Podcasts about professional selling

Guest: Shannon Gregg   Guest Bio: Shannon J. Gregg, PhD, MBA, is an aficionado of sales technology to increase efficiency in the sales process, and an early adopter and adoption influencer for sales technology systems, particularly Salesforce.com and technology that integrates with the Salesforce platform. Dr. Gregg is the President of Cloud Adoption Solutions, a sales process and Salesforce.com consulting practice, and she also provides keynote talks, consulting and workshops on sales productivity. Her popular book, “It's About Time,” is available now and is being used by sales teams across the country to refocus on what's really important to drive revenue and results. She also instructs the Professional Selling course at Point Park University. She also competes on a jazz dance team for moms.   Key Points: Career Transition to Sales Technology: Shannon started in sales almost by accident, selling software in the nuclear nonproliferation space. She discovered that sales is like choreography, focusing on improving sales processes to help salespeople focus on delighting prospects and customers. Shannon transitioned to sales management and eventually started her own Salesforce.com practice in 2018, which has been successful.   Sales Choreography: Sales is more complex than sports analogies like "at-bats"; it's about choreographed moments where various teams (marketing, sales, etc.) move prospects through the funnel in a coordinated manner. Having a dance background helped her think quickly on her feet, which is a crucial skill in sales, especially when unexpected challenges arise.   Sales Technology: Technology is a tool, not a solution in itself. It should help salespeople do what they do best without overcomplicating things. Sales technology can range from simple tools like phones and Zoom to complex CRMs integrated with other systems. The key to success with sales technology is choosing tools that are easy to use and integrate naturally into the sales process.   Adoption of Technology: Sales technology should be easy to adopt. Sales leaders should ensure the tools don't overwhelm the team with complexity, which could lead to poor usage and frustration. Avoid forcing long training sessions. Instead, show how the tools benefit the individual salesperson by demonstrating their value through real-life examples and role-playing.   Process in Sales: Having a defined sales process is crucial before introducing technology. Sales leaders should first educate themselves on sales processes and how they fit their market. Sales leaders should focus on progress, not perfection, when creating a sales process. The process should evolve based on feedback and performance.   CRM (Client Relationship Management) Tools: A CRM helps sales leaders track where salespeople need coaching and support. CRMs help manage data more efficiently than spreadsheets, providing visibility into the sales pipeline and buyer's journey. CRMs should be customizable to fit the organization's process, but it's important to start with an out-of-the-box version before making customizations.   Getting Salespeople to Use Technology: To encourage salespeople to use a CRM, leaders need to show what's in it for them. Demonstrate how using the system helps them perform better. Rather than pushing lengthy training sessions, involve reluctant salespeople in the design and testing phases of the process to ensure the tool works for them. Reluctant salespeople can be powerful allies in motivating others to adopt the tool once they see its value.   Challenges with Salespeople's Reluctance: Salespeople often resist using CRMs because they see them as time-consuming or invasive. Leaders should address these concerns by focusing on the benefits of CRM usage, such as better organization and visibility of the sales pipeline, and ensuring the tool is user-friendly.   Behavioral Change and Buy-in: Getting salespeople to adopt new systems requires not only clear communication of benefits but also continuous feedback, training, and reinforcement. Real-world examples of success stories, like a salesperson improving their results, can help convince others to embrace the technology.     Guest Links: Salesforce User Adoption in the Age of AI eBook Connect on LinkedIn       About Salesology®: Conversations with Sales Leaders Download your free gift, The Salesology® Vault. The vault is packed full of free gifts from sales leaders, sales experts, marketing gurus and revenue generation experts. Download your free gift, 81 Tools to Grow Your Sales & Your Business Faster, More Easily & More Profitably. Save hours of work tracking down the right prospecting and sales resources and/or digital tools that every business owner and salesperson needs. If you are a business owner or sales manager with an underperforming sales team, let's talk. Click here to schedule a time. Please, subscribe to Salesology®: Conversations with Sales Leaders so that you don't miss a single episode, and while you're at it, won't you take a moment to write a short review and rate our show? It would be greatly appreciated! To learn more about our previous guests, listen to past episodes, and get to know your host, go to https://podcast.gosalesology.com/ and connect on LinkedIn and follow us on Facebook and Instagram and check out our website at https://gosalesology.com/. 

“You can only become a hundredaire, a thousandaire, a millionaire by serving other people. That's a wonderful thing.”Financial freedom isn't about luck—it's about applying proven strategies that have stood the test of time. The key to doubling your income in a year isn't a secret; it's a formula. Prioritize high-value activities, refine your skills, and leverage the power of compounding efforts. Whether it's making twice the sales calls, optimizing your offer, or improving efficiency by just 2% each month, the results add up fast. Success isn't about working harder; it's about working smarter, focusing on the right actions, and continuously improving.Brian Tracy, a legend in personal development and business success, shares his battle-tested methods for wealth-building. He reveals how small, intentional changes—like setting crystal-clear goals, developing high-income skills, and outpacing the competition—can transform your financial trajectory. He also dives into the psychology of success, demonstrating how making a firm decision to become a millionaire sets off a chain reaction of growth, action, and opportunities.Brian Tracy is a world-renowned speaker, entrepreneur, and author of over 96 books, including Goals: How to Get Everything You Want—Faster Than You Ever Thought Possible. With decades of experience in sales, leadership, and success training, he has helped millions of entrepreneurs and professionals unlock their full potential. His insights on goal-setting, productivity, and financial mastery continue to shape the success of top performers worldwide.Learn more & connect:Brian's Website (includes free resources for writing and publishing a book)https://www.briantracy.comGoals: How to Get Everything You Want—Faster Than You Ever Thought Possible – by Brian Tracyhttps://www.amazon.com/Goals-Get-Everything-Want-Faster/dp/1605094110The Art of Closing the Sale: The Key to Making More Money Faster in the World of Professional Selling – by Brian Tracyhttps://www.amazon.com/Art-Closing-Sale-Making-Professional/dp/1400201110Expert action steps:Ask yourself...1. “If I could achieve any one goal in life, which one goal would have the greatest positive impact on my life? What one goal would it be?”2. “What one skill, if I was absolutely excellent at it, would help me to achieve my most important goal?”3. “Who are the most important people in my life and what can I do to spend more time with them?”Visit https://www.eCircleAcademy.com and book a success call with Nicky to take your practice to the next level.

