Podcasts about b2b sales

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

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

High Culture Hiring – so nennt Medizinal­cannabis-Scale-up enua sein kompromissloses Recruiting-System. Deshalb habe ich mit CEO Albert Schwarzmeier gesprochen, um herauszufinden, wie er in nur zwei Jahren von 15 auf 51 Mitarbeitende gewachsen ist – und zwar profitabel, ganz ohne Burn-rate.   Zunächst einmal: Schnelles Wachstum gelingt nur mit den richtigen Leuten. Darum definiert enua jede Rolle glasklar nach Purpose, Impact, KPIs und Culture Fit, bevor eine Anzeige live geht. Dann öffnet sich der Funnel aus LinkedIn-Posts, StepStone-Ads und einem starken Empfehlungs­programm, das bereits 30 % aller Neueinstellungen liefert.   Außerdem punktet das Team mit Tempo. HR meldet sich innerhalb von 48 Stunden im Video­call. Danach folgt der Hiring-Manager noch in derselben Woche. Schließlich trifft jede Bewerberin oder jeder Bewerber spätestens am siebten Tag eine Geschäfts­führerin oder einen Geschäfts­führer. Fällt ein Daumen im Panel nach unten, endet der Prozess sofort – daher spart enua Zeit, Geld und Nerven.   Das Konzept endet natürlich nicht mit der Unterschrift. Somit führt das Onboarding neue Kolleg:innen in den ersten 30 Tagen gezielt durch Sales, Supply Chain, Data & Quality. Dadurch verstehen sie das hoch regulierte Produkt blitzschnell und liefern schon in Woche vier erste Quick Wins. Das Ergebnis: nahezu keine Kündigungen in der Probezeit.   Zugleich bleibt Recruiting Chefsache. Albert veröffentlicht wöchentlich drei LinkedIn-Beiträge, misst Employer-Branding-KPIs und gibt jede Einstellung persönlich frei. Auf diese Weise schützt er die Kultur, obwohl das Team rasant wächst.   Hinzu kommt ein konsequentes Reporting. Jede Woche prüft das People-Team Time-to-Hire, Funnel-Conversion und Cost-per-Hire. Sobald ein Ziel verfehlt wird, reagiert enua sofort – sei es mit neuen Sourcing-Quellen oder angepassten Interview­fragen.   Mein Fazit: High Culture Hiring ist ein echter Wachstumsbooster. Wer seine Kultur messbar macht und jede Einstellung an klaren Kriterien ausrichtet, gewinnt den War for Talent – sogar in Nischen wie Medizinal­cannabis.   Daher solltest du jetzt reinhören, wenn du dein Recruiting auf High-Speed und High-Quality bringen willst. In der Episode bekommst du Alberts komplette Checkliste zum Nachbauen.  

The shift from management to leadershipTom Venning is a business trainer, facilitator and coach specializing in B2B Sales, Leadership, and Change. For him, the rise in conversations about leadership and purpose-driven leadership isn't just a trend, but a response to a deeper need of reason and security. But what is leadership, really? Tom Venning defines it simply: “Getting people to do what you want them to do – because they want to do it.” Importantly, this has nothing to do with job titles. Leadership, in his view, isn't about hierarchy but about influence. Resistance, engagement and navigating unpredictabilityChange, of course, often brings resistance. But Tom Venning sees resistance not as a problem, but as a signal: “When people say no, it means they're engaging. They're drawing a boundary, saying, ‘This matters to me'. That's far better than a fake Yes.” He encourages leaders to approach resistance with openness. People resist change, he argues, not just because they don't understand it – but because the current state feels more real and tangible than a vision of the future. One of the simplest tools to change that? Questions. The most powerful thing leaders can do is ask simple, high-quality questions. Tom Venning's own journey is full of unexpected twists – quite literally. Years ago, he started building a sailing boat. It took two decades to finish. “In the end, it became a gift from my younger self. I set off down the Danube and learned to navigate not just water, but unpredictability,” he shared. His lessons: We don't always need a detailed plan. What we need is a clear sense of why we're doing something, and the resilience to adapt along the way.Cultivating curiosity and courageIf there's one competency Tom believes leaders must strengthen, it's curiosity. “It's the gateway to deeper understanding, creativity, and even resilience,” he said. Resilience no longer means returning to the old normal. It's about staying grounded – even excited– in a world that constantly shifts beneath our feet. For him, good leadership is about respect. It's about listening, observing, and helping others grow so that together, we can create something bigger than any of us could alone.“Curiosity is the gateway to deeper understanding, creativity, and even resilience.” - Tom VenningAt Greiner, where transformation is both a challenge and a necessity, these insights couldn't be more relevant. Our company has existed for over 155 years – and we aim to be here successfully for another 155 years. Curious to hear more? Listen to the full episode now! 

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

Too many sellers treat sales like a checklist. It's not.   Sales is a system - and when every part is strong, the whole thing works better.   In this special recap episode, we take a step back to zoom out and review the 15 core skills, tools, and mindsets covered so far on Sales Today.   Whether you're new to the series or have been with us since episode one, this is your chance to assess, reflect, and reset your approach to modern ethical selling.   What's Covered:   • The 15 essential skills for modern B2B selling • Why sales isn't just a series of disconnected activities • How each skill fits into a connected, customer-first system • The #1 question you need to ask: Where should I focus next? • A simple scoring exercise to guide your personal development   The 15 Essentials Recapped:   1.    Ideal Customer Profile 2.    Value Proposition 3.    Sales Messaging 4.    Account Planning 5.    Change Drivers 6.    Customer Value 7.    Sharing Insights 8.    Asking Better Questions 9.    Structuring Sales Meetings 10. Writing Proposals 11. Delivering Presentations 12. Storytelling 13. Focusing on Outcomes 14. Running Better Reviews 15. Relationship Building   This Week's Action Step   - Score yourself from 1 to 5 on each of the 15 areas (listed above). - Avoid choosing 3 - force a choice! Then: - Focus first on your lowest scores.- Strengthening weak links will lift your whole system. Need a full scorecard template? Message Fred on Linkedin   Resources: Fred's books: • Selling Through Partnering Skills • Hybrid Selling • Ethical Selling   Connect with Fred on LinkedIn to share your thoughts and hear more. https://linktr.ee/fredcopestake   Take the  Collaborative Selling Scorecard https://collaborativeselling.scoreapp.com/   Watch this episode on YouTube https://bit.ly/4o3XbgB     Sales Today – for professionals doing things the right way.

