Podcasts about catapulting commissions

In this episode of Selling From The Heart, hosts Larry Levine and Darrell Amy are joined by Anthony Garcia to discuss the importance of setting meaningful and emotionally invested goals in sales. Anthony emphasizes the need to move away from a transactional mindset and focus on building genuine relationships with prospects. He shares his personal experience of setting goals that are emotionally invested and how it has driven his success. Anthony also provides practical tips on how sales professionals can start setting meaningful goals and plan for adversity.Anthony Garcia is a sales expert with nearly two decades of experience in direct business-to-business and medical sales. He has achieved top accolades in his field and has trained and developed sales teams for various companies. Anthony is the author of "Catapulting Commissions" and the host of the "Catapulting Commissions" podcast. KEY TAKEAWAYSSelling from the heart means genuinely caring about solving a problem for the prospect and being invested in the outcome after the sale.Money is just a way to keep score; the real motivation comes from setting goals that are emotionally invested.To shift from a transactional mindset to a meaningful goal-setting mindset, start by identifying the worst-case scenario if you fail and realize that it's not as bad as it seems.Anticipate adversity and plan for it in your goal-setting process.Create smarter goals that are emotionally invested and have a reward attached to them.HIGHLIGHT QUOTES"Selling from the heart is truly believing that the product or service I'm selling can solve a problem that I completely understand." - Anthony Garcia"Money is just a way to keep the score at the end of the game. But the goal is what drives me." - Anthony Garcia"If you hit your other goal, that opportunity will present itself." - Anthony Garcia"What if you failed? What's the worst-case scenario? Usually, it's such a minute instance in your life." - Anthony Garcia"Plan for adversity on a daily basis. It doesn't have to be catastrophic; it could be as simple as a product going on backorder." - Anthony GarciaLearn more about Anthony Garcia: LinkedIn: https://www.linkedin.com/in/anthonygarciainc/Learn more about Darrell and Larry: Darrell's LinkedIn: https://www.linkedin.com/in/darrellamy/Larry's LinkedIn: https://www.linkedin.com/in/larrylevine1992/Website: https://www.sellingfromtheheart.net/ Got a video about how you sell from the heart? Share it by texting VIDEO to 21000.Please visit BarnesandNobles.com to order your copy of the rerelease of the Selling from the Heart book. SUBSCRIBE to our YOUTUBE CHANNEL! https://www.youtube.com/c/sellingfromtheheartPlease visit WHY INSTITUTE:https://whyinstitute.com/Please go to WORK BETTER NOW:https://www.workbetternow.com/Click for your Daily Dose of Inspiration:https://www.sellingfromtheheart.net/dailyCheck out the 2023 Authentic Selling Challenge:https://authenticsellingchallenge.com/Get your Insiders Group FREE PASS here:https://www.sellingfromtheheart.net/free-pass

Anthony Garcia is a highly regarded sales expert, bestselling author, and motivational speaker with over 20 years of experience. He is passionate about helping companies achieve remarkable growth and scale by enhancing the skill and efficiency of their sales process. Anthony's expertise in training and developing successful sales teams have earned him top accolades in various sales fields. His international best-selling book, "Catapulting Commissions," has been recognized by Selling Power Magazine as a must-read for sales professionals seeking to elevate their performance. His valuable insights have been featured in renowned publications like Forbes, Selling Power, New York Weekly, and Success Magazine. As the host of the popular Catapulting Commissions podcast, he shares interviews and strategies from top sales performers and entrepreneurs, inspiring his audience to reach their full potential. With his dynamic presence, Anthony is in high demand as a keynote speaker, where he motivates and empowers business owners and sales professionals to achieve exceptional growth and surpass their goals. Welcome back to episode 3 of our sales and marketing mini series! John Duffield welcomes back Anthony Garcia, founder of Anthony Garcia Inc as they discuss how to access a company and develop a process to train their team in order to create monthly recurring revenue. Anthony explains how he believes there is not one sales methodology that fits every industry but rather the importance of creating a strong sales team so you receive the most out of your marketing efforts. Anthony touches on AI and how it has become a helpful tool that is now more commonly used.  LEARN MORE ABOUT ANTHONY GARCIA:  Email: anthony@anthonypgarcia.com Instagram: @anthonygarciainc Facebook: Anthony_Garcia YouTube: AnthonyPaulGarcia LinkedIn: Anthony_Garcia Twitter: https://twitter.com/AnthonyPGarcia  

One of the great signs of a growing business is when a founder or owner can eliminate themselves from certain processes such as sales. However, this must be done with the right timing. You can't let go too soon nor too late. So when is the best time to do that? In this episode, Doug C. Brown dives deep into this question with guest, Anthony Garcia of Catapulting Commissions. Anthony shares his insights on how a founder or owner can screw things up in the sales process by being heavily involved. They need to learn how to transition the power of selling to a sales team. He then talks about how the sales team can master the discovery process to speed up the sales process—from building rapport to knowing when to pitch. As founders, we can't always spread ourselves too thin. We have to know when to hand over the reins and let our expertise shine elsewhere. Join this conversation and gain valuable insights to take your business to a whole new level!"Anthony is giving away a digital copy of his book, Catapulting Commissions! Download your copy here: https://www.catapultingcommissionsbook.com/free" In this episode, you will learn: · Why a founder should not be involved in the sales process· When is the right time for a founder to eliminate themselves from the sales process· How to master the discovery process to speed up the sales process

Welcome to our first of seven podcasts during the month of July. Our guest today is Anthony Garcia, the Founder of Catapulting Commissions. The focus of our discussion was managing teams as a critical function of leaders with examples drawn from Anthony's experiences in sales and management. Talking Leadership TV

Welcome to another riveting episode of Catapulting Commissions, where we delve into an often-overlooked facet of the sales world - the power and prowess of women in sales. Our guest for this episode, Estefania Campo, founder of BeYou Selling, boldly ventures into this vital discussion. Studies suggest that women close more deals than their male counterparts. Estefania brings this data to life with her ten years of experience and dedicated focus on empowering women in sales. She sheds light on the unique strengths that women bring to the table, the transformative approach they often adopt, and how these can be harnessed to achieve phenomenal results. Get ready for an empowering journey that reveals how the often-untapped potential of women is shaking up the traditionally male-dominated field of sales. It's time to uncover why women outperform men in closing sales and how you can leverage these insights for your sales success! Top 5 Key Takeaways from the Episode: 1. The Power of a Professional Selling Degree:   Estefania's journey, which started with a unique professional selling degree, showcases the advantages of specialized education in sales. She explores each part of the course, from understanding different buyer psychologies to learning effective sales management techniques. The detailed insights she provides from her education will give listeners a new perspective on how formal education can empower sales professionals, as it opens up advanced strategies and techniques that can be game changers in the industry.   2. Redefining the SPIN Method:   In this segment, Estefania discusses the nuances of the SPIN method, a popular sales technique that can be incredibly effective if implemented correctly. By sharing her experience and wisdom, Estefania sheds light on using situational and problem-solving questions to make the most impact. She also emphasizes the importance of being prepared and not overusing situational questions to ensure a more engaging and productive conversation with potential clients.   3. Achieving Career Longevity in Sales:   Longevity in the sales industry is a challenge that many professionals face. Estefania shares her strategies for maintaining a fulfilling and successful career in sales over the long term. Her advice around keeping a positive mindset, finding a purpose in work, and having a solid reason for being in the field not only offers a way to maintain resilience in sales but also adds a new dimension to the discourse around career satisfaction and personal motivation.   4. The Influence of Gender in Sales:   Estefania brings to the forefront the distinct approach women often take in sales, emphasizing their propensity for a consultative approach. Backed by research, she reveals how this approach can lead to higher sales closure rates. Her insights provide a fresh perspective on gender roles in sales, highlighting how women can leverage their unique strengths in the industry and encouraging a more diverse and inclusive sales environment.   5. Empowering Women in Sales:   Through her work with BeYou Selling, Estefania not only provides support to women in sales, but she also tailors strategies to each individual's strengths and weaknesses and helps align their roles with their personal goals. She shares empowering anecdotes and techniques to help women harness their natural abilities in persuasion and negotiation. Her stories demonstrate how personalized strategies can play a crucial role in sales success and offer an inspiring blueprint for other women in sales. About Estefania Campo:   Estefania has a decade-long career in sales, beginning with her professional selling degree from Florida State University. Despite her initial interest in finance, a personality test steered her toward sales, and she has never looked back. After selling custom suits for men in Miami, she transitioned into the medical sales industry and now uses her expertise to empower women in sales through her company, BeYou Selling.   Remember, you can connect with Estefania on Instagram @estefacampo and LinkedIn at Estefania Campo to continue the conversation and gain more insights and tips. This episode is a treasure trove of practical advice, in-depth discussions, and empowering stories about women in sales. Don't miss it!   Links:   Instagram: https://www.instagram.com/estefacampo/ LinkedIn: https://www.linkedin.com/in/estefania-campo-8214b342/

Anthony Garcia is the founder of Catapulting Commissions Inc. and an expert in sales training, goal achievement, and motivating business professionals to peak performance. Anthony's here to talk about achieving sales in your first 90 days. He started his career at the age of 22 and spent 20 years building sales teams for large corporations. As he was building out these teams, Anthony realized he didn't see the same things happening in the small business community. Four years ago, he founded Catapulting Commissions where he builds sales processes and systems for service-based professionals.Sales are often one of the scariest subjects for authors, and Anthony and I discuss how he gets people out of that fear state. One of the ways to get over those fears is to hear feedback directly from their ideal customer through a discovery call. We also talk about the steps to take in your first 90 days to drive sales. Anthony shares tips on how to avoid common sales mistakes, pricing, market research, and how to position yourself as a problem solver. He also shares his wisdom about selling high ticket offers. What's Inside:How to overcome fears about selling.What to do in your first 90 days to make a sale.Tips for selling high ticket offers.Mentioned In This Episode:Ray.fmCatapulting Commissions Academy

Are you looking for an innovative way to promote your business that can reach a wider audience? With the rise of social media, one of the most effective strategies for doing so is creating viral, short-form videos. In today's Catapulting Commissions Podcast, we invited Hilary Billings, viral video strategist and co-founder of Attentioneers, to bring us tips on to create short-form videos that go viral. If you're new to this form of content production and aren't sure how it works or how to get started, tune in and discover exactly how to create viral content videos that will increase your conversion rate! Topics discussed: Why create short-form video content for your business? How to stand out online How to make your short-form video content go viral Connecting and entertaining vs. advertising Should you pay for followers to create viral content? The formula to creating a viral video How to promote your long-form content through short-form content Resources to help you make creative online content Connect with Hilary Hilary Billings is a viral video creator and strategist. She's also the co-founder and CEO of Attentioneers, a creative agency that helps brands and their partners grow revenue and reach through their short-form content strategy. Hilary understands the psychology of capturing and keeping attention online. She uses expertise to demystify short-form videos for her clients and help them build genuine relationships with their followers, all while leveraging the science of virality. Hillary is also a certified personal brand strategist. She's worked with a gamut of high-performing entrepreneurs, including billionaires Victoria's Secret models, and New York Times bestselling authors. She is a former Miss Nevada journalist, on-camera host, and TV producer. And she has worked with national trade traditional media outlets, including USA Today, E-news, and Extra Entertainment. She's also been featured on Huffington Post and Forbes. Website: Attentioneers.com Looking to stay ahead of the curve in sales? The Catapulting Commissions podcast is the perfect resource for sales professionals who want to learn from the best in the business. Every week, International Best-Selling Author and Keynote Speaker Anthony Garcia interview top sales executives and entrepreneurs worldwide. They will teach you the latest strategies and tactics for succeeding in today's sales environment. Whether you are trying to get more out of your sales team or looking to take your career to the next level, this podcast will help you achieve your sales goals.  Subscribe to our Youtube channel: Catapulting Commissions Sales Talk

