Podcasts about Presidents Club

James Stone (Head of Mid-Market Sales at HubSpot) has been with the company for 14 years, taking part in their growth from $30 Million ARR to $2.5 Billion in 2024. During this time, James has secured Presidents Club 9 times. HubSpot's brand is best known for their inbound sales motion. Today in the mid-market sector, James mentions that 25% of their pipeline comes from their business development org, 25-30% comes from their reps proactively prospecting, and another 40-50% comes from inbound and their partner org. The partner program has been a huge focus in recent years, as having HubSpot be part of the onboarding and success process really helps mitigate churn.Tune into the full episode to hear more on how HubSpot is currently approaching their sales engine!HIGHLIGHTS:0:00 Intro3:21 How HubSpot onboards 10+ new sellers per month4:41 Identifying which reps will succeed 6:43 Where does HubSpot generate pipeline?8:21 How customer expectations have grown11:51 Get your prospects team involved17:18 How the role of data is changing19:57 Reigniting closed lost deals22:01 Uncovering the champion for change24:54 Tips on making Presidents ClubConnect with James - https://www.linkedin.com/in/jamesmstone/Connect with Max - https://www.linkedin.com/in/max-greenwald/Want to convert your website visitors instantly? Try Warmly for free - https://warmly.ai/

Request A Customized Workshop For Your Company In this episode of "Negotiate Anything," hosts Kwame Christian and Nick Cegelski dive deep into practical negotiation and persuasion tactics that you can implement immediately. Nick, who runs the podcast "30 Minutes to Presidents Club," shares his expertise from years of selling software to law firms. The conversation focuses on actionable tips to help you better understand your counterpart and negotiate more effectively. Discover how to slow down conversations, clarify ambiguous terms, and keep all negotiation asks organized. What will be covered: The importance of clarifying terms like "billing terms" in a negotiation. Techniques for slowing down the conversation to gather more information. How to effectively get all asks and prioritize them. Connect with Nick Follow Nick Cegelski on LinkedIn 30 minutes to president's club LinkedIn page Listen to Nick's Podcast - 30 Minutes to President's Club Contact ANI Request A Customized Workshop For Your Company Follow Kwame Christian on LinkedIn The Ultimate Negotiation Guide Click here to buy your copy of How To Have Difficult Conversations About Race! Click here to buy your copy of Finding Confidence in Conflict: How to Negotiate Anything and Live Your Best Life!

Request A Customized Workshop For Your Company In this episode of "Negotiate Anything," hosts Kwame Christian and Nick Cegelski dive deep into practical negotiation and persuasion tactics that you can implement immediately. Nick, who runs the podcast "30 Minutes to Presidents Club," shares his expertise from years of selling software to law firms. The conversation focuses on actionable tips to help you better understand your counterpart and negotiate more effectively. Discover how to slow down conversations, clarify ambiguous terms, and keep all negotiation asks organized. What will be covered: The importance of clarifying terms like "billing terms" in a negotiation. Techniques for slowing down the conversation to gather more information. How to effectively get all asks and prioritize them. Connect with Nick Follow Nick Cegelski on LinkedIn 30 minutes to president's club LinkedIn page Listen to Nick's Podcast - 30 Minutes to President's Club Contact ANI Request A Customized Workshop For Your Company Follow Kwame Christian on LinkedIn The Ultimate Negotiation Guide Click here to buy your copy of How To Have Difficult Conversations About Race! Click here to buy your copy of Finding Confidence in Conflict: How to Negotiate Anything and Live Your Best Life!

Why is self-development important in entrepreneurship and business life? Listen to this week's last episode with Brian Hastings, speaking about the significant mental weight entrepreneurs often face, the value of personal development resources, and taking accountable steps toward personal and professional goals!   About Brian Hastings With over 12 +  years in the freight brokerage industry, Brian got his start as a sales executive and quickly grew into a respected sales leader. He built his book of business to a total of $85 million, garnered multiple Presidents Club rankings, ranked in the Top 10% of the company in sales, and led in the creation of numerous satellite offices whose headcount grew by 2,400% percent in two years, earning over $100 million in sales. Brian wanted to challenge the status quo in the industry and focus on the customer experience so he created Veritas Logistics with the core belief that people are at the heart of success. In just three years, he and his business partner have grown the company into one of the Best Places to Work in Cincinnati being named finalists 2 years in a row, achieving the Fast 55 Award celebrating the fastest growing companies in Cincinnati and have generated a positive reputation across shippers and carriers alike. Brian is involved within the logistics industry and is constantly looking to expand his knowledge to better serve his team. Regarded as a thought leader, he has presented with the Transportation Intermediaries Association on topics including fraud / theft prevention and best sales strategies in a soft market. He also launched and co-hosts a podcast started in March 2024, called Logistics & Leadership, focused on the industry and personal development tools for success. Hard work, passion, and a high degree of personal accountability are core values that Brian established playing college baseball while at the University of Kentucky. He has continued to lead with these principles in both his personal and professional life. Brian is a devout Christian, husband, and father of four children.   Connect with Brian Website: https://www.go-veritas.com/  LinkedIn: https://www.linkedin.com/in/brian-hastings1234/  

In this inspiring episode of That Sounds Terrific, host Nick Koziol sits down with Nicholas Loise, a dynamic entrepreneur, sales leader, and marketing expert, to uncover the secrets behind building high-impact sales teams and successful businesses. As the founder of Sales Performance Team, Nicholas has dedicated his career to helping businesses refine their marketing and sales strategies for sustainable growth. From creating the educational course Sales Mastery to co-presenting renowned Sales and Marketing Boot Camps, Nicholas has been at the forefront of innovation in the sales industry. In this episode, he shares insights on crafting systems and playbooks that businesses can replicate to boost sales performance. Learn how Nicholas' journey—spanning roles as a keynote speaker, author, and adjunct marketing professor—has equipped him with the tools to transform sales challenges into opportunities. Gain actionable strategies and hear inspiring anecdotes, including how his experiences working with industry legends like Dan Kennedy and Russell Brunson have shaped his vision for empowering entrepreneurs. Don't miss this engaging conversation about passion, perseverance, and the pursuit of excellence in the business world. About Nicholas Loise, Founder of Sales Performance Team Email: nick@salesperformanceteam.com Website: www.salesperformanceteam.com LinkedIn: www.linkedin.com/in/nicholasloise Instagram: www.instagram.com/nicholasloise Facebook: www.facebook.com/salesperformanceteam Twitter: x.com/NicholasLoise Nicholas Loise brings unparalleled expertise and a results-driven mindset to the small business community. As a Presidents Club winner and seasoned marketing executive, Nicholas' contributions have significantly impacted countless organizations. His leadership in creating the Sales Mastery course and developing the No BS Guide to Direct Response Marketing highlights his commitment to practical, real-world solutions. More About That Sounds Terrific - Host Nick Koziol For more information on our Podcast, That Sounds Terrific visit our website at www.thatsoundsterrific.com  and be sure to follow us on Facebook, Twitter, and Instagram. If you or someone you know are doing some terrific things that should be featured by our show then be sure to reach out by emailing us at thatsoundsterrfic@gmail.com. Special Thank You to Our Sponsors & Key Supporters: Chris Jones of Chris Jones Media for the Introduction and Outro recordings for That Sounds Terrific.  Intro and Outro animation created in collaboration with Ben Albert of Balbert Marketing, LLC. Boost your business popularity, traffic, and conversions online!   The video and audio portions of this podcast are powered by the Vidwheel Creator Network. Join Neil Carrol and be a part of the network that allows you to learn and develop video skills. Make powerful video content while looking terrific on camera so that you can sustain and grow your businesses. Reach a wider audience of clients and partners who need to hear your message and develop the flexibility in your businesses to thrive in a turbulent world.  --- Support this podcast: https://podcasters.spotify.com/pod/show/thatsoundsterrific/support

In this episode of The Lindsey Anderson Show, I had the pleasure of sitting down with Nick Loise, the founder of the Sales Performance Team, to talk about the powerful connection between sales and marketing, especially for entrepreneurs looking to scale their businesses. Nick's incredible background includes roles as an author, speaker, adjunct professor, and a key contributor to GKIC and Magnetic Marketing. In this episode, we dive into direct response marketing, building sales teams, and creating systems that drive long-term success in business.Guest IntroductionNicholas Loise is a highly successful sales leader, entrepreneur, marketing and sales executive, Presidents Club winner and speaker. He is the founder of the Sales Performance Team, and he's passionate about helping businesses build high-impact sales teams that get results. He's an author and co-author of several essential books for marketers and sales professionals, including contributions to No B.S. Guide to Direct Response Marketing. Nick developed programs like Sales Mastery and played a pivotal role in shaping Magnetic Marketing. With eight years at GKIC working alongside Dan Kennedy, Nick has become a true expert in helping businesses scale through proven strategies.Building High-Impact Sales Teams - Key TakeawaysNick emphasizes that if you're serious about scaling your business, you need to hire two salespeople—not just one—to reduce risk and set your team up for success.The online coaching and consulting industry saw massive growth during the pandemic, but the influx of bad actors has created trust issues that must now be addressed.Repeatable systems and processes are essential to ensuring your salespeople thrive, even if they're not naturally great at sales.Today's buyers demand more proof and authenticity. Refresh your testimonials, focus on case studies, and make sure your messaging is aligned with modern expectations.Expanding your marketing beyond Facebook and Instagram is critical. Platforms like YouTube, TikTok, and LinkedIn offer untapped opportunities for entrepreneurs.Finding the Right SalespeopleNick shared strategies for recruiting top talent, including using platforms like LinkedIn, Indeed, and Glassdoor. He also recommended high-ticket closer recruiters like Zach Brown and Robert Posey.Look beyond traditional recruiting—great sales talent can often be found in customer service roles at restaurants, hotels, or valet services.Your job postings should work like your marketing: they must attract the right candidates and repel those who aren't a fit.Proper onboarding and clear expectations are critical for giving your sales hires the tools they need to succeed.The Pandemic's Impact on the Info SpaceThe pandemic sparked an unprecedented boom in online coaching and info products, with people turning to digital learning for new skills and career changes.Unfortunately, this growth also brought “bro marketers” and bad actors into the space, leading to increased scrutiny from payment processors like Stripe.Sales processes have lengthened as buyers are more cautious, making trust-building and authenticity more important than ever.Building Trust in Today's MarketRegularly update your testimonials and case studies to stay relevant and showcase your expertise in transformational coaching.A strong onboarding process can dramatically reduce churn and ensure your clients feel supported.Video content on platforms like YouTube and TikTok offers an authentic way to connect with your audience and build credibility.Exceptional customer service is a must. Being proactive about resolving issues can prevent chargebacks and retain clients.Expanding Marketing...

