Podcasts about sales coaching

A while back, I made a mistake that almost killed my ability to close sales — I forgot the reason I got into this game.I stopped listening. I stopped caring. I was chasing numbers and not people.The wake-up call? My wife pulled me aside and said:“You didn't even listen to what that guy told you after the show.”That one sentence hit me like a brick. I realized I stopped crafting the perfect solution and started pushing a pitch.That's when everything changed.In this video, I'm breaking down the exact shift I made that brought my close rate back — and made me feel alive in sales again.→ If you're in sales or building a brand, don't make the same mistake I did. Serve first. Listen hard. The money follows.—

Entrepreneurship isn't always about grinding 24/7—and Alex Schlinsky is here to prove it. In this episode of BizNinja Entrepreneur Radio, Tyler Jorgenson sits down with Alex, the founder of Prospecting on Demand, a sales coach, author, and proud heart surgery survivor. Alex shares how his childhood in an entrepreneurial family shaped his belief in hard work, resilience, and creating a life outside of the traditional “employee box.”From his early days hustling as a social media marketer before Facebook ads even existed, to cold-calling his way into becoming a certified Miami Dolphins media member, Alex reveals how persistence and boldness defined his start. But he also opens up about the wake-up call that changed everything: open-heart surgery at just 29, when his wife was five months pregnant. That health crisis inspired his book, The Anti-Hustler's Handbook, and a mission to help agency owners build businesses without sacrificing their lives.You'll hear Alex drop powerful mindset gems—including why most entrepreneurs chase “more” without ever defining success, the mantras he uses to beat negative self-talk, and his legendary “Secret Weapon Question” for closing sales. Whether you're stuck in hustle culture, struggling to scale, or just need a reminder to give yourself grace, this episode is packed with real talk, laughs, and game-changing takeaways.TakeawaysDefine Success on Your Terms: Don't let society or influencers dictate what “winning” looks like. Get clear about what YOU actually want.The Anti-Hustle Mindset: Hard work matters, but blind hustle is a trap. Build a business that supports the life you love, not the other way around.The Secret Weapon Question: In sales, pull out the real buying criteria from your prospects. Go deeper than “I want results” to create trust and close deals.Give Yourself Grace (Not a Pass): You'll stumble—everyone does. Learn from it, but stop punishing yourself for being human.Community Over Isolation: Entrepreneurship doesn't have to be lonely. Build or join a supportive network to stay inspired and grounded.Chapters00:00 Welcome & Guest Intro – Alex Schlinsky01:20 Growing Up in an Entrepreneurial Family02:50 First Steps into Entrepreneurship05:15 Hustling His Way into the Miami Dolphins Media Team08:30 The Wake-Up Call: Open-Heart Surgery at 2910:45 Writing The Anti-Hustler's Handbook14:50 Breaking Free from Hustle Culture16:30 Mantras & Mindset Shifts That Work18:50 Giving Yourself Grace (But Not a Pass)19:45 Building Community with Prospecting on Demand23:20 Sales Psychology & The Secret Weapon Question27:40 Sales Example: “I Just Want a Treat”28:10 Beyond Business: Life, Balance & Bucket Lists29:08 Where to Find Alex Online & Closing

Mike Robbins is a bestselling author, keynote speaker, and leadership expert who helps sales professionals and teams boost performance through trust, authenticity, and meaningful connection. A former pro baseball player turned thought leader, Mike works with top companies to cultivate cultures where people show up fully, communicate openly, and lead from the heart.SHOW SUMMARYIn this episode of Selling from the Heart Podcast. Larry Levine and Darrell Amy are joined by Mike Robbins, a bestselling author, leadership expert, and former pro baseball player. They discuss the importance of authenticity, vulnerability, and building genuine human connections in sales. The conversation highlights the role of personal and professional credibility, the impact of being present, and the value of bringing your whole self to work. Mike shares insights from his book 'Bring Your Whole Self to Work' and his professional journey, emphasizing that creativity and human connection are key differentiators in the sales profession.KEY TAKEAWAYSPrioritize genuine human connection over simply closing deals.Authenticity and vulnerability build trust and unlock creativity.Sales success comes from showing up as your whole self, not a polished persona.Personal credibility—being relatable and trustworthy—is as important as professional credibility.Being present and truly listening to others is essential in sales.Embrace your quirks; authenticity resonates more than perfection.QUOTES“When you bring your whole self to work—vulnerabilities, values, and your voice—you unlock performance, creativity, and connection like never before.”“People like to buy from their friends.”“We compare our insides to other people's outsides and they don't match up.”“Nobody likes being sold, but everybody loves to buy.”“Our energy speaks way louder than our words.”“The natural human response to vulnerability is empathy.”“We're not here for ourselves. We're here to be in service of whoever it is we're attempting to sell to.”“You are unique. You're special. We're responsible for how we show up.”Learn more about Mike Robbins.LinkedIn: https://www.linkedin.com/in/mrobbins/Learn more about Darrell and Larry.Darrell's LinkedIn: https://www.linkedin.com/in/darrellamy/Larry's LinkedIn: https://www.linkedin.com/in/larrylevine1992/Website: https://www.sellingfromtheheart.net/ADDITIONAL RESOURCESDiscover Heart-Centered Leadership:Explore the Culture from the Heart Podcast and uncover the secrets to thriving workplace cultures. Know a visionary CEO? Nominate them today at

Although our title may not sound like it, this month we're talking about helping new and younger sales talent succeed in your dealership so that your dealership reaps success from their work. Our guest expert is Frank Hurtte, an industrial sales pro for almost 50 years and founder of River Heights Consulting. Author of “The New Sales Guy Project” and several other books, as well as a speaker and magazine columnist, Frank recently wrote: “Sales is the only part of your company that consistently turns cost into cash. “Is your sales team an engine driving revenue?” he added. “Or are they a herd of expense-report addicts wandering aimlessly from customer to customer like stray cats? If you're just spending on sales, you're doing it wrong. Sales isn't supposed to be a warm body with a logo shirt and a business card. It's supposed to be your sharpest weapon.” He doesn't mince words. In this month's episode, we explore the role of the sales manager in coaching and mentoring new salespeople, as well as the kind of structure needed to bring them along and hold them accountable. We also talk about communication and value – and what the new sales guy or gal needs to bring to the table with each customer interaction.   Connect with Frank: LinkedIn River Heights Consulting Website   Connect with IEDA: Visit IEDA Group Website IEDA Events   Produced By: Social Chameleon