In this week's episode of the Catapulting Commissions podcast, we're going to discuss how to land high-ticket clients and sell high-priced services! We interview Jessica Yarbrough, known for being one of the best business strategies for coaches and consultants who want to sell and scale utilizing ultra-high-end services. She shares her top tips for attracting affluent clients and offers advice on increasing sales rates with confidence. This episode is essential listening for any business owner looking to boost their income by selling premium services. Listen now! You will also learn: How can you get paid for your worth How to discuss increasing rates with your clients Understanding what the market is willing to pay for your services How to build your credibility to charge higher fees Creating your business system and support as you grow How to leverage LinkedIn for sales business Managing the  mental stress with building a large business Resources to help you sell high-ticket service Connect with Jessica Jessica Yarbrough quickly developed a reputation for being one of the best business strategies for coaches and consultants who want to sell and scale utilizing ultra-high-end services. Her background is in international business and has built multiple companies. Her expertise is showing entrepreneurs how to build an expert platform, rapidly raise their value, build credibility, and attract high-paying clients. She loves teaching entrepreneurs how to grow their influence and make the income and impact they desire. Jessica's LinkedIn Jessica's Youtube Jessica's Website

In this episode, I share some of the lessons I've made from my mistakes in podcasting and in the sales business. Tune in so you can start your business on the right foot and avoid making the same mistakes. If you're an entrepreneur or thinking about starting your own business, don't miss this episode! You will also learn: How often should you pivot in your business? Are you paying enough attention to your cash flow? How to track your finances Do NOT ignore this in your business How to take care of your health as an entrepreneur How to have a support system in business Resources to help you in your business and podcast journey Be sure to subscribe to the Catapulting Commissions podcast so you don't miss future episodes. They're packed with helpful tips and advice for entrepreneurs just like you. Thanks for listening! Going forward Challenges are a part of the entrepreneurial journey, but you don't need to go at it alone; reach out and connect with me through my website AnthonyPgarcia.com where there are lots of resources available – I'm excited to hear what's going on in your business so let's book a call today! Thank you Catapulting Commission's podcast has come a long way since its humble beginning four years ago when it started with only seven downloads. Today the show is growing in reach and influence both nationally and globally - all thanks to our loyal listeners! We are thankful for everyone who has been part of this family from day one, as well as those newcomers; we will continue striving forward by producing amazing content that won't stop anytime soon. After the successful years of organically producing this show, we are looking forward to creating more stuff for you! If you've gained value from the program and would like to support us as we enter another year, reach out on social media or leave a review for Apple Podcasts or YouTube. We love hearing from you - let us know what's resonated with you most so far!

On this week's episode I was a guest on the Catapulting Commissions podcast hosted by Anthony Garcia!    On this episode I discuss how to cold call, how to build rapport with executives, how to close more deals, and overall how to make more money.   If you want to learn more - reach out to me personally at chrischapmansc@gmail.com for a free coaching call. 

You see, hitting your sales goal and guaranteeing that you're going to hit your sales goal is a huge confidence booster. And here's the confidence booster you need in order to guarantee that you hit your sales goal in the next year. You need one simple word on a consistent basis in your life. And that word, my friend, is accountability.  And Catapulting Commission Sales Academy provides you with the accountability to hit your goals. Goals and accountability How many of you have scheduled or how many of you have set a New Year's resolution and didn't hit it? Right now, virtually, I'm seeing nine out of ten of you raising your hands, because that's what the data says. 92% of all New Year's resolutions are never hitting. They fail. They don't succeed. The American Society of Training and Development recently issued some data that says, if you have a goal and you commit to someone to achieve your goal, you've given yourself a 65% better chance at achieving that goal. And if you come into the Catapulting Commissions Academy, we create those accountability groups for you. We create those systems for you so you can be held accountable. You join the group program, and we are going to push you to what you said you were going to do. I don't know about you, but I definitely want a 65% chance of improvement in hitting my sales goal. So to simply do that, get some accountability.  Where to find accountability The reasons you don't get accountability are you're sometimes embarrassed to ask for it, you don't have a system in place, or your sales manager isn't giving you the accountability. And micromanaging the spreadsheets and accountability are two different things. So get someone that's going to hold you accountable and come join the workshop. Instead, come join the Academy. For those that are overachievers and exclusively in the Academy, I have rejected one on one coaching directly through me for a really long time. If I'm coaching somebody, it's because they've been referred to me through an organization that I do contract work with. They are working with me through the branding organization I do work with. But to get directly to me for the sales coaching, I have told everybody, no, the only way you get access to that is through the Catapult and Commissions Academy. And here's why that's important. If you have a scheduled appointment with someone to hold you accountable, say a coach, a weekly appointment, a monthly appointment, whatever it is, you have a 95% increased chance of achieving that goal. 95% is damn near guaranteed for me. I want to hit that goal. I have health and wellness goals, and right now, I have accountability through the Crossing gym I work out in. It's not always fun I got to be honest. Accountability kind of sucks. However, the results are happening, and I want to help you get those same results in your business. At a bare minimum, give yourself a 65% chance. Get in a group. Get in the accountability system. Get in with us at the Catapulting Commissions Academy. We wanted to put together a program that was robust, based on science and data guaranteed to make a change in your life. And that's what we've built. The introduction to that is the Catapulting Commissions workshop. It's a two-day workshop at $17. If, for whatever reason, you don't like it, let us know. We will refund you 100% of the money, no questions asked. If you can't make the live recordings and still sign up, you'll get copies of the books, you get all the workbooks, and you'll still get the opportunity to learn about the Catapulting Commissions Sales Academy. This exclusive academy has only gotten to, or only applied through, joining the workshops. After the workshop, you get the opportunity to join me or someone on my team for a brief call. We outline the details of the twelve-month program. We guarantee the results we're going to deliver for you. So come and join us for that Academy workshop so you can guarantee you hit your sales goal in the next year. Register here!

We are back with another micro episode and I'm hyped for we are doing these daily micro episodes 1) To give you immediate value that you can implement in your sales day to day and 2) To let you know about the upcoming Catapulting Commissions Academy Workshop that is launching next week! So is sales training worth it? Whether you are a small business owner or a sales professional, you're going to want to listen to this. The average small business organization spends about $2,000 per salesperson on sales training. That's their investment for the year. Now, compare that to other areas of the company, it's significantly less. The problem with setting small or having no investment in sales training is that you're missing out on something. Because here's the deal about sales training. If you are a small business owner and every dollar you invest in sales training generates an ROI of 353%. So every dollar that you invest in sales training, you get back $3.53. I mean, holy cow. Show me another portion of your business that you can get that ROI. So is sales training worth it from a business ownership standpoint? Absolutely. You get a 353% return on your investment. Now for the sales professional and you're an individual contributor. Top-performing sales professionals are more likely to spend time with their sales managers and receive training from outside experts. If you're in the sales industry and you work for a company and you're doing well, chances are you're pretty close to your sales manager. The top 1%, the top elite, also get support from an outside expert. You, too, get the same ROI as a small business owner on your time invested in sales training. Now, I want to share something with you. We have talked about this data multiple times this week. Forbes believes that more sales reps aren't properly trained. And if you're a company owner and you're still on the fence, read on. Is sales training right for my team? Companies that provide a decent sales coaching program will increase their revenue by 10% year over year. And if they do that, they will get a 95% improvement over companies that didn't invest or don't implement sales training and sales coaching. So to answer the question, is sales coaching worth it? Absolutely. The modern consumer that you're selling to today is not going to buy from you because you're likable. It's not going to happen. Right? And I want to share that with you. I want to be crystal clear, and tomorrow's episode is the worst advice your sales manager gave you. But this whole mantra people buy from people they like and trust, it's a fallacy. Because it says, if I do this, people will buy. And that's not the whole story. That story of likability and trust, with all honesty, is developed before you even arrive. So to understand how the modern consumer works, you got to get modern consumer training. You have to get modern consumer accountability, and you have to spend time with the people who are committed to the research to ensure you're at the top of your sales game. Whether it's the Catapulting Commission Sales Academy or another reputable respectable sales trainer, you have to do something.  Join the sales training If you're not ready to invest in sales training, listen to the Catapulting Commissions Podcasts for one. I can recommend a few other ones. Shoot me a DM. I'd love to show you some. You can also read a modern sales book. But do not just sit there and think what you were trained on 20 years ago is still going to work now because it's not. So that's what I got for you.    If you want to hop on to your sales training to increase revenue in the coming months, join me at the Catapulting Commission Sales Academy workshop. Learn how to increase your sales and commissions by attending our 2-day live workshop! Our Catapulting Commissions workshop is designed to help you go from $60k to $350k a year in sales. You'll learn techniques that are proven to work, so you can start making more money right away. Imagine what it would feel like to have an extra $290,000 in your bank account. That's what you could make by learning the techniques we teach in our Catapulting Commissions workshop.  Register for the Catapulting Commissions Academy workshop today!

The greatest profession in the world is being a salesperson. Because if you're a salesperson, you have a high-income skill. Point blank. There's no alternative. Being a salesperson is a high-income skill. Every successful entrepreneur, in whatever industry they're in at one point or another, has had to sell something. Every successful entrepreneur will tell you everybody should have a sales experience at some point in time in your life. I've worked in incredibly technical and scientific industries before. I work with some of the most outstanding surgical minds in the world. I worked with some of the most significant legal minds in the world. And you know what? They, too, need help generating sales. So if you're a salesperson, embrace that. You have a high-income skill. You have a skill that can take you far in life. And the beautiful thing about being a salesperson is you do not have a cap on your income. Hence, the name Catapulting Commissions. I live by this mantra, “if I eat what I kill, the revenue I generate helps provide for my life, and I'd rather live that way than being capped on a salary.”  When I left corporate America, the amount of job offers that came was great, but they were capped. And I got to be honest with you, that's not the life I want. The Current Salesforce Over 50% of sales professionals are actively looking for a new job right now. This is data from the Bureau of Labor Statistics. This isn't just made up from some random poll or some random social media poll. This is genuine, actual data. And in the US alone, there are 2 million open sales jobs right now. So half the salesforce is thinking of quitting. There are 2 million jobs available right now for sales professionals. So if you have the skill set to sell something, the opportunity to make money is there. Now, if you listen to the episode we shared yesterday, we talked about the impact and scary statistics you should know. Because truth be told, Forbes suggests that a lot of current sales professionals aren't as well-trained. But even if you're half skilled, the market is still there. And because sales is a high-income skill, you'll never convince me otherwise. Why not advance that skill to the next level? And in doing so, take the opportunity to improve your skill. Take your sales skills to the next level If you're a salesperson selling for a company, or you're a salespreneur small business owner trying to generate revenue for your company, you have to look at sales as a skill that you develop, practice, and invest time in. Many people just show up with their product and features and think the market is going to say, ‘Buy me.' It doesn't work that way. Because you have this high-income skill, I'm going to highly recommend that you practice this skill. So if you were to ever ask me what is the greatest job in the world? Hands down, no questions asked, it's being a salesperson. And the only people who say being a salesperson isn't a good job are those who haven't developed their sales skills or haven't had a level of success that they become addicted to. Maybe I said it is a level of success that they become addicted to. Because once you compete in the sales industry at a high level with high income in six and seven-figure commissionable years, you're like, Holy crap, I can do this. So I'm here to tell you that high-income skill meets high-income coaching. Why don't you come to join me at the Catapult Commission's Academy workshop?  It's no secret that the average person isn't making enough money to live comfortably. In fact, many people are stuck in jobs they hate because they can't find anything better. The Catapulting Commissions workshop is here to get you out of that rut.. This 2-day workshop will teach you sales techniques that have been proven to help people go from earning $60,000 a year to $350,000 a year.  Register now and start making the money you deserve!

