Podcasts about Sales

I've been working with advisors for many years, and I've seen this pattern play out over and over again. Advisors get to a point where their marketing and selling are on point, but as they start to scale, that growth has a way of exposing cracks in the foundation.In this episode, I'm breaking down the most overlooked role inside growing advisory firms: operations. I'll explain why most advisors procrastinate on developing their ops department, how the best operations leaders evolve as you scale, and why doing more of what worked early on as a small team eventually stops working.If you've ever left the office at the end of the day thinking, " Why does this business feel like a prison,” this episode will give you the framework to step out of the chaos, create leverage, and build a firm that fulfills the promises you make—without having everything in the business flow across your desk.3 of the biggest insights from Brad Johnson…#1.) Operations Is the Missing Role in Most Growing FirmsMost advisors don't hit a growth ceiling because of marketing or sales. They stall because the execution of their operations stops working. Without a clear operations leader, the founder becomes the bottleneck and the team gets stuck.#2.) Ops Is Not a Side Project—It Evolves as You ScaleWhat worked as a team of five eventually breaks at fifteen, forty, or seventy-five. Your operations must evolve from task-based delegation into true responsibility, structure, and division leadership as firms grow.#3.) Great Operations Drive Referrals Better Than Any SystemThe most referral-rich firms don't rely on scripts or programs. They remove friction, create remarkable client experiences, and let execution do the selling.SHOW NOTEShttps://bradleyjohnson.com/156FOLLOW BRAD JOHNSON ON SOCIALXInstagramLinkedInFOLLOW DBDL ON SOCIAL:YouTubeTwitterInstagramLinkedInFacebookDISCLOSURE DBDL podcast episode conversations are intended to provide financial advisors with ideas, strategies, concepts and tools that could be incorporated into their business and their life. No statements made in the episode are offered as, and shall not constitute financial, investment, tax or legal advice. Financial professionals are responsible for ensuring implementation of anything discussed related to business is done so in accordance with any and all regulatory, compliance responsibilities and obligations. The Triad member statements reflect their own experience which may not be representative of all Triad Member experiences, and their appearances were not paid for. Triad Wealth Partners, LLC is an SEC Registered Investment Adviser. Please visit Triadwealthpartners.com for more information. Triad Wealth Partners, LLC and Triad Partners, LLC are affiliated companies.See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

Performance mindset coach Emma Murray returns to The Dwayne Kerrigan Podcast to break down why even highly capable people struggle under pressure - and how to fix it.Emma explains that humans are not wired to perform at their best in business, sport, or life - we're wired for survival. When pressure hits, our attention naturally drifts to fear, loss, and outcomes we can't control, pulling us out of the present moment. Through powerful examples from Formula One, golf, sales, leadership, parenting, and elite sport, Emma shows how performance collapses the moment attention leaves the task.Together, Dwayne and Emma unpack the difference between skillset and mindset, why elite performers win through attention regulation, and how “chunking down” - narrowing focus to something small, controllable, and strength-based - restores clarity, confidence, and execution.Episode Highlights:00:00 – Emma opens by explaining why humans are wired for survival, not greatness.01:00 – Dwayne introduces Emma and frames the conversation around skillset, mindset, and attention.03:30 – Emma explains why attention patterns are universal across sport, business, and life.06:00 – Golf example: how attention drifts under pressure and breaks execution.08:30 – Skillset vs mindset explained using the “boxes within boxes” analogy.11:00 – Scott McLaughlin story and consistency through mindset regulation.13:30 – Expectations, execution, and why lowering outcomes is the wrong solution.16:00 – Survival wiring: fear of loss vs fear of missing gain.18:30 – Sales leadership example and why people avoid known next steps.21:00 – Horse riding comeback story and gratitude removing danger thinking.23:30 – Freeze response explained and attention leaving the arena.26:00 – Why leaders can't fix fear with cheerleading or pressure.28:30 – Catching attention drift and recognizing A-game vs B-game signals.31:30 – Small focus strategies for golf, sales, and presentations.34:30 – Breath as the fastest way to regulate attention and mindset.38:30 – Process focus vs outcome focus and competitive advantage.41:30 – Post-execution review introduced: critique over criticism.44:30 – Bonus segment setup: “Chunking Down” as a performance tool.47:30 – Chunking down explained with leadership, sales, and riding examples.Key Takeaways:Humans are wired for survival, not peak performancePressure pulls attention away from the present momentSkillset lives inside mindset — mindset determines deliveryOutcomes and comparison destabilize performanceSmall, controllable focus creates safety and clarityBreath is the fastest way to regulate attentionElite performers anchor attention on process, not resultsPerformance improves when danger is removed from the mindQuotes:“We are not wired to be great in competition or to be great in sales or business, or even a great friend for that matter, or a great parent. We are just wired for survival.” - Emma MurrayBig stuff, big goals, big expectations, small focus.” - Emma Murray“If you are stepping into that moment with your attention on the process, you've already got a massive competitive advantage.” - Emma Murray“Control is an...

Linktree: ⁠⁠https://linktr.ee/Analytic⁠⁠Join The Normandy For Additional Bonus Audio And Visual Content For All Things Nme+! Join Here: ⁠⁠https://ow.ly/msoH50WCu0K⁠⁠In this segment of Notorious Mass Effect, Analytic Dreamz delivers a concise analytical breakdown of Overwatch Season 1 (2026), Blizzard Entertainment's relaunch dropping "Overwatch 2" for a unified title with annual Season-1 cycles. Available on PC (Battle.net, Steam), PS4/5, Xbox One/Series X|S, and Nintendo Switch—with Switch 2 upgrade planned—it launched February 10, 2026, at 11 a.m. PST (2 p.m. EST, 7 p.m. GMT, etc.).The free-to-play title exploded with a Steam peak of 165,651 concurrent players—over 2x the prior 75,608 record—averaging 30,000+ post-launch, ranking #17 on Newzoo (Jan 2026), surpassing Call of Duty, Battlefield 6, and Marvel Rivals.Steam reviews shifted from "Overwhelmingly Negative" (27% positive) toward "Mixed," praising hero influx, content refresh, and resurgence amid minor UI/balance bugs (e.g., Domina laser) fixed by Feb 13.Core 5v5 PvP features payload/control objectives in the "Reign of Talon" year-long arc (6 seasons). Season 1 adds Conquest meta-event (5 weeks: Overwatch vs. Talon factions, 75+ loot boxes, exclusive Echo skins); 5 new heroes (Tank: Domina—photon beam, shield regen; Damage: Emre—burst rifle, Emre—fire fans, burn amp; Support: Mizuki—ricochet blade, Jetpack Cat—permanent flight, biotic projectiles); sub-role passives (e.g., Tank Bruiser crit reduction); Stadium 6v6 mode; 3D UI/lobby; Mythics (Mercy Celestial, Juno Star Shooter, Mei); Hello Kitty crossover (Feb 10–23).Analytic Dreamz unpacks competitive meta disruption from 5-hero drop (10 planned for 2026), rapid dev pipeline (4–5 months/hero), story integration (map damage, cinematics), and roadmap (Season 2: 10th anniversary; Season 3: Japan Night map). This ecosystem reset boosts engagement, narrative immersion, and counters rivals via content velocity.Tune in for strategic takeaways on player retention and genre dominance.Support this podcast at — https://redcircle.com/analytic-dreamz-notorious-mass-effect/exclusive-contentPrivacy & Opt-Out: https://redcircle.com/privacy

Sales doesn't have to feel pushy, awkward, or inauthentic. In fact, according to sales and communication expert Nitya Kirat, great selling has nothing to do with persuasion tactics and everything to do with trust. In this episode, Nitya, CEO of YOSD Consulting, shares why the best salespeople ask the best questions, how to simplify your messaging so people actually understand what you do, and why rushing the sales process is costing you more than you realize. We dive into emotional intelligence, knowing yourself as a seller, overcoming money stories, and creating a consistent sales process that works, even in uncertain economic times. If you've ever said “I hate sales” or struggled to convert great conversations into paying clients, this episode will completely shift how you think about selling. Website: www.yosdconsulting.com LinkedIn: https://www.linkedin.com/in/nityakirat/ YouTube: www.youtube.com/@tinysaleshabits Email: nitya@yosdconsulting.com 00:00 Introduction to the Guest: Nitya Kirat 01:45 Nitya's Background, Career Shift & YOSD Consulting 03:45 Why Sales Feels Uncomfortable (And How to Reframe It) 05:50 Sales as Trust-Building, Not Persuasion 08:05 The Power of Asking Better Questions 10:45 What Actually Makes a Great Sales Meeting 13:00 Rushing the Sales Process & Scarcity Mindset 14:30 Talking Pricing, Proposals & Money Stories 17:00 Emotional Intelligence & Knowing Yourself as a Seller 20:00 Finding the Right Clients & Cultural Fit 24:10 Simplifying Your Message & Avoiding Jargon 27:00 Corporate Speak vs. Clear Communication 31:00 Creating a Consistent Sales Process 33:00 Converting Now, Later or Never 37:00 Serving Before Selling & Authority Positioning 39:00 Winning Virtually & Supporting Clients with AI 41:00 Sales Trends, Technology & Human Connection in 2026 43:15 Keeping It Simple: The Fundamentals Still Win 45:30 Final Thoughts & Where to Connect with Nitya Kirat The Powerful Ladies podcast, hosted by business coach and strategist Kara Duffy features candid conversations with entrepreneurs, creatives, athletes, chefs, writers, scientists, and more. Every Wednesday, new episodes explore what it means to lead with purpose, create with intention, and define success on your own terms. Whether you're growing a business, changing careers, or asking bigger questions, these stories remind you: you're not alone, and you're more powerful than you think. Explore more at thepowerfulladies.com and karaduffy.com. Learn more about your ad choices. Visit podcastchoices.com/adchoices

The CPG Guys are joined in this episode by Joshua Gebhardt CEO & Co-Founder and Brandon Nutter, CTO & Co-Founder of Ampd which connects paid social campaigns to actual sales at retailers, unlocking new, full-funnel targeting capabilities for brands that want to scale CPG sales from Meta and TikTok ads.Follow Joshua Gebhardt on LinkedIn here: https://www.linkedin.com/in/joshuagebhardt/Follow Brandon Nutter on LinkedIn here: https://www.linkedin.com/in/brandonnutter/ Follow Ampd on LinkedIn here: https://www.linkedin.com/company/ampd-ads/ Follow Ampd online here: https://www.ampd.io/This episode is sponsored by Ampd.We ask Joshua & Brandon these questions:What exactly does Ampd exist to do, and why did you and Brandon set off on this journey as co-founders?Where do you see the media world most ripe for disruption? Where are the biggest "old problems" waiting for new solutions?When you look at paid social today, what are some things brands' competitors are doing that should honestly trigger a little FOMO for anyone not keeping up?You've said discovery and commerce engines are fundamentally disconnected—how did we end up here, and why is that such a big problem for CPG brands?Shopper Journey, and touch on a topic that I know energizes you. “Where to Buy” used to be the standard—why doesn't it work anymore in a social-first, mobile-first world?You talk about brands needing to “move at the speed of culture.” What breaks down when teams can't optimize paid social in-flight?How does a one-click shopper journey change conversion behavior compared to traditional paths to purchase?Can you share the details of that creative split-test you ran for one of the world's leading CPG portfolios?You've built a Next Gen MMM specifically for offsite traffic to Amazon—why is that so important, and what did the beverage brand learn when Meta showed an 8x sales contribution in their ad console?How do you address fair and equitable requirements without limiting growth or causing massive headaches for operators?For CPG leaders who feel like paid social isn't delivering retail results, what's the first step they should take—and how can Ampd help?CPG Guys Website: http://CPGguys.comFMCG Guys Website: http://FMCGguys.comSheCOMMERCE Website: https://shecommercepodcast.com/Rhea Raj's Website: http://rhearaj.comLara Raj in Katseye: https://www.katseye.world/DISCLAIMER: The content in this podcast episode is provided for general informational purposes only. By listening to our episode, you understand that no information contained in this episode should be construed as advice from CPGGUYS, LLC or the individual author, hosts, or guests, nor is it intended to be a substitute for research on any subject matter. Reference to any specific product or entity does not constitute an endorsement or recommendation by CPGGUYS, LLC. The views expressed by guests are their own and their appearance on the program does not imply an endorsement of them or any entity they represent.CPGGUYS LLC expressly disclaims any and all liability or responsibility for any direct, indirect, incidental, special, consequential or other damages arising out of any individual's use of, reference to, or inability to use this podcast or the information we presented in this podcast.

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 Here are some student interviews from the courses:      ———————————————————————————————————— Audible 30 day Free Trial: http://www.audibletrial.com/BrutalTruth  

SUBSCRIBE NOW!!!! on iTunes, Google Podcasts, Spotify, Stitcher & Audible. Did Call of Duty Black Ops 7 beat COD Modern Warfare 3 as the worst-selling COD game? Xbox is getting even MORE expensive, and Where Winds Meet is big, weird, and filled with stuff to do!  All this and more on this episode of #PressXtoStart Gamer's Digest  Gaming News: Call of Duty: Black Ops 7 EU Launch Sales Fall Short of Battlefield 6's Launch by 63%  Battlefield 6 Just Had the Best Month of Sales in the U.S. of Any Game in the Last Three Years - IGN  ‘They didn't plan at all': Xbox reportedly warning of yet another potential price increase | VGC - Subscribe to the Channel - Tides of Annihilation: Extended Cut of the New Boss Fight Trailer + New Screenshots - IGN  PlayStation Has Made Over $1 Billion On Steam, Firm Claims | Insider Gaming Ubisoft's Tencent deal goes through | GamesIndustry.biz  Ubisoft Reveals 'Teammates' Playable GenAI Experience as Its CEO Says GenAI Will Transform the Industry Like 3D - WccfTech Quick Hits EXCLUSIVE: Assassin's Creed Black Flag Remake Set to Launch Before March 31 | Insider Gaming Metroid Prime 4: Beyond Demo Now Available At Switch 2 Kiosks (US) | Nintendo Life Naughty Dog's Intergalactic is reportedly skipping The Game Awards and won't release next year | VGC  Ghost of Yotei New Game + mode is live!  What We Been Playing: Sean - BF6 Dj - BF6, Where Winds Meet is big and weird    If you're enjoying the show, please take a moment to rate/review it on whatever service you're using. Every little bit helps!  Want to ask a question, ask us at PressX2start.com/Questions Join/Follow Us: Youtube: Press X To Start TV Twitch: pressxtostarttv Facebook: https://www.facebook.com/pressx2start Twitter: @PressX2S  Instagram: @PressX2Start TikTok: @pressx2start You can find more info about the Press X and who we are at www.PressX2start.com. If you have any questions or just want to tell us how great (or just slightly okay) we're doing or how we can be better, be a friend and reach out and email us at pressxtostartpodcast@gmail.com End music by @MarcoMavy on IG & Twitter Be good to each other, Peace!