In this short segment of the Revenue Builders Podcast, we revisit the discussion with John True, General Partner at Cultivation Capital, to explore the critical role of emotional intelligence (EQ) in sales leadership. From reading the room to eliminating partial listening, John shares insights on why understanding personal and professional wins is as important as the deal itself. He reveals why active listening is a lost art, how group interviews can reveal a candidate's EQ, and why being fully present is the foundation for leadership and influence.KEY TAKEAWAYS[00:00:47] EQ is not optional—it's a core characteristic of great sales leaders.[00:01:16] Understanding personal and professional wins is essential to influence without dictating[00:03:11] Active listening, note-taking, and reading the room set elite salespeople apart[00:04:00] Asking "How do you know?" reveals deeper self-awareness in interviews[00:05:12] Group interviews can uncover a seller's ability to assess multiple stakeholders[00:06:21] Reading the political landscape in the room helps tailor your message effectively[00:07:24] Distractions kill EQ—presence is the foundation of emotional intelligence.QUOTES[00:01:00] "A big part of every interaction as a leader is understanding personal and professional wins as much as what you're up to."[00:03:11] "Active listening is about showing you're engaged—taking notes, bringing insights back into the conversation.[00:04:00] "How are you doing? How do you think you're doing? And most importantly—how do you know?"[00:07:24] "To have EQ, you first have to be here—in the moment, with no distractions."Listen to the full conversation through the link below.https://revenue-builders.simplecast.com/episodes/the-role-of-emotional-intelligence-and-authentic-leadership-in-b2b-sales-with-john-trueEnjoying the podcast? Sign up to receive new episodes straight to your inbox:https://hubs.li/Q02R10xN0Check out John McMahon's book here:Amazon Link: https://a.co/d/1K7DDC4Check out Force Management's Ascender platform here: https://my.ascender.co/Ascender/

Dive deep with us in Noob School Episode 149, featuring Diana Herrmann Davis, Assistant Director of Employer Recruitment and Center Operations at The Citadel. Diana walks us through her multifaceted career—from her polished beginnings at NASCAR, where she shaped media communications and archival storytelling, to dynamic roles in higher education career services at institutions like the University of Pittsburgh and Robert Morris University.She then pivoted into sales as a Sales Associate at Hylo, before evolving into a leadership role at The Citadel—where she's now also spearheading recruitment operations, coordinating career services, and teaching as an adjunct professor. Along the way, her advanced degrees from East Carolina University and the University of Pittsburgh have given her a strong academic foundation.Whether you're mapping a career change, thinking of merging sales skills with education, or aiming to lead in campus operations, Diana's journey delivers rich, actionable insights for your professional evolution.Get your sales in rhythm with The Sterling Method: https://SterlingSales.coI'm going to be sharing my secrets on all my social channels, but if you want them all at your fingertips, start with my book, Sales for Noobs: https://amzn.to/3tiaxsLSubscribe to our newsletter today: https://bit.ly/3Ned5kL#SalesTraining #B2BSales #SalesExcellence #SalesStrategy #BusinessGrowth #SalesLeadership #SalesSuccess #SalesCoaching #SalesSkills #SalesInnovation #SalesTips #SalesPerformance #SalesTransformation #SalesTeamDevelopment #SalesMotivation #SalesEnablement #SalesGoals #SalesExpertise #SalesInsights #SalesTrends#salestrends

In Episode 148 of Noob School, I talk with Kevin Farrell — a retired U.S. Army Colonel and now the President and CEO of Battlefield Leadership. Kevin's career has spanned the military, academia, consulting, and even Hollywood, where he served as the senior military advisor on the Brad Pitt film Fury. But through all of it, one theme has stayed constant: leadership matters, especially under pressure. We talk about how his experience leading troops in combat shaped his understanding of leadership — and why those lessons still apply to business leaders today. Kevin shares stories from his work helping companies grow stronger through historical case studies and dives into some of the most common leadership mistakes he sees in the corporate world. We also touch on the difference between managing and truly leading, and how teams can make that shift. Kevin brings a unique mix of hard-earned experience and academic depth, with advanced degrees from Columbia University and a long list of published work. Whether you're building a team, growing a business, or just trying to become a better leader — this conversation has something for you.

With AI Sales Coaching tools being all the rage these days it's hard to understand where the differentiation truly exists.  How do you do this at the founder and early stage level for start-ups? Where do avatars, holograms, and leaderboards fit in?   How do you innovate in an AI market where things literally change by the day? We tackle these questions and a ton more with our guest, Founder of Avarra.ai, David Knight. And a special guest appearance by Brandon Redlinger as well.    Sales podcast Sales strategies Sales tactics Sales tools Sales leadership Sales team building Quota attainment Sales success

In this short segment of the Revenue Builders Podcast, hosts John McMahon and John Kaplan delve into the importance of preparation and coaching with Joe Eskenazi, CRO at Kong Inc. They discuss how vital it is for salespeople to be prepared to reduce stress and build trust with clients. Joe shares personal experiences from his early sales career, emphasizing the need for genuine conversations over mechanical responses. He outlines various training exercises and strategies for developing a high-performing sales team, highlighting the fusion of preparation and development in achieving success. Listen for valuable insights on how preparation transforms pressure into confidence and effectiveness in sales.KEY TAKEAWAYS[00:00:26] The Power of Preparation in Sales[00:01:23] Embracing Authenticity Over Mechanics[00:02:17] The Role of Preparedness in Reducing Stress[00:02:57] The Importance of Self-Driven Development[00:04:25] Coaching and Training for Sales Success[00:05:41] The Impact of Exhaustive PreparationQUOTES[00:02:29] "The difference between stress and pressure is preparedness."[00:02:49] "You bring the character, the courage, the art, the curiosity by applying your style to the skills and knowledge."[00:03:40] "You gotta participate in your own rescue. You gotta put in the work."[00:07:20] "There's no such thing really as closing. It's how openers are closers and opening the sales cycle is where all of your ground is laid."Listen to the full conversation through the link below.https://revenue-builders.simplecast.com/episodes/developing-a-performance-mindset-in-b2b-sales-with-joe-eskenaziEnjoying the podcast? Sign up to receive new episodes straight to your inbox:https://hubs.li/Q02R10xN0Check out John McMahon's book here:Amazon Link: https://a.co/d/1K7DDC4Check out Force Management's Ascender platform here: https://my.ascender.co/Ascender/

Dans cet épisode, je reçois Marine Deck, fondatrice de CX Advisor et hôte du podcast Le Client. Ensemble, on décortique un sujet crucial mais souvent négligé : comment transformer ton service client en machine à générer du business ! Au programme : Pourquoi l'expérience client est un levier de vente sous-exploité Comment former tes agents à devenir détecteurs d'opportunités Les signaux pour anticiper le churn L'impact (réel) des voice bots et de l'IA sur la relation client Les bons KPIs pour mesurer le ROI de ton service client Et surtout, un plan d'action concret pour muscler ton service client, même si tu pars de zéro

Sriharsha Guduguntla, co-founder and CEO of Hyperbound, joins host Brynne Tillman on the Making Sales Social podcast. Guduguntla shares insights on revolutionizing sales coaching with AI roleplay, enhancing consistency, and scaling training for enterprise teams. Discover how AI-driven role plays can offer objective feedback and cut down ramp times, tackling challenges like bias and inconsistency in traditional coaching. With real-world success stories, Guduguntla highlights how Hyperbound facilitates pre-call planning and confidence-building, proving AI's transformative power in sales and marketing.