I have spent 20 years working with sales professionals and salespreneurs from all around the world. And every salesperson believes they are a good salesperson. I've never met a salesperson that says “I'm bad.” How? I myself believe I'm a good salesperson. We all do. But when we take an objective look at the sales industry and we look at the data that is out there and this is data by our consumers, it's a gut-wrenching opportunity. When you look at the data, it's going to scare you a little bit. Because 55% of sales professionals are anticipating a decrease in their pipeline. We don't want to call it the recession, and I'm not going to get to the political conversation, but 55% of sales professionals are anticipating their pipeline is going to get slow. And 60% of all sales professionals are anticipating that in the next twelve months, they will miss their quota. So six out of ten salespeople are saying “I'm going to miss quota this upcoming year.” This data recently came out on a 100% reliable LinkedIn article, The State of Sales and Hubspot article.  The need for skills Here's another one. Another report recently came out called Sales from the Buyer's Perspective. Right now, consumers look at salespeople as they are untrained. 34% of the B2B buyers strongly agree that their point of contact to purchase a product or service from a business is not helpful. If you are that 34%, that is not helpful. You are in a tough spot. And you are ruining that industry for the rest of us. Forbes magazine recently released some data that said 55% of all sales professionals lack the basic skills of being a professional salesperson. So if you're part of that group and you work in sales as part of your living, your sales professional or sales premier, and Forbes is saying that one out of two of you, for lack of better words, sucks. That's a problem, right? Other data from Forbes suggests that 84% of all sales training is lost within 90 days. This is mostly due to the lack of our ability to retain that information. Now you might hear these sales statistics and say, “hey, that isn't me. I'm the person who does well.” If this is you, then you need to hear this. I know some absolute monsters in the sales industry that work for companies that run sales training, organizations that are top leaders, that make income, that would make most Americans jealous, and they are still committed to their sales training craft. So when I meet a salesperson or salesperson that says I no longer invest or I no longer contribute to the education of my sales process, I instantly know that person's skills are regressing. And your ability to generate sales with the modern consumer who's constantly changing is going to slowly regress. Get the sales training advantage A good colleague and mentor of mine recently said this sales training isn't an event. It's an ongoing process. And that is true. Too many times I see sales professionals or even people in professional development space that go to these events and say, ‘oh, I did this one time.' Well, if you did it one time, the data out there says that 84% of it, you've lost after 90 days. So sales training and sales improvement is an ongoing process, and I'd love to share more about that. I'd love to share more about that with you. So come join me at the Catapult Commission's Academy workshop on August 31 and September 1. Learn sales techniques that have helped other entrepreneurs go from making $60,000 a year to over $350,000. You don't want to miss this! Imagine what it would feel like to make more in commissions in just 2 days than you have in the past year. With this workshop, you can achieve that goal and so much more. The skills you learn will be applicable to your business for years to come - so register today! Register now by clicking this link and secure your spot for the Catapulting Commissions workshop!

What's up Catapulting Commissions Family! I'm excited to launch our Catapulting Commission academy on Aug 31 - Sept 1. And on the coming days leading up to the launch, we will have micro episodes so you can get a glimpse of what you will learn inside the training!   One of the most common questions in my DMs is, “Anthony, how can I get my prospect to say YES to my product or service every time?    And if you are a Salespreneur— a business sales rep that has to generate revenue to make a living— this message is for you.    I get that sales professionals are always trying to compete for prospects' attention and approval. But what makes selling difficult for salespreneurs is that they often fail to understand the psychology of sales. And this is how you can get buyers to say YES to anything. And you have always to keep this in mind. The psychology of sales says,    “a consumer will purchase a product or service based on emotional needs and wants and then justify the purchase with logic later.”   Read that again. When you begin to understand this, you can tailor your message to get someone to say YES consistently. This works because people will purchase from you if can fulfill one or two of the basic emotional necessities in life:     1.) the need to avoid pain or loss 2.) the need to experience pleasure   So the next time you ask somebody to purchase with you, remember if you are appealing to their emotional needs or wants. Is your offering going to help them ease their pain or is it going to provide pleasure?    Craft your offer that addresses these emotional needs and your prospect will say YES to you! Need more tips on how to grow your sales revenue? Go to capatultingcommissionsacademy.com   The Catapulting Commissions workshop is a 2-day event that will teach you how to sell like a pro. You will learn techniques that have helped others increase their income from $60,000 to $350,000 per year.   Imagine what it would feel like to make an extra $290,000 in just one year. With the skills learned in this workshop, that's definitely within reach! Register now and start making the money you deserve!

Selling and marketing for today's consumers according to behavioral science You got to start with a belief that selling is about helping people, not manipulating people to do something. In Marketing, we call it a consumer decision journey or a buyer's journey. Sales know the pipeline report, which is just a codification of that. We all know that.   But the behavioral science that we follow is called the Trans theoretical theorem of behavioral change. There are nine codified best practices to help people as they make the decision, from no action to action, from being unaware of your product to understand the need of your product, to buying your product.   And there are some things that sales can do intuitively and intuitively that can be codified by these nine best practices. It's countering. It's environmental controls. It's rewarding for private, for good behavior. It's helping relationships. It's social liberation. That's a bunch of scientific terms. That's what sales do.  (If you want to grow your sales from $60K to $350K per year, I invite you to join the live Catapulting Commissions workshop this Aug 17-18! Get your slot here)   Buyer-centered We call it centricity because it's centered not on sales need, not on marketing need. It's centered on the buyer. And if you center all your company's thinking, your sales teams, and your marketing team's thinking on the understanding of the buyer, there's an alignment that's created out of that. Sales and marketing should never align with each other. They should align with the customers. The result that is they'll be aligned with each other.   What is Private-Public commitment? Private-public commitment is effective from the middle of the buying journey to the very end. In sales barrier analysis we break down a pipeline and understand where there are problems in this pipeline. And in a client's pipeline, we almost always find there's more money to be made in late-stage deals and fixing late-stage deal problems than there is in creating more awareness where most marketing advertising starts.    So private public commitment is one of the most powerful tools because you've got to equip both sales and marketing to understand what it is. So if you can fix that, you'll close more deals that get stuck.    Why you should have Private Commitment in sales Buyers have to have safety first as they make a change. So if you're going to buy a new service or product, if you're going to put risk, you're not going to do it without understanding privately first whether this is good to proceed.    Founders, you're leading your sales and marketing efforts. Have you created an intentional way where a buyer can, without revealing to anybody else, explore your product or your service? And if your marketing team and your sales team don't have a way to create a private commitment, then that's a gap that you've got to add. You've got to fix that. It's going to stop people from moving forward.   Take a look at what Sean did with his company FitzMartin. His prospect has eight agencies to choose from. So Sean offered to pay $10,000 of service for his prospect so they could see if it's going to be a good fit. (It cost him around $5,000 in actual employee time and materials and costs. He lowered his internal cost of sales and given his prospect value, and gave the prospect enough safety in that journey.)   So the prospect gets to (safely) experience the service, while Sean's company gets to evaluate his company's ability to help him and the prospect's capability to purchase. FitzMartin gave them the equipment and eliminated the risk through this journey and lowered his cost of sales.   *Take note that Sean said he, as a founder, is going to pay for it and not say it's free.   Frictionless buyers journey Remember that time you decided you were going to get in shape and lose weight? Right? You didn't post it on your social media first. You went to the gym and you're like, ‘okay, I've been going for a month now. I might post it on my social media. I've lost ten pounds.' Now you are comfortable telling people about it.   Well, think about your salesperson. You've set up a commission structure or some sort of motivator, and your goal as an owner is to fire up that salesperson to close deals. So now they're in front of a prospect, and they are fired up to slow the deal down. But the buyer isn't where you are. If you're a buyer, it's taken you a long time to understand and get to the point of preparation to purchase.   Slowing down, offering a helping relationship and a private commitment where there's no risk, gives the buyer the time to come around and understand the solutions with full transparency. It's giving frictionless buyers' journeys.   We would call it Stage five closed or exchange relationship. But you should have a stage five closed deals, diagnostic or private commitment stage. It is a true engagement. It's an ongoing relationship. So add that little step to your pipeline.   Triage Use triage as your scaled-down version of the private commitment stage. So you've been pushed out of late-stage deals by sales for a long time. Why? Because sales don't trust marketing when the deal is close to the finish line.   Why? Because you don't know what the buyers need. You're good at early stage stuff, but you've never studied this late stage. You've never studied what it takes to close a deal. So you should be understanding things like private-public commitment and you should be bringing ideas to the table. Role of marketing And by using marketing automation technology, you'll know if your prospect read the report or not or how far down the report they read. Marketers, you can do so much to help a salesperson close late-stage deals. If your marketing team is not doing this, then that's a gap in your organization.   You're going to close more deals, you're going to make more revenue. If you get somebody that understands how to close deals in the marketing role, you don't need a salesperson in the marketing role. You need a marketer in the marketing role. Marketers have long views. Marketers are not driven by this week's commission or this quarter.  Sales should be focused on this week. Marketers should be focused, though, on a full pipeline approach.   So in finding an agency for you, ask about the agency's theology, understanding of a full pipeline, buyer's journey, and how marketing impacts every step in it. Build a deal page Build a deal page for your most important deals. If you build a page where you look at this business and you know from your experience with other clients, you know that they're looking for safety, right? So build a deal page where a previous client does a little video or has a dialogue with you, or be a written quote that says, ‘I trusted Anthony when we were at this stage in my series, as investors said he was the best thing that happened to us.'   Build a deal page where you know there are specific weaknesses that you don't want to be public about, per se, and then guide and direct people to that deal page. It's marketing. It's not closing deals.   So deal pages are incredibly effective if you've got an agency helping you. There's a term called account-based marketing where you can deliver advertising just to one business.    So at the very least, your marketing should equip your sales team with a deal page. It's not a page on your website that anybody else can find, but it would say, ‘ABC Manufacturing rapid Growth Medical.' The language changes. It becomes very specific. You could use people's names.   It's a way to represent. Privately looking at it, the prospect might forward it to other people in the executive team and say, ‘hey, Anthony sent me this. I'd love your opinion, and marketers can track that engagement.' It's a trackable metric that you can realistically, you can learn a ton.   About Sean Doyle Sean is a principal at FitzMartin, and our leading mind and voice on sales and marketing strategy. Sean is particularly adept at applying the science of behavior change to the art of sales and marketing. It's an approach that he and FitzMartin have developed over thousands of client engagements since 1992.   Sean is an author and speaker. His first book, Shift: 19 practical, business-driven ideas for an executive in charge of marketing but not trained for the task, was published by Rockbench Publishing in 2018.   Website: seanmdoyle.com Company website: fitzmartin.com Get Free Help from FitzMartin

There's a pandemic hitting the sales industry, and no it's not COVID-19. This time, it's sellers with an overwhelming lack of motivation leading to quotas not being hit, the highest turnover rates ever, burnout levels running rampant, and sellers outright leaving the profession. In this episode of the Love Selling Hate Sales podcast, keynote speaker, author, and executive sales and business coach Anthony Garcia joins our host Josh Wagner to talk about the factors leading to this phenomenon, and the clear, actionable steps that can be taken to remedy the situation. HIGHLIGHTSAll about the Complacent Sales SyndromeThe usual motivation doesn't work on A-players How to make your A-players achieve even moreGood sales managers are adaptable Podcasting is an opportunity-rich space A closer look at the Catapulting Commissions Strategy PieQUOTESAnthony on why A-players are much more motivated by legacy: "A good colleague of mine, one of the top-performing SaaS companies in the world to create his own consulting money. What did he do with the two years before that? He made over seven figures on W-2 income and finished back to back top two performances. It wasn't because he needed the money, it was his legacy. He wanted to create a consulting company where he had credibility." Anthony on what kind of legacy he wants to leave behind: "I believe it's our moral duty to leave the place we're at better than it was when we got here. So how do I do that? I find ways to create a legacy."Anthony on why skills are secondary to consistent execution in achieving your sales goals: "In the book Catapulting Commissions, the actionable steps are designed to teach you how to achieve your sales goal by activity, not skill-based. Here's the activity we need to execute on, here's how we break down the numbers, here's how we reverse-engineer the goal. So you have some clear, actionable steps that get agreed upon in advance."Connect with Anthony through the links below:LinkedIn - https://www.linkedin.com/in/anthonypgarcia99/Book - https://anthonypgarcia.com/product/catapulting-commissions-book/Workshop - https://www.catapultingcommissionsacademy.com/workshopPodcast - https://podcasts.apple.com/us/podcast/catapulting-commissions-sales-talk-with-anthony-garcia/id1491832626About Josh Wagner: Josh is a growth advisor and the host of the Love Selling Hate Sales podcast. He specializes in helping executives understand modern marketing and sales to drive growth in a scalable way. To learn more about Josh and his work, follow the links below:LinkedIn: https://www.linkedin.com/in/joshwagneraz/Company website: https://www.shiftparadigm.com/Personal Website: https:///www.joshuadwagner.comPodcast: https://www.lovesellinghatesales.com