Today, let's delve into Dr. James Kenny's extensive marketing, finance, and sales background within the transportation business! Jim focuses on establishing robust sales systems, keeping consistent and repeatable behaviors within the sales process, addressing business needs over personal rapport, the challenges of maintaining discipline in sales practices, and concentrating on output metrics!  To register for the 2025 TIA Sales Success Summit, go to https://shorturl.at/ONQc4!   About Dr. James Kenny Dr. Kenny taught and researched Strategic Marketing, Professional Selling, Sales Management, and Third-party Logistics. During his twenty-five years at Western Illinois University, he was nominated for Teacher of the Year fourteen times and won three times. He also received the Provost's Award for Teaching Excellence. Additionally, Dr. Kenny has won two Faculty Excellence awards. He has published and presented papers in strategic planning, transportation brokerage, sales management, and professional selling. He earned his Ph.D. from Oklahoma State University. He was a four time recipient of the McAlister Scottish Fellowship for doctoral students. He completed his academic career by winning the American Marketing Association Doctoral Consortium Fellowship at Harvard University. Professionally, Dr. Kenny has supplied consulting services to over 180 firms (Logistics, Private Equity, Software, Insurance, and Financial Services) and trade associations nationwide. A sample of his client list includes UPS Worldwide, FedEx, Trinity Logistics, Allen Lund Company, Landstar, TransCore DAT, Total Quality Logistics, McKinsey & Co., and AT Kearney. Dr. Kenny has served on the Board of Directors of the Warehouse Education Research Council (WERC). He won the 2001 President's Service Award from the Certified Professional Insurance Association (CPIA) for his Marketing Audit Program and the 1996 Outstanding Service Award from the Transportation Intermediaries Association (TIA) for his Consultative Sales Program. Professor Kenny was presented with the 2010 Horizon Award for lifetime service to the Transportation Intermediaries Association (TIA).   Connect with Dr. James LinkedIn: https://www.linkedin.com/in/james-kenny-0a54558/  TIA Education: https://news.tianet.org/tiaire-courses/  

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

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

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

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

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

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

Worried your small practice can't keep up with the larger chains? The good news is as digital marketing rapidly evolves, automation and other cost-effective digital tools can level the playing field. Tucker Worster of HearWorks has successfully leveraged innovative marketing to drive substantial growth in the audiology industry. In this episode, he explains how strategic partnerships, savvy marketing investments, and a focus on patient retention can propel your practice ahead, ensuring you thrive in today's dynamic market. Tucker Worster is the co-founder of HearWorks, a company that provides marketing, automation, and coaching services for hearing healthcare clinics. He has extensive experience managing various aspects of the hearing healthcare market, including multiple buying groups and hearing aid clinics. In this episode, Kevin and Tucker will discuss: - The evolution of HearWorks and its impact on audiology practices - Why transparency is crucial for building a loyal team - Why practice owners must invest in patient retention - Optimizing Google My Business to enhance patient walk-ins - High-impact, low-cost marketing strategies. - Enhancing the patient experience through automation - Adapting to the rapidly changing landscape of digital marketing - How flexibility contributes to a positive work culture - The benefits of audiology mastermind groups  - Emerging trends in audiology marketing - And other topics… Tucker Worster is a co-founder of HearWorks, a company that revolutionizes marketing, automation, and coaching for hearing healthcare clinics. Under his leadership, HearWorks went from struggling to generating $10 million in revenue within three years. The company was recognized on the Inc. 5000 list of America's fastest-growing private companies in 2022 and 2023. Tucker serves on the Ambassador Board at Baylor University's Center for Professional Selling. He has extensive experience managing various aspects of the hearing healthcare market, including multiple buying groups and hearing aid clinics. Currently, Tucker holds ownership stakes in several hearing aid-related enterprises. Connect with Tucker: Tucker's LinkedIn: https://www.linkedin.com/in/tuckerworster  Tucker's Email: tucker@hearworks.com  Resources Mentioned: HearWorks Website: https://hearworks.com The Only Thing: If you're an audiologist and want to grow your practice – we've got a FREE, expert guide to help you achieve your goals. It's called The Only Thing.  This expert guide will show you how to increase new patient calls by 5 to 57 a month, schedule more new patients each week, help more people, and increase revenue. It's the best resource I know for growing your audiology practice. Get your copy for free at http://medpb.com/mastery. 

Author of The Closers (which has sold way over 15 million copies), Ben Gay III is more than a sales legend, he started his career working at Holiday Magic with legends like Napoleon Hill, Zig Ziglar and Earl Nightingale. Ben takes us on a journey of his teenage years as his father taught him the secret to sales and people management, to overcoming sales resistance, to becoming the youngest president of a MLM organization at the age of 27. If you are a sales professional, or a business owner, this is an incredible episode with twists and turns, failures and successes, and the lessons learned, and even a surprise interview with Charles Manson, who obsessed over his own personal copy of How To Win Friends and Influence People. While mentoring at San Quentin State Penitentiary, Ben met Manson by request...when visiting him in his cell, "Charlie" commented on his copy of How To Win Friends..."It's my Bible." Highlights: • The Secret to a great Sales Script • Why Joe Girard and Ali Reda are the most successful cars salesmen in the world • How a young sales rep missed the close • One off sales versus long term relationships • How to make your calendar work for you • The missing secret behind Think and Grow Rich About Ben Gay III: Ben Gay III has been called a living legend in the sales world. After 40+ years in professional selling, he has been the #1 salesperson in every organization in which he has worked. At age 27 he was president of what was then the world's largest direct sales/network marketing company, Holiday Magic. He was personally trained by fellow sales legends J. Douglas Edwards, Dr. Napoleon Hill, Earl Nightingale, William Penn Patrick, Zig Ziglar and many other sales giants. Now one of the most famous, popular and powerful sales trainers in the world, Ben now writes/publishes/produces “The Closers” series of books, a series that is considered to be “The Foundation of Professional Selling” which has sold over 5 million copies. Ben was the founder and is the current Executive Director of The National Association of Professional Salespeople! Ben and his lovely wife Gigi live near Lake Tahoe in the little Northern California town of Placerville, California. Host of Awakened Nation: Brad Szollose   --- Support this podcast: https://podcasters.spotify.com/pod/show/awakenednation/support

Effective sales pros see it all the time. When a salesperson views their job as trying to persuade the buyer to choose their product, the defenses go up. Andy welcomes three outstanding guests, John Westman, an instructor of Professional Selling and Sales Management at Harvard, and also VP of Project Management at Citius Pharmaceuticals. Matt Darrow, CEO of Vivun, and Carlos Nouche, VP at Visualize to discuss shifting from traditional (aka, old, tired, ineffective) sales techniques, which focus on persuasion and closing the deal, to an approach centered on creating mutual success and long-term relationships with buyers. It's about salespeople viewing their role as helping clients achieve their goals, with a focus on outcomes rather than initial sales. They also explore the importance of truly listening to customers, aligning with their objectives, and overhauling compensation models to reflect successful outcomes rather than just sales closures.Listen to the full episode on Apple, Spotify,iHeartRadio and Andy's websiteHost Andy Paul is the expert on modern B2B selling and author of three best-selling, award-winning sales books, including his latest Sell Without Selling Out. Visit andypaul.com to subscribe to his newsletter for even more strategies and tips to accelerate your win rate.