Think follow-up is about waiting seven calls? Or that chasing numbers gets you there? Those are just sales myths sucking your potential.In this video, I expose the 5 biggest lies blocking sales success:"You need 7 follow-ups""Chase more numbers" (vs. work smarter)"Price is why clients don't close""The customer is always right""Fake it 'til you make it”Mastering the truth behind each resets your mindset—and transforms your sales game.Curious for next-level systems that actually work? ⚡ Check out Acez Academy: Sales, Leadership & Mastering the Mortgage World → https://acezacademy.comSupport the showJoin our weekly calls so you we can help you too!

“You don't have a marketing problem — you have a sales process gap. And if we don't define what success looks like, how will you ever know if your podcast is working?” In this live sales coaching session, Rob helps podcast strategist Vince Quinn uncover exactly why his sales may not be converting — and what to do about it. It's part therapy, part strategy, and all about helping service-based business owners sell smarter. This is what real sales coaching sounds like. Chapters: 00:00 Introduction to the Live Sales Coaching Session 01:25 Why Most Podcasts Fail (getting to know the client) 04:19 Shifting to B2B Strategy 10:19 Identifying Ideal Clients 15:14 Cold Calling That Works 23:52 Closing Gaps in Sales Process

Want to close more high-ticket sales on LinkedIn? Start by learning from my recent (and colossal!) sales failure.

In this episode of the Revenue Builders Podcast, hosts John McMahon and John Kaplan welcome Steve McCluskey to delve into the essentials of data-driven sales leadership. They discuss why a foundational "playbook" is crucial before implementing metrics, how to balance activity with accomplishment, and the importance of creating a simple, effective operating rhythm. Drawing on extensive experience, Steve shares practical examples, like the "Magnificent Seven" principle, to illustrate how leaders can use data not for micromanagement, but for targeted coaching, developing talent, and ultimately, driving predictable revenue growth.ADDITIONAL RESOURCESLearn more about Steve McCluskey:https://www.linkedin.com/in/stevemccluskey/Watch Force Management's Panel Discussion on AI in Sales Leadership: https://hubs.ly/Q03rlW4ZDownload the CRO Strategy Checklist: https://hubs.li/Q03f8LmX0Enjoying the podcast? Sign up to receive new episodes straight to your inbox: https://hubs.li/Q02R10xN0HERE ARE SOME KEY SECTIONS TO CHECK OUT[00:01:45] The Playbook: The Foundation of Data-Driven Leadership[00:06:12] The Three Dimensions of Sales Metrics[00:08:30] Balancing Activity vs. Accomplishment[00:13:21] The "Magnificent Seven": Learning from Top Performers[00:19:05] Adapting the Playbook to the Buyer's Journey[00:21:48] Holding Leaders Accountable for New Rep Ramp Time[00:29:45] Rock Management: How to Settle on the Critical Few Metrics[00:34:10] The Importance of a Cross-Functional Operating Rhythm[00:41:02] Why Data is Just the Starting Point for Coaching[00:44:31] Churn, Accountability, and Regretted Attrition[00:46:15] The Criticality of a Rep's First Deal[00:52:19] Management vs. Leadership: It's a Mindset[00:55:01] The Power of Simplicity in Metrics[00:58:12] Getting Emotionally Connected to MeasurementHIGHLIGHT QUOTES"I don't think that data-driven leadership really means anything without that playbook foundation.""One man's micromanagement is another man's success formula. It's just mindset.""The biggest point of leadership is the coaching aspect of it. You're not gonna read a list of metrics and be able to tell somebody what they're doing great... You have to watch the swing.""People don't leave their job. They leave their leaders.""If you can navigate that simply and, and in a, you know, through those metrics, that's so important. But then the second piece... is the difference between management and leadership."

In this episode of Dealer Talk with Jen Suzuki, we're diving deep into Steps 5 and 6 of the 10 Steps to the Sale — the test drive and the trial close. Jen keeps it real with down-to-earth stories (including one near-kidnapping

Rick Denley is a keynote speaker, leadership coach, and founder of Peak Performance Leadership Services. With over 30 years of experience guiding organizations through transformational change, Rick empowers sales teams and leaders to embrace growth, develop trust-based cultures, and lead with courage. Blending engineering expertise with real-world leadership insights, Rick delivers impactful keynotes, coaching, and workshops that help people evolve into the best version of themselves. SHOW SUMMARYIn this episode of Selling from the Heart Podcast, Larry Levine and Darrell Amy are joined by Rick Denley, leadership coach and founder of Peak Performance Leadership Services. Together, they explore the importance of adaptability, empathy, and authenticity in sales and leadership. The conversation covers how to lead through change, connect with Millennial and Gen Z decision-makers, and cultivate trust-based workplace cultures. Rick shares practical advice on being courageous and vulnerable while staying grounded in integrity—offering listeners a powerful roadmap for personal and professional growth. KEY TAKEAWAYSAdaptability is Essential: Change is constant, and embracing it leads to growth and fulfillment.Empathy is a Superpower: Empathy requires courage, presence, and cannot be faked—it builds deep connections.Authenticity Wins: Vulnerability and being your true self foster trust in both clients and teams.Lead Across Generations: Millennial and Gen Z buyers and employees value transparency, respect, and growth.Build Daily Habits: Leadership and relational skills must be practiced consistently—not switched on and off.HIGHLIGHT QUOTESThe only constant in the world today is change. We need to get better at changing.Adaptability, empathy, authenticity—these are the skills that will help us become the best versions of ourselves.It's about identifying the anchor that holds you back to move forward.You can't fake empathy. If you try, people will pick it up in your tonality, your body movement, and all this.Vulnerability and authenticity take just as much courage as confidence.People buy from people they know, like, and trust.”The only constant in the world today is change. We need to get better at changing.Allow the up and coming generations to have a say, be seen and heard, and they're going to be fully engaged.