Also known as the Media Maven Sales leader, speaker, and social media expert. She has secured millions of dollars in revenue for fortune 500 companies over her almost 20-year career. She has been a winner of the Presidents Club award 3 years in a row. She is certified as a SalesForce and HubSpot administrator and an expert with social media platforms such as Instagram and LinkedIn. She is a believer that with the proper use of social media platforms clients can and will build a new pipeline of new clients quickly. Her years of experience and education provide clients with new processes and procedures that increase revenue and build baseline recurring income. Bernadette believes in true lead generation to build new revenue in your business. You can find everything you want to know all about Bernadette on her website:  http://bernadettebpannier.com/ and her pages:  ⁠linkedin.com/in/bernadettepannier⁠ ⁠https://www.instagram.com/bernadettepannier.co/ SIGN UP FOR my Better Divorce Blueprint PROGRAM: https://betterdivorceblueprint.com/ WEBSITE - resources for those in need of Certified Divorce Coaching and Private Mediation Services : https://betterdivorceacademy.com/ SOCIAL MEDIA - bit.ly/betterdivorceacademy Buy my book and workbook: Better Divorce Blueprint https://betterdivorceblueprint.com/ RESOURCES - https://betterdivorceacademy.com/reso... AUDIOBOOK FROM AUDIBLE - https://www.audible.com/pd/Better-Div... Are you looking for answers and guidance? BOOK a 30 minute assessment consultation: https://calendly.com/betterdivorceaca... Disclaimer: All statements made in this audio/video are expressions of the opinion of the speaker, and should be regarded as such. The audio/video is made to serve a therapeutic purpose for the speaker or speakers and to assist others in recognizing and dealing with matters in their own lives which they believe may be similar. #divorce #mediation #coaching #lifeafterdivorce #divorcesupport

Curious how top entrepreneurs overcome sales challenges and achieve consistent growth? In this episode, we dive deep into the essentials entrepreneurs need to master sales with expert Nick Loise. Discover why tailored sales strategies, understanding customer pain points, and embracing authenticity are crucial. Learn to build effective sales systems, overcome objections, and develop vital traits for success. Whether you're struggling with mindset barriers or ineffective coaching, this episode offers actionable insights and tips to drive your business forward. Don't miss out on transforming your approach and unlocking your entrepreneurial power. Follow or subscribe now for more exclusive content and insights!   Connect with Genea: [free guide] Grow Your Business and Love Doing it with the 3 secrets the business gurus NEVER talk about: http://bethewolfgift.com/ Website: http://bethewolfnow.com/ Instagram: https://www.instagram.com/geneabarnes/    Connect with Nick: [Free gift] The Sales Management Manifesto And Value Packet: https://salespack.salesperformanceteam.com/  Website: https://salesperformanceteam.com/  Linkedin: https://www.linkedin.com/in/nicholasloise/  Facebook: https://www.facebook.com/salesperformanceteam/  Sales Team free resources: https://salesperformanceteam.com/resources/    About Nick Nicholas Loise has been a salesperson, sales leader, successful entrepreneur, marketing and sales executive, Presidents Club winner, speaker, and author. His third entrepreneurial endeavor is Sales Performance Team, a company focused on helping small—to midsize businesses improve their sales leadership, sales processes, systems, and playbooks.   Sales Performance Team was founded after speaking and working with countless small business owners and entrepreneurs about their frustrations with managing, hiring and putting processes in place for the sales team. After running seminars and workshops on this topic and sales training at GKIC/Magnetic Marketing, he saw that there was a huge opportunity to serve this market.   His passion is, and always has been, helping entrepreneurs, businesses, and professional practices market and sell better, faster, and more efficiently to help the owners improve profitability and valuations.    Nick achieves this by building integrated sales and marketing processes and systems with a focus on lifetime customer value. Through his work, he has revamped the sales process and marketing processes, created playbooks, and introduced new business development plans focused on putting the right strategies and people in place to drive revenue, sales, and customer retention for companies ranging from $1 million to Fortune 100.   Nick's success is driven by being a salesperson first and foremost. He approaches all problems and opportunities through the lens of acquiring more customers, selling more to them at higher prices, and getting them to come back for life. While others talk about this, Nick has actually done it, continues to do it, and works on creating processes and systems so others can replicate this in their businesses.    He is an author and co-author of many books on sales and marketing, a sought-after speaker, creator of the GKIC/Magnetic Marketing educational courses Sales Mastery with Dan Kennedy and Dave Dee, Sales Mastery, How to Create a High Impact Sales Team, a contributor to NO BS Guide to Direct Response Marketing, Magnetic Marketing and the NO BS Letter, Author of Moving the Sales Needle in Your Business, The Ultimate Guide to Managing Your Sales Team, and was the co-presenter of the GKIC/Magnetic Marketing Sales Boot Camps and Marketing Boot Camps focused on helping small- to medium-size businesses sell and market better. He has also been an Adjunct Professor of Marketing at North Park University in Chicago.     Nick brings his passion for sales, marketing, small business, and entrepreneurship to his work every day. You can reach Nick by email at Nick@salesperformanceteam.com or by phone at 847-232-0444   00:00 The Problem with Generic Sales Messages 01:56 Introduction to Be the Wolf Podcast 02:19 Overcoming Sales Resistance 03:35 Meet Nick Luisi: Sales Leader and Entrepreneur 06:16 Tailoring Sales Strategies to Fit Your Business 12:25 Common Sales Mistakes and How to Avoid Them 18:52 The Importance of Listening in Sales 30:01 The Curiosity-Driven Salesperson 30:21 Internal Motivation and Grit 30:40 The Importance of Being Coachable 31:53 Ethical Core and Authenticity in Sales 33:27 The Evolution of Sales Tactics 38:06 Mindset and Business Success 43:02 Challenges Salespeople Face 51:59 Final Thoughts and Contact Information  

Byron Robinson - Chairman & CEO Robinson & Co and USA Olympian Sponsor The Jason Cavness Experience is sponsored by CavnessHR. CavnessHR provides HR to companies with 49 or fewer people. CavnessHR provides a tech platform that automates HR while providing access to a dedicated HR Business Partner.  www.CavnessHR.com  Go to www.thejasoncavnessexperience.com for the podcast on your favorite platforms Byron's Bio Byron Robinson is an accomplished entrepreneur, financial executive, and former elite athlete who brings a unique combination of competitive drive and strategic vision to the business world. As the CEO and Founder of Robinson & Co, a diversified holding company that oversees multiple business divisions, Byron leads a growing organization that includes Robinson & Co Banking, a debt advisory investment bank, Presidents Club, a management consultancy for upper small businesses and middle-market companies, and Robinson & Co Sports, a newly established division focused on investing in and supporting professional sports leagues. Byron's professional journey is marked by a deep commitment to excellence and innovation. His work at Robinson & Co Banking has positioned the firm as a trusted advisor for middle-market companies, offering tailored debt advisory and strategic financing solutions. Under his leadership, the bank has expanded its capabilities by selectively engaging in equity transactions on a deal-by-deal basis. His strategic focus is now centered on growing the bank's presence in debt advisory and building out a consulting practice that seamlessly integrates financial and operational solutions for clients. Complementing his success in finance, Byron's athletic achievements include competing in the 2016 Summer Olympics as a member of the USA Track and Field team, where he specialized in the 400 meters hurdles. His experience as an Olympian not only reflects his personal dedication and perseverance but also shapes his approach to leadership and business development.  He is passionate about creating opportunities for athletes, particularly through Robinson & Co Sports, which aims to support emerging leagues and foster sustainable growth in the sports industry. Byron's vision for Robinson & Co is to build a cohesive and integrated organization that offers exceptional value across financial, consulting, and sports-related services. He is actively involved in seeking investment opportunities that align with this vision, leveraging both the investment bank's capabilities and his extensive personal network. With a focus on strategic partnerships and a commitment to delivering long-term value, Byron is poised to lead Robinson & Co into its next phase of growth and innovation. We talked about the following and other items Byron Robertson's Background Olympic Reflections and Business Aspirations  University of Texas Involvement and Entrepreneurial Mentorship  NIL Deals and Financial Education for Student-Athletes College Football and Alabama's Dynasty  Capitalism and Its Critics  Entrepreneurial Mindset and Family Dynamics Money and Its Value Debt and Economic Decisions Global Business Expansion and Personal Growth Balancing Work and Personal Life His Company  Birdman, 50 Cent and Master P His Christian Faith The situation in the middle east  Byron's Social Media Byron's LinkedIn: https://www.linkedin.com/in/byron-robinson-oly/ Byrons's Instagram: therealbswagg Byron's X: https://x.com/therealbswagg  Company Website: https://www.robinsonandcobanking.com/  

Everyone teaches you how to run a good demo. But what we don't hear is what to do in between your first call and negotiation, to ensure your deal maintains momentum and goes closed/won.So we're inviting 5x Presidents Club winner, Brian LaManna, to share how he sets next steps, follows up (with value) in between meetings, and drives urgency in his deals. You'll Learn:How to effectively set next stepsWays to follow up with your prospect in between callsSteps to drive urgency and keep the deal moving forwardThe Speakers: Jed Mahrle and Brian LaMannaIf you want to catch The Daily Sales Show live, join hereFollow Sell Better to get the latest actionable tactics from sales pros at the top of their gameExplore our YouTube ChannelThank you to our sponsors: Aligned

Happiness Solved with Sandee Sgarlata. In this episode, Sandee interviews Nicholas Loise. Nicholas Loise has been a salesperson, sales leader, successful entrepreneur, marketing and sales executive, Presidents Club winner, speaker, and author. His third entrepreneurial endeavor is Sales Performance Team, a company focused on helping small—to midsize businesses improve their sales leadership, sales processes, systems, and playbooks. Sales Performance Team was founded after speaking and working with countless small business owners and entrepreneurs about their frustrations with managing, hiring and putting processes in place for the sales team. After running seminars and workshops on this topic and sales training at GKIC/Magnetic Marketing, he saw that there was a huge opportunity to serve this market. He is an author and co-author of many books on sales and marketing, a sought-after speaker, creator of the GKIC/Magnetic Marketing educational courses Sales Mastery with Dan Kennedy and Dave Dee, Sales Mastery, How to Create a High Impact Sales Team, a contributor to NO BS Guide to Direct Response Marketing, Magnetic Marketing and the NO BS Letter, Author of Moving the Sales Needle in Your Business, The Ultimate Guide to Managing Your Sales Team, and was the co-presenter of the GKIC/Magnetic Marketing Sales Boot Camps and Marketing Boot Camps focused on helping small- to medium-size businesses sell and market better. He has also been an Adjunct Professor of Marketing at North Park University in Chicago.     For more information on Holistic Life Mastery: https://holisticlifemastery.live/event-registration   Connect with Nick:  Website: https://salespack.salesperformanceteam.com  https://salesperformanceteam.com  LinkedIn: https://www.linkedin.com/in/nicholasloise/ Facebook: https://www.facebook.com/nicholas.loise    Connect with Sandee www.sandeesgarlata.com Podcast: www.happinesssolved.com Facebook: www.facebook.com/coachsandeesgarlata Twitter: www.twitter.com/sandeesgarlata Instagram: www.instagram.com/coachsandeesgarlata    