Lisa Fennell shares her non-linear career path—from studying police science at a technical college, to restaurant work and administrative roles, to becoming a business analyst and eventually a sales and marketing leader in utility tech. Along the way, she opens up about confidence, mentorship, being “the only woman at the table,” and what it's like building a career without a traditional four-year degree.What you'll hear in this episodeWhat Lisa does todayLisa explains Ping Things and the need for high-resolution, high-density grid data that can actually make it into the hands of data scientists—so utilities can train machine learning algorithms, understand what's happening on the grid, and decide what to do next.“Reflex vs reason”A standout analogy the grid needs both immediate “reflex” at the edge and deeper “reason” centrally. Lisa compares it to touching a hot stove—your reflex pulls your hand back, but your brain learns “don't do that again.” Ping Things supports the “learning” layer.A career journey that didn't follow the typical scriptLisa walks through her path technical college → a mentor encouraging her to rethink shift-work policing → customer service/restaurant leadership → an office role → recognized technical aptitude → business analyst → writing software requirements/specs → utility industry tech roles → sales leadership.Working in a technical field without a four-year degreeLisa talks candidly about how long it took to admit she didn't have a college degree—and how mentorship, opportunity, and her own tenacity shaped her success.Sales in technical spacesLisa describes the gift of translating “engineer language” into “normal language,” the importance of listening more than speaking, and how relationship-building is often the real differentiator.Married to an engineer in the same industryShe and her husband Kevin have traveled together for industry events and customer dinners, and Lisa shares how she brings levity and connection—often with fun icebreakers that instantly melt the room.Proud momentA sweet moment Lisa's dad tells Alexa about her career story (including the no-four-year-degree part), and Lisa shares how meaningful it is to feel that pride from a parent, no matter your age.Not Expert” listener questionKathy, Linda, and Lisa share not-expert perspectives on timing, preparation, and how workplace culture has evolved (and still has a long way to go).Support the show

Send a textIn this episode, I'm sharing what happened when I loosened my grip on how sales were “supposed” to happen and allowed myself to show up differently.I think a lot of us unknowingly force the universe into very specific outcomes. We need clients to come from one offer, one container, one post, one launch. And when that doesn't happen, it starts to feel personal, heavy, and exhausting.This conversation is about what shifts when you stop forcing and start allowing, without disappearing or checking out.Join the Growth Lounge - https://www.brittneyceo.com/growthGet My 7 Figure Guide: https://brittney-ceo.mykajabi.com/offers/fbKnBwSM/checkoutGet my FREE weekly biz babe moves straight to your inboxhttps://view.flodesk.com/pages/624b64b2a15594c239cada7bJoin my Facebook Grouphttps://www.facebook.com/groups/131279237732613Follow me on Ig @brittneyceo for my daily life, hot biz tips, and morehttps://www.instagram.com/brittneyceo/

Paralympic gold medalist and renowned keynote speaker Aaron Phipps, and his high-performance coach, Jon Cooper, pull back the curtain on what it really takes to build elite performance, whether in sport or in sales. From honest conversations during lockdown to transforming adversity into high-level achievement, Aaron and Jon share game-changing lessons on teamwork and breaking through mental barriers. They reveal how stepping out of the "expert" role, embracing vulnerability, and constantly pushing boundaries can impact anyone's performance.  Outline of This Episode 00:00 Power of vulnerability in performance. 03:44 Going further beyond your limits. 07:40 Preparing for pressure proactively. 09:50 Avoiding mental traps in thinking. 14:58 Embracing growth as a coach. 16:25 Push for your best every day. 19:27 The path to gold is rarely straightforward. Vulnerability as the Key to Peak Performance Aaron reflects on the importance of vulnerability, both as an athlete and as a leader. Aaron and John each initially leaned on their expertise, Aaron as a high-level competitor, John as a high-level coach. It was during the unpredictable disruption of COVID that both realized real growth required honest conversations and a willingness to admit when they didn't have all the answers. Elite performance flourishes when people move beyond trying to be the constant expert and instead focus on authentic, open dialogue. This lesson is important for sales leaders too; when teams shed the need to always have the answer, they create environments where vulnerability drives innovation and growth. Unshakable Belief and Defying Expectations Preparing for the Tokyo Paralympic Games, Aaron and John faced a culture of skepticism, but they maintained an unshakable belief in their mission to be the best in the world, keeping their eye on their ambitious goals and not listening to the doubters. This mindset is also critical in sales: keep pushing for greatness, even when the outcome seems distant.  Habits for Sustained Success When it comes to discipline and consistency, you have to master the basics: Optimize Nutrition and Hydration Just as athletes fuel their bodies carefully, sales professionals must prioritize self-care. Preparing meals, staying hydrated, and avoiding the "grab and go" mentality directly impacts day-to-day performance. Establish a Pre-Performance Process Whether it's a routine before a game or a key sales pitch, having a repeatable process can yield a significant boost in execution. Rehearse Relentlessly Practice isn't just for sports. If you don't simulate and rehearse critical moments, you won't deliver your best when it matters. From Imposter Syndrome to Pattern Thinking Mental traps common to both athletes and salespeople include imposter syndrome, catastrophizing, and falling into predictable patterns of thought. Aaron shares his personal battles with self-doubt and the power of expert coaching. John cautions against assuming outcomes based on past experiences and challenges leaders to stay genuinely open to each new situation. Expertise is as much about being confidently reactive as it is about knowing the playbook. Creating High-Performance Cultures At the cutting edge, progress comes from stepping beyond the comfort zone and communicating with your team. Sales leaders have to create cultures that celebrate discomfort and risk-taking, pushing boundaries instead of strictly adhering to what's always worked before. This played out in Aaron's path to gold, deprived of world-class facilities by the pandemic, he and Jon improvised training amidst real-world distractions, such as non-wheelchair-friendly facilities shared with dog walkers. These constraints led to unprecedented performance gains and, ultimately, gold. Sometimes, losing comfort is what ignites greatness. The path to elite performance is rarely linear, and often strewn with unexpected challenges. With the right mindset, those obstacles can become the catalysts for extraordinary success. Connect with Aaron Phipps, MBE, and Jon Cooper Aaron Phipps, MBE on LinkedIn  Jon Cooper on LinkedIn  Connect With Paul Watts  LinkedIn Twitter  Subscribe to SALES REINVENTED Audio Production and ShowNotes by PODCAST FAST TRACK https://www.podcastfasttrack.com

Close Complex Enterprise Deals by Selling the Problem, Not the Product Jen Allen-Knuth breaks down how to win executive deals by anchoring every conversation to a strategic objective and building urgency around cost of inaction. Prospect into the C-suite with a 4-step structure: objective → problem hypothesis → status quo → insight (not a pitch). Run discovery around objectives, obstacles, current approach, and negative consequences—then close with “Is this worth solving?” and “Is this worth solving now?” Multithread by aligning on a one-page problem statement, ghostwriting the buying group invite, surfacing deal friction early, and facilitating consensus in the room. These Courses Will Get You to President's Club:

Here's a question that'll make every salesperson's blood pressure spike: What do you do when your cold call gets an objection in the first five seconds because prospects immediately stereotype you as something you're not? That's the challenge facing Rick VanNess from Albuquerque, New Mexico. Rick co-founded a company that helps healthcare providers collect on older insurance claims (the ones sitting out 45-90 days that billing departments struggle to get paid). His team augments existing billing operations rather than replacing them. But here's the problem: The second Rick mentions what he does, billing directors immediately think "outsourcing" and shut down the conversation. They've either had bad experiences with outsourcing or they're terrified of losing their jobs to a vendor that promises to do it all. If you've ever been stereotyped, dismissed, or written off before you could even explain what you actually do, you know exactly how frustrating this is. And it's costing you deals. The Fatal Mistake: Arguing Instead of Agreeing When a prospect says "We already have billing" or "We don't outsource," most salespeople instinctively go into argument mode. They try to explain how they're different, how they're not really outsourcing, how their service is special. This is exactly the wrong move. Here's the brutal truth: When you argue with a prospect's reflexive response, you're fighting against their primary concern. For a billing director, that concern isn't whether you can help them. It's whether you're going to cost them their job. Think about that for a second. You're calling someone whose entire world revolves around protecting their position, especially in an age where AI and automation are threatening white-collar jobs left and right. Their antenna is already up. They're listening for any reason to say no. So when you argue with their objection, you're actually validating their fear. You're making them dig in deeper. The Power of the Ledge-Disrupt-Ask Framework Instead of arguing, try this: Agree with them. When Rick hears "We already do billing" or "We don't outsource," here's what I told him to say: "That's perfect, because none of my customers do outsourcing. They all have internal billing departments. What we do is complement what they're already doing by picking up the really hard things like collecting on insurance claims that have been sitting for 45 to 90 days and getting them paid faster." Notice what's happening here? You're using the Ledge framework that top performers use to handle objections: Ledge: A simple statement that settles your brain and lowers tension ("That's perfect...") Disrupt: Pattern interrupt that reframes the conversation ("...because none of my customers do outsourcing") Ask: Move toward a meeting ("Wouldn't it make sense for us to take a few minutes to see if this could help you?") You're not fighting them. You're joining them on their side of the table, then pivoting to the real problem you solve. Lead With the Problem, Not Your Solution Here's another critical mistake Rick was making: He was leading with his pricing model ("no risk to you, you don't pay until we collect"). While this might sound like a great selling point to you, to a prospect it sounds like every other too-good-to-be-true pitch they've heard. It creates skepticism rather than interest. Instead, focus obsessively on the problem you solve. For Rick's business, that's the money sitting in accounts receivable that billing departments are too busy to collect. According to industry data, many practices have millions sitting out there at 45+ days. That's pure profit that's not in the business. That's real money being left on the table. When you frame your prospecting messaging around the problem rather than your solution mechanics, you create curiosity and urgency. Save the pricing conversation for when you're actually negotiating an agreement. The Multi-Level Prospecting Strategy One of the most powerful insights from my conversation with Rick was this: Don't limit yourself to just one contact at the organization. Rick was focusing solely on billing directors and managers because they'd at least give him 15 seconds. But there's a better approach. Go bottom-up and top-down simultaneously: Bottom-up: Call claims adjusters and billing clerks. They don't care what you're selling. But they'll tell you exactly what's broken in their organization. Ask questions like "How much money do you have sitting out there over 45 days that you're struggling to collect?" These narrators give you the stories and data points you need. Top-down: Use that intelligence to reach the CFO. Now you're not pitching a service. You're providing insight about their business: "I spoke with your team and discovered you have $5 million in receivables sitting at 45+ days. Here's how we help organizations like yours collect 80% of that money 40% faster." Middle-out: Armed with data from below and endorsement from above, the billing director conversation becomes completely different. You're not a threat. You're a resource. This is straight from the Sales EQ playbook: Read the room, understand everyone's motivations, and position yourself as the person who makes everyone's life better, not worse. Stand in Their Shoes The breakthrough moment in any prospecting challenge comes when you stop thinking about your message from your perspective and start viewing the world through your prospect's lens. When you call a billing director, their number one job is to protect their position. When you call a CFO, their primary concern is whether this conversation is worth their time. When you call someone lower in the organization, they're just trying to get through their day without more headaches. Your job isn't to convince them you're different. Your job is to meet them where they are, validate their concerns, and then show them how what you do makes their specific situation better. That's how you stop getting objections and start closing. The Bottom Line Stop fighting your prospects' reflexive objections. When they say "We already have that" or "We don't need outsourcing," the worst thing you can do is argue with them. Instead, agree with them. Everyone you work with already has that. Then pivot to the gap you fill and the problem you solve. Save your solution mechanics for later. Lead with problems, not pricing. And remember: The best salespeople aren't the ones who argue the hardest. They're the ones who listen the deepest and position themselves on the same side of the table as their prospects. That's how you break through buyer resistance. That's how you build trust. And that's how you win deals others walk away from. Want to master the art of breaking through buyer resistance? Join us at Outbound 2026 in Las Vegas this November, where we'll be diving deep into strategies for overcoming objections, building rapport, and closing more deals. Learn more and grab your ticket at salesgravy.com/live.

If you can't sell, you don't have a business. It's that simple. In this episode of the Wealthy & Well-Known Podcast, Rory and AJ Vaden pull back the curtain on one of the biggest scaling mistakes founders make: outsourcing sales too early — or worse, without a documented process. If you've ever thought: "I'm the only one who can close." "Sales is the first thing I need to delegate." "If our product is good enough, it should sell itself." This episode will challenge everything you believe about revenue growth. You'll discover: Why sales should be the last thing a founder lets go of — not the first How to know when it's actually time to hire sales support The real reason top sales hires fail inside growing companies Why a consistent sales process always precedes consistent revenue How to use call recordings (and AI) to build a repeatable, scalable system The mindset shift from persuasion to collaboration Why "maybe" is the most dangerous outcome in sales Rory and AJ break down the exact philosophy that helped them build multiple eight-figure businesses — and why they still recommit to sales when growth slows. This isn't theory. This is what keeps companies alive. If you want to scale your revenue without becoming the bottleneck… If you want a sales team that performs like professionals… If you want predictable income instead of unpredictable months… Then this is a must-listen. Because revenue doesn't grow by accident. It grows by design. And sales is the heartbeat.

Ever wondered why AI isn't the magic bullet for your messaging?  Most people jump into ChatGPT or Gemini expecting it will fix their copy, sales page, or launch strategy—only to find they're amplifying what's already broken.  I saw this firsthand when my daughter came home upset over a silly granola‐bar comment. Instead of a generic pep talk, I mirrored exactly how she felt—embarrassed, judged, stuck. In that moment she felt heard. That's relevancy. AI alone won't give you that.  Today on the podcast, I'm busting the "generalized AI trap" and showing you how to use AI to amplify gold—not scrap. Listen in and discover:  • Why your shiny new AI is just speeding up bad messaging  • The one mindset shift you must make before typing a single prompt  • How speaking with laser‐focused relevancy stops scrolls and sparks sales  • A 30-minute "Launch Messaging" system to churn out every email, script, and ad  • The three ways you can approach AI (and which one wins every time)  If you're done with faster "fail" content and ready for AI that actually moves the needle, this episode is for you.  Did you enjoy this episode? I'd love it if you'd share it on Instagram and tag me @iambrandonlucero! Thank you for supporting the show.   Find me on: IG: @iambrandonlucero Facebook: https://www.facebook.com/IAmBrandonLucero  Website: https://www.brandonlucero.com 

What you'll learn in this episode:● Why most sales objections are surface-level distortions● How to challenge cause-and-effect statements without being confrontational● The power of asking “According to whom?” in value-based objections● How to uncover hidden fears behind pricing resistance● The lead-benefit-benefit framework for ethical influence● How pace-pace-bind gives prospects ownership of the decision● Why clarity beats pressure in every sales conversation● How the brain filters 11.2 million bits of data down to 40–50—and how to guide that focus To find out more about Dan Rochon and the CPI Community, you can check these links:Website: No Broke MonthsPodcast: No Broke Months for Salespeople PodcastInstagram: @donrochonxFacebook: Dan RochonLinkedIn: Dan RochonTeach to Sell Preorder: Teach to Sell: Why Top Performers Never Sell – And What They Do Instead

If your coaching sales feel chaotic, reactive, or inconsistent — this episode breaks down how to build a structured sales system that actually scales. In this conversation with Sales Transformation Consultant Shad Tidler, we unpack how to move from unpredictable revenue to intentional, replicable growth — without adding more complexity. Most coaches don't have a sales problem. They have a structure problem. In this episode, you'll learn: Why mindset is the first barrier to scaling sales • The difference between “doing sales” and building a sales system • Where leaders unintentionally sabotage growth • How to simplify your sales process so it actually gets used • What metrics truly matter for sustainable revenue • How to shift from reactive selling to strategic growth Growth isn't about doing more. It's about installing systems that scale.

