. Jack breaks down how his program at the Rupert Hughes Veteran Center supports veterans, first responders, and their families across the Upstate by helping them navigate healthcare, education, and business ownership. He shares inspiring success stories from entrepreneurs who've come through the program — from a veteran-run medical training company using human remains for realistic field instruction, to another launching Upstate South Carolina's first paddle tennis facility. We also dig into the lessons he's learned running Cloud Hound — from ditching international business to focusing on “cyber and fiber” solutions for local clients, and why most security breaches start with people, not technology. Jack explains his live training on social engineering, phishing, and why emotional manipulation is hackers' easiest path in. To wrap it up, he shares the book that's had the biggest impact on him — “Tribe” by Sebastian Junger — and why it reframed his entire view of community, fulfillment, and the difference between the military and civilian worlds. If you've ever wondered how to find purpose after leaving a structured environment, or how to turn your skills into impact, this one's for you. 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 insightful book club session, the ABCI team is joined by clients Ben Neivert of DBT Aero, Chris Vidales of MagJet and Ericka Essington of Air Nurses take a dive deep into The Revenue Zone by Tom Burton—a modern playbook for B2B sales and marketing that challenges traditional funnels and focuses on guiding [...]

Guest: Jason Nyhus, General Manager, Shopware North AmericaGuest Bio: Jason Nyhus serves as General Manager at Shopware, overseeing the company's North American operations. With deep roots in the e-commerce community, Jason has been instrumental in Shopware's expansion across the United States. His leadership focuses on building authentic partnerships with merchants and agencies while fostering a community-driven ecosystem that prioritizes collaboration over competition.Episode SummaryIn this episode recorded live from the e-commerce forum in Minneapolis, Jason Nyhus returns to Talk Commerce for his fourth or fifth appearance to discuss Shopware's rapid growth in North America. The conversation explores how Shopware is leveraging AI and agentic commerce to transform B2B sales operations, particularly in helping sales representatives reclaim time from administrative tasks. Jason shares insights into Shopware's community-first approach, their unique business model that focuses on being world-class at commerce software while partnering for everything else, and the philosophy behind their popular Shoptoberfest event.Key Takeaways• Agentic commerce addresses a critical B2B pain point: Sales reps spend only 25% of their time actually selling, with 75% consumed by administrative and corporate-mandated tasks• Shopware's dual AI strategy: Automating routine e-commerce tasks (product creation, imagery, descriptions, campaign management) while deploying agents to handle administrative work for sales teams• Rapid US expansion: Shopware now serves several thousand merchants in North America and claims to be the fastest-growing e-commerce platform in the region• Three growth drivers: Open source accessibility allowing free installations, European clients expanding to North America, and strategic agency partnerships launching new implementations• Focused target market: Shopware deliberately targets complex use cases rather than straightforward implementations, requiring deeper client relationships and specialized expertise• Revenue model philosophy: Shopware focuses on being world-class at commerce software and lets ecosystem partners excel at hosting, payments, marketing, professional services, and app stores• Community over commercials: The Shoptoberfest event features 10-minute merchant TED Talks sharing real experiences rather than vendor presentations, making practitioners the stars of the showTimestamped Sections[00:00] - Introduction and Welcome[00:35] - Shopware's Approach to AI and Agentic Commerce[02:27] - Shopware's US Market Momentum[04:27] - The Importance of Relationships and Complexity[06:30] - Community-Driven Philosophy[08:49] - The Birth of Shoptoberfest[09:34] - Merchant-Focused Event Format[10:58] - Irish Titan and Community ConnectionTopics Discussed• Agentic commerce and AI automation in e-commerce• B2B sales efficiency and time allocation challenges• Open source commerce platforms and accessibility• Shopware's North American market expansion strategy• Building authentic client and partner relationships• Complex e-commerce use cases vs. straightforward implementations• The six ways to monetize e-commerce (software, hosting, payments, marketing services, professional services, app stores)• Community-driven events and ecosystem building• Shoptoberfest event philosophy and format• Notable Shopware clients: Uppababy, Dunham Sports, Albany Fasteners, Eagle Crusher, Boo Ally• Agency partnerships and specialized expertise (Above the Fray)• Minneapolis/Twin Cities e-commerce ecosystem• Ecom Forum event format and community focus• The difference between "community" and "ecosystem" terminologyConnect with ShopwareLearn more about Shopware's commerce platform and agentic commerce solutions at their website.About Talk CommerceTalk Commerce is hosted by Brent Peterson and features conversations with e-commerce leaders, innovators, and practitioners sharing insights about the future of digital commerce.

