Podcasts about consultative

Sales psychology and strategic selling are the real drivers of sales performance - not another sales process, CRM tweak, or enablement playbook. In this solo episode, we unpack why outcome-based selling and the uncomfortable conversations most reps avoid are what truly move B2B deals forward. In this episode of the B2B Sales Trends Podcast, Harry challenges a common leadership reflex: when performance drops, leaders adjust the sales strategy instead of addressing the human side of B2B selling. But selling is a psychological sport - and performance lives in those strategic conversations most teams hesitate to have.

In this engaging episode of the HVAC School podcast, host Bryan Orr sits down with Leo and Paul Sharkey, a father-son duo of mechanical engineers who made the leap into the HVAC business. Leo and Paul share their remarkable journey of purchasing an HVAC company in September 2020 and quadrupling its revenue within five years. Their engineering backgrounds bring a refreshing, data-driven perspective to an industry that often relies on rules of thumb and outdated practices. The Sharkeys operate in the challenging Northeast market, where homes can date back to the 1600s and 1700s. They discuss the eye-opening discovery that traditional HVAC sizing methods—like the simplistic "one ton per 400 square feet" rule—fail dramatically in older housing stock. Their commitment to running thousands of Manual J calculations has transformed their approach, often resulting in smaller, more efficient systems than competitors propose. The conversation dives deep into the unique challenges of working with centuries-old New England homes, including extreme infiltration rates, non-linear heat loss curves during harsh winters, and the complications of mixing modern additions with ancient construction. Beyond sizing, Leo and Paul tackle the practical realities of heat pump installations in cold climates. They explain why turndown ratio is critical, how they handle homes with heat loads that triple their cooling loads, and when backup heating systems are truly necessary. Their consultative approach rejects the "one-size-fits-all" mentality that has flooded the market with incentive-chasing installations. They candidly discuss the problems created by Massachusetts' generous rebate programs, which have attracted fly-by-night operators who prioritize rebate qualifications over proper design and long-term performance. The episode also explores the balance between ductless and ducted systems, revealing when each approach makes economic and technical sense. The Sharkeys share fascinating case studies, from a 1748 house with the equivalent of a full-size door's worth of air leakage to underground concrete dome homes requiring specialized dehumidification. Their willingness to take on complex projects that other contractors avoid demonstrates how engineering thinking, combined with trade expertise, can solve challenging HVAC problems. This conversation is essential listening for anyone serious about understanding cold climate HVAC design, building science principles, and what it takes to deliver quality comfort solutions in real-world conditions. Topics Covered Engineering background transition to HVAC - How mechanical engineering experience in semiconductors and manufacturing informed their HVAC business approach Manual J calculations and proper sizing - Running 7,000-9,000 Manual J calculations over five years and why they typically specify smaller systems than competitors Old New England housing challenges - Working with homes from the 1600s-1700s, extreme infiltration rates, and heat loss characteristics of ancient construction Heat load vs. cooling load imbalances - Managing homes where heat loads can be triple the cooling loads and how this affects system design Heat pump turndown ratios - Why equipment turndown capability is critical for shoulder seasons and preventing short cycling in cold climates Cold weather performance and derating - Equipment capacity loss at low ambient temperatures and the importance of proper backup heat sizing Ductless vs. ducted system economics - When to choose multi-zone ductless over ducted systems based on home layout, infrastructure, and cost Retrofit complications in mixed construction - Dealing with homes that combine 200-year-old sections with modern additions on the same heating system Massachusetts incentive programs - How Mass Save rebates (up to $25,000 financing + $10,000 rebates) have impacted market quality and contractor behavior Installation challenges at low temperatures - Field issues including undersized ductwork, poor equipment placement, defrost cycle complications, and electric backup heat requirements Building science fundamentals - Blower door testing, weatherization impacts, infiltration effects on heat load, and wind loading considerations Consultative sales approach - Rejecting one-size-fits-all solutions and customizing system recommendations based on home characteristics and homeowner needs Backup heating strategies - When and why fuel-based backup systems are necessary, including power outage considerations and client comfort levels Complex project examples - Case studies including underground concrete dome homes, storage closet air handler installations, and severely under-designed retrofit corrections   Learn more about Leo and Paul's business, Jay Moody HVAC, at https://jaymoodyhvac.com/.  Have a question that you want us to answer on the podcast? Submit your questions at https://www.speakpipe.com/hvacschool. Purchase your tickets or learn more about the 7th Annual HVACR Training Symposium at https://hvacrschool.com/symposium. Subscribe to our podcast on your iPhone or Android. Subscribe to our YouTube channel. Check out our handy calculators here or on the HVAC School Mobile App for Apple and Android.

Sales Discovery and business pain are the real drivers behind deal momentum - not pressure, not persuasion, and not better slides. In this episode, we break down how modern B2B sales teams use discovery to turn passive buyers into decisive action. In this B2B Sales Trends Podcast, host Harry Kendlbacher sits down with Lisa DeCristofaro, Sales Director at UKG, to unpack how elite sellers uncover real business pain points, create sales momentum, and lead consultative selling conversations that actually move deals forward.

When demand is high, the real advantage isn't doing more - it's choosing better. This episode explores a consultative selling approach and how disciplined sales leaders improve performance by focusing on the sales funnel they already have. In this episode, Harry Kendlbacher sits down with Hans van der Eijk, SVP Commercial Western Europe at DP World, to unpack how modern sales leaders navigate high inbound demand without sacrificing focus, margins, or credibility. You'll hear how consultative selling replaces activity-driven selling, why not every RFQ deserves pursuit, and how disciplined sales strategy leads to stronger win rates in complex B2B environments.

In this episode of The Academy Presents Real Estate Investing Rocks, Angel sits down with Edmund Chien, a seasoned real estate investor and capital raising coach with over 20 years of experience spanning private equity, family offices, and wealth management.Edmund breaks down how shifting from a traditional sales mindset to a consultative approach can completely transform the way investors raise capital, connect with accredited investors, and build long-term trust. This conversation also dives deep into mindset, efficiency, and the emotional discipline required to succeed in capital raising.Topics CoveredWhy 90 percent of the world's millionaires invest in real estateEdmund Chien's background in private equity, family offices, and wealth managementThe shift from selling to consultative capital raising • How to position passive income as a “third source of income”Identifying and qualifying accredited investorsUnderstanding investor avatars by wealth level, geography, and generationProtecting your time and staying efficient while raising capitalNavigating SEC guidelines and investor conversations ethicallyManaging rejection, emotional highs and lows, and momentumUsing gratitude, validation, and service to reset mindset and confidenceQuotes“Capital raising isn't about selling. It's about consulting, discovering problems, and offering real solutions.”“When you fill your cup with gratitude and positivity, it shows up in every investor conversation you have.”Connect with Angel: https://www.linkedin.com/in/angel-williams-re/Connect with Edmund: : https://www.linkedin.com/in/edmundchien/

In this special live episode from SaaS Summit Benelux in Amsterdam, Joran sits down with Roelof Otten, founder of SaaSmeister, to explore How PLG Will Change in 2026: AI Agents, Onboarding & Hybrid GTM. Together, they break down the biggest shifts coming to B2B SaaS go-to-market—from the rise of hybrid motions and the evolution of sales roles to the transformative impact of AI-powered demos, agents, and conversational interfaces.Roelof shares actionable, stage-specific insights for founders at every level. You'll hear why PLG is becoming a company-wide strategy instead of a product feature, how onboarding is expanding beyond the UI, why freemium is harder for AI-native products, and what it really takes to build data tracking that supports growth instead of slowing it down.Whether you're moving from sales-led to product-led, building a hybrid GTM, or preparing your SaaS product for an AI-first future, this episode offers a clear roadmap for navigating the changes ahead and meeting buyers where they want to be in 2026.Tune in to learn how to implement PLG effectively, empower your sales team in a consultative model, integrate AI responsibly, and build growth loops that compound over time.Key Timecodes(0:00) – B2B SaaS, PLG, AI onboarding, AI demos, product-qualified pipeline, GTM 2026, SaaS Summit(0:52) – B2B SaaS podcast(0:58) – Roelof Otten, SaaSmeister, PLG(1:07) – GTM 2026, PLG trends(1:42) – Hybrid GTM, PLG, sales-led(2:36) – AI GTM, AI agents, AI demos(3:12) – Interactive demos, AI sales assistant(3:50) – Buyer enablement, AI demo(4:20) – In-product AI, trial support(4:36) – PLG transformation, sales alignment(5:21) – Consultative sales, upsell, PQLs(5:43) – PLG funnel, activation, expansion(6:00) – Conversational UI, AI UX(6:52) – UX transition(7:25) – AI platform, data layer, models(7:37) – MCP, AI integrations, ChatGPT, Claude(8:10) – AI privacy, security, compliance(8:46) – Build vs buy AI, LLMs(9:22) – PLG first, SaaS trial(9:38) – Reditus, SaaS affiliate(10:22) – AI costs, freemium(10:35) – Freemium strategy, CAC, churn(11:39) – Referrals, partnerships, affiliate growth(12:33) – In-app referrals, incentives(13:06) – Onboarding, nurture, reactivation(13:57) – Signup friction, JTBD, ICP(14:57) – Personalized onboarding(15:14) – Founder-led sales, JTBD, messaging(15:45) – ICP focus, activation metrics(16:39) – Product analytics, event tracking(17:01) – Roelof Otten, SaaSmeister(17:15) – Podcast outro, sponsor, Reditus

This live recording of Sales Today: Procurement Special goes back to fundamentals as Fred Copestake breaks down the anatomy of a great sales conversation so procurement professionals can spot the good ones, steer the wobbly ones, and borrow the best bits for their own internal selling.   With 25+ years in the field, three books (including Ethical Selling), and over 10,000 salespeople trained across 38 countries, Fred shares a practical, step-by-step structure you can use immediately - whether you're evaluating a supplier's approach or building support for your own initiatives. In this episode, you'll discover:  • Why objectives matter: set a primary and secondary outcome before the meeting, then signal preparedness with a short agenda. • "Ask before tell": why prescription without diagnosis is malpractice and how great sellers make it about you before talking about themselves. • Reading the room: tailoring style to personalities (analytical, amiable, driver, expressive) and how tools like DISC profiling can help you prepare. • AIDA done right: Attention → Interest → Desire → Action as a clean flow that mirrors how people think. • Strong openings: craft an attention-grabber (value proposition) that hooks into your world—industry issues, goals, and likely friction points. • High-gain questioning: use open, probing, and TED prompts ("Tell me… Explain… Describe…"), thoughtful hypotheticals, strategic summaries, and silence.  • Consultative depth: map current state vs desired state, then explore impact and consequences to build a compelling case for change. • From ask to tell: when to pivot from questions to a tailored response - not a boilerplate pitch - linked to the problems uncovered. • Progress checks: small "trial closes" to confirm fit and keep momentum without pressure.  • The Perfect Close (James Muir): "Does it make sense for us to… [next step]?"- an elegant, ethical way to agree the action or surface the right alternative.  • Internal use: how procurement can repurpose the same structure to win support for projects and decisions inside the business.   Expect straight-talking guidance, usable language patterns, and a simple framework you can run tomorrow- whether you're buying, selling, or building alignment across stakeholders.   Join the Alchemie Network for FREE to connect with other forward-thinking professionals and get access to more events like this.   Connect with Fred on Linkedin https://linktr.ee/fredcopestake

