Podcasts about now sam

#068 - Sam Tooley is passionate runner and fitness fanatic. Sam launched an online coaching service while simultaneously training youth athletes and local runners in the area. Within a few short months he was coaching runners all over the world. Sam took a leap of faith in opening AlphaFit Club Studio. Now Sam finds himself living his dream, as the the head coach of St. Joe’s Track & Field in Metuchen. Following the status quo has never been his style. Believing in himself and most importantly, doing his absolute best to help others belief in themselves, has become his mission.

Shawnna Sumaoang: Hi, and welcome to the Sales Enablement PRO podcast. I am Shawnna Sumaoang. Sales enablement is a constantly evolving space and we’re here to help professionals stay up to date on the latest trends and best practices so they can be more effective in their jobs. Today, I’m excited to have Sam Griffard from Clearwater Analytics join us. Sam, I would love for you to introduce yourself, your role, and your organization, to our audience. Sam Griffard: Yeah. Thanks for having me, it’s an honor. I’m grateful to be here. So yeah, Sam Griffard with Clearwater Analytics, director of sales enablement. Clearwater Analytics is a SAS platform within the FinTech space. We work with organizations that have investment portfolios and we help them with their investment accounting, regulatory reporting, compliance monitoring, performance analytics, risk analytics, and a host of other things. SS: Well Sam, I’m excited to have you join us today, so thank you for taking the time. Now, in a recent LinkedIn post (you often actually post about the sales development reps at your organization), you actually mentioned, that with client success, what is really top of mind at the moment for your SDR is when they start research on new people and new organizations to reach out to. From your perspective, why is it important to take this client-centric approach at the top of the funnel? SG: Yeah, so I’d say it really makes us think from the very first time that we pick up an account or start to research the individuals at those organizations, what what’s in it for that individual? How is this going to impact their role? How is this going to impact their group? And then, how is this going to impact their entire organization? It really helps us align our value to the organization’s goals and initiatives, as well as the individuals’ (and their group) and what their needs are, what their challenges and issues are. So, client success is at the core of our culture and really, I mean, it should be for any organization. We see too often organizations that are thinking more about cutting cost or what’s in it for their organization, and we see them repackaging their products and services. They don’t actually have the client’s needs in mind. They’re thinking, ‘how can we make this look better, seem a little bit different?’ as opposed to ‘what does the market actually need? What do our clients want?’ That’s when we step in and share how we solve market challenges, and how we’ve built products and services based on the market feedback. SS: And how do you help to drive that client centricity across the entire client journey through your sales enablement function? I would love for our audience to get a few actionable tips from you on this front. SG: Yeah, obviously our teams are researching heavily before ever reaching out, before ever meeting with individuals that organizations. Tailoring or customizing the message is a standard taught from day one on our sales team. So, with that as kind of our core focus, there are three things that we spend quite a deal of time on, training on, practicing, discussing, listening, and seeing how we’re doing. The first one that comes to mind is questions– how we use questions throughout the sales process, all the way from, BDRs, emails, phone calls, LinkedIn messages, whatever it may be in their cold outreach, all the way through a true discovery call, our first meeting with an organization, subsequent demos, subsequent meetings. Questions and discoveries should be throughout the entire sales process. And for us, it’s a genuine curiosity for what our prospects and clients processes are and why they’re that way today. It’s very common that you’ll hear somebody asking questions like so how do you do it today? What does it look like? How many people are involved? Are there other people outside of your group that are involved? Do you have to send information over to somebody or are you waiting on information? And that’s not where it ends, it’s then okay, why? Why is it set up that way today? Is that how it’s always been done? Is that the way that it has to be done based on internal mandates? Is it because that’s the only way you can get it done, due to limitations of products and processes? It really helps us understand them, their unique situations and nuances because we’re looking to enhance their processes and help them form a better way. The other one would be stories, and how we use stories all throughout the sales process. By sharing the experiences of their peers, it helps them formulate ideas and improvements on their own. I love it when we’re talking to somebody and they start to monologue where they’re like, ‘Oh, I can see how this is going to do this. Well, what if it could do this?’ And then they’ll ask us questions like, ‘Could this happen? Could this actually like turn out this way?’ As they start to come up with these ideas on their own, it helps them get comfortable with the change because they can see that it’s been totally done with their peers, and they can see what it looks like after the change. So, then this ties perfectly into to setting the client up for success throughout the sales process all the way through implementation. It’s crucial to align expectations and sync up on what their end goals are and what we’re trying to achieve all the way through to launch and then steady-state. All right then, I’d say the third one is kind of a culmination of questions and stories. It’s one of the sales methodologies that we follow, which is gap selling or a current versus future state. So, we will actually sit down with our prospects and our clients, and we’ll go through this process of discovery and finding out, what their current systems are – processes, who’s involved, individuals, groups, where they’re getting information externally, the different tools that they use today– so that we can create a visual diagram of what we understand their current state to be. It allows us time to sit together and iterate to make sure that we actually understand their current state today, exactly how their lives are today. Clients and prospects appreciate that we want to understand them inside and out. It allows us to present the possible future state. They should decide, you know, should they decide to make a change? If they decide to go with Clearwater, they can see and understand where their day to day might change, how it will change, why it needs to change, because they can see the efficiencies that will be gained. This puts the individuals in a position of having a positive impact in their role, in their group, and in their organization. Everyone’s happy when they can successfully implement change for better, but they’re even happier when others see that it was their accomplishment, where they kind of stand as a hero within the group or the organization. The culmination of questions and stories really ends with that current versus future state diagram where we understand them and then we show them what their life could be. I love it. That’s often where you start to see a lot of these monologues, where they start to understand how it’s going to change their lives. That’s where there’s excitement, the eyes light up, and that’s just a powerful moment. SS: I love that. I love that current versus future. Now, in the current day, everything obviously has gone quite virtual. So, what are some skills that your sales reps need in order to effectively engage with clients in a more virtual setting? SG: Yeah, so kind of going back to what I just said in terms of being able to see their eyes light up, to see them almost perk up, there’ve been several times where we’ve been face to face in a board room doing this finalist presentation of their current versus future state, and you can see heads pop up from taking notes, you can see eyebrows raise. Their whole demeanor changes. And in our current situation, not being able to sit there in their offices with them face to face, it’s crucial to have your video on. So, there’s a few items here: video is absolutely one of them, a focus on written messaging, and the phone. These three things are not revolutionary, but how you approach them can be revolutionary. If you’re looking at using video, you better be using video. You better have your video on. If you’re not, then you’re missing out on some of the most powerful discovery cues needed in sales. Then another part of video – are you sending them videos? We use videos all the way from prospecting through to close. Even after that, where we’re doing demo recap videos, we’re walking them through micro-demos, it also shows that you’re a human. They can see you, they can see your excitement as well. It’s good to be able to see their nonverbal cues when you have the video on. The other one was written messaging. We spend a lot of time on our messaging. You don’t have to be a master writer. However, you should be able to sit down and have an introspective view on your messaging. We spend a lot of time discussing and AB testing our messaging. How will the recipient receive this? Which channel works best to deliver this message? Is it email? Is it LinkedIn? Is it something that we can do over a text message? And then, how will they read it? Does it sound human or does it sound just like a robotic deliverance of some, non-tailored message. Is it more about them than it is about us? This obviously all ties back to our core values of truly finding the WIIFM for our prospects and clients. And then the last one, the phone. Calling, you know. When you pick up the phone, do you care more about your time and purpose, or do you care more about their time? Every salesperson wants to take that phone call recipient’s time. They’re always asking, ‘Hey, do you got a few minutes, or did I catch you at a bad time? Can I get 30 seconds to tell you why I’m calling?’ We don’t do that. We want to be respectful and earn that right to be able to actually have some of their time. When we call our prospects, we lead with, ‘Hey, it’s Sam over at Clearwater, how have you been? Hey, we don’t want to take any of your time today’, then simply looking to find time to connect in a time that works best for you because I thought it made sense to chat based on ABC or XYZ. SS: I love that. Now, as a company that focuses on aggregating and analyzing data for your clients, I would love to hear from you how data plays a role in your approach to sales enablement. SG: Yeah, if you look at my LinkedIn, you can see that I went to school, I have an associate’s degree in professional sales and I have a bachelor’s degree in technical sales. I am 100% a salesperson through and through. I had people, my siblings, and other people tell me at a young age: you need to be a salesperson someday. There’s a lot of us in the sales industry that are very natural, naturally gifted. But in my degree, I learned that