How to Build a Personal Brand in Sales   A lot of salespeople have heard about how beneficial personal branding is to increase lead magnets and overall revenue. But most of us struggle with how to build one.   So I invited the chief marketing officer at Kelly Roach coaching, Danielle. And we're going to talk about how can salespeople build a personal brand, its impact on their lives, and how can they apply it in their marketing strategies.   Why You Should Build a Personal Brand   In today's world, so many people push back against sales, specifically online. And you're already swimming upstream when you think about leveraging online platforms to prospect, generate leads, and sell. So without a strong personal brand, you just add far more resistance to that stream you're swimming against.    A personal brand turns the sales conversation around for you. It's the thing that gives you immediate credibility, and what makes the process less pushy or less uncomfortable for the person on the other end.   Because when you build an effective personal brand, it's built on service, it's built on credibility, and it's built on trust. And as you guys know, there is nothing more important in the sales process than trust.   So if you can establish that before anyone gets on the phone with you, you are ten steps ahead in the sales process.   Common mistakes in building a personal brand   Inconsistency. If you're not consistent, it doesn't matter how incredible your content is, people will forget you as soon as you stop showing up.    Consistency and frequency are not sexy. They're not fun, they're not exciting, but they're like the magic and the secrets of building a personal brand.   Being passive. We do not live in a world where anyone cares about what you have to say. So you have got to not only create great content, but you've got to learn how to engage with the right people.    It's wrong to think ‘I'm going to build my brand and they will come.' You need to build your brand, and then you need to act like you're in a room networking. If you walked into a networking room, you would dress a certain way. You would show up with a business card or something and then have meaningful conversations.   Jumping on any trends. Unless you're an influencer or you're trying to make it in a singing career or a dancing career, there is no reason for any respectable business person to be dancing, lip syncing, or pointing at nothing.   If you are someone who is a real estate agent or a broker and you are trying to build a database of people who are buying million-dollar homes, they don't need to see you dance, or do other stuff that makes you feel embarrassed.   Lying to your audience. If you want to create a long-term connection with your audience, stop making any unrealistic promises to the audience. Like telling them “in 1 minute you put one funnel up and you're going to make a million dollars.”   People could connect with you more if you make relatable claims like, “it's going to require a significant amount of work, but it's going to pay off in the end. Athletes don't just wake up one day and go to the Olympics. They train for years and fall on their face.”   Because if you make unrealistic claims and people realize it's not working for them, they would think they are a failure. So your audience is waiting for you to say the things that they feel in their heart. Remember, you have to inspire them!   The levels of building a personal brand   How-to marketing This is simple transactional information. And most people stop here. It is you, as a realtor talking about the interest rates going up. Or how to find the right mortgage, how to get a better price from your house, how to sell, etc. It's all the “how to” informational content.   We see that everywhere. But if you are telling someone how to improve their close rate on a sales call, they would find it helpful, but then they will watch the next YouTube video. This is what happens when you don't have a connection with your audience. This brings us to the second level of marketing…   Hope marketing This is where you look at what are the things that stand in the way of people taking action. What are the things that they need to believe and how can you inspire them?   You can do this by one, talking about the wins your prospects have gotten (you can use testimonials.) So if you are a realtor, you could say, “You know what, I just closed three houses for clients that were only $2,000 above asking price, not 80 grand above asking price.”   Another is by inspiring them and you could say, “Hey, your perfect home is out there. It may take some time, it may take a little effort, but I promise you, I will be the bulldog who finds you what you're looking for.”   They have to believe it's possible or they're never going to have a buying conversation.   Conviction marketing This is when you look at your industry and your landscape. You look at everything that's not right and everything that you do differently, then you speak directly to it.   So for example, you could be that real estate agent who talks about why you hate Zillow and what alternatives you do (and why home-seekers should too.) When you build your brand around that, you become someone who stands out. And you get people to be curious about your content.   So when you add these three layers of marketing, your brand doesn't just become transactional. It becomes a connection.   Facing internal struggles while building a personal brand The real secret to winning is just to stay in the game. Because a lot of people do now, especially at this time of uncertainty, is quit. But guess what? It is those who keep going that reap the rewards.   And in creating content, you don't have to pretend to your audience that everything is going well. Because they know that it is not the reality. Instead, you can write content that's like,    “Listen, the world has changed. It is not what it used to be. We used to be able to turn on some Facebook ads for $6 a lead and just get a beautiful, steady flow of leads coming in with zero effort, right? Those days are gone. But it's okay. Here are three things you can do.”   And in my experience in Catapulting Commissions, when I share vulnerabilities or struggles, it inspires somebody. And they believe in me even more. Social media made everything look inauthentically perfect, so people crave authenticity even more.   Staying motivated There is no shortcut to building a personal brand that gets a lot of revenue. It takes time. At the end of the day, it is your brand. It's more than just something that's going to grow your business, and it's more than something that's just going to give you success right now.   It's your legacy. So whatever you're building right now, that's what you're going to be remembered for in 25 years. You can't outsource that too much and can't automate it too much now. But what you can do is commit to creating some good, needy content that comes from you and then has somebody repurpose your ideas into several pieces of content for you.   Just remember to stay committed!   At what point do you separate your online personal brand image from business to personal? This is a matter of preference. First, consider whatever it is you're comfortable with. If your daughter or dogs are part of your brand and you're comfortable sharing them online, then go for it! If not, you don't have to!   Second, think about who your market is. if you're talking to corporate and you're not coloring outside of any lines and who you're selling to, then your brand needs to follow suit. And if you're working in a more entrepreneurial market then you can create something a little bit personal with a little bit of business.   The important thing is to build the brand you want to build. And the more you build a brand in alignment with who you are and what you believe, the better. But you don't have to share everything with the world. Eventually, you will attract the right people for your brand.   How long does it take to build a successful, credible brand that generates revenue? It depends on how experienced you are in your industry. So there is no time limit. When you show up frequently and consistently, if you show up every day on a social media platform for 90 days, you would be in a position where people are paying attention. If you do that for six months, more people would pay attention.   So it just depends on how committed you are. Nothing will speed up the process more than consistency and frequency!   About Danielle Danielle is the brains behind the implementation of Conviction Marketing and helps hundreds of entrepreneurs inside the company to bring their genius to the world.   Danielle's background in psychology, education, and copywriting give her a unique pulse on the current marketing landscape and culture. She gives strategic, creative brand direction to their clients and remains involved in the day-to-day content creation, to ensure clients stand out from the crowd.   Danielle has helped countless 7 and 8-figure well-known brands prior to joining Kelly Roach Coaching and brings a wealth of knowledge to clients.   Website: convictionmarketingagency.com Instagram: @daniellecmarketing LinkedIn: Danielle Cevallos

  This week on the Catapulting Commissions podcast Anthony welcomes Chris Larsen. Christopher Larsen is the founder and Managing Partner of Next-Level Income. Since “retiring” after 18 years in the medical device industry he dedicates his time to helping others become financially independent through education and investment opportunities. Since his first single-family rental investment at 21 to real estate syndication (and everything in between), Chris has been investing in and managing real estate for over 20 years. He has also invested in equities, oil & gas, and small business lending. Today he's going to talk about how to make, keep, and grow your money to achieve financial freedom.   Chris and Anthony both agree that it's possible to be too successful. Some new sales reps find themselves making more money than ever, but they haven't been taught how to manage it. At best, they are trained to do the basics. Pay off your house. Buy term life insurance. Invest in a 401k. Yet somehow they are still living paycheck to paycheck, and they are anxious about their future. That's not a plan for financial freedom. True financial freedom requires you to have a plan to replace your active income.    Like a lot of successful sales professionals, Chris has a background in athletics. He was a competitive cyclist. When a friend of his died young, he had an awakening; there's so much more to life than racing around in circles. He wanted to live life to the fullest, and that required him to get financially stable. Money can solve a lot of problems, so he started a career in sales, and set his sights on becoming accredited to gain access to elite investment opportunities. In the end, he saw medical device sales as a way to make and save money that he could later invest in real estate.   Then Chris did what he suggests everyone does. Keep your lifestyle in check and save 50% of your income. When you're making two, three or $400,000 per year, you can be financially independent in under 10 years if you live like this conservatively. Make more money. Keep more money. Grow that money. It requires discipline, but soon you'll be able to replace your active income. Set a savings goal every month and meet that target before you spend anything. Have it deposited automatically into your accounts, and don't ever touch that money. Then when a big bonus check comes in, meet that savings target, then go out and enjoy the rest. You have to allow yourself the opportunity to enjoy life with the money you're making. But don't spend until you've saved.   Chris didn't just know how to do this stuff naturally. He made mistakes along the way.  He invested in residential real estate rather than cash flow commercial real estate. He didn't think of what rich people invest in, one of which is whole life insurance (rather than term). There are many benefits to whole life insurance, which he didn't learn until he was much older. He didn't seek out the professional help of a coach soon enough. He now spends more money than ever on masterminds and other development programs.   Chris Larson on LinkedIn Get a free copy of Next-Level Income book Email Chris for a free version of Money Insights book (put “Money Insights Book” in subject line) Next Level Income Podcast  

Adam Rosen on Catapulting Commissions Sales Talk This week on Catapulting Commissions Sales Talk Anthony welcomes Adam Rosen. Adam is an entrepreneur that loves to support business owners and share his rollercoaster startup journey to help those on a similar path. As a founder of a tech startup, Adam spent 5 years leading a college recruiting startup that was acquired in 2019 by a leading college marketing firm. His primary focus now is on helping startups get more sales appointments, hassle-free, through his lead generation business, Email Outreach Company.   As a cofounder of Email Outreach Company (EOC) and serial entrepreneur, Adam knows a lot about successful prospecting. He never really held a true 9 to 5 job. After getting his MBA, he started his first tech startup business. It was acquired after 5 years, but that doesn't mean he retired to a beach house before 30. He immediately got back to work, and he now advises many startups through EOC. Though he has worked in tech startups, he really thinks of himself as a sales entrepreneur.  What kind of companies should do email outreach? Adam's company EOC can make a big impact for nearly any B2B company. He launched the business because at the end of the day almost every company needs more sales appointments. The problem is that most sales development reps hate cold email outreach. That's because generating solid, qualified leads through email is hard. Its challenging nature means lots of people think email outreach doesn't work. Adam says that's just not true. People think it doesn't work because they don't know how to do it well. Email outreach can work for literally any B2B business when it's done right.    The basics of good email outreach require you to keep details to a minimum because too many details confuse a prospect. A confused buyer is not a buyer at all.  Keep it simple. Make it easy to read and keep it short– 4-6 sentences tops. Show you care and respect the prospect by getting right to the point. Here's the problem. Here's how we solve it. Here's our social proof. Follow up. For EOC's clients, on average it takes 4 emails to set up one successful meeting. If you don't follow up, you aren't even going to get a chance to close. Follow up has to be systemized and automatic. Stay out of SPAM folders. Don't make the email too long, complicated, or link-filled. Emails should be all plain text. Lots of links, photos, and videos get caught in the SPAM filter.  Common founder mistakes The biggest mistake Adam sees is that a brand never finds its true product market fit. When you have a true product market fit, you go beyond just getting that first sale. It's about creating a product that customers want to keep buying from you over and over again. You have to make sure that every single customer is happy, renewing, and giving you more money because you're providing more value all the time. In Adam's experience, there are two types of founders. There are product-focused founders and sales-focused founders. Product-focused founders can get that product market fit dialed in quickly, but they might not be great at the sales side of things. The opposite is true of the sales-focused founders– great at sales, unclear on the product market fit. Ideally, you need both of those minds working at once.    As we've heard on the Catapulting Commissions podcast before, a founder should create systems that somebody else can plug into and replicate– for every aspect of the business. That said, you can't be too rigid. Allow for humanity and flexibility with the systems you create. Find a way to let players be their most authentic self while having systems in place that anyone can operate. It's about hiring the right people to fit in the system in a way that allows them to shine. Hire good talent When you are making your initial hires in a startup, it's good to have a mix of the “green,” hungry types and the tenured, experienced types. Some roles really call for that hungry hire. Others really demand a tenured hire. Overall, there are three things Adam looks for when hiring for startups: Hire people you can trust. Things will get difficult and mistakes will be made in a startup environment. Can you trust your people to be honest with you? They have to be able to learn from their mistakes and be willing to grow with you. Hire people with hunger and grit. In sales and startups, you have to be willing to take a punch in the face and get right back in the ring.  Hire people who are coachable. Your people need to be open to being told what they don't know and then willing to accept coaching to fill in those knowledge gaps.  Adam Rosen on LinkedIn The Rise with Skirzz & Adam