‘Ik moet er nog even over nadenken'Hoor je dat veel tijdens salesgesprekken, ook al heb je zó goed uitgelegd wat jouw dienst of product precies doet?Frustrerend, ik snap het. Wat als er nu een techniek zou zijn waarmee je dat antwoord 9/10 keer vermijdt? En waarmee je klant sneller ‘ja' zal zeggen?Consultative selling is een salesaanpak naar mijn hart. Je vergroot er niet alleen je succes mee, je bouwt ook écht een band op met je mogelijke klant. En dat is goud waard. Daar draait het echt om.Ik wil die techniek niet voor mezelf houden.In aflevering 161 vertel ik je dan ook hoe je hem toepast, waarop je moet letten én geef ik je enkele voorbeelden uit de praktijk.Alles nog eens nalezen? Je vindt de blogpost op www.businessdad.be/161.PS Wil je je salesskills nog meer verfijnen met een succesvol script? Dan is de cursus ‘Verdiep het salesgesprek' in de Business Bundle precies wat je zoekt! Deze en de 3 andere cursussen in de bundel scoor je nu voor €99 in plaats van €196 met de code BDPODCASTFAN.Wil jij meer exclusieve tips en inzichten? Schrijf je in voor mijn vernieuwde nieuwsbrief, de Business Dad Monthly Briefing via businessdad.be/monthly

This episode flips the mic to dissect iconic movie sales scenes—especially the legendary real estate monologue from "Glengarry Glen Ross"—with Travis and producer Eric swapping stories from the trenches of commission sales. They break down the psychology of high-pressure closing, how silence can be an indispensable tool, and why consultative selling beats boiler room tactics for long-term success. What real sales moments get right—and wrong—in famous movies The thrill and dread of securing deals in 100% commission environments Why holding the silence is harder (and more effective) than most people realize The difference between authoritative vs. assumptive closes—and why discovery sets you up for the sale The emotional rollercoaster of sales jobs, from adrenaline rushes to crushing self-doubt Use silence as leverage; resist the urge to talk past your own close—let the prospect sit with the decision. Great sales begins with genuine discovery and honest self-selection—you want lifetime clients, not regret-fueled chargebacks. The close should be the natural conclusion to a quality conversation—practice assumptive and options-based closing for better results. "Most people just can't stand the awkward silence, but in sales, that's your friend—it gets the prospect thinking, and helps you avoid talking yourself out of a deal." "Don't overcome objections that haven't been spoken—otherwise, you talk yourself out of the sale." "Consultative selling doesn't force the close; it builds trust, clarity, and repeat business in the long run." ✖️✖️✖️✖️

What does it really mean to bring your full, authentic self into your coaching practice and how can embracing your unique background help transform the experience for your clients?In this episode of The Coaching Catalysts Podcast, hosts Sarah Bramall and Rebecca Daniel have a passionate and inspiring conversation with leadership coach Ray Pifferrer. From Ray's multicultural roots and dynamic career journey across continents, to his dedicated work decolonising leadership development and centering DEIB (Diversity, Equity, Inclusion, and Belonging), this discussion is packed with wisdom and practical takeaways. Together, they explore the power of normalising diverse experiences in coaching. Plus the importance of supervision, self-care and restorative practice, and how coaches can weave their own lived wisdom into their practice for deeper client impact. Get ready for honest insights, laughter, and actionable ideas to help you elevate your coaching game.Here are the highlights:00:00 Introduction: met guest Ray at EMCC conference06:08 Based in Ireland focused on decolonising leadership 07:59 Ray's journey reflects a consistent focus on supporting, educating, and developing people10:22 DEIB work is tough but conversations on decolonising leadership bring hope and inclusivity15:28 Coaches must recognise and normalise underlying systems16:59 Visibility fosters vital conversations about representation19:47 Group supervision fosters confidential and safe insights25:15 Consultative coaching versus traditional coaching27:50 Started with ICF competencies, moved to EMCC blending mentoring and coaching29:32 Two-word takeaway tradition.Connect with us here:​Website:https://www.thecoachingcatalysts.com​Work with us:To register your interest in becoming a qualified coach supervisor, head here: https://docs.google.com/forms/d/e/1FAIpQLSerJa1lJG0Lwf2W6JChU1prXxYS4Jz302ft24t0VYt8FfL3fQ/viewform?usp=headerTo become a professional coach supervisor with The Coaching Catalysts, head here: https://www.thecoachingcatalysts.com/supervisiondiplomaFor ICF mentoring see here: https://bit.ly/catalystsmentorcoaching​Our roundtable discussions for internal coaches here:https://www.thecoachingcatalysts.com/organisationalcoaches​Find out more about our supervision service here: http://bit.ly/coaching-collective​To book a call: https://tidycal.com/coachingcatalysts/explorationcall​FREE Supervision Experience for Coaches: Listening Partnerships, register here: https://bit.ly/supervisionexperience​Social Media:https://www.facebook.com/thecoachingcatalysts​

Building Trust Through Consultative Partnerships: Channel Voices Podcast by Verinext

How can you sell high-ticket offers without chasing—or losing control of the conversation?In this episode of the CEO Sales Strategies Podcast, host Doug C. Brown speaks with leadership coach and former tech CEO Sue Heilbronner about how to close more premium deals by letting go of the outcome.Sue introduces the concept of passionate ambivalence—the ability to care deeply about helping the buyer, while staying unattached to whether or not they say yes.If you're tired of overexplaining, defending your value, or discounting to win the deal, this conversation will help you lead sales conversations with more clarity, confidence, and trust.In this episode, you'll learn:✅ How “passionate ambivalence” builds pricing power✅ Why over-caring creates tension—and kills trust✅ How early qualification protects your time and brand✅ What it means to lead a sales conversation without attachment

Recruiters—ever wonder what separates the good from the legendary? In this special episode of The Elite Recruiter Podcast, host Benjamin Mena sits down with Michael Goldman—45-year industry veteran, Pinnacle Society founding member, and recruiting “Obi-Wan Kenobi.” Together they unpack the real value recruiters bring, how to survive market downturns, and how to build a legacy career that's bigger than billings.  

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

LISTING MANAGEMENT | How can agents shift from predictive to consultative pricing? In this episode, Dylan and Angela dig into the 3 steps to strategic pricing, how storytelling can shape stronger pricing conversations, and tips for consultatively guiding clients to a price.    Access the concept resource in the Forge here: c21forge.com/courses/listing-management/   Subscribe to the More Than More Podcast for new weekly episodes as we discuss building meaningful and impactful businesses, careers, and lives through real estate.   Apple Podcasts Spotify YouTube 

In this episode of the Revenue Builders Podcast, hosts John McMahon and John Kaplan are joined by seasoned sales leader Jim Drill to discuss essential aspects of the B2B sales process, career development, and leadership. Jim shares valuable lessons from his extensive career, emphasizing the importance of understanding customer pain points, selling higher in the customer organization, and connecting solutions to concrete business metrics. Through insightful stories from his experience at companies like IBM, PTC, and beyond, Jim highlights how asking the right questions and staying curious can lead to substantial sales success. The conversation also delves into practical advice for young sellers and leaders, stressing the significance of structured training and continuous learning. Jim's anecdotes offer perspective on effectively driving urgency, building strong champions, and implementing impactful sales strategies.ADDITIONAL RESOURCESLearn more about Jim Drill:https://www.linkedin.com/in/jimdrill/Watch Force Management's Panel Discussion on AI in Sales Leadership: https://hubs.ly/Q03rlW4Z0Download the CRO Strategy Checklist: https://hubs.li/Q03f8LmX0Enjoying the podcast? Sign up to receive new episodes straight to your inbox: https://hubs.li/Q02R10xN0HERE ARE SOME KEY SECTIONS TO CHECK OUT[00:02:09] Jim's Early Career at IBM[00:05:23] Learning the Sales Process[00:07:13] The Importance of Curiosity and Learning[00:15:34] Advice for Young Sellers[00:21:15] Understanding Business Metrics[00:30:08] High-Level Sales Strategies[00:38:08] Budget Constraints and Problem Solving[00:38:43] The M and W Approach to Organizational Navigation[00:39:12] Connecting Metrics to Urgency and Champions[00:40:12] The Importance of Metrics in Sales[00:41:09] Creating Emotional Connections in Sales[00:45:51] The Power of the Champion Letter[00:56:58] The Role of Sales Leadership[01:00:31] Common Mistakes in StartupsHIGHLIGHT QUOTES"Knowledge builds confidence. Confidence turns into credibility. Credibility turns into enthusiasm. That turns into passion, and passion turns into persuasion. But the foundation is knowledge.""The urgency, lack of champions—if sellers are struggling, go back to your metrics. Where are you with your metrics?""Consultative selling is not just about providing solutions, but deeply understanding the pain points and creating value.""You can either do this, separate yourself and set yourself up for the future, or you're going to end up working for someone that did it.""Fires are going to happen. My job is to make sure the whole forest doesn't burn down."

I am in conversation with Deepak Mittal, CEO of FFTalos Technologies. In this insightful episode, Deepak Mittal shares his career journey from coding to consultative selling, reflecting on his evolution from a tech enthusiast to a sales leader driving large-scale digital transformation. He explores solution-based selling, the importance of understanding customer needs, and why sales is more about facilitation than persuasion.More specifically, he covers: His Origin Story: From engineering and coding in the early IT days to discovering his passion for customer interactions. Tech vs. Sales: The shift from writing software to understanding business problems and shaping solutions. Consultative vs. Product-Based Selling: The difference between pitching features vs. uncovering customer pain points. Customer Empathy & Industry Knowledge: Why asking the right questions & listening is more powerful than a polished pitch. Building Relationships in Sales: The role of trust, collaboration, and stakeholder engagement in long-term success. The Modern Buyer: How the digital era has transformed customer research & purchasing behavior. Enterprise Selling Strategies: The contrast between RFP-driven sales and proactive relationship-building. Navigating Internal Trust in Sales & Delivery Teams: Why sales & delivery alignment is critical for customer success. The Human Side of Selling: Managing rejections, pressures, and the art of influencing without being pushy.Deepak has over his career, worked in IT sector focusing on Technology, Media & Telecommunication(TMT) businesses, in sales, business development & practice leadership roles. His experience across IT Services Companies, Managed Services Providers and Product Vendors, has given him a unique 360 degrees insight into IT solutions and how they fit into larger business landscape.He has worked across global markets and delivered significant results, in a period of great technological flux and business volatility within TMT sector. His experience has given him a good exposure & proficiency in the following areas–1. Understanding and managing digital transformation and its impact on business strategies as well as on the workplace.2. Understanding business drivers and their correlation with IT and Technology strategies.3. Execution of IT & Technology strategy on-ground.4. Understanding & enabling eco-systems to drive business outcomes.5. Building & motivating high performing global teamsHe has always tried to anchor his work in business fundamentals like customer experience, profitability & market share and leveraging technology into driving business outcomes.https://www.linkedin.com/in/demittal/

In this episode of Leaders in Medical Billing, Chanie Gluck sits down with Kem Tolliver, President & CEO of Medical Revenue Cycle Specialists and co-host of the RevDive podcast. Kem shares her journey from medical receptionist to a nationally recognized healthcare consultant and educator. She introduces her 4-quadrant revenue cycle model, designed to help practices optimize everything from patient intake to financial reporting. Kem also shares advice for medical billing company owners looking to become more consultative and value-driven in an increasingly tech-forward RCM landscape.   Learn more about Medical Revenue Cycle Specialists: https://www.medrevenuecycle.com/  Check out Kem's podcast, RevDive, here: https://www.medrevenuecycle.com/podcast  Sponsored by 4D Global, empowering medical billing companies through offshore staffing, automation, AI and technology. 