Unlock the secrets to excelling in medical sales! This episode promises to inspire and educate as we welcome Jon Alwinson, a veteran in the endoscopy sector, to share his remarkable career journey. Delve into Jon's personal story, from the influence of his author father to his own four-year endeavor of writing a book aimed at guiding future medical sales reps. Gain firsthand insights into the nuances of working with gastroenterologists, the dynamics of outpatient surgery centers, and the profound impact of patient care through feedback from healthcare providers.   His career path was anything but predictable, and he opened up about the valuable lessons learned from launching a footwear manufacturing venture with his brother before pivoting to the medical device industry. From his early days at Stryker to achieving milestones at EndoChoice, the shared experiences highlight the importance of persistence, adaptability, and a commitment to lifelong learning. Listen as we unpack the motivations and challenges behind writing his book and discuss how these experiences have shaped his professional journeys.   For those eager to up their sales game, this episode is packed with actionable strategies and time management tips. Discover the essential elements that can catapult you to the top tier of medical sales, including meticulous pre-call planning and balancing professional and personal life. We also tackle the common challenges in the field, the role of mentorship, and the importance of self-confidence. Round off your listening with details about an innovative program designed to elevate your medical sales career, and stay tuned for more insightful interviews in upcoming episodes.   Meet the guest:   Jon Alwinson boasts more than 15 years of sales experience, serving as both an individual sales contributor and a regional manager. Throughout his career, he has won numerous awards and has played a pivotal role in guiding his team and other individuals to secure them as well. Every year, Jon mentors one or more territory managers to reach the prestigious Presidents Club. Residing in Atlanta, Georgia, with his wife Sandra and their two children, 7-year-old Ansley and 5-year-old Easton, Jon describes his family as the source of his greatest happiness.   ATLANTA, GA   AVAILABILITY Available and flexible for interviews Eastern time zone Available by phone at 407-625-7223    Social Media Facebook LinkedIn X: @RelentlessSales Website: jonalwinson.com Email: jon@alwinsonbooks.com His book: Relentless Sales: The Skills, Mentality, & Faith Needed to Be Great in Sales  (https://www.amazon.com/dp/B0CMPBZ165/ref=cm_sw_r_cp_ud_dp_Y0MGE7A50FBHK4EWZ2TT?skipTwisterOG=1)   Best Book - The Book on Mental Toughness by Andy Frisella   Best Food/Restaurant -  South City Kitchen, in Atlanta GA — Fried Chicken or Steak  

In this episode of Sales NOT Selling, Stacy Garrett talks the changes that can happen in your sales career by learning from people that are killing it in sales. Check out our website at: https://www.salesnotselling.com/ LinkedIn Page: https://www.LinkedIn.com/company/sales-not-sellingFacebook Page: https://www.facebook.com/SalesNOTSellingContact Stacy at: Stacy@WeAreIdeation.comLinkedIn: https://www.linkedin.com/in/stacygarrett29

Great discovery is what sets great sellers apart from average ones. But it's not just about “what” questions you ask, it's also about how and when you ask the questions. Brian LaManna will give you a detailed breakdown of his best discovery tips that led to him winning Presidents Club 5 times. You'll Learn:The difference between great discovery & bad discoveryHow to come to the call with a strong POV on their biggest challenges & prioritiesThe best discovery questions to ask (and when to ask them)The Speakers: Jed Mahrle and Brian LaMannaIf you want to catch The Daily Sales Show live, join hereFollow Sell Better to get the latest actionable tactics from sales pros at the top of their gameExplore our YouTube ChannelThank you to our sponsors: Gong

Armand Farrokh is the Founder of 30 minutes to President's Club, the #1 media platform for sales. Armand provides insights, platforms, and frameworks used by some of the most elite, most successful sellers in tech today. Armand joined the show several years ago in one of the most downloaded episodes in show history. Today, Armand RE-JOINS the show to share how elite sales leaders create outbound systems that work. And in a time where response rates are shrinking like a frightened turtle…this is an episode you will want to dive into. You can connect with Armand on LinkedIn here. (https://www.linkedin.com/in/armand-farrokh/) You can get Armand's book, Cold Calling Sucks…and That's Why it Works, here. (http://www.30mpc.com/book) You can subscribe to Armand's Newsletter here. (http://www.30mpc.com/newsletter) For video excerpts of this and other episodes of the Sales Leadership Podcast, check out Sales Leadership United Here. (https://www.patreon.com/SalesLeadershipUnited) Be sure to check out the full video of this episode on our YouTube channel here.

Discover the keys to becoming a sales and leadership powerhouse as Jeff Fallis of GoFormz joins us for a riveting journey through his career, from humble beginnings to the pinnacle of sales success. Learn how mentorship, a strong work ethic, and the wisdom to carve your unique career path can accelerate your ascent in any industry. Jeff's remarkable story starts with selling hockey tickets in Arizona and evolves into spearheading the digital transformation for companies across construction and field service sectors, embodying the universal applicability of sales skills.    Step into the arena where sports and business strategies converge, offering a masterclass in leadership. In this episode, Jeff and I unpack the nuances of guiding a team through the highs and lows, setting the stage for a winning mentality. We tackle the tough aspects of leadership, from the personal growth that comes with transitioning from individual contributor to a leader, to handling the complexities of delivering difficult news during a crisis like the COVID-19 pandemic. Drawing inspiration from sports legends, we delve into the importance of resilience, role definition, and learning from failure to create a successful business playbook.    Cementing customer relationships and achieving lasting success hinges on the synergy between sales and customer success – a theme we explore with depth and insight. Jeff shares his philosophy that the sales relationship doesn't end at closing; it's only the beginning of an ongoing partnership that can make or break client retention. We reveal the strategies for setting clear expectations, the crucial first three months post-sale, and the benefit of a cohesive team-selling approach. New team members have embraced this philosophy, which keeps salespeople actively involved and supportive, solidifying the foundations of customer relations long after the initial handshake.  Jeff Fallis is the currently the Sr. Director, Head of Sales and Customer Success at GoFormz, a San Diego based company focused on enterprise software for digital forms and data capture. His career spans over 17 years in sales and technology, having held positions as an individual contributor all the way to Executive leadership. As the Vice President of Sales at Blast Motion for 5 years, another San Diego based startup, he helped lead the company's transition from early-stage sales to multi-millions in business. As the VP of Digital Media Sales at Pointstreak Sports Technologies, he was a member of the Executive team which successfully executed the sale of the company in early 2016. Prior to joining Pointstreak, he held the position of Director, Digital Media Sales at The Active Network, which filed an IPO in May of 2011 and was a 4x Presidents Club award winner. Throughout his career, Fallis has consistently built strong sales teams and effective strategic GTM plans in the technology sector. Fallis holds a degree from the University of Dayton (Dayton, Ohio), where he was an NCAA Student Athlete, Honorable Mention All-American and 3 year starter on the Football team. He also holds a Master's degree in Sports Business Management from The University of Tennessee, where he was a graduate assistant in the Athletic Department for 2 years before moving on to start his career in business. Mr. Fallis was born in Akron, Ohio and resides in Carlsbad, California with his wife Breana and their two children, Stella 3, and Clay 2.    Quotes: "In sales, the game never pauses. The ability to stay focused and disciplined underpins success in any competitive field."  "Mentorship has played a critical role in my journey. I've been fortunate to have strong mentors who have helped shape my career and leadership style."  "Sales is not just about closing a deal; it's about initiating a relationship that you continually nurture for long-term success."  "Adaptability and learning that you don't know everything are key lessons that I've carried from my early career roles to today."    Links:  Jeff's Linkedin - https://www.linkedin.com/in/jeffrey-fallis-a8441512/  GoFormz Website - https://www.goformz.com Get this episode and all other episodes of Sales Lead Dog at https://empellorcrm.com/salesleaddog/ 

We managed to snag some time with sales superstar Megan Huberty, who's basically the Beyoncé of hitting quotas. In between renovating her house and making the rest of us look bad, she dropped some serious knowledge on how to crush it in sales.

Sales can feel like an echo chamber where everyone talks about the same EXACT strategies. Yet, some go on to win President's Club and others struggle to hit their number. There's no silver bullet to succeed in sales. However, 5x Presidents Club winner, Brian LaManna, will share 18 strategies that, when put together, will set you apart from any other seller out there. You'll Learn:How to differentiate yourself in the sales process18 uncommon, yet proven prospecting strategiesHow to never give an inch on pricing during negotiation The Speakers: Jed Mahrle and Brian LaMannaIf you want to catch The Daily Sales Show live, join here:https://hubs.la/Q01yLCGf0Follow Sell Better to get the latest actionable tactics from sales pros at the top of their game:https://hubs.ly/Q01tLYNJ0Explore our YouTube Channel:https://hubs.la/Q01N39ks0Thank you to our sponsor: AudiencePlus and Spekit

Beau Vrbas did 14,769 cold calls that led him to the Presidents Club. In this episode Beau shares his secret to success in sales!*Join the SDR Hire community: https://www.skool.com/sdr-hire-community-1422/about We go over: - how Beau learned to be a killer cold caller- his cold call structure- 3 most important traits for SDRs in 2024- why Gen Z's prefer the office- how he maintains a culture of top performance in his team at Memory Blue- US based outsourcing vs offshore outsourcing - Connect with Beau: https://www.linkedin.com/in/beauvrbas/- Connect with me on LinkedIn: https://www.linkedin.com/in/stefan-conic/---------------------------------------Taking too long to hire a sales rep? Access vetted, trained and experienced SDRs. Cold calling, cold emailing, social selling, sales automation. Cut your hiring to a few days and pay 50-60% less in salaries. Hire with sdrhire.comListen on YouTube, Apple, Spotify, Google podcast.