Watch This NEXT: https://youtu.be/FA8kGL3JXx8Apply to Work with Voics: https://www.voics.co/schedule-youtubeJoin Aura: https://www.aura-app.ai/Guest- Matt RyderYouTube: https://www.youtube.com/@MatthewRyderInstagram: https://www.instagram.com/realmattryder/(00:00) Intro(00:32) Difference Between a Good and Great Sales Rep(03:42) Why Most Sales Reps Stay Average  (08:17) How to Create Value Beyond Lead Flow  (10:42) Coaching and Training Sales Reps (14:39) Optimizing Offers, Pricing, and Sales Context  (25:06) The Psychology Behind Sales Conversations  (29:58) Scaling From $20K to $2.5M (Matt Ryder's Sales Journey)(33:17) Building a Personal Brand That Converts (36:24) Why Authenticity Matters in Content Marketing  (41:13) What Your Prospects Actually Care About  (43:49) The Power of Building a Sales & Content Ecosystem Support the show

This is from our video on You Do Not Sell Over Email When Working In B2B Sales. Watch the video here https://youtu.be/T1b1WHZBc6A?si=fiaN2Aa3rD2DRCL6

KI macht schon sehr viel im Marketing. Wie steht's aber im Thema Sales? Kann KI komplexe B2B Deals? Hier sind meine Erfahrungen und meine Analyse.

show notes

What is a Fasting Mimicking Diet?_The TrulyFit Podcast welcomes Renee Fitton, RD. She is a Longevity Dietitian and Vice President of B2B Sales & Growth at L-Nutra (makers of ProLon® and L-Nutra Health). In this episode, she and Steve discuss:_-Fasting vs Fasting Mimicking-Longevity Misunderstood-Tips to ease into fasting-Prolon process-L Nutra-Gatekeeping Diet Info...much more_Learn more about her here:IG: @fittonnutritionL-Nutra: https://l-nutra.comProlon: https://prolonfmd.com_#fasting #nutrition #healthpodcast #trulyfitpodcast #fittonnutrition #prolon #lnutra #wellness #stevewashuta

This is from our video on This Will Completely Change Your Approach to Cold Calling. Watch the video here https://youtu.be/K6_SwCwvA6U?si=F5xDiYngBSq4B0YD

In this episode of the Revenue Builders Podcast, our hosts John Kaplan and John McMahon dive into the intricacies of sales compensation plans with special guest Jose Fernandez, co-founder of Easy Comp. The discussion covers the primary purpose of sales compensation plans, the impact of incentives on sales behavior, and various strategies for aligning sales incentives with company goals. Jose shares examples from his experience at MongoDB, Intap, and Google, highlighting how tailored compensation plans can drive desired behaviors and increase sales productivity. The episode also touches on the challenges of transitioning to consumption-based models and the importance of clear, motivational, and actionable compensation plans for sales teams.ADDITIONAL RESOURCESConnect with Jose Fernandez.LinkedIn: https://www.linkedin.com/in/joseluisfernandez/Learn more about EasyComp: https://www.easycomp.ai/Read the Guide on Six Critical Priorities for Revenue Leadership in 2026: https://hubs.li/Q03JN74V0Read 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[00:01:44] Understanding Sales Compensation Plans[00:01:59] Driving Sales Behavior with Compensation[00:06:43] Aligning Compensation with Company Strategy[00:08:50] Simplifying Compensation Plans[00:12:19] Planning and Implementing Effective Compensation Plans[00:20:31] Leveraging Technology in Compensation Planning[00:27:01] Incentivizing Overachievers and Managing Churn[00:32:42] Understanding Sales Performance Metrics[00:33:49] The Debate on Sales Compensation Caps[00:35:30] Challenges with Sales Compensation Plans[00:36:46] Coaching Technical Founders on Sales[00:38:07] Celebrating Big Wins in Sales[00:45:32] The Role of Technology in Sales Compensation[00:49:01] The Shift to Consumption-Based Models[01:00:16] The Importance of Collaboration in Sales[01:01:26] Introducing EZ Comp and Its MissionHIGHLIGHT QUOTES[00:02:04] "Incentives drive behavior, and it does it in a very strong way."[00:03:09] "The first place they're going to go to figure out what they're supposed to do is their compensation letter."[00:05:14] "Simplicity is key. If they have to write it down, it's never gonna work."[00:06:36] "The number one way to lose sellers: comp plans that don't represent things I have control over."[00:31:05] "Any good sales rep, really the top-notch salespeople, are not going to your company if you have a cap in the sales plan."[00:34:41] "If they're not getting value, they're turning it off. That's number one in consumption."[01:06:53] "AI is gonna unleash wave after wave of business transformation, and we want to be part of those waves." Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