In this episode of The Hustle + Heart Podcast, Beth sits down with Lauren Tripp—RN, MSN, APRN, powerhouse Aesthetic Nurse Practitioner, Certified Functional Health provider, and Founder of Aisling Med Spa—for a conversation that goes way beyond skin deep.Together, they dive into a game-changing mindset shift: the consultative approach—a method rooted in connection, curiosity, and intentional leadership. Whether you're a med spa owner, behind the needle or navigating a tough conversation, Lauren and Beth unpack how leading with empathy transforms not only the client experience but how we show up in relationships, business, and life.Expect real talk on customized aesthetic care, meaningful boundaries, authentic partnerships, and how to lead with heart in every setting. If you're ready to build deeper trust, elevate your impact, and show up unapologetically aligned—this one's for you.

In this episode of The Full Desk Experience's Industry Spotlight, guest Kelli Schutrop, CEO and founder of Thoughtful Resound, joins host Kortney Harmon to deliver game-changing insights. Kelli draws on 15+ years in talent acquisition marketing to reveal high-impact branding and growth strategies for firm differentiation and sustainable growth.Key insights you can't miss:Why a brand-facing presence is no longer enough—and how every client-facing team member must become a “mini-brand” to truly stand out.Actionable ways to leverage thought leadership and LinkedIn content to attract new business, not just chase it.Anticipated industry shifts toward commoditization and consolidation, with tips to help your firm evolve and avoid common blind spots.Concrete methods to bridge the gap between personal and firm branding, empowering your team to shine while supporting your long-term growth.Are you too focused on KPIs that don't actually drive revenue? How do you balance elevating individual recruiters' brands without risking client loss if they move on?Press play now to hear Kelli's proven branding strategies and prepare your executive search firm to thrive—not just survive—in 2025!_______________________________________________Tools mentioned in the episode:LinkedIn – Referenced multiple times for thought leadership, brand building, networking, posting content, and sourcing.LinkedIn Learning – Mentioned as a platform where Kelli Schutrop has digital marketing and personal branding courses.Zoom – Used for video calls and recording short video content for LinkedIn.Meta – Briefly mentioned in the context of exploring different channels.Threads – Mentioned as another potential channel (under Meta).Reddit – Mentioned as an emerging platform discussed within the recruiting industry.Indeed – Mentioned as a job board.ZipRecruiter – Mentioned as a job board.Crelate – The company behind the podcast and referenced as both the podcast host and for its recruiting tech.Crelate Copilot – Introduced within the episode as Crelate's AI assistant/tool for recruiters.Google – Mentioned in a general sense when discussing algorithms.Apollo – Discussed as a platform that was banned by LinkedIn for spam/automation issues._________________Follow Kelli on LinkedIn: https://www.linkedin.com/in/kellischutrop/Want to learn more about Crelate? Book a demo hereFollow Crelate on LinkedIn: https://www.linkedin.com/company/crelate/Subscribe to our newsletter: https://www.crelate.com/blog/full-desk-experience

In this episode of the Rainmaker Podcast, host Gui Costin sits down with Joe Grogan, Head of Distribution for the Americas at WisdomTree, for an energizing conversation on leadership, sales strategy, culture, and the power of treating people like owners. With over 25 years of experience at firms like Fidelity and State Street, Joe shares how his humble beginnings and early exposure to sales instilled a relentless drive that continues to shape his leadership style.Joe's journey to WisdomTree began with a cold call from a recruiter and evolved into a long-standing leadership role at one of the most innovative ETF providers in the industry. He fell in love with WisdomTree's entrepreneurial culture and commitment to transparency, client outcomes, and constant innovation. Today, he leads a 50-person distribution team across the U.S. and Latin America, focused on providing consultative value to financial advisors rather than just pushing products.Grogan walks listeners through his approach to team structure and culture, emphasizing the importance of clear expectations, open communication, and professional development. His team spans national accounts, wires, RIAs, and enterprise channels, with a strong emphasis on career pathing from analyst roles to field sales. Weekly calls, one-on-ones, and a highly transparent performance tracking system help drive accountability while fostering healthy competition.Joe also discusses how CRM and AI tools have transformed his team's efficiency. From automated meeting notes to engagement-based compensation tracking, WisdomTree leverages data to reduce administrative burden and keep salespeople focused on high-impact client interactions. He views CRM entries not as micromanagement but as “gold bars” that unlock insights and create better investor experiences.Leadership, for Joe, is about servant mindset, vulnerability, and long-term retention. He believes in empowering his team, maintaining low turnover through trust and autonomy, and treating teammates like the professionals they are. Rather than managing activity for its own sake, Joe rewards outcomes and teaches his team to think like owners of their own territory.His advice to young professionals? Nail your current role. Master the fundamentals. Don't worry about the next job—it will come if you focus on being excellent where you are. This episode is packed with tactical insight, cultural wisdom, and authentic leadership takeaways from one of the most respected distribution leaders in the business.Tired of chasing outdated leads? Book a demo to see how Dakota Marketplace simplifies your fundraising process with accurate, up-to-date investor data. 

Here's the brutal truth: Self-awareness is the ultimate sales skill. We obsess over skills like closing techniques, objection handling, and prospecting cadence. But self-awareness is the real make-or-break. Self-awareness is the lever that separates ethical, high-performance sellers from out-of-touch order takers. If you're not self-aware, you're leaving money on the table and damaging trust. Sales Without Self-Awareness is a Wrecking Ball Let's get honest. Lack of self-awareness is a deal-killer. It's what causes reps to: Over-talk and under-listen Project their objections onto the buyer Miss subtle cues because they're too focused on a static script Push when they should pause This isn't just a skill gap—it's a blind spot. When you don't know how best to connect with your prospect because you're not listening—that's a dangerous place to sell from. Self-awareness is your internal compass. Without it, you can't navigate objections, establish trust, or conduct a real discovery conversation. You can't be Here's the brutal truth: Self-awareness is the ultimate sales skill. We obsess over skills like closing techniques, objection handling, and prospecting cadence. But self-awareness is the real make-or-break. Self-awareness is the lever that separates ethical, high-performance sellers from out-of-touch order takers. If you're not self-aware, you're leaving money on the table and damaging trust. The Ego Trap: Overconfidence Kills Awareness It might seem counterintuitive, but your biggest blind spot in sales might be your own ego. Close a few deals, and suddenly you stop prepping, shortcut discovery, and assume you know the buyer. That's when self-awareness can tank. Confidence is good until it turns into arrogance. When you stop reflecting, stop asking questions, and stop listening, you lose your edge. Sales is a what 's-happening-today game. Yesterday's win doesn't guarantee today's deal. Top sellers stay humble enough to ask:  “Did I connect, or just perform?”  “Am I guiding, or just trying to sound impressive?” “Does my solution fit their problem, or am I just trying to land a quick deal?” The most crucial part of self-awareness? Checking your mindset—and your overconfidence—before it derails a lucrative deal. Ego says you've got it handled. Self-awareness asks if that's really true. Only one of those gets you to President's Club. The Two Lanes of Emotionally Intelligent Awareness Awareness in sales isn't just about having “emotional intelligence” and keeping arrogance in check. It's about two critical lanes: 1. Seller Self-Awareness You must know how your tone, presence, and mindset affect the buyer. That means recognizing when: You're chasing approval instead of guiding decisions You're hesitating out of fear of rejection You're overexplaining because you're insecure You're emotionally reacting instead of staying neutral Top sellers audit themselves for these moments constantly. They ask:  "Was I too defensive there?"  "Did I listen or just wait to talk?"  "Am I showing up with certainty or neediness?" A self-inventory is no picnic. But this self-audit allows the elite to stay composed, curious, and in control—especially when things get tense. 2. Buyer's State Awareness A self-aware seller is tuned in. They're not just listening to what is said, but why it's being said, and what isn't being said at all. Consultative selling is all about sensing, so it's: Knowing when a buyer's guard is up Being alert to when they're overwhelmed Learning when they're intrigued but afraid to say yes Watching the micro-expressions Noticing the shift in tone The best lead by aligning with the buyer's state. By understanding the buyer's motivations, emotional triggers, and decision-making pace, self-aware sellers engage in deal-making, not manipulation.  Self-Awareness Might Be New to You So there's no doubt self-awareness nets meetings and closes deals. But here's the problem: Most sellers have never been coached to insightfully reflect.  They're trained on scripts, not self-regulation. They're told to “just make the calls,” but not how to manage the emotions that come with rejection, hesitation, or being ghosted. It's easy to understand the challenges. Not everyone is naturally wired to be self-reflective. Many think confidence means speaking first, talking fast, and sounding “impressive.” But what buyers respond to—what makes real deals happen—is slowing down, paying attention, and showing up with awareness instead of ego. Want to change? Practice more, seek more feedback, and become coachable. Spend time reflecting on past sales and buyer needs. Most importantly, listen—to buyers, mentors, and yourself. How to Build Awareness (Because It's Not Optional Anymore) If you want to become more self-aware in sales, start with these actionable items: Record Your Calls – Listen back not to critique performance, but to observe how you show up. Were you tense? Rushed? Defensive? Detached? Ask for Feedback Often – From your coach, your peers, even your buyers. How do people feel when they interact with you? Track Emotional Triggers – What rattles you in a sales conversation? Is it a certain objection? A tone of voice? A personality type? Practice Presence – Before each call, take 60 seconds to breathe and ground yourself. Think: Where are my feet? What am I doing right now? How can I be more present for my buyer? Rainmakers are Masters of Self The best sellers aren't just good at tactics. They're masters of self. They can read the room, check their own ego, and adapt in real time, because they're paying attention to what actually matters. They're watching their buyer, keying into clues about their mindset, and putting the prospect's needs first. If you want to become a consultative, trusted advisor—and sell with ethics, excellence, and compassion—start by turning inward. That's where the real work begins. And the best part? Self-awareness is a skill. That means it's trainable. It simply demands intention. So look honestly into the mirror and start turning your self-awareness blind spot into an asset. Ready to double-down on your self-awareness and set a goal to become a more consultative seller? Download our FREE Sales Gravy Goal Planning Guide here.