On episode 557 of Delivering #MarketingJoy, Jenna Quaranta joins us to talk about launching her sales academy, coaching different personalities, and modern sales conversations. Watch now!

In this episode of the Inner Edison podcast, Ed sits down with Jonathan Loudermilk, a seasoned entrepreneur and creator of Smart Shark and Smart Publishing. Jonathan opens up about his unique journey from getting fired at multiple odd jobs as a teenager, to finding his footing and confidence in the fitness industry, and ultimately launching multiple businesses. Hear how his early missteps and setbacks—from spilling mashed potatoes on customers as a busboy to learning through heartbreak and relocation—became stepping stones for becoming a top fitness manager and later a successful coach and publisher. Jonathan discusses the realities of working in the fitness world, the importance of building genuine client relationships, and how personal transformation led to professional success. The conversation dives into the practical and mindset shifts required to move from a corporate environment to entrepreneurship, including the lessons learned from failed ventures and what it means to build a business (and life) with true purpose and integrity. Plus, Jonathan shares valuable insights for aspiring authors, including how he wrote and published his own book, the role of marketing and niching down, the power and pitfalls of AI in publishing, and the mission behind Smart Publishing—to help more people become published authors and leave a lasting impact. If you're seeking inspiration, practical business advice, and actionable tips on reinvention, this episode is for you. Tune in for stories about failure, growth, and how your greatest accomplishments often follow your biggest challenges. Connect with Jonathan Loudermilk: Website: smartpublishingservices.com Book: The One Hour Author (Available on Amazon) Parent Company: thesmartshark.com **Contact Ed Parcaut:** -

The best sales coaches don't wing it — they go one-on-one. In this powerful episode of Dealer Talk with Jen Suzuki, we get into the most underutilized yet effective tool in a dealership manager's playbook: the 10-minute one-on-one. Jen breaks down her personal playbook for holding short, focused coaching sessions that actually develop your salespeople. You'll learn how to structure these weekly meetings so they're more than just a check-in — they're where growth actually happens.

Dave Won is a TEDx speaker, Certified Money Coach® (CMC), former Air Force Captain, and founder of Dave Won & Co. He empowers B2B sales teams to overcome money-blocks and shift their mindset toward confident, value-driven conversations that close higher-value deals. Through his unique blend of coaching and neuroscience-informed frameworks, Dave helps sales professionals uncover deep-seated money beliefs and transform their performance from the inside out. SHOW SUMMARYIn this episode of Selling from the Heart Podcast, Larry Levine and Darrell Amy are joined by Dave Won, a TEDx speaker, certified money coach, and founder of Dave Won & Co. The conversation focuses on the power of self-awareness in sales—especially when it comes to money beliefs that may unconsciously sabotage performance. Dave shares his journey from scarcity-based thinking to transforming the culture of sales teams by addressing money mindset at its core. The discussion explores how early money stories shape our approach to value-based selling and why authentic, client-focused conversations drive better results. KEY TAKEAWAYSAuthentic Selling: Building trust and sincerity is foundational to sustainable sales success.Mindset Matters: Unconscious money beliefs can act as a ceiling that limits your potential.Childhood Influence: Many financial behaviors are rooted in beliefs formed before age seven.Discovery is Ongoing: The sales discovery process should never end after the first call.Self-Sabotage Awareness: Recognizing and addressing your own limiting beliefs prevents lost opportunities.Coaching Matters: Money mindset coaching can unlock confidence and clarity in sales conversations.HIGHLIGHT QUOTESYou will never outsell your money beliefs. Your money beliefs will act as a ceiling.Closing the deal doesn't necessarily mean victory.It's about identifying the anchor that holds you back to move forward.Whenever money is involved, people can act irrationally. 

Struggling with a trust recession in your coaching business? Learn 3 trust‑building shifts to crush skepticism, earn instant buy‑in and sign more clients. Macy will show you how to under‑promise & over‑deliver, speak with authentic clarity, and deposit trust with every word—so your coaching credibility and conversions skyrocket. Listen now and transform doubt into dollars! Join the Sell Your Offer Challenge❤️‍

Are your sales coaching efforts missing the mark? It might be time for a new playbook. In a recent episode of Sales POP!, Dr. Deepak Bhootra, a veteran sales leader and founder of Jabulani Consulting, broke down why traditional sales coaching is failing and how to fix it. This post distills his top strategies for creating high-performing teams, covering everything from shifting your mindset to leveraging AI effectively. Discover how to move past judgmental, deal-focused conversations and start coaching the person, not just the pipeline. Learn why the “middle 50%” of your team is an untapped goldmine, and how to use the same discovery skills you use with customers to build trust with your reps. Get ready to transform your coaching from a chore into a powerful tool for lasting success.

You can't build a championship team on randomness. In this episode of Dealer Talk with Jen Suzuki, we're locking in on the tool most dealerships overlook — a strategic, weekly training calendar that creates rhythm, raises confidence, and keeps your team locked into progress. Jen shares her repeatable 4-week framework that covers internet leads, phone skills, showroom TOs, and objection handling — all broken into daily, trackable micro-lessons. This is the blueprint for managers who want to stop winging it and start winning consistently.

Discover what truly drives B2B buying decisions as experts unpack the hidden psychology behind high-stakes deals, from cognitive biases to the power of emotional intelligence. Visit https://www.uconnectsolutions.com to learn more about driving success in your organization. UConnect Solutions, Inc. City: Le Claire Address: 214 S 2nd Street Website: https://www.uconnectsolutions.com

Does talking about your product or service make you feel salesy or uncomfortable? Then today's episode of the Delight in the Limelight Podcast is for you!I chat with Darren Mitchell - former sales leader, coach, mentor, and host of The Exceptional Sales Leader Podcast - about how sales is truly the ultimate form of service. Darren shares his approach to selling with confidence, authenticity, and a genuine desire to help, while letting go of desperation and attachment to the outcome.Listen in to discover:- Why selling is really about helping, not convincing- The danger of “commission breath” (and how to avoid it!)- Practical strategies to build real relationships with your audience or customers- What to do when you lose a sale or face rejectionIf you've ever struggled with selling or talking about your work, this episode will really help!Click here to check the full show notes.