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 

Building software today? Easy. But standing out in a saturated SaaS market—with 40,000+ new apps launching each year—is a whole different game.In this can't-miss episode, Godard Abel—Co-Founder and CEO of G2—breaks down exactly how G2 thrives amidst the AI explosion shaking up the B2B software industry. With 50 new AI software categories emerging in the past year alone, discover how the industry's top platform stays ahead.Tune in to uncover:How G2 navigates an app marketplace flooded by AI startups (and how you can, too).The surprising shifts in buyer behavior that are transforming B2B sales.G2's unique strategy for embedding their platform into leading AI tools like ChatGPT and Microsoft Copilot.Practical tactics for positioning your software as the go-to choice in an overcrowded market.Why brands leveraging authentic, human-driven content dominate AI-powered discovery platforms."AI won't replace humans, but humans with AI will replace humans without AI," Godard warns. If you're serious about staying ahead in sales, marketing, or RevOps, this conversation will equip you with actionable strategies you can use right now.About Godard Abel:Godard has built and sold three software companies. His first two exits—BigMachines and SteelBrick—went to Oracle and Salesforce for a combined $760 million. Now he's running G2, which became the world's largest software marketplace and trains the AI tools your prospects use to research vendors.About the Show:What does it really take to grow a B2B business today? We ask the people doing it.The Belkins Podcast dives deep into the strategies, decisions, and behind-the-scenes insights driving real growth at top B2B companies. Each episode features candid conversations with industry heavyweights—CROs, CMOs, founders, and seasoned operators—who've navigated market downturns, scaled teams, and mastered the realities of revenue growth.You'll hear hard truths, unfiltered insights, and actionable tactics directly from leaders who've actually done the work.Chapters:00:00 - Introducing Godard Abel02:30 - Why Building Software is Easy But B2B Marketing is 10x Harder in 202504:14- 40,000 New Apps Launched on G2 in One Year: Software Market Saturation05:42 - Should Your SaaS Company Pivot to AI or Add AI Features?09:01- Multi-Product Strategy: How to Compete in Multiple Software Categories16:13- HubSpot's API Integration Strategy: How to Build on Existing Platforms19:54- AI Categories See 100% Traffic Growth While Traditional SaaS Declines23:29- Personal Branding vs Corporate Marketing: Why CEO Posts Get 10x More Engagement39:16 - How to Rank in ChatGPT and Claude: Building Authority for AI Training Data (Tips for writers)48:13- How G2 Competes with ChatGPT: Partnership Strategy vs Fighting AI Search53:49 - AI Buying Agents: The Future of B2B Software Purchasing (G2AI Demo)01:15:01- From Single-Function BDRs to Full-Stack Revenue Professionals01:17:24 - From Hiring More to Revenue Per Employee: The New Growth Metric01:23:01 - Thanks for watching!

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."

Too many sellers think being friendly is enough. It isn't. If the customer only hears from you when it's renewal time or when there's something new to flog, you're not a partner - you're a vendor.   And vendors are easy to replace.   In this episode, the focus is on what it really takes to build genuine, lasting relationships in complex B2B sales.   Relationships that win repeat business, reduce price pressure, and create referral engines that power long-term success.   What's Covered   ·        Why most sellers confuse being friendly with actually building trust   ·        Five behaviours that deepen long-term customer relationships: o   Solve, don't sell o   Stay relevant between deals o   Deliver on promises o   Create win-win outcomes o   Celebrate customer success   ·    The STAIRS model – six practical ways to stay visible and valuable after the           initial deal is done:   o   S – Social: Stay active where your clients are o   T – Thanks: Small acts of recognition go a long way o   A – Ask: Show genuine curiosity and ask for feedback o   I – Invite: Extend opportunities, don't wait for them to come to you o   R – Review: Focus on value, not just activity o   S – Share: Provide insights, trends and benchmarks to help clients succeed   This Week's Action Step   Take the STAIRS model and apply it straight away. Ask:   Where can you engage socially? Who deserves a thank you? What's changed in a client's world recently? What can you offer that adds value now? When's your next meaningful review? What insight can you share today?   Small, consistent actions lead to bigger, better, longer-lasting partnerships.   Resources: Fred's books: Selling Through Partnering Skills Hybrid Selling Ethical Selling   Connect with Fred on LinkedIn to share your thoughts and hear more. https://linktr.ee/fredcopestake   Take the  Collaborative Selling Scorecard https://collaborativeselling.scoreapp.com/   Watch this episode on YouTube https://bit.ly/44UGo72

What do you do when you're under pressure to deliver B2B sales.....fast?In this solo episode, Jack breaks down the exact moves he makes when he or his clients need to drive short-term revenue. This includes practical plays that have been effective.You'll hear:Why most of a B2B market isn't buying, and what to do about itHow to cash in on brand equity without burning bridgesWhere to find the 1% who are ready to buy nowThe three channels Jack uses when time (and cash flow) is tightWhy short-term sales might mean sacrificing the “perfect” client, and why that's okWhether you're filling a revenue gap or appeasing a stakeholder, this episode should provide you with some ideas for your own short-term sales efforts.This episode was hosted by:Jack Ferguson - Host of The Push and Brand StrategistFind Jack on LinkedIn here: Jack Ferguson | LinkedInFollow The Push on LinkedIn here: https://www.linkedin.com/company/thepushFollow The Push on TikTok here: thepushmedialab (@thepushmedialab) | TikTokFollow The Push on Instagram here: https://www.instagram.com/bethepushVisit The Push website here: Marketing scenarios. Relatable problems. Practical solutions. | The Push PodcastVisit Jack's personal website here: Jack Ferguson — Brand Strategist

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.    

Welcome back to The SaaS CFO Podcast! In today's episode, we're diving deep into the next generation of accounting software with Nicolas Kopp, CEO and founder of Rillet. Nicolas shares his journey from building a fully regulated bank to launching Rillet—an AI-first ERP platform designed to take on industry staples like QuickBooks, Xero, NetSuite, and Sage Intacct. With a background grounded in finance and accounting, Nicolas brings a fresh perspective to a market that's long been dominated by legacy solutions. We'll discuss how Rillet is shaking things up for asset-light businesses in SaaS, AI, professional services, and fintech, and why the platform's robust multi-entity, multi-currency capabilities have attracted mid-market companies ready to graduate from more traditional tools. Nicolas also sheds light on the challenges of building highly regulated, mission-critical systems from scratch, what's behind their rapid customer adoption, and how an AI-native approach is changing expectations for accounting software. From funding milestones and his recent $25 million Series A, to lessons learned about product-market fit and the nuances of scaling go-to-market through channels and inbound demand, Nicolas gives us the behind-the-scenes look at Rillet's rise. If you're curious about the future of financial software—or when it's really time to make the leap from QuickBooks to a next-gen ERP—this conversation is for you. Let's get started! Show Notes: 00:00 "Comprehensive ERP System Advantages" 06:02 Business Growth from Transition Points 07:28 Streamlined ERP Solutions 12:37 Investment Insights: Backgrounds and Success 15:53 "Choosing Between Innovative ERP Solutions" 16:58 Rapid Success in Fundraising 22:15 Building Trust in B2B Sales 25:57 NPS and ARR Prioritized Over Retention 27:54 Focus on KPIs and AI Links: SaaS Fundraising Stories: https://www.thesaasnews.com/news/rillet-raises-25-million-in-series-a https://www.thesaasnews.com/news/rillet-raises-13-5-million-in-funding Nicolas Kopp's LinkedIn: https://www.linkedin.com/in/nicolas-kopp/ Rillet's LinkedIn: https://www.linkedin.com/company/team-rillet/ Rillet's Website: https://www.rillet.com/ To learn more about Ben check out the links below: Subscribe to Ben's daily metrics newsletter: https://saasmetricsschool.beehiiv.com/subscribe Subscribe to Ben's SaaS newsletter: https://mailchi.mp/df1db6bf8bca/the-saas-cfo-sign-up-landing-page SaaS Metrics courses here: https://www.thesaasacademy.com/ Join Ben's SaaS community here: https://www.thesaasacademy.com/offers/ivNjwYDx/checkout Follow Ben on LinkedIn: https://www.linkedin.com/in/benrmurray