Sales expert Steve Radford sheds light on the intricacies of the modern sales landscape, drawing from a rich 25-year career in sales.   His book, "How To Sell," distills these years of experience into 50,000 meticulously curated words, and in this episode, we explore the art of conveying complex sales concepts with clarity and precision.   Listen as we uncover the nuances of achieving win-win outcomes by challenging assumptions and involving customers in the process, all while leveraging the power of AI to refine sales strategies.   Discover the ethical backbone of successful selling as we navigate a seven-step conversational sales process that prioritises customer satisfaction.   From planning and engaging to understanding needs and proposing solutions, this episode highlights the significance of aligning sales strategies with both organisational and individual metrics for success.   Our conversation delves into the personal touch required in B2B sales interactions, advocating for solutions that resonate on both company and personal levels.   We also touch on the foundational mindsets necessary for successful sales, exploring how ingrained ways of thinking underpin effective behaviours.   Despite the tendency for some to skip mindset training, we discuss its long-term benefits and the importance of aligning sales training with fundamental selling philosophies.     Chapters: 00:00 - Modern Sales Strategies and AI Utilisation 11:49 - The Art of Ethical Sales 21:40 - Foundational Mindsets in Sales 30:01 - Enhancing Sales Skills Through Collaboration   Links and Resources Connect with Steve: https://www.linkedin.com/in/realsteveradford/ Steve's Book:   https://greatersales.com/howtosell   Follow Fred: https://linktr.ee/fredcopestake   Take the Collaborative Selling Scorecard https://collaborativeselling.scoreapp.com/   Watch this episode on YouTube: http://bit.ly/3W7EAUi  

Send us a textWe've all been there: staring at the phone, dreading the next cold email, and suddenly the urge to organize your sock drawer is overwhelming. This week on "The Selling Podcast," Mike and Scott tackle the universal sales struggle: how to reach out when you really don't want to.They dive straight into the psychology of sales avoidance, breaking down the seven major traps to avoid. Stop waiting for motivation, quit apologizing, and delete that novel-length message! Mike and Scott explain why overthinking and letting fear of rejection dictate silence are the real quota killers.Then, they flip the script with seven powerful, actionable strategies to build outreach momentum:Start Small: Forget the huge task list and commit to just one outreach a day.Be Curious, Not Perfect: Use simple templates and focus on asking a genuine question about them, not pitching yourself.Shift Focus Outward: Learn how framing your outreach as giving value or opportunity melts away the fear of rejection.Finally, they share the ultimate mindset shift: celebrate the attempt, not the outcome. Success is simply hitting "send." Tune in for the funny banter and practical advice that will help you conquer procrastination and consistently fuel your pipeline.Support the showScott SchlofmanMike Williams - Cell 801-635-7773 #sales #podcast #customerfirst #relationships #success #pipeline #funnel #sales success #selling #salescoach

This is from our video on Generate Leads and Sell More With This Sales Process. You can watch the video here https://youtu.be/-Uj1W_5Yf3U?si=fNrhGCG6A8_ssGrU

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 week we chat to Zoltan Vardy about his book "The Launch Code". The Launch code: A B2B Sales book to help start-up and founders sell and scale.  Zoltan Vardy has helped over 200 startups in 26 countries boost revenue and gives you a proven step-by-step framework with the mindset shift every founer needs to close deals and scale confidence.    

This is from our video on Use Customer Examples to Build Interest and Credibility. Watch the video here https://youtu.be/R_rz6tYKX8Q?si=_NMZQOIWREdSnyuZ

In this episode, Judy Weber sits down with Dawn Grooters, the creator of the Hybrid Sales Advantage, to uncover how burned-out sales professionals can double their sales while working less. Dawn Grooters is an industry icon in relationship-driven B2B sales - starting out as a successful field rep before mastering the power of inside sales after the tragic loss of her son. Having generated well over $1 million in sales. she's the creator of the hybrid sales advantage -- the gold standard in helping burned-out sales professionals DOUBLE their sales, while working less (to actually experience work-life balance). Now, she equips sales professionals and companies with the same proven strategies to work smarter, sell more, and have a life worth living If you've ever wondered how to stop grinding and start selling smarter, this conversation shows you the roadmap. Take Dawn's Hybrid Sales Quiz: https://www.brokenvesselsales.com/hybrid-sales-5-minute-assessment Connect with Dawn: LinkedIn: https://www.linkedin.com/in/dawn-grooters-a8b480105/ Instagram: https://www.instagram.com/dawn_grooters/ Website: https://www.facebook.com/brokenvesselsales Next Steps:

Send us a textAre your conversations in networking events and client meetings leading straight to dead ends? This week on "The Selling Podcast," Mike and Scott tackle a critical skill that separates master networkers from awkward noodlers: the difference between "Nothing" and "Great" conversation starters.Mike and Scott break down the safe, lazy phrases that kill rapport (yes, we're looking at you, "How's the weather?" and "Busy day?"). They reveal why these are just statements about facts that give your prospect nothing to build on, wasting valuable time.Then, they pivot to the powerful framework of Great Conversation Starters. Learn to swap boring small talk for open-ended questions that spark genuine connection, interest, and depth, such as:Personal & Relational: "What's keeping you excited lately?"Situational: "How did you get into what you do?"Deeper & Engaging: "What's a project or goal you're working on right now?"The golden rule is simple: Nothing starters are statements; Great starters are questions about stories, emotions, or choices. Tune in to get the exact cheat sheet for transforming your introductions into meaningful dialogue that builds trust and ultimately drives your sales pipeline.Support the showScott SchlofmanMike Williams - Cell 801-635-7773 #sales #podcast #customerfirst #relationships #success #pipeline #funnel #sales success #selling #salescoach

In this episode, host Dan Sixsmith interviews Marilee Bear the CRO at Gainsight. Marilee reflects on her first year at the helm, discussing the company's impressive growth trajectory, recent strategic acquisitions, and the challenges and opportunities presented by a major leadership transition. Marilee shares actionable strategies for improving net revenue retention, such as leveraging data-driven insights, fostering cross-functional collaboration, and investing in customer education. The conversation also explores the impact of AI on sales processes. Marilee offers candid leadership insights, discussing the importance of transparency, adaptability, and building a culture of continuous learning. She also recounts her career journey, from her early ambitions and formative experiences to the pivotal moments that led her to lead a major SaaS company, offering advice for aspiring leaders in the tech industry.Timestamps:Welcome and Introductions (00:00:01) Dan welcomes Marilee Bear who reflects on her first year at Gainsight, company growth, and recent leadership changes.Company Growth, Acquisitions, and Leadership Transition (00:00:30) Marilee discusses acquisitions, repositioning Gainsight for growth, and the CEO transition from Nick Mehta to Chuck Apathy.Team Structure and Business Unit Model (00:02:04) Explanation of new hires, business unit model, and leadership structure within product and customer success teams.Integrating Customer Success into Revenue Organization (00:03:21) Describes shifting customer success under the revenue team and the industry trend of CS as a revenue driver.Defining Roles and Realigning the Revenue Team (00:05:25) Outlines the jobs-to-be-done exercise, clarifying roles across sales, CS, and other go-to-market functions.Customer Success as a Pipeline Engine (00:06:24) Details how CS now contributes to pipeline generation and the metrics used to measure CSM impact.Net Revenue Retention (NRR) Challenges (00:07:29) Discussion of industry-wide NRR declines and the need for strategic retention and value delivery.Retention Strategies and Multi-threading (00:08:21) Emphasizes proactive retention, business value demonstration, and multi-threading within customer organizations.Competitive Landscape and Expansion Focus (00:12:29) Explains how competition now includes internal build vs. buy, and the importance of expansion within existing customers.Convergence of Sales and Customer Success Roles (00:13:53) Observes the merging responsibilities of CS and sales, with CS teams adopting more sales-like approaches.State of B2B Sales and Impact of AI (00:14:25) Explores ongoing challenges in B2B sales, the impact of generative AI, and the need for business acumen.Reaching C-level Executives and Sales Best Practices (00:17:00) Shares the difficulty of accessing executives, the importance of detective work, and value-driven outreach.Effective Sales Outreach to Executives (00:19:12) Marilee describes what makes sales outreach compelling: offering choices, concise meetings, and understanding executive preferences.Marilee's Career Journey (00:21:31) Covers her early ambitions, work history from restaurants to Oracle, Akamai, Zendesk, and her path to Gainsight.Retention and Customer Success Experience (00:25:54) Highlights her experience with retention at Akamai, building CS teams, and her initial exposure to Gainsight.Key Career Lessons and Leadership Growth (00:28:54) Shares lessons on authenticity, operational rigor, and the importance of direct feedback and self-improvement.Leadership Philosophy and Team Management (00:33:58) Discusses leading diverse teams, empathy, balancing encouragement with accountability, and fostering a feedback culture.Definition of Success (00:36:00) Marilee defines success as delivering the best outcomes for customers, company, and self, in that order.Closing Remarks (00:36:43) Dan thanks Marilee, wraps up the episode, and previews future collaborations.