Welcome to the Personal Development Trailblazers Podcast! In this episode, we dive into finding work-life balance with Michelle Choairy. Michelle Choairy is a sought-after international speaker and sales expert. With almost 2 decades of medical sales experience, she has been named a top 1% female sales representative in orthopedics. She led sales teams that have generated millions in revenue for major international orthopedic companies like Wright Medical and Stryker, to name a few. As the recipient of multiple Presidents Club awards, she is widely regarded by surgeons and sales representatives for her ethics, drive, and ability to balance work and family life while exceeding her sales goals. She has also taught other women in the industry to follow suit, spending time mentoring women in medical sales to reach multiple President's Club awards.She is powerfully positioned to speak to female sales representatives on her proprietary methodology BALANCED that helps them reach full professional potential while maintaining a fulfilling personal life. Connect with Michelle here: www.linkedin.com/in/michellechoairy michellestop5questions@gmail.com =================================== If you enjoyed this episode, remember to hit the like button and subscribe. Then share this episode with your friends. Thanks for watching the Personal Development Trailblazers Podcast. This podcast is part of the Digital Trailblazer family of podcasts. To learn more about Digital Trailblazer and what we do to help entrepreneurs, go to DigitalTrailblazer.com.  Are you a coach, consultant, expert, or online course creator? Then we'd love to invite you to our FREE Facebook Group where you can learn the best strategies to land more high-ticket clients and customers. Request to join here:  https://www.facebook.com/groups/profitablecoursecreators QUICK LINKS:APPLY TO BE FEATURED:  https://app.digitaltrailblazer.com/podcast-guest-application GET MORE CLIENTS: https://app.digitaltrailblazer.com/client-acquisition-accelerator-pdf DIGITAL TRAILBLAZER: https://digitaltrailblazer.com/ JOIN OUR FREE FACEBOOK GROUP:  https://www.facebook.com/groups/profitablecoursecreators

Zusammenfassung In dieser Episode teilt Jonathan Müller seine Erfahrungen im Vertrieb und gibt Einblicke in seinen Erfolg als Account Executive. Er spricht über seinen Übergang von der IT zum Vertrieb, die Bedeutung von Hilfe und Feedback sowie den Wert des Verständnisses für die Herausforderungen der Kunden. Jonathan betont die Rolle von Mentoren und kontinuierlichem Lernen in der persönlichen Entwicklung. Er hebt auch die Bedeutung hervor, aus der Komfortzone herauszutreten und unangenehme Situationen zu akzeptieren. Jonathan gibt konkrete Schritte für den Erfolg und geht auf das Missverständnis ein, dass Extrovertiertheit für den Vertrieb notwendig ist. Die Episode endet mit Jonathan's beruflichen und persönlichen Zielen für die Zukunft. Erkenntnisse - Hilfe und Feedback zu suchen, ist entscheidend für persönliches Wachstum und Erfolg im Vertrieb. - Das Verständnis für Kundenherausforderungen und die Annahme einer Problem-Lösungs-Mentalität sind wesentlich für effektiven Verkauf. - Kontinuierliches Lernen und persönliche Entwicklung sind entscheidend, um im Vertriebsbereich vorauszubleiben. - Das Verlassen der Komfortzone und die Akzeptanz unangenehmer Situationen können zu erheblichem Wachstum und Erfolg führen. Kapitel 00:00 Einführung und Hintergrund 01:02 Einstieg in den Vertrieb 02:23 Übergang zum Außendienst 03:18 Wunsch nach persönlichem Wachstum 05:08 Suche nach Hilfe und Feedback 08:44 Verständnis für Kundenherausforderungen 09:05 Auswahl des richtigen Mentors 10:19 Umstellung auf eine Problem-Lösungs-Denkweise 11:12 Lernen durch Zuschauen und Tun 12:59 Verlassen der Komfortzone 18:18 Kontinuierliches Lernen und persönliche Entwicklung 20:11 Akzeptanz unangenehmer Situationen 22:57 Top-handlungsfähige Schritte für den Erfolg 27:20 Introversion im Vertrieb 28:48 Account Executive vs. Account Management 29:09 Nächstes Reiseziel 29:32 Berufliche und persönliche Ziele 30:47 Abschließende Bemerkungen -- Gast: Jonathan Müller Co-Host: Lea Bücker -- Der Podcast wird präsentiert vom ARRtist Circus - dem Tomorrowland für Sales & Customer Success Teams in Europa. Verpasst nicht das Event des Jahres am 19.04.2024 in Berlin. Alle Infos und Tickets findet ihr unter www.ARRtist-circus.com.

(0:00) Vin Matano x Trent Dressel (0:34) Presidents Club (1:29) SDR to AE - Sales Skills (2:22) Tech Sales in 2024 (3:14) How to Break Into Tech Sales (5:43) Guide to Networking (7:20) Sales is Getting Harder (8:03) Life & Goals (9:10) Advice to Younger Self (11:12) Closing Thoughts (11:50) Yacht Party ***** Connect on LinkedIn ↓ Trent Dressel: https://www.linkedin.com/in/trentdressel/ Vin Matano: https://www.linkedin.com/in/vinmatano/ *** If you're interested in starting a career in software sales then I'm the instructor at CourseCareers where I put together the most in depth course teaching people how to break into software sales without a degree or previous experience required. You can click the link in my description to check it out and start the free introduction course: https://coursecareers.com/a/tech * best sales techniques,is sales a good career,cold email,cold calling,cold call sales techniques,salesperson,qualities of a good salesperson,sales advice for new salespeople,soft skills for sales,trent dressel,vin matano,tech sales,sales development representative,sales development,business development,sdr,bdr,software sales,account executive,tech sales course careers,tech sales career,The Ultimate Advice To Improve Your Sales Career in 2024

Jeff Smith discussed the development of a new AI healthcare app called "President's Club" for sales compensation planning for sales professionals. The speaker also emphasized the importance and evolution of AI and robotics, with a particular focus on language learning models. The discussion revolved around the shift towards large language models, which are increasingly used by tech companies like Microsoft, Meta, and Amazon. The potential for these applications to attract marketers was also discussed.

Brian LaManna is one of the most popular tech sales LinkedIn influencers, 47k followers at the time of this recording. He is one of the top AEs at Gong, attending presidents club 4x, he reveals his secrets to cold calling, discovery, & sales success. Connect on LinkedIn: Trent Dressel: https://www.linkedin.com/in/trentdressel/ Brian LaManna: https://www.linkedin.com/in/brianlamanna/

Elliott Manning had the pleasure of speaking with Mike Williams, president at Carnegie Search based in Charlotte, North Carolina. Carnegie Partners is a recruitment agency focused on connecting Engineers with opportunities in the Manufacturing sector across the Carolinas. Mike successfully built a direct hire practice from scratch, earning Rookie of the Year and Presidents Club honors. He was a perennial top 5 producer nationwide, competing in a group of hundreds of recruiters each year. An avid networker, passionate career counselor, religious Wall Street Journal reader, and overall headhunting evangelist, Mike has spent years building the skillsets to successfully attract top talent. The Search Podcast is sponsored by PGC Group. The longest serving employer of record serving North America and they can compliantly engage with contractors on your behalf. Removing operational complexities, so that you can focus on making your American expansion a success. They provide payroll, insurances, medical, dental, retirement, HR support and manage compliance so you don't have to. 

Nick Cegelski, host of the widely followed sales podcast, 30 Minutes to Presidents Club and Klue's Qayam Noorani kick off this series of talks from Compete Week 2023. They delve into the art of competitive selling, discussing strategies on dealing with competitors in your deals, understanding your buyer's needs, and the significance of being an educator in the sales process.Key Moments;(00:00) Introduction(02:12) The importance of understanding your buyer's evaluation process(02:31) The significance of having competitors in your deal(02:57) How to set yourself apart in a competitive market(03:19) Strategies for successfully navigating competitive deals(04:00) The importance of building credibility and trust with your clients(04:49) Sharing our favourite competitive deal stories(10:54) How to bring up competitors in a natural way throughout the deal cycle(12:15) Building a talk track to address the entry of a competitor mid-sales cycle(15:34) The importance of curiosity in competitive selling(16:56) The art of being an educated and consultative seller(17:36) The importance of earning trust and credibility with clients(18:03) Helping clients improve their programs(18:46) Bringing in various experts to educate and consult your buyers(19:09) Consuming content that is designed for the folks you are selling to(21:15) Adapting your strategy mid-cycle to overcome something a competitor is doingIn case you haven't already, make sure to check out the episodes on YouTube as well: https://www.youtube.com/@klueinHost: Adam McQueenProduction: Grayson OttenbreitAudio Editor: Michael PanesCheck out past episodes and more great compete content like the Competitive Enablement Show, only on the Compete Network, powered by Klue.About the Compete Network:The Compete Network is your home for the best content, events, and resources on competing. From building your first battlecards to enabling thousands of reps, the Compete Network brings together the biggest names in the competitive enablement and competitive intelligence community.Host: Adam McQueenProduction: Grayson OttenbreitAudio Editor: Michael PanesCheck out past episodes and more great compete content like the Competitive Enablement Show, only on the Compete Network, powered by Klue. About the Compete Network:The Compete Network is your home for the best content, events, and resources on competing. From building your first battlecards to enabling thousands of reps, the Compete Network brings together the biggest names in the competitive enablement and competitive intelligence community

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Ken Eslick is the founder and president at The Leaders Lab. Founded in 2012 as Summit Careers, The Leaders Lab has grown into a premiere recruiting agency. After he proudly served in the U.S. Army, Ken started and sold a company to a Fortune 500 Corporation (Cintas) where he spent fourteen great years working his way up to senior-level leadership roles in sales and operations. His passion for leadership and his life and career experiences led to the creation of Summit in 2012 which became The Leadership LAB in 2021.    As a C-Suite Coach & Talent Acquisition Specialist, Ken has trained hundreds of sales executives, sales leaders, and operational leaders in the country. Ken is a lifetime honoree in "Who's Who in Business” and has won multiple Outstanding Achievement and Presidents Club awards. Ken is also one of a small group of Trainers worldwide with the Anthony Robbins companies traveling the globe. He is helping people maximize their potential both personally and professionally.   In this episode, Ken talks about growing up, being the kid who couldn't afford lunch on school trips but learned to earn by selling stuffs and working at a young age. He developed entrepreneurial skills and started his company and earning seven figures and sold it eventually. Then he build-up a recruiting business and created a thriving podcast. You'll also learn about money mindset, how he manifested his dream home and shared practical steps you can implement to develop great leadership skills and achieve your life goals.    Connect with Ken Eslick Facebook LinkedIn The Leaders Lab Podcast Instagram The Leaders Lab   Connect with Mike Szczesniak Instagram LinkedIn YouTube  