Here's the brutal truth: Self-awareness is the ultimate sales skill. We obsess over skills like closing techniques, objection handling, and prospecting cadence. But self-awareness is the real make-or-break. Self-awareness is the lever that separates ethical, high-performance sellers from out-of-touch order takers. If you're not self-aware, you're leaving money on the table and damaging trust. Sales Without Self-Awareness is a Wrecking Ball Let's get honest. Lack of self-awareness is a deal-killer. It's what causes reps to: Over-talk and under-listen Project their objections onto the buyer Miss subtle cues because they're too focused on a static script Push when they should pause This isn't just a skill gap—it's a blind spot. When you don't know how best to connect with your prospect because you're not listening—that's a dangerous place to sell from. Self-awareness is your internal compass. Without it, you can't navigate objections, establish trust, or conduct a real discovery conversation. You can't be consultative without being conscious. The Ego Trap: Overconfidence Kills Awareness It might seem counterintuitive, but your biggest blind spot in sales might be your own ego. Close a few deals, and suddenly you stop prepping, shortcut discovery, and assume you know the buyer. That's when self-awareness can tank. Confidence is good until it turns into arrogance. When you stop reflecting, stop asking questions, and stop listening, you lose your edge. Sales is a what 's-happening-today game. Yesterday's win doesn't guarantee today's deal. Top sellers stay humble enough to ask:  “Did I connect, or just perform?”  “Am I guiding, or just trying to sound impressive?” “Does my solution fit their problem, or am I just trying to land a quick deal?” The most crucial part of self-awareness? Checking your mindset—and your overconfidence—before it derails a lucrative deal. Ego says you've got it handled. Self-awareness asks if that's really true. Only one of those gets you to President's Club. The Two Lanes of Emotionally Intelligent Awareness Awareness in sales isn't just about having “emotional intelligence” and keeping arrogance in check. It's about two critical lanes: 1. Seller Self-Awareness You must know how your tone, presence, and mindset affect the buyer. That means recognizing when: You're chasing approval instead of guiding decisions You're hesitating out of fear of rejection You're overexplaining because you're insecure You're emotionally reacting instead of staying neutral Top sellers audit themselves for these moments constantly. They ask:  "Was I too defensive there?"  "Did I listen or just wait to talk?"  "Am I showing up with certainty or neediness?" A self-inventory is no picnic. But this self-audit allows the elite to stay composed, curious, and in control—especially when things get tense. 2. Buyer's State Awareness A self-aware seller is tuned in. They're not just listening to what is said, but why it's being said, and what isn't being said at all. Consultative selling is all about sensing, so it's: Knowing when a buyer's guard is up Being alert to when they're overwhelmed Learning when they're intrigued but afraid to say yes Watching the micro-expressions Noticing the shift in tone The best lead by aligning with the buyer's state. By understanding the buyer's motivations, emotional triggers, and decision-making pace, self-aware sellers engage in deal-making, not manipulation.  Self-Awareness Might Be New to You So there's no doubt self-awareness nets meetings and closes deals. But here's the problem: Most sellers have never been coached to insightfully reflect.  They're trained on scripts, not self-regulation. They're told to “just make the calls,” but not how to manage the emotions that come with rejection, hesitation, or being ghosted. It's easy to understand the challenges.

Connectivity is critical to every cloud workload, video call, and customer transaction, so Massive Networks is offering a new vision for MSPs to deliver next-generation network services. In a podcast recorded for Technology Reseller News, Ken Totura, Chief Channel Officer, and James Coberly, CTO, unveiled the company's “Carrier Evolved” initiative and its flagship solution, One Pipe Multi-Connect. “Carrier Evolved isn't just a tagline—it's a rethink of what a modern network provider should be,” said Totura. “It's about reliability, security, simplicity—and a true partnership with MSPs.” One Pipe Multi-Connect: More Than a Pipe—A Platform The centerpiece of the initiative is One Pipe Multi-Connect, a high-performance fiber transport system that lets MSPs deliver multiple isolated services over a single physical connection. These can include: Premium blended internet Private Layer 2 networking VoIP-dedicated bandwidth IoT segmentation Direct cloud on-ramps (to Azure, AWS, GCP and more) Services can be scaled, modified, or added within 24–48 hours, providing the flexibility required by seasonal businesses, multi-site operations, and evolving hybrid workforces. “Think of it as a Swiss Army knife for enterprise connectivity,” said Coberly. “We're delivering data center-grade internet and private cloud access directly to the customer premises.” Built for MSPs, Not to Compete with Them Unlike some providers that sell over or around their partners, Massive Networks is 100% channel-first. The company provides engineering consultation, 24/7 live support, and a referral and revenue model that helps MSPs grow monthly recurring revenue (MRR) and increase their valuation. “MSPs can offer a higher-grade, fully customized network solution without building a NOC,” said Totura. “We handle last-mile aggregation, private transport, and cloud connectivity—globally.” Consultative, Customized Connectivity The “Carrier Evolved” approach also changes the customer conversation. By helping MSPs deliver robust, consultative, and customized network services, Massive Networks empowers end-customers to: Increase productivity by segmenting traffic and prioritizing apps Enhance brand reputation with faster, more reliable services Reduce TCO with consolidated billing and multi-service flexibility “CIOs want a simplified, secure network stack with fewer vendors and better control,” said Coberly. “We let MSPs be the single point of truth and trust.” Massive Networks supports access to 65+ million lit buildings, 500+ cloud on-ramps, and true Layer 2 isolation—with hardware encryption options for regulated industries. The Bottom Line Carrier Evolved means reliability, security, and simplicity—and it's giving MSPs a new reason to lead the connectivity conversation. Learn more at www.massivenetworks.com

Steve from Portland, Oregon, faces and an all-too-common consultative selling dilemma: how to sell to prospects who claim they already know everything, have already “done the research” and question what value he can bring. In this Ask Jeb episode we break down what true consultative selling entails, how to detach from “always be closing,” and why being a genuine expert is more vital now than ever. From Information Scarcity to Information Overload Not long ago, salespeople had the upper hand simply by having more data or insight than their prospects. Today, everyone has a blog, video, or TikTok to help them “figure it out.” This can leave a buyer believing, “I know just as much as you—so why should I trust your approach?” That's where consultative selling comes in, but only if you do it right. Consultative selling isn't about showing off your expertise. It's about guiding the customer to understand the real nature of their problem—often one they didn't fully realize or that's more complex than they initially thought. What True Consultative Selling Looks Like Consultants by definition don't barge in declaring, “Here's the solution.” They start by asking informed, open-ended questions and listening for patterns. They bring a sense of curiosity—an acknowledgment that they can't help until they deeply understand the client's unique environment. Four Steps of a Consultative Approach Assess and Analyze: Listen, observe, and probe with specific questions. Gain clarity on how the business operates and where potential issues lie. Design or Develop Solutions: Tailor ideas or strategies based on the actual problems your client is facing. No cookie-cutter templates here. Integrate and Implement:Work with the client to fold your solution into their workflows. Show them the path forward, not just a list of theoretical bullet points. Optimize and Operationalize: Stay engaged. Help the client refine and sustain the changes for long-term success. The Power of Detaching from the Outcome When you're obsessed with “the close,” you risk pushing your own agenda rather than uncovering the client's real challenges. Buyers can smell desperation a mile away. Detachment works with consultative selling because: It builds trust. You're not rushing to pitch; you're learning and diagnosing first. It reveals the real issues. Prospects open up more when they sense you're genuinely trying to see if you can help, not just bulldoze them into a sale. It prevents the “sleazy” vibe. Instead of coming off like yet another sales rep bragging about your knowledge, you show you're a collaborator ready to craft a solution if—and only if—it fits. Being the Expert Without Acting Like a Know-It-All In today's age of surplus information, it isn't enough just to learn a skill once. You have to remain curious and update your knowledge constantly. That's especially true in fields like digital marketing, sales tech, or AI—areas that can evolve daily. You'll be more credible when you Commit to ongoing learning. Read, watch, and listen to everything you can, including contrary opinions. Embrace nuance. Real expertise means recognizing that not every trend or hack will work for every client. Use informed questions. The best proof of your knowledge is the quality of the questions you ask. Clients can tell when your questions hit the root of their problem. Addressing Distrust in Competitive Industries In spaces like digital marketing, where so many agencies promise miracles, skepticism runs high. By entering a conversation with a consultative mindset, you set yourself apart from the noise: Focus on your prospect's specific context. Don't lump them into one-size-fits-all solutions. Acknowledge the client's prior experiences. They may have been burned by poor service or overhyped promises. Show empathy for their concerns.

Steve from Portland, Oregon, faces and an all-too-common consultative selling dilemma: how to sell to prospects who claim they already know everything, have already “done the research” and question what value he can bring. In this Ask Jeb episode we break down what true consultative selling entails, how to detach from “always be closing,” and why being a genuine expert is more vital now than ever. From Information Scarcity to Information Overload Not long ago, salespeople had the upper hand simply by having more data or insight than their prospects. Today, everyone has a blog, video, or TikTok to help them “figure it out.” This can leave a buyer believing, “I know just as much as you—so why should I trust your approach?” That's where consultative selling comes in, but only if you do it right. Consultative selling isn't about showing off your expertise. It's about guiding the customer to understand the real nature of their problem—often one they didn't fully realize or that's more complex than they initially thought. What True Consultative Selling Looks Like Consultants by definition don't barge in declaring, “Here's the solution.” They start by asking informed, open-ended questions and listening for patterns. They bring a sense of curiosity—an acknowledgment that they can't help until they deeply understand the client's unique environment. Four Steps of a Consultative Approach Assess and Analyze: Listen, observe, and probe with specific questions. Gain clarity on how the business operates and where potential issues lie. Design or Develop Solutions: Tailor ideas or strategies based on the actual problems your client is facing. No cookie-cutter templates here. Integrate and Implement:Work with the client to fold your solution into their workflows. Show them the path forward, not just a list of theoretical bullet points. Optimize and Operationalize: Stay engaged. Help the client refine and sustain the changes for long-term success. The Power of Detaching from the Outcome When you're obsessed with “the close,” you risk pushing your own agenda rather than uncovering the client's real challenges. Buyers can smell desperation a mile away. Detachment works with consultative selling because: It builds trust. You're not rushing to pitch; you're learning and diagnosing first. It reveals the real issues. Prospects open up more when they sense you're genuinely trying to see if you can help, not just bulldoze them into a sale. It prevents the “sleazy” vibe. Instead of coming off like yet another sales rep bragging about your knowledge, you show you're a collaborator ready to craft a solution if—and only if—it fits. Being the Expert Without Acting Like a Know-It-All In today's age of surplus information, it isn't enough just to learn a skill once. You have to remain curious and update your knowledge constantly. That's especially true in fields like digital marketing, sales tech, or AI—areas that can evolve daily. You'll be more credible when you Commit to ongoing learning. Read, watch, and listen to everything you can, including contrary opinions. Embrace nuance. Real expertise means recognizing that not every trend or hack will work for every client. Use informed questions. The best proof of your knowledge is the quality of the questions you ask. Clients can tell when your questions hit the root of their problem. Addressing Distrust in Competitive Industries In spaces like digital marketing, where so many agencies promise miracles, skepticism runs high. By entering a conversation with a consultative mindset, you set yourself apart from the noise: Focus on your prospect's specific context. Don't lump them into one-size-fits-all solutions. Acknowledge the client's prior experiences. They may have been burned by poor service or overhyped promises. Show empathy for their concerns. Offer to walk away if it's not the right fit. This willingness to say “no” boosts your authenticity tenfold. When They Already “Know It All” If a buyer has read every blog post or watched every video, your role isn't to arm-wrestle over knowledge. Instead, demonstrate the value of personalized guidance that no quick Google search can replicate. AI-driven search might be the buzz, but how does that apply to a real, live company's marketing funnel? That's where your on-the-ground insight matters. If you've tracked trends across dozens of client accounts, you can spot patterns or pitfalls a do-it-yourselfer misses. The Full Pipeline Advantage None of this is easy if your pipeline is empty. Desperation kills consultative selling because you can't afford to walk away from a deal that isn't a good match. That's all the more reason to stay on top of your prospecting game—so you can approach each interaction with calm, genuine curiosity. Key Takeaways Stop trying to prove you're the expert. Prove you're the right person to uncover their unique issues. Detach from the outcome. Your job is to see if you can help, not to force a close at any cost. Ask better questions. Use your ongoing research and pattern recognition to frame questions that reveal real pain points. Stay curious. The information age isn't slowing down, so never settle for “I'm already up to speed.” Aim for trust, not just data. Even if a prospect has all the facts, they still need someone to interpret and guide them effectively. Consultative selling in an information-saturated world requires humility, expertise, and the courage to say, “Maybe this isn't right for you.” Yet when it does match, the value you provide extends far beyond what any self-guided research can deliver. If you're ready to transform how you engage clients, let consultative selling lead the way—stepping in with curiosity, listening intently, and building solutions that align with real problems. Got a question or challenge for me? Head over to salesgravy.com/ask to share what's on your mind. We might feature your question next and help you refine your approach to sales—consultative or otherwise.