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Episode 273:  It is understanding your progress and the shifts you need to make toward achieving your year-end goals:    Mid-year is the perfect time to reassess, refocus, and reignite your sales strategies. Whether you're ahead of your quotas or trying to make up for lost ground, the next six months offer countless opportunities to optimize your performance. I will share nine key strategies that will help you refocus, boost growth, meet your targets, and elevate your sales performance.   We must begin by honestly assessing our performance in the first half of the year. There is no judgment, just an evaluation of what we have accomplished, areas of progress, and the following steps to commit to.   1. Refine Your Product Pitch   Your product pitch is a powerful tool that can significantly impact your success. Now is the time to evaluate and refine it. Test your pitch with colleagues or mentors, gather feedback, and make adjustments to make it more engaging and tailored to your client's needs. Tools like sales pitch refinement apps and AI platforms can provide valuable insights into the tone, clarity, and effectiveness of your pitch. 2. Double Down on Client Relationships   Strong client relationships are the cornerstone of long-term sales success. Mid-year is an ideal time to check in with your existing customers. Celebrate the wins they've had since partnering with you, or inquire about any changes in their needs or goals. Use this insight to strengthen your collaboration. 3. Leverage Advanced CRM Tools   Are you fully utilizing your customer relationship management (CRM) platform? Tools like Salesforce and HubSpot go beyond managing leads; they provide data-backed insights into client behavior, predict purchasing patterns, and help automate follow-ups. Mid-year is an ideal time to clean up your CRM data and maximize the tool's potential to enhance lead engagement and increase meeting and sales conversions. 4. Focus on Qualified Leads   Not all leads are created equal. Revisit your lead generation strategy and prioritize prospects most likely to convert. It will ensure that you target prospects who align with your ideal customer profile, keeping your pipeline lean yet high-quality. 5. Elevate Your Follow-Up Process   Studies show that 80% of sales require 5+ follow-ups, yet many of us stop after just one or two. Develop a follow-up process that is both persistent and respectful, utilizing personalized emails, value-driven updates, and call-back schedules to ensure effective communication. Make your follow-up customized, not automated. 6. Track & Celebrate Milestones   Take time to track progress towards your goals and celebrate milestones, no matter how small. It will not only boost team morale but also provide an opportunity to reflect on what's working and make adjustments to elements that need improvement. Use performance tracking tools to measure how close you are to achieving (or exceeding) your quotas. 7. Stay On Top of Industry Trends   The sales landscape is constantly evolving, with new tools, tactics, and challenges consistently emerging. To stay ahead, dedicate time each week to reading industry blogs, attending webinars, or networking with other professionals. Whether it's harnessing AI to improve productivity or exploring new markets, staying informed will help you stay competitive. 8. Engage in Sales Coaching or Mentorship   Even the most experienced sales professionals benefit from structured coaching or guidance from a mentor. A coach can help you identify blind spots, optimize your strategies, and inspire creativity in your approach. If you don't currently have a mentor or access to coaching, consider joining online communities or forums for sales professionals to exchange tips and advice. 9. Make Data-Driven Decisions   Data increasingly drives sales. Utilize tools such as Google Analytics, LinkedIn Insights, or your in-house analytics platforms to identify trends, assess performance, and forecast customer behavior. Refine strategies using historical data and adopt an iterative approach to improving your success rate.   Remember, thriving in sales requires a balance of persistence, personal development, and adaptability. These mid-year strategies can help you reassess your current status and set yourself up for a strong second half of the year.   Start by identifying one or two areas where you can make immediate improvements, and take action today. There's no better time to refine your game, inspire client trust, and achieve your goals.   How do you plan to supercharge your sales performance this year? Your thoughts and favorite strategies are valuable to us, so please share them below!   If someone can benefit from this episode, please share it with them.   Until next time, Keep Making Progress.    Connect with Lisa: https://www.linkedin.com/in/lisathal/ http://threewordmeetings.com http://threewordpodcast

In this episode of the Revenue Builders Podcast, hosts John McMahon and John Kaplan are joined by Joe Eskenazi, Chief Revenue Officer at Kong. Joe discusses the importance of developing a performance mindset over a knowledge mindset in sales, emphasizing the focus on outcomes and achieving goals. He shares insights into training and development practices that enhance sales performance, including preparation, role-playing, and handling objections. The discussion also explores the role of intuition, human behavior, and the application of AI in optimizing API management. Joe highlights how these practices have cultivated a high-performing, collaborative culture at Kong and underscores the company's hiring objectives.ADDITIONAL RESOURCESLearn more about Joe Eskenazi:https://www.linkedin.com/in/joeeskenazi/Read Force Management's Guide to Embedding AI In Your B2B Sales Organization: https://hubs.li/Q03ldrzD0Download the CRO Strategy Checklist: https://hubs.li/Q03f8LmX0Enjoying the podcast? Sign up to receive new episodes straight to your inbox: https://hubs.li/Q02R10xN0HERE ARE SOME KEY SECTIONS TO CHECK OUT[00:01:45] Performance Mindset vs. Knowledge Mindset[00:02:31] The Art and Science of Sales Mastery[00:05:38] Training and Developing Sales Skills[00:07:21] Handling Objections and Building Confidence[00:17:19] The Importance of Intuition and Experience in Sales[00:30:27] Slowing Down the Conversation[00:31:18] The Importance of Experience in Sales[00:33:04] Preparedness Reduces Stress[00:35:12] The Role of Development in Sales[00:40:19] The Power of Role-Playing and Team Exercises[00:48:56] Empowering Your Team to Solve Problems[00:50:14] The Impact of a Performance Mindset[00:54:37] Kong's Role in the API RevolutionHIGHLIGHT QUOTES"The best leaders focus on the how in sales.""Our development often focuses on what could go right; the real bar is how you handle things when they don't.""Skills need to be done hundreds of times, if not thousands, to be performed flawlessly.""Openers are closers; the groundwork you lay in the beginning determines your success.""You empower people by recognizing and rewarding the behavior you want to see.""You have to give them the way. But make it simple."

In this episode, Jen Suzuki shares three powerful strategies for dealership sales managers who want to transform their team into top performers. Whether you came up through the ranks selling cars or you're new to leading people, Jen dives into how to shift from being the go-to closer to becoming the coach your team needs. Packed with real-world insight and actionable steps, this episode helps leaders stop doing all the work themselves—and start empowering others to rise. If you're ready to build a championship team, this one's for you.