How much business are you leaving on the table by not following up consistently? It's a question that comes up in nearly every sales conversation I have. The secret sauce to growing your business is productivity. The more productive you are, the more consistent your follow-up, and the faster your pipeline grows. That's where AI — especially ChatGPT — can help. ✅ 1. Ask it to write a 3-email follow-up sequence for your leads. ✅ 2. After every call, have it summarize your notes and action items with deadlines. ✅ 3. When following up with value, have it summarize an article into 2–3 insights your client would find useful. AI won't replace your authenticity — it amplifies it.

In this episode, Aaron Rissler shares his journey from IC to VP of Sales at Buyer's Edge Platform, revealing the lessons, strategies, and leadership insights he's learned along the way to build high-performing teams, navigate corporate politics, and level up at every stage of a sales career. Check out more free content and get coaching at ⁠⁠⁠⁠⁠⁠⁠⁠⁠https://outboundsquad.com.⁠

If selling feels uncomfortable, draining, or easy to avoid, this episode may shift everything for you. In this episode, Cait breaks down how avoidant attachment commonly appears in the sales process, from deprioritizing money-making activities to ghosting leads who didn't immediately say yes. She explains why avoiding sales doesn't keep you safe. It actually disconnects you from your mission, your community, and the impact you're here to make. Most importantly, she offers a grounded, practical reframe for healing this pattern: prioritizing sales as a daily, embodied practice, not a performance. Tune in to hear: What avoidant attachment looks like in sales and business How avoidance shows up as "not showing up" (subtly and overtly) Why sales activities often fall to the bottom of your to-do list How fear of rejection fuels follow-up avoidance Why sales are the lifeblood of your business (and your mission) Simple ways to re-center needle-moving sales actions in your daily flow How healing avoidance creates more safety, consistency, and cash flow If this episode resonates with you, don't forget to share it to your stories and tag @themillionairemother, or leave a 5-star rating and review on Apple Podcasts-it helps more mamas find this show.

In the 8 AM Hour: Larry O’Connor and Cassie Smedile discussed: WMAL GUEST 8:05 AM - INTERVIEW - MD. DEL. MARK FISHER - member of the Maryland Freedom Caucus and represents District 27C in the Maryland House of Delegates, which covers parts of Calvert County. TOPIC: SHOCKING: Woman Testifies: Shut Down TPUSA Club, Send Conservative Students to Child Protective Services Nancy Krause in Calvert County, Maryland reported students to Child Protective Services because they started a Turning Point USA Club America (TPUSA) chapter. Man, 18, shot in head, pregnant woman stabbed 70 times — how Facebook Marketplace deals are turning deadly Trump: Ocasio-Cortez at Munich conference ‘not a good look’ DHS shutdown has no clear off-ramp Where to find more about WMAL's morning show: Follow the Show Podcasts on Apple podcasts, Audible and Spotify. Follow WMAL's "O'Connor and Company" on X: @WMALDC, @LarryOConnor, @Jgunlock, @patricepinkfile, @CMSmedile and @heatherhunterdc. Facebook: WMALDC and Larry O'Connor Instagram: WMALDC Show Website: https://www.wmal.com/oconnor-company/ How to listen live weekdays from 5 to 9 AM: https://www.wmal.com/listenlive/ Episode: Tuesday, February 17, 2026 / 8 AM Hour See omnystudio.com/listener for privacy information.

Sales reps earn great money, but never build stability because spending rises with income. In this episode, Brandon breaks down the hidden patterns that keep high performers living paycheck to paycheck — from lifestyle creep to treating commission like salary.You'll learn why wealth is optionality, how financial stress impacts selling behavior, and the simple rules that help reps build reserves, confidence, and long-term freedom. If you want your sales career to create wealth, not just income, this episode is the wake-up call.

In this episode of the Millionaire Car Salesman Podcast, LA Williams sits down with high-performing automotive leader and new Dealer Synergy team member, Alyssa Bragg, to break down what truly separates average salespeople from elite earners in today's dealership environment! "Emotional intelligence is the most important part of selling anything." This conversation goes beyond basic sales tactics. It dives into the role of emotional intelligence in automotive sales, why process discipline protects gross profit, and how top performers consistently win, even in competitive markets! Alyssa shares perspective from her journey through multiple roles inside the dealership, offering insights on leadership, mindset, and building long-term success in a results-driven industry. "If you have a customer that's coming in and they're having their first baby and they're all excited for it, you better get your ass up and be excited too." They also explore what it really takes to stand out in automotive retail in 2026 and beyond, from understanding customer psychology to maintaining control of the sales process while still building authentic relationships! If you're a car salesperson, BDC professional, manager, or dealer looking to increase income, improve leadership, and strengthen dealership performance, this episode will challenge the way you think about selling, and what it actually means to win in automotive. Tune in and discover why emotional intelligence might be the most overlooked competitive advantage in the car business!   Key Takeaways: ✅ Emotional Intelligence: Understanding and fulfilling customer needs are crucial for building long-lasting relationships and boosting sales. ✅ Adhering to Processes: Following structured sales processes not only sustains high gross profits but also enhances the customer experience. ✅ Mentorship and Leadership: Having strong mentors and assuming leadership roles can significantly accelerate personal and professional growth. ✅ Finance Management: Excelling in finance requires breaking down customer barriers and presenting value-driven products effectively. ✅ Diverse Background Impact: Various personal and professional experiences enrich one's approach to sales and management, empowering success in the field.   About Alyssa Bragg Alyssa Bragg is a seasoned professional in the automotive industry with over a decade of experience. She began her career as a BDC representative at a Toyota dealership in Pennsylvania, quickly rising through the ranks to become a successful car salesperson. After demonstrating exceptional sales ability, selling 26 cars in her first month on the floor, she transitioned to finance management and has since held various leadership positions, including New Car Sales Manager. Currently, Alyssa oversees the outsourced BDC at Dealer Synergy, leveraging her extensive experience to drive success and innovation within the organization. About LA Williams Known as "The Blind Master," LA Williams is the Vice President of Dealer Synergy. Despite his visual impairment, LA has excelled in the automotive industry, demonstrating remarkable leadership and communication skills. He is a prolific speaker, trainer, and co-host of the Millionaire Car Salesman podcast, where he brings a unique perspective to the world of automotive sales. Don't miss out on LA's NADA Session on Feb. 5th at 12:30 PM PST in Las Vegas!     Millionaire Insights: Rising in the Automotive Industry One Sale at a Time Key Takeaways Embrace Emotional Intelligence: Mastering the art of emotional intelligence can transform sales experiences and lead to higher success in the automotive industry. Build Wealth Through Process and Support: Following a structured sales process and seeking mentorship paves the way for personal and financial growth. Women in Leadership: Despite being male-dominated, the automotive industry offers significant growth opportunities for women, supported by resilience and mentorship. Unlocking the Power of Emotional Intelligence in Automotive Sales In the fast-paced world of automotive sales, emotional intelligence plays a pivotal role in setting top performers apart from the rest. As LA Williams stressed in the podcast, the ability to read customers, understand their needs, and empathize with their excitement or concerns can make all the difference. Alyssa Bragg exemplifies this concept, noting, "If you have a customer that's coming in and they're having their first baby and they're all excited for it, you better get your ass up and be excited too. Like you're part of the family." This ability to identify and manage both personal emotions and the emotions of others allows salespeople to create lasting relationships with clients. It not only improves the client's experience but often leads to higher customer satisfaction and retention. Bragg underscores the importance of active listening and connecting with customers on a personal level, which are integral to effective emotional intelligence. This is what transforms a typical sales transaction into a trusted relationship, ultimately increasing sales and boosting overall dealership performance. In broader terms, adopting emotional intelligence across a dealership can change the culture and enhance team performance. It fosters a supportive environment where team members can thrive, leveraging each other's strengths and learning from shared experiences. Process, Perseverance, and Wealth-Building Strategies Bragg's journey from a BDC representative to managing a broad spectrum of automotive roles showcases the transformative power of perseverance and process adherence. This consistent application of learned procedures is fundamental in the path from ordinary salesman to an industry leader. "Follow the process that you have in place…if there's a breakdown in that process, there's going to be a breakdown in your sale," Bragg explains. A crucial aspect of building wealth in the automotive world is understanding and executing a dealership's sales process meticulously. From the initial meet and greet to a comprehensive needs analysis, every step matters. LA Williams discussed the importance of discipline, reminding listeners that the dealership environment can expose flaws just as quickly as it rewards achievements. This points to the necessity of maintaining a disciplined approach to consistently achieve sales targets and personal financial goals. Moreover, seeking mentorship and guidance from more experienced colleagues can be crucial in overcoming industry challenges. As Bragg conveys, the affirmation and coaching from her peers propelled her to realize her full potential. This aspect of shared learning and communal support is integral in cultivating a culture of growth, highlighting the significant role it plays in both individual and team success within the automotive industry. Navigating the Challenges and Opportunities for Women in Automotive Leadership Although the automotive industry remains predominantly male, there are profound opportunities for women who choose to navigate its challenges with resilience and ambition. Alyssa Bragg has successfully transcended traditional barriers, moving from sales into leadership roles. Her story serves as an inspiration and a testament to overcoming skepticism through determination and skill. Bragg shares her experiences frankly, recognizing both the challenges and the burgeoning opportunities: "The instinct is…that women don't know how to sell, women don't know how to run a business. But we do. We do. And we're so hungry and so eager to learn." This hunger translates into tenacity and resilience, qualities that allow women to persevere despite the skepticism they may encounter. Moreover, Bragg emphasizes the importance of perseverance and mentorship in overcoming these barriers. She encourages women in the field to "find yourself a mentor and just keep your head up and keep moving through," which highlights the critical role that strong professional networks and mentorship can play in navigating and overcoming industry challenges. By sharing experiences and seeking guidance, women can continue to climb the ranks within this dynamic field, shaping the future of automotive leadership. The lessons from the Millionaire Car Salesman podcast offer a well-rounded view of what it takes to succeed in the automotive industry. Emotional intelligence stands out as a vital skill to nurture connections with clients and colleagues alike. Bragg's advocacy for a steadfast focus on process and her testimony to the financial possibilities available to dedicated individuals exemplify the pathway to wealth and growth. Meanwhile, her tenacity as a woman navigating the male-dominated industry underscores the transformational possibilities present in embracing mentorship and resilience. These stories and strategies offer not just insights, but actionable advice for anyone wishing to excel in this vibrant industry.     Resources + Our Proud Sponsors: ➼ The Millionaire Car Salesman Facebook Group: Join the #1 Automotive Sales Mastermind Facebook Group with over 29,000 automotive professionals worldwide. The Millionaire Car Salesman Facebook Group is the go-to community for car salespeople, BDC agents, sales managers, general managers, and dealer principals looking to increase performance, income, and leadership skills. Inside the group, members collaborate daily on automotive sales strategies, lead handling, phone scripts, closing techniques, CRM best practices, dealership leadership, and accountability systems. Learn directly from top automotive trainers, industry mentors, and high-performing sales leaders who are actively winning in today's market. If you're serious about growing your automotive career, increasing car sales, and building long-term success, join The Millionaire Car Salesman Facebook Group today! ➼ Dealer Synergy: Dealer Synergy is the automotive industry's #1 Sales Training, Consulting, and Accountability Firm, with over 20 years of proven dealership success nationwide. We specialize in helping car dealerships increase sales, improve processes, and build high-performing Sales, Internet, and BDC departments from the ground up. Our expertise includes automotive phone scripts, rebuttals, CRM action plans, lead handling strategies, BDC workflows, Internet sales processes, management training, and accountability systems. Dealer Synergy partners directly with dealership leadership to align people, process, and technology, ensuring consistent results and scalable growth. From independent dealers to large dealer groups and OEM partnerships, Dealer Synergy delivers measurable performance improvements, stronger teams, and sustainable profitability. ➼ Bradley On Demand: Bradley On Demand is the automotive industry's most advanced interactive training, tracking, testing, and certification platform for car dealerships — built to develop top-performing teams across Sales, Internet Sales, BDC, CRM, Phone Skills, Leadership, and Management. In addition to LIVE virtual automotive training classes and a library of 9,000+ on-demand dealership training modules, Bradley On Demand now includes AI Phone Roleplaying and Coaching to help salespeople and BDC agents practice real dealership conversations before they ever get on the phone with customers. This AI-powered roleplay technology strengthens phone scripts, objection handling, appointment setting, lead follow-up, and closing skills, while providing measurable coaching feedback for continuous improvement. Bradley On Demand empowers dealerships to train faster, coach smarter, improve call performance, increase closing ratios, and sell more cars more profitably — all through structured, trackable, modern automotive training.  