From hacking servers at 13 to building the world's most powerful AI sales agent.Anis Bennaceur is the cofounder & co-CEO of Attention — the AI-powered platform transforming sales conversations into growth engines.We sat down with Anis on Zero to One to unpack his journey from early Tinder to Mixer to leading Attention, now trusted by 200+ companies.

This week on the show, Marit Chervier de Ruiter brings her expertise in combining commercial structure with psychoanalytical principles to help businesses achieve long-lasting results in negotiation and sales. We dig into the critical differences between negotiation strategy and tactics, Marit shares game-changing tips for high-stakes negotiations, and how to cultivate stronger, more collaborative relationships with clients. She also shares her top dos and don'ts in negotiation and offers a real-world example of navigating a challenging deal with grace and success. Outline of This Episode [00:00] Build value step-by-step in negotiations to create stronger long-term relationships. [05:33] Know your audience, predict reactions, and stay agile. [06:48] Choose negotiation strategy based on relationship: competitive for one-off deals, collaborative for long-term relationships. [12:03] Be cautious about sharing too much information in negotiations to prevent the other party from using it against you. [10:13] Marit's top three negotiation dos and don'ts. [13:44] A real-life scenario where Marit's informal strategy resets the negotiation tone. Strategies and Tactics for High-Stakes Sales Your strategy is your overall plan: the “why” and “what” behind your negotiations. It's about defining your end goal and determining the outcomes you hope to achieve. Tactics, on the other hand, are the practical steps and techniques you employ during the negotiation—the “how” that helps implement your strategy. Marit brilliantly uses the analogy of the board game Risk. Your strategy might be to conquer the most territories in Asia, but your specific moves—where to place armies, which battles to pick—constitute your tactics. This symbiotic relationship between strategy and tactics is at the heart of effective negotiation. Incremental Value Creation as a Powerful Negotiation Strategy When entering high-stakes deals, Marit's go-to strategy is incremental value creation. Rather than rushing in to claim as much as possible, she advocates for building value collaboratively and step by step. This approach aims to expand the “pie” for all involved, rather than fighting for the largest slice of a smaller one. Incremental value creation doesn't just lead to higher deal outcomes—it also lays the groundwork for strong, long-term relationships. As Marit notes, being able to foster trust and collaboration through this approach is just as important as the immediate value of the deal itself. Tactics for Gaining Leverage in Complex Deals Marit's experience has equipped her with three favorite negotiation tactics that consistently deliver results: Giver's Gain & Reciprocity: By giving value upfront, you trigger the powerful psychological principle of reciprocity. When you offer something, the other side is often compelled—sometimes unconsciously—to give in return. The Power of Silence: Marit emphasizes that listening is critical. Silence can be uncomfortable, leading others to fill the gap with information. The insights gained from simply listening can be incredibly valuable in steering negotiations. Never Go Alone: In high-stakes negotiations, going as a team allows you to multitask during meetings—you can observe nonverbal clues, take notes, listen attentively, and strategize in real time. Solo negotiators simply can't do it all; teamwork is a tactical advantage. Collaborative vs. Competitive Approaches Marit highlights the importance of tailoring your negotiation strategy to the context. If you're pursuing a one-time transaction, a more competitive stance may suffice. But if you're aiming for a long-term relationship, collaboration and value creation take precedence. However, what if your counterpart takes a competitive approach despite your collaborative intentions? Marit's advice: acknowledge the approach, reset the tone, and strive to steer the discussion toward shared value rather than mere positional bargaining. Marit wraps up the episode with a real-world example: facing a key client who violated a contract but remained strategically vital. Instead of severing ties, her team reset the relationship through informal conversation before formal negotiation, split roles as “good cop, bad cop,” and found a mutually acceptable solution. The outcome? A salvaged relationship and a creative, trust-based agreement. Connect with Marit Chervier de Ruiter Marit Chervier de Ruiter on LinkedIn  Connect With Paul Watts  LinkedIn Twitter    Subscribe to SALES REINVENTED Audio Production and Show Notes by PODCAST FAST TRACK https://www.podcastfasttrack.com

Get an inside scoop into the marketing priorities of global enterprise, Cisco. Their fearless leader, Rebecca Stone, comes on the podcast to discuss her approach to data, and their ambitious project to integrate all internal data sources into a unified platform for every team. We also discuss Rebecca's unique approach to team structure, where a unique matrix ensures a high level of productivity all of the time. The FINITE Podcast is sponsored by Clarity, a full-service digital marketing and communications agency. Through ideas, influence and impact, Clarity empowers visionary technology companies to change the world for the better.

Welcome to a truly special episode of Market Dominance Guys. Today, Chris Beall flies solo while co-host Corey Frank is busy scaling his powerhouse conversationalist team at Branch 49 down in Phoenix – where business is as hot as the July desert sun. In this unique episode, Chris gives us an exclusive preview of his upcoming book "First to Converse: Dominate Markets with the Human Voice," set to release in fall 2025. This isn't just another sales book – it's a comprehensive cookbook for market dominance, designed for everyone from CEOs and founders to individual sales contributors who understand that whoever is first to converse is first to win. Chris takes us through the book's introduction, sharing the uncomfortable truth that while everyone thinks buyers want to control the sales process, the reality is that the first company to engage a prospect in meaningful conversation shapes their entire buying journey. Drawing from over 14 years of experience leading ConnectAndSell, Chris reveals why cold calling remains the strongest foundation for B2B success – and why waiting for inbound leads is a losing strategy. This episode serves as both a dry run for the audiobook version and a masterclass in why targeted conversations at pace and scale dominate markets. So buckle up as Chris challenges everything you think you know about modern B2B sales.