This is from our video A Good Message is the Key to Sales Success. Watch the video here https://youtu.be/2J-hDSpnA7k?si=IdLJHmGJH45UI66A

When I sat down with Lamar Flatt — former Harvard basketball player, USC law graduate, and now partner at Best & Flatt, P.A. — I knew we'd cover a lot of ground. Lamar's story takes him from the court to the courtroom, starting his law career in Savannah, GA, before returning to South Carolina, and he's built a reputation as both a sharp attorney and a lifelong learner. In our conversation, we talk about why curiosity matters, the importance of always seeking knowledge, and a perspective we discuss called “ant theory.” Imagine a closet that, to a colony of ants, is their entire world. They don't realize there's an entire house beyond it, or even more beyond the house. The same goes for us as humans: there's always more to discover if we keep looking and keep learning. Along the way, Lamar shares stories from his own path in law, how he approaches cases, and the mindset that's carried him through challenges and opportunities. If you're serious about growth, staying curious, and seeing the bigger picture in your own life and career, this episode will resonate. 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/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

In this episode of the Revenue Builders Podcast, our hosts John Kaplan and John McMahon are joined by Steve Garraty, a tech sales leader and author who shares his inspiring journey from a troubled teen diagnosed with cancer to a successful career in sales leadership. Steve delves into his incredible story of resilience, how he overcame a devastating cancer diagnosis at 18, and how this battle shaped his personal and professional life. Highlighting key themes of gratitude, empathy, and the power of positive thinking, Steve discusses the impact of cancer on his leadership style and offers valuable advice for those facing personal challenges. The conversation also touches on the importance of relationships and knowing one's story. Steve's newly released book, Greatfruit, captures these life-changing experiences and provides further insights into his journey.ADDITIONAL RESOURCESConnect with Steve Garraty: https://www.linkedin.com/in/stevegarratyGet Greatfruit at Barnes & Noble: https://www.barnesandnoble.com/w/greatfruit-steve-garraty/1147081359 Get Greatfruit on Amazon: https://a.co/d/2sWFNEwExplore Force Management's Free SKO Planning Resources: https://hubs.li/Q03K94cs0Read the Guide on Six Critical Priorities for Revenue Leadership in 2026: https://hubs.li/Q03JN74V0Watch Force Management's Panel Discussion on Growth, Valuation and Execution: https://bit.ly/4p6kyGSEnjoying the podcast? Sign up to receive new episodes straight to your inbox: https://hubs.li/Q02R10xN0HERE ARE SOME KEY SECTIONS TO CHECK OUT[00:01:13] Steve's Early Life and Cancer Diagnosis[00:01:39] The Battle with Cancer[00:02:02] Life After Cancer: Career and Family[00:03:04] Writing 'Great Fruit' and Reconnecting with John[00:08:08] Steve's Journey Through Chemotherapy[00:10:21] The Mental and Physical Toll of Cancer Treatment[00:22:08] Finding Blessings Amidst Tragedy[00:26:33] The Importance of Relationships and Leadership[00:34:49] The Brutal Interview Process[00:36:02] Revealing the Cancer Story[00:39:17] Writing the Book: A 37-Year Journey[00:46:58] Mindset and Health: The Power of Positive Thinking[00:54:19] Impact on Sales Career and Leadership[00:57:39] Advice for Overcoming Personal ChallengesHIGHLIGHT QUOTES[00:01:48] “He went from victim to Victor, from asking ‘Why me?' to ‘Why not me?'”[00:21:32] “Blessings can be found amidst the tragedies.”[00:25:11] “Every day is a gift.”[00:26:20] “You never know what people are going through—everybody's got a story.”[00:27:51] “The greatest sign of leadership is when your people don't need you anymore.”[01:00:48] “If you're going through something tough, the worst thing you can do is isolate.”[01:01:14] “Just show up. You don't have to say anything.”[00:27:09] “I want to help people achieve success—not for me, but for them.”[00:25:36] “Perspective is what turns adversity into a blessing.” Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

Send us a textIt's the conversation every sales professional avoids, but the one you desperately need to hear. This week on "The Selling Podcast," Mike and Scott pull no punches on a critical question: when is it time to fire a client? They reveal that holding on to a bad customer can be more damaging than letting them go, costing you not just revenue, but your time, your team's morale, and your business's future.In this episode, we break down 12 unmistakable red flags that signal a toxic relationship. We're not talking about minor annoyances; we're talking about a client who:Costs more than they make, draining your support and time.Constantly disrespects you or your team, making every interaction a source of dread.Demands unrealistic expectations and causes endless scope creep without paying for it.Chronically pays late, wreaking havoc on your cash flow.Mike and Scott provide a simple but powerful rule of thumb: if a client consistently ticks three or more of these boxes, they are a bad fit. This episode is your playbook for identifying unprofitable relationships and having the confidence to cut them loose, freeing up your pipeline for better, more aligned opportunities.Support the showScott SchlofmanMike Williams - Cell 801-635-7773 #sales #podcast #customerfirst #relationships #success #pipeline #funnel #sales success #selling #salescoach

This is from our video on Ask Questions to Generate Leads and Sell More. Watch the video here https://youtu.be/eMfAtm2gU00?si=l_8hmly3kcXntwZN

This is from our video on Use Pain Points to Generate Leads and Sell More. Watch the video here https://youtu.be/BkgRO-WNpaQ?si=GAgIuurpF2dzTx7x