Starting a recruitment agency is hard. Being a great recruiter is no guarantee you'll be a successful business owner. There are thousands of competent, hard working recruiters who struggle when they go out on their own.   That's why my next guest, Mike Williams, is so remarkable. In his first 12 months, he billed $900,000. He's now up to $1,200,000 since he started the business 15 months ago.    Mike is the founder and President of Carnegie Partners, based in Charlotte, North Carolina. He's a manufacturing and engineering recruitment specialist. I'm honored to count Mike among our clients here at Recruitment Coach.   You'll enjoy hearing Mike's journey because he reveals some of the secrets to his success while being honest about the moments of self-doubt that we can all relate to.   One of the things Mike has mastered is creating original content on LinkedIn as a key part of his business development strategy. In this interview, Mike shares how to generate content ideas and posts consistently on LinkedIn. Plus we discuss the importance of posting videos to engage with your target audience.    Mike has an impressive track record as a top producer. In his first 5 years in agency recruitment, he won "Perm Rookie of the Year" plus President's Club 5 years in a row. He then founded Carnegie Search in February 2022.    Episode Outline and Highlights   [01:15] How Mike got into recruiting and started his own business. [06:30] Why recruitment leaders must create a defined career path for their team members. [08:35] Mike's thoughts on how to retain your top recruiters. [11:37] From top recruiter to successful recruitment entrepreneur: two key success factors in hitting the ground running.  [16:06] Building relationships by meeting clients in person and visiting manufacturing companies. [25:22] How digital marketing, social media, and LinkedIn played a critical role in Mike's success. [28:33] Mike shares his LinkedIn strategy - how it helped him win business and the barriers he had to overcome. [35:35] How to overcome fear when posting content online. [41:24] How to generate ideas and create content consistently. [49:05] Why you should consider posting videos on Linkedin. [51:18] Mike revealed the roadblocks he encountered and his big learnings to date.   Hitting the Ground Running - Making a Successful Transition from a Recruiter to a Recruitment Business Owner   How was Mike able to hit the ground running so fast in his transition from a top recruiter to a recruitment business owner? “I think the biggest thing was a little more strategic, which was the niche that we defined … and the geographical area where I decided to do it.”    Mike's approach was very analytical, studying the industry trends and looking at the cities with the highest growth. This research even influenced where they decided to live. He explained, “I knew that I liked working locally and meeting the companies and the candidates in person because I felt like it gave just a leg up on the rapport and relationship building.” I think this was a smart move. When I was a recruiter running a desk, we always insisted on visiting our clients in person. Aside from building rapport, as Mike also mentioned, meeting up with clients is a “good litmus test of how serious they are about working with you.”   Posting on LinkedIn to Build Your Brand and Develop New Business   Mike is good at cold calling and routinely makes cold calls to both clients and candidates. However, he also leverages LinkedIn as a key component of his business development strategy.   Mike is a firm believer that you can win clients through LinkedIn. You will hear an amazing story about how Mike received an inbound enquiry from a VP of HR at a billion-dollar company because of a story he posted on LinkedIn. That senior executive became a client and gave Mike a lot of repeat business, which might never have happened without that LinkedIn post.    Mike also shared how consistent posting helps build a “continued relationship” with potential leads that you may have a cold called before. Here are things that you will find insightful in this section of the episode:   Why consistent posting can win your clients in the long run. Overcoming fear and imposter syndrome when posting LinkedIn content. How to generate ideas for your LinkedIn content.    Why You Need to Post Videos on LinkedIn   What I also admire about Mike's LinkedIn strategy is how he is not shying away from posting videos. What is his thought process in creating video content? He shared two things:   There are “certain topics that don't lend themselves all that well to just text form” and can be best shared with a video. Building digital rapport. Mike puts it this way, “Well, I want to get people to get to know me. So if you want to get people to get to know you, do you think that they're gonna get to know you and feel like they know you better from something that you write or from seeing you talk and looking at you visually? Obviously, visually is better.”   When was the last time that you created and posted a video on LinkedIn? If you want differentiation, increased engagement, and to demonstrate expertise, posting a video is something you can start. In our coaching group, sharing ideas and best practices for posting video content is a recurring discussion topic.   Our Sponsors   This podcast is proudly sponsored by i-intro and Recruitment Entrepreneur.   i-intro® is an end-to-end retained recruitment platform. Their technology and methodology allow recruiters to differentiate themselves from the competition, win more retained business, bigger fees, and increase their billings. Their software combined with world-class training enables you to transition from transactional, contingency recruiter to consultative, retained recruiter. Instead of being perceived as a “me too” vendor, you'll be positioned as a “me only” solutions provider. Be sure to mention Mark Whitby or The Resilient Recruiter. Book your free, no-obligation consultation here: https://recruitmentcoach.com/retained Recruitment Entrepreneur is the world's leading Private Equity firm specializing in the international recruitment industry. If you've dreamed of starting, scaling, and selling your recruitment business, this is your chance. James Caan and his team at Recruitment Entrepreneur are actively seeking ambitious recruiters in who they can invest. They provide everything you need to grow a successful recruitment business including funding, financial expertise, coaching and mentoring, operational strategy, back-office support, marketing, and talent attraction solutions. Be sure to mention Mark Whitby or The Resilient Recruiter. Start a conversation here: https://recruitmentcoach.com/vc   Mike Williams Bio and Contact Info   A former top biller for a publicly traded recruitment firm, Mike successfully built a direct hire practice from scratch, earning Rookie of the Year and Presidents Club honors. He was a perennial top 5 producer nationwide, competing in a group of hundreds of recruiters each year.     An avid networker, passionate career counselor, religious Wall Street Journal reader, and overall headhunting evangelist, Mike has spent years building the skillsets to successfully attract top talent.       Mike founded Carnegie Partners with the vision of a search firm that would have the following differentiators. A Democratized Structure – An employee-owned company where everyone is eligible for equity partnership. A Culture of Success: Core Values of Continuous Self Improvement and a Determination to Succeed.  World Class Service: A client-centric approach that aims to fully understand our clients and bring their stories to our candidates.   Mike on LinkedIn Carnegie Partners website link   People and Resources Mentioned 25 Best Performing LinkedIn Posts Rich Rosen on LinkedIn Connect with Mark Whitby Get your FREE 30-minute strategy call Mark on LinkedIn Mark on Twitter: @MarkWhitby Mark on Facebook Mark on Instagram: @RecruitmentCoach Related Podcast You Might Enjoy TRR#67 Think Like a Big Biller: How to Get Repeat Business and Referrals, with Rich Rosen Subscribe to The Resilient Recruiter  

Barrett King, Senior Manager for Go-to-Market strategies for the Global Partner Ecosystem at Hubspot, joins us on the latest episode of the Conquer Local Podcast.A dynamic and accomplished professional with over 10 years of experience in the SaaS industry, Barrett has honed his skills in forging strategic partnerships and executing effective go-to-market strategies.Barrett's expertise lies in identifying untapped business opportunities, fostering growth, and establishing successful sales channels across diverse industries. His proficiency in developing and implementing sales and marketing plans has driven customer engagement and retention, resulting in remarkable revenue growth.Renowned for his unwavering commitment to excellence, Barrett has consistently surpassed sales targets, earning him a coveted spot at the yearly Presidents Club. His exceptional performance in fast-paced and competitive environments demonstrates his unwavering dedication to providing outstanding customer experiences and fostering enduring relationships throughout the business landscape.Join us as we delve into Barrett's remarkable journey and discover the strategies that have propelled him to the forefront of the SaaS industry.Conquer Local is presented by Vendasta. We have proudly served 5.5+ million local businesses through 60,000+ channel partners. Learn more about Vendasta and we can help your organization or learn more about Vendasta's Affiliate Program and how our listeners (like yourself) are making up to $10,000 off referrals.Are you an entrepreneur, salesperson, or marketer? Keep the learning going in the Conquer Local Academy.

In this episode, we chat with Jackie Yost, who is the go to agent in the Willow Springs area in Morrison, Colorado! Jackie is a top producer in the Colorado real estate market. She is also a certified Professional Property Stager and Real Estate Divorce specialist. She loves helping first time home buyers as well as luxury home sellers and purchasers. She has earned her spot in the Presidents Club at Your Castle Real Estate for many years and most recently won the honor of achieving the prestigious Legends Club award despite working through the pandemic.  She loves to golf, hike, ski and ride her motorcycle.  She and her husband George raised two children in Willow Springs and spent 18 years as PTA members of Red Rocks Elementary School.  She is currently (2021) president of the Ladies Golf Association at Red Rocks Country Club.  Here is how to contact Jackie: Your Castle Real EstatePhone: (303) 903-9140Email: jackieyoo@yahoo.com

For more prospecting and sales development tips, join 2'088 SDRs getting the newsletter here: https://sdrgame.substack.com/ -- In this episode, I talk with Dyanna Daryadel, Senior Enterprise SDR at Cognism Here are why you should listen to this episode, Dyanna's results: Created $2.5M in pipeline since Feb 2022 Hit/Exceeded Target for 13 months consistently: between 100 and 166% vs Target Set record for being promoted from Commercial to Senior Enterprise SDR within 5 months Presidents Club 2022 Winner We talk about her days in the life of a Senior Enterprise SDR: 0:00 Intro 0:45 ICP 2:00 Buyer personas 2:30 SDR Quota as an Enterprise SDR 3:00 KPIs 4:17 KPIs on the phone Focus on the phone 5:34 Focus mode 9:20 How to do the math with your activities 10:55 double call - good snippets here 12:26 Cold call: focus on the conversation 14:00 how to ask for an introduction 15:38 structure of Dyanna's calls 20:57 how to handle the objection: we use X competitor 24:06 Objection: no budget 26:25 how to pick an account 28:50 Tips for cold calling 30:15 Favorite Resource 31:15 tips for new enterprise SDR Follow Dyanna: https://www.linkedin.com/in/dyanna-daryadel/ — Follow me on LinkedIn: https://www.linkedin.com/in/elriclegloire/ --- Send in a voice message: https://podcasters.spotify.com/pod/show/sdrgame/message

A pipeline of $3M in 10 months is no joke. Tune in and listen to Samantha, our Presidents Club Award Winner, as she shares how Seamless has enabled her to keep her pipeline full especially since her company has long sales cycles. Stay until the end and learn more about how she did it with Seamless in this latest episode of Sales Secrets. SUBSCRIBE TO SALES SECRETS PODCASTITUNES ► https://itunes.apple.com/us/podcast/s...​SPOTIFY ► https://open.spotify.com/show/1BKYsQo...​YOUTUBE ►https://www.youtube.com/c/SeamlesscontactsTIKTOK ► https://www.tiktok.com/@seamless.ai THIS EPISODE IS BROUGHT TO YOU BY SEAMLESS.AI - THE WORLD'S BEST SALES LEADSWEBSITE ► https://www.seamless.ai/LINKEDIN ► https://www.linkedin.com/company/seamlessai/JOIN FOR FREE TODAY ► https://login.seamless.ai/invite/podcast SHOW DESCRIPTIONBrandon Bornancin is a serial salesperson, entrepreneur and founder of Seamless.AI. Twice a week, Brandon interviews the world's top sales experts like Jill Konrath, Aaron Ross, John Barrows, Trish Bertuzzi, Mark Hunter, Anthony Iannarino and many more -- to uncover actionable strategies, playbooks, tips and insights you can use to generate more revenue and close more business. If you want to learn the most powerful sales secrets from the top sales experts in the world, Sales Secrets From The Top 1% is the place to find them. SALES SECRETS FROM THE TOP 1%WEBSITE ► https://www.secretsalesbook.com/LINKEDIN ► https://www.linkedin.com/company/sales-secret-book/ ABOUT BRANDONBrandon Bornancin is a serial salesperson (over $100M in sales deals), multi-million dollar sales tech entrepreneur, motivational sales speaker, international sales DJ (DJ NoQ5) and sales author who is obsessed with helping you maximize your sales success.Mr. Bornancin is currently the CEO & Founder at Seamless.ai delivering the world's best sales leads. Over 10,000+ companies use Seamless.ai to generate millions in sales at companies like Google, Amazon, Facebook, Slack, Dell, Oracle & many others.Mr. Bornancin is also the author of "Sales Secrets From The Top 1%" where the world's best sales experts share their secrets to sales success and author of “The Ultimate Guide To Overcoming Sales Objections.” FOLLOW BRANDONLINKEDIN ► https://www.linkedin.com/in/brandonbornancin/INSTAGRAM ► https://www.instagram.com/brandonbornancinofficial/FACEBOOK ► https://www.facebook.com/SeamlessAITWITTER ► https://twitter.com/BBornancinTIKTOK ►https://www.tiktok.com/@brandonbornancin

Ever wonder what sets people apart who consistently hit their goals? Looking to make huge strides in your career? If so, this episode is for you. I'll share the secret of my successful clients - the learnings they applied along their journey toward success. From promotions, and earning Presidents Club for top sales attainment, to starting successful businesses. Listen now and discover how these strategies could help power up your own achievements today.In This Episode, You Will Learn About:Goal-setting principles for successThe COBO planning framework FREE Career Accelerator Workbook: https://bit.ly/3xXy8UFREE Business Building Workbook:  https://bit.ly/3xXy8U  Want to work with Danielle? Schedule your call today: https://bit.ly/3OnuLLOLet's Connect! LinkedIn: https://www.linkedin.com/in/daniellecobo/Facebook: https://www.facebook.com/MsDanielleCoboInstagram: https://www.instagram.com/thedaniellecobo/?hl=enTwitter: https://twitter.com/DanielleCobo Website: www.DanielleCobo.com Book Recommendations:  https://www.amazon.com/shop/influencer-de49157c/list/2W8I8NWS6N4CJRate, Review, & Follow on Apple Podcasts"Danielle is so Uplifting."