In Part 1 of this conversation, Seth Dallaire, Chief Growth Officer at Walmart, discusses his new role and responsibilities, the importance of storytelling in business, and the challenges of meeting consumer expectations in a rapidly changing market. He shares insights on B2B selling, the significance of brand strategy, and lessons learned from his early career experiences. The discussion highlights the need for continuous improvement and adaptation in the retail landscape.TakeawaysSeth's role at Walmart encompasses various growth strategies.Understanding consumer marketing is crucial for success.Storytelling helps simplify complex ideas and gain buy-in.Consumer expectations are increasing, requiring continuous improvement.B2B selling requires urgency and differentiation in offers.Early career experiences shape future professional skills.Asking for money is a vital skill in sales.Transitioning to formal sales roles can be challenging but rewarding.Consultative selling is more effective than transactional selling.Building a brand requires understanding community roles and consumer needs.Chapters00:00 Introduction to Seth Dallaire and His Role at Walmart04:50 Skills and Challenges in a New Role10:45 Cultural Integration and Team Building at Walmart15:18 The Evolution of the Walmart Brand20:03 Insights on B2B Selling and Market Trends26:47 Early Ambitions and Career Beginnings38:19 First Formal Sales Job at Microsoft

In this episode, Tyler and Rick discuss various sales best practices, focusing on the importance of maintaining a clean sales pipeline, optimizing CRM usage, and enhancing marketing strategies. They delve into the challenges of customer service and the need for a consultative approach to selling, emphasizing the value of understanding customer needs and providing tailored solutions. The conversation also touches on the updates to their form builder and the strategies being implemented to increase user engagement and satisfaction.

China's top political advisors have concluded their annual session after approving many national development recommendations (01:10).Top lawmakers in China say promotion of the private sector will continue to be crucial for development and tech innovation (15:51). Israel has cut electricity in Gaza to put pressure on Hamas to release more hostages, a move which Hamas calls a blackmail attempt (22:43).

Marcin from Warsaw, Poland, asks: What are the top sales trends shaping the future of sales? Our conversation ranged from the impact of AI to the growing importance of a consultative selling mindset in modern selling. Below, you'll discover practical insights you can leverage to sharpen your competitive edge—regardless of what industry or region you sell into—and take advantage of these emerging trends. AI Will Power Sales Efficiency and Intelligence When we think about the future of sales, AI inevitably dominates the conversation. Whether you're a software rep, selling capital equipment, or providing professional services, artificial intelligence is quickly transforming the salescape. Elevated EfficiencyAI will eliminate many repetitive tasks, surface the best leads, track deal progress, and remind you when a prospect stalls. At a basic level, AI can be your 24/7 virtual assistant that never forgets an appointment or misses a follow-up. Smarter Data ManagementAI will digest massive data sets, then deliver concise insights that help you identify buying signals, forecast deal closures, and spot hidden risk factors in your pipeline. Relationships Still MatterAs advanced as AI might be, it can't replace human conversations—especially in complex or consultative sales. Ultimately, people buy from people they trust. Keep that fact front and center as you adopt AI-driven tools. They're there to free you up for higher-value activities, not to take over your role. The Return to Humanity: Relationships Make the Difference In an age where we can automate just about anything with tech, your core differentiator will be your ability to build trust and engage deeply with clients. Human Connection Is a Competitive AdvantageIf everything can be automated or self-served, how do you stand out? By demonstrating genuine empathy, patience, and an interest in solving unique business problems. Buyers are craving human interaction that goes beyond transactional sales. Adapt to Cultural NuancesYour ability to adapt and flex to the nuance of both cultural differences between countries, regions, industries, and companies gives you a competitive edge when building trust.  In some markets, diving straight into business is a sign of respect and efficiency; in others, building rapport is crucial before any serious conversation can start. Being agile enough to flex your communication style to fit local norms is a hallmark of top-performing sales consultants. Embrace a Consultative Selling Mindset In the age of AI there is a massive shift toward consultative selling. If you're selling complex products, services, or solutions, you can't just pitch features and benefits anymore. To survive and thrive you must become a business advisor, diagnosing problems and developing creative and innovative solutions. Key Skills to Develop Deep Discovery Great consultants don't leap in with a pre-packaged pitch; they ask probing questions, explore unarticulated pain points, and let clients talk. This patient approach sets you up to deliver precisely what the customer needs. Business Acumen and Technical KnowledgeIn consultative sales, you often speak with senior executives who expect you to know how business works—everything from supply chain issues to profitability metrics. If you show up unprepared, someone else with deeper business insight will get the sale. Creative, Innovative SolutionsOnce you've gathered the facts, your job is to co-create a roadmap. That means pulling from your experience, internal product knowledge, and general business know-how to design a solution that resonates across multiple stakeholders. This requires both IQ (to connect the dots) and EQ (to communicate the vision persuasively). Stay Curious and Keep Learning A big part of stepping into a consultative role is adopting a lifelong learning mentality. Too many sales professionals stop reading or stop trying new things once they feel confident in their current role. But the pace of change is accelerating, and complacency is dangerous. Read WidelyI personally read (or listen to) a steady stream of books. I'm an advocate of doubling up with Kindle and Audible to keep learning wherever I go. If you want to understand AI's impact on sales more deeply, my latest book—The AI Edge—is a great place to start. Study Your Industry and MarketsKeep track of industry-specific trade journals, financial news, and market trend reports. If you're selling in healthcare, finance, manufacturing, or nonprofits, dive deep into how those sectors operate and adapt. Role-Play and PracticeBeing a consultant means mastering the art of conversation. Role-playing different scenarios with a colleague or sales manager isn't just for novices; it helps even seasoned pros refine their questioning techniques and adapt to complex buying committees. Transforming from “Just a Salesperson” to Trusted Advisor Problem solvers are the champions of the business world. It is crucial that you make the mindset shift needed to go from a mere “vendor” to a high-level consultant or trusted advisor. It starts with seeing yourself in that new identity. Once you do, you'll naturally invest time into building deeper business acumen, strengthening your listening skills, and shaping creative solutions.While AI and automation will continue to reshape sales, your ability to interpret data, ask incisive questions, and connect personally with buyers will set you apart. Got a Sales Challenge? Ask Jeb! If you're struggling with a tricky sales scenario—whether it's prospecting woes, AI adoption, or mastering consultative conversations—I'd love to help. Go to salesgravy.com/ask, fill out the short form, and our producers will reach out to schedule you for a future Ask Jeb segment.

Marcin from Warsaw, Poland, asks: What are the top sales trends shaping the future of sales? Our conversation ranged from the impact of AI to the growing importance of a consultative selling mindset in modern selling. Below, you'll discover practical insights you can leverage to sharpen your competitive edge—regardless of what industry or region you sell into—and take advantage of these emerging trends. AI Will Power Sales Efficiency and Intelligence When we think about the future of sales, AI inevitably dominates the conversation. Whether you're a software rep, selling capital equipment, or providing professional services, artificial intelligence is quickly transforming the salescape. Elevated EfficiencyAI will eliminate many repetitive tasks, surface the best leads, track deal progress, and remind you when a prospect stalls. At a basic level, AI can be your 24/7 virtual assistant that never forgets an appointment or misses a follow-up. Smarter Data ManagementAI will digest massive data sets, then deliver concise insights that help you identify buying signals, forecast deal closures, and spot hidden risk factors in your pipeline. Relationships Still MatterAs advanced as AI might be, it can't replace human conversations—especially in complex or consultative sales. Ultimately, people buy from people they trust. Keep that fact front and center as you adopt AI-driven tools. They're there to free you up for higher-value activities, not to take over your role. The Return to Humanity: Relationships Make the Difference In an age where we can automate just about anything with tech, your core differentiator will be your ability to build trust and engage deeply with clients. Human Connection Is a Competitive AdvantageIf everything can be automated or self-served, how do you stand out? By demonstrating genuine empathy, patience, and an interest in solving unique business problems. Buyers are craving human interaction that goes beyond transactional sales. Adapt to Cultural NuancesYour ability to adapt and flex to the nuance of both cultural differences between countries, regions, industries, and companies gives you a competitive edge when building trust.  In some markets, diving straight into business is a sign of respect and efficiency; in others, building rapport is crucial before any serious conversation can start. Being agile enough to flex your communication style to fit local norms is a hallmark of top-performing sales consultants. Embrace a Consultative Selling Mindset In the age of AI there is a massive shift toward consultative selling. If you're selling complex products, services, or solutions, you can't just pitch features and benefits anymore. To survive and thrive you must become a business advisor, diagnosing problems and developing creative and innovative solutions. Key Skills to Develop Deep Discovery Great consultants don't leap in with a pre-packaged pitch; they ask probing questions, explore unarticulated pain points, and let clients talk. This patient approach sets you up to deliver precisely what the customer needs. Business Acumen and Technical KnowledgeIn consultative sales, you often speak with senior executives who expect you to know how business works—everything from supply chain issues to profitability metrics. If you show up unprepared, someone else with deeper business insight will get the sale. Creative, Innovative SolutionsOnce you've gathered the facts, your job is to co-create a roadmap. That means pulling from your experience, internal product knowledge, and general business know-how to design a solution that resonates across multiple stakeholders. This requires both IQ (to connect the dots) and EQ (to communicate the vision persuasively). Stay Curious and Keep Learning A big part of stepping into a consultative role is adopting a lifelong learning mentality. Too many sales professionals stop reading or stop trying ne...