the most successful– and then even after my degree, honestly, being at organizations and seeing successful reps– the ones that are the most successful are not the ones who are just naturally gifted. They’re the ones who can combine the art of sales and the science of sales. So, when I approach sales enablement, I’m thinking about both. Because we’re a data-driven company, I have that all around me each and every day, but it is something that I learned in my degree and also through my experience, that you need to have that data. We have this saying at Clearwater: Facts, not feelings. When I look at sales enablement, and I look at our team and what they need, oftentimes I’m looking at Salesforce, I’m running reports, I’m doing analysis. One process specifically that comes to mind, was we were looking at our BDR team, and we saw that year over year, we were setting up more and more meetings. So if you looked at 2019 versus 2018, total new meeting set, we set more. 2018 had more than 2017, 2016, and so on and so on. And then we could see, okay, in the month of May 2019 versus the month of May 2018, same thing, more meetings. Then at the tail end, we could see that our win rates were consistently increasing as well. However pipeline didn’t seem to be growing at the same rate as new meetings and so okay, there’s got to be something going on here. Looking at the sales funnel and then going into Salesforce and looking at data, I was able to identify kind of that first meeting, our discovery calls, how many of them actually converted to a second meeting– whether that was a demo, an in-person meeting, a meeting with more individuals at their organization– as we start to multithread into their organization. And we noticed that we would spend eight months getting into some of these organizations through our BDR efforts. We’d have that one meeting with them and we’d have nothing, nothing else after that. And so we could see that there was a hole in our funnel and it was around the discovery process, that very first meeting. It was the data that showed us that. Then we could go back to the drawing board of sales enablement, around training and coaching and say, okay, what’s going wrong? Why do we have these issues? Why does the data say this? We started to gather anecdotal evidence, interviewing the reps. We started listening in on calls and then we identified some things that our top reps consistently did, and we identified had other things that, maybe weren’t best practice. We’d go out to the market and we’d try to verify, is what we think is a best practice truly a best practice in the industry? What is everybody else doing? And you can, you can look at all the material that is produced about sales best practices. Then, we develop a training course on best practices for discovery calls– things you should do and things you shouldn’t do, things you should do every single time. We started to produce that training. Did the training, had guest speakers come in to share their experiences of ‘this is how I implemented this best practice’. And then, we started to look at the data again. It’s not just a one time, looking at the data. It’s constantly looking at the data and making sure and tracking. We could see that there was an uptick in second meetings after that discovery call, after we did that training. We had some of those individuals come back to the team and share their experience saying, ‘I didn’t do this on my discovery calls, but since our training, I’ve now done these things and I’m consistently getting more demos set up’. It was great to see the data tell us a story, us do the research, us do the training, do the constant coaching and iteration. Check the data, have success stories that backed up what we, what we thought was happening and then see awesome results in pipeline growth from that. SS: I love that. I love that you guys are using some of those leading key indicators to identify areas where sales enablement can really step in and help. I think that’s one of the absolute benefits of having a sales enablement function within your organization. Now Sam, I have one last question for you, and again, we’re going to kind of stay on the train of thought around kind of data or metrics. What are some of the key ways that you measure the business impact of sales enablement at your organization? SG: So, obviously there was that story I just shared where you can see very specific places within the sales funnel. Where we can actually see win rates increase all the way from new meetings set, conversion of discovery calls to a demo, a demo conversion to opportunity, and then all the way through opportunity conversion and then win rates. I’d say the other things are probably pretty consistent with the market. We look at ramp time of our reps. We look at their quota attainment. My compensation is actually tied directly to the organization’s quota attainment. So, I’m always thinking how can I help each rep be the most effective in helping our prospects become successful clients? So we look at every stage all the way down to the granular, how do we increase more meetings? How do we convert meetings to demos, demos to opportunities, opportunities to a closed one? And then quota attainment for each individual rep, their market segments, and then the entire sales organization. SS: Fantastic. Sam, thank you so much for joining us today. I really enjoyed our conversation. SG: Yeah, this was very fun. Thank you so much, Shawnna. SS: To our audience, thanks for listening. For more insights, tips, and expertise from sales enablement leaders, visit salesenablement.pro. If there’s something you’d like to share or a topic you’d like to learn more about, please let us know. We’d love to hear from you.