I share my journey into B2B sales, detailing the strategies that helped me land clients for my company, Podsqueeze. I discuss the differences between B2B and B2C, the importance of identifying target leads, and effective outreach methods, including using WhatsApp. I cover the demo process, follow-up negotiations, and the significance of maintaining customer relationships post-sale. I emphasize the need for patience and persistence in B2B sales, as well as the importance of setting appropriate pricing. Finally, I reflect on my experiences in Portugal and the challenges of expanding into other markets.Timestamps by PodSqueezeIntroduction and Podcast Consistency (00:00:08)B2B vs. B2C Sales Overview (00:02:05)Podsqueeze's Client Types and Initial Focus (00:03:11)Shifting to B2B and Sales Process Stages (00:04:23)Finding Leads and Identifying Champions (00:05:30)Making First Contact: What Works and What Doesn't (00:07:45)Crafting Effective Outreach Messages (00:10:51)Scheduling and Conducting Product Demos (00:12:53)Demo Best Practices and Collecting Feedback (00:14:52)Follow-Up and Negotiations (00:15:48)Role of Conferences and Building Relationships (00:16:50)Navigating Internal Company Processes (00:20:51)Free Trials, Deadlines, and Closing the Sale (00:22:43)Post-Sale: Customer Success and Retention (00:24:27)Reflections and Future Plans (00:26:17)Closing Remarks and Listener Engagement (00:27:18)

In today's rapidly evolving sales landscape, lead generation remains a top priority for Chief Revenue Officers and sales leaders. But with the rise of AI, changing buyer behaviors, and an overwhelming array of tools and technologies, how can sales teams effectively navigate this complex terrain? In this episode of the Modern Selling Podcast, I sit down with Zach Jones, Chief Revenue Officer at TechnologyAdvice, to explore the cutting-edge strategies and tools that are reshaping the lead generation game. With over a decade of experience in scaling sales teams and driving revenue growth, Zach offers invaluable insights into the current state of B2B sales and marketing. Adapting to the New B2B Buyer Journey One of the most significant shifts we discuss is the changing nature of the B2B buyer journey. Zach highlights that: 75% of the buyer journey now happens before someone wants to talk to sales 86% of buyers start with a shortlist of vendors 92% of purchases come from that initial shortlist This means that awareness and early education are more critical than ever. Sales and marketing teams need to focus on getting on that shortlist through strategic content placement and engagement across various channels. The Rise of AI in Sales and Marketing Artificial Intelligence is not just a buzzword – it's reshaping how we approach lead generation and engagement. Zach shares eye-opening statistic: There's been a 240% increase in page views from ChatGPT to their websites since January This shift towards AI-driven content creation and research is changing how buyers find and evaluate vendors. Sales teams need to adapt their strategies to ensure they're visible and relevant in this new AI-powered landscape. From Funnel to Rooms: A New Perspective on Lead Nurturing Zach introduces an interesting concept of thinking about lead nurturing not as a funnel, but as two rooms: Prospects who are ready to talk to a vendor Prospects who are not ready The key is figuring out how to move prospects from the "not ready" room to the "ready" room. This approach requires a more dynamic and personalized marketing strategy, leveraging AI and intent data to create tailored experiences for each prospect. Actionable Takeaways for Sales Leaders Experiment with new technologies and strategies – don't be afraid to break things Focus on niching down and segmenting your audience for more personalized outreach Leverage AI tools to level the playing field and enhance your team's capabilities Align your sales and marketing strategies based on your target market and how they buy Consider implementing an Account-Based Experience (ABX) approach for enterprise sales As the B2B sales landscape continues to evolve, staying ahead of the curve is crucial. By embracing new technologies, focusing on personalization, and adapting to changing buyer behaviors, sales teams can position themselves for success in this dynamic environment. Timestamped Summary of this Episode: 00:00:00 The Rise of AI in Content Creation AI tools like ChatGPT are becoming increasingly popular for content creation and personalization. Marketers are focusing on delivering more relevant, timely messages to smaller, engaged audiences rather than high volume outreach. The shift towards AI-driven personalization is changing how companies approach lead generation and engagement. 00:01:07 Introducing Zach Jones: CRO of TechnologyAdvice Zach Jones, Chief Revenue Officer at TechnologyAdvice, shares his background and the company's role in connecting tech marketers with B2B buyers. TechnologyAdvice operates multiple digital media properties and offers services like content creation, digital advertising, lead generation, and buyer intent intelligence.  00:03:27 From Punk Pop to B2B Sales: Zach's Surprising Past Zach reveals his unexpected background as the frontman of a punk pop band in college. This experience, while not impressing his future wife, showcases Zach's diverse background before entering the B2B sales and marketing world. 00:05:19 Evolving Lead Generation Landscape The lead generation landscape is shifting due to economic changes and emerging technologies. Key trends include niching down to target smaller, engaged audiences, leveraging AI for personalization, and adapting to the changing demographics of B2B buyers, with millennials and Gen Z now dominating. 00:08:18 Adapting to Modern Buyer Journeys Marketing and sales teams are adapting to new buyer journeys by embracing diverse media channels like podcasts, YouTube, and newsletters. The focus is on meeting buyers where they are and providing relevant content throughout their decision-making process, rather than relying solely on traditional lead generation methods. 00:10:11 Effective Sales and Marketing Tools While some companies are cutting back on tools, certain platforms like Sixth Sense and ZoomInfo continue to deliver ROI. The trend is moving towards efficiency and proven value rather than accumulating multiple tools. New opportunities in forums, Reddit, and connected TV are emerging as ways to engage buyers. 00:12:50 Key Metrics for Evaluating Tools CROs should prioritize usage and adoption rates when evaluating tools. Pipeline generation and productivity improvements are also crucial metrics. The focus should be on how tools increase efficiency and drive tangible results rather than just adding more features. 00:17:37 Intent Data and Personalized Engagement Leveraging intent data and behavioral analytics is crucial for identifying and engaging high-potential leads early in the buyer's journey. TechnologyAdvice is developing an AI-driven "intent to lead" model that creates personalized, timely outreach based on prospect behavior across their ecosystem. 00:32:40 Rethinking the Sales Funnel The traditional sales funnel concept is evolving into a two-room model: prospects are either ready to talk to a vendor or they're not. The focus is on moving prospects from "not ready" to "ready" through personalized, dynamic marketing across various channels and touchpoints. 00:36:42 Tailoring Strategies to Audiences and Verticals There's no one-size-fits-all approach to sales and marketing strategies. Leaders must consider factors like product type, sales motion, and target market to determine the most effective channels and tactics. Account-based experience (ABX) is becoming increasingly important for enterprise sales. 00:40:18 Advice for CROs: Experiment and Personalize CROs should focus on testing new approaches, leveraging AI, and personalizing experiences for target accounts. The key is to be willing to experiment, niche down, and use available tools effectively to stand out in a competitive landscape. Follow Us on: ·         LinkedIn ·         Twitter ·         YouTube Channel ·         Instagram ·         Facebook You might also like: ·         FlyEngage - Social media AI engagement tool. ·         FlyPosts - Thought leadership AI post generator tool. ·         FlyMSG - Auto text expander (Try it out here for free). ·         FlyMSG Sales Pro for Individuals: On-demand sales training for individual sellers. ·         FlyMSG Sales Pro for Teams: On-demand sales training for sales teams for prospecting.  Install FlyMSG for free: ·         As a Chrome Extension. ·         As an Edge Extension.  

