As a founder, executive, or manager, one of the most heartbreaking challenges to overcome is losing your top talent. Your team spends time hunting for the best cultural fit, the strongest sellers, the most contagious personalities, and once you find someone and embed them into your team, their absence can be felt throughout the entire company. Starting over can feel like a never ending chore. In the wake of the great resignation, this problem is something that more and more companies, especially SaaS companies, are struggling to solve. So the age old question of “How do I find and retain top talent” persists. It's not an impossible problem, it can simply start with the story of your company and culture. On this episode of The Evolved Sales Leader we welcome back our #1 favorite podcast guest of 2022 John Livesay! With John, we discuss how the power of storytelling can create an environment that draws in top talent who won't want to leave. Listen in as we discuss: Where trust from a potential employee truly comes from and how to maintain trust once they're hired How recruiting and storytelling can work together How to create and put these stories together for a useable, recruiting recipe Examples of story-based recruiting across multiple company sizes, clients, and demographics Catch every single episode of The Evolved Sales Leader by following us on Apple Podcasts, Spotify, our website, or your favorite podcast player.
In today's episode we interview Tanyette Colon, Head of Partner Ecosystems at Overpass. Tanyette's company is on a mission to remove any obstacles to working remotely. They provide the platform to hire the best sales experts, engage and maintain amazing customer relationships, and effectively manage remote teams from anywhere in the world. Today's topic is focused on how to create an ecosystem that fosters the sense of trust especially among Gen Z team members as they Team Anywhere.READ THE FULL SUMMARY HERE!
The Rangers make too many mistakes, overpass and run into a goalie with his A-game in a 3-1 loss to the Boston Bruins. Chris Kreider returns but can't spark the Ranger powerplay, which is still a mess. If Vitali Kravtsov isn't ever going to be allowed to finish a game with Artemi Panarin and Vincent Trocheck (especially when the Rangers are trailing), then what is the point of him being there in the first place?? A mind-blowing stat from the end of the game. A feel-good moment for Ben Harpur, who scores his first goal in YEARS and has improbably carved out a role with the Rangers. Sammy Blais is the odd-man out. Episode 754. Intro song is "Leave the Lights On" by Passafire. Support Us By Supporting Our Sponsors! Built Bar Built Bar is a protein bar that tastes like a candy bar. Go to builtbar.com and use promo code “LOCKEDON15,” and you'll get 15% off your next order. BetOnline BetOnline.net has you covered this season with more props, odds and lines than ever before. BetOnline – Where The Game Starts! Athletic Greens To make it easy, Athletic Greens is going to give you a FREE 1 year supply of immune-supporting Vitamin D AND 5 FREE travel packs with your first purchase. All you have to do is visit athleticgreens.com/NHLNETWORK Follow & Subscribe on all Podcast platforms…
Welcome to The Evolved Sales Leaders top 5 best lessons of 2022! With lessons ranging from hiring lasting talent to using modern social selling methods, The Evolved Sales Leader strives to assist you in upskilling your talent, and taking your company to the next level. From founders, S-level executives, sales professionals, SaaS leaders, marketers, and everyone in between, The Evolved Sales Leader packed 2022 with weekly episodes featuring insight from some of the most respected experts. Find out if your favorite guest made the list and discover new lessons you may have missed as our host Jonathan Fischer reflects on the best of the best of The Evolved Sales Leader from 2022. Listen in as we revisit: Getting leads faster, speaking with c-suite executives, and asking the right questions with with Bill Stinnet, Jim Cathcart, Ian Koniak, and Matt Wolach Social selling magnification from Monica Kenter and Tim Hughes Marketing strategies with Simon Warman-Freed and Todd Clouser The Founder's role as a public figure with Kris Rudeegraap The power storytelling plays in winning the deal with Jon Livesay Catch every single episode of The Evolved Sales Leader by following us on Apple Podcasts, Spotify, our website, or your favorite podcast player.