There are good sellers. There are great sellers. There are also some very not great sellers. But even with the majority of salespeople being honest and trustworthy and dedicated to finding solutions to buyer's problems... There is a stigma that is still prevalent in the perception around the profession. Today Andy talks with  John Westman, an instructor of Professional Selling and Sales Management at Harvard, and also VP of Project Management at Citius Pharmaceuticals. Matt Darrow, CEO of Vivun, and Carlos Nouche, VP at Visualize, about how to improve the reputation of sales professionals, emphasizing the shift from persuasion to problem-solving. They discuss integrating buyer feedback, recognizing positive sales behaviors, and the structural issues that create negative perceptions.One of which is the apparent indifference to this issue from organization's top management, and the need for leadership to address and change the current sales culture to better meet buyer expectations.Listen to the full episode on Apple, Spotify,iHeartRadio and Andy's websiteHost Andy Paul is the expert on modern B2B selling and author of three best-selling, award-winning sales books, including his latest Sell Without Selling Out. Visit andypaul.com to subscribe to his newsletter for even more strategies and tips to accelerate your win rate.

Thank you for joining Andy today as he hosts another all-star panel, including John Westman, an instructor of Professional Selling and Sales Management at Harvard, and also VP of Project Management at Citius Pharmaceuticals. Matt Darrow, CEO of Vivun, and Carlos Nouche, VP at Visualize. The conversation begins with the difficult topic of how to reform the perception of sellers. They continue discussing the synergy between sales and sales engineering, the evolution of sales cultures, and the importance of redefining sales practices to prioritize helping buyers achieve their goals, fostering trust, the impact of sales leadership, leveraging sales technology without losing the human touch, and strategies for motivating sales teams towards achievement-driven approaches. 

I recently had the chance to chat with Tim McWeeney, Head ofU.S. Indirect Acquiring and ISO Sales at Ingenico, to reflect on his successfulcareer Journey in payments. This interview, came on the heels of his mostrecent recognition, among ETA's 2024 Honorees of Top Payments SalesProfessionals.Tim's Journey in Payments, spans over two decades with a focus on Sales, Leadership, and strategic partnerships, primarily in the Acquiring space providing Point of Sale product solutions.Tim's early days growing up, began in the town of La Mirada southern California. As a young adult, he spent many years working in the motor carrier transportation industry, where he honed his selling skills, before entering the payments industry.Working with the top equipment providers of our time, Tim's performance at every level of sales and sales management earned him top sales honors and accolades throughout his tenure with respective companies.At the core, Tim is the consummate sales professional disciplined and committed to continuous learning.Here in this episode, he delivers a mini masterclass conveying the “why” behindfour empowering tenets of the professional salesperson.1. Why repetitive practice is essential2. Why one should never assume the customer is “all-powerful”3. Why selling by partnerships is the key to a lasting relationship4. Why it is essential to embrace skepticism and objections during the sales process.This you do not want to miss…and much, much more.Join us on this journey and invite a friend along.Cheers!

  Learn More About Attending the Highest Rated and Most Reviewed Business Workshops On the Planet Hosted by Clay Clark In Tulsa, Oklahoma HERE: https://www.thrivetimeshow.com/business-conferences/   See the Thousands of Success Stories and Millionaires That Clay Clark Has Helped to Produce HERE: https://www.thrivetimeshow.com/testimonials/   Clay Clark Testimonials | "Clay Clark Has Helped Us to Grow from 2 Locations to Now 6 Locations. Clay Has Done a Great Job Helping Us to Navigate Anything That Has to Do with Running the Business, Building the System, the Workflows, to Buy Property." - Charles Colaw (Learn More Charles Colaw and Colaw Fitness Today HERE: www.ColawFitness.com)   Download A Millionaire's Guide to Become Sustainably Rich: A Step-by-Step Guide to Become a Successful Money-Generating and Time-Freedom Creating Business HERE: www.ThrivetimeShow.com/Millionaire   See Thousands of Actual Client Success Stories from Real Clay Clark Clients Today HERE: https://www.thrivetimeshow.com/testimonials/   See Thousands of Case Studies Today HERE:  www.thrivetimeshow.com/does-it-work/  

In this episode, Alay and Nikki discuss:  Getting permission to sell.  Great questions to ask during your sales process.  How … Professional Selling with Nikki Rausch Read More »

Listen in on Cultivation Station as we explore prospecting for new clients! Finding new customers can be a time consuming, and often a frustrating task! Learn some tips & tools from expert Kevin Kuhnen, an instructor at the CSU College of Business - Center for Professional Selling as he shares ideas for prospecting.

The best educators are those who have had success and real-world exposure to their subject matter. Thom Coats is no exception, with his entrance into sales academia after a successful sales career. In this episode of the Campus Series Podcast, Thom, a Professor, and Director of the Center for Professional Selling at Middle Tennessee State University, discusses the way his sales education is grounded in experiential learning and networking, and shares his expansive plans for the future of the Center for Professional Selling. 

Adrian Davis — President & CEO of management consulting firm Whetstone Inc. — contains multitudes. He's an inspirational, thought-provoking speaker, an author, and a trusted advisor to CEOs and sales leaders alike. As a longtime friend of SAMA and frequent presenter at our conferences, Davis's true gift is his passion for storytelling. If you haven't had the pleasure of hearing him speak, you're in for a real treat. On today's blockbuster episode, host Denise Freier, President and CEO of SAMA, welcomes Davis to talk about his new book, “Heroes, Villains, and the Thrill of Professional Selling,” where he applies the hero's journey to real-life examples, captivating stories, and templates to guide sales professionals like you. He also explains how it can be helpful to view different clients and sales environments through the lens of movie genres. So, grab a bowl of popcorn, settle in, and push play!