Show Resources Reach out to Ian Nelson on LinkedIn Ian's Website 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 Think lead magnets are outdated? Think again. In this episode of The LinkedIn Ads Show, AJ Wilcox is joined by lead magnet expert Ian Nelson to uncover the secret sauce behind the viral comment-to-get lead magnet trend taking over LinkedIn. You'll learn why it's exploding right now, how top creators are building them weekly using AI, and how to turn all that engagement into real sales opportunities. If you want to grow your LinkedIn presence and fill your calendar with qualified leads, this is one episode you can't afford to miss. Show Transcript For the full show transcript, see the show notes page here: Episode 162  

In this episode of the Revenue Builders Podcast, hosts John McMahon and John Kaplan are joined by Joe Eskenazi, Chief Revenue Officer at Kong. Joe discusses the importance of developing a performance mindset over a knowledge mindset in sales, emphasizing the focus on outcomes and achieving goals. He shares insights into training and development practices that enhance sales performance, including preparation, role-playing, and handling objections. The discussion also explores the role of intuition, human behavior, and the application of AI in optimizing API management. Joe highlights how these practices have cultivated a high-performing, collaborative culture at Kong and underscores the company's hiring objectives.ADDITIONAL RESOURCESLearn more about Joe Eskenazi:https://www.linkedin.com/in/joeeskenazi/Read Force Management's Guide to Embedding AI In Your B2B Sales Organization: https://hubs.li/Q03ldrzD0Download 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] Performance Mindset vs. Knowledge Mindset[00:02:31] The Art and Science of Sales Mastery[00:05:38] Training and Developing Sales Skills[00:07:21] Handling Objections and Building Confidence[00:17:19] The Importance of Intuition and Experience in Sales[00:30:27] Slowing Down the Conversation[00:31:18] The Importance of Experience in Sales[00:33:04] Preparedness Reduces Stress[00:35:12] The Role of Development in Sales[00:40:19] The Power of Role-Playing and Team Exercises[00:48:56] Empowering Your Team to Solve Problems[00:50:14] The Impact of a Performance Mindset[00:54:37] Kong's Role in the API RevolutionHIGHLIGHT QUOTES"The best leaders focus on the how in sales.""Our development often focuses on what could go right; the real bar is how you handle things when they don't.""Skills need to be done hundreds of times, if not thousands, to be performed flawlessly.""Openers are closers; the groundwork you lay in the beginning determines your success.""You empower people by recognizing and rewarding the behavior you want to see.""You have to give them the way. But make it simple."

In this episode of the Confessions of a B2B Entrepreneur, host Tom Hunt chats with Mehdi Tehranchi from KnowledgeNet.ai, an AI expert and seasoned entrepreneur. They discuss how AI is transforming businesses by improving efficiency , turning knowledge into actionable insights , and optimising sales processes by combining internal and external data. Mehdi also highlights the crucial role of human critical thinking when utilising AI's power. The conversation delves into AI's ability to surface the right information at the right time and its use internally within businesses to get better results and improve business outcomes.

Send us a textIn this essential episode of "The Selling Podcast," your hosts Mike and Scott tackle a critical yet often mishandled aspect of sales: the framework of effective follow-up. We've all been there – a great initial conversation, but then the follow-up falls flat, or worse, pushes the prospect away. This week, we break down how to master your follow-up strategy to keep deals alive and ultimately, close more sales.We dive into three common pitfalls and how to avoid them, ensuring your follow-up is always impactful and professional:Don't Act Overly Grateful or Apologetic: We discuss why expressing excessive gratitude or apologies in your follow-up can inadvertently undermine your position and value. Mike and Scott explain how to convey appreciation and professionalism without appearing desperate or weak, maintaining a strong, confident posture that reflects your expertise.Don't Go Into Sales Mode Too Fast: The biggest mistake? Immediately launching into another pitch. We emphasize the importance of pacing your follow-up. Learn how to nurture the relationship, provide value, and build continued rapport before pushing for the next step or reiterating your offering. This approach keeps the conversation relational and prevents you from becoming just another sales rep.Keep It Relational: At its core, effective follow-up is about building and maintaining a genuine connection. Mike and Scott share tactics for keeping your communication human, relevant, and focused on the prospect's needs and context, rather than just your agenda. Discover how to provide helpful insights, share relevant content, or simply check in thoughtfully to demonstrate ongoing value and interest.This episode provides a clear, actionable framework for sales professionals to refine their follow-up techniques, ensuring every touchpoint builds momentum, reinforces value, and moves the sales process forward with grace and effectiveness.Scott SchlofmanMike Williams - Cell 801-635-7773 #sales #podcast #customerfirst #relationships #success #pipeline #funnel #sales success #selling #salescoach

Check out https://www.brevitypitch.com/    - HOW AI SOLVES THE SALES PRACTICE PROBLEM 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  

Take the free assessment at https://precisionselling.scoreapp.com/ to see how you or your team stack up in influencing skills.Summary Keywords#PrecisionSelling, #EnterpriseExcellence, #SalesLeadership, #InfluenceWithImpact, #CoachingCulture, #CustomerSuccess, #LeadershipDevelopment, #SalesExecution, #B2BSales, #CapabilityBuilding, #PepsiCo, #ExpressionForGrowth, #BradJeavons, #SalesPodcastIntroductionWelcome to Episode 198 of the Enterprise Excellence Podcast – the final episode in our 3-part Precision Selling series. In this episode, Suzanne Wooley (PepsiCo) and Steven Edney (Expression for Growth) return to share powerful insights on how to gain agreement, lead the sale forward, and the role of leadership in building lasting capability. From handling objections and locking in commitments, to coaching and culture – this episode dives deep into what it takes to influence with impact and create long-term customer value.Episode Links:YouTube: https://youtu.be/tApLGwrRp0IEnterprise Excellence Academy: Contacts✔ Suzanne Woolley — Sales Capability Manager, PepsiCo Australia (You may reach out via LinkedIn or PepsiCo Australia's main site.)✔ Steven Edney — Managing Director & Co-owner, Expression for Growth (Connect via expressionforgrowth.com or LinkedIn.)✔ Brad Jeavons — Host, Enterprise Excellence Podcast

In this episode of Making Sales Social, host Stan Robinson Jr. takes the reins to explore five powerful Sales Navigator features that can supercharge your B2B outreach. From targeted search filters and intent signals to customizable alerts and curated lists, discover how this premium LinkedIn tool helps sales pros stay laser-focused, uncover new opportunities, and start better conversations. Whether you're a Sales Nav novice or a seasoned user, this episode delivers actionable insights you won't want to miss.