Running a practice comes with its challenges, especially when it comes to efficiency and costs.One of the areas where we can be more efficient and save costs is by directly printing aligners in our offices.In this episode, I sit down with Mark Bacino from Voxel Dental and Nate Hudson from Renew Digital. Mark dives into how Voxel's partnership with Lux Creo is changing the game with direct-print aligners. No more models, no more thermoforming. You can print a full set of aligners in about two hours; how cool is that?Nate gives us the lowdown on CBCT tech and why certified pre-owned CBCTs are becoming a smarter investment than new 2D systems. We also chat about how these digital advancements help orthodontists offer faster, more efficient treatments, including same-day sleep appliances.If you are looking for ways to streamline your workflow and cut costs without sacrificing quality, this is the episode you don't want to miss.Go ahead - hit that play button. You'll thank me later!Key TakeawaysIntroduction (00:00)Meet Mark Bacino (02:36)Meet Nate Hudson (03:42)Overview of Voxel Dental's direct-print aligner technology  (11:11)Cost and efficiency improvements with Lux Creo systems (16:30)The role of CBCT in modern orthodontics (23:15)Consultative approach to selecting digital solutions (35:01)Cross-specialty opportunities with EMA sleep appliances (39:26)Contact information for Voxel and Renew (40:19)Additional ResourcesContact Nathan HudsonPhone Number:  404-418-8753 Email: nathan@renewdigital.comContact  Mark BacinoPhone Number:  469-525-0791 Email: mark@voxeldental.com----Voxel Dental – Technologies for digital orthodontic solutionsRenew Digital – Certified pre-owned CBCT and other digital solutionsLux Creo – Dental 3D printing technology—- Register for the OrthoPreneurs Summit 2025: http://opsummit2025.com/- For more information, visit: https://orthopreneurs.com/- Join our FREE Facebook group here: https://www.facebook.com/groups/OrthoPreneurs

Mark Lambert shared practical insights into why selling the tech alone won't cut it in today's market. Instead, he stresses the importance of focusing on outcomes that matter to your prospects, such as improving productivity, enhancing security, and solving tangible business challenges. As Mark explains, clients don't care whether you're using Office 365 or the latest security stack; they care about how you'll help their business thrive. This shift from a tech-focused to a problem-solving mindset is critical for any MSP aiming to scale sustainably.  We also discussed the right time for MSPs to invest in a dedicated sales function. For businesses under £1 million, Mark emphasised leveraging low-hanging fruit within existing accounts by deepening relationships and improving client retention. However, once an MSP is on the path to £5 million, building a dedicated sales strategy becomes a priority. This includes hiring the right salespeople, integrating them into the business culture, and aligning them with your values and goals. Mark highlighted the dangers of hiring a salesperson too early or without the proper alignment, which can lead to short-sighted sales tactics that undermine long-term client relationships.  One of the key takeaways from Mark Lambert's approach is the concept of consultative selling, which he believes should permeate the entire MSP—not just the sales team. Consultative selling is about deeply understanding your prospects and clients, their challenges, and their goals. Mark stressed that this isn't the job of one person; it's a company-wide mindset. Whether it's your service desk collecting insights from clients, your marketing team creating educational content, or your leadership team championing values, everyone plays a role in creating a culture of trust and value-driven relationships.  Mark and I explored the challenges of navigating cold outreach in a world where traditional methods like direct LinkedIn messages often fall flat. Instead, Mark advocates for a more tailored and personal approach. By leading with value—perhaps highlighting a productivity gap or a security concern specific to the prospect's business—you can initiate meaningful conversations without resorting to salesy tactics. Mark shared that while cold outreach still has its place, it's most effective when backed by thoughtful preparation and a clear understanding of the client's needs.  Another golden nugget from this conversation was the importance of discovery in the sales process. Mark stressed that a thorough discovery process helps uncover the true pain points of a business and builds trust along the way. He shared how asking the right questions—and going deeper when needed—can identify not only the problems but also the urgency behind them. This positions you as a trusted advisor rather than just another salesperson. Mark's advice: don't be afraid to ask questions and listen actively to uncover the core challenges holding businesses back.  One of the most memorable moments of the episode was Mark Lambert's reminder to always create urgency without applying pressure. It's about helping prospects see the value and importance of solving their challenges sooner rather than later. By presenting yourself as a problem-solver, you'll naturally guide the conversation to a point where prospects ask, “Is this something you can help me with?”—a clear invitation to close the deal.  Mark's practical tips and insights were incredibly valuable, and his perspective on embedding a consultative selling approach across the whole MSP is a game-changer. If you're serious about scaling your MSP, this episode is packed with actionable advice to help you move forward.  Before you go, don't forget to check out another related episode, EP174 - Ask Stuart #12 - Why You Don't Need a Salesperson Now… Or Ever with Ian Luckett & Stuart Warwick. It's a brilliant companion piece to today's conversation, exploring how MSPs can maximise their sales efforts even without a dedicated salesperson in the early stages.  To continue the conversation with Mark Lambert or chat with him on how to get started closing deals by solving problems, book a slot directly on his calendar by clicking HERE.  You can also connect with Mark Lambert on LinkedIn, simply click HERE. Or you can also check out his website HERE.  Connect on LinkedIn HERE with Ian and also with Stuart by clicking this LINK  And when you're ready to take the next step in growing your MSP, come and take the Scale with Confidence MSP Mastery Quiz. In just three minutes, you'll get a 360-degree scan of your MSP and identify the one or two tactics that could help you find more time, engage & align your people and generate more leads.  OR   To join our amazing Facebook Group of over 400 MSPs where we are helping you Scale Up with Confidence, then click HERE  Until next time, look after yourself and I'll catch up with you soon! 

In this episode of the Rainmaker Podcast, host Dan DiDomenico sits down with Rob Logan, Managing Director and Head of Distribution for Retirement Investments at Principal Asset Management. Rob brings nearly 30 years of experience to the discussion, sharing actionable insights on sales leadership, team culture, and navigating a rapidly evolving marketplace.Rob provides a detailed overview of Principal's operations, including its position as a Fortune 500 financial services company and its growth in global asset management, now managing $513 billion in assets. He outlines his team's structure, which focuses on three key sales channels: DCIO, high-net-worth RIAs, and retirement investment support. Rob highlights how his team leverages business intelligence, CRM tools like Salesforce, and a consultative sales approach to drive results in a competitive landscape.The conversation dives into Rob's leadership philosophy, emphasizing servant leadership, transparent communication, and respect as critical to building a successful and cohesive team. He also offers advice for aspiring sales professionals, encouraging them to become students of the industry, develop a consistent sales process, and maintain a healthy work-life balance.Rob and Dan explore current market trends, including the rise of alternative investment vehicles, market consolidation, and the convergence of retirement and wealth management. Rob's forward-thinking approach and dedication to his team provide valuable lessons for leaders and sales professionals alike.This episode is packed with insights on driving growth, fostering collaboration, and staying ahead in a dynamic industry. Don't miss the opportunity to learn from Rob's wealth of experience.

Are you interested in branching out from working as a clinician with kids and working to support their parents instead? You'll love this episode!My guest today is Kelli Meyer, a speech-language pathologist who bridges the gap between parents and SLP. Through her own efforts and with the help of Private Practice Success Stories, she learned how to make money on her terms and pursue what she was passionate about.In this episode, Kelli discusses her role in offering consultations and coaching to support parents.Kelli Meyer is a proud mother of two and a passionate pediatric Speech Language Pathologist. With a specialized focus on Childhood Language Development, she is dedicated to empowering parents, caregivers, and professionals alike through informative content creation.Welcoming her son into the world in 2024 reignited her desire to support families on their communication journey. From crafting engaging courses to leading enriching play classes and workshops, her mission is to equip parents, educators, and professionals with the tools and knowledge to effectively nurture their child's communication skills.Through The Speech Scoop, her platform on YouTube, she's had the privilege of reaching nearly 4 million viewers and fostering connections within her community of fellow moms. In Today's Episode, We Discuss:Kelli's background in speech therapyWhat happened when Covid forced her to find new ways to help parents seeking helpHow Kelli's approach extends beyond direct therapy, focusing on empowering parents with knowledge and tools for daily useA typical day in Kelli's unique careerThe variety of sources that make up her incomeKelli's advice to those curious about working more with parentsThe importance of following your path to fulfillment - even if it's not the traditional routeIf you've been thinking about starting a private practice and want to use a consultative or parent-coaching model, this is a must-listen episode!Whether you want to start a private practice or grow your existing private practice, I can help you get the freedom, flexibility, fulfillment, and financial abundance that you deserve. Visit my website www.independentclinician.com to learn more.Resources Mentioned: Kelli's website: thespeechscoop.comFollow the Speech Scoop on Facebook: https://www.facebook.com/thespeechscoopFollow the Speech Scoop on Instagram: http://instagram.com/thespeechscoopFind the Speech Scoop on YouTube: http://youtube.com/thespeechscoopWhere We Can Connect: Follow the Podcast: https://podcasts.apple.com/us/podcast/private-practice-success-stories/id1374716199Follow Me on Instagram: https://www.instagram.com/independentclinician/Connect on Facebook: https://www.facebook.com/groups/slp.private.practice.beginners/

I've been thinking about an important shift in our industry that we've discussed in the Agency Academy I run. It's time we dive into this subject and explore how we can adapt our approach to stay competitive.The landscape for web design agencies and freelancers is evolving, but don't worry - this isn't about abandoning our core services. Instead, it's about recognizing and charging for the expertise we often give away for free.While DIY platforms and templates have made the technical aspect of web design more accessible, our strategic knowledge is more valuable than ever. It's time we position ourselves not just as implementers, but as strategic partners who offer both consultancy and implementation.Let's break down why this matters and how you can make the most of it:The Real Value: Knowledge Alongside ImplementationClients can get a website from many places, but what they truly need is strategic insight to align their digital presence with their business goals. This is where we excel. Our experience, understanding of user behavior, and ability to see the big picture are incredibly valuable assets.By offering both consultancy and implementation, we're not just building websites; we're comprehensively solving business problems. This approach allows us to charge separately for our knowledge and our technical skills, potentially increasing our overall project value by 20-30% or more.Adding Consultative Services to Your OfferingsTo make this transition, start by expanding your service offerings. Alongside your existing web design and development services, consider adding:Digital Strategy Workshops: Help clients align their digital presence with their business goals.User Experience (UX) Audits: Identify pain points in existing digital products and prioritize improvements.Performance Optimization Consulting: Improve website speed, SEO, and conversion rates.Technology Stack Consultation: Guide clients in choosing the right technologies for their needs.Custom Training Programs: Empower client teams while maintaining your role as the expert implementer.Coaching and Mentoring Services: Offer ongoing support to help clients develop their digital strategy skills and make informed decisions about their online presence.The key is to focus on outcomes rather than features. Instead of just selling a redesign, sell the strategy behind it, and then implement that strategy.Packaging and Pricing Your ExpertiseJustifying higher rates for consultative work as a freelancer who also handles implementation can be challenging, but there are several compelling reasons to do so:Strategic value: Consultative work focuses on high-level strategy and business outcomes, which typically have a greater impact on the client's success than implementation alone.Specialized expertise: Consultancy leverages your years of experience and industry knowledge, offering insights that go beyond technical skills.Problem-solving focus: As a consultant, you're solving complex business problems, not just delivering a product.Outcome-driven approach: Emphasize that you're selling outcomes and strategies, not just features or deliverables.Separate pricing structure: Consider packaging consultancy as fixed-price "products" distinct from implementation work. This helps clients understand the unique value of each service.Language and positioning: Position your consultative services as "strategic advisory" to differentiate them from implementation work.By clearly communicating the distinct value of your consultative services and focusing on the outcomes they provide, you can justify charging higher rates for this aspect of your work, even as the same person delivering both services.Benefits of the Combined ApproachThis shift benefits both us and our clients. Here's why:For your agency:Increased perceived value and higher overall project feesStronger, longer-lasting client relationshipsDiversified revenue streamsOpportunity to develop and charge for proprietary methodologiesFor your clients:Comprehensive solution: strategy plus implementationMore effective digital presence aligned with business goalsAccess to expert knowledge throughout the project lifecycleLong-term value beyond just immediate deliverablesEmbracing Your Role as Both Strategist and ImplementerAs we wrap up, I want to emphasize that this transition is about expanding our role, not changing it entirely. We're not abandoning implementation to become pure consultants. Instead, we're recognizing the full value of what we offer: both strategic insight and technical expertise.This shift might feel daunting, but remember, you already have the knowledge. It's just a matter of packaging and presenting it as a distinct, valuable service alongside your implementation work. Start small if you need to - maybe offer a paid strategy session before your next website project. See how it goes, and build from there.If you would like to discuss this further, you should consider joining the Agency Academy. Let's share our experiences, ask questions, and support each other in this transition. Remember, we're all in this together. By embracing our dual role as consultants and implementers, we can add more value, command higher rates, and build stronger relationships with our clients.