This week on the Catapulting Commissions podcast, Anthony welcomes Simon Severino. In 19 years of entrepreneurship, Simon has executed hundreds of go-to-market strategies with B2B teams around the globe. He's a father of three, author of Strategy Sprints, and a business coach specializing in B2B sales/marketing. He has a blueprint for CEOs to achieve financial freedom with a firm that runs on its own. His Strategy Sprint method helps CEO's double their revenue to get out of the way of their business to accelerate growth.   CEOs should consider firing themselves from operations as soon as it is possible– even at the $1-3 million range it's too late. If the CEO never stops running the business, your business will run the CEO. It will be hard to scale because no one will ever take over big decisions. When that happens, the CEO is not using the intelligence of their people. Every time the CEO needs a vacation or isn't available to make a big decision, it creates a bottleneck, and it slows the business down. Everybody needs to be not just doing the work but improving the work.   In his 90-day Strategy Sprints, Simon works with founder-led B2B teams with up to seven years in business, 35-50k per month. The founder wants t to get out of the weeds but they don't know how to do it or if it's even possible. He helps them scale their business so it can eventually run without them. It's a smarter way to do business. When a business runs without any single person making all the major decisions, the multiple by which it can grow is so much higher. For example, Simon turned his own 90-day Strategy Sprint system into a repeatable process that he could turn into a certification program. So now he added a certification business on top of his consulting business. He doubled the revenue and decreased his risk. Simon believes all CEOs can do this to some extent. There is always a smarter way than dealing with the constant bottlenecks created by a founder-led company.   To determine where the bottlenecks are and how to solve them, Simon starts by asking founders to consider what would happen if they had 10x growth overnight. He then tackles those week by week in the training. They segment the business into marketing, sales, and operations teams, and most of the time it's clear that the CEO is doing all of it. When the founder realizes they are doing all that work that could be done by others, they realize they need a change. Which one can be systemized first? And they work week by week to systemize each of those segments. After 12 weeks the CEO has created an SOP playbook, and regains 10-14 hours per week of their time to work ON the business rather than IN the business. When you work IN a business you are planting, weeding, and laboring in a garden every day; when you work ON a business you are a gardener who harvests the vegetables and casually waters the flourishing plants and flowers as needed.   Once you've made that transition to gardener, you should not allow yourself to get back in the weeds– no matter how strong the pull to do so. At first, your ego will tell you that you need to go back, but you should never do it. It sends the signal that you don't trust the process you put in place. There may be times when you need to have a discussion with your team about certain metrics that aren't being met, but getting involved will only cause your team to think you don't have faith in their ability to deal with it.    Of course Anthony wants Simon to talk about building a sales team– this being Catapulting Commissions Sales Talk. He says you have to explicitly write down the minimum expectations for the closers and setters. What does the perfect closer do? What does the perfect setter do? What KPIs will you measure daily, weekly, and monthly? Then you go on LinkedIn and post it. Simon has applicants send in videos first, and then they select top candidates to meet in person or virtually. He says turnover for setters is higher, and that's to be expected. He recommends compensating setters with commission only. People who work on commission only tend to be more motivated. When there is no cap on their income, people have more skin in the game. As long as you keep taking care of those people and help them develop and grow, they will stick with you. Give them everything they need quickly and without question, and they'll flourish with your company.   When you align marketing, sales, and ops, you have to have consistent weekly meetings. They all see the numbers and collaborate on how to get the most out of each other. It's an open dialogue about what each department can do to support the other. When you don't meet regularly, assumptions are made in ignorance. Holding weekly meetings that foster open dialogue allows everyone to get on the same page. Everyone speaks to each other. They hold each other accountable. They work in unison and feel they have skin in the game. This is the dream for any founder. Simon Severino on LinkedIn Strategy Sprints website

This week on the Catapulting Commissions podcast, Anthony is going solo. He's talking about how to know if you have a toxic culture and how to fix it. Anthony has worked for many companies over the years that developed a strong culture. A strong culture helps a business thrive. It's the key to the most successful companies. But he's also seen companies that have lost their culture. When you lose culture, you start losing talent.   Anthony says the importance of culture is most evident on championship sports teams. Listen to the way the players on championship teams talk about the team they're on, the people they play with, their coaches, and the organization. What they say about those around them speaks volumes about their culture. In your business, the salesforce is like the athletic team. If your reps are telling you great things about their colleagues, it's a sign of a strong culture. If they're complaining to one another about leadership, then it's a sign of a toxic culture.   There are four signs you have a toxic culture. Negative reactions to turnover: Speaking negatively about people who move on contributes to toxicity. The best way to deal with turnover is to not take it personally. It happens. Speak positively of people who leave. Even if you feel slighted in some way, keep it to yourself and stay positive.    Top-down innovation: If the only innovation you see in your company comes from the top-down, you have a toxic sales culture. The truth is, great ideas can come from anyone. If your sales reps aren't bringing you innovative ideas, it's not because they don't have them; it's because they've been trained to keep their mouth shut because innovation comes from the top.   People don't speak up: If your sales team doesn't ever express concern with anything, it's not because everything is perfect. In fact, it's probably the opposite. Just like innovation, your team has to believe that they have a voice.  If you have a bunch of sales professionals who are too timid to speak up, you have a bunch of yes men and yes women. And you have a toxic sales culture as a result.    We don't talk about sales culture: Like the championship team mentioned above, if you're part of something that is exciting, innovative and fulfilling, you want to tell people about it. If your culture is the best thing about your organization, your sales team will be talking about it. If you don't hear people talking about the great things that happen at work, it's because great things aren't happening.   To fix it, you have to do the following: Acknowledge you have a sales culture problem and commit to working on it Commit to full transparency with your sales team Create a space where your team feels safe to speak up DVG: Commit to DEVELOPING your team, articulate your VISION, and express GRATITUDE

Anthony Garcia is an expert in sales training, recruiting, goal-achievement, and motivating salespeople to peak performance. As a 20+ year veteran of sales and sales leadership, Anthony has achieved top accolades in the Cutco/Vector Marketing sales organization, in business-to-business sales in the payroll industry, and in the challenging medical sales industry. In his book, Catapulting Commissions, Anthony provides strategies to sales professionals for maximum goal execution. As host of his own podcast, Anthony interviews some of the world's top sales performers and entrepreneurs. He is passionate about unlocking the high-performer inside of every sales professional.   To get access to all episodes and free resources, visit ChangingLivesPodcast.com.

#108 - The old style sales training is dying, says my guest, sales expert, Anthony Garcia, on this episode of The Real Estate UnSalesperson podcast. You don't need to take the hard sell approach to be successful.There is no such thing as a natural born salesperson. You don't need to be “salesy.” All you have to do is be yourself.Winning The DayTo be successful at sales, you simply need to take positive action steps every day. Fall in love with the process of making contacts and following through. If you accomplish your action steps, you have won the day, even if you haven't made a sale that day. If you consistently win the day, the results will follow.Listen to this episode to find out how Anthony says you can create an environment for success to win the day and catapult your commissions!Meet Anthony GarciaAnthony Garcia is an international best-selling author and expert in sales training and recruitment whose insights have been featured in Forbes, CNBC, FOX, and CBA.As the author of the international best-selling book Catapulting Commissions and a keynote speaker who has shared the stage with Les Brown and Jack Canfield, Anthony's sales strategies are used worldwide by individual sales producers and sales leadership. Anthony's podcast, Catapulting Commissions, interviews some of the world's top sales performers and entrepreneurs and offers listeners tactical advice to overcome the complacency that robs many sales professionals of their full potential. As a sought after speaker and coach, Anthony is available to help sales professionals unlock their inner high performer and achieve their goals.Connect with Anthony and get his book, Catapulting Commissions at AnthonyPGarcia.com.Join The UnSalesperson Community!Would you like to connect with fellow unsalesy Realtors and introverts in real estate and learn how they are doing it, share ideas, get inspiration and motivation?I have created the UnSalesperson Community! Unlike the mass market advice, here's your unique opportunity to learn from like minded people. Bounce ideas off of them and me. Some of the guests who have been on my podcast are in this community.Click here for more info.Support the show (https://www.patreon.com/unsalesperson)

This week on the Catapulting Commissions podcast Anthony welcomes Jeff Riseley. Jeff is the founder of the sales health alliance, which was created to empower sales professionals and sales leaders to reach peak levels of performance and well-being through better mental health. The company seeks to align sales leaders with health experts and tech providers on building awareness around mental health within the sales industry.   Jeff started his journey in sales in the classic “sink or swim” sales environment. He did well in that space, but behind the scenes he was not okay. He had insomnia, anxiety and panic attacks. It was after a panic attack landed him in the hospital that he realized something needed to change.   That led Jeff to try to learn everything he could about living his daily life in a way that protected his mental health while still allowing him to do this job he loved so much. He knew that stress and anxiety were not optional in sales; he just had to figure out how to navigate that.   Today he and Anthony discuss how to eliminate and improve the most toxic elements in the sales industry to optimize the mental performance of everyone involved.   Jeff Riseley on LinkedIn Sales Health Alliance 

This week we've got an awesome show with Anthony Garcia who is an international best-selling author and expert in sales training and recruitment .In this episode we dive into Anthony's book called Catapulting Commissions. We talk about how SMART goals are actually DUMB and a strategy to make them SMARTER. Anthony provides some great insight on what questions he asks during an interview to help identify if a candidate will be right for his sales team. If you're in sales make sure you grab a pen and get ready to take some notes. This episode is packed full of great actionable content. If you enjoyed  this episode please share it with your friends, rate & review with your favorite part to help us reach more people To learn more about the concepts discussed podcast go to https://www.brianbeers.com and sign up for Brian's free weekly newsletter delivering content directly to your inbox Connect with Brian you can follow him on Instagram and facebook, connect on LinkedIn or email brian@beerspodcast.comLinks:https://anthonypgarcia.com/Book Links :Catapulting Commissions: Achieve Your Next Sales Goal Paperback by Anthony GarciaAtomic Habits by James ClearThe 4 Disciplines of Execution: Achieving Your Wildly Important Goals Hardcover by Chris McChesney, Sean Covey , Jim Huling Giftology: The Art and Science of Using Gifts to Cut Through the Noise, Increase Referrals, and Strengthen Retention Paperback – by John Ruhlin

This week's episode features Anthony Garcia, keynote speaker, author of Catapulting Commissions, and host of the podcast with the same name. The seller's role is to bridge the gap between the buyer's problem and the solution. In B2B sales, this likely connects buyers with solutions to time, money, and productivity. Even in a future where sales jobs are automated, those that do not have one key factor: sellers inspire confidence in buyers. And for sales leaders, know that empathy is the number one trait you need to combat the great resignation; so sell your vision!  HIGHLIGHTS Reframe "always be closing" to "always be prospecting" Defining value and solving the problem of time, money, and productivity Sellers inspire confidence in the buyer journey For sales leaders: Empathy is the key to success Embrace uncomfortable conversations for growth QUOTES Anthony: “If I'm in the entry portion of my sales process, the value is, does my prospect acknowledge they have a problem? Can they quantify that problem? And do they understand how that problem is impacting them, their life, their business? Anthony: "Empathy is going to be the key to success for everything right now. Can I empathize with my employees on what they're experiencing right now? Can I come to them from a point of saying, okay, I understand." You can connect with Anthony in the link below: LinkedIn - https://www.linkedin.com/in/anthonypgarcia99/ (https://www.linkedin.com/in/anthonypgarcia99/) Website - https://anthonypgarcia.com/ (https://anthonypgarcia.com/) Catapulting Commissions Amazon Book Link - https://www.amazon.com/Catapulting-Commissions-Achieve-Your-Sales/dp/B0848X7DKH (https://www.amazon.com/Catapulting-Commissions-Achieve-Your-Sales/dp/B0848X7DKH) Connect with Amy:  Subscribe to the Revenue Real Podcast https://revenuereal.com (https://revenuereal.com) Connect with Amy on LinkedIn: https://www.linkedin.com/in/amyhrehovcik/ (https://www.linkedin.com/in/amyhrehovcik/)