Your business can be growing — and still getting weaker. Revenue rises, but margins thin, cash tightens, and valuation quietly slips without triggering alarms. Many founder-led companies mistake pressure for progress. Sales close. Operations stay busy. Revenue posts. But inefficiency compounds underneath — changing the economics of the business long before it shows up as a visible problem. Growth doesn't fail loudly. It erodes leverage quietly — through operational drag, delayed decisions, and cost structures that harden as volume increases. By the time leaders are forced to react, the correction is far more expensive — in EBITDA, flexibility, and valuation. Doug C. Brown is joined by Bill Bither, a founder who has built and scaled manufacturing technology businesses through multiple growth cycles, to expose where efficiency breaks first — and why ignoring it during growth permanently changes the math of the company. Learn more about your ad choices. Visit megaphone.fm/adchoices

I'm continuing my exploration of a hard truth many leaders of analytics software companies run into: deals don't stall because the tech is weak. Instead, they stall because prospects can't see the value soon enough or the risk of changing the status quo is too high. This is often a product problem, not a sales one, and obtaining Flow-of-Work Alignment (FOWA) may help you start closing more evals and deals. So what is FOWA? The idea is simple, but demanding: stop showcasing features and start designing experiences that fit into how customers already do their work, create value, and add delight when your product is added into the loop.  Getting to FOWA means tailoring demos with realistic, industry-specific data, reducing mental translation, and minimizing behavior change. In this scenario, improvements become small, testable bets tied to outcomes, not feature checklists. UX and usability are not cosmetic; they should shape trust, adoption, and buyability.  When prospects can clearly see themselves succeeding with your product, value feels obvious, evals progress, and deals close.  Highlights/ Skip to: Steps to implementing Flow-of-Work Alignment (FOWA):  Tailor your demo or POC to map to the prospects' world and their workflow (1:53) Treat product improvements as bets that have to be tested so that observable outcomes are what you're holding your product team accountable for (3:57) Reducing perceived behavior change (6:39) Realize that your product's visual design are likely impacting your product's clarity and its desirability (12:29)  Aligning your sales and product teams around customer outcomes and not feature gaps (18:03) Why you might think FOWA won't work for your product—and how to reframe those objections (24:22)

Shoot us a Text.Episode #1271: January sales slid as winter storms and shrinking EV credits cooled demand. Ford's battery pullback shows how policy whiplash hits jobs fast. Amazon is going all-in on its own AI shopping agent.According to the latest NADA Market Beat: January sales came in at a 14.85M SAAR, down 4.1% year-over-year and the lowest January pace since 2024Severe winter storms affected store traffic late in the month, while EV share dipped and hybrids continued to shine.Incentives averaged $3,335 per unit (+5.6% YoY, -5.5% vs. December), landing at 6.6% of MSRP—still well below the pre-pandemic ~10% norm.Translation: OEMs and dealers still have discounting headroom if demand needs a boost.BEV share fell to 6.6% (-1.9 pts YoY) amid the absence of federal EV tax credits.Hybrids are humming right along as they climbed to a 12.6% share (+0.5 pts YoY), continuing their steady momentum.Inventory at 2.53M units, down 9.2% YoY; expected to hover there through the first half before building later in the year.NADA is forecasting a 16m SAARFord's abrupt exit from its battery JV with SK On has left 1,600 Kentucky workers jobless just months after production began. While locals are pointing fingers at Ford, the unraveling of EV tax credits and shifting policy winds added serious pressure to an already cooling EV market.Ford scrapped its multibillion-dollar SK On partnership just four months after batteries started rolling off the line in Kentucky, cutting 1,600 jobs.The elimination of the $7,500 federal EV tax credit and relaxed CAFE standards cooled demand, with Ford admitting “the operating reality has changed.”Kentucky Governor Andy Beshear blamed federal policy, saying 1,600 workers lost jobs “solely because” EV credits were eliminated.Workers like Joe Morgan say Ford misread the market, with one employee adding, “At the end of the day, whatever the government policy would be, the company made the decision.”The plant will remain open under full Ford control, pivoting to battery storage production with about 2,100 jobs—well short of the 5,000 originally promised.As AI shopping agents multiply, Amazon is betting customers will skip the middleman and stick with the retailer they already trust. CEO Andy Jassy says in-house AI will win on experience, accuracy, and loyalty—even as AI-driven retail traffic surges nearly 700% year over year.Amazon argues shoppers want four things: broad selection, low prices, fast delivery, and trust—and Jassy says retailers outperform “horizontal agents” on delivering all four.AI-driven referral traffic to retailers jumped 693% year over year during the 2025 holiday season, signaling rapid adoption of third-party tools.Jassy criticized horizontal agents, saying they lack shopJoin Paul J Daly and Kyle Mountsier every morning for the Automotive State of the Union podcast as they connect the dots across car dealerships, retail trends, emerging tech like AI, and cultural shifts—bringing clarity, speed, and people-first insight to automotive leaders navigating a rapidly changing industry.Get the Daily Push Back email at https://www.asotu.com/ JOIN the conversation on LinkedIn at: https://www.linkedin.com/company/asotu/

It's the most wonderful day of the year! The DYC Team gathered with some of the best in the industry this past Monday for National OSC Day to celebrate and reflect on all the ways our Online Sales teams make an impact on their builders and the industry overall. Listen in to hear insights, encouragement, and recognition from some of the best Online and Onsite pros in our industry, celebrating all you do from the Online Sales seat to keep buyers excited and engaged. Key Moments & TakeawaysThe Evolution of Online Sales - Mike Lyon reflects on how the role has evolved from a flexible add-on to a critical piece of the buyer journey, and what hasn't changed: the human element.Why Online Sales Work Matters So Much - Lena Burgin, Online Sales Consultant at Level Homes and last year's National's Rookie of the Year, shares what makes the role meaningful: the opportunity to help people navigate one of the biggest seasons of their lives, every single day.The Onsite-Online Partnership in Action - Sydney Palmer, Onsite Sales Consultant at Tilson Homes and nominee for Rookie Salesperson of the Year at Nationals, explains how strong OSC relationships directly impact sales success – keeping buyers informed, excited, and confident.Setting the Stage for the Entire Customer Journey - Cassy Williamson, Sales Trainer at Impact EightyEight and author of Unapologetic, reminds us that OSCs often create the first impression – holding the customer's hand without stepping on toes and proving that when teams work together, everyone wins.The Unseen Work Behind the Scenes - Tameka Hughes, Strategic Account Manager at CallRail, highlights the unmatched effort OSCs put in every day – from power-using platforms to shaping better tools through constant feedback.The Frontline Perspective - Cassie Smith, Director of Sales and Design at Chesapeake Homes, calls OSCs the engine of the operation and the calming force for buyers early in the process. She offers a clear message to builders still on the fence: buyers are already online, but are you meeting them intentionally?Why Marketers Should Care Deeply About Online Sales - Kevin Oakley frames online sales as the ultimate attribution method – positioning the OSC as one of the most trusted sources of insight in the entire marketing ecosystem.

David Grau Sr. spent years as a securities regulator and attorney before founding a successful consulting firm for financial advisors. In this interview, he breaks down the "Founders Treadmill"—the trap where an entrepreneur becomes the bottleneck of their own company, making it impossible to scale or exit.In this episode of Escaping the Drift, John Gafford and David discuss the psychological shift needed to move from a solopreneur mindset to a CEO mindset. David explains why most small businesses aren't "investable," how to create an internal succession plan that rewards top talent, and why hiring a professional bookkeeper is often the first step toward true freedom.

In this episode, I sit down with Kate Turner—a powerhouse coach with 15 years of experience in Sales and Technology. We explore her journey through the highs and lows of working in fast-paced tech environments, fundraising rounds, executive roles, and the personal transformation that came from burning out while "doing everything right."Kate shares how she rebuilt her life and career from a place of deeper alignment, integrating nervous system awareness, boundaries, and intentional choices that serve her body and her values. If you've ever found yourself chasing success while losing yourself in the process, this conversation is a must-listen.We dive into the difference between achievement and fulfillment, why the stories we tell ourselves about productivity are often rooted in fear, and how to begin untangling your identity from your career. This episode will help you pause, reflect, and ask: what does success really mean to me?Connect with Kate:www.linkedin.com/in/kateturner9www.instagram.com/@all.in.with.katewww.kateturnercoaching.comWORK WITH ME 1:1:❥Softening into self- 3 month 1:1 with Whats App Support:https://marina-yt.mykajabi.com/offers/PAWQhZHu❥❥1:1 Coaching with me: https://docs.google.com/forms/d/e/1FAIpQLSfWcZM5s9c2OjOLwoGMI5jE6rh_JAzjN2d_vCtuVe7e3pVGxw/viewformDOWNLOAD FOR FREE:Stay or Go: 5 Clarity Questions to Reconnect with Your Inner Knowing: https://marinayt.com/stay-or-go-guideAttachment Practice: Discover the actual blocks beneath the surface so you can actually have the deep intimacy you crave: https://marinayt.com/attachment-practice Connect & Ground: 10 Incredible Somatic Practices for Nervous System Regulation: https://marinayt.com/connect-and-groundAlive & Aligned: 7 Embodiment Practices For Self Connection: https://marinayt.com/alive-and-alignedTrigger to Rooted: A step by step process of working with your triggers: https://marinayt.com/trigger-2-rooted VIEW MY COURSES & RESOURCES:https://marinayt.com/resources#/ CONNECT WITH  ME:Follow me on Instagram:⁠ ⁠www.instagram.com/marina.y.t⁠⁠ Subscribe to YouTube: http://www.youtube.com/@marinatriner Top Episode Quotes:“I thought burnout meant you were weak, not that the system was broken.”“I had to unlearn the idea that my worth was tied to what I produced.”“You can still be successful, but the cost no longer has to be your body.”“Nervous system regulation became the foundation for how I now approach everything—from work to rest.”“Reclaiming your power often means rewriting the story that got you here.”burnout recovery, redefining success, nervous system regulation, women in tech, healing from burnout, somatic healing, leadership coaching, boundary setting, burnout prevention, career transformation, kate turner, poker

At 12, he was cutting metal in northern Italy. By 21, he was teaching DMG’s own technicians how to use their machines. At 47, he owns the whole company he first walked into just to set up a machine. Federico Veneziano is the owner of BoldX Industries and an old friend of mine. His story requires two episodes. This is part one: the serendipity, the winding path through shops and countries and setbacks. Part two, we will get into what he’s building now. But first, this is how he got here. Listen on your favorite podcast app using pod.link.     . View the podcast at the bottom of this post or on our YouTube Channel. Follow us on Social and never miss an update! Facebook: https://www.facebook.com/swarfcast Instagram: https://www.instagram.com/swarfcast/ LinkedIn: https://www.linkedin.com/company/todays-machining-world Twitter: https://twitter.com/tmwswarfblog ************* Link to Graff-Pinkert's Acquisitions and Sales promotion! Interview Highlights Teaching the Experts Federico grew up about 60 miles northwest of Milan in a small town called Omegna. He started working in a machine shop at 12 years old. By his early twenties, he had developed deep expertise on Siemens controls, particularly the 840D. When DMG sent technicians to train him on a new machine, they were still new on the control themselves. He ended up helping them. That information got back to DMG headquarters, and they offered him a job. He traveled the world servicing CNC machines. Eventually he proposed an ambitious plan: working three years in the U.S., two years in Germany, three years in China. They agreed. He arrived in the US on August 4, 2004. His English wasn’t great, nobody had booked him a hotel, and he didn’t have a credit card. The first day was rough but he figured it out. The Job That Changed Everything One of Federico's first projects was at American Micro in Batavia, Ohio. The company had been founded in 1957 by a Swiss immigrant. He spent a year there setting up a GMC 35, then Gildemeister's CNC multi-spindle, for a fuel connector job that required gun drilling on a multi-spindle. It had never been done before. The project required developing new spindles and tooling just to make the part work. During that year, he built relationships with the team. When things went wrong with DMG around Christmas 2005, he walked away. He had no plan. It was ten days before the holiday. Then American Micro called. He joined as a process engineer and spent the next two decades working through every department: quality, supply chain, sales, engineering. He became close with the owners, particularly René, one of the founding family’s sons. He bought in as a minority owner, eventually reaching about 14%. He kept that ownership quiet for years. Most people at the company didn’t even know. From Rock Bottom to Owner Then everything hit at once. René passed away. Federico’s father passed within a couple of months. Personal problems piled on. By his own words, it was rock bottom. American Micro was second-generation family owned with no clear succession plan. Federico had tried to buy the company twice before. This time, he decided it was now or never. How does someone go from 14% to sole owner of a company doing $20-25 million in revenue? Federico says it was an amicable transaction where he leveraged multiple things he’d built over the years. He doesn’t go into every detail. But somehow the deal got done. In part two, we’ll get into what he’s building now. BoldX Industries has 125 employees, and Federico says they’re forecasting significant growth. He’s also got a book trilogy coming out. But that’s the next chapter. This one is about how he got here. Question: What twist of fate brought you to your current career?

SHOW NOTES:In this episode of Stories With Traction, host Matt Zaun sits down with John Welch, a B2B lead generation specialist based in Indianapolis, for a raw, unfiltered conversation about what actually works regarding lead generation and why most companies are playing the game completely wrong.John brings a decade of sales and marketing experience, including nearly 4 years focused on lead generation. Together, they unpack the uncomfortable truths about rejection, consistency, commissions, and why lead generation is fundamentally a long-term discipline, not a short-term tactic.

Getting traffic but not making sales? Your conversion rate might be the problem.Today, we're breaking down:What a conversion rate actually isWhat a “good” conversion rate looks like on EtsyWhy this number matters more than most sellers realizeHow to calculate it for individual listingsAnd what to fix if yours is lowBecause you can double your revenue without getting a single extra visitor……if you improve your conversion rate.And most Etsy sellers aren't even looking at it.Mentioned in This Episode:

Send a textForty days can feel long when zeal fades by week three, yet Lent is meant to be a path of real change, not a test of willpower. We open a clear way forward: a Lenten reading plan that anchors daily prayer, teaches the heart to listen, and turns routine into renewal. From the first ash to the final Alleluia, we walk through practices and resources that help you stay grounded, attentive, and alive to grace.We start with the why: choosing the right spiritual reading keeps the heart centered when distractions swell. Then we move into the how with a simple, life‑giving walkthrough of Lectio Divina—reading, meditation, prayer, and contemplation—so scripture shifts from information to transformation. Along the way, we draw from the Desert Fathers and Mothers, whose spare wisdom cuts through noise; Augustine's aching honesty in Confessions; Aquinas' clear vision of penance as liberation; and Francis de Sales' gentle road map for holiness in ordinary life. Together, these guides shape a Lenten plan that is practical, compassionate, and deeply Catholic.We also rekindle awe through Eucharistic miracles that reorient fasting and adoration around the living presence of Christ. Fridays receive special focus with the Stations of the Cross, using classic and contemporary texts to enter the Passion with courage and tenderness. For busy days, we share audiobook and podcast options that turn commutes, kitchens, and quiet corners into places of prayer, so your practice stays steady when the schedule will not. By the end, you'll have a toolkit—books, devotions, and audio companions—to help you pray with intention, fast with purpose, and adore with wonder.Ready to make these forty days truly fruitful? Subscribe, share this episode with a friend who needs a fresh start, and leave a review telling us the one resource you'll begin with today.Lenten Reading RecommendationsOpen by Steve Bailey Support the showDownload Journeys of Faith App for Iphone or Android FREE https://journeysoffaith.com/pages/download-our-app Journeys of Faith brings your Super Saints Podcasts Please consider subscribing to this podcast or making a donation to Journeys of Faith we are actively increasing our reach and we are seeing good results for visitors under 40! Help us Grow! ***Our Core Beliefs*** The Eucharist is the Source and Summit of our Faith." Catechism 132 Click Here “This is the will of God, your sanctification.” 1Thessalonians 4“ Click Here ... lay up for yourselves treasures in heaven...” Matthew 6:19-2 Click Here The Goal is Heaven Click Here...