He is an author and the host of Leadership Talk with Adegoke. He is a Pastor and Happily married with children. He is the owner of 1st Degree Consulting, a Management Consulting firm focusing on areas such as Leadership, Professional Selling and Marketing Skills, Customer Retention, Communication/Interpersonal Skills, Business Etiquette and Business Ethics.   Contact Info: www.1stdegreeconsulting.net Email: gokytola@gmail.com

Sales Growth Tools Mentioned In The Sales Podcast Hire The Best Speaker for your sales meeting or marketing conference Take The CRM Quiz: get a free consultation with me Donate: because you like the show and its no-bullshit approach, and you don't want to buy a book, software, or The Make Every Sale Program. The Sales Agenda: take control of every sales opportunity like a pro. Leadferno: Turn lurkers into leads Founders Card: Get $20,000 in free processing from Stripe, save 15% on Bose, and save on hotels, travel, car rentals, you name it. Send Drunk Emails: ...that get opened and get you paid! Phone Burner: work the phone like a machine so you can be a human when you connect. GUEST INFO: Guest Site: https://www.bitxiacrm.com Buy His Book: “How Not To Fck Up A CRM” Guest LinkedIn: https://www.linkedin.com/in/mmhudlow/ PODCAST INFO: Support The Sales Podcast: https://bit.ly/3JOJ6jC Podcast website: https://www.thesaleswhisperer.com/podcast Apple Podcasts: https://apple.co/3PeYzKL Spotify: https://spoti.fi/2nEwCF8 YouTube: https://www.youtube.com/@TheSalesWhispererWes SUPPORT & CONNECT: Check out the sponsors above; it's the best way to support this podcast Support on Patreon: https://www.patreon.com/TheWes Twitter: https://twitter.com/saleswhisperer Instagram: https://instagram.com/saleswhisperer LinkedIn: https://www.linkedin.com/in/thesaleswhisperer/ Facebook: https://www.facebook.com/thesaleswhisperer Medium: https://medium.com/@saleswhisperer

In this episode of Tech Sales is for Hustlers, we sit down with Chris Wilkey, the Director of the Ball State University Center for Professional Selling. Chris shares his unique journey from starting his own business to working in digital sales and fundraising, before transitioning to his current role at Ball State.An indirect career path can often serve as an aid, rather than a hindrance. In fact, the vast industry of sales and sales education favors those who are able to bring a fresh and unique perspective after navigating their way through a wide range of experiences and positions. In this episode of the Campus Series Podcast, the Director of the Ball State University Center for Professional Selling Chris Wilkey, shares how he has personally seen the benefit of his unique career trajectory before ultimately heading up BSU's Sales Program. Throughout this discussion, Chris delves into the way his previous positions equipped him with both an experienced lens and the ability to work with agility and creativity in the face of unprecedented challenges. 

Selling is actually a small part of a successful sales call. Unlike the sales stereotype of ‘showing up and throwing up', Scott argues that a call should be primarily built upon asking questions and actively listening.  In this episode of the Campus Series Podcast, Director of the KSU Center for Professional Selling and President of the University Sales Center Alliance, Scott Inks advocates for a customer-centric approach to sales, discusses the value of sales education, and delves into the evolving landscape of sales. 

Sales Growth Tools Mentioned In The Sales Podcast Hire The Best Speaker for your sales meeting or marketing conference Take The CRM Quiz: get a free consultation with me Donate: because you like the show and its no-bullshit approach, and you don't want to buy a book, software, or The Make Every Sale Program. The Sales Agenda: take control of every sales opportunity like a pro. Leadferno: Turn lurkers into leads Founders Card: Get $20,000 in free processing from Stripe, save 15% on Bose, and save on hotels, travel, car rentals, you name it. Send Drunk Emails: ...that get opened and get you paid! Phone Burner: work the phone like a machine so you can be a human when you connect. GUEST INFO: Guest Site: https://www.dodcontract.com/ Guest Podcast: https://www.dodcontract.com/blog  Guest LinkedIn: https://www.linkedin.com/in/rickychoward/ PODCAST INFO: Support The Sales Podcast: https://bit.ly/3JOJ6jC Podcast website: https://www.thesaleswhisperer.com/podcast Apple Podcasts: https://apple.co/3PeYzKL Spotify: https://spoti.fi/2nEwCF8 YouTube: https://www.youtube.com/@TheSalesWhispererWes SUPPORT & CONNECT: Check out the sponsors above; it's the best way to support this podcast Support on Patreon: https://www.patreon.com/TheWes Twitter: https://twitter.com/saleswhisperer Instagram: https://instagram.com/saleswhisperer LinkedIn: https://www.linkedin.com/in/thesaleswhisperer/ Facebook: https://www.facebook.com/thesaleswhisperer Medium: https://medium.com/@saleswhisperer YouTube: https://www.youtube.com/thesaleswhispererwes

Welcome to the Same Side Selling podcast and the 350th episode! In this episode, Ian Altman dives into the the importance of optimism, persistence, and effective qualification in professional selling. Ian highlights the pitfalls of solely relying on persistence and emphasizes the need to qualify based on the client's needs, rather than what the seller wants to sell. He introduces the Same Side pitch, client vision pyramid, and Same Side Quadrants as powerful tools for effective qualification. Tune in to discover how proper qualification can transform your sales approach and lead to shorter cycles, increased focus on results, and improved margins.-------Looking for more guidance and support on handling all your B2B sales struggles? You can connect with Ian Altman and learn more about the Same Side Selling Academy through the links below: LinkedinTwitterWebsiteEmail : ian@ianaltman.com

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

Sales Growth Tools Mentioned In The Sales Podcast Hire The Best Speaker for your sales meeting or marketing conference Take The CRM Quiz: get a free consultation with me Donate: Just because you like the show, the no-bullshit approach, and don't want to buy a book, software, or The Make Every Sale Program. The Sales Agenda: take control of every sales opportunity like a pro. Leadferno: Turn lurkers into leads Founders Card: Get $20,000 in free processing from Stripe, save 15% on Bose, and save on hotels, travel, car rentals, you name it. Send Drunk Emails: ...that get opened and get you paid! Phone Burner: work the phone like a machine so you can be a human when you connect. Sendspark: Send video emails that make an impact so you can stand out from the noise. Use promo code SALESWHISPERER to get 33% off for three months GUEST INFO: Guest Site: https://simplynoted.com PODCAST INFO: Support The Sales Podcast: https://bit.ly/3JOJ6jC Podcast website: https://www.thesaleswhisperer.com/podcast Apple Podcasts: https://apple.co/3PeYzKL Spotify: https://spoti.fi/2nEwCF8 YouTube: https://www.youtube.com/@TheSalesWhispererWes SUPPORT & CONNECT: Check out the sponsors above; it's the best way to support this podcast Support on Patreon: https://www.patreon.com/TheWes Twitter: https://twitter.com/saleswhisperer Instagram: https://instagram.com/saleswhisperer LinkedIn: https://www.linkedin.com/in/thesaleswhisperer/ Facebook: https://www.facebook.com/thesaleswhisperer Medium: https://medium.com/@saleswhisperer