Is your inner child secretly running your business and ruining it? Elite leadership coach Annie Yatch is back to expose the hidden saboteurs holding you back. From childhood patterns to business plateaus, we break down how self-sabotage wrecks your success and how to fix it fast.   WHAT YOU'LL LEARN FROM THIS EPISODE   The hidden patterns sabotaging your growth  Proven ways to rewire your mindset for high performance A powerful morning habit to reconnect with your purpose How to identify the childhood beliefs that keep you stuck Why strong home relationships fuel stronger leadership   RESOURCES MENTIONED IN THIS EPISODE Getting the Love You Want by Harville Hendrix Ph.D. and Helen LaKelly Hunt Ph.D. | Kindle and Paperback   Grab the FREE PDF “7 Phrases to Lead at Home and in the Boardroom” from Annie Yatch, perfect for navigating conflict and leading with impact. Want it? DM her on Instagram at @northstarleadership.annie to get your copy!   ABOUT ANNIE YATCH Annie Yatch is the founder and CEO of NorthStar Leadership (also known as Northstar Leadership School), a transformative coach and speaker who has built three 7-figure businesses and guided hundreds of clients, CEOs, entrepreneurs, and executives to break through trauma-driven behavior and unlock their potential. A Georgetown School of Foreign Service alum with a master's in International Security and Counterterrorism, Annie blends her background in elite training with a deep understanding of trauma-informed leadership. Featured in DEALFlow CEO magazine and a guest on podcasts like Freedom Chasers, Flip Empire, Be Inspired Mama, and Rick Jordan's “Trauma Limits Success,” she equips leaders with the tools to confront subconscious blocks, foster authentic confidence, and sustainably scale their impact, helping them “find their light, face their shadows, and step into their most successful life yet.”    CONNECT WITH ANNIE Website: NorthStar Leadership  Instagram: @northstarleadership.annie   LinkedIn: Annie Yatch    CONNECT WITH US: If you need help with anything in real estate, please email invest@rpcinvest.com  Reach Ron: RP Capital Leave podcast reviews and topic suggestions: iTunes Subscribe and get additional info: Get Real Estate Success Facebook Group: Cash Flow Property Facebook Community Instagram: @ronphillips_ YouTube: RpCapital Get the latest trends and insights: RP Capital Newsletter

Welcome to another episode of the Elite Expert Insider Podcast! In today's episode, host Jenn Foster sits down with seasoned entrepreneur Jared Rosenthal—a trailblazer in the healthcare industry and founder of Health Street, known for its iconic “Who's Your Daddy?” DNA testing truck and its influence on a VH1 reality show. Jared shares the story of his entrepreneurial journey, from managing 400 employees in the corporate world to launching a unique mobile DNA and drug testing service that grabbed headlines and changed the industry. You'll hear how Jared leveraged eye-catching branding and clever marketing strategies to build his company from the ground up, as well as his insights into the ongoing challenges and solutions for entrepreneurs—especially in the ever-evolving world of software, onboarding, and digital marketing. Jared and Jenn dive into the importance of SEO, adapting to new technologies like AI, and why understanding your audience is the key to business growth.

Connie Kadansky is the President of Exceptional Sales Performance and a Master Certified Coach who helps sales professionals overcome call reluctance and build authentic confidence. With nearly three decades of experience, she empowers individuals to sell with purpose, emotional intelligence, and heart. Connie is a trusted voice in the sales world, featured in outlets like Forbes and the Wall Street Journal, and a passionate advocate for leading with authenticity.SHOW SUMMARYIn this episode of the Selling from the Heart Podcast, Larry Levine and Darrell Amy welcome Connie Kadansky, President of Exceptional Sales Performance. Connie shares her expertise in overcoming call reluctance, cultivating curiosity, and using trust-based influence in sales. Listeners will discover how to lead with empathy, practice authentic communication, and leverage AI and role-play to boost sales confidence and effectiveness.KEY TAKEAWAYSAuthenticity in Sales: Building trust through genuine, heart-led conversations. Call Reluctance: Identify and address internal resistance with practice and self-awareness. Tactical Empathy: Inspired by Chris Voss, use questions and tone to deepen trust. Curiosity as Emotion: Approach each client with genuine interest and an open mind. Role-Play & Preparation: Practice and feedback sharpen your skills before the stakes are high. Self-Respect & Discipline: Inner work drives external results in sales performance. HIGHLIGHT QUOTES“Curiosity is an emotion. Many people do not know that.”“Self-respect precedes self-discipline.”“Leadership starts with the heart, culture, and success follow.”“Confidence is developed through experience.” 

In this episode of the Revenue Builders Podcast, hosts John McMahon and John Kaplan are joined by Eric Erston, CRO of RegScale. They explore the characteristics of top sales teams and delve into the importance of focus, understanding the ideal customer and persona profiles, and the balance of technology and human connection in sales. The conversation also highlights the critical role of leadership in fostering vulnerability, accountability, and continuous learning within sales teams. Eric shares valuable lessons from his extensive career, emphasizing the importance of hiring the right people, empowering teams, and adapting sales strategies to evolving market demands. The episode is rich with practical tips and heartfelt anecdotes, making it a must-listen for sales leaders and professionals aiming to elevate their game.ADDITIONAL RESOURCESLearn more about Eric Erston:https://www.linkedin.com/in/ericerston/Read Force Management's Guide to Embedding AI In Your B2B Sales Organization: https://hubs.li/Q03ldrzD0Download the CRO Strategy Checklist: https://hubs.li/Q03f8LmX0Enjoying the podcast? Sign up to receive new episodes straight to your inbox: https://hubs.li/Q02R10xN0HERE ARE SOME KEY SECTIONS TO CHECK OUT[00:02:07] Qualities of Top Performing Sales Teams[00:05:37] Understanding the Ideal Customer Profile[00:07:53] The Importance of Persona Profiles[00:18:43] Creating a Culture of Vulnerability[00:34:17] Leadership Authenticity and Empowerment[00:35:18] Balancing Vision and Execution[00:37:14] Setting Standards of Performance[00:41:14] Accountability and Rewarding Overachievers[00:41:48] The Importance of Simplicity in Leadership[00:44:40] The Role of Coaching and Feedback[00:51:05] Adapting Sales Strategies[00:56:44] The Impact of Video Calls on Sales[01:00:43] Opportunities at RegScaleHIGHLIGHT QUOTES"You have to earn the right to get to that personal discussion.""Enablement without accountability is a failure to lead.""Get the right people, everything is so much easier.""Lots of sales teams aren't focused.""In order to know how to qualify out, we've gotta know what success is.""The most elite people devour the information provided by the company and then invest their intellect and curiosity into getting to know the individual human component.""How you sell can be just as important as what you sell.""In the old days, one of the best pieces of advice I ever got was if it's in print, expect that they expect you've read it.""If you're not making enough calls, you're not going to succeed.""Find a culture where it's comfortable being vulnerable."