Salespeople turn up in Japan and expect things to be pretty much the same as where they have come from.  After all, sales is sales right? Wrong.  Japan, as usual, is quite different. If these newly arrived salespeople had received training on how to sell, then they are probably going to try a consultative sales approach.  This is absolutely what they should be doing, except it doesn't work in Japan. The consultative approach at base has a very sensible and basic idea – ask the client what they want and then give it to them. Simple stuff. The issue in Japan is the client won't open up and tell you what they need. Buyers have been trained by crap salespeople here to expect a pitch of what you have to offer, so the buyer can lean back and shred it, trying to sort out the risk factor. If you come to the buyer and start asking questions about their firm's current situation, they don't see this as a means of better understanding their situation, so that you can provide the most relevant and effective assistance.  They see it as prying, as exposing their dirty little, embarrassing secrets to strangers and therefore to the broader world, broadcasting all of their failure points and weaknesses.  We may start with our consultative sales approach and hit a wall on our first question: “What is the current situation for your company?”. This sounds innocuous enough, but that is not how the buyer interprets it.  They feel, “I can't answer this salesperson's questions, because I don't know them well enough and the trust is not sufficiently built yet”.  That is a big gap from the get go.  At this point they usually segue into “Tell me about what you do and about your products”. This is bad.  We are now throwing mud at the wall and praying something will stick, which is not much of a sales strategy. How can you get the pitch right if you have no idea what they need.  Most of us come to client sales meetings with numerous products and solutions, but which one will hit the mark? In the West we are very logical.  If what the salesperson is genuinely interested in what we need and if what they are saying seems to make sense, then we are prepared to look at buying.  The Western buyer is not terrified of making a mistake.  They are not fearful of sharing information with strangers.  They are not dubious about foreigners selling them stuff. They are looking for ways to help their firm do better in the market, for methods to outfox their competitors and gain an unfair advantage in the hand-to-hand combat of business. The Japanese buyer is very conscious that if they introduce something new, like a new supplier and anything goes wrong, they will lose face and will suffer in the internal future promotion stakes.  They are not focused on helping the firm to do better, because they are driven by their own personal self-interests.  They have also discovered that the safest path is the one of doing nothing new. I was talking to the HR Manager of a car dealership about some sales training for their firm.  They have had sales training before, but the results were not impressive.  My angle was “try us as a new approach, bring in something fresh and differentiate your salespeople from all the competitors”.  I thought that was pretty conclusive and convincing.  Weeks later I was told they went with another firm who specialises in sales training for dealerships.  This is what they had been doing in the past and not getting the change they wanted, but the safest path forward is always to do what you have always done in Japan and take no risks with anything new.  They will get the same results they have always gotten but everyone will feel safe and no one will lose their job. In Japan, we need to set up the consultative approach with getting permission to ask questions before we launch forth.  In the West we never have to so this step because every gets it.  Not Japan though.  Here is the simple, quick formula: explain who you are; explain what you do; talk about who else you have done it for and the results; suggest you could possibly get similar results “but to know if that can happen or not, would you mind if I asked you a few questions?”.  In 95% of cases this works and I get permission to dig into their dirty laundry and find out their problems.  There are still those buyers though, who just brush that effort aside and say “give me your pitch”.  I really want to cut my losses and leave right there, down my cheap, bitter, horrible green tea and depart, because I know that without understanding their needs, I have little chance of talking about the things of most value to them. I don't do a runner because that would be abrupt and considered rude in Japan. I soldier on, fully understanding every minute with this buyer is keeping me away from a buyer who will buy. Consultative sales can be done in Japan, but it needs some modifications to allow for the pitchfeast mentality on the part of the buyers. Once we understand where they are coming from we can work our way around the resistance and get to the heart of their issues and hopefully we have a solution that will work.  If we don't, we shouldn't waste our time or theirs and we should go find a buyer we can help.

In this episode of Change Enablers, host Ken Babcock dives deep on digital adoption with Matthew Belli, the global IT product owner at Nestlé. From Bay Area to Milan, Italy resident, Matthew experienced a life-changing move during Covid as Nestlé brought him on to expand WalkMe's utilization within the company from a single app to over 200.Throughout the conversation, Matthew shares his strategic approach emphasizing teh need to understand team and individual goals, identify daily pain points, and improve processes through a consultative sales-esque approach. Rather than aggressively push for an "internal sale", Matthew focuses on listening to user experiences to determine if solutions like WalkMe are a good fit at all. The two also highlight the dynamic nature of digital ecosystems and the continuous need for effective change management strategies within large organizations like Nestlé, which need to balance user training and technology improvements while addressing the rapid changes in applications and processes.Tune in for: • Matthew's story relocating from California to Milan for Nestlé• Navigating corporate marketing complexities• Understanding team needs and addressing pain points with a therapy-like approach• The importance of customization amid common hesitations and challenges • Creating value slides to summarize project objectives and outcomes• Personalized use cases with KPI metrics samples• Navigating stakeholder engagement amid role transitions• Matthew's initial opposition to hiring external consultants for support• The necessity of digital adoption beyond UI and trainingWhere to find Matthew Belli:• LinkedIn: https://www.linkedin.com/in/matthew-belli-25bb041a/• Nestlé: https://www.nestle.com/Where to find your host, Ken: • LinkedIn: https://www.linkedin.com/in/kenbabcock/• Tango: https://www.tango.us/Like what you heard? Subscribe, leave us a review, and let us know who in Operations and Enablement should be our next guest.

Send us a Text Message.Have you ever struggled to get customers to see things your way, even when you know you're right?The problem might be that you're up against some powerful cognitive biases that impact how people process information and make decisions.In this eye-opening episode, Rachel chats with Dan Smaida, author of "The Psychology of Advice" and an expert in using behavioral science to drive better communication and influence.BY THE TIME YOU'LL FINISH LISTENING, YOU'LL DISCOVER:The key cognitive biases that undermine your ability to sell and how to counteract themWhy asking the right questions at the right time is so much more powerful than just telling people what to doThe 3-step "consultative sequence" that builds trust and gets customers invested in your advicePractical tips for proving the value of customer success to skeptical executivesDon't let cognitive biases sabotage your efforts to help customers. Tune in to learn how to leverage the science of influence for powerful results.*********This episode was sponsored by Vitally.io********* 

Send us a Text Message.Julie interviews Jill Knittel, the founder of JK Executive Strategies. Jill shares her nearly 30-year journey in the recruiting industry, emphasizing the importance of building deep client relationships and understanding company culture. This discussion covers the challenges of scaling a business, transitioning from day-to-day operations to strategic growth, and the role of technology and AI in streamlining processes. Jill also highlights how to foster a positive work culture through flexibility, accountability, and team-building initiatives.JK Executive Strategies, LLC (JK Exec) was launched in August 2017 by Jill Knittel to serve the Executive Search needs of high performing organizations across the United States with best-in-class search methodologies and processes. The JK Exec team follows a proven methodology and discipline for every search, resulting in clear expectations, timelines, and communication throughout each engagement.With 26 years of experience in direct hire and retained search, Jill Knittel and her team have completed successful searches including national retained searches for: CEOs, Executive Directors, CFOs, Vice Presidents, General Counsel, and VPs of Human Resources amongst others. In addition to search work, JK Exec provides HR Consulting Services to organizations in need of hiring, onboarding, and process expertise. Learn more about Jill and JK Exec here.Julie and Jill discuss...Jill's journey in recruiting / Founding JK Executive Strategies (00:01:20)Jill's experience in scaling her recruiting business and the significant changes in the recruiting industry over the years.Creating a relationship-based business (00:04:33)Transitioning from transactional to relationship-based interactions with clients, as well as building a team and adding processes.Empowering the team and letting go (00:10:04) Challenges and strategies around empowering the team and letting go of day-to-day details.Consultative approach to clients and scaling beyond local (00:17:18)Transitioning to a consultative approach with clients and building relationships outside the local community, including how to replicate processes and increase the funnel for business growth.Team Engagement and Feedback Process (00:23:05)Hiring for attitude, gathering feedback from team members, and creating a flexible work culture that supports employee well-being.You can connect with JK Executive Strategies on their website.You can connect with Julie on LinkedIn or Instagram. Find Julie's writing at her blog or by ordering Big Gorgeous Goals. What did you think of this conversation? We'd love if you'd rate or review our show!

La dissolution de l'Assemblée nationale du 9 juin 2024, et les élections législatives anticipées qui doivent suivre, mettent en pleine lumière la chambre des députés et questionnent les rapports entre les pouvoirs. Un équilibre subtil, qui s'est construit au fil du temps et des constitutions depuis la Révolution française. Éric Anceau, historien spécialiste du XIXe siècle, directeur de la rédaction de l'ouvrage collectif "Les quarante-huitards et les autres, Dictionnaire des dirigeants de 1848" chez Sorbonne Université Presse, remonte avec Virginie Girod l'histoire de la représentation nationale. Et elle ne date d'hier ! Au XIVe siècle déjà, on retrouve une assemblée nationale qui rassemble les représentants des trois ordres : noblesse, clergé et tiers état. Consultative, "elle dépend uniquement de la volonté du roi" souligne Éric Anceau. En 1789, ces États Généraux n'ont pas été convoqués près de deux siècles. "Très rapidement les États généraux vont se transformer en Assemblée nationale. On change d'époque" rappelle l'historien. Cette nouvelle assemblée, qui se donne pour mission de donner sa première constitution au pays, met symboliquement fin à l'Ancien Régime. C'est la révolution ! Si la période de l'Empire constitue un net recul du processus de parlementarisation, la Restauration ne parvient pas pour autant à rétablir une monarchie absolue. "Le roi va accepter d'octroyer une charte Constitutionnelle qui pose le principe d'une assemblée élue, qu'on appelle la chambre des députés". Ce sont les prémices du régime parlementaire, qui connaît son apogée sous la IIIe République. On parle même de "République des députés" ! Napoléon III, fossoyeur de la République précédente, puis le maréchal Mac-Mahon, font figures d'épouvantail pour rejeter une trop forte personnalisation du pouvoir républicain, ce qui profite aux députés. Rappelé au pouvoir du fait de la guerre en Algérie, le général de Gaulle est le principal artisan de la Ve République, toujours en vigueur. Initialement pensé comme un régime parlementaire, l'élection du président de la République au suffrage universel direct a radicalement transformé l'équilibre des pouvoirs, au détriment de l'Assemblée. Thèmes abordés : politiques, histoire constitutionnelle, régime parlementaire, France, Révolution Française, députés, Assemblée nationale "Au cœur de l'histoire" est un podcast Europe 1 Studio- Présentatrice : Virginie Girod - Production : Caroline Garnier et Nathan Laporte- Réalisation : Clément Ibrahim- Composition de la musique originale : Julien Tharaud et Sébastien Guidis- Edition et Diffusion : Nathan Laporte- Promotion et Coordination des partenariats : Marie Corpet- Visuel : Sidonie Mangin Découvrez l'abonnement "Au Coeur de l'Histoire +" et accédez à des heures de programmes, des archives inédites, des épisodes en avant-première et une sélection d'épisodes sur des grandes thématiques. Profitez de cette offre sur Apple Podcasts dès aujourd'hui !