In this episode, Sean and Erik sit down with Tanyette Colon. She is the Head of Partnerships with Overpass (https://www.overpass.com/), a Brooklyn based start-up that gives high-growth companies one consistent source to find and onboard sales & support talent. Tanyette is also the founder of InFUUSE (http://infuusebusiness.com/), an Inbound Lead Conversation platform that humanizes the customer journey along with a new client's first hello. They dive into why Tanyette joined Overpass and why she started InFUUSE. They go deeper into her experiences and what approach should the leadership's first approach should be in humanizing the customer experience. Tanyette gives some great insights how business has become over automated. She even gives more insight what she learned from her initial start with InFUUSE and how the founding team should be built. Her tone gives off a passionate vibe. Tanyette gets deep on how her childhood experiences led her down a path to create more wonderful customer experiences. More About Tanyette. https://www.linkedin.com/in/tanyettecolon/
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Founders, business leaders, and sales professionals are forced to make multiple decisions every day – some of which can either make or break their company. When making a choice carries an immense amount of weight, a decision can feel impossible to navigate quickly and with confidence. To lighten the load, Paul Epstein, a former NFL Executive and Amazon Best Selling Author of ‘The Power of Playing Offense', has broken decision making down into two digestible steps: 1) Discover how to identify good and bad decisions and 2) Make the decision and learn from it afterwards. On this episode of The Evolved Sales Leader, host Jonathan Fischer sits down with Paul to discuss the playbook everyone, regardless of title, can use to make quick and excellent decisions. Listen in as we discuss: The “Head, Heart, Hands” framework What red, yellow, and green lights to watch out for when making a decision Which Decisions are considered most valuable and why Catch every single episode of The Evolved Sales Leader by following us on Apple Podcasts, Spotify, our website, or your favorite podcast player.
Salespeople, do your customers trust you? The ease of e-commerce combined with a more introverted generation has created a significant challenge for sales teams. The truth is, high-energy sales tactics aren't gaining the mileage with customers like they used to. In order to gain trust with leads, salespeople have no choice but to adapt to meet the needs of their potential customers. On this episode of The Evolved Sales Leader, Neal Tricarico, Founder of Ultimate Growth, pulls from his experience with all-star clients such as Tony Robbins, to help you ease into the current, working, model of sales so that you can start building trust from the first point of contact. Listen in as we discuss: Why customers have become less open to salespeople but more open to products Where salespeople are missing the mark with the evolution of sales The strength of utilizing different sales approaches to match the customer's style Catch every single episode of The Evolved Sales Leader by following us on Apple Podcasts, Spotify, our website, or your favorite podcast player.
Every company founder sets out to change the face of their industry. Eventually, after years of working long hours and pouring every ounce of energy into building a successful business, the company becomes too large (and important!) for one person to handle. To get to the next level of growth, all founders must pass the torch – especially when it comes to building and managing a sales team. So, when do you know when to take the leap from a founder-led to team based model? Is there ever a right time? Who do you hire? How can you ensure that the team you build shares your vision for your company? The questions go on and on. Thankfully, we know a guy with all of the answers. On this episode of The Evolved Sales Leader, Badger Maps founder Steve Benson shares his expert insight on scaling readiness, the power in hiring your first sales leader, and much more. Listen in as we discuss: Understanding when it's the right time to scale a company Real-life go-to-market transitions and scenarios The process of moving from a founder-led to team-based sales model Hiring your company's first sales role responsibly, with leadership in mind Catch every single episode of The Evolved Sales Leader by following us on Apple Podcasts, Spotify, our website, or your favorite podcast player.
It's easy to use the buzzwords ‘top performer,' but what do those words actually mean? Identifying people who qualify, describing this type of person in a job description, and implementing the company-wide skills to attract these people takes time, energy, and foundational work. TLDR; Creating sales teams full of top performers isn't as simple as looking at metrics on your dashboard. On this episode of The Evolved Sales Leader, podcast host, corporate trainer, and highly regarded thought leader, Amy Hrevocik, joins us to dissect the framework every company should use to identify, manage, and continually elevate top performers across their sales teams and beyond. Listen in as we discuss: The essential framework for molding your sales team into top performers Looking less at introverts vs extroverts and more at coachability and learning work ethic Changing the idea that ‘being busy makes you successful' into ‘using the right skills makes you successful' Understanding the purpose of critical sales procedures Catch every single episode of The Evolved Sales Leader by following us on Apple Podcasts, Spotify, our website, or your favorite podcast player.