This episode is brought to you by B2B Better. Stop sending "just checking in" emails. We build owned media systems that give your sales team actual reasons to reach out, turning podcasts into sales enablement assets that move deals forward. If your sales reps send "just checking in" emails to prospects who've gone quiet, this episode explains why those fail and what to do instead. Host Jason Bradwell breaks down how to create milestone moments, legitimate, value-led reasons to reach out through long sales cycles without sounding desperate. Jason's core point is clear: most B2B sales cycles are brutally long, but sales teams don't know how to stay present without being annoying. The traditional approach fails. Discovery call, proposal sent, then "just checking in" emails with no response. Twelve months later, the prospect went with a competitor because "you didn't understand our business." After month two, you had nothing valuable to say. 95% of B2B Better's clients have sales cycles over six months. And 95% of your customers are out of market at any given time. Your job is to stay present so when they flip to being in market, they think of you first. Most owned media falls apart here. Marketing creates beautiful content. Sales sees it but has no idea how to use it in actual sales motion. Marketing measures downloads. Sales measures meetings. Different languages, different outcomes. Milestone moments fix this. Month one: send proposal plus a podcast clip addressing their exact challenge. Month three: benchmark report. Month four: webinar invite. Month five: customer story. Month six: check in with context. Months seven to twelve: new episodes create new reasons to reach out. Month eighteen: deal closes because you felt like a partner. B2B Better's sales enablement kits deliver three clips with email copy, key graphics, follow-up sequences, and tags showing which funnel stage each piece serves. One innovation: sales stitch videos where reps record 30-second reactions to clips. Personal brands beat company brands these generate thousands of views when originals get hundreds. This works with three things: marketing-sales alignment through quarterly planning, infrastructure for sales to contribute to production, and attribution through CRM tracking plus conversations about where content surfaces in deals. Chapter Markers 00:00 - The "just checking in" problem that kills deals 01:00 - Context on long sales cycles and 95% out-of-market buyers 02:00 - Why owned media strategies fall apart at sales activation 03:00 - Traditional approach: proposal to dead deal in 12 months 04:00 - Milestone moments approach: 18-month cycle done right 06:00 - What qualifies as a milestone moment 07:00 - Timing and sequencing content to the buyer journey 08:00 - Sales enablement kit components 09:00 - Tags and metadata for searchable, attributable content 10:00 - Sales stitch videos: personalising content at scale 11:00 - Why personal brands beat company brands in B2B 12:00 - Three requirements: alignment between teams 13:00 - Infrastructure for sales to contribute to production 14:00 - Attribution: quantitative and qualitative tracking 15:00 - The challenge: audit your last five gone-quiet emails Useful Links Connect with Jason Bradwell on LinkedIn Read the Ehrenberg-Bass 95-5 rule research Explore HubSpot CRM for tracking content touches Check out Salesforce CRM Explore B2B Better website and the Pipe Dream podcast 

Stay organized with a planner created just for insurance agents selling Medicare! We highlighting what to focus on during the first quarter of the year.   Read the text version   Download your copy of the Medicare Sales Planner!   Get Connected:

Sales of Antibiotics for Farm Animals Jumped 16%, FDA Data Shows The sharp one-year increase is raising concerns among public health experts.Listen to today's episode written by Natasha Gilbert at sentientmedia.org. **And check out the free documentary on antibiotic or antimicrobial resistance, THE END OF MEDICINE AS WE KNOW IT: https://www.youtube.com/watch?v=XAYHTr7NDdQ  #vegan #plantbased #plantbasedbriefing #antibioticresistance, #AMR #antimicrobialresistance  ========================== Original Post: https://sentientmedia.org/sales-of-antibiotics-for-farm-animals-jumped/  ========================= Related Episodes: SEARCH: Use search feature at https://www.plantbasedbriefing.com/episodes-search     Documentary: The End of Medicine as We Know It https://www.youtube.com/watch?v=XAYHTr7NDdQ  881: Alternative Proteins' Place On The Global Health Agenda https://plantbasedbriefing.libsyn.com/881-alternative-proteins-place-on-the-global-health-agenda-by-chelsea-montes-de-oca-at-gfiorg  637: [Part 2] Zoonotic Disease And Animal Welfare In The U.S. https://plantbasedbriefing.libsyn.com/637-part-2-zoonotic-disease-and-animal-welfare-in-the-us-by-kristen-a-stilt-bonnie-nadzam-at-faunalyticsorg  616: There's Nothing Natural About Modern Meat https://plantbasedbriefing.libsyn.com/616-theres-nothing-natural-about-modern-meat-by-jessica-scott-reid-at-sentientmediaorg 360: Antibiotic Resistance Genes in the Guts of Vegetarians vs. Meat-Eaters https://plantbasedbriefing.libsyn.com/360-antibiotic-resistance-genes-in-the-guts-of-vegetarians-vs-meat-eaters-by-dr-michael-greger-at-nutritionfactsorg 333: [Part 2] Antimicrobial Resistance (AMR) - Increasing the Impact of Pandemics https://plantbasedbriefing.libsyn.com/333-part-2-antimicrobial-resistance-amr-increasing-the-impact-of-pandemics-by-proveg-international-at-provegcom 332: [Part 1] Antimicrobial Resistance (AMR) - Increasing the Risk of Pandemics https://plantbasedbriefing.libsyn.com/332-antimicrobial-resistance-amr-increasing-the-risk-of-pandemics-by-proveg-international-at-provegcom 326: Eating our way to Extinction – Film Review https://plantbasedbriefing.libsyn.com/205-eating-our-way-to-extinction-film-review-by-bronwyn-slater-at-vegansustainabilitycom ====================== Sentient Media is a nonprofit news organization that is changing the conversation around animal agriculture across the globe. They seek to create and sustain a sense of global urgency about the agriculture industry's impact on the climate crisis, extraction of natural resources and systematic exploitation of the fringes of society. They're doing this through critical commentary, investigative journalism, creating resources, strengthening the journalist and advocate community, partnering with publishers and holding the media accountable when it fails to report on the most pressing issues of our time.  ========================== FOLLOW THE SHOW ON: YouTube: https://www.youtube.com/@plantbasedbriefing     Spotify: https://open.spotify.com/show/2GONW0q2EDJMzqhuwuxdCF?si=2a20c247461d4ad7 Apple Podcasts: https://podcasts.apple.com/us/podcast/plant-based-briefing/id1562925866 Your podcast app of choice: https://pod.link/1562925866 Facebook: https://www.facebook.com/PlantBasedBriefing   LinkedIn: https://www.linkedin.com/company/plant-based-briefing/   Instagram: https://www.instagram.com/plantbasedbriefing/     

Modern sales isn't about persuasion—it's about partnership, as told by Steven Dossou.

Send a textEpisode 137 discusses The Offshore Death Trap with Luis Derechin. As CEO of Nir-Yu, Luis Derechin helps startups and mid-market companies build nearshore teams across 11 Latin American countries that succeed - using the R.E.M.O.T.E. Intelligence framework he discovered and detailed in his Amazon bestseller, The Offshore Team Deathtrap. Even the smartest startup founders and mid-market executives get trapped when building offshore or nearshore teams.   Not because they're inexperienced.  Not because they chose the wrong country.  Not because they made witting mistakes. It's because they fall into what Luis calls the "Offshore Team Death Trap" - a systematic set of 7 failure points that catch intelligent executives precisely because they appear legitimate and logical. 73% of offshore and nearshore teams fail within 18 months.    Episode Benefits:  You can expect to gain actionable insights and strategies to help you avoid The Offshore Death Trap and Succeed.   This Podcast series is targeted to Business Owners and C-Suite Executives.  It reflects my 34 years as a Business Owner and subsequent years as a Business Mentor and Consultant.  It focuses on the various subjects and topics to help you run a successful profitable business.  They are approximately 15-minutes long so you can listen while commuting.      Reach out to me to be put in contact with Luis.   The Business of Business, topics are divided into 5 Categories: Management, Operations, Sales, Financial, and Personal. Support the showHelping You Run a Successful Profitable Business ! For Business Mentoring, Consulting, Schedule a Speaking Engagement, Help you with a Podcast, or to be a Podcast Guest - Contact me at: www.bcforg.com LinkedIn: https://www.linkedin.com/in/brian-fisher-72174413/