Still clinging to outdated sales tactics that just don't cut it? Most businesses are stuck following so-called ‘proven' strategies that actually sabotage their success. In this episode, we shake things up with sales expert Richard Walton, who exposes the biggest sales myths, most costly mistakes, and the game-changing ways to fire up your team. In […] The post S15 EPISODE 11: Mastering B2B Sales with Richard Walton: The Myths, The Mistakes, and The Motivation first appeared on Basic Bananas.

The Sales Evangelist Founder Donald Kelly shares why it is time to forget the Golden Rule and embrace the Platinum Rule: treat others the way THEY would like to be treated." Sales success is all about the power of credibility that comes from referrals, but only 11% of sellers actually ask for them when 90% of customers are inclined to give them. To stand out in hypercompetitive markets, establishing personal branding isn't optional, it is a must. "No longer is it important to be the best in your industry. Now it's more important to be the best known." The bottom line is there are more people who need what you offer more than you think. They just don't know you exist yet.

Episode Info After a series of conferences where I saw some sales tactics that were having the opposite effect from what the person employing them would have wanted, I thought I'd use an episode to share some of the advice I give to companies I've advised over the years. It's informed by my direct experience having been an executive at insurance companies who got sold to, and running the sales function for a B2B SaaS insurtech solution provider. Hopefully this is valuable to anyone trying to sell into the insurance industry (and to those of us on the receiving end of those sales efforts!). Episode Summary This episode provides insights into effective sales and networking strategies for those selling to insurance companies. It challenges conventional sales tactics and emphasizes the importance of personalized and informed approaches. Key Points: Personalized Outreach: Avoid blanket approaches like mass emails or messages. Instead, invest time in understanding if the recipient is a genuine prospect. Tailor your messages to address specific needs and demonstrate genuine interest. Challenges with Conventional Tactics: Many sales playbooks advocate for reaching out to everyone, but this often leads to brand damage and wasted efforts. The video argues that the insurance industry requires a different approach due to its unique nature. Effective Networking: Utilize platforms like LinkedIn for meaningful connections rather than relying solely on event apps, which are often underutilized. Be mindful of social etiquette, such as not interrupting ongoing conversations or meetings. Building Relationships: Focus on being informed and culturally aware to foster genuine relationships. The goal is to reach a point where the prospect feels understood and sees you as a potential solution to their challenges. Practical Advice: Spend a few moments researching potential clients to ensure they are the right fit. Be upfront about your intentions to avoid wasting time on both sides. This episode is brought to you by The Future of Insurance book series (future-of-insurance.com) from Bryan Falchuk. Follow the podcast at future-of-insurance.com/podcast for more details and other episodes. Music courtesy of Hyperbeat Music, available to stream or download on Spotify, Apple Music, and Amazon Music and more.

In this weeks' Scale Your Sales Podcast episode, my guest is Laura Erdem.   Laura is a sales manager with a flavour for marketing. Joined a Dreamdata startup almost 5 years ago after a long sales career in Enterprise companies like Gartner and Red Hat. Recently moved with the family from Copenhagen to New York to continue the Dreamdata company growth in the US.   In today's episode of Scale Your Sales podcast, Laura shares how data-driven strategies and precise audience tracking can bridge the persistent gap between sales and marketing. She explore the modern B2B buying journey, where buyers often engage with marketing content long before speaking to sales. Laura explains how DreamData helps revenue teams track every touchpoint, optimize spend, and measure pipeline impact. Discussing the evolving profile of today's successful salesperson, the enduring power of content, and how aligned teams drive sustainable growth—even in tough markets.   Welcome to Scale Your Sales Podcast, Laura Erdem.     Timestamps: 00:00 Building Measurable Sales Impact 05:10 Effective Social Selling Strategies 08:21 Challenge: Effective Marketing Tracking 09:52 Optimizing Marketing and Sales Alignment 14:44 Marketing Strategy: Data vs. Gut Feeling 17:21 Prospect Questions Drive Content Creation 21:09 Optimizing Sales Metrics Effectively 25:16 Rethinking Sales: Seniority & Diversity 27:01 Introverts Succeed in Sales 29:39 Data-Driven Recruitment Strategy 33:12 Prioritize Quality Content     https://www.linkedin.com/in/lerdem/     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.

In this episode of Confessions of a B2B Entrepreneur, Tom Hunt speaks with Gabe Lullo, CEO of Alleyoop, a leading SDR-as-a-service firm. Gabe unveils his groundbreaking employee-powered content machine, a unique strategy that remarkably drives 40% of Alleyoop's new business. Drawing from his sixteen years in sales and leadership, Gabe also shares how to overcome common cold outreach pitfalls with data-driven strategies, Alleyoop's 'plug and play' SDR teams for scalable B2B growth, and his unique journey from SDR to CEO. Essential listening for B2B founders, sales leaders, and marketing professionals looking to innovate their demand generation and future-proof their revenue engine.

Episode 158: Grab the Ultimate Ad Script right HERE - https://join.digitaltrailblazer.com/ultimate-ad-scriptGenerating qualified leads for your online business can sometimes be a very labor-intensive process… especially if you rely on cold outreach to get clients.In this episode, Frank Sondors explains how you can program an AI agent to do your outbound cold outreach for you, make contact with your ideal prospects, engage in conversation with them, answer their questions, and book them to sales calls on your calendar.About Frank Sondors: Frank comes with over a decade of experience in B2B Sales whether as a top individual contributor and all the way leading large sales teams. Currently, he's building Salesforge and other forges to help solopreneurs, coaches and all the way up to F500 to hit their sales pipeline targets.Connect with Frank: https://www.salesforge.ai/ https://www.linkedin.com/in/franksondors/Get 10% OFF Salesforge.ai and other forges using: SALESANDBACONGrab the Ultimate Ad Script right HERE - https://join.digitaltrailblazer.com/ultimate-ad-script✅ Connect With Us:Website - https://DigitalTrailblazer.comFacebook - https://www.facebook.com/digitaltrailblazerTikTok: https://www.tiktok.com/@digitaltrailblazerTwitter: https://twitter.com/DgtlTrailblazerInstagram: https://www.instagram.com/DigitalTrailblazer

What if you hit $3 million in revenue—with no sales or marketing team? In this episode of The Root of All Success, host Jason Duncan sits down with Frank Sondors, founder of Salesforge.ai, to unpack how he bootstrapped his AI-powered sales platform to multi-million dollar ARR in just one year. No sales reps. No marketers. Just bold execution, a co-founder match on YC's platform, and an AI agent named “Frank.” Frank shares how his background in politics, Google, and SaaS leadership collided into a startup built to do sales smarter. They talk about what's broken in traditional selling, why most AI companies miss the point, and how founder-led growth can scale when paired with smart tech. Whether you're a startup founder, tech builder, or sales leader, this one is packed with real talk and smart strategy.