Aaron Lewis is an incredible example of sales. From his planning to winning 7 consecutive President Club trips, Aaron knows how to sell and shares his methodology and recipe with us. This is what we cover in this weeks episode:Proper territory planningHow to win multiple company awardsStalking or selling?Whale hunting for simple fishingAaron has an incredible way to put everything together. The precision that he takes to map out what he wants to do and then methodically executes his plan is remarkable. After listening, you will understand what makes him so remarkable in sales. One of the things that stands out to me is that he doubted what he was able to do. He gave it more time and because one of the most successful reps in his previous company. Wanting to join our conversation? Reach out to us:Mike@TheSellingPodcast.comScott@TheSellingPodcast.com

TITLE Sales Expert Offers Insight on Best Practices for Sales SuccessSUMMARY Cary tells the story of her 25 year sales career, starting with quotas in the range of $1 million. She talks about her biggest deals, including one for $125 million, and how her experience has taught her the importance of developing a good sales team.Cary Simpson is a sales leader with over 25 years of experience in the industry. She has generated tens of millions of dollars in revenue for her organizations as an individual contributor, and her teams have generated hundreds of millions of dollars in revenue. She has led teams of sales reps with quotas ranging from $16 million to $125 million. Throughout her career, she has had many team members qualify for Presidents Club and other national awards.In the conversation, the speaker discusses their experience transitioning from being an individual contributor to a sales leader. They talk about how they knew they were good at selling, and how they had to learn to trust their team and delegate tasks. They also discuss how they believe that anyone can be a sales leader if they have the right mindset.TIMESTAMPS 0:00:00   Cascading Leadership: A Conversation with a Sales Expert0:02:28   Sales Effectiveness Master Class with Carrie0:04:03   The conversation is between two sales leaders discussing their experience.Sales Leaders' Conversation on Revenue Generation and Team Development0:07:23   The Transition from Individual Contributor to Sales Leader: A Conversation with Heavy Hitter Sales Producer, Cary Simpson 0:09:06   Leadership Development: The Importance of Hitting 10,000 Hours0:10:47   The Importance of Hiring for Relationship-Building in Sales0:14:46   The Importance of Customer Centric Selling0:17:47   The Different Types of Buyers in a Complex Enterprise Sale0:20:40   The Complexity of the Sales ProcessHIGHLIGHTS So customer centric relationship based selling is important but you cannot always have a good relationship with customers. You are going to run across customers that you just flat out don't like.We're going to focus this conversations in the area of customer centric selling and also navigating the complex deal cycle and stakeholder landscape and shepherding a deal along. You said that you're trying to identify people that have a relationship first focus, and I'm paraphrasing long-term thinking as one of the key criteria for sales success.And when people talk about building business and building long term relationships as opposed to getting the most revenue as fast as humanly possible or driving revenue, that's sales. Right? But how do you do that?.I'm interested in people who can connect the dots, who can ask a series of questions of customers that will relate the technical specifications and the value of the product to the everyday workflow of the customer, right?.Let's just assume that whoever is in a hiring position within sales are looking for profiles that align with the requirements of the job. So whatever those requirements are, a candidate is close enough to warrant a conversation.Music Credit: Maarten Schellekens - RivieraFollow us at: www.cascadingleadership.comlinkedin.com/in/drjimklinkedin.com/in/1lawrenceobrown

Jennifer Jost is an award winning Speaker, Money Coach & Wealth Advisor. She has been awarded National Associate Advisor of the Year, Presidents Club and Inner Circle, which qualified her for the Million Dollar Round Table. She is a Certified Money Coach, Certified Divorce Financial Analyst, Certified Grief Counselor and highest levels of commitments in her field, a Fiduciary Responsibility to her clients as a Registered Investment Advisor. With over 30 years experience as a successful business owner and meeting with thousands of people as their trusted Wealth Advisor, she came tot he conclusion our emotions around money were not being address in the traditional financial services. So she stepped up and became a Certified Money Coach as well. The full package to help her clients through their Money Life Stages. But it's through her own personal story of trials to triumph where Jennifer's real magic and power lies. 27 years years ago, the unthinkable happened. She lost her 2 beautiful children in a family tragedy. On her journey from grief to reclaiming life, she found meaning in serving others and guiding women on their paths to empowerment. As Jennifer says, "Women feeling worthy of wealth will change this world!"

Today I'm talking to Chris Anthony, Senior Vice President of Northern Markets for ONE Sotheby's International Realty.  Before ONE,  Chris was with Weichert Realtors for about 18 years, and most recently the President of  the U.S. capital region in Washington, D.C., Virginia and Maryland. Chris came into the business as a real estate agent in New Jersey where he quickly rose to the top 1% of all real state agents in the state and was a Presidents Club & Ambassadors Club Winner.Today at ONE Sotheby's Chris is responsible for strategic planning, vision, growth, and performance in over 20 offices from Boca Raton to Amelia Island. Known for driving growth, profit and creating solutions, Chris and I talk about How to Adjust for Results00:00 Chris Anthony: How to Shift for Results01:19 Chris talks about his role in the company03:18 His real estate journey07:16 The characteristics of a top real estate agent: what they do and don't do 15:57 The importance of creating networks24:47 The coaching journey32:18 His biggest advice for handling the tough situations43:50  Transcendental meditation and your business45:28 Chris's greatest lesson in the real estate50:12 The secret tool for his success58:03 Chris's favorite book01:05:16 Chris's final thoughtsPeople/Resources Mentioned-ONE Sotheby's International RealtyDaniel de la VegaElon MuskKevin B. BrownThe Field TeamChris VossTony RobbinsThomas WrightWarren BuffettBooks-Think and Grow Rich by Napoleon Hill The Subtle Art of Not Giving a F* by Mark Manson Quote-“Adjust your mindset, drop distractions, focus your intention, and see results.”Jere interviews the world's most renowned and best real estate agents around the country and the world.These outstanding Agents tell their stories, how they got into the business, and what has made them successful in one of the oldest and most competitive industries.All of this on the “Jere Metcalf Podcast, Top Real Estate Agents tell how they do it.”www.JereMetcalfPodcast.comPowered byJere Metcalf Partners404.627.7789jere@jeremetcalfpartners.comJeremetcalfpartners.com 

Ken Eslick has led and trained hundreds of sales executives, sales leaders, and operational leaders from all over the country, learning from the best in the process. He is a lifetime honoree in "Who's Who in Business” and has won multiple Outstanding Achievement and Presidents Club awards, as well as acting as one of a small group of trainers worldwide with the Anthony Robbins companies, traveling the globe and helping people maximize their potential both personally and professionally. Ken joins Nick to discuss personal leadership and mindset required, and what it really takes to be a successful, impactful leader. KEY TAKEAWAYS Effective scale can only be enacted to the level of your identity. This requires a full understanding of yourself and what lights you up. The search for self-fulfilment isn't always a clear one. Sometimes we are guided by the fact that answers are out there somewhere. Consistency is very powerful. We have to take a look at our own identity, however we define ourselves. You need to look at the life you're leading and decide for yourself if you're happy or not. If there's something dragging you down, it might be time to re-evaluate some areas. BEST MOMENTS 'You can only scale a business to the level of your identity' 'I didn't have all the answers. But what I did know was that there were answers' 'The strongest force is to be consistent with our own identity' 'You've got to grind towards it and when you get there you grind again' VALUABLE RESOURCES Scale Up with Nick Bradley: scaleup.vip/podcast Scale Up Your Business, coaching/consulting: https://suyb.global To download a free gift from Nick - The 5 Reasons Why Your Business Will Never Get To 8-Figures ... How To Fix It Fast! - https://www.scaleupmastermind.com/free-guide1 Take the SUYB Predictable Growth Assessment™, to measure your current business performance and show you where to focus next to get to where you want to be: https://scaleup.vip/PredictableGrowthAssessment      Ken Eslick LInkedIn - https://www.linkedin.com/in/keneslick/ ABOUT THE HOST  Nick Bradley is a renowned entrepreneur, investor, speaker, and business growth expert. His background is growing and scaling Venture Capital and Private Equity backed businesses, across the UK, the US, and further afield. Over the last decade, he has completed 117 acquisitions and 25 business exits with a combined valuation of over $5bn dollars. His “Scale Up Your Business” podcast, which ranked #1 on iTunes' business charts, has more than 350k downloads in over 130 countries. His mission is to help business founders build valuable businesses and create life-changing exits so they can realise freedom, wealth, and impact. CONTACT METHOD Nick's Facebook page: https://scaleup.vip/FB   Nick's LinkedIn: https://scaleup.vip/LI   Nick's Instagram: https://scaleup.vip/IG   Scale Up Your Business, coaching/consulting: https://suyb.global We help business founders scale their business to a life-changing See omnystudio.com/listener for privacy information.