Dairy futures have been anything but calm. In just three weeks, prices across Class III, Class IV, cheese, butter and nonfat have surged, then whipped back and forth enough to exhaust even full-time market watchers. In this episode of The Milk Check, Ted Jacoby and the T.C. Jacoby & Co. team break down why dairy futures can look irrational, even when the underlying fundamentals haven't changed much. What's driving the chaos (beyond fundamentals) Short squeezes 101: how a crowded short can turn into a domino effect Flow first, narrative second: why the buying often hits before the story shows up Realized vs. implied volatility: what the market did vs. what the options market is pricing in Why nonfat may be the center of the storm: the team debates whether this is a true regime change Why butter and cheese moved too: how spread relationships and algorithmic trading can drag correlated dairy contracts higher Spot market feedback loops: how NDPSR-linked spot markets can amplify futures moves (tail-wagging-the-dog dynamics). What usually happens next: why squeezes rarely park at the top Plus: stick around for a director's cut featuring the unedited, behind-the-scenes debate the team usually leaves on the cutting room floor. Got questions? We'd love to hear them. Submit below, and we might answer it on the show. Ask The Milk Check Ted Jacoby III: [00:00:00] It has been wild and crazy every day for the last three weeks. Welcome to the Milk Check from T.C. Jacoby and Company, your complete guide to dairy markets, from the milking parlor to the supermarket shelf. I’m Ted Jacoby. Let’s dive in. We’ve got a special treat for you this week. We’re gonna drop the director’s cut of this podcast where we include some of the conversations that usually get edited out: how we debate internally about some of these market dynamics. So, stay tuned after the end of the podcast and listen to the off-takes. My name is Ted Jacoby, CEO of T.C. Jacoby & Co., and joining me today is Jacob Menge, our Vice President of Risk Management and Trading Strategy, Josh White, our Vice President of Dairy Ingredients, and Joe Maixner, our Director of Sales. We are in week three of a very high level of volatility in the dairy markets. We’ve had a very interesting last few weeks. It’s February 9th, and since January 15th, our Class III March futures are up 18%. Our [00:01:00] March cheese futures are up over 15%. Butter futures are up over 26%. nonfat futures up 37% and Class IV milk futures up 36%. These markets have not gone up in a straight line. There’s been a massive amount of volatility, a lot of green, a lot of red, and then a lot of green, and then a lot of red again, enough to make all of us who talk these markets on a daily and an hourly basis to be flat out exhausted. The question becomes, what’s causing this level of volatility?  We are gonna talk a little bit about market psychology. Why can markets do what they’ve done in the last three weeks, and why our actual fundamental market analysis hasn’t really changed that much.  To quote the famous British economist, John Maynard Keynes, “Markets can remain irrational far longer than you and I can remain solvent.” And I’ll tell you that the last three weeks reminded me repeatedly of that phrase. It serves as a warning against over leveraging or trying to fight the tape, trading against trends, suggesting that just because you are right about a trend’s [00:02:00] long-term direction, it’s useless if you run out of capital. Ted Jacoby III: And I have a feeling that based on what we’ve been experiencing lately, there’s probably a few people out there that exactly that happened to. It has been wild and crazy every day for the last three weeks. Jake, why do markets do this? Jacob Menge: You threw out your little soundbite anecdotes. We will pull out some more of ’em during those podcasts, I’m sure, because those are all written by people that have been burned by short squeezes like we’re seeing, right? One that sticks out to me is: volatility is the tax you pay for liquidity and leverage, and that’s what futures markets are, right? They are a way for people to express their opinion on price action. Obviously, even a hedger is in some way expressing an opinion using futures or options. They’re highly liquid. You don’t even have to pay full price for ’em because you only gotta put up that margin upfront. And again, volatility is usually the tax that you pay for that. When you have this easy leverage, and everybody can get on one side of the boat you can’t have your cake and eat it, too. You can’t [00:03:00] have tight spreads, you can’t have the leverage and smooth prices all at the same time. And that can result in things like short squeezes. We were primed for one. You’re right, we had low volatility. We had a lot of people that were short the market because that was the prevailing narrative. As a result, all it took was one little spark to set some pretty dry kindling ablaze. That’s exactly what we saw, especially on the nonfat side. I’ll pull out my second anecdote. I’ve always heard: squeezes are flow events first, narrative events second. That’s exactly what was going on with nonfat. Meaning we get this massive bullish order flow coming in. The market goes up 30%+ in a few week period, and it’s only after that happens that all of a sudden we start having these conversations of, well, what was everybody missing in nonfat? I think the market probably was missing something on the nonfat side. But at the end of the day when you have volatility near lows, volume that was [00:04:00] fairly average, it makes sense that really the only way to go is gonna be up. If there’s any kind of news. And the news this time turns out there’s a whole lot less nonfat out there than people probably expected. And away we go. And it turns into this snowball where there’s the first people to see that and start wanting to buy, and the second they start wanting to buy, turns out there’s not a whole lot of sellers there, because everybody that wanted to sell already had sold. You get that first nice air pocket jump higher. That really is that first domino where if you’re a market maker, say, and you need to hedge your book, you’re trying to run a delta neutral trading book as a market maker, you might say, “Okay, well hey, I need to go get some long delta myself.” And you might go try to buy some options, to buy calls, to offset that. And then all of a sudden the market maker that is selling the calls want more for the calls than they wanted just a day ago. Ted Jacoby III: A day ago? Try an hour ago. Jacob Menge: Yeah, an hour ago. Truly. And so [00:05:00] that would be what we call implied volatility. Right. And I think that’s one important distinction here is we have volatility, what we call realized volatility, which is what the market actually did, like how crazy the market is, and then implied volatility, basically what the market is charging for options usually and implying what the market thinks the volatility will be in the future. And that’s where it gets really fun because even though we didn’t have a lot of realized volatility, if the market thinks it’s gonna become volatile and starts charging more for these options, it can almost be a self-fulfilling prophecy, right? Because now you have to pay more to buy that insurance policy, and you can see how that snowball really can grow fairly fast. We have one other really  fun part in dairy markets that I can’t help but mention, and that is that we also have spot markets. Those spot markets indirectly are linked to the futures prices because of our National Dairy Products Sales Report (NDPSR) system. And so we [00:06:00] can really wind up with the tail wagging the dog in our futures markets and in our spot markets where, say the spot markets were driving the ship on the way down. People had a lot of products, they’re selling them. Well, all of a sudden, if we start getting a little bit of a squeeze in our futures markets, now if you have product, you don’t wanna sell it on the exchange, you wanna just hold onto it and capture the carry in the futures curve. And so you’re not gonna sell. And so any bidder on the spot auction has to bid it higher. And guess what? Now the futures see the spot auction being bid up and they say, “Well, well, we are right to be panicking. We need to go higher.” And that’s just pouring gasoline on the fire. We’ve already got a raging inferno at this point, but that adds the final pour of gasoline. Ted Jacoby III: You remind me of one of my learning moments 20 some odd, almost 30 years ago, when I was watching these markets, as the futures markets were just becoming relevant to the dairy industry. And it was the realization that futures markets and spot markets are [00:07:00] two different markets with a different set of drivers of supply and demand. On the spot market, supply is, let’s talk about butter, is the supply of 80% bulk butter. Demand is the demand for that 80% bulk butter. The futures butter markets, it may settle to that NDPSR price of the bulk butter market, but the reality is the supply is the number of people who are willing to sell those futures, and the demand is the number of people that are willing to buy those futures. And so you can have people coming into the market that really don’t care at all about how much block butter are out there because they’re actually trying to hedge cream cheese or a chocolate shake or something completely different that has butter in it, but they need to own those futures, and that futures market can move quite a bit and has nothing to do with the actual supply and demand of the market it’s based on. Jacob Menge: Anecdote number three. I always have heard squeezes feel irrational because risk systems are mechanical. And I think that is true here, right? You have stops in place. A lot of [00:08:00] companies will have risk management policies that say, “Hey if VAR gets to a certain point, you have to get out of your position.” Or on the opposite side, you have to hedge your product if something has happened, or you have to hedge your buy price if the market hits a certain threshold. And so, that can really send the market in the short run to some areas that feel irrational, but again, it’s because the systems behind it are mechanical sometimes and not even human. Obviously, the human factor makes things even spicier. But once your mechanical stops have all been hit, and the party is coming to an end very, very rarely — I’m struggling to think of one short squeeze I’ve ever seen — that actually goes to the top and then just starts trading sideways. It is almost always an overshoot and a retracement back down to some level. And that is really where our different volatilities really matter because on that collapse back to reality, and reality can [00:09:00] be very different than where we started, just to be clear, if nonfat started at a $1.20, and we go way up to a $1.60, and then settle at a $1.40, we’re still 20¢ higher than where we started. So, don’t get me wrong, right? Short squeezes, there’s usually some fundamentals behind it, but it’s that blow off top that we might say feels super, super irrational. And again, we’ll have kind of this realized volatility going higher as we are going up and going down. But the more interesting thing in my opinion is that as we’re doing that retracement off of this super high blow off top, implied volatility tends to drift lower. That’s actually an important concept to really understand because as implied volatility is moving lower with the market moving lower, it gives the market breathing room, and that is the point where we can really find equilibrium and come out at maybe the price we should have been three months ago, but [00:10:00] shouldn’t have been last week during that crazy short covering rally. Josh White: Hey guys, what should we make of the fact that our least volatile product over the past, I mean, what decade, 20 years, is the most volatile right now? Or is it is nonfat technically the most volatile product? That’s it. Ted Jacoby III: It is. Josh White: Yep, Ted Jacoby III: it is. Josh White: What should we make of that? I mean, that to me should be the definition of a market cycle change, right? Do we believe that? Joe Maixner: If the market with historically the lowest amount of volatility now has the highest amount of volatility, does that mean that there is a structural change in the way that the market is operating? Jacob Menge: Yes. This might mean regime change for the nonfat market. But we’ve also had these other short squeezes in butter, in Class III. We’re still in a volatile period, but those could just be because we have algorithms keeping Class III and Class IV in check. We’re pondering the question: is there this regime change in nonfat from a low volatility commodity to a high volatility commodity? It’s probably too early to tell. My [00:11:00] guess would be yes, we’re not gonna go back to this boring state nonfat had been in, because it’s just a very evolving market with what we’re seeing on the protein beverage side, you name it: the market’s doing a really good job of taking a boring commodity and finding these new, exciting uses for it. And, and so it kind of passes the sniff test. What probably doesn’t pass the sniff test is what we’re seeing on the other commodities right now: butter and just the Class III products, frankly, I should say cheese in general. What we’re seeing right now with those is they’re following along with the nonfat rally. This really seems to me like nonfat is in the driver’s seat. And I think there’s pretty logical explanations for why we’re seeing cheese and butter do what they’re doing along with nonfat. We’ve got algorithms that trade spreads within our market, right? We do have a crushable commodity. We can take Class III, Class IV, and break it down into its components. As a result, [00:12:00] there’s some opinions on, say the Class III, Class IV spread. And so if we get this massive rally in nonfat, well then any algorithm that’s trading the Class IV crush is probably dragging butter along with it. And now we’ve got Class IV rallying, and there’s probably other algorithms and other people with opinions in the market on what that Class III, Class IV spread should be. And so, even if the absolute price is seeming outta whack there’s enough people with opinions on maybe spreads or calendar spreads or what have you, that are causing the reactions that we’re seeing. Ted Jacoby III: This is the scenario that I can imagine. Everybody has been short, pretty much all of the dairy markets for about six months now. Maybe it took other people longer than it took us to realize that there was gonna be too much milk out there all over the world. But by the time we got to the second week in January, I think everybody who wanted to be short this market already was. Then people started to realize that maybe they weren’t entirely right about the nonfat market. Kind of makes sense if you think [00:13:00] about what we’ve been talking about over the last six months, which is: too much butterfat, too much cheese, but protein’s still really in good demand. Guess what? Nonfat is 34% protein. So, all of a sudden people realized, shoot, maybe the nonfat market has a different dynamic to it and it might need to go up so they start buying it. Well, that causes the Class IV market to go up. And if you have insurance companies that are part of the DLP program that are short this Class IV market, then all of a sudden it’s going the other direction on ’em and they need to go figure out how to get some length in the Class IV market. But shoot, they can’t find any liquidity in the Class IV market. So, instead they’re gonna buy nonfat and they’re gonna buy butter. Now think about it. Now they’re gonna go buy butter. Everybody that wanted to be sure at the butter market is already sure at the butter market. There aren’t any sellers left in the butter market because everybody already did their selling. And so now they’re buying butter, driving the butter market up. And then the last few people who sold the butter market, those who were late to the party, all of a sudden are noticing their margin accounts go negative. Now they’ve gotta throw in the [00:14:00] cash. Maybe they don’t have the financial resources to fund a margin call. And so now they have to buy their futures back, and all of a sudden it becomes this domino, forcing more and more people, for one reason or another, to have to buy back their positions. The next thing you know, you’re up 26%, even though the reality is supply and demand to butterfat, not just in the U.S., but frankly, probably in the world, hasn’t changed one bit in the last three weeks, and that’s why we’re up 26% right now. Jacob Menge: Crowded trades don’t break because they’re wrong. They break because they’re crowded. Ted Jacoby III: I like that. I haven’t heard that one before. I like that . So what happens next? You talk about markets being in strong hands and weak hands. Moments like this force everybody who is a weak hand out of the market, and so the only people left with a position in the market are the ones in strong hands. Does the market go back, and I’m thinking butter, not necessarily nonfat. I think we were all in agreement that the nonfat market has probably had somewhat of a dynamic change. I don’t know if it’s a 36% change, but it’s had [00:15:00] somewhat of a change. But now the butter market, which really probably hasn’t had the same amount of change, the supply and demand for butterfat probably is the same thing it was four weeks ago. And I don’t think you’re gonna find many people out there who are arguing that butter needs to be at $2, like the current March futures say it should be. So what happens in the butter market next? Does it go back to where it was? How do these short squeezes usually play out? Jacob Menge: As an economist, I will say the markets are a perfect system and they will find the exact right price where buyers and sellers meet and everybody is happy. The reality is, short squeezes are really good for hitting the reset button and finding a new equilibrium. And sometimes that is right back to where they started. Sometimes that is closer to the top of the squeeze than the bottom. I think we’re still in that reset period. I don’t think we know where equilibrium is on all of our commodities. It’s gonna still take some time, right? [00:16:00] Because let’s just run with the theory of cheese is gonna go back to where we kinda started all this thing in the $1.40s on the futures. It’s gonna take time for sellers to step back in the market and chew through all this new buy-side liquidity. This buy-side liquidity can come from risk management plans that are in place. And so it just takes time to find that equilibrium. But that is in theory what the market’s going through. Ted Jacoby III: I wanted to have this kind of a conversation because the reality is this was one of those where there’s a lot of people out there right now, they’ve got about half the hair they used to have. Jacob Menge: I don’t think we made them feel any better. Ted Jacoby III: Unfortunately. I know. Stay tuned for the deleted scenes from this podcast.  And now the director’s cut. Josh White: Protein’s demand has absolutely changed. Ted Jacoby III: All along we were saying protein demand was strong. To me, this is more about butter than it is about nonfat. Why in the world [00:17:00] is butter up 30¢? Jacob Menge: I think we need to gut check every single model we have in any spreadsheet anywhere. Josh White: A hundred percent. Jacob Menge: Because it’s a new era. Ted Jacoby III: I would argue though that, I mean, we can talk all day long about whether or not our market analysis is right or wrong, but the reality is this was everybody’s market analysis. Josh White: That’s the point we’re making. Ted Jacoby III: I think the irony is, I think the short squeeze had absolutely nothing to do with underestimating how much protein was going to fluid. I think it started for a completely different reason, but once it started moving, we all started looking harder at our analysis. And said, “Man, maybe we’re missing something,” and then actually found it. Josh White: That’s the part that I’m struggling with is I’m actually thinking butter’s easier to rationalize in my mind than nonfat. I think nonfat is a bigger story right now than anything else because butter, what’s the elasticity of demand? And there’s a shift in it because we’re exporting again. Yeah, it’s making it hard for us to measure, but we definitely have been cheaper. And so for it [00:18:00] to be buoying around for price discovery, to try to find that new equilibrium with seasonality, with different products and all that, to me that’s actually easier for me to understand. Like it drops from a price that was significantly higher. Upper twos even pushing three and exceeding three for a short amount of time all the way down to a $1.50. If we don’t think there would be some demand response to that globally and that we would have some retracement or volatility for the opposite reasons that nonfat is probably going too high and gonna have to retrace lower. That to me, like I don’t think we should be super shocked that butter’s doing that. You know what I mean? Like trying to find its equilibrium. To me that’s easier to explain. Ted Jacoby III: Completely agree with everything you’re saying, but I would say this. What we’re arguing about butter is, it’s a vagueness of knowing the balance where the equilibrium price is. We’re just bouncing around trying to find it. I think that’s different from what happened in nonfat. I think with nonfat, the market, the physical market itself, literally [00:19:00] couldn’t get what it wanted. Joe, did we ever have a moment when we couldn’t get the butter we wanted? Before the run started, could you get all the butter you wanted? Joe Maixner: Not off exchange. Josh White: Not 80% fresh salted product. It was being hoarded, right? Joe Maixner: There’s multiple facets to this, right? Like yes, you cannot get any 80% fresh salt right now. But we’re also struggling on getting any old crop, 80% salt off of exchange right now because the old crop situation is much different than it was back when old crop was an actual market mover. Five years ago, all the old crop butter was only at a 12 month shelf life on domestic salted. Everyone’s gone to a 18 or 24 month shelf life. So the product’s still good off exchange for a lot longer than it used to be. So nobody’s out there needing to technically dump it at this point in time if you don’t have a sale for it, because you could still use it off exchange. For a brief period, yes, the salted market got tight, but it’s also because we had the carry in [00:20:00] the market that we had, right? We had the 20¢, 30¢ carry in the market. So, whether you had new crop, old crop, whatever, why would you sell it at a $1.35 in January when you could sell it for a $1.75 a $1.80 in March at that time? Now, we’ve come down, you know, now we’re at a $1.83 in March right now, but at one point we were at $2.00 on March futures with this rally. It’s simple economics. You can carry the products for 3¢ a month and you can make 14¢ to 25¢ depending on the month you wanna sell it in or you let it go for way too cheap. Ted Jacoby III: I hear you. But to me, that’s wholesaler math, that’s trader math. At the end user level, at the people who consume butter, has there been a fundamental shift in how much butter is being consumed? Joe Maixner: No, I don’t think so. Ted Jacoby III: Whereas I think when we’re talking about nonfat and especially the protein in nonfat, I think there has been. It actually manifested itself as a lower amount of supply in nonfat. But I think what’s happened is we were [00:21:00] taking that protein away from the nonfat dryer and using it somewhere else. Whereas with butter, I don’t think that’s happened. Joe Maixner: No, but at the same time, I think that there’s similarities between butter and nonfat, whereas people came into this year structurally short. They didn’t contract because they anticipated the supply to be there. Ted Jacoby III: And then everybody showed up, that’s essentially being short the market. Joe Maixner: Yeah. Ted Jacoby III: When I talk about how everybody who wanted to be short this market was already short this market, so there were no more sellers left to sell. So when somebody wanted to start buying, there was nobody to sell. Joe Maixner: I mean, ultimately you’re just explaining the classic short squeeze. Ted Jacoby III: Right? To me though, that is what we’re dealing with. That’s what we’ve been dealing with right now. That’s what the short squeeze is. It wasn’t just everybody was short this market. Then they were ready to start buying ’cause the market was low enough. Then they found there wasn’t anybody left to buy from ’cause everybody had already sold everything they wanted to sell. And that caused the short squeeze, without any real rationality of there being a fundamental change in demand or supply. It was all at the wholesale [00:22:00] level. Whereas with nonfat, I would argue that the market came to a realization that we were pulling protein away from the dryer to sell it into liquid UF, causing a fundamental shift in the actual supply and demand balance, whereas I don’t necessarily think that happened with butter. With butter, I think it was just the noise in the middle of people making choices about being long or short of market. I don’t, am I making any sense? Joe Maixner: I think you’re getting to the point where you’re talking in circles, if I’m being honest. Ted Jacoby III: To me there’s a difference between talking tactics and talking trading strategy and talking about a fundamental supply demand analysis. Josh White: I think it’ll make a compelling podcast for those that are wondering what’s going on. I genuinely mean that. Ted Jacoby III: We might actually want to have the 15 minute version of talking about what happened in market psychology. Then have an appendix to it capturing the discussion as to what is the real difference between what’s going on in butter and nonfat. Josh White: Or how do [00:23:00] these guys communicate when the makeup’s off? Joe Maixner: I think we leave, I think we leave it all in.

Good day ladies and gentlemen, this is IRC news, and I am Joy Stephen, an authorized Canadian Immigration practitioner bringing out this Canada Work Permit application data specific to LMIA work permits or employer driven work permits or LMIA exempt work permits for multiple years based on your country of Citizenship. I am coming to you from the Polinsys studios in Cambridge, OntarioNew Brunswick issued work permits between 2015 and 2024 for Other sales related occupations under the former 4 digit NOC code 6623, currently referred to as NOC 65109.A senior Immigration counsel may use this data to strategize an SAPR program for clients. More details about SAPR can be found at https://ircnews.ca/sapr. Details including DATA table can be seen at https://polinsys.co/dIf you have an interest in gaining assistance with Work Permits based on your country of Citizenship, or should you require guidance post-selection, we extend a warm invitation to connect with us via https://myar.me/c. We strongly recommend attending our complimentary Zoom resource meetings conducted every Thursday. We kindly request you to carefully review the available resources. Subsequently, should any queries arise, our team of Canadian Authorized Representatives is readily available to address your concerns during the weekly AR's Q&A session held on Fridays. You can find the details for both these meetings at https://myar.me/zoom. Our dedicated team is committed to providing you with professional assistance in navigating the immigration process. Additionally, IRCNews offers valuable insights on selecting a qualified representative to advocate on your behalf with the Canadian Federal or Provincial governments, accessible at https://ircnews.ca/consultant.Support the show

Want to lead in the car business? Inspect what you expect. Double-check everything. Write it down. Keep your head on a swivel.Watch the full episode: https://youtu.be/5wVNMGmB6pg Global Dealer Solutions offers a network of high-performance providers while remaining product agnostic. Knowing which tools to deploy makes a big difference. Having a trusted adviser; priceless. Schedule your complimentary consultation today. https://calendly.com/don-278. BE THE 1ST TO KNOW. LIKE and FOLLOW HERE www.linkedin.com/company/fixed-ops-marketinghttps://www.youtube.com/channel/@fixedopsmarketingGet watch and listen links, as well as full episodes and shorts: www.fixedopsmarketing.com/wtfJoin Managing Partner and Host, Russell B. Hill and Charity Dunning, Co-Host and Chief Marketing Officer of FixedOPS Marketing, as we discuss life, automotive, and the human journey in WTF?!#podcast #automotive #fixedoperations

New data shows wool sales are still up in the South Island. PGG Wrightson South Island auction manager Dave Burridge said exporter demand remains highly competitive - with the SWI lifting a further 47 cents. The Country's Jamie Mackay explained further. LISTEN ABOVESee omnystudio.com/listener for privacy information.