Sam Falsafi is the CEO of Wake up Warrior and Warrior Week. He is a graduate of Warrior Week 9.As a child of war, Sam and his family escaped the troubles of Iran and moved to Canada, where he lived for two decades, before moving on to the USA. As a software engineering graduate, Sam began his career in transportation tracking and tracing, where it led him to a lucrative business in the oil and gas industry. However, Sam felt that he had a different purpose in life, which he came to realize through Warrior Week and Garret J White. Now Sam fulfills his purpose by helping others come to realize what is holding them back in life, both in personal and business. “Once a man achieves the level of certainty to go after what he wants there is nothing that can stop that man.” How to achieve that? Listen to the interview! --- This episode is sponsored by · Anchor: The easiest way to make a podcast. https://anchor.fm/app

Sam Falsafi is the CEO of Wake up Warrior and Warrior Week. He is a graduate of Warrior Week 9.As a child of war, Sam and his family escaped the troubles of Iran and moved to Canada, where he lived for two decades, before moving on to the USA. As a software engineering graduate, Sam began his career in transportation tracking and tracing, where it led him to a lucrative business in the oil and gas industry. However, Sam felt that he had a different purpose in life, which he came to realize through Warrior Week and Garret J White. Now Sam fulfills his purpose by helping others come to realize what is holding them back in life, both in personal and business. "Once a man achieves the level of certainty to go after what he wants there is nothing that can stop that man." How to achieve that? Listen to the interview!Listen on Show Notes Hi everybody, this is Warrior Family and I am Smillion Mori. I know that you are all here because you are sure you can create and live the life worth living, but in order to do this we have to do something about it. And my goal within this show is to bring you my guests, their strategies, their belief system, hacks, that you can make the life you want, and live the life worth living. And today I have a special guest, his name is Sam Falsafi. He’s from Iran originally. He’s the lead coach, lead trainer of ‘Wake Up Warrior’ movement, and he kicked my ass when I attended ‘Warrior Week’ a couple of months ago. .inf_infusionsoft .inf_infusionsoft_optin_41 .inf_infusionsoft_form_content { background-color: #ffffff !important; } .inf_infusionsoft .inf_infusionsoft_optin_41 .inf_infusionsoft_form_container .inf_infusionsoft_form_header { background-color: #000000 !important; } .inf_infusionsoft .inf_infusionsoft_optin_41 .carrot_edge .inf_infusionsoft_form_content:before { border-top-color: #000000 !important; } .inf_infusionsoft .inf_infusionsoft_optin_41 .carrot_edge.inf_infusionsoft_form_right .inf_infusionsoft_form_content:before, .inf_infusionsoft .inf_infusionsoft_optin_41 .carrot_edge.inf_infusionsoft_form_left .inf_infusionsoft_form_content:before { border-top-color: transparent !important; border-left-color: #000000 !important; } @media only screen and ( max-width: 767px ) {.inf_infusionsoft .inf_infusionsoft_optin_41 .carrot_edge.inf_infusionsoft_form_right .inf_infusionsoft_form_content:before, .inf_infusionsoft .inf_infusionsoft_optin_41 .carrot_edge.inf_infusionsoft_form_left .inf_infusionsoft_form_content:before { border-top-color: #000000 !important; border-left-color: transparent !important; } }.inf_infusionsoft .inf_infusionsoft_optin_41 .inf_infusionsoft_form_content button { background-color: #000000 !important; } .inf_infusionsoft .inf_infusionsoft_optin_41 .inf_infusionsoft_form_content button { background-color: #000000 !important; } .inf_infusionsoft .inf_infusionsoft_optin_41 h2, .inf_infusionsoft .inf_infusionsoft_optin_41 h2 span, .inf_infusionsoft .inf_infusionsoft_optin_41 h2 strong { font-family: "Oswald", Helvetica, Arial, Lucida, sans-serif; }.inf_infusionsoft .inf_infusionsoft_optin_41 p, .inf_infusionsoft .inf_infusionsoft_optin_41 p span, .inf_infusionsoft .inf_infusionsoft_optin_41 p strong, .inf_infusionsoft .inf_infusionsoft_optin_41 form input, .inf_infusionsoft .inf_infusionsoft_optin_41 form button span { font-family: "Oswald", Helvetica, Arial, Lucida, sans-serif; } Want To Read Full Transcript? Then Make Sure To Download Sam Falsafi's Show Notes DOWNLOAD SHOW NOTES NOW! Please provide consent.Yes, I consent to receiving direct marketing from this website. You have Successfully Subscribed!

Just put it on the dinner plate … Guest Profile Sam Sirgo is a petroleum engineer from Texas. When he is not dealing with black gold, he is chasing red gold – redfish, that is. Not to mention all the freshwater fish Texas has to offer. Sam also loves to travel with his trusty fly rod and try new places to fish. He has been to spots all over South America and the Caribbean, including Costa Rica, Belize, and the Cayman Islands, to name a few. But the epic story he shares in this episode comes a little closer to home. Sam made the drive to New Orleans looking for that red gold. After after some early struggles, he served up the perfect cast on a bull redfish’s dinner plate. Time for some bull red fly fishing action. Guest Links Instagram – https://www.instagram.com/sirgocast Fishing With: https://www.instagram.com/captgregmoon Fishing experience Sam grew up in West Texas fishing occasionally. When in college at Texas Tech, he took to fly fishing as an outlet. A trip to Grand Cayman and a bonefish sealed that deal for good. Now Sam travels frequently to new places to explore, catch new fish, and continue to improve his skills. Sam also builds his own rods and ties his own flies (and a TON of them). Of course, being close to the Texas coast and Lousiana, it’s not surprise he loves to catch redfish. In this episode, we talk about bull red fly fishing. Sam Sirgo with the bull red star of this episode (upper right), and with some of his other red finned friends. Location This episode takes place in the New Orleans area. Bull red fly fishing This episode is about bull red fly fishing. Sponsor Brought to you by reelsandtackle.com, your small business, family-owned online tackle store with great products, great service, and great prices!!! Check them out for all of your tackle needs, and don’t forget to use code TellTaleFish10 for a 10% discount off any product! About TTF Podcast The Tell Tale Fisherman® podcast is the place for all avid anglers (not just guides and tournament professionals) to share their fishing story of a lifetime and become fishing legends. Fresh water or salt water, middle of the ocean or middle of a stream, on this fishing podcast we are on a quest to catch the most EPIC fishing adventures from around the world—to inspire yours! If you are an avid angler, we would LOVE to have you as a guest on the show. So, if you love to fish, and find yourself often sharing your fishing pictures or talking fishing with other anglers, then you are EXACTLY the type of guest (and listener!) this show is all about. On this fishing podcast we want to hear from ALL avid anglers – not just pros and guides (although we love them too!). Join us on this quest to catch the greatest fishing stories in the world. To sign up (or to...