On this episode of The Alliance U PRODcast, Clay Mertes talks all things President's Club, including one huge benefit involving personalized sales training. Tune in to learn more from Clay on this special call! www.AndyAlbright.com @AndySAlbright https://arc.naaleads.com/ @NAALeadsTheWay @NationalAgentsAlliance #N247RU #DoTheDo #TheAlliance

Try Scratchpad - The fastest way to update salesforce for FREE: https://brianburns.me/Scratchpad Here is a FAQ Video on the Courses: https://youtu.be/0F7imrzjXWs Here is a deep dive into which course is best for you: https://youtu.be/JM_jgS8M-iU https://www.b2bRevenue.com - Get Your Free E-Book on How Companies make Decisions. FAQ: 1 YEAR ACCESS, PAY MONTHLY OR ANNUALLY NOT A SUBSCRIPTION OFFICE HOURS EVERY OTHER WEEK VIA ZOOM. 1 HOUR GROUP Q&A. UNLIMITED 1-ON-1'S ARE FREE AS LONG AS THEY CAN BE SHARED IN THE COURSE. 1-ON-1 ARE FULL ACCESS ON DAY ONE - NOTHING IS GATED OR TIME RELEASED. ALL CONTENT IS VIDEO BASED AND SELF PACED I RECOMMEND TAKE COURSE ONCE WITHOUT NOTES OR APPLYING IT SO YOU UNDERSTAND THE BIG PICTURE FIRST. THEN TAKE AND APPLY IT STEP BY STEP. YOU START WHEN YOU WANT AND GO AS FAST OR SLOW AS NEEDED.   Email me additional questions: briangburns@me.com     — SAMPLE EMAIL TO EXPENSE THE COURSE MGR,   I have been listening to the brutal truth about sales podcast for X months and it speaks to the issues we face.   They currently offer a course that includes video instruction, group Q&A and One-on-One coaching. I'm committed to my own personal development and would like your help in expensing the course.   It would pay for itself if I closed only one new deal of $X value.   Please let me know by Friday if I can move forward with this 1 year course.   Thanks, ME ———————————————————————————————————— Audible 30 day Free Trial: http://www.audibletrial.com/BrutalTruth     Check out my YouTube channel and watch my Free Sales/Social Selling Course. https://www.youtube.com/subscription_center?add_user=MaverickMethod     Listen to The Sales Questions PodCast: https://itun.es/i67d3Ry     Listen to The B2B Revenue Leadership Show: https://itunes.apple.com/us/podcast/b2b-revenue-leadership-show/id1174976428?mt=2     Twitter: @briangburns LinkedIn: Brian G. Burns Facebook: Brian Burns

  Try Scratchpad - The fastest way to update salesforce for FREE: https://brianburns.me/Scratchpad Here is a FAQ Video on the Courses: https://youtu.be/0F7imrzjXWs Here is a deep dive into which course is best for you: https://youtu.be/JM_jgS8M-iU https://www.b2bRevenue.com - Get Your Free E-Book on How Companies make Decisions. FAQ: 1 YEAR ACCESS, PAY MONTHLY OR ANNUALLY NOT A SUBSCRIPTION OFFICE HOURS EVERY  OTHER WEEK VIA ZOOM. 1 HOUR GROUP Q&A. UNLIMITED 1-ON-1'S  ARE FREE AS LONG AS THEY CAN BE SHARED IN THE COURSE. 1-ON-1 ARE FULL ACCESS ON DAY ONE - NOTHING IS GATED OR TIME RELEASED. ALL CONTENT IS VIDEO BASED AND SELF PACED I RECOMMEND TAKE COURSE ONCE WITHOUT NOTES OR APPLYING IT SO YOU UNDERSTAND THE BIG PICTURE FIRST. THEN TAKE AND APPLY IT STEP BY STEP. YOU START WHEN YOU WANT AND GO AS FAST OR SLOW AS NEEDED.   Email me additional questions: briangburns@me.com     — SAMPLE EMAIL TO EXPENSE THE COURSE MGR,   I have been listening to the brutal truth about sales podcast for X months and it speaks to the issues we face.   They currently offer a course that includes video instruction, group Q&A and One-on-One coaching. I'm committed to my own personal development and would like your help in expensing the course.   It would pay for itself if I closed only one new deal of $X value.   Please let me know by Friday if I can move forward with this 1 year course.   Thanks, ME ———————————————————————————————————— Audible 30 day Free Trial: http://www.audibletrial.com/BrutalTruth     Check out my YouTube channel and watch my Free Sales/Social Selling Course. https://www.youtube.com/subscription_center?add_user=MaverickMethod       Listen to The Sales Questions PodCast: https://itun.es/i67d3Ry     Listen to The B2B Revenue Leadership Show: https://itunes.apple.com/us/podcast/b2b-revenue-leadership-show/id1174976428?mt=2     Twitter: @briangburns LinkedIn: Brian G. Burns Facebook: Brian Burns

Try Scratchpad - The fastest way to update salesforce for FREE: https://brianburns.me/Scratchpad Here is a FAQ Video on the Courses: https://youtu.be/0F7imrzjXWs Here is a deep dive into which course is best for you: https://youtu.be/JM_jgS8M-iU https://www.b2bRevenue.com - Get Your Free E-Book on How Companies make Decisions. FAQ: 1 YEAR ACCESS, PAY MONTHLY OR ANNUALLY NOT A SUBSCRIPTION OFFICE HOURS EVERY OTHER WEEK VIA ZOOM. 1 HOUR GROUP Q&A. UNLIMITED 1-ON-1'S ARE FREE AS LONG AS THEY CAN BE SHARED IN THE COURSE. 1-ON-1 ARE FULL ACCESS ON DAY ONE - NOTHING IS GATED OR TIME RELEASED. ALL CONTENT IS VIDEO BASED AND SELF PACED I RECOMMEND TAKE COURSE ONCE WITHOUT NOTES OR APPLYING IT SO YOU UNDERSTAND THE BIG PICTURE FIRST. THEN TAKE AND APPLY IT STEP BY STEP. YOU START WHEN YOU WANT AND GO AS FAST OR SLOW AS NEEDED.   Email me additional questions: briangburns@me.com     — SAMPLE EMAIL TO EXPENSE THE COURSE MGR,   I have been listening to the brutal truth about sales podcast for X months and it speaks to the issues we face.   They currently offer a course that includes video instruction, group Q&A and One-on-One coaching. I'm committed to my own personal development and would like your help in expensing the course.   It would pay for itself if I closed only one new deal of $X value.   Please let me know by Friday if I can move forward with this 1 year course.   Thanks, ME ———————————————————————————————————— Audible 30 day Free Trial: http://www.audibletrial.com/BrutalTruth     Check out my YouTube channel and watch my Free Sales/Social Selling Course. https://www.youtube.com/subscription_center?add_user=MaverickMethod     Listen to The Sales Questions PodCast: https://itun.es/i67d3Ry     Listen to The B2B Revenue Leadership Show: https://itunes.apple.com/us/podcast/b2b-revenue-leadership-show/id1174976428?mt=2     Twitter: @briangburns LinkedIn: Brian G. Burns Facebook: Brian Burns

  Try Scratchpad - The fastest way to update salesforce for FREE: https://brianburns.me/Scratchpad Here is a FAQ Video on the Courses: https://youtu.be/0F7imrzjXWs Here is a deep dive into which course is best for you: https://youtu.be/JM_jgS8M-iU https://www.b2bRevenue.com - Get Your Free E-Book on How Companies make Decisions. FAQ: 1 YEAR ACCESS, PAY MONTHLY OR ANNUALLY NOT A SUBSCRIPTION OFFICE HOURS EVERY  OTHER WEEK VIA ZOOM. 1 HOUR GROUP Q&A. UNLIMITED 1-ON-1'S  ARE FREE AS LONG AS THEY CAN BE SHARED IN THE COURSE. 1-ON-1 ARE FULL ACCESS ON DAY ONE - NOTHING IS GATED OR TIME RELEASED. ALL CONTENT IS VIDEO BASED AND SELF PACED I RECOMMEND TAKE COURSE ONCE WITHOUT NOTES OR APPLYING IT SO YOU UNDERSTAND THE BIG PICTURE FIRST. THEN TAKE AND APPLY IT STEP BY STEP. YOU START WHEN YOU WANT AND GO AS FAST OR SLOW AS NEEDED.   Email me additional questions: briangburns@me.com     — SAMPLE EMAIL TO EXPENSE THE COURSE MGR,   I have been listening to the brutal truth about sales podcast for X months and it speaks to the issues we face.   They currently offer a course that includes video instruction, group Q&A and One-on-One coaching. I'm committed to my own personal development and would like your help in expensing the course.   It would pay for itself if I closed only one new deal of $X value.   Please let me know by Friday if I can move forward with this 1 year course.   Thanks, ME ———————————————————————————————————— Audible 30 day Free Trial: http://www.audibletrial.com/BrutalTruth     Check out my YouTube channel and watch my Free Sales/Social Selling Course. https://www.youtube.com/subscription_center?add_user=MaverickMethod       Listen to The Sales Questions PodCast: https://itun.es/i67d3Ry     Listen to The B2B Revenue Leadership Show: https://itunes.apple.com/us/podcast/b2b-revenue-leadership-show/id1174976428?mt=2     Twitter: @briangburns LinkedIn: Brian G. Burns Facebook: Brian Burns

You won't like this episode, friend. We do not break down the path to mastery and elite selling. You won't like the insider peek into a conversation with my great friend Meghann Misiak – founder and CEO at PathToPresidentsClub.com – one of the most talented and competent enterprise sales enablers I know.  Who is Meghann Misiak? (04:04) How to identify skill gaps? (06:23) Can we beef up the business acumen please? (10:22) What is the one skill that has the biggest impact at every stage in the sales process?  (11:37) What Are Your Client's Value Drivers? Meg's exercise. (14:52) It's not about your client's immediate pains & gains. What happens when we play the long game instead? (16:19) Selling While Woman Equal Opportunity Harm-Dishers Across Sales (20:22) Resources mentioned: The 80/20 episode (09:11) Jason Bay episode (early) (19:00) Jeff Bajorek Does Discovery episode (19:00)

Today on Masters of MEDDICC, we welcome Jason Creane to the show.   Jason Creane has never been one to rest on his laurels and that's proven by his impressive sales career spanning over 12 years. First starting out in recruitment after back-packing across Nepal to working his way up the ranks to Regional Vice President at Zscaler, all-the-while achieving extraordinary results and even making President's Club. In this jam-packed episode, Jason shares so many incredible insights. We'll take a dive into his career to date, why he chose to leave a well-known business as a top performing individual contributor and how leadership teams can identify team skills. Be warned - if you like analogies, then you're in for a treat. “…I have an uncomfortable desire to achieve my full potential”[00:13] Introduction to Jason Creane and how he started his career in Sales[06:00] Learning curves within first sales role[12:25] Identifying team skills across the leadership team[16:52] How coach-ability can affect attitude[26:30] Why would a top performing IC leave a well-known company[36:30] What came next in Jason's career [47:55] Building relationships and champions [51:08] Jason's very own MEDDICC Analogy - (Andy approved)[59:12] What is the most important part of MEDDPICC?