In this factual episode, Nicholas Loise, Founder of Sales Performance Team, shares how to build scalable sales teams and integrate marketing for growth. If you struggle with duct-tape sales processes and being stuck in selling, you won't want to miss it.You will discover:- How to align sales and marketing to avoid silos and boost revenue.- Why creating playbooks turns average reps into consistent performers.- What avoiding "one" dependencies like single salespeople prevents risksThis episode is ideal for for Founders, Owners, and CEOs in stage 4 of The Founder's Evolution. Not sure which stage you're in? Find out for free in less than 10 minutes at https://www.scalearchitects.com/founders/quizNicholas Loise is a seasoned sales leader, entrepreneur, and marketing executive with a proven track record of helping small to midsize businesses improve their sales and marketing systems. Having served as Vice President of Sales, President, and Chief Revenue Officer, Nick specializes in building integrated processes and playbooks that drive growth, profitability, and long-term customer value. His experience spans from startups to Fortune 100 companies, where he has revamped sales structures, developed business development strategies, and enhanced customer retention.Want to learn more aboutNicholas Loise' work at Your Sales Recruiter? Check out his website at https://salesperformanceteam.com/Mentioned in this episode:Take the Founder's Evolution Quiz TodayIf you're a Founder, business owner, or CEO who feels overworked by the business you lead and underwhelmed by the results, you're doing it wrong. Succeeding as a founder all comes down to doing the right one or two things right now. Take the quiz today at foundersquiz.com, and in just ten questions, you can figure out what stage you are in, so you can focus on what is going to work and say goodbye to everything else.Founder's Quiz

Entrepreneurs often believe their financial stress will disappear with the next big contract, launch, or raise. But Mike Michalowicz has seen hundreds of high-earning founders and employees still living paycheck-to-paycheck. The problem isn't income; it's behavior. Now on Spotify video! In this episode, Mike returns to break down the core principles behind his latest book, The Money Habit, revealing the psychology behind why we overspend and how small changes can create massive long-term wealth. He also shares his practical personal finance system to increase savings, eliminate debt, and achieve true financial freedom. In this episode, Hala and Mike will discuss: (00:00) Introduction (03:48) Mike's Latest Book, The Money Habit (11:14) Cash Confidence and Financial Independence (17:14) Saving for Big Life Expenses (21:24) Why Traditional Budgeting Fails (24:10) Behavioral Psychology Behind Money Decisions (30:48) The Paycheck-to-Paycheck Money Cycle (37:36) The 6 Essential Money Account System (45:21) The Four Financial Seasons (54:02) Smart Debt Elimination Strategies (57:42) Money Habit Advice for Entrepreneurs Mike Michalowicz is an entrepreneur, bestselling author, and speaker specializing in small business growth strategies. He has built and sold multiple multi-million dollar companies and is the host of the podcast Becoming Self-Made. His latest book, The Money Habit, translates his business finance principles into a practical personal finance system designed to help individuals build stronger money habits and work toward financial freedom. Sponsored By: Indeed - Get a $75 sponsored job credit to boost your job's visibility at Indeed.com/profiting Shopify - Start your $1/month trial at Shopify.com/profiting Spectrum Business - Keep your business connected seamlessly with fast, reliable Internet, Advanced WiFi, Phone, TV, and Mobile services. Visit https://spectrum.com/Business to learn more. Northwest Registered Agent - Build your brand and get your complete business identity in just 10 clicks and 10 minutes at northwestregisteredagent.com/paidyap Framer - Publish beautiful and production-ready websites. Go to Framer.com/profiting and get 30% off their Framer Pro annual plan Quo - Run your business communications the smart way. Try Quo for free, plus get 20% off your first 6 months when you go to quo.com/profiting Working Genius - Take the assessment and discover your natural gifts and thrive at work. Go to workinggenius.com and get 20% off with code PROFITING Experian - Manage and cancel your unwanted subscriptions and reduce your bills. Get started now with the Experian App and let your Big Financial Friend do the work for you. See experian.com for details Huel -  Get all the daily nutrients you need. Grab Huel today and get 15% OFF with my code PROFITING at huel.com/PROFITING Resources Mentioned: Mike's Website: mikemotorbike.com  Mike's Book, Profit First: bit.ly/-ProfitF1st  Mike's Book, The Money Habit: bit.ly/MonyHabit  Mike's Podcast, Becoming Self-Made: bit.ly/BSM-apple  YAP E219 with Mike Michalowicz: youngandprofiting.co/E219   Hala's Speech at MIT: bit.ly/HTMITKN  Active Deals - youngandprofiting.com/deals  Key YAP Links Reviews - ratethispodcast.com/yap YouTube - youtube.com/c/YoungandProfiting Newsletter - youngandprofiting.co/newsletter  LinkedIn - linkedin.com/in/htaha/ Instagram - instagram.com/yapwithhala/ Social + Podcast Services: yapmedia.com Transcripts - youngandprofiting.com/episodes-new  Entrepreneurship, Entrepreneurship Podcast, Business, Business Podcast, Self Improvement, Self-Improvement, Personal Development, Starting a Business, Strategy, Investing, Sales, Selling, Psychology, Productivity, Entrepreneurs, AI, Artificial Intelligence, Marketing, Negotiation, Money, Finance, Side Hustle, Startup, Career, Leadership, Mindset, Growth Mindset, Wealth, Stock Market, Scalability, Investment, Risk Management, Financial Planning, Business Coaching, Finance Podcast

You're at a networking event and someone corners you. For the next ten minutes, they talk nonstop about their vacation, their dog, their new car. You're not having a conversation. You're trapped in their monologue. You're annoyed. You tune out. You start looking for the exit. That's exactly how your prospects feel when you make yourself the star of the conversation. What Is Sales Main Character Syndrome? Sales main character syndrome is when you position yourself as the hero instead of your prospect. You see it everywhere: On the phone: You launch into a five-minute pitch about your company history before asking a single question. In email: You send giant blocks of text about features without mentioning their actual problems. On LinkedIn: Your connect request immediately hits them with "Here's my product, here's my calendar link, let's meet." No matter the channel, it all leads back to the same place: your product, your company, your agenda. Prospects don't care about your product yet. They care about their problems, their goals, and what's at stake in their world. When you make it all about you, you trigger resistance. Buyers feel sold to instead of collaborated with. And that leads to ghosting, objections, and stalled deals. Nobody wants to sit through a feature dump. People need relevance. They want to feel heard and know you actually get them. The Real Cost of Sales Main Character Syndrome Sales main character syndrome has consequences that will wreck your quota. Prospects disengage. When you focus on yourself and your product instead of the buyer and their needs, they tune out. Calls feel like lectures. Emails read like brochures. Messages get deleted without a response. Lose their attention, and you've lost your shot. You miss the real opportunities. By making the interaction about yourself, you fail to ask the right questions. You don't hear what's actually going on in their world. You can't identify the true pain points, the real goals, or what's actually motivating them. So you pitch solutions that don't align with what they need. You waste discovery time chasing the wrong problems. Destroy trust before it's built. Your prospects stop seeing you as a helpful guide. Instead, you're just another salesperson pushing a product. Without trust, everything gets harder and long-term relationships become impossible. The cost is too high. So how do you flip the script? The Mindset Shift: From Hero to Trusted Guide Your job is to be a trusted guide, not the hero. Think Yoda, not Luke Skywalker. Your prospect is the hero of their own story. They're the ones facing the challenge, making the decision, and living with the outcome.  When prospects feel like the main character, they engage more. They open up. They trust you. And trust moves deals forward. Here's a simple three-step framework you can use in every conversation. Step #1: Change Your "I" to "Why" Stop starting conversations with: "I want to show you..." "I'd love to introduce..." "I think you'll like..." Your buyers don't care about your "I." They care about their “why.” Why should this matter to them? Why is it relevant right now? Why does it solve a problem they're actually facing? Lead with "why," and the focus shifts from your agenda to their reality. You'll stop sounding like a salesperson and start being seen as someone who understands their world. Before: "I'd love to show you our new platform and walk you through all the features we've built." After: “Companies in your industry are losing 20% of their pipeline to manual data entry errors. Here's how to fix that." One is about you. The other is about them. Step #2: Define What You Solve, Not What You Sell Most salespeople can rattle off what they sell. A platform. A service. A software solution. That's not what your buyer cares about. Buyers don't wake up thinking, "I need a new vendor today." They wake up thinking, "I need to fix this problem that's making my life harder." When you define the problem you solve instead of the product you sell, you build immediate value. You position yourself as a partner in their success, not just another pitch in their inbox. Product-focused: "We're a sales engagement platform with email sequencing, call tracking, and analytics." Problem-focused: "We help sales teams stop losing deals to slow follow-up and inconsistent outreach." Stop leading with what you sell and start leading with what you solve. Conversations convert faster when prospects see themselves in the problem you're addressing. Step #3: Listen to Hear, Not to Respond The biggest mistake in sales? Listening just long enough to jump in with your answer. Most reps wait for their turn to talk. They're mentally preparing the pitch while the buyer is still speaking. It feels efficient. It's actually ineffective. Listening to hear means shutting up long enough to understand. You catch the nuance. You pick up on the emotion. You uncover the hidden pain points that competitors miss because they're too busy pitching. Slow down. Tune in. Let your buyer feel heard. That's when trust starts to build and when real opportunity opens up. Your Challenge: Put It Into Practice This Week The shift from sales main character syndrome to trusted guide isn't complicated. But it does require awareness and intention. You have to catch yourself when you're about to launch into your standard pitch. Pause and ask, "Am I making this about me or about them?" Your prospect is the hero. Your job is to guide them to success. Make it about them. Lead with relevance. Listen deeply. Watch what happens when you get this right. Because the most successful salespeople aren't trying to be impressive. They're trying to be useful. Make your prospect the main character in every conversation. Do it consistently, and you won't have to chase attention. You'll earn it. -- Stop getting tuned out. Download the Free ACED Buyer Style Playbook and learn how to speak your buyer's language.

Feeling overwhelmed in your business but unsure where to start with delegation? In this episode of the Sales Maven Show, Samantha Prestidge, founder of Auxo Business Services, shares her practical framework for identifying how to delegate tasks and find the right person before the hiring process even begins. Most business owners approach delegation backwards. Instead of asking "What can I get off my plate?" Samantha explains why you should start by identifying what you want to keep. Her Map It, Keep It, Delegate It framework simplifies the entire process. First, map your business into three core buckets: Sales (how you find clients), Ops (how you deliver services), and Cash (how you manage finances). Then identify what lights you up and what truly requires your expertise. Everything else becomes a candidate for delegation. Samantha also addresses a common misconception about how to delegate. You do not need perfect SOPs before hiring. Many business owners delay getting help because they think everything must be documented first. In reality, a good assistant will improve your processes and create better systems than you would on your own. The conversation covers essential hiring strategies, including how to identify the right person for your team, what questions to ask during interviews, and how to spot red flags early. Samantha emphasizes the importance of clarity. Knowing what you need from a team member prevents micromanagement and supports a stronger working relationship. Key takeaways include understanding which tasks naturally group together, determining when industry experience actually matters, and being clear about your personal working style preferences. These insights help you avoid common hiring mistakes and build a team that genuinely supports your business growth. Whether you are hiring your first assistant or refining your delegation strategy, this episode offers actionable guidance to help you delegate effectively and focus on what you do best.

In this episode of Make It Happen Mondays, John sits down with Saif Khan, Regional VP of EMEA and APAC at Semrush, one of the top SaaS platforms helping digital marketers drive visibility, traffic, and growth. But this episode isn't just about tools or tactics—it's about the real human side of sales leadership.From growing up in a council estate in West London to building elite sales teams across two continents, Saif shares how a single ride-along with his uncle sparked his lifelong passion for sales. He breaks down how five years in retail taught him more about buyer psychology than any formal sales training ever could—and why emotional intelligence, not just methodology, is the real differentiator in today's market.The conversation dives into:• How burnout creeps in even during “success”• Why Saif hit pause on his career for a solo journey through Southeast Asia• The coaching crisis in frontline management• The line between AI augmentation and AI dependency—and what it means for the future of leadership.Whether you're an SDR, a VP, or somewhere in between, this episode is packed with real stories, fresh takes, and valuable lessons for anyone navigating the evolving world of modern sales.Are you interested in leveling up your sales skills and staying relevant in today's AI-driven landscape? Visit www.jbarrows.com and let's Make It Happen together!Connect with John on LinkedIn: https://www.linkedin.com/in/johnbarrows/Connect with John on IG: https://www.instagram.com/johnmbarrows/Check out John's Membership: https://go.jbarrows.com/pages/individual-membership?ref=3edab1 Join John's Newsletter: https://www.jbarrows.com/newsletterConnect with Saif on LinkedIn: https://www.linkedin.com/in/saif-khan-cism/Check out Saif's Website Semrush: https://www.semrush.com/Check out these additional links for SemrushEmployment Opportunities: https://careers.semrush.com/jobs/Apple Podcast: https://podcasts.apple.com/es/podcast/technically-her/id1871241654?l=en-GBSpotify: https://open.spotify.com/show/7nBfeFVia9d7ClK7CVOBcV?si=9ef5467e40644435Instagram: https://www.instagram.com/semrush_life/#Youtube: https://www.youtube.com/@SemrushLifeLinkedIn:

Get your copy of The Sales Reset: Forget the Script. Trust Yourself. Win Consistently https://a.co/d/0e4l9gwt Most salespeople lose deals long before they ever ask for the close. In this episode of The Entrepreneur DNA, I sit down with Wesleyne Whitaker — a former chemist turned sales strategist — to break down the science and psychology behind consistent revenue. We dive into why scripts are hurting more than helping, why the fortune truly is in the follow-up, and how fear of rejection silently sabotages even talented entrepreneurs. Wesleyne shares how she transitioned from working in a chemistry lab to scaling a struggling sales territory from $50,000 to $500,000 in just one year — without formal sales training. What changed? She stopped focusing on tactics alone and mastered the mindset behind selling. About Wesleyne: Wesleyne Whittaker is the creator of BELIEF Selling, a sales strategist, international speaker, and the founder of Transformed Sales. A "recovering chemist" turned top-performing sales leader; she built her career leading field sales teams in complex, technical industries before launching her own consulting firm. Today she equips companies and sales professionals to break internal barriers, align mindset with skillsets, and create customer-centric strategies that drive measurable results. Drawing more than fifteen years of experience across manufacturing, distribution, and global markets, Wesleyne blends data-driven sales expertise with deep empathy for the human side leadership. She coaches leaders to see the world through their employees eyes and challenges conventional wisdom that prioritizes tactics over belief. Connect with Wesleyne: LinkedIn: https://www.linkedin.com/in/wesleyne/ X: https://x.com/Wesleyne_ Website: https://transformedsales.com/ About Justin: Justin Colby is the host of The Entrepreneur DNA and The Science of Flipping podcasts and a best-selling author. He is a serial entrepreneur with over and a seasoned real estate investor with over 20 years of experience. Driven by a passion to help entrepreneurs thrive, Justin created the Entrepreneur DNA community to support business owners in building wealth, systems, and long-term freedom. Through his podcasts, books, education platforms, and hands-on mentorship, he continues to help entrepreneurs scale with clarity and confidence. Connect with Justin: Instagram: @thejustincolby YouTube: Justin Colby TikTok: @justincolbytsof LinkedIn: Justin Colby Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

We're back, and this reintroduction goes straight into sales, discipline, and why indecision quietly limits your growth; if you're building something that lasts, this conversation with Daniel G is for you. Subscribe and follow along for more steady leadership conversations. Key Points from the Episode: -Why success must become a "must," not a "maybe" -The danger of indecision in business and life -Mastering fundamentals vs. chasing shortcuts -Competition, comparison, and staying sharp -Health, identity, and long-term performance -Building teams without trying to escape the work Subscribe to the Solid Podcast and watch more full episodes like this. STAY SOLID! 