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

Send us a textEver feel like a sales call was a total waste of time? This week on "The Selling Podcast," Mike and Scott reveal the antidote: a powerful framework built on just four essential questions that turn every conversation into a strategic advantage.They introduce the "Strategic Flight Plan," a simple yet powerful methodology that ensures every sales call is intentional and directly tied to your quota. You'll learn to ask:"Why are we stopping here?" to avoid the easy but pointless meetings and focus on genuine opportunities."Who are we going to see here?" and "What questions are we going to ask them?" to stop flying blind and start planning for a truly impactful conversation.And the most critical question of all: "Why is that information you are after important?"—the secret to tying every detail back to a bigger business outcome.This isn't just about asking questions; it's about building a feedback loop where your daily actions directly feed into your overall sales success. Tune in to transform your calls from busywork into purposeful, revenue-driving conversations.Support the showScott SchlofmanMike Williams - Cell 801-635-7773 #sales #podcast #customerfirst #relationships #success #pipeline #funnel #sales success #selling #salescoach

Are you struggling to crack the code of landing B2B clients after leaving corporate, and worried that your consulting proposals are just collecting dust?  In this episode of Life After Corporate, host Deb Boulanger dives deep into what truly separates successful consultants from the rest, welcoming sales strategist and business builder Leah Nederthal. Together, they unveil the hidden pitfalls new consultants face, from misunderstanding corporate decision-making to overestimating the power of referrals and not having enough pipeline coverage. If your consulting journey feels like a maze full of obstacles, this episode offers real-world strategies to help you master the process buying journey, sharpen your sales conversations, and thrive—no matter the economic climate.  Tune in to discover how you can transform “no response” into “new client” and build a business that pays in profit and personal freedom.   Connect with Deb Boulanger To Watch the Show, click HERE For Full Notes, Go to LifeAfterCorporate.com/podcast Connect with Deb on LinkedIn, and Instagram,  Read More about Life After Corporate HERE     Connect with Leah Nederthal. Website: https://www.smartgetspaid.com LinkedIn:  linkedin.com/in/leahtn   Podcast:  https://pod.link/1531756453   More Episodes To Enjoy! Go to: LifeAfterCorporate.com/podcast 229. Building Trust with Clients through Your Personal Brand Story With Mariana Henninger 228. How to Scale to 7 Figures Without Burnout: A 90-Day Path with Sailynn Doyle 227. How Heidi Solomon-Orlick Built GirlzWhoSell and Redefined Success After 60   Tweetable Quotes by Sales Strategist, Leah Nederthal: “There's actually two journeys that every consultant has to—or every client goes through when they make a decision.” “The internal advocate, what we call the champion, can be more effective than even having access to the decision maker.”   SUBSCRIBE & LEAVE A FIVE-STAR REVIEW and share this podcast with other growing entrepreneurs! Ready to turn insights into action? Don't just listen—join the movement! The Life After Corporate Community is where ambitious women like you connect, collaborate, and get the strategies, tools, and high-level support to grow a thriving, profitable business. Join us now and start making the powerful connections that will elevate your success! Connect with me on Instagram, LinkedIn, or check out our website at www.lifeaftercorporatepodcast.com

Welcome to another episode of GSR Place! This time, host B.D. Dalton is joined by Walter Crosby—Michigan Wolverine, B2B sales expert, and the voice behind the "Sales and Cigars" podcast with over 225 episodes under his belt. Walter's journey from fending for himself in the wild world of sales in New York City to coaching teams to boost their numbers by up to 43% is nothing short of inspiring. Together, B.D. and Walter dive into the realities of building and coaching successful sales teams, the must-have traits for high performers, and the common mistakes business owners make when hiring and managing salespeople. Get ready for actionable advice on hiring, training, and retaining the best sales talent, plus Walter's take on the most expensive mistakes you can make in sales—and how to avoid them. If you're looking to grow your business or just sharpen your sales edge, this conversation is packed with straight talk, useful takeaways, and a touch of Big Ten rivalry. Tune in and let's get growing!https://helixsalesdevelopment.com/https://www.linkedin.com/in/walterlcrosby/

This is from our video on How to Decrease the Fear of Cold Calling. Watch the video here https://youtu.be/yiy9D_BtvCg?si=OyRVkv1mc5toXo3d

David Budde, Gründer von Trawa, spricht über den Aufbau eines modernen Energieversorgers. Er teilt, warum sie sich entschieden haben, Versorger zu werden, statt nur Beratung anzubieten, wie man die nötigen Lizenzen erhält und warum Kundenverständnis im komplexen Energiemarkt entscheidend ist. Was du lernst: Wie du als Energieversorger startest Die Balance zwischen Risiko und Sicherheit Warum Kundenverständnis entscheidend ist Den Weg von der Beschaffung zum Full-Service ALLES ZU UNICORN BAKERY: https://zez.am/unicornbakery  Mehr zu David: LinkedIn: https://de.linkedin.com/in/dbudde  Website: https://www.trawa.de/  Join our Founder Tactics Newsletter: 2x die Woche bekommst du die Taktiken der besten Gründer der Welt direkt ins Postfach: https://www.tactics.unicornbakery.de/ 