Ep #109 - This week on the podcast, I'm joined by Anthony Garcia, one of our leading coaches with Predictable Profits. Anthony is an international best-selling author, and an expert in sales training, recruiting, goal achievement, and motivating salespeople to peak performance. Anthony has delivered numerous keynotes focusing on complacent sales syndrome, S.M.A.R.T.E.R. goal setting, and sales rep development. His thoughts and opinions have been featured in Forbes, CNBC, FOX, and CBS. He is also the host of the Catapulting Commissions podcast, where he discusses the complacency that robs people of their full potential and interviews some of the world's top sales performers and entrepreneurs. Learn More About Predictable Profits and Anthony Garcia: Visit the Predictable Profits website at: https://predictableprofits.com/ Visit Anthony Garcia's bio page at: https://predictableprofits.com/anthony-garcia-2/ Visit Anthony Garcia's website at: https://anthonypgarcia.com/ Listen to the Catapulting Commissions podcast at: https://anthonypgarcia.com/podcast/ Follow Anthony Garcia on LinkedIn at: https://www.linkedin.com/in/anthonypgarcia99/ Also, please remember to subscribe, rate, and leave a written review for the show if you find value in it. Your reviews help this show to reach a wider audience and I appreciate everyone that has been leaving them. FOLLOW CHARLES GAUDET ON SOCIAL MEDIA: Follow Charles Gaudet on LinkedIn: https://linkedin.com/in/charlesgaudet Follow Charles Gaudet on Facebook: https://facebook.com/charlesgaudet Follow Charles Gaudet on Twitter: https://twitter.com/charlesgaudet   VISIT THE PREDICTABLE PROFITS WEBSITE: https://PredictableProfits.com

Today on the Catapulting Commissions show is a guest very near to Anthony's heart--in fact, he was his mentor. Visiting us is JP Arlie, a legendary salesperson and sales leader at Cutco, now in a senior management position at Vivint. JP and Anthony are going to sit down to break down some essential tactics and key skills salespeople and sales leaders can use to bring their operation to the next level and develop methods necessary for success.     JP and Anthony dive into the episode by breaking down how we can develop a sales representative under such extenuating circumstances. For JP, it's all about managing a master life calendar--somewhere where you can see everything laid out in front of you and keep track of the relationships important to you. He recommends bookending breaks in interaction to maintain influence as you develop your team. By having a calendar, you ensure that you're keeping up the trust you've built by showing up every time. As JP says, “What is right is what is agreed upon in advance.”   When you're a new leader, building and retaining trust can be a massive challenge. JP reminds us that having a clear 30-60-90 day plan for your work is essential--both in promoting and being promoted. In many cases, that first 30 days should be all about relationships--learning about your team, establishing connections, and laying the foundation of trust. Additionally, having teams that are young and malleable and those who have been doing the same thing for a long time will necessitate different approaches to leadership. Give yourself time to earn the respect of your peers--remember, you got the opportunity for a reason that wasn't always just management.    From both sides, it's crucial to be clear on how you are best managed--if something isn't going to work for you, it's okay to let your boss know. Saying “This is what I need from you” is okay! That makes leadership easy. In cases where there is shyness, approaching the situation by meeting them where they are is the way to go. They won't be shy in every environment. Find out where they want to go and help them get there. In JP's house, the number one rule is telling the truth. They understand that they won't get in trouble if they tell the truth the first time. That concept can be applied to sales leadership. If you punish someone for coming to you with feedback, they won't do it again.    Leadership and friendship can be a complicated relationship, but there are certainly benefits. JP would rather cry with someone at the end than run an inefficient team and not achieve with them. Sometimes it doesn't work out, sometimes somebody moves on. But because you gained trust, there is an amount of respect that has been built up. While they are there, it's important to maintain an authentic connection with your team. Anthony adds that being friends is okay, but we need to work together to get things done. Lead from the heart and work with people you enjoy being around. In situations where there is underperformance, it often falls on the sales leader. Getting to the root of “why” they're working is a key step in allowing them to perform at their highest capacity. Give them 30 minutes every week and guarantee facetime, then if someone ends up leaving, they are in control and they are making the choice for themselves.    JP and Anthony chat about his role at the Professional Leadership Program at the Harvard Business School and lets us know that it doesn't matter what you're selling or who you are, you operate with confidence. If your confidence is high, your performance is high.    Tune in to listen to JP's 1-minute answer to becoming a leader in sales.   LINKS @jparlie on Twitter

Welcome back to the Catapulting Commissions podcast with your host, Anthony Garcia. Today's guest is Robert Gonzales. Robert is the COO and Co-founder of MyBooks.Pro, which offers profitability and bookkeeping services to real estate agents, sales professionals, and investors. Before founding MyBooks.PRO, Robert was the National Sales Trainer at Trumaker and the National Sales Director at VP Marketing Solutions. He was responsible for recruiting, training, and developing Sales Representatives (Outfitters) throughout Northern California and other major markets in Denver, NYC, Seattle, & LA. He created and refined a full sales program for VP Marketing Solution in addition to onboarding Sales Reps (territory leads). During his time there, annual sales grew from $1 Million in 2013 to $4 million the next year, and again to $7 Million in 2015. Before that, Robert build is foundational knowledge of sales at Vector Marketing as a District Manager of the #1 sales team in 2009.    On today's show, Anthony and Robert are going to dive in and discuss how sales professionals and entrepreneurs can keep more of the money they make. How do we become more profitable in today's climate?   First, Robert talks about some of the lessons he learned early in his career that has given him lifelong practices. For Robert, sales begin by transferring enthusiasm from one person to another. Management was the same thing--transferring that enthusiasm to your team who can offer it to their clients. He also remembers trying to balance the excitement of running a business and managing a team and the reality of keeping tabs on everything that comes with being in charge of an enterprise.   Robert then breaks down how he developed and wrote a sales curriculum and sales training materials for his team. He says it mostly comes from his own experience as a sales representative, but he also pulls from the feedback he got from the expertise he shares with his team and their clients. This allows him to gather a wealth of knowledge on what clients like, dislike, and their perspective. He quickly learned that a major component of building a relationship with a client is understanding how they feel.    Now, Robert works as the COO of MyBooks.Pro. He is in the business of profitability coaching, which gets to the core of today's episode--how can entrepreneurs keep more of the money they make? Robert breaks it down to two categories: sell more and spend less. Selling more is certainly more fun, but Robert is in the business of helping you spend less.    Robert dives into some mistakes that some entrepreneurs make in their first year of doing business that has a direct impact on their income. The first, he says, isn't actually related to sales. It's spending outside of their means. There are countless numbers of examples of people who feel like they aren't making enough money, when really, they are spending too much. Living like a broke college kid can go a long way. Entrepreneurs are the most sold to business demographics. There will always be expenses. It's important to be sure about your revenue before deciding how much to spend.     It's important to prioritize what you need to spend money on as a business owner. Robert says it's important to ask “is this essential?” and then if it's a yes or maybe answer, ask “how much revenue is this generating?” It can be as small as $30 a month. That adds up! Are you getting that much value out of it? It's also important to keep track of overdraft fees. Those can haunt you when your paycheck comes.    Robert and Anthony discuss in-depth becoming incorporated, self-employment taxes and separating business and personal expenses to keep more money.    What You'll Learn   In today's episode, you'll hear from Robert Gonzalez dive in and discuss how sales professionals and entrepreneurs can keep more of the money they make. How do we become more profitable in today's climate?   Links   Special offer for listeners: A free Strategy Session with Robert at calendly.com/mybookspro Mybooks.pro @askrogo on Instagram and LinkedIn

Thanks for tuning in and welcome back to the Catapulting Commissions podcast with your host, Anthony Garcia. On today's episode, Anthony is sitting down with his guest, John Israel. He's the founder and Chief Gratitude Officer of Mr. Thank You, a consulting firm focused on client and employee retention. John is one of the most sought after speakers and trainers who teaches companies big and small how to become irreplaceable by creating thriving relationships both inside and outside the organization. His work has been featured on ABC News, Fox News, and Good Morning America. In October 2016, John's love of people lead him to start a social experiment that became a book and TEDx talk and then eventually the Mr. Thank You project.    The Mr. Thank You Project started when John was selling Cutco knives as a young man. He had built a relationship with a customer who eventually ended up canceling her order. Naturally, John was impacted by this, but not in the way he thought. It wasn't the lost sale that he was upset about, but the relationship itself. After a conversation with his mom, he decided to write a letter of gratitude to that customer. The thing about gratitude, John says, is that it's a reflective state. You have to pause and think about the experience and ask “what is good about this?” A few years later, that same customer called back asking to place an order larger than any in John's career. Suddenly, it was clear. People want to feel like a person, not a customer.   This experience kickstarted the Mr. Thank You Project, which began as a commitment to handwrite 5 thank you cards every day for a year. When he speaks to companies about loyalty, he speaks to them about gratitude.    Today, he gives keynote presentations that inform companies on how they can become irreplaceable. As our society moves further and further into automation, it's hard to compete. In fact, there are many jobs that have as high as 98% likelihood of being automated in the next 20 years. The question John looks to answer is what is that 2%? It's the human aspect that cannot be imitated. There are three aspects that allow people to stay relevant:   Advocacy, persuasion, and influence. A robot simply CAN'T fight for you. People can. Empathy is a very human interaction.  Coaching and leadership. People leading people is something that can't be replaced. Education and expertise. When you're working with a person, there is a fear of making a mistake. A person who has been through the same experience offers comfort.    Next, John talks about how to apply it. It starts with getting connected. Think about interpersonal, everyday relationships. What goes into a relevant relationship? There are three questions you want to know the answers to.  What do they value? What are their goals? Where does it hurt? By keeping these in mind, you stay irreplaceable. Until then, you become a commodity.  John talks about how to apply all of this, how to acknowledge difficult times, and how we can be better, irreplaceable sales leaders.    What You'll Learn On today's show, John Israel fills us in on what it means to be truly grateful and how we can use gratitude to create meaningful, genuine relationships that last (and pay off).   LINKS @themrthankyou on Social Media mrthankyou.com/ir

Welcome back to the Catapulting Commissions Sales Talk with your host, Anthony Garcia. We're back with Part 2 of our conversation with Ashley South, National Executive Director of Color Street and CEO of Ashley's Nail Addiction. Today, they're continuing their conversation surrounding sales and breaking down Ashley's perspective on sales leadership.    We met Ashley last episode where she shared how she made the transition from a “traditional” job to sales leadership.    Ashley believes ‘motivation' can be misleading. Many people believe that you need to feel motivated at all times in order to show up to achieve their goals. The truth is, motivation isn't constant. It's not always rainbows and unicorns. You make the decision to run a business--you show up whether you feel motivated or not. You have to keep the doors open. As Anthony puts it--motivation without execution is just  waste.   Ashley has developed dozens of leaders, she feels that there are natural-born leaders, but that isn't the only way to become a leader. With the right nurturing, people without that natural edge can still be incredible leaders. If you don't believe that, you're missing out on a lot of talented people. The number one job to do as a sales leader is to recruit, develop, and retain top talent. You're selling and executing the dream, not the product. The culture you create will reflect that. It's hard to walk away from a culture that you want to be a part of, and it's attractive to want to be a part of for new talent. Empower your team to get something out of their life that they don't yet see for themself.    Failure is a part of the job. The difference maker that sets apart a bump in the road from a catastrophe is shifting the mindset. You have to prepare for failure and talk yourself into coming in if it happens. It is learning--the more you're willing to fail and the higher tolerance you have, the more successful you can be.    Ashley and Anthony flip the tables and Ashley asks a few of her own questions. The first of which being redefining goals as you find more success. The goal has to get bigger and scarier--that's it. You get to a point where it's not always monetary. Have some people count on you, that's the simplest way to get there. Accountability goes a long way. From there, think legacy. There's wealth, generational wealth, and generational legacy. It's easy to pass down money to your kids--what about their kids? And those after that? Create an independent drive.    Excuses always rear their head when goals aren't met. Anthony's least favorite is when someone doesn't even try. If you don't try, that means you believed the circumstances and refused to apply your skills. You need to care more about your success than your manager. Communicate what will happen when failure happens.      Ashley and Anthony are partnering in an exciting new collaboration. Everyone on Ashley's team will be reading the Catapulting Commissions book as a part of their book club, which will be followed by a goals workshop with Anthony, who will be speaking on the topics covered in the book.  Interested in doing the same? Reach out to Anthony's team to find ways to collaborate.  LINKS   http://ashleysnailaddiction.com/ https://www.instagram.com/ashleysnailaddiction/