In this masterclass episode, Favour Obasi-ike, MBA, MS delivers an in-depth exploration of web sales optimization (CRO - conversation rate optimization) through strategic search engine marketing (SEM). The episode focuses on the critical relationship between website speed and conversion rates, revealing how technical optimization directly impacts sales performance. Favour emphasizes that web sales are fundamentally a result of web speed, explaining that websites loading slower than 3 seconds can decrease conversion rates by at least 7%, with compounding effects reaching 20% for sites taking 10 seconds to load.The discussion covers comprehensive website optimization strategies, including image optimization (recommending WebP format over JPEG/PNG), structured data implementation with schema markup, and the importance of optimizing every website element from headers and footers to file names and internal linking structures. Favour introduces the concept of treating URLs like seeds that need time to grow, recommending a 2-3 month planning horizon for content strategy.The masterclass also explores collection pages, category optimization, and the strategic use of content hubs to create pathways for user navigation. Favour shares practical tools and resources for keyword research and competitive analysis, while emphasizing the importance of submitting websites to Google Search Console and Bing Webmaster Tools for maximum visibility. The episode concludes with actionable advice on implementing these strategies either independently or through professional SEO consultation.Book SEO Services | Quick Links for Social Business>> ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Book SEO Services with Favour Obasi-ike⁠>> Visit Work and PLAY Entertainment website to learn about our digital marketing services>> ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Join our exclusive SEO Marketing community⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠>> Read SEO Articles>> ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Subscribe to the We Don't PLAY Podcast⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠>> Purchase Flaev Beatz Beats Online>> Favour Obasi-ike Quick Links

When you're trying to grow your property management business, perfection can feel like the standard… but what if chasing "perfect" is actually what's slowing you down?  In this episode of the #DoorGrowShow, property management growth experts Jason and Sarah Hull unpack the hidden cost of perfectionism in business. They break down why striving for 100% accuracy in tools, systems, or team members leads to frustration, stalled growth, and constant "shiny object" switching. You'll learn how to evaluate mistakes the right way, when to keep a system versus scrap it, and why imperfect action often scales faster than polished hesitation.  They also dive into the six core functions of a healthy business, the danger of over-optimizing the wrong areas, and how to free up your time so you can focus on what actually moves the needle.   You'll Learn (00:00) Introduction to DoorGrow and Perfectionism  (05:24) Optimizing Business Processes Without Perfection  (11:07) Scaling Beyond Personal Limitations Quotables "Perfect businesses are out of business."  "There is nothing in this world that is going to get 100% accuracy 100% of the time."  "Perfectionism is usually born out of an insecurity and discomfort in ourself and we have to get comfortable with things not being perfect in order to scale a business." Resources DoorGrow and Scale Mastermind DoorGrow Academy DoorGrow on YouTube DoorGrowClub DoorGrowLive Transcript Jason Hull (00:01) All right, five, four, three, two, one. We are Jason and Sarah Hull, the owners of DoorGrow, the world's leading and most comprehensive coaching and consulting firm for long-term residential property management entrepreneurs. For over a decade and a half, we have brought innovative strategies and optimization to the property management industry. At DoorGrow, we are on a mission to transform property management business owners and their businesses. We want to transform the industry.   eliminate the BS, build awareness, change perception, expand the market, and help the best property management entrepreneurs win. Now let's get into the show. All right. So what are we chatting about today, Sarah? Perfection. Perfection. So this is a big challenge in business is that especially for early stage entrepreneurs, they want everything to be perfect. They judge, we judge ourselves so harshly. We're so worried.   We have imposter syndrome and where we feel like people are gonna figure out that we don't know everything and that we may not know something they know. There's all these early stage entrepreneur concerns that a lot of people go through. so they have this fear that I need to make sure everything is perfect. And perfectionism can cause some serious problems. And this is a temptation, I think, for most every entrepreneur that I've ever coached or dealt with.   to some degree. So let's talk about this. All So the issue that had come up was just last week on a coaching call with a client and she was saying that, you know, hey, I have this tool that does a specific job and it's pretty good, but it's not 100%. Okay. And it was, she was frustrated that it wasn't 100 % perfect. All right. Right.   And she said, because it's not like sometimes it will miss little things or I think it called a client or a tenant called a tenant by the wrong name. Right. So it might miss little things here and there. she said, you know, I I'm not doing it, but I'm having my team member just kind of watch over things.   And so she said, and I'm looking for an alternative because I just don't feel like that's going to be the solution. It's just not where I want it to be yet. So I said, I totally understand where you're coming from with it. ⁓ My bet, my best advice on it is not to try to strive for perfection because truthfully, it really doesn't matter what it is. It doesn't matter if it's a tool.   a system, a process, a software, a team member, or ourselves that's doing a particular thing, there is nothing on this world that is going to get 100 % accuracy 100 % of the time. So if that's what we're striving for, we're going to be let down at some point, and we're going to consistently feel frustrated. And then we're to jump from thing to thing or person to person looking.   for this magic solution that does 100 % all the time. And it's just, it's not possible. If you ask yourself, have I ever made a Sure. Who hasn't? What technology hasn't messed up from time to time? What computer hasn't messed up from time to time? What even AI sometimes you'll ask it a question and it gives you answers that you know are not correct. And then you have to correct it. And then it goes, I'm so sorry. You're right.   Here's now the correct information. first time it gave you incorrect information. Right? So if we're striving for, no, this thing in order for me to use it has to be perfect all of the time, otherwise it's not worth it. And now I have to go look for something else. That puts us in this loop of consistently we'll forever be searching. will forever be searching for something to be perfect. My rule is if,   If you're using some sort of system, whether it's a tool or a software or AI, if it makes a mistake, and it will. So when it makes a mistake.   If the same thing was done by a human, would this be an immediately fireable offense? Yeah. If a human made the same mistake that the system or tool or AI did, would you go, I immediately have to fire this person? Most times the answer is no. And if the answer is no, then why would you be looking to immediately be getting rid of that tool or stop using that AI or stop using that software?   Right? So a lot of times what I've noticed is we have a lot of grace when it comes to humans and we have very little when it comes to technology, including AI. Yeah. We've almost none. We expect perfection all the time. You're a supercomputer. You should know everything all the time and never make a mistake. And that is fantastic in theory. But in practicality, it's   probably just not realistic, even if it is a supercomputer and it's infinitely more intelligent, even than we are, it's still going to make mistakes sometimes. So if a human made this mistake, if you would look at that and go, yes, I immediately need to fire this person, then you're probably on the right track by getting rid of that tool or system. But if a...   human made this same mistake and you would just chalk it up to, hey, they need more support or hey, they need more training or hey, you these things happen from time to time. It's not a great situation, but I'm not gonna fire them over it. Then I also don't feel like it's worth scrapping the tool for the same reason. Okay, yeah, I agree. So I think ⁓ perfectionism is a big challenge. So one of my mentors,   Alex Sharfin, shout out to Alex. said, he used to say perfect businesses are out of business. And I think one of his mentors told him that. So the idea is when you are trying to make your business perfect, you aren't focused on a lot of times the right things. ⁓ One of the books he recommended to me, a great book, it's called The Goal by Elihu Goldratt. And in this book, it talks about how if you optimize each thing in the business, the business actually becomes less efficient.   So he uses this story uses an example of like a factory and there's different stages in this process. Just like in any business, there's different stages. And if you over optimize one particular stage that leads into another, the challenge is it creates inventory or it creates like more work or it creates excess. And so everything needs to be moving in concert towards the goal. And anything that's not moving the entire business towards the main goal.   can actually become a distraction. So it's very easy for operators in business to over optimize a piece or to spend too much time on something or to put too much attention on making the perfect onboarding process or the perfect system. And it actually makes you less money. It like brings you less client retention. It brings you more headaches and more problems. It makes you need more staff. And so we have to be really careful about   optimizing or making everything perfect. Elon Musk talks about how one of the biggest mistakes made in business is optimizing for the wrong things. And so we need to make sure we're optimizing towards what the actual goals are. And a lot of times also clients get our clients that we coach, they get so focused on making sure their clients have such an amazing experience while neglecting the lead gen and the growth of their own business, which is the lifeblood. So it's like, I want to take care of everybody that   is paying me, but I don't really care about taking care of myself and my family, and paying myself is what it kind of plays out to be. And so this is why we look at things through the lens of what I call the six core functions. Lead gen, nurture, conversion, delivery, lifetime value, and financials. And so these are like six little kids you gotta take care of in the business. And a lot of business owners focus on one that is their favorite darling child.   and make sure that they're fat and happy, and then they have at least one or two that are starving in the corner that they're neglecting. They're like, And usually, lead gen is the one that's being neglected. find, and delivery, taking care of the client's experience, delivering the product is the fat one. And so this means you're being a bad steward in your own business. You're not making healthy decisions.   And here's the thing we teach when we have our clients rate these on a scale of one to five, five being best, each of these six children, these functions in the business, ⁓ it's impossible for all six to be a five at the same time. That's impossible. Perfection is impossible because if you ramp up lead gen and nurture and ⁓ conversion, sales are those three. Sales is ramping up.   Now you have constraints and now you need to hire more people, build out your team. And once you build out your team, you have more expenses, then you need more leads. It's a constant juggle of figuring out which one needs the attention right now. But you're always leveling up, it's impossible for them all to be perfect at the same time. Because it's always relative to your current progress. Like our versions of a five now are very different than my versions of a five in previous history. Like our ones now, nowadays, Indoor Grow,   when we rate things, I would have dreamed of having as, it would have been fives for me in the past in terms of how much money we make, leads, like, et cetera. And so, yeah, like early Jason entrepreneur wouldn't have even have dreamed of having a business as big as this is and being able to live the lifestyle that we live. And so, ⁓ that's important to take note of as well when looking at this that.   Perfectionism is usually born out of an insecurity and discomfort in ourself and we have to get comfortable with things not being perfect in order to scale a business.   Speaking of being able to scale the business, let's have a word from our sponsor. Yeah, let's share. Okay. So our sponsor today is Cover Pest. So Cover Pest, they are the easy and seamless way to add on-demand pest control to your resident benefit package. So residents love the simplicity of submitting a service request and how affordable it is compared to traditional pest control options. Investors love knowing that their property is kept pest free.   and property managers love getting their time back and making more revenue per door. Simply put, CoverPest is the easiest way to handle pest control issues at all of your properties. To learn more and to get special door grow pricing, visit coverpest.com slash door grow. Okay. That's our sponsor. All right. Thank you, CoverPest. So, yeah. So when it comes to perfectionism,   How do you get clients past that? What do usually tell them? So I have a rule that if there is some sort of software...   member that can do a particular thing so that I don't have to be the one who's doing it. If they can do it even, even like 60 or 70 percent as good as I can do it, ⁓ I'm going to make that trade every day of the week. Why? Because at some point if you're trying, if you're holding on to no I will never settle for 60 percent, that is unacceptable, then you very quickly will hit a limit to where you can scale.   and you will no longer be able to grow. Yeah, you hit a limit in your capacity because you only everybody has a limited of what we call the five currencies, time, energy, focus, cash and effort. That's what you have to invest. And your most important or valuable resource, I believe, is time. That's your life. Like you're going to die. And so you're giving away chunks of your life and.   You know, if you're going to give away chunks of your life, it might as well be towards things you actually enjoy doing in the business and not holding on to all these things you think you have to do because your ego says you're the best and nobody else can do it better. Let me tell you this. This is the humbling thing I learned is that if you don't love doing those particular things in the business, there is always somebody that can do it better than you. Because if you don't love doing it, somebody else would and they would easily surpass your level of expertise in that.   and your ability to perform in that and show up consistently well in that. And so you gotta find the people. Another thing early stage entrepreneurs don't understand that I didn't early on is they don't understand that there's somebody out there that loves doing everything that you hate doing. The big mistake we make in the beginning is we think we need to find a clone of ourselves. I just need to clone myself. I call it the clone myth. The reality is it takes about 10 or 12 people to clone you.   So just find, you just got to find specialists, experts, and they will be better at these things than you. And you can stick to the stuff you love. Cool. if they're not better at it than you are, if it can still be done well enough that you won't lose business over it, that is a trade that I would make every day of the week. So I might do something and have amazing results and someone else might duplicate. Let's just say sales. Let's say that I can close nine out of 10 deals.   but I really don't like doing sales. And I'm doing it because I have to do it because I want to grow the business, but I don't actually really enjoy doing it. And then I can find someone who I can have do this for me, but maybe they only close six or seven out of 10. Well, easy math will tell you, hey, I'm going to be closing less deals. That's not a good trade. But really it is because you're getting somebody who's doing a decent enough job.   so that you're not losing business, you're not costing yourself anything crazy, it's not like all of your clients are going to leave you. They're doing a decent enough job to continue to move the business forward, meanwhile you're able to stop doing that thing and then go focus on doing something else that you actually enjoy and very likely with that extra time you will be able to find   Ways to make more money that you did not have time for previously because your time was being eaten up By whatever thing that you can now replace with either a person AI or a tool So even if it's not perfect even if it's not going to do everything the way that you want it to all of the time And it's just not as good as me If you're going to hold on to that belief that it has to be as good as you otherwise it cannot be used   then it will hold you back in your business and you will very quickly hit a ceiling on the capacity of doors that you can enter. Okay, the one problem with that analogy is that most business owners, if they're doing the sales in their own business, they're only doing it part-time. They're not full-time. And so your part-time results might be the equivalent of their full-time results. And so you're not really giving up something if you get somebody full-time, they take that off your plate.   They might even surpass you because it's really hard to compete if you're only putting in an hour to a day to actually grow the business and you've got somebody doing it eight hours or six hours a day. They easily will eventually be beating you in terms of results, especially if you don't like it and they love it. So all right, cool. Well, that's our episode for today. If you are I'm trying to find my outro script here. I can't find it. This is a mess.   Oh, there we go. I lack the carriage return. All right. So if you have ever felt stuck or stagnant and you want to take your property management business to the next level, reach out to us at doorgrow.com for free training on how to get unlimited free leads. Text the word leads to 512-648-4608. Also join our free Facebook community just for property management business owners at doorgrowclub.com. And if you want tips, tricks, ideas to learn about   our offers, subscribe to our newsletter by going to doorgrow.com slash subscribe. And if you found this even a little bit helpful, don't forget to subscribe and leave us a review. We'd really appreciate it. Until next time, remember the slowest path to growth is to do it alone. So let's grow together. Bye everyone.