September is crunch time for B2B sales, and Jess is on hand to remind you of the importance of building your pipeline and setting the stage for Q4 and the new year. If you're feeling overwhelmed, behind on your lead generation, or stuck in a bit of a sales rut, Jess dives deep into the common “mindset wobbles” that can really sabotage your B2B sales progress—no matter how experienced you are. Jess covers the six most frequent mindset roadblocks she's observed over 18 years in sales: from worrying about being a burden to clients, to feeling desperate or pushy when you follow up, questioning whether you're “allowed” to use specific outreach strategies, and wrestling with the fear of rejection or failure. She's not claiming to be a mindset guru, but Jess combines real-world experience and practical advice to help you recognise when you're stuck in your own head—and how to overcome it with the right strategies, a solid plan, and a bit of resilience. Whether you're new to selling your services to corporates, feel stuck in a sales plateau, or routinely find your confidence drained by ghosting, fear of follow-ups, or rejection, this episode is packed with wisdom, compassion, and motivation to help you move forward.   The Six Mindset Wobbles That Sabotage Progress (and How to Handle Them): "Am I a burden?" This common fear often crops up during follow-ups, whether after outreach, proposals, or when leads go silent. Jess explains that internalising others' lack of response is a trap: adults are responsible for their own communication, and follow-up—done consultatively—is respectful, not intrusive. "Do I look desperate?" The fear that multiple follow-ups or transparent expressions of interest make you look needy is pervasive—even among seasoned professionals. Jess reframes this: actively selling and wanting clients who align with your values is not desperate; it's professional, and focusing on earning money is a legitimate business goal. "What if they think I'm pushy?" Many worry about coming across as pushy, especially after being ignored. Jess shares that how you follow-up—courteously, transparently outlining your process—matters more than how often. Being clear and thoughtful in communication removes the ‘pushiness' from proactive sales. "Is it okay to...?" (The Permission Problem) For newer salespeople, uncertainty can cause procrastination—should you send another email, try a different approach, raise your prices? Jess argues that recurring doubts usually indicate a lack of robust sales strategy, not a deep-seated mindset issue. Get the right strategy, and the second-guessing subsides. "What if it doesn't work?" This mindset block arises from a fear of failure but paradoxically guarantees failure by causing analysis paralysis and inaction. Jess encourages listeners to focus on data and evidence—what works for others can work for you if you commit to the right strategy and take action consistently. Handling Rejection ("No" as a Trigger) Jess dispels the fear of rejection, reminding us that "no" is inevitable in B2B sales, and resilience is a muscle built through experience. A rejected proposal or ignored email isn't a personal failure—it may just be the timing or fit.   Actionable Takeaways: Prioritize sales activity now to reap rewards in the coming months—don't wait. If you feel stuck in your process, reach out for targeted advice (including Jess's offer to recommend episodes tailored to your current stage). Consider external tools like the Expert Services Directory to supplement your lead generation, especially if you struggle to keep it consistent yourself. As Jess reminds us, the more you take action with a proven sales strategy, the more normal these “wobbles” will feel—and the less they'll hold you back. Mindset matters, but activity and resilience matter more. Don't let another quarter slip by—listen, take action, and watch your B2B sales process transform. Summary of Top Tips and Tough Love from Jess: You're not a burden: Adults in corporate roles are responsible for their own responses. Your job is to be professional and consistent in your follow-ups—period. You don't look desperate for wanting the sale: Selling is your job. Wanting to be paid for your expertise is healthy—and necessary for business! Pushy or just clear? The difference comes from being transparent, courteous, and up-front about your process. Constant “is it okay...?” or “what if it doesn't work?” Those are usually signals of a strategy gap—not a flaw in you as a salesperson. Rejection is a normal part of the process: The more “no's” you get, the closer you are to hearing more “yes's.” Don't let a single “no” stop your momentum. Action beats overthinking: The more sales activity you commit to, the less power these mindset wobbles hold over you. Want regular, qualified corporate leads handled for you? Don't forget—the Expert Services Directory categories and locations are filling up fast. If you need your pipeline rocking for the next 12 months, snag your spot before your niche fills.   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.   Creating your best B2B sales mindset (and generating more revenue!) https://bit.ly/SellingToCorporate112   Surprising ways your 30 day sales mindset is impacting your revenue https://bit.ly/SellingToCorporate146           What to do when you get ghosted by corporate stakeholders  https://bit.ly/SellingToCorporate013   The Art of Follow Ups when selling to corporate companies https://bit.ly/SellingToCorporate004   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.  