“Hey [Name!] This is the salesperson at [company] and I'd LOVE to talk to you about our product…” Sound familiar? If you've sent or received this message on LinkedIn, then this episode is for you. For salespeople, social media offers more than connecting with old high school pals or the friends you made while studying abroad in Europe. These platforms offer an instant opportunity to connect and build relationships with those that have the potential to become clients. LinkedIn alone has changed the game for sales metrics, offering leaders the ability to increase their sales through social selling by 45%. Yet, using Linkedin as a social selling tool is more complex than it seems. People are becoming increasingly exhausted by the sheer amount of blatant sales pitches in their inbox, proving that simply having a LinkedIn profile won't guarantee metrics increases. To make the most out of LinkedIn, you're going to need an effective strategy – and you're going to have to get personal. On this episode of The Evolved Sales Leader, Monica Kenter, Business Development Officer for Ready For Social, returns to share her step-by-step method to social selling and explains how to create content that drives people to you and your product. Listen in as we discuss: How to be personable when selling on social media What steps you can take to create social messages that don't sound robotic When to start the conversion process of potential prospects through social selling Catch every single episode of The Evolved Sales Leader by following us on Apple Podcasts, Spotify, our website, or your favorite podcast player.
Point Blank: if you want to take home the biggest deals, you have to become exceptional at getting in with the C-Suite. Will it be easy? Absolutely not. Though difficult, gaining the attention of company executives is not an impossible task. Skill and strategy are all you need to successfully sell from the top. On this episode of The Evolved Sales Leader, Ian Koniak, equipped with nearly two decades of sales education and leadership experience and over $100 million in generated sales, uncovers the proven sales methods c-suite executives can't resist. Listen in as we discuss: The importance of skipping management levels and selling straight to C-suite How SDR's and AE's alike can utilize the same strategy to gain executive-level attention The step-by-step method for personalizing calls and messaging Organizing touch points to nurture clients Catch every single episode of The Evolved Sales Leader by following us on Apple Podcasts, Spotify, our website, or your favorite podcast player.
I-75 is closed for cleanup after a car fell off an overpass above I-75 onto the freeway. There are no major injuries. WWJ's Charlie Langton has more. The woman who died in shootout with Dearborn Police following a car chase and crash, took her life, according to the Michigan State Police. (Credit: WWJ/Charlie Langton)
There are currently thousands of unsung heroes, known as Sales Development Representatives (SDRs), creating revenue growth within companies around the world. The SDR role is often the first step in a salesperson's career journey. It's a role that allows entry-level sellers to gain experience while building the skills needed to climb the sales ladder. Yet, due to the volume of cold calls they're required to make and the grueling rejections that follow, many SDRs churn before advancing to the next level in their career. The good news is that there are steps both SDRs and sales managers can take to ensure that career advancement occurs before burnout and that SDRs enjoy a long, satisfying career in sales. On this episode of The Evolved Sales Leader, host Jonathan Fischer sits down with Jesse Gittler, former SDR turned Director of Sales Development at Tebra, to discuss the path from SDR to sales leadership and what sales managers can do to support their SDR teams. Listen in as we discuss: How SDRs can identify their dream sales position What steps SDRs can take now to prepare for their future sales leadership career Why it's important for SDR managers and directors ro lead by example How SDR leaders can help their teams accomplish their personal career goals Catch every single episode of The Evolved Sales Leader by following us on Apple Podcasts, Spotify, our website, or your favorite podcast player.