Thanks for tuning into the 100th episode of the Catapulting Commissions Sales Talk with your host, Anthony Garcia. Thank you for listening! The journey has been incredible so far and we're excited for the next 100. Today, Anthony is breaking down 3 things he wishes he knew sooner, 3 wins, and 3 challenges when it comes to the show.    We're just getting started with the Catapulting Commissions podcast. In the first 100 episodes, the podcast has gone from almost zero listeners to building a loyal following of fans. The name itself--Catapulting Commissions Podcast--was named after Anthony's international best-selling book and has become trademarked, exclusive to Anthony's brand. At the end of 2021, Anthony is launching the Catapulting Commission's Sales Agency, further growing the brand.   Anthony dives into 3 challenges he's run into on his journey of the first 100 episodes of the podcast.    First, imposter syndrome. When you're trying to generate revenue through yourself, it's easy to struggle with this problem. It always hits the further you get in your journey. The thought “you don't belong to do XYZ with XYZ because you're not qualified.” All these things come to mind, it happens to everyone, and it can cloud your progress.    The second mistake was booking people for the show. In the beginning, it was intimidating to have guests on the show. With some high-powered guests, it is hard to convince oneself that the show is worth their time. Getting rejected was difficult, but now that the show has grown, it has little effect on how great the show is.    Thirdly, the desire to be impressive, entertaining, and valuable can pull you out of yourself and turn you into something you aren't. Great interviews can happen, but being too corporate isn't authentic. The real you is the best version. At the end of the day, it's better to be that than someone you're not.    You can't make mistakes without having some victories.    First, once Anthony had the confidence to be on his own show, he had the confidence to be on other shows. Being a guest on other, bigger shows is not only fun, but it's helpful and a useful tool to solidify the Catapulting Commissions brand and spread the good word. When they hear you, they can come find you.    Secondly, having the ability to speak and share a message with other people is incredible. Having the live, keynote interaction is something really special. While events have been paused, the conversations built a platform and re-introduced Anthony to speaking events.    Third--there are two guests that were on the show that were on Anthony's vision board when he launched. Rory Vaden and John Lee Dumas are some of the most experienced, intelligent, and successful figures in sales, and became guests of the show and shared some incredible value.    Finally, three things Anthony wishes he knew when he first started the Catapulting Commissions podcast.    Number one: hire a “Tara” sooner. Tara is the executive assistant for the show, and she has done nothing but made the show and brand better. She has elevated the quality of Catapulting Commissions and become a genuine game-changer. Hiring her and getting the process locked down early on would've only sped up the growth.    Number two: promoting episodes. Right now, everything is competing for attention. True promotion--getting it out on LinkedIn, paying for ads on the right episode, and getting the show in front of potential audience members makes a huge difference.    Number three: using video. In the beginning, the show was audio-only. Video content has been incredibly impactful in a time where ‘windshield time' didn't exist. Using video makes the content more accessible and available in different forms.

Welcome back to this week's episode of the Catapulting Commissions podcast with your host, Anthony Garcia. Our guest today is Riccelli Mordecai, a lifelong hustler from Rio de Janeiro and an author, personal development, and marketing expert with more than 20 years of professional experience. She's here to break down her assessment techniques and talk about sales, recruitment, and retention.     Riccelli's book What Dog am I? certainly stands out. The premise of the book is this: there are differing personality types among individuals. This book not only acts as a simple way to assess and understand personalities, but it also nudges us to learn more about who someone really is. Through 4 different breeds of dogs, Riccelli is able to do just that. She can look at a person and know what dog they are--that can tell her a lot about a person. Her book shares what to look for. It's a simple, yet effective way to understand what motivates people and encourage that behavior to maximize potential.    The first dog in this process is Saint Bernard. This is a laid-back caregiver that is motivated by a cause. These people seek to benefit others and the greater good. They feel like a warm blanket on a cold day. That greater good impacts every choice in their life.    In contrast, the Doberman is the visionary. They seek prestige and profit. Their energy can be a bit scary, but that doesn't mean it isn't refined. These individuals see the world as “what's in it for me.”    Again in contrast, the Labrador is the dreamer. They are motivated by recreation, recognition, and reward. They are collaborators who thrive in situations where they can work alongside others to achieve a goal.   Finally (and in contrast once again), is the German Shepard. They need a sense of completion of a mission. They seek stability, structure, and systems to perform. Their emotional fuel is found in achieving a set objective.    The point is what drives you comes from within, but you can better yourself by becoming more refined. If you try to be something you aren't, that refinement gets more difficult. You can learn to adapt, but there is a core truth of who you are. There are secondary, additive aspects of personalities that can enhance performance, but you are who you are, no matter the language you're speaking.    Making that assessment quickly and effectively starts with identifying what people are not. Can you tell by their mannerisms, tone of voice, speed of speech, etc. what they are not? Chances are you can tell if someone is or isn't a Doberman or Saint Bernard. The process of elimination allows you to get through the layers of who a person is. Think about how they talk about their jobs, their family, and what they do for fun.    Emotional fuel is based on the concept of emotional intelligence. If you don't know what fuels your passions, you're in trouble. A ford on the right fuel will run better than a Ferrari. When you dive into the personality types, you cater to what excites the core of what and who they are.  LINKS   https://www.amazon.com/What-Dog-practical-understanding-PERSONALITIES-ebook/dp/B07TPJCPCN   Connect on Instagram: CoachRiccelli    LinkedIn: Riccelli Mordecai

Today on the Catapulting Commissions podcast, Anthony is sitting down with Nigel Green, a consultant, author, and advisor who is widely regarded as the leading authority on building high-performing sales teams. He helps sales teams with large sales goals overcome underperformance to create consistent sales growth by utilizing his effective seven sales leadership principles. This week, he's breaking down what it takes to demonstrate genuine sales leadership.    Our episode starts off with a bang. A tactic Nigel uses once a year with his team may seem extraordinary, but there's a method to the madness. He suggests inviting your sales team to interview elsewhere every year. If they leave, then great--you did your job as a sales leader to further progress your team's professional goals. For those who stay, there is a renewed sense of purpose and are reminded why they decided to work with you. This allows your team to focus on the tasks at hand. If you're doing your job as a sales leader, you're prepared to replace those who leave. This tactic is reliant on the understanding that your team knows you want the best for them. If you're just checking boxes, you'll have a mass resignation. Do the work and know what's going on in their lives. Hire a team of sales reps and ensure the chemistry is there ahead of time before committing to the tactic.    It's not management, it's leadership. We've got the CRM in place to manage. It's your job to recruit, retain, and develop. The sales narrative and the strategic narrative are very different. The strategic narrative is where the CEO sees the business going, but the sales narrative falls in your lap, and it's shorter-sighted. Create space in your schedule to work with your team to think about how you need to pivot to serve your area. It's not just hitting monthly targets--it's the value you bring to bring a competitive edge to the marketplace.    There will be situations where sales reps have the mentality “I've hit my metrics, leave me alone.” We accept it because we're handcuffed by top-performers who carry the team and end up making excuses or fixing problems that arise as a result of their attitude towards growth. It falls on you as a leader--you chose to keep them. You've got to have a plan that doesn't just reward attainment exclusively. Move the incentive--yes, revenue is important, but if you aren't doing other important things, then you aren't getting the full benefit of the compensation plan. Imagine if Tom Brady told his team he was going to skip practice. It doesn't matter that he's a top performer, but it feels wrong. He's not bigger than the team and the coach. It's no different in sales.    Nigel has learned a lot about sales from an unexpected place--farmers. He noticed that despite all the uncontrollable variables--weather, temperature, product price, soil health--they produce their goods day-in, day-out. And if they don't, they don't consider themselves a farmer. The harvest comes from 7 careful steps being taken: planning, positioning, preparing, planting, tending, harvesting, and restoration. These principles allow them to hit the number. Nigel took those principles and overlaid them on the sales year. Positioning is crucial--it's more than having a good plan that looks good on a spreadsheet. If it's not positioned well, it won't be executed. You have to do a good job of anchoring the mission to the purpose and allow the outcomes to be important to your team as much as it is important to the company. Also important is restoration--this is about bringing something back to its original state. It's about stopping, training, and working on something that will make your team better for the next season.    LINKS   https://nigelgreen.co/ therevenueharvest.com Nigel Green on LinkedIn

Welcome back to the Catapulting Commissions podcast with your host, Anthony Garcia. Our guest today is Jefferson K. Rodgers, who worked in construction, auto mechanics, pressure washing, and door-to-door sales.  Jefferson felt stuck at those jobs.  He knew he was destined for more. He dreamed of having his own business now, he helps others achieve theirs.    Not long ago, Jefferson was the guy on the couch. Struggling with addiction, shifting his mentality was no easy task. He reminds us that we all have an internal voice yells at us when we are about to do something that doesn't align with our true purpose or with who we actually are. The more we suppress that voice, the quieter it gets until you're justifying choices that are beneficial to you anymore.    If you feel or have ever had that secret feeling, Jeffersons reminds us that we are not alone. Confronting it is a daunting task, but refocusing the energy you spend on your vices to self improvement, development, reaching your goals, you'll meet your potential. The first step is surrounding yourself with people with high-level drive. What you'll see sets them apart is integrity and showing up day after day, embodying what they're talking about.    Going from zero to over $10 million in 2 years comes back to the coaching Jefferson received, which allowed him to tap into his work-ethic and maximize his skillset to grow. It's important to develop yourself as a leader with coaching, become a culture builder, and keep perspective from those who have been successful in their own work. Getting direction is key. The rest is just execution.    For a long time, Jefferson personally trained every single person who helped his business achieve 10 million. Now, much of his training is repeatable and digitized, a mixture of his own work and outside structures. Developing his people brings change. It's hard to let go--but you have to trust people to pick up where you left off. Most people will pay for marketing and advertising, but few will spend that on investing in the development of their people. Jefferson knows he'll get a return on that.    Getting someone over being stuck is hard--but consider how what you do can help them in their lives. Leadership is about offering opportunities to get better and move the needle--it's about inspiring people first.    LINKS   https://jeffersonkrogers.com/ https://www.instagram.com/jeffersonkrogers/ https://www.facebook.com/JeffersonkRogers

This week on the Catapulting Commissions podcast, Anthony is sitting down with Katie Connelly, a talented and decorated Real Estate Agent. Katie was selected for the prestigious VCCAR Leadership Academy and graduated from that program. In 2019, she served as the Leadership Development Committee Vice-Chair, and in 2020 will Chair that committee. Her motto is “give for the sake of giving,” and today, she’ll tell us how that impacts her professional life.    Getting someone comfortable with buying a property can be a rollercoaster, but Katie handles it with transparency. She bases her business on referrals, and many have had positive experiences already, so the trust is already there. Having a high-powered network and influential circle lay the foundation for that inward-bound business. She got there by coming from a place of providing service.    In the times where people are panicking, it’s important to understand that everyone has the same goal--we will all get there together. Katie tells us that you have to be in the driver’s seat from the get-go. Do the work ahead of time and take ownership of what you’re doing.    The real estate agent ecosphere is competitive as can be. To stand out, Katie returns to honesty. She tells people off the bat--she wants to work with people that she loves and trusts. She knows her worth and values the relationship between the buyer and the work she does. It’s the difference between working for and representing. Throughout the ‘interview’ process, providing value, setting goals and expectations, and demonstrating why she is the person to go through the journey with.    Katie is volunteering her time to help her community. Because of that, her brand got more credible, her sales process became more efficient, and she became one of the most influential real estate agents in the country. Doing what she loves, giving value, is at the root of success.    Tune in to hear Katie’s tips on overcoming income and revenue ruts, hear how she breaks down the sales process in different situations, and some key things to remember when buying and selling.    LINKS   http://katie-connelly.com/ @katie0024