Sales Growth Tools Mentioned In The Sales Podcast Hire The Best Speaker for your sales meeting or marketing conference Take The CRM Quiz: get a free consultation with me Donate: Just because you like the show, the no-bullshit approach, and don't want to buy a book, software, or The Make Every Sale Program. The Sales Agenda: take control of every sales opportunity like a pro. Leadferno: Turn lurkers into leads Founders Card: Get $20,000 in free processing from Stripe, save 15% on Bose, and save on hotels, travel, car rentals, you name it. Send Drunk Emails: ...that get opened and get you paid! Phone Burner: work the phone like a machine so you can be a human when you connect. Sendspark: Send video emails that make an impact so you can stand out from the noise. Use promo code SALESWHISPERER to get 33% off for three months GUEST INFO: Guest Site: https://narware.com/ http://BiggerWebinars.com PODCAST INFO: Support The Sales Podcast: https://bit.ly/3JOJ6jC Podcast website: https://www.thesaleswhisperer.com/podcast Apple Podcasts: https://apple.co/3PeYzKL Spotify: https://spoti.fi/2nEwCF8 YouTube: https://www.youtube.com/@TheSalesWhispererWes SUPPORT & CONNECT: Check out the sponsors above; it's the best way to support this podcast Support on Patreon: https://www.patreon.com/TheWes Twitter: https://twitter.com/saleswhisperer Instagram: https://instagram.com/saleswhisperer LinkedIn: https://www.linkedin.com/in/thesaleswhisperer/ Facebook: https://www.facebook.com/thesaleswhisperer Medium: https://medium.com/@saleswhisperer

If you are ready to take control of your own destiny, get ready to hear the conversation with someone who has done exactly that. In this episode, Donald meets with Michael Schill, a former athlete who learned his skills in sales from NYT Bestselling Author and Real Estate mogul, Grant Cardone. Schill is now the founder of his own organization, Full Circle Agency. Listen in as he discusses how he got to where he is today, the lessons he has learned, and how he makes sure he will achieve his goals for the future. Schill's Background He played football for Florida State University, where he learned the discipline it takes to improve - if you don't show up and train, you don't win. Academics were also a huge focus for him - Schill graduated with a BA in Exercise Science from FSU. He received a world class education working with Grant Cardone, training extensively in sales and learning how to solve the problem every product faces: building awareness. A Few of Schill's Core Tips for Success Have a schedule. The only things that go on the schedule are “profit and/or potential profit-producing activities.” Always be “on.” As he puts it, “all the greats have it.” No matter how many people you're speaking to, or what you're speaking to them about, you always represent you. Learn to communicate effectively. If you can learn to get your message across concisely and correctly, this is what can take you to the next level. Of course, in the episode, we go into way more depth on these topics and so much more. You're sure to find yourself inspired to get out there, work hard, and make things happen for yourself. Connect with Mike on Instagram, Twitter and TikTok @mikeschill_ or you can find him on LinkedIn. You can also follow his organization @thefullcircleofficial on Instagram, or reach out on their website, thefullcircle.io. If you want to reach out to Donald, drop him a message on LinkedIn, Tik Tok, and Instagram @donaldckelly. You can also join TSE's space on Circle to talk to Donald and other sellers looking to improve their craft. “Treat [sales] as if you are approaching a game, because when it's all said and done, it is a game. You've gotta train every single day, and if you don't train every single day, you can't expect results.” - Michael Schill Resources The E-Myth by Michael Gerber Sponsorship Offers This episode is brought to you in part by Scratchpad. Scratchpad is the first Revenue Team Workspace specifically designed to adapt to each salesperson's workflow, so you don't have to change your habits. Get Scratchpad free at Scratchpad.com.  This episode is brought to you in part by LinkedIn. The sales landscape is totally changing. You need to adapt to succeed. Deep Sales, a part of the next generation of LinkedIn Sales Navigator, can help you do just that. Check it out yourself and get a 60-day free trial at Linkedin.com/TSE. Credits As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We'd love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.

Leon Baumann is a Senior Account Executive and Client Champion at Dell Technologies. Leon's focus at Dell Technologies and his career are both centered around being a Champion for his Clients. He is a firm believer in investing heavily in himself, as evidenced by the numerous training programs he's taken part in at Wharton, Kellogg, and the Professional Selling and Sales Management program from Harvard. As a result of these efforts, and his relentless pursuit to serve his customers with relationships built on a foundation of trust, he is an Authenticated Client Champion.

Will Blubaugh is a senior Marketing and Finance major and currently serves as the President of Pi Sigma Epsilon (PSE). PSE is the only national and professional coed sales fraternity. Tony Krystofik is a principal lecturer in sales and Director of the Talarico Center for Professional Selling.

Ben Hippeli, MBA, CST is the University of North Florida Sales Professor and Expert Sales Coach. He has delivered record-shattering successes in small start-ups and large multi-billion-dollar companies. That's because building a sales culture in any organization requires content delivery on the frontline for immediate application not in the boardroom. Website: http://mybenchmarktraining.com/

In this episode, learn how small businesses can benefit from collecting and analyzing data to drive revenue success. Tools like CRM can help businesses understand their best prospects, how to target their ICP, and what activities drive conversion. Revenue operations are not just for enterprise-sized organizations! Dr Shannon J. Gregg is the president of Cloud Adoption Solutions, a sales process and Salesforce.com consulting practice, and she also provides keynote talks, consulting and workshops on sales productivity. Her popular book, “It's About Time,” is available now and used by sales teams across the country to refocus on what's important to drive revenue and results. She also instructs the Professional Selling course at Point Park University. Shannon earned her BA from the University of Pittsburgh, her MBA in Management and her PhD in Community Engagement from Point Park University. She also competes on a jazz dance team for moms. Connect with Shannon: https://shannongregg.com/about/ https://cloudadoption.solutions/ https://shannongregg.com/ https://twitter.com/shannonjgregg https://www.linkedin.com/in/shannonjgregg/ ▼ ▼ Connect with Rose Davidson: Website: https://rose-davidson.com/ Buy me a Coffee: https://www.buymeacoffee.com/rosesdavidson Become a patron: https://www.patreon.com/talkingwiththeexperts Leave a Google review: https://g.page/r/CaXk7K3UlEhzEBI/review Leave a review on iTunes: https://podcasts.apple.com/au/podcast/talking-with-the-experts/id1549141963 SUBSCRIBE to YouTube: https://www.youtube.com/channel/UCkM5n5QJhnNAmUiMzii73wQ FOLLOW on SoundCloud: https://soundcloud.com/talking-with-the-experts Give me 15 minutes of your time, and I'll explain how you can start your podcast, https://calendly.com/rose-davidson/podcast-creation-15-minutes. I look forward to hearing from you. #business #entrepreneur #learnpodcasting #podcastepisode #podcastguest #podcasting #podcastinterview #podcastplaylist #podcasts #podcastskills #podcastshow #rosedavidson #smallbusiness #talkingwiththeexperts #video #vodcast