#613: Unlocking Buyer Value: Consultative Strategies and Programs for Real Estate Success In this episode, we dive into key strategies to help real estate agents understand and deliver value to their buyers. The focus is on developing a consultative approach, identifying what buyers really want, and creating programs to enhance the buyer experience. Let's explore how these strategies can help you succeed in the real estate market. First, we discuss the importance of having a consultative strategy. This means that agents should act as guides for their clients, helping them navigate the home-buying process. Agents need to understand their clients' needs and have the right team and support to provide the best service. By doing this, agents can better explain their value to buyers and help them make informed decisions. Next, we talk about identifying the results that buyers want. The main goals for buyers are finding the right home, getting the best terms, and securing the best price. Agents should focus on negotiating hard for their clients to get the best deals possible. This shows the buyers that the agent is truly working for their best interests. We then move on to the minimum required activities that agents need to do to achieve these desired results. This involves having strategy sessions with clients, asking the right questions, and tailoring products to meet the buyers' needs and timelines. By focusing on these key activities, agents can ensure they are providing the best possible service. Creating a Buyer Advantage Program is another important topic. This program should address common objections and questions that buyers have. It should also include bonuses and additional services to make the offer more attractive. Marketing this program effectively and clearly explaining its value to clients is crucial. Improving the buyer experience is also highlighted. The discussion points out that consumers care more about their experience than the commission costs. Providing an exceptional experience can turn clients into raving fans. Examples of great customer service are shared to illustrate how going above and beyond can lead to positive outcomes. We also talk about the importance of discussing future homeownership costs with clients. It's essential to have honest conversations about potential issues with the property and make sure clients are aware of and prepared for future expenses. This helps build trust and ensures clients are making informed decisions. Several action items are suggested for agents to help them apply these strategies. These include developing a consultative strategy, identifying the minimum activities needed to achieve buyer results, creating a Buyer Advantage Program, improving the buyer experience, and making sure agents are knowledgeable about future homeownership costs. In summary, this episode provides practical tips and strategies for real estate agents to enhance their service and deliver more value to their clients. By understanding buyer needs, negotiating the best deals, and improving the overall experience, agents can build stronger relationships and achieve greater success. Don't miss out on these valuable insights to help you thrive in the real estate market. Tune in to learn how to create a consultative strategy, identify what buyers want, and provide exceptional service that sets you apart from the competition. This episode is packed with useful advice that is easy to understand and apply.   Feel free to dive in: https://7FigureBP.com/ Let's make it happen!

Join Ray Green as he shares invaluable insights into the art of consultative sales in this episode. With over 20 years of experience in sales and management, Ray offers practical advice on reframing the sales process mindset to prioritize selling each step rather than rushing to close deals prematurely. Drawing from relatable examples, such as the IT services industry, Ray highlights the significance of qualifying calls, discovery sessions, and proposal meetings as incremental sales opportunities. Tune in to discover how understanding the value proposition, objections, and benefits at each stage can significantly enhance your sales effectiveness and lead to closing more deals.

Quick recap: I'm releasing the audio version of my book Relationship Sales At Scale, and giving each section away for free. Each chapter is available on the podcast and YouTube feed for a limited time. Part 4 of 5: The Twenty-First Century Sales Team.Part 4 is the “who” chapter, and it covers the right division of duties and team structure for implementing Relationship Sales at Scale™ and maintaining consistency long-term, even if you're small or solo.Stay tuned next week for the final chapter!To get the full book right now, in any format, go here to get it on Amazon.Relationship Sales at Scale™is the new selling philosophy for our age. It marries the timeless power of tribe-based trust with digitally enabled scale so you can open doors tastefully and convert prospects consistently, all without spamming anyone.Written by Dan Englander, CEO and founder of Sales Schema, the book's stories, strategies, and hands-on resources are grounded in thousands of outreach campaigns conducted since 2014 to secure opportunities between clients and hard-to-reach prospects, including the leaders of the largest companies on earth.Learn how to:Balance personalization and scale to keep your pipeline full and achieve reliable and predictable growthCondense five years of networking into a single weeklong campaign so you can batch up warm referrals into specific ideal accountsDe-risk conversations with highly skeptical prospects by leveraging strong personal commonalities instead of boring publicly available informationDivide specific prospecting and sales duties so you can avoid burnout, even if your team is smallLeverage dozens of actual copy examples, campaign strategies, and online resources so you can launch and close deals in a matter of weeksAnd much moreThank you for listening! If you enjoyed this episode, please take a moment to follow, rate and review the podcast and tell me your key takeaways!Learn more about The Digitial Agency Growth Podcast at https://www.salesschema.com/podcast/ and our Video training at  http://salesschema.com/takecharge CONNECT WITH DAN ENGLANDER:LinkedInSales SchemaLINKS MENTIONED:Go back and listen to Part 1Go back and listen to Part 2Go back and listen to Part 3

Sarika brings over 20 years of experience from companies like SAP and Ariba, along with startup insights, to discuss cacheflow's "deal closing platform." This platform offers CPQ capabilities specifically designed for SaaS businesses, along with features like deal room, subscription management, and billing. Despite being just 3 years old, cacheflow has already secured an investment from Google Ventures. In this episode, Sarika dives deep into: Consultative selling and how cacheflow approaches it Remote-first company culture and its benefits Target market: short-term and long-term goals Why cacheflow is valuable for both SMBs and larger customers Typical project implementation The role of AI in subscriptions No-code solutions and their impact on customers Much more! Subscribe to the CPQ Podcast today to regularly receive CPQ insights for businesses of all sizes! Website: https://www.getcacheflow.com LinkedIn: https://www.linkedin.com/in/sarikagarg/ Email: sarika.garg@getcacheflow.com 

Alex Costa is a Specialist in Strategic Pricing, statistical analysis, market intelligence, sales finance (P&L) statistical analysis, acting as a Sales Business Partner to guide the best pricing strategies, which increases revenues and margins (EBITDA). In this episode, Alex discusses the importance of both hard and soft skills in achieving success. He also highlights three of the eleven essential skills for pricing professionals and shares his insights on value-based pricing, emphasizing its comprehensive impact on the value process.   Why you have to check out today's podcast: Find the optimal skills to prioritize as a pricing professional Discover effective techniques for engaging with salespeople in a manner that fosters collaboration instead of resistance Learn how to share information and knowledge within the company to foster a collaborative effort towards achieving shared objectives   "Hard skills and soft skills play a huge impact for you to be effective in your career in pricing." - Alex Costa   Topics Covered: 01:04 - How Alex pursued pricing 01:54 - Pricing is more than margin 02:47 - What he thinks is the best skill pricing professionals should have 04:16 - Why one has to think logically as a pricing professional 05:05 - Consultative versus reactive when engaging with sales  07:02 - How to invite collaboration rather than resistance from salespeople  08:55 - Discussing on the idea of sharing knowledge and information inside the organization 11:16 - Why emotional control matters 16:22 - What he thinks of value-based pricing 18:16 - Who should take the role of training sales teams for them to understand your product's value 19:26 - Looking at value not just of the product's attribute but the whole chain of it 21:53 - How you can get a hold of Alex's paper with this 11 skills 22:29 - Alex's best pricing advice   Key Takeaways: "I think the most important thing to us as pricing professionals is to engage with sales objectives, to understand what the goals of sales teams are. But of course, align with the goals of the organization." - Alex Costa "If you don't control your emotions, your emotions will control your career and your project." - Alex Costa "When you look for the satisfaction from the customer, what their perspective of the value that they will take from your product or services, you can position your pricing better." - Alex Costa "Sometimes they think, value comes just from the aspects of the product, the attributes of the product. But for me, the value in the mind of the consumer and the customers comes from the entire chain of value of the company." - Alex Costa   Connect with Alex Costa: LinkedIn: https://www.linkedin.com/in/alexandrecostaoliveira/   Connect with Mark Stiving: LinkedIn: https://www.linkedin.com/in/stiving/ Email: mark@impactpricing.com  

In this episode of the Shopify Ecommerce Podcast, I chatted with Erik Tonge, Director of Global Partnerships at Badger Fulfillment Group.Badger Fulfillment Group has established itself as a market leader by prioritizing sustainability and personalized customer experiences.Their state-of-the-art warehouse, powered by solar energy, showcases their commitment to eco-friendly practices. By utilizing eco-friendly packaging and offering personalized service, Badger ensures that products are delivered to customers with the least environmental impact.Erik's dedication to educating brands and providing cost-saving strategies has made him a trusted partner for Shopify brands looking to improve their fulfillment processes.Shopify brands can achieve improved efficiencies, cost savings, and a positive environmental impact.Reach out to us! We welcome questions and comments about this episode. Connect with us here or through social — your feedback is always welcome.TwitterLinkedInFacebookCheck out the eCommerce Fastlane Insights Blog for more ecommerce, marketing, and growth strategies.TOPICS INCLUDE: Advertising, Affiliate Marketing, Amazon, Attribution, Automation, B2B, Brand, Customer Retention, Customer Support, Data + Analytics, Data Trust + Security, Dropshipping, Ecommerce SEO, Email Marketing, Entrepreneurship, Founder Stories, Influencer Marketing, Legal, Logistics, Shipping, Loyalty, Rewards, Retention Marketing, Marketing, Sales, Conversion, Money From Home, Operations, Payments, Finance, Tax, People, Personalization, Post Purchase Experience, Print On Demand, Product Development, Retail, Shopify POS, Reviews, Search, SMS Marketing, Social Commerce, Social Media, Live Shopping, Startup Ideas, Store Design, Mobile Apps, Sustainability, TikTok, Trends, Ultimate Guides, Web3, best Shopify apps, and more. Hosted on Acast. See acast.com/privacy for more information.

Chris sat down with Spencer Tally for a consultative session surrounding the creation and growth of personal brand. Chris suggests that Spencer can create content around how he works with his marketing team to achieve better results, highlighting the importance of alignment between sales and marketing. Chris also emphasizes the need for authenticity in personal branding and recommends networking with thought leaders in the industry to gather insights and provide value to his target customers. Key Takeaways: -Build your personal brand around your own expertise rather than the company you work for. -Focus on creating content that highlights how you work with your marketing team to achieve better results. -Be authentic in your personal branding and focus on topics that are most authentic to you. -Network with thought leaders in the industry to gather insights and provide value to your target customers. -Use video content on LinkedIn to build trust and affinity with your audience. Thanks to our friends at Hatch for producing this episode. Get unlimited podcast editing at www.hatch.fm

Chris sat down with Cameron Evans for a half hour consultative session to provide valuable insights and strategies for a real estate brokerage firm looking. Chris emphasizes the importance of focusing on agents who can generate revenue and have a higher lifetime value. Chris suggests collecting qualitative data from top-producing agents to understand why they choose to work with the firm and using that information to create a unique value proposition. He also recommends leveraging social media platforms like TikTok and Facebook to reach a wider audience and boost engagement. Additionally, Chris advises adding a secondary content creation pillar, such as consulting calls or expert interviews, to further enhance the marketing strategy. Key Takeaways: -Focus on attracting real estate agents who can generate revenue and have a higher lifetime value. -Collect qualitative data from top-producing agents to understand why they choose to work with the firm. -Create a unique value proposition based on the insights gathered from top-producing agents. -Leverage social media platforms like TikTok and Facebook to reach a wider audience and boost engagement. -Consider adding a secondary content creation pillar, such as consulting calls or expert interviews, to enhance the marketing strategy. Thanks to our friends at Hatch for producing this episode. Get unlimited podcast editing at www.hatch.fm