Thanks for joining us on this week’s episode of the Catapulting Commissions podcast. One of the most common questions Anthony has been asked throughout his nearly two decades of professional sales is about the transition from contributor to leader. It’s a new job, and many sales managers feel like they have a truly “new” job. Today, Anthony is breaking down the top five challenges these managers face and how to overcome them.    The first challenge is the transition from individual contributor to team leader. Many people have the aspirations of becoming a leader in some capacity, and that’s great. But, just because you’re a good sales rep, doesn’t mean you’ll be a good sales manager. When you transition from rep to manager, it’s no longer about you. No one is going to care about the level of success you had as a rep when you become a manager. The reason people struggle is because their identity is tied to their results. Here’s the fix: remember you can’t be a “super rep.” You cannot be at every appointment and close every sale for your team. You’ll run yourself ragged. This is a long game. Secondly, empower your people. They can do the job they are hired for. They may not be as good as you are or were, but your job is to coach and teach, not to do.    The second challenge new sales managers face is time management. As a sales rep, you know your schedule better than anyone. When you move into management, you’re in a position to manage not only your time but the time of your people. Plus, you have a significant increase in administrative responsibility. Needless to say, there is a lot on your plate. Anthony’s feedback is this: first, acknowledge that you can’t do everything in one day. You CAN make a priority list of your tasks and break them into achievable, bite-sized things. Additionally, don’t take responsibility for minute tasks. For example, if a rep needs you to send an email on their behalf, have them write it up for you. Then, you can tweak it as you need and send it out.    The next challenge sales managers face is finding the right people. Hiring a skilled sales representative is incredibly difficult. Recruiting salespeople--it’s easy to get resumes. How you filter them is what is challenging. To combat this problem, understand that you’re going to make mistakes. The only way you get better at finding the right person is by hiring the wrong person. Consider the series of interviews you have--hold the standard that they must be better than the last. It’s a sales interview, there has to be selling throughout the entire process. It’s about every story having a point that's relative to what they’re talking about. Also know--past results indicate future results.    The fourth challenge is retaining your team, especially during challenging times. There is no cookie-cutter approach. Keeping your team motivated is about ‘off self, on purpose.’ To keep a team’s energy high, remember what they're thinking about; what’s in it for me. Every conversation should be about that. What’s in it for the sales rep is an individual conversation that needs to be had with every person on your team. As you climb the org chart, at a certain point, your customer changes. If you’re seen as people over profit, they’ll know they have an ally in their corner.    Finally, a huge challenge sales managers face is consistency. You have to be consistent with how you manage your sales team. There can be a tendency to treat top-performing reps differently than a lower performer. Accountability should be the same across the board. What’s good for a tenured rep should be good for the new one. It’s also about being consistent with the relationships you have. If you take one rep out to dinner, every rep should be invited out to dinner individually. If you’re going golfing with one rep, everyone is going golfing. There are certainly challenges that come with this, but find a way to have a similar level of relationship. It will be your friend down the road.

Anthony Garcia is the keynote speaker, podcast host, executive sales coach who wrote the international Bestselling book - Catapulting Commissions. He is the expert in sales training, recruiting, goal achievement, and motivating salespeople to achieve peak performance whose insights have been featured in major media outlets such as Forbes, CNBC, Fox, and CBS. As a sales and sales leadership veteran with 18 years of experience, Anthony started his first business at the age of 22 and built a team of over 100 sales reps where he’s received top accolades for his leadership in direct, B2B, and medical sales. He’s currently serving a leadership team that oversees a $500 million dollar medical sales organization where he’s also trained international sales forces and helped facilitate product launches in new markets. Being the author of Catapulting Commissions, Anthony provides strategies to sales professionals for maximum goal execution. He has delivered numerous keynotes focusing on complacent sales syndrome, SMARTER goal setting, and sales rep development. He is one of the most sought after speakers who is passionate about unlocking the high performer lying dormant in every sales professional. He has shared the stage as a keynote speaker with Les Brown and Jack Canfield and his sales strategies are utilized all over the world by individual sales producers and sales leaderships. Additionally, Anthony hosts the podcast version of his Bestselling book - Catapulting Commissions where he interviews some of the world’s top sales performers and entrepreneurs, as well as offers tactical advice to his listeners in overcoming the complacency that robs many sales professionals of their full potential. Avail the Sales Hustlers exclusive by getting a free eBook copy of Catapulting Commissions by simply texting “HELLO” at (661) 228-8967.Find out more and reach out to Anthony Garcia through the following links:Website - https://anthonypgarcia.com/Podcast - https://www.catapultingcommissionspodcast.comLinkedIn - https://www.linkedin.com/in/anthonypgarcia99/Facebook - https://www.facebook.com/AnthonyPGarcia99Join the Sales Hustle Community! Text “Hustle” to 424-401-9300!If you’re listening to the Sales Hustle podcast, please subscribe, share, and we’re listening for your feedback. If you are a sales professional looking to take your sales career to the next level, please visit us at https://salescast.co/ and set a time with Collin and co-founder Chris.Please make sure to rate and review the show on Apple.

About Anthony Garcia: An expert in sales training, recruiting, goal achievement, and motivating sales people to peak performance. As an 18-year veteran of sales and sales leadership, Anthony has achieved top accolades in direct sales, business to business sales, and medical sales. He is the author of the international best-selling book “Catapulting Commissions” which has been endorsed by Selling Power Magazine as one of the best sales books to read in 2021. Anthony is a key-note speaker who has shared the stage with Les Brown and Jack Canfield. He is a highly sought after speaker who’s passionate about unlocking the high-performer lying dormant in every sales professional.  In this episode, Jennie and Anthony discuss:How the journey from direct sales to coaching and best-selling author is likeWhat can be better than setting S.M.A.R.T. goalsReverse-engineering your big goal to make it more tangible and attainable How you can make doing sales phone calls less dreadful Key Takeaways:Set your expectations clearly Dream big. Then, dissect your goals into smaller and smaller pieces until it doesn’t scare you anymoreWhen doing phone calls, find a common ground and build a relationshipMoney should not be your main motivation - think of it only as what your hard work will allow you to do "’Chop wood, carry water’ - put the reps in and eventually you create a sustainable ecosystem. That is what keeps you from your 1 to your 10 in direct sales. There is growth that can happen, we just stop putting the reps in." —  Anthony GarciaConnect with Anthony Garcia:Twitter: https://twitter.com/anthonypgarcia Facebook: https://www.facebook.com/AnthonyPGarcia99/ Instagram: https://www.instagram.com/anthonypgarcia99/?hl=en Website: https://anthonypgarcia.com/meet-anthony/YouTube: https://www.youtube.com/channel/UCgj2sA_HGKoiJSlZe3CDRyA LinkedIn: https://www.linkedin.com/in/anthonypgarcia99/ Anthony’s Book, Catapulting Commissions: https://anthonypgarcia.com/catapulting-commissions/ CONNECT WITH JENNIE:Twitter: https://twitter.com/jenniebplFacebook: https://www.facebook.com/badassdirectsalesmastery/app/307339332686535/Instagram: https://www.instagram.com/badassdirectsalesmastery/Website: https://badassdirectsalesmastery.com/ Show: https://badassdirectsalesmastery.com/blog/Email: jennie@badassdirectsalesmastery.com Show notes by Podcastologist: Justine TallaAudio production by Turnkey Podcast Productions. You're the expert. Your podcast will prove it. 

Writing the Book on Sales – Publish Promote Profit the Podcast with Rob Kosberg Episode 008 Anthony Garcia Anthony Garcia is an international best-selling author and expert in sales training and recruitment whose insights have been featured in Forbes, CNBC, Fox and CBS. Anthony doesn't just teach peak sales performance, he lives it. As an18-year veteran of sales, Anthony has achieved top accolades in direct sales, business to business sales and medical sales. In his first business at the age of 22 he built a team of over 100 sales reps, and then went on to receive top accolades for his leadership in direct sales, B2B and medical sales. He currently serves on a leadership team that oversees a $500-million-dollar medical sales organization where he has also trained international sales forces and helped facilitate product launches in new markets. As the author of the International Best-Selling book Catapulting Commissions and a keynote speaker who has shared the stage with Les Brown and Jack Canfield, Anthony's sales strategies are used worldwide by individual sales producers and sales leadership. Anthony's podcast, Catapulting Commissions, interviews some of the world's top sales performers and entrepreneurs and offers listeners tactical advice to overcome the complacency that robs many sales professionals of their full potential. As a sought-after speaker and coach, Anthony is available to help sales professionals unlock their inner high performer and achieve their goals. Listen to this informative Publish Promote Profit episode with Anthony Garcia about teaching sales techniques with his book Catapulting Commissions. Here are some of the beneficial topics covered on this week's show: How salespeople need to know their audience and ideal customer. How a book can help grow your online footprint and presence.  Why people should build on their book's credibility with more media creation. How people can organically create an audience by delivering value.  Why the people you look up to become your competition when you succeed.  Connect with Anthony: Links Mentioned: catapultingcommissions.com Guest Contact Info: Twitter @AnthonyPGarcia Instagram @anthonypgarcia99 Facebook facebook.com/AnthonyPGarcia99 LinkedIn linkedin.com/in/anthonygarcia99 Connect with Rob: Website bestsellerpublishing.org Twitter @bspbooks Instagram @bspbooks Facebook facebook.com/bestsellerpub YouTube youtube.com/c/BestSellerPublishingOfficial Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Win-Win Effect™ Podcast, Chris Ross and Wes Baiz have an extensive conversation with fellow podcaster and sales expert, Anthony Garcia. He has achieved top accolades in direct sales, business-to-business sales, and medical sales. In his previous roles, he has trained and developed sales teams for Cutco Cutlery and Paychex. In his current role, Anthony is on the leadership team that oversees a 500-million-dollar business in medical sales where he also trained international sales forces and helped facilitate product launches in new markets. As the author of Catapulting Commissions, he provides strategies to get into the mental game of selling.Anthony has delivered numerous keynotes focusing on complacent sales syndrome, goal achievement, and the path to difficult decisions. He is a member of the prestigious “Game Changers Academy” which has been the launching pad for hundreds of young successful entrepreneurs. Anthony created his 1 st business and built a team of over 100 sales reps at the age of 22 and has gone on to coach and mentor hundreds of top-performing sales professionals whose accolades have been national rep of the year, rookie of the year, and hall of fame. Anthony is the host of the upcoming podcast “Catapulting Commissions” where he tackles the complacency that robs people of their full potential and interviews some of the world's top sales performers and entrepreneurs. Anthony is a sought-after speaker passionate about unlocking the high-performer lying dormant in every sales professional. Connect with and JOIN FREE COMMUNITY  Community Content About CHRIS ROSS® Booking The WIN-WIN Effect WINJECT TV Already have an account? Log In First Name * Last Name * Password * Confirm Password *

Join me and special guest Anthony Garcia, author of Catapulting Commissions as we chop it up about how to raise your commissions, what it takes to be successful in selling across multiple industries and much more! Anthony also offers a copy of his book for free to my listeners -- don't miss it!

Join me and special guest Anthony Garcia, author of Catapulting Commissions as we chop it up about how to raise your commissions, what it takes to be successful in selling across multiple industries and much more! Anthony also offers a copy of his book for free to my listeners -- don't miss it! 

In this HCI Podcast episode, Dr. Westover talks with Anthony Garcia about complacency syndrome, how to create high performance work systems, reducing employee turnover, and increase productivity and profitability. See the video here: https://youtu.be/Jbf6dtg58ME. Anthony Garcia (https://anthonypgarcia.com/) is an expert in sales training, recruiting, goal achievement and motivating salespeople to peak performance. As an 18-year veteran of sales, Anthony has achieved top accolades in direct sales, business to business sales and medical sales. In his previous roles, he has trained and developed sales teams for Cutco Cutlery and Paychex. His experiences have included managing teams of highly compensating sales professionals, facilitate international training programs and launching new products in emerging markets. As the author of the International Best-Selling book Catapulting Commissions, he provides strategies to get into the mental game of selling. Anthony has delivered numerous keynotes focusing on complacent sales syndrome, goal achievement and S.M.A.R.T.E.R. goal setting. His thoughts and opinions have been featured in CNBC, FOX, and CBS. Anthony created his 1st business and built a team of over 100 sales reps at the age of 22 and has gone on to coach and mentor hundreds of top performing sales professionals whose accolades have been national rep of the year, rookie of the year and hall of fame. Anthony is also the host of the Catapulting Commissions podcast where he discusses the complacency that robs people of their full potential and interviews some of the world's top sales performers and entrepreneurs. Anthony is a sought-after speaker passionate about unlocking the high-performer lying dormant in every sales professional.