Quite literally the “last protege of Napoleon Hill”, Ben Gay III has been called a living legend in the sales world. After 50+ years in professional selling, he has been the #1 salesperson in every organization in which he has worked. At age 25 he was president of what was then the world's largest direct sales/network marketing company, having been personally trained by fellow sales legends J. Douglas Edwards, Dr. Napoleon Hill, Earl Nightingale, William Penn Patrick, Zig Ziglar and many other sales giants. One of the most famous, popular, and powerful sales trainers in the world, Ben now writes and publishes “The Closers”, a sales training series that is considered to be “The Foundation of Professional Selling.” Ben has been my guest in the past and his episodes are the most listened to and downloaded episodes in the long history of this podcast! We have actually had people tell us that it was like listening to two old friends sitting in front of a fire and just chatting about his mentor Napoleon Hill and everything about sales that you can possibly imagine.  The Last Protege Of Dr. Napoleon Hill In order to be successful, you have to surround yourself with people who are going to help you grow. That's why it's so important to have a mentor and who better than a living sales legend who was mentored by Dr. Napoleon Hill? In this conversation, I will ask him about the origins of his Mentoring Dynamics Program and how it has helped many people achieve their professional goals. Website | LinkedIn | Facebook | The Closers (Special Pricing & Free Shipping)

Leadership Lessons from An Illiterate Mom Interview with lecturer, author and former executive Dr. Majed Yaghi #Leadership #Author #MajedYaghi Hi, and welcome to the show! On today's show I have the pleasure of welcoming marketing lecturer and established author Dr. Majed Yaghi to talk about B2B Marketing, Professional Selling, and how the lesson's he's learnt along the way, can help you build a better, more productive and more profitable business. Recently, Dr. Yaghi retired from a 32-year corporate career that saw him working four of the largest consumer brands in the world, including Shick Razors, Gillette, Kimberly-Clark and Coca-Cola. Dr. Yaghi spent the lion's share of his career at Coca-Cola before retiring as Vice President Global Accounts. Dr. Yahgi holds a Doctorate degree in Organizational Leadership and wrote a thesis titled “The Influence of Toxic Leadership on Employee Commitment and Mediating Role of Organizational Culture”. This work led Dr. Yaghi to teaching B2B Marketing and Professional Selling at the University of North Texas. Dr. Yaghi is also an established and influential author with his first book “Leadership Lessons from An Illiterate Mom” which is a guide to developing great leadership; along with his second book, called “The Toxic Trigon” which outlines the dangers of toxic leaders and destructive environments they create. To learn more about the topics discussed, or to contact Dr. Yaghi directly, click the link below. Disclosure of Material Connection: This is a “sponsored post.” My Future Business is disclosing this in accordance with the Federal Trade Commission's 16 CFR, Part 255: “Guides Concerning the Use of Endorsements and Testimonials in Advertising.”

Listen into this exciting new episode with guests Yale Levey*, Ryan Ponsford* and Scott Farnsworth* as we discuss the world-saving power of family philanthropy!   The beauty of philanthropy is that there's no financial skill you can't learn through it.  We will cover how philanthropy can look very different between families & how the grandparents handle the public image of it (positive or negative) and how philanthropy can bring family members who may not generally have interest in the family business together, simply because of the type of philanthropy they're doing. OUR GUESTS Yale Levey*  Co-Founder and President - Gateway for Good  Yale's professional background and experience originates from the wealth management space.  In that role, he stands out as someone who has ascended to a place of expertise where wealth management intersects philanthropic activities, helping his clients, fellow advisors and youth build philanthropy and giving into their activities and behaviors.  Understanding that true wealth is much more than just dollars and cents, it was this awareness that led Yale to pioneer the formation of one of the country's first holistic wealth consulting firms.  Through his years of intentionally building philanthropy and giving into the work he does for families and business leaders, Yale has led the way in igniting conversations beyond wealth and profitability into a conversation about impact and significance.  He understands that philanthropy and giving is perhaps one of the best tools we have available to reunite a divided world.  Yale is the thought leader and innovator you want in the room when you're looking to design something new that aligns your purpose and passion with profits and impact. Ryan Ponsford*  Co-Founder and Board Chair – Gateway for Good  Ryan's professional background and experience originates in the private banking world.  In that role, as an advisor to affluent families, over time, Ryan saw the challenges and dangers surrounding wealth preservation and wealth accumulation in families and businesses.  He saw that even the best financial planning didn't necessarily lead to happy, functional and successful people, families or businesses.  He came to know that the place planning breaks down is often around communication, trust, purpose, mission and vision.  This realization served as the catalyst that led him to begin focusing on how he could help his clients experience success and continuity not only in terms of financial success, but life success. Scott Farnsworth*  Scott Farnsworth, J.D., is a nationally-recognized speaker, author, and practitioner in the fields of wills, living trusts, tax-free retirement, charitable giving, and values-based estate planning.  Over the years, he has poured his innovation and creativity into a wide range of enterprises designed to connect families, change lives, and inspire clients to preserve and pass on their legacies.  These include Family Heritage International; the Cerus Company; SunBridge, Inc.; Legacy Planning Associates, LLC; Main Street Philanthropy; and Personal Asset Advisors.  Most recently, Scott founded Will & Trust Express because he believes high-quality legal services should be available and affordable for middle-income individuals and families. He has developed tools and processes that simplify the creation of professional-grade living trusts, wills, living wills, and powers of attorney for Florida residents.  In addition to his four decades of professional experience as a will and trust attorney, he was Vice President & Trust Officer at Trustmark National Bank and professor of business law at the University of Southern Mississippi.    Scott has designed and presented hundreds of speeches, seminars, and professional workshops to a wide range of client organizations, and estate planning, financial planning, and philanthropic groups over the past 42 years.  In addition to this collection of essays, he is the author of four other books: Closing the Gap: A Revolutionary Approach to Client Services; Like a Library Burning: Sharing and Saving a Lifetime of Stories; Puzzling Questions for Middle Income Families; and Double Your Sales: An Honest and Authentic Approach to Professional Selling.  He grew up on a small dairy farm in Fruitland, New Mexico, one of thirteen children in a “yours, mine, and ours” family. He earned his undergraduate degree magna cum laude at Brigham Young University in Portuguese and Political Science, with a minor in Philosophy.  He earned his law degree magna cum laude at Brigham Young University Law School, where he was Managing Editor of BYU Law Review and the author of two professionally published legal articles.  Following graduation, he served as Judicial Clerk for Judge Paul H. Roney of the United States Court of Appeals for the Fifth Circuit, who was based in St. Petersburg, Florida.  He and his wife Marcie live in Orlando, Florida.  They are the proud parents of six children and the grandparents of eight grandchildren  -----  *not affiliated with Lincoln Financial Group  Michael Palumbos is a registered representative of Lincoln Financial Advisors Corp. Securities and investment advisory services offered through Lincoln Financial Advisors Corp., a broker/dealer (member SIPC) and registered investment advisor. Insurance offered through Lincoln affiliates and other fine companies. Family Wealth & Legacy, LLC is not an affiliate of Lincoln Financial Advisors Corp. Lincoln Financial Advisors Corp. and its representatives do not provide legal or tax advice. You may want to consult a legal or tax advisor regarding any legal or tax information as it relates to your personal circumstances.  CRN-4559712-031722

Happy Monday, Let's Talk Sales listeners! For this week's episode, we have a returning guest, Dr. Jane Sojka! Dr. Sojka is the Distinguished Teaching Professor of Marketing and Professional Selling at the Lindner College of Business at the University of Cincinnati, and she's won multiple awards and honors for excellence in teaching over the years. With […] The post Skill Rebuilding and Empowerment with Dr. Jane Sojka appeared first on Criteria For Success.