Guest of this appointment is a young Korean architect who, endowed with a distinctive personality, has realized interesting works marked by a loud identity. Jo Jinman, graduated from Hanyang University, Seoul, with a later degree from Tsinghua University, Beijing in 2014 and founded his own, eponymous practice, Jo Jinman Architects.He has participated to national exhibitions and won several competitions, acknowledged with the ‘National Young Architect Award' by the Ministry of Culture, Korea, 2015, ‘Korea Public Building Prize', 2016 and ‘Korea Progressive Architect Awards', 2017, by the Ministry of Land and Infrastructure, ‘Seoul Architecture Award', 2018, by Seoul Metropolitan Government, World Architecture Award, 2019, World Architecture Community, 'Emerging Architect Awards' and 'Design Vanguard', 2019, from Architectural Record.His architecture, against the limitations of a simple function, explores challenges and expectations of society, proposing energetic spaces, open to be adopted and developed over time by the people themselves and mostly seeking a continuity between indoor and outdoor. A complex simplicity characterizes his work, aiming to offer new, alternative possibilities and creative solutions.He has worked for several years as Public Architect, for Seoul Metropolitan Government, dedicating his efforts to implement connections between people, city, and nature. Adjunct Professor at the Hanyang University of Seoul (2013~2020), and in 2022 at Taylor's University, Malaysia, he has recently published ‘Notes of a provocative architect, Jo Jinman.'The conversation starts from the period of his post-graduation, a moment represented in Seoul by a massive building development, mainly represented by economic speculations, and his need to reflect about his future responsibilities as architect towards society. A change of environment has brought him to Beijing, for a Master at Tsinghua University, and a working experience at IROJE Architects & Planners, and after some years to OMA, Rotterdam, as senior architect: two different experiences that have positively impacted his formative growth. Return back to Seoul, in 2014, he established his firm, realizing several public interventions, according to an idea of architecture continuously evolving and transforming, eliminating barriers, especially between nature and people, and encouraging relationships. An architecture able to offer hybrid spaces where unplanned things happen. Naesoop Library, a public space open to four completely different sides, growing from a hill, spontaneously fragmenting and adapting its shape to the complex topographical situation, emphasizes, attuned to his design's philosophy, the permeability between inside and outside and the potential to enhance multiple functions, breaking the traditional paradigm of a library as austere environment of silence.We focus then on a research he led years ago, as public architect for Seoul Metropolitan Government about leftover spaces still available for public interventions in the dense Seoul central area, that has identified a series of empty highway underpasses, offering a possible multifunctional network of reconnections in the urban fabric.Two other projects, Riverside Apse, a small iconic café, and Changshin Quarry Viewing Gallery, a simple but impressive, cantilevered observation deck, have been conceived as gestures to bridge past and present, with concern about historic parts of the country, in need not to be forgotten.The special unique identity of K2 office tower, imposing its striking, refined silhouette in a congested part of Seoul, is Jo Jinman's response to the challenging difficult limitations of a narrow site. A harmonious monolithic presence, balancing complexity and simplicity, an extremely creative, elaborate work of technology and craftsmanship, cloaked by a light mantle of repeated, perforated thin cement louvers.Restrictions and demanding situations are for Jinman particular stimulating starting points, that he brilliantly solves with extremely original and pleasant solutions, as in the case of other two residential projects, Layered Terrace House and Nine Wall House, both addressing multiple needs of three-generation families with special minimalist and elegant, distinct formal languages, embracing nature, light and various dynamic creative possibilities able to enrich daily life of the residents.
As a salesperson, everything comes down to your sales pitch. Before a big meeting, you can prepare as much as possible: iron your clothes, drink your coffee, prepare your deck, and whiten your smile. Yet, if your pitch doesn't tell a compelling story once you're in front of the decision makers, the waves of potential clients will swallow you into a sea of sameness. Information and likeability alone won't win them over. The secret? Consumers buy emotionally, first. On this episode of The Evolved Sales Leader, John Livesay brings his proven experience of up-leveling companies' sales pitches, lifelong learning as an author, and passion for storytelling to help you become a sales rockstar through the power of story. Listen in as we discuss: Where trust from a customer truly comes from and how to build trust with a client The stages of creating a winning story-based pitch Advantages of creating a story origin for each type of potential client Examples of story-based pitches across multiple company sizes, clients, and demographics Your adventure into story-based selling doesn't have to end with this episode! As a special bonus, you can access the first chapter of John's new book, ‘The Sale is in the Tale', for free by texting the word “pitch” to 66866. Catch every single episode of The Evolved Sales Leader by following us on Apple Podcasts, Spotify, our website, or your favorite podcast player.
Channel partners, or companies that team up with your company to help market your product and/or services to their own audience, are a fantastic way to scale quickly and establish a stable channel of business for the long term.Yet, despite Channel Partnerships being one of the most important and successful ways to grow a business, nearly half of the SaaS companies worldwide are missing this key element within their business strategy.What's the hold up and what does it take to fill that gap?To help us dive into what it takes to develop a channel partnership strategy Overpass' own Director of Channel Partnerships, Tanyette Colon.Listen in as we discuss:Principles of starting a channel partnershipThe value of gaining trust and losing automation while abandoning transactional relationshipsLetting go of immediate control to gain long term results down the roadHow SaaS companies are overlooking channel relationships and what they miss out on when they do.Catch every single episode of The Evolved Sales Leader by following us on Apple Podcasts, Spotify, our website, or your favorite podcast player.