Check out https://www.brevitypitch.com/    - HOW AI SOLVES THE SALES PRACTICE PROBLEM 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  

Why you should listenDiscover why Twitter (X) DMs are outperforming cold email and LinkedIn for tech outreachLearn how to build high-quality lead lists using followers, bio keywords, and AI-enhanced targetingGet a behind-the-scenes look at Drippy.ai, the platform automating Twitter outreach with personalized, scalable messagesMost SaaS consultants rely on LinkedIn and email for outbound, but ignore one of the most untapped platforms: Twitter. In this episode, I sit down with Alex Peñuñuri, Co-owner of Drippy.ai, to uncover how Twitter is quietly outperforming traditional channels for tech consultants doing high-ticket outreach.We talk targeting, messaging, automation, and how to personalize at scale using AI. Whether you're getting fewer replies on cold email or worried about burning your LinkedIn account, Alex shares how Twitter can boost your outreach volume, trust, and booked calls—without adding risk.About Alex PeñuñuriAlex Peñuñuri is the co-owner of Drippi, a 7-figure Twitter/X outreach automation software that helps B2B companies land high-value clients through highly personalized outreach messages.Despite initially pursuing a legal career, Alex dropped out of law school to focus on building and growing Drippi - a bold move that paid off. In just two years, at only 24 years old, he has helped scale the company, serving 2,688+ businesses and driving over 1,100 sales calls since August 2024. He has built a loyal audience of 18,000 Twitter followers by demonstrating how more authentic, targeted engagement leads to real connections and real revenue.Under Alex's leadership, Drippi has refined the art of outbound messaging, boasting a 40.19% free trial-to-paid conversion rate - a benchmark few SaaS companies achieve. Now, he shares his insights on outbound marketing, scaling remote teams, and building customer acquisition systems that work at scale through YouTube and X.Resources and LinksDrippi.aiAlex's LinkedIn profileAlex on X: @penunurialexDrippi's YouTube Channel: @Drippi_ai Previous episode: 614 - I'll Do the AI Homework So You Don't Have ToCheck out more episodes of the Paul Higgins PodcastSubscribe to our YouTube channel: @PaulHigginsMentoringJoin our newsletterSuggested resources

Why Most B2B Sales Teams Are Failing (And How to Fix It)Most B2B sales teams are stuck in outdated tactics – pushing for meetings, flooding inboxes, and hoping something sticks.But that's not how today's buyer wants to buy.In this episode, we sit down with Amarpreet Kalkat (Founder of Humantic AI) and our own Adem Manderovic (Co-founder of CRO School) to break down what's broken in B2B sales – and what comes next.We dive into how AI can be used to build trust, not spam, and how real commercial oversight starts with market validation, not meetings booked.Here's what we cover in this episode:+ Why the predictable revenue model has failed us+ How to segment and validate your market the right way+ The DISC profiling framework that changes how you sellTune in and learn:+ Why AI is wings for the good… but crutches for the lazy+ The Dust Bowl of B2B sales – and how to escape it+ How CRO School and Humantic AI fit togetherIf you're in B2B and tired of tactics that don't work anymore, this is a must-watch.-----------------------------------------------------

Show Resources Connect with Gina Kleiner on LinkedIn 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 AJ Wilcox interviews Gina Kleiner, the lead PMM of LinkedIn Ads from LinkedIn, to unveil the newly upgraded Live Event Ads format on LinkedIn—a dynamic and powerful tool for B2B marketers.  They explore exciting updates offered to combine the storytelling power of video with detailed performance metrics—ideal for B2B campaigns. Show Transcript For the full show transcript, see the show notes page here: Episode 161

Real Ways I Used ChatGPT to Save Time & Stay Sharp-On my morning walk this week, I looked up the hill and stopped in my tracks — there was a bear. No warning, just a moment that forced me to change direction. And that's exactly what business can feel like today. Things shift quickly, and we need to be ready to pivot.That moment reminded me just how valuable a tool like ChatGPT can be — not for flashy gimmicks, but for real, day-to-day support. In this episode, I share exactly how I used ChatGPT over the past week to stay sharp, save time, and better support clients.You'll hear how I used ChatGPT to:• Research prospects and uncover insights that led to more personalized outreach• Compare LMS platforms to guide a client's decision• Refine an article for an industry publication to sound more helpful, not salesy• Align branding visuals and promotions for a consistent message• Explore topics like stem cell therapy to stay informed and sharp3 Actionable Steps to Try This Week: Use it for research: Ask ChatGPT to break down a company, audience, or trend in plain English. Test it on something small: Try rewriting one email or LinkedIn post — you'll be surprised how much time it saves. Build it into your prep routine: Whether you're heading into a meeting or presentation, let ChatGPT help you get clear and confident.At World Innovators, we believe in sharing what actually works — not what sounds trendy. If you're ready to explore how AI can work in your world, subscribe to the B2B Marketing Excellence & AI Podcast so you don't miss an episode.We also invite you to:Check out our YouTube Channel for step-by-step how-to videosVisit our website for more tactical tips and ideasOr email me directly at dpeterson@worldinnovators.com — if you've discovered a new way to use ChatGPT, I'd love to feature it!Let's learn together and help each other succeed — one smart strategy at a time.