In dieser Folge spreche ich Klartext: Outbound ist nicht tot, aber im Koma. 100 E-Mails, 3 Antworten? 50 Calls, 4 Gespräche mit „kein Interesse“? Willkommen im Jahr 2025.

In this episode of the Revenue Builders Podcast, our hosts John Kaplan and John McMahon are joined by John Schoenstein, the CRO of Customer.io. The discussion dives into Schoenstein's extensive experience in scaling companies from startup stages to large enterprises, touching on key topics like repeatable revenue systems, the importance of talent, and sales rep productivity. The conversation also explores the integration and impact of AI on sales processes, how to create effective revenue systems at various growth stages, and the cultural and operational shifts necessary for scaling. Schoenstein emphasizes the significance of data, training, and customer-centric approaches in driving successful sales teams. The discussion offers valuable insights for B2B sales leaders looking to understand and implement strategies for scalable and efficient growth.ADDITIONAL RESOURCESConnect with John Schoenstein: https://www.linkedin.com/in/john-schoenstein/Learn more about Customer.io: www.Customer.ioEmail John about joining the Customer.io team: john.schoenstein@customer.ioHow leaders are driving growth and scalability in 2026: https://hubs.li/Q03JN74V0Watch Force Management's C-Level Panel Discussion on Growth, Valuation and Execution: https://bit.ly/4p6kyGSEnjoying the podcast? Sign up to receive new episodes straight to your inbox: https://hubs.li/Q02R10xN0HERE ARE SOME KEY SECTIONS TO CHECK OUT[00:02:36] Scaling Companies: Insights from John Schoen Stein[00:03:41] The Importance of Talent in Sales[00:11:16] Pipeline Generation and Sales Leadership[00:16:50] Building a Winning Culture[00:18:28] Implementing Repeatable Revenue Systems[00:30:02] The Role of Data and Rev Ops in Scaling[00:32:58] Pipeline Focus and Sales Rep Productivity[00:34:09] Measuring Sales Rep Productivity[00:35:27] Regional Productivity and Investment Decisions[00:36:05] Analyzing Sales Data for Insights[00:38:35] Sales Productivity in Startups[00:40:00] Remote Work and Sales Productivity[00:41:42] Encouraging Creativity and Adaptability in Sales[00:45:52] AI in Sales and Revenue Leadership[00:49:05] Implementing AI in Sales Processes[01:02:06] Customer Engagement and AI at Customer.ioHIGHLIGHT QUOTES[00:05:32] “Talent matters at all levels. You want people who are competitive, coachable, and curious.”[00:08:33] “You can't own your territory if you're depending completely on inbound leads.”[00:12:54] “Patriots go to battle with you when it's hard. Mercenaries leave when things get tough.”[00:16:57] “Pride is the precursor to winning, and winning is the precursor to pride.”[00:39:57] “If you're not looking at sales productivity, you're missing a precursor to whether people will make it.”[00:46:28] “AI should be a copilot—helping reps win, not just adding more inspection.”[00:47:10] “Sellers that do not have AI acumen are going to be replaced by sellers that do.” Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

Send us a textAre your "just checking in" emails getting you ghosted? This week, Mike and Scott get straight to the point on one of the biggest deal-killing mistakes in sales. They reveal why this common phrase is a total waste of time and introduce the Golden Rule of Follow-Up—a framework that transforms your outreach from an annoyance into a valuable part of the sales process.In this episode, you'll learn how to:Add Value, Not Just Nudges: Discover how to share industry insights, client success stories, or helpful resources that make your prospect smarter, not just annoyed.Move the Process Forward, Relentlessly: Get the exact questions to ask and next steps to set that keep the momentum going, even when they're busy.Make Every Touchpoint Personal: Learn how to use company wins, promotions, or their specific needs to create a genuine connection that makes you impossible to ignore.Mike and Scott provide concrete, ready-to-use phone call openers and email templates that are designed to teach something new, remind them of their goals, or simply make their decision easier. Tune in to ditch the check-in and start building a follow-up process that closes deals.Support the showScott SchlofmanMike Williams - Cell 801-635-7773 #sales #podcast #customerfirst #relationships #success #pipeline #funnel #sales success #selling #salescoach

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

Wildfires don't sleep, so why should our firefighting technology? In this episode, host Marco Pimentel sits down with aerospace engineer and FireSwarm co-founder Alex Deslauriers, whose personal experience during Canada's worst wildfire season inspired a bold new idea: deploying AI-powered drone swarms to fight fires 24/7. With heavy-lift drones carrying 350kg payloads and flying when helicopters can't, FireSwarm's technology could transform wildfire response and reshape a $200B disaster market.

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

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."

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

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.  

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

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