Sam the Sham and The Pharaohs were a 60s Tex-Mex rock 'n' roll band. The group was formed by lead singer Domingo "Sam" Samudio in 1961. The band scored their greatest smash hit with "Wooly Bully," which sold over three million copies and stayed on the Billboard Top 40 charts for 18 weeks. Sam became the 1st American artists to produce a record that sold a certified million copies (3.5 million) during the onslaught of the British invasions, Beatles, Rolling Stones, etc. Now Sam is eighty years old reflecting back on his life and career on this episode of Mid-South View Point with host Byron Tyler. This program originally aired live on January 25, 2018 on the Bott Radio Network affiliate 640 AM and 100.7 FM in Memphis, TN.

Sam Zakrzewski lives in Madison Wisconson and started playing Magic as a freshman in High School. He started playing competitively in 2016 and has had a fair amount of Grand Prix day 2s. He recently made his first top 8 at GP Atlanta and will now be attending his first Pro Tour in Spain (2018). Click to Tweet: I got a ton of value from Sam Zakrzewski when he shared his story on #MTGProTutor! Listen here: http://bit.ly/mtgprotutor-ep267 First Set Time Spiral Favorite Set Shards of Alara Favorite Card Liliana of the Veil Early Challenge Picking the right deck for events. Now Sam researches more before events to make sure he's showing up on the right deck. Worst Magic Moment At GP Vegas 2017, Sam had two plays he could make. The way he chose ended up making him lose. Proudest Magic Moment Top 8 at GP Atlanta. What Have You Learned From Magic How to prepare for things Sam has really latched on to how crucial preparation is. Advice for New Players Life is a resource.Keep that in mind. Don't dwell on the results. You can easily improve as a Magic player and not see it in the results. Biggest Mistake Players Make A lot of people just copy decks and don't really know why each card is in there. Parting Guidance Don't focus on your win/loss record. Every game is a learning experience. Magic Resource CFB, SCG, MTG Goldfish, TCG Player, People you know Connect With Sam Zackrzewski Sam can be found in the MTG Pro Tutor Facebook group. Check Out Magic Story Magic Story brings the lore of the Multiverse to life in an audio presentation never before heard in the Magic community. Listen to Episode 1 here or on www.magicthestory.com   Sponsors

As players enjoy the craic before the final match of the season, fans are in bewilderment at a potential top ten Premier League finish. Sean chats to Geoff Barlow about the game, previews the Foxes finale, we go over all things Mings, plus hear from a couple of Bournemouth fans who flew 5,500 miles to watch their beloved team. In a busy show this week, Michael Dunne sends his review of the action at the Vitality, as Bournemouth beat Burnley to secure a 2-1 win, and a minimum position of 12thin the Premier League! Now Sam couldn’t see the game this weekend as he was in France this weekend, so Sean chats to king of the morning coffee - Geoff with all the ZZZZ'ssss Barlow, who will be going over the Clarets clash, to express his view of proceedings at the Court. This week we’ve had a great story sent in, whereby a couple of Cherries fans from San Franciso have been tracking the rise of the Cherries over the years, and rather than support your Arsenals, your Liverpools or your Chelseas - these guys, Preston and David, have fallen in love with AFC Bournemouth. This weekend, they made the 5,500 mile trip to Dean Court - and what a trip it was. Preston tells us all about it. We’ll again speak to Geoff to preview the game against last season Champions at the King Power, plus, in amongst all that - we’ve got tit-bits from Nonny, our regular interviewer FletcherMacDougall, and a lot more besides. #afcb #burnley #twitterclarets #premierleague #bournemouth #tyronemings #burnleyfc

Sam Bashor and DJ Wooldridge see a lot of movies so that they can discuss them on the podcast. Not all of those theater experiences are great. Now Sam and DJ vent their worst movie theater experiences while diving into other cinematic debacles shared by you, the fans! Movies are the best, but sometimes audiences that go to see them… not so much. PLUS, because you demanded it, the boys discuss the new planets NASA discovered and space travel!

Checking out 20 DVDs from the Library was the easy part. Now Sam actually has to watch them all. (0:32) (.mp4 video format, iPod and iPhone compatible)