The Law of Vibration is the most important Law of the Universe as it attracts to us what we really want.  Learn how to incorporate the Law of Vibration to increase your profits in professional selling. The Law of Vibration impacts all businesses and relationships. https://www.chezvalerie.us     http://lifemasteryinstitute.com/go/aff.php?p=vahail&w=IYG_EVG_VSL-EM   Scott Rosenbaum recently wrote an article that discusses the new world order of sales professionals.  The old way of casual drop in, not setting appointments and being an order taker are GONE. Ah so insights Scott Rosenbaum https://daily.sevenfifty.com/the-future-of-the-wine-and-spirits-sales-rep-role/   Sign up for an annual subscription- the best $54 deal Kundalini Yoga- This Sikh introduces a kriya to stop our mental fears.  Bob Proctor relates to us that fear comes from doubt and worry - two emotions that cause disease and illness https://youtu.be/ky7vv3PTR5I The kundalini yoga Sikh shares that fear is in our DNA- it can come from our grandparents, our parents, our siblings.  Learn how to kick fear, doubt and worry to the curb. I wanted to provide "male energy" to my virtual kundalini links and this Sikh is the best.. Wine - to highlight Scott Rosenbaum's salient points, the new way of professional selling is to incorporate: Adaptability, Client Understanding, Digital Know-How and Business Savvy. Ah so insights Scott Rosenbaum https://daily.sevenfifty.com/the-future-of-the-wine-and-spirits-sales-rep-role/ www.ahsoinsights.com my new blog ROSE' wines on Sedona Pies website http://sedonapies.com/2021/07/26/that-summer-is-for-rose

Show notes can be found at claysteves.com/podcast  After three decades of "Full Time" marketplace presence and all that comes with it, Tom gets to work with young people and help prepare them for meaningful lives and careers. In 2015 he sold his business and began to teach college students about Professional Sales. Currently, Tom teaches at Metropolitan State University Denver in the Center for Professional Selling. He wakes up thinking about helping launch students toward big lives.  In this convo, we discuss Humble Narcissist, Crap Words, Leadership or Influence, and much more.  Enjoy! 

Becoming a Sales Legend by Writing a Book    – Publish. Promote. Profit. with Rob Kosberg Episode 042 Ben Gay III   Ben Gay III has been called a living legend in the sales world. In his 40+ years of professional selling and sales training, he has been the #1 salesperson in every organization in which he has ever worked . . . and he's a powerful speaker/sales trainer/author to boot! Having started his first business at 14, by age 25 he was the president/CEO of what was then the world's largest Direct Sales/MLM/Network Marketing company. And he was personally trained by fellow sales legends J. Douglas Edwards, Dr. Napoleon Hill, Earl Nightingale, William Penn Patrick, Zig Ziglar, Merle Fraser, Fred Herman, James H. Rucker Jr. and many other sales giants. Now one of the most famous, popular and powerful sales trainers in the world, Ben accepts and conducts just 24 live "The Closers Sales Training" seminars a year and writes/publishes/produces "The Closers" series of books, audios, videos, newsletters, and teletrainings . . . a series that is considered “The Foundation of Professional Selling.” Visit WWW.BFG3.COM for more information. He was the founder and is the current Executive Director of The National Association of Professional Salespeople. Ben and his lovely wife Gigi live in the little Northern California town of Placerville (about halfway between Lake Tahoe and Sacramento - in the foothills of the Sierra Mountains) . . . 8 miles from the very spot where California's gold was first discovered, starting the world-famous California Gold Rush! Listen to this informative Publish. Promote. Profit. episode with Ben Gay III about how Ben became a sales legend by being the only one to answer an ad in a local newspaper.   Here are some of the beneficial topics covered on this week's show: Personal stories of legends Zig Ziglar and Napoleon Hill, and the important lessons offered therein. The role of strong mentors and how beneficial they can be to a successful career in the business world. The power in writing a book and how it can build your name, credibility, and authority. Charles Manson, and the unsavory consequences of using valuable resources for their unintended aim. Confidentiality and how trust in that can foster fruitful relationships. Connect with Ben: Twitter @BenGayIII Facebook facebook.com/BenGayIII LinkedIn linkedin.com/in/bengayiii Links Mentioned: www.bfg3.com www.stores.ebay.com/ronzonebooks.com Guest Contact Info: bfg3@directcon.net Connect with Rob: Website bestsellerpublishing.org Twitter @bspbooks Instagram @bspbooks Facebook facebook.com/bestsellerpub YouTube youtube.com/c/BestSellerPublishingOfficial Learn more about your ad choices. Visit megaphone.fm/adchoices

John welcomes Jen Cullen, VP of Marketing, Patient Advocacy and Professional Selling, to discuss the power of sharing gratitude as leader. How gratitude can be a multiplier for fueling more good work. The value of expressing gratitude as boost to your own emotional well-being.