What if the secret to explosive sales growth isn't just about having the best product but about creating genuine trust and joy in every deal you close? In this episode of Predictable B2B Success, host Vinay Koshy sits down with Bob King—seasoned sales expert, author of The Joy of Closing, and former filmmaker—to explore why the traditional, product-centric sales mindset falls short in today's complex B2B landscape. With insights drawn from decades of experience spanning retail, B2B, in-home sales, and even the film industry, Bob challenges conventional wisdom about closing, persuasion, and providing value. Why do so many B2B brands struggle to connect with real decision-makers and lose prospects not to better solutions, but to perceived apathy and indifference? How can one pitch, delivered with sincerity and emotional intelligence, change your company's whole trajectory? And what can storytelling and a bit of "one-call magic" teach us about influencing the buying committee, without resorting to tired sales tactics? Get ready for candid stories, practical frameworks, and hard-earned advice that could transform the way you approach trust-based selling forever. If you've ever wondered what it means to close with integrity—or found yourself wishing for a bit more joy along the way—this conversation is for you. Some areas we cover in this episode include: Trust-Based Selling: Shifting from product-focused to trust-building approaches in B2B sales.Common B2B Sales Challenges: Navigating complexity, multiple decision-makers, and customer indifference.One Call Close Philosophy: Maximizing impact during initial meetings and why it matters in B2B.Crafting Effective Sales Pitches: The importance of storytelling, emotional engagement, and clarity.Overcoming Resistance: Strategies for addressing objections and moving buyers toward decisions.Avoiding "Salesy" Behaviors: Reframing closing as service, not manipulation.Role of Storytelling: Using company and personal stories to connect with buyers.Driving Change and Commitment: Helping customers overcome discomfort with new decisions.Personalization & Emotional Intelligence: Treating clients as individuals rather than forcing rigid personas.Sales Coaching & Leadership: The need for leadership buy-in and connecting company vision to sales success.And much, much more...

Welcome to another episode of Elite Expert Insider! This week, Jenn Foster is joined by the insightful Luis Baez, a seasoned revenue strategist and sales coach whose impressive resume includes top names like LinkedIn, Google, Uber, and Tesla. In this episode, Luis dives deep into the world of personal branding, explaining why standing out as an individual is more important than ever amid the rise of AI and automation. He shares how he accidentally stumbled into the personal branding space—helping colleagues with their LinkedIn profiles—which eventually led to a thriving coaching business. Luis breaks down the essential mindset shifts necessary for building a brand that genuinely connects with others, emphasizing the importance of authenticity, human connection, and aligning your message with the value you deliver. He offers practical advice on blending automation with real human touchpoints, as well as tips on confidently pricing your services and creating repeatable revenue through signature frameworks.

In this episode of the No Broke Months Podcast, we dive into the powerful concept of transformational coaching and how leaders can inspire their teams through thoughtful questioning. You'll learn how to shift from directive commands to solution-oriented conversations that empower growth and accountability. Through real-world examples and proven coaching strategies, Dan Rochon shares how to build stronger relationships, foster personal ownership, and help your team consistently hit their goals.What you'll learn on this episodeGreat leaders guide their teams through questioning, not commands.Celebrating activity over results fosters long-term success.The difference between empowering questions and blame-assignment questions.The power of solution-oriented conversations over problem-oriented complaints.Effective training includes role modeling, practice, and real play.Encourage your team to come with solutions, not just problems.The importance of transparency and vulnerability in coaching conversations.How creating alignment between personal goals and actions can resolve resistance.If you want to lead in a way that inspires action, deepens trust, and creates consistent results, this is your next step.Teach to Sell delivers the leadership frameworks, conversation techniques, and influence strategies that empower agents to guide clients—and teams—to success. Whether you're leading a team or simply looking to elevate your client experience, this book will help you drive growth through integrity, empathy, and trust.Preorder Teach to Sell today and learn how top performers lead their way to No Broke Months.https://www.nobrokemonths.com/teach-to-sell-preorderResources mentioned in this episodeCPI Community – A network designed to give real estate agents the support, training, and accountability they need to grow.Teach to Sell – Dan Rochon's upcoming book on influence without selling. 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

In this episode of The Full Arch Podcast, Dr. Steven Vorholt is joined by Dr. Stacy Farley, Head of Sales Coaching at Shared Practices, for a real-talk breakdown of the Full Arch sales process. They dive into what really moves patients to say yes, why confidence and clarity matter more than persuasion, and how consults can build lasting trust—or quietly lose the case. Stacy shares practical coaching tips, common mistakes, and the mindset shifts doctors and treatment coordinators need to close cases ethically and consistently. Whether you're new to consults or trying to improve case acceptance, this episode is a must-listen for anyone selling Full Arch the right way. Key Highlights

Send us a textGet ready for another electrifying episode of "The Selling Podcast" as Mike and Scott welcome back a true show legend: Damien Cooke! Known for his unparalleled expertise in leadership and sales, Damien dives deep into the core tactics that drive peak performance within sales teams. This isn't just about managing; it's about leading your way to exceptional results.Damien shares one of his absolute key takeaways: the vital importance of having an outcomes-based mindset. He emphasizes that true success comes from focusing relentlessly on the specific activities that directly drive revenue, cutting through the noise of busywork to prioritize what truly moves the needle.But it's not just for managers. Damien passionately argues that sales reps can and should take an active role in team leadership, regardless of their title. He outlines the essential qualities of an effective leader in a sales context: the profound ability to listen intently, to observe behaviors and patterns that others miss, and to cultivate humility as a foundational strength. Damien reveals how a great leader possesses a clear vision – not just of where the team is, but where each individual and the group as a whole can get to.Tune in for a powerful conversation packed with actionable leadership tactics, strategic insights, and the signature engaging banter from Mike and Scott. Discover how Damien Cooke's principles can help you lead yourself, your team, and your sales career to unprecedented heights.Scott SchlofmanMike Williams - Cell 801-635-7773 #sales #podcast #customerfirst #relationships #success #pipeline #funnel #sales success #selling #salescoach