Send us a textGet ready for an electrifying episode of "The Selling Podcast" as your hosts, Mike and Scott, sit down with an absolute sales legend: Aaron Lewis! In a candid and incredibly insightful conversation, Aaron pulls back the curtain on his remarkable career journey, from being a 6-time Presidents Club winner at Salesforce to embarking on an exciting new role at a rapidly growing young company.Aaron dives deep into the strategic thinking behind his significant career transition, openly discussing why he made the move and how he navigated the complexities of shifting to a new environment. This isn't just a story about changing jobs; it's a masterclass in strategic career management for any sales professional looking to advance.Beyond his personal journey, Aaron reveals the core transferable skills that make a top seller successful, regardless of the product, industry, or company size. He shares invaluable tips, proven strategies, and the mindset secrets that propelled him to consistent elite performance at Salesforce and are now guiding his success in a dynamic new venture. If you've ever wondered what truly sets the best apart, Aaron's insights on high performance, adaptability, and maintaining an elite sales mindset are unmissable.Tune in for a powerful blend of hard-hitting sales wisdom and the signature engaging banter from Mike and Scott, as they extract actionable advice from a true industry titan. This episode is packed with the practical knowledge you need to elevate your own sales game, understand strategic career moves, and discover what it truly takes to be a top seller.Scott SchlofmanMike Williams - Cell 801-635-7773 #sales #podcast #customerfirst #relationships #success #pipeline #funnel #sales success #selling #salescoach

What does it take to turn stagnant B2B portfolios into true growth engines in the age of AI? In this StrategyCast episode, we're sharing breakthrough tactics to spark demand, master challenger selling, and position your brand as the first choice buyers notice.And don't forget! You can crush your marketing strategy with just a few minutes a week by signing up for the StrategyCast Newsletter. You'll receive weekly bursts of marketing tips, clips, resources, and a whole lot more. Visit https://strategycast.com/ for more details.==Let's Break It Down==03:22 Job Hunt Reinvention Through Design Thinking07:32 Evolving Customer Buying Journeys10:44 B2B Sales and Buyer Indecision13:20 "Challenger Method's Winning Impact"17:23 Unrecognized Unique Intellectual Properties22:36 "Four P's Strategy Framework Overview"23:46 "Unsolved Problem: Missing Customer Insight"26:32 Understanding the Lengthy Buying Cycle30:22 Planning and Execution Strategy33:54 Results Over Vanity Metrics39:30 Mastering AI Prompt Writing==Where You Can Find Us==Website: https://strategycast.com/Instagram: https://www.instagram.com/strategy_cast/Facebook: https://www.facebook.com/strategycast==Leave a Review==Hey there, StrategyCast fans!If you've found our tips and tricks on marketing strategies helpful in growing your business, we'd be thrilled if you could take a moment to leave us a review on Apple Podcasts. Your feedback not only supports us but also helps others discover how they can elevate their business game!

Check out https://www.brevitypitch.com/    - HOW AI SOLVES THE SALES PRACTICE PROBLEM 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  

In this episode Vlad and Andrei are going to share a live ABM case study of our client, Customs4trade, presenting an ABM program to engage and land enterprise sales opportunities.

Mark Cox is the Founder of In the Funnel Sales Coaching and one of the most trusted voices in B2B sales leadership. With over 20 years of experience leading complex sales and building high-performance teams, Mark is on a mission to elevate the sales profession through integrity, process, and repeatable strategies. His no-fluff, practical approach empowers professionals to build trust, close more business, and fall in love with selling again.SHOW SUMMARYIn this episode of the Selling from the Heart Podcast, Larry Levine and Darrell Amy are joined by Mark Cox, founder of In the Funnel Sales Coaching and author of Learn to Love Selling. Together, they explore what it really takes to build a successful, heart-centered sales career. Mark shares why authenticity matters more than ever and explains how cultivating a growth mindset, lifelong learning, and a consultative approach creates lasting success. Through personal stories and real-world tactics, this conversation equips sales professionals to confidently navigate change and connect more deeply with clients.KEY TAKEAWAYSAuthenticity in Sales – Showing up as your true self builds credibility and trust with clients.Always Be Learning – Growth-minded salespeople thrive by consistently improving their skills and knowledge.Consult, Don't Just Close – Reframe your role from “seller” to “trusted advisor” to deepen value.Reframe the Challenge – Changes in the market are chances to offer fresh solutions.Personalized Outreach Matters – Research and preparation elevate your sales conversations. HIGHLIGHT QUOTES“We have to be learn-it-alls, not know-it-alls.”“Sales is a noble profession, and that's why I'm glad you wrote this book, Learn to Love Selling.”“These just can't be words. If you're going to use ‘trusted advisor,' you have to back it up.”“You may be selling the same product, but the problem is different—and the solution must be reframed.” 

Show Resources: Amazing video ads performance with Chandler Quintin Chandler Quintin on LinkedIn or funb2bads.com Join the LinkedIn Ads Fanatics community and get access to our 4 courses to take you from beginner to expert Subscribe  Rate/Review Contact us with any questions, suggestions, or corrections Summary: In this surprising episode of The LinkedIn Ads Show, host AJ Wilcox teams up with guest Chandler Quinton of Video Brothers to bust a long-held belief: that vertical video outperforms other formats on LinkedIn. After analyzing over $140,000 in ad spend across multiple campaigns, they discovered that horizontal (16:9) video significantly outperforms vertical (9:16) and square (1:1) in view rate, completion rate, and cost efficiency—by as much as 2x to 4x. Show Transcript: For the full show transcript, see the show notes page here: Episode 160

Check out https://www.brevitypitch.com/    - HOW AI SOLVES THE SALES PRACTICE PROBLEM 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             Listen to The Sales Questions PodCast: https://itun.es/i67d3Ry     Listen to The B2B Revenue Leadership Show: https://itunes.apple.com/us/podcast/b2b-revenue-leadership-show/id1174976428?mt=2     Twitter: @briangburns LinkedIn: Brian G. Burns Facebook: Brian Burns YouTube: Brian Burns SALES PODCAST  

David Priemer, Founder of Cerebral Selling and former Salesforce VP of Commercial Sales, blends science and empathy to transform sales leadership. A bestselling author and Adjunct Lecturer, David's work has been featured in Harvard Business Review, Forbes, and more. Known as the “Sales Professor,” he brings over 20 years of high-growth leadership experience to the conversation.SHOW SUMMARYIn this episode of the Selling from the Heart Podcast, Larry Levine and Darrell Amy are joined by David Priemer, author of Sell the Way You Buy and founder of Cerebral Selling. Together, they explore the powerful intersection of emotion and authenticity in modern sales. David breaks down how buyer decisions are emotionally driven, even in B2B, and how sales professionals can tap into that by being human, intentional, and genuinely curious. With insights from neuroscience and psychology, David explains how the best sellers aren't pitch machines, but emotional architects who create memorable buying experiences rooted in trust. This episode is a masterclass on connecting with your buyer's heart before asking for their wallet.KEY TAKEAWAYSFeelings Drive Buying Decisions: Customers make purchases based on emotional resonance, not just logic or features.Authenticity Builds Trust: Selling with empathy and authenticity helps establish credibility and long-term relationships.The Buying Experience Is the Product: The way a client feels during the sales process often matters more than the product itself.Embrace Curiosity: Asking better questions helps uncover emotional motivators and deepens connection.Sales as Emotional Engineering: Top sellers shape the emotional narrative of the buying journey. HIGHLIGHT QUOTES"Selling from the heart means selling with humanity and authenticity.""What are people actually buying? It's feelings.""The experience is the product.""Whether you believe or you don't, your customers can tell."