This week on Spaghetti on the Wall, Armando sits down with Coleena Zimet. Coleena Zimet wears many hats—wife to the chef and owner of Boucherie and Bourrée, proud St. Andrews Honeybee mother, member of the Junior League and BNI GNO Elite, bridal model and a senior mortgage loan officer. After reaching NOLA Lending's Presidents Club in 2015 and adding “senior” to her title, Zimet forged a reputation in her company for needing the fewest exceptions. Her company is the number one mortgage lender in the city for multiple consecutive years, and her office is the top producer throughout the company, staffed with seasoned loan officers ready to make their clients' goals achievable. Whether working with a first-time homebuyers or a seasoned professional, Zimet knows how to put their needs first. She works with clients with budgets from $50,000 to $2.5 million, providing them with the same excellent level of service no matter their budgets. The top-producing woman in NOLA Lending, Zimet uses work ethic, persistence and sweat equity to provide her clients with the best mortgage loan process. You can find Spaghetti on the Wall on YouTube, Spotify, Apple Podcast, Google Podcasts, Overcast, Breaker, Castbox, Pocket Casts, Radio Public, and Stitcher. If you like the episode please give us a follow and share it with your friends. Leduc Entertainment is a video production company with offices in New Orleans, Atlanta, and Los Angeles. We help business owners and creatives scale their businesses through video marketing. Using YouTube, Facebook, Instagram, TikTok, LinkedIn, and Twitter, we are able to communicate your message, brand, and product in an engaging way. Your business deserves great videos!

Ken Eslick, Founder of Leaders Lab, was interviewed on Mission Matters Business Podcast by Adam Torres. Ken Eslick works with businesses large and small to help them find talent across the country. Throughout his career, he has trained hundreds of sales executives, sales leaders, and operational leaders from all over the US. A lifetime honoree in Who's Who in Business” and winner of multiple Outstanding Achievement and Presidents Club awards, Eslick is also part of a small group of trainers worldwide with The Anthony Robbins Companies, traveling the globe to help people maximize their potential both personally and professionally. Follow Adam on Instagram at https://www.instagram.com/askadamtorres/ for up to date information on book releases and tour schedule.Apply to be interviewed by Adam on our podcast:https://missionmatters.lpages.co/podcastguest/Visit our website:https://missionmatters.com/

Today on Masters of MEDDICC, we welcome Lucy Williams-Jones to the show. Lucy has gained over 20 years of sales experience and is a regional director for Datadog, leading a team of enterprise reps in the UK and Ireland. In this episode, Lucy shares her strategy behind recruitment that leans heavily upon MEDDIC. We discuss desired traits in potential prospects and dissect what sets a good salesperson apart from a great one!  “…I know that I am engineered as a salesperson deep down.” Timestamps:[00:08] Introduction to Lucy Williams Jones [02:09] Background on Lucy[07:24] Criteria for working in a new company[08:33] Misconceptions in Meddicc[09:30] Leaving BMC[12:28] The recruiting process  [13:42] Three traits to look for  [18:43] Learned behavior [20:32] Being open vs being desperate [25:21] Measuring success [31:30] Covid diagnosis[34:21] Personal connections and vested interests[35:52] What have you learned going from individual contributor to leader?[42:22] Underlying talent in addition to MEDDIC[45:05] What is the most important part of MEDDIC[54:54] Using your champion[56:36] Overview of PRV process Key Points:- Three traits to look for when recruiting potential salespeople1. Coachability 2, High EQ3. Affinity for pipelines generation- Remain open and embrace the sales process. Don't try to cut corners and have confidence in your ability- To become a great leader, one must put themselves in the salesperson shoes, set a scene early in the playbook, and be strong during the discovery stage - Those most elite salespersons are seen as consultants

Meet Today's Guest: Jen Coffel Jen Coffel is CEO of Engaging Speakers, a successful business coach, a best-selling author with four books, and a philanthropist. She has been featured on Inc.com, ABC News, and the Chicago Tribune. Jen has been mentored by speaking icons like Jack Canfield, Nick Vujicic, and Sandra Yancey, and has spoken on stage to over 10,000 people. With two decades of business experience, Jen built her first 4 businesses to 6 figures each, all in under a year and all in different industries. She has now helped over a thousand entrepreneurs build their businesses with many reaching 6-figure and 7-figure revenue. In her previous career, she developed the largest team in Illinois for a billion-dollar direct sales company, personally generating over $25 million in sales and raising over $1 million in donations for non-profits. But she is most proud of founding her own international non-profit “Handing Hope” which brings comfort and smiles to children battling cancer in twelve states and three countries around the world. Share with our audience a little bit about who you are. It's been a fun 20-year journey in being an entrepreneur. And I know that there's a lot to share as far as l the backstory but, I started out actually, my background is, I'm an occupational therapist, by degree. My first business was teaching people with disabilities how to drive. And so I started a private practice back in 1999. But it was a really awesome business because I got to do what I love to do, which is to give people freedom. I tried for six years to have kids. And so once we finally had kids, I really wanted to be home with them. So I sold my business. And I thought that what I sold it for would be enough money to get me through the time. While my first baby, she was adopted, and after like five months into having her we got pregnant with twins through IVF. And then the next year we got pregnant by surprise. All these children came and you know, adoption is expensive, IVF is expensive, kids are expensive. So I went through all the money that I had sold the practice for and was broke. I realized if I didn't do something, to be able to get us out of that financial situation, we were just going to be sunk because my husband was also an occupational therapist, and he didn't get any bonuses or things like that. So I had to find a way and I didn't want to go back to working at a business outside of the house. So I started a network marketing business. In that business, I really discovered my love for teaching people about business. I treated my network marketing business as a traditional business in terms of picking a target market really having marketing strategies and focusing on sharing it with friends and family and that sort of thing. I had a lot of success with that business I built it to the largest in the state of Illinois and won their Presidents Club trips multiple times and had a lot of fun with it. In that process, I discovered my love for teaching women how to build businesses and so that led me to start a coaching business and teaching business coaching. I built four businesses at six figures in less than 12 months, all in different industries. And there was a methodology that one of my coaches brought up to me like you have to be using some methodology like to do that. I was able to, with time, really take a reflected look at what am I doing. How am I doing that and then get it out in a way that I could actually teach it and so since then I've taught it to so many people and the results have been amazing. Please share your story about the first time you spoke, and then now, what you're able to do when you get in front of an audience, that is just an incredible journey. So why don't you share with the audience a little bit about how that first experience was? In my first experiences with speaking, I remember just front row looking at specifically one man because he started snoring. And he was in the front row, and I'm sharing and speaking and he's falling asleep. But I remember thinking at that moment I have a lot to learn about this speaking thing. I started learning more about how to do speaking, but it's funny when I look back at where I started, and now running an organization is teaching other entrepreneurs how to use speaking and using that so much in my businesses. When I look back at all the businesses that I've had such growth with, it's really speaking has been the primary strategy, and all of them, that has resulted in the growth that I've experienced and the success I've had. And so I believe it's the best-leveraged marketing strategy that we could use to grow our business. And I highly recommend it to everybody. There's so much more to speaking than getting paid on the front end, it's getting paid on the back end and just giving people a free something or other so then that you can help them and then that could lead to more business. So share about that whole process. It is a really powerful process. And it's different like what you're talking about is a keynote. And you get paid to speak. It's like a company will hire you to come in and do a keynote and pay you for that. I would say the average that somebody that's really out there as a professional speaker, they're making probably 5 to 10 thousand dollars, on average. Of course, there are lots of people that make way more than that. But I would say when you look at the bell curve what can you expect. But then when you look at the way that you can use speaking to grow a business if you have a strategically designed signature talk, which is what I call a signature talk that's really designed around your core business that highlights your expertise in a classy way and attracts your ideal clients. It really does become a revenue-generating machine. And so if that's something that interests you, the first step, to really being able to do that would be to know what your core genius is. And the reason that's important is because you really want to build your business, your core business around your core genius. Your core profits should be really focused on what you're good at. When I say core genius, what I mean by that is whatever your job is. If things are feeling really hard, if your business is feeling really hard if you're wanting to go into the speaking, and that's feeling really hard, it's probably foundationally, that element is missing. You're not super connected to what your core genius is because everything isn't quite working well. There is a lot to sequencing and understanding what is needed to build a successful business around your core genius, what your core businesses. I'm not saying that you don't need support in that, because I would highly recommend that because it's a lot faster path. That's the first place I would be asking myself, do I really know what my core genius is? Is that clear to me? And if not, I would start there. If you're interested in speaking or just building your business in general, I would really encourage any listener to start, like looking at that. Where does one go to get into the speaking world? We talked about core genius and getting your core message and like what is it that you know, what problems do you solve? What results do you bring that's really kind of all wrapped up in your 30-second introduction, which is, I think it's harder to speak for 30 seconds than it is for 30 minutes. You really want to get your core message clear and know the headaches that you solve and the results that you bring in. And that is the first step. The next step is learning that framework of how do I then take that and put it into a talk? How is it different than a keynote? I know there's a tendency to want to be very informational. Like when we are going to go out and speak about our service, or our product or our business, we want to like get into a lot of processes. I always encourage people not to focus on it. Yes, you can be educational, but do that inside a story because stories inspire. And stories are what connect emotionally to people. So if you're going to go out and start speaking, you want to learn how to tell a story because your signature talk should be like 50% of it. So learning how to tell a story, you need to have a character, you might be the character, or when you're doing your signature talk, and you're maybe making one of your powerful principal points, it could be a client story. That's what I recommend using because that's what's going to highlight your expertise in a classy way. That way, you're not promoting yourself, but the listeners being inspired by your expertise by hearing the story of how you've transformed a client's life. Jen's 6 stages of sharing a story Stage 1 – Set the stage. Think about what you want when somebody is hearing you tell the story to be able to envision what it was like, what was normal? And what were things like? Stage 2 – What changed? Everything was normal. And then something occurred. And what was it that occurred, what changed? Stage 3 – What caused the change? What was the trigger that caused that change? Stage 4 – Fight the dragon. That's where the struggle occurs. That's a really interesting part of the story. Stage 5 - Who did you have to become, who did the character have to become as a result of the fight, the challenge. Stage 6 - What's the new normal? That's what you want to take people on in terms of a journey, of a story, and learning how to tell your personal story in that way. Jen's story framework #1 – Working title. This is the overall umbrella results that you bring. #2 – Identify your origin story, personal story. #3 – Share who your talk is for. This talk is for you if…whatever the struggles are the headaches that you solve. #4 – What are they're going to learn in your talk. What are the results that they're going to receive. #5 - Share three powerful principles. Each of those principles is things that your ideal client would need to know, believe, do, or have, in order to get the ultimate result that you bring. #6 - Do a review of your points. #7 - Make an offer or a gift for everybody in the room, that would be potentially an ideal client now or in the future. #8 – End with an offer to have a session with you. Give a limited number. Don't say how long it is. Call it a session. Name a session which is tied to the result that you bring. #9 – Close. Closing story or a quote or something. Jen's Free Gift: I have devoured a book by Jack Canfield, “The Success Principles”. There are 67 principles in his book. I have identified 17 principles out of the 67 that I feel have been the foundational principles that have helped me to be successful in the businesses that I've had. I recorded a video for each one of those principles and have application questions and a digital workbook. Free Gift Link: https://choosetimeandfreedom.com/ibbk-landing-page/ How to connect with Jen: Engaging Speaker's Website: https://engagingspeakers.com/ Jen's Website: https://jencoffel.com/ “I believe speaking is the best leveraged marketing strategy that we could use to grow our business. And I highly recommend it to everybody.” – Jen Coffel