Channel partners, or companies that team up with your company to help market your product and/or services to their own audience, are a fantastic way to scale quickly and establish a stable channel of business for the long term. Yet, despite Channel Partnerships being one of the most important and successful ways to grow a business, nearly half of the SaaS companies worldwide are missing this key element within their business strategy. What's the hold up and what does it take to fill that gap? To help us dive into what it takes to develop a channel partnership strategy Overpass' own Director of Channel Partnerships, Tanyette Colon. Listen in as we discuss: Principles of starting a channel partnership The value of gaining trust and losing automation while abandoning transactional relationships Letting go of immediate control to gain long term results down the road How SaaS companies are overlooking channel relationships and what they miss out on when they do. Catch every single episode of The Evolved Sales Leader by following us on Apple Podcasts, Spotify, our website, or your favorite podcast player.
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Hey SaaS leaders, two questions for you. 1) Is your company currently gaining the attention of your Ideal Client Profile (ICP)? 2) Is your company converting interested prospects into buyers? With SaaS being one of the leading industries in the world today, the market is becoming more crowded by the day. Reaching your ideal client has become the equivalent of wearing checkered Vans to a Blink 182 concert. They're great shoes, but everyone else is wearing them, too. The chances you stand out within the audience are slim to none. If you want to differentiate from your competition, it's all about copywriting. Literally. The words that are being used in your brand marketing, social media posts, and your company's website are what will captivate your audience and get them to pull up a chair and listen. On this episode of The Evolved Sales Leader, Alex Napier Holland, founder of Gorilla Flow, is back for the second time to discuss the power of copywriting on company landing and home pages, and how impactful copy creates a direct revenue pipeline. Listen in as we discuss: Common mistakes companies make on landing and home pages The importance of moving away from “founder copy” How and why to develop your customer voice Aligning the information presented of your product with a long term strategy Outlining the benefits of your product to maximize marketing tactics Want a free, no strings attached, breakdown of your website copywriting? Visit https://gorillaflow.com/ Catch every single episode of The Evolved Sales Leader by following us on Apple Podcasts, Spotify, our website, or your favorite podcast player.
For business development leaders, the effects of the world shutdown in 2020 continue today. SaaS companies that thrived under a phone-based SDR model have had to continuously adapt to the uncharted territory of social selling. The move from phone-based selling to leveraging social media was abrupt and left little time for sales team leads to adapt. Most have continuously failed to position their remote SDR teams for success. On this episode of The Evolved Sales Leader, Nick Capozzi, marketing leader and Head of Storytelling at Demostack, returns to outline the makings of a modern SDR team and explains how to approach content within the new social selling norm. Listen in as we discuss: The outline of a modern SDR team The problems facing the phone-based SDR model and why it needs to change Current worker trends and how to successfully adapt to hire great talent The 3 “C's” of social selling content Catch every single episode of The Evolved Sales Leader by following us on Apple Podcasts, Spotify, our website, or your favorite podcast player.
If you've spoken with a business development leader, Marketing Director, or Sales Manager recently, lead generation has likely been a topic of discussion – and rightfully so. Each year, untold millions, if not billions, of dollars are dedicated to lead generation. Yet, the money they spend doesn't always transfer into leads. The way customers buy is constantly changing and with rapid market developments. With that, the way that lead generation has been understood and modeled is becoming outdated and obsolete. Point blank: shoving money towards lead generation will no longer make customers run towards your product. In this episode of Evolved Sales Leader, Brand Marketing Manager at Refine Labs and renowned content creator, Todd Clouser, unpacks why lead generation is a thing of the past and how companies can adopt a demand generation model to innovate their revenue engine. Listen in as we discuss: The difference between demand generation and lead generation How a demand generation model focuses on today's customer Identifying department strengths to generate better leads for salespeople Creating content that will funnel demand from your customers Catch every single episode of The Evolved Sales Leader by following us on Apple Podcasts, Spotify, our website, or your favorite podcast player.
In this episode we are here with a special guest discussing how to build and re-imagine a high performing sales team. Lavie Popack is a world class salesman and the co-founder and CEO of Overpass.com. Be sure to check out Overpass here! Lavie and his team at overpass help companies transform their sales teams with their platform for hiring remote sales experts, monitoring and managing your team, tracking outcomes and measuring success! If you are ready to hire world class closers check them out here! Check out Lavie on Linked'In here! How We Can Help You Close More Deals: Gitomer Books and Courses Here Sales Mastery Program Here Gitomer Sales Certification Here Speaking and Events Here Custom Sales Processes and Scripts Here