In this episode, Dan Rochon discusses the importance of celebrating the right activities in real estate, focusing on daily tasks over final outcomes. He highlights the significance of consistent lead generation, marketing, and prospecting in building a successful real estate business. Dan encourages focusing on actions like listing appointments, conversions, and negotiations, rather than just the number of closings, to foster long-term success and consistent results.What you'll learn on this episodeCelebrate daily actions, not just the outcome.Consistent lead generation is key to success.Inconsistent sales lead to feelings of inadequacy.Focus on celebrating the job you do every day.Success comes from doing the right activities consistently.Your actions today will reflect in your results months later.Lead generation is non-negotiable, even with clients.Celebrate the work you do, not just the closing.90 to 120 days of lead generation leads to results.Develop habits that align with your goals.If you want a business that doesn't leave you wondering where your next deal is coming from, the answer isn't working harder—it's working consistently.Teach to Sell is your blueprint for doing the right things daily and trusting the process. Inside, you'll learn the systems, scripts, and psychology that empower agents to lead with integrity and build a business that produces No Broke Months—on repeat.Preorder Teach to Sell today and discover how top performers turn consistent actions into consistent income.https://www.nobrokemonths.com/teach-to-sell-preorderResources mentioned in this episodeTeach to Sell: A framework to guide people through trust-building and consistent sales. 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

In this episode of Confessions of a B2B Entrepreneur, Tom Hunt speaks with Gabe Lullo, CEO of Alleyoop, a leading SDR-as-a-service firm. Gabe unveils his groundbreaking employee-powered content machine, a unique strategy that remarkably drives 40% of Alleyoop's new business. Drawing from his sixteen years in sales and leadership, Gabe also shares how to overcome common cold outreach pitfalls with data-driven strategies, Alleyoop's 'plug and play' SDR teams for scalable B2B growth, and his unique journey from SDR to CEO. Essential listening for B2B founders, sales leaders, and marketing professionals looking to innovate their demand generation and future-proof their revenue engine.

Scott Morse runs a 150-person cold calling team making 4 million dials a month — and he's figured out how to keep every call human. In this episode, he breaks down how to move beyond robotic scripts, train with AI, and coach reps using emotional intelligence instead of just metrics. If you're managing a sales team or just want to get better on the phone, this one's packed with practical, next-level advice. KEY TALKING POINTS:0:00 - Intro0:34 - What Lamassu Leads Does2:00 - Scott Morse's Career In High Ticket Sales4:10 - Using Emotion And Curiosity In Sales6:21 - Following A Script Vs Discovering Hot Buttons8:04 - “Surfing The Wave” In High-Ticket Sales11:46 - The Importance Of Being In The Office Vs Remote13:34 - The Way Scott's Business Is Structured14:48 - Using AI In His Sales Process18:20 - Is It A Mistake To Avoid Emotional Topics In Seller Conversations?25:25 - Why He Decided To Build A Cold Calling Business27:06 - His Business Goals29:38 - How To Get In Touch With Scott30:36 - The Idea Behind The Name “Lamassu”33:05 - Outro LINKS:Instagram: Scott Morsehttps://www.instagram.com/scottmorse/ Website: Scott Morsehttps://lamassuleads.com/ Instagram: David Leckohttps://www.instagram.com/dlecko Website: DealMachinehttps://www.dealmachine.com/pod Instagram: Ryan Haywoodhttps://www.instagram.com/heritage_home_investments Website: Heritage Home Investmentshttps://www.heritagehomeinvestments.com/

Mark Cox is the Founder of In the Funnel Sales Coaching and one of the most trusted voices in B2B sales leadership. With over 20 years of experience leading complex sales and building high-performance teams, Mark is on a mission to elevate the sales profession through integrity, process, and repeatable strategies. His no-fluff, practical approach empowers professionals to build trust, close more business, and fall in love with selling again.SHOW SUMMARYIn this episode of the Selling from the Heart Podcast, Larry Levine and Darrell Amy are joined by Mark Cox, founder of In the Funnel Sales Coaching and author of Learn to Love Selling. Together, they explore what it really takes to build a successful, heart-centered sales career. Mark shares why authenticity matters more than ever and explains how cultivating a growth mindset, lifelong learning, and a consultative approach creates lasting success. Through personal stories and real-world tactics, this conversation equips sales professionals to confidently navigate change and connect more deeply with clients.KEY TAKEAWAYSAuthenticity in Sales – Showing up as your true self builds credibility and trust with clients.Always Be Learning – Growth-minded salespeople thrive by consistently improving their skills and knowledge.Consult, Don't Just Close – Reframe your role from “seller” to “trusted advisor” to deepen value.Reframe the Challenge – Changes in the market are chances to offer fresh solutions.Personalized Outreach Matters – Research and preparation elevate your sales conversations. HIGHLIGHT QUOTES“We have to be learn-it-alls, not know-it-alls.”“Sales is a noble profession, and that's why I'm glad you wrote this book, Learn to Love Selling.”“These just can't be words. If you're going to use ‘trusted advisor,' you have to back it up.”“You may be selling the same product, but the problem is different—and the solution must be reframed.” 

In this episode, Bryan introduces a bold shift in how sales coaching should be done - by focusing on the science and mechanics of selling rather than the often subjective "art" of it. Drawing on nearly three decades of experience as a coach (and a self-proclaimed “recovering sales trainer”), Bryan proposes a more measurable, documentable, and results-driven approach to developing salespeople. Bryan explains why sales leaders should spend more time coaching what can be seen, measured, and repeated. He unpacks how role-playing, while sometimes helpful, doesn't always translate to real-world outcomes, especially for remote or digital sellers. He dives into the difference between coaching “the art” of selling (which is based on opinions) and coaching “the science” (which is grounded in data and behavior). And he makes the case that most salespeople thrive when they're held accountable to actual results, not just training exercises. If you're ready to rethink your approach to coaching - and focus on what actually moves the needle — this episode is for you. Curious about certification in the Blind Zebra Sales Operating System? Learn more here. And if you haven't already, make sure you join the Advanced Selling Podcast LinkedIn group: http://advancedsellingpodcast.com/linkedin.

What if the key to scaling your business wasn't working harder—but identifying the right success conditions to make growth inevitable? In this episode of the Sales Maven podcast, host Nikki Rausch interviews Mandi Ellefson, founder of Hands-Off CEO, to explore how uncovering and applying success conditions can transform your business. Mandi shares her journey from financial struggle to building a multimillion-dollar net worth—and how she now helps consulting agency owners achieve predictable growth with less stress. Together, they dive deep into defining success conditions, why they matter, and how to implement them to create consistent client results, boost conversions, and design scalable offers. Mandi also shares tips on pricing based on value, qualifying the right clients, and stepping into a more empowered leadership role. If you're ready to scale with intention—and integrity—this episode is your roadmap.