In this micro-episode of The Beauty Debut Podcast I am sharing my top five selling tips with you. You do not need to be in the beauty industry for these to be relevant. These tips will help you do better and be better ant your craft and I am excited to share them with you today. From creating a personal mantra to getting educated and not caught up in all the noise and drama to outcomes and genuinely enjoying the process. Tune in today to get the “411” on all things sales. What are some of your favorite tips when it comes to selling? Let's keep this conversation going over on Instagram. You can find me @thebeautydebut. Did you love this episode? I would love to hear your thoughts. Head to Apple Podcasts and then rate, review, and subscribe. This way you will get notified once new episode goes live. CONNECT WITH CLAUDIA Instagram: https://www.instagram.com/theclaudiafabian/ LinkedIn:  https://www.linkedin.com/in/claudia-fabian-aa3ba858/ Website: https://thebeautydebut.blubrry.net/

David Mattson, President and CEO of Sandler Training and 6-time Author, talks about his Wall Street Journal and BusinessWeek best-selling book, The Sandler Rules: 49 Timeless Selling Principles and How to Apply Them. This year, to celebrate the 10th anniversary of the book, Dave will revisit each of the original 49 Sandler Rules and give updated takes on their relevance to salespeople and sales leaders. The book is on sale in the Sandler Shop, as well as, the companion books, Sandler Success Principles and The Sandler Rules for Sales Leaders in the Sandler Shop. You can also get the Kindle and Audible versions at Amazon.  It is also available in Spanish here: Reglas Sandler The How to Succeed Podcast is a public and free podcast from Sandler Training, the worldwide leader in sales, management, and customer service training for individuals all the way up to Fortune 500 companies with over 250 locations around the globe. Get The Sandler Rules book and companion video courses for salespeople at: https://shop.sandler.com/  

David Mattson, President and CEO of Sandler Training and 6-time Author, talks about his Wall Street Journal and BusinessWeek best-selling book, The Sandler Rules: 49 Timeless Selling Principles and How to Apply Them. This year, to celebrate the 10th anniversary of the book, Dave will revisit each of the original 49 Sandler Rules and give updated takes on their relevance to salespeople and sales leaders. The book is on sale in the Sandler Shop, as well as, the companion books, Sandler Success Principles and The Sandler Rules for Sales Leaders in the Sandler Shop. You can also get the Kindle and Audible versions at Amazon.  It is also available in Spanish here: Reglas Sandler The How to Succeed Podcast is a public and free podcast from Sandler Training, the worldwide leader in sales, management, and customer service training for individuals all the way up to Fortune 500 companies with over 250 locations around the globe. Get The Sandler Rules book and companion video courses for salespeople at: https://shop.sandler.com/  

Visit The Sales Lab at https://thesaleslab.orgSee our guests' recommendations for books every sales leader needs on their desk at https://thesaleslab.org/reading-listTo listen to The Sales Lab Podcast on your favorite apps, visit https://thesaleslab.simplecast.com/ and select your preferred method of listening.Connect with us on Facebook at https://www.facebook.com/saleslabpodcastConnect with us on Linkedin at https://www.linkedin.com/company/thesaleslabSubscribe to The Sales Lab channel on YouTube at  https://www.youtube.com/channel/UCp703YWbD3-KO73NXUTBI-Q

Visit The Sales Lab at https://thesaleslab.orgSee our guests' recommendations for books every sales leader needs on their desk at https://thesaleslab.org/reading-listTo listen to The Sales Lab Podcast on your favorite apps, visit https://thesaleslab.simplecast.com/ and select your preferred method of listening.Connect with us on Facebook at https://www.facebook.com/saleslabpodcastConnect with us on Linkedin at https://www.linkedin.com/company/thesaleslabSubscribe to The Sales Lab channel on YouTube at  https://www.youtube.com/channel/UCp703YWbD3-KO73NXUTBI-Q

Jake and Mirela are joined by Ryan Helfrick from the Tampa Bay Rowdies and the Tampa Bay Rays. Ryan is a sales professional with a marketing degree in the sports marketing industry. He has also worked with FC Dallas in the MLS and the Tampa Bay Buccaneers in the NFL. Ryan has a deep understanding of how sports intersects with marketing. We'll discuss how businesses can benefit from sports sponsorships. Ryan will also share some of his tips and tricks to succeeding at professional selling.

 Find out the three reasons why business owners struggle with pipeline Hear from Tony how dating is linked to business The importance of being buyer centered Resources/Links: www.tonyhughes.com.au www.tonyhughes.com.au/the-joshua-principle Summary   Tony is an international keynote speaker, best-selling author, leading professional selling educator, award-winning blogger and the most read LinkedIn Author globally on the topic of sales leadership. As an experienced CEO and company director with 35 years of sales and business leadership experience, he is ranked by Top Sales Magazine as the most influential person in professional selling in Asia-Pacific. In this episode of Marketing the Invisible, Tony discussed the future of professional selling, the reason why people struggle with their pipeline and how buyer behavior has impacted the transformation of sales especially from CEO's point and the rest of the business ladder. Check out these episode highlights: 00:45 – Tony Hughes professional background as a coach 01:19 – the ideal client that Tony serves: large B2B sales organization people who have got a top line revenue problem that they need to solve. 01:41 – symptoms his clients experience when trying to solve their revenue problems 02:11 – what ‘missing numbers' is all about, the outcome not the root cause, suffering from a higher turnover of salespeople in their own organization. They'll be struggling with diminishing customer loyalty. 00:07:54 – What to do to sell more? Just amp up what you're doing. Most people are just way too passive. You need to be driving combinations of outreach at the right targeted people. Know what would an ideal customer looks like, how that organization profiles up, targeting the right organizations, and then understand buyer personas and what matters to them. Tweetable Takeaway from this Episode: Transcript: (Note, this was transcribed using a transcription software and may not reflect the exact words used in the podcast) Tom Poland: Hello everyone. A very warm welcome to another edition of Marketing the Invisible. My name is Tom Poland, beaming out to you from on the sand of Little Castaways Beach in Queensland, Australia. Joined today by Tony Hughes. Who is not that far away. Tony, where you're beaming in from? Tony Hughes: I'm in Sydney today. Tom Poland: Sydney. The Big Smoke, the New York of Australia. For those of you don't know Ton, you must have been living under a rock or in a cave. Because he's got 35 years sales leadership experience. He is a bestselling author, is the number one blogger globally on B2B sales. He is so much in demand that he told me before the interview that he really does not want any more clients. Please don't promote me too heavily. So I think if you want evidence of the fact that Tony's stuff actually work you need not look no further than that Tony himself. He is the most read person in LinkedIn on the topic of B2B sales. Tom Poland: Our title today. And Tony thank you so much for giving up your time especially given that you don't actually need or want more clients. Very generous of you to donate to some of the time to help folks. The title is "How to Understand the Future of Professional Selling" as usual we will do that in 7 minutes. Tony, your timer starts now. Question number one is who is your ideal client? Tony Hughes: So my ideal client is a large B2B sales organization.

The concepts of "selling out", code switching, and having to to mask who you are in order to get ahead can be complex for people, especially those who are still attempting to decide what passion and profession to pursue.  In this episode, we decided to have a conversation on the challenges faced when pursuing a profession that expects one to alter or mask who they are. Through our conversation we were able to uncover the different layers, biases, and prejudices that are promoted in some work settings. We questioned, how does one navigate the professional landscape? How can one stay true to their authentic self if they are asked to assimilate into a work culture that doesn't quite match with who they are? We also took the time to  define what professionalism look likes and how race, culture, and gender play a role within the professional working world.