Podcasts about sales coaching

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Entrainez vos équipes avec les avatars de vos prospects. Testez gratuitement Super Sales et bénéficiez de 30% de remise via ce lien : https://app.super-sales.fr/signup?ref=LLESHEROSDELAVENTE&promo=HERO2025Dans ce nouvel épisode des Héros de la Vente, j'invite François Rolin pour parler d'un sujet rarement abordé : l'alignement dans la vente. Nous verrons avec lui pourquoi beaucoup de commerciaux stagnent malgré les formations… et pourquoi le vrai problème est souvent interne. Nous aborderons : Pourquoi la vente est trop intellectualisée aujourd'hui ? Ce qu'est un commercial aligné vs désaligné. Pourquoi le manque de cohérence se ressent côté prospect ? Peut-on performer sans être aligné ? La différence entre comprendre et transformer.Un épisode profond pour celles et ceux qui veulent progresser durablement en vente. Découvrez le livre de François sur la vente : https://bit.ly/OUI_Vous_PouvezHébergé par Ausha. Visitez ausha.co/politique-de-confidentialite pour plus d'informations.

Cet épisode est soutenu par Claap, la meilleure plateforme pour analyser vos rdv. Bénéficie d'une remise de 30% sur les deux premiers moi ou 10% sur le plan annuel, en utilisant ce lien ci-dessous : https://www.claap.io/affiliates/les-heros-de-la-vente?utm_medium=partner&utm_campaign=les-heros-de-la-vente&utm_source=affiliationDans ce nouvel épisode Les Héros de la vente, j'invite Jérémy LEPLU pour parler d'un problème que toutes les entreprises rencontrent : la perte de leads entre le marketing et la vente. Nous verrons pourquoi le problème n'est ni dans le marketing… ni dans la vente… mais entre les deux. Nous aborderons : La fracture réelle entre marketing et sales Les 3 erreurs majeures dans la gestion des leads Pourquoi le délai de réponse est critique Comment éviter les leads “morts” dans le CRM Ce que l'IA change réellement en 2026 Un épisode très concret avec des quick wins applicables immédiatement. N'hésitez pas à tester l'outil de Jérémy pour ne plus perdre de leads : https://smart-caller.ai/Hébergé par Ausha. Visitez ausha.co/politique-de-confidentialite pour plus d'informations.

J'invite dans le prochain épisode Les Héros de la vente, Thomas BINANT, le fondateur de Super Sales, une IA qui coache les commerciaux en simulant leurs vrais prospects. Dans cet épisode, Thomas défend une idée simple mais radicale : la performance commerciale ne devrait plus dépendre du talent inné ou du bon manager au bon moment. Nous verrons avec Thomas : Comment avec les avatars IA calqués sur les profils LinkedIn des cibles, chaque commercial peut s'entraîner quand il veut. Comment instaurer un coaching continu pour répéter les vrais objections et les vrais blocages. Comment préparer un rdv avec l'IA.Retrouvez Super Sales ici : https://www.super-sales.fr/Hébergé par Ausha. Visitez ausha.co/politique-de-confidentialite pour plus d'informations.

Don't miss out! Sign up here: https://link.cpi-crm.com/widget/form/bJZ4NbRp6ZpSVgGoNb4j?notrack=true https://link.cpi-crm.com/widget/form/bJZ4NbRp6ZpSVgGoNb4j?notrack=true https://link.cpi-crm.com/widget/form/bJZ4NbRp6ZpSVgGoNb4j?notrack=true Shadow Hour Updates to get the latest updates and reminders for our Shadow Hour sessions. Stay informed, stay ahead! What you'll learn in this episode Why listening—not talking—is the ultimate sales skill The 3 steps of the CPI framework: connect energetically, ask adept questions, actively listen How to uncover what clients are afraid to admit Why setting emotional expectations prevents frustration and blame How to turn predictable problems into opportunities for trust The difference between fake rapport and real connection Why influence is something you're given, not something you chase How authentic listening positions you as the trusted expert 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 Page: https://www.facebook.com/NoBrokeMonths/Facebook: Dan RochonLinkedIn: Dan RochonTeach to Sell Preorder: Teach to Sell: Why Top Performers Never Sell – And What They Do Instead

What you'll learn in this episode Why setting expectations helps clients manage their emotions How understanding pain points builds trust and influence Why Teach to Sell focuses on guiding—not pushing—clients The role of emotional intelligence in sales success How influence comes from asking great questions Preparing clients for challenges to improve their experience How to connect on a deeper level and build rapport Why authenticity is your most powerful sales tool   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 Page: https://www.facebook.com/NoBrokeMonths/Facebook: Dan RochonLinkedIn: Dan RochonTeach to Sell Preorder: Teach to Sell: Why Top Performers Never Sell – And What They Do Instead

Dans le prochain épisode Les Héros de la vente, j'invite Mathieu Delion, Chef de marché Marketing & Sales chez ELLISPHERE. Dans cet épisode, il décrypte comment la donnée B2B a changé de nature — et pourquoi aujourd'hui chaque information est un signal d'action. Nous aborderons : Comment le ciblage est determinant dans la réussite commerciale Comment exploiter au mieux les signaux d'actualitéEt comment l'IA transforme concrètement les process d'acquisition et de gestion client. Retrouvez votre assistant commercial IA boosté par les 200 épisodes des Héros de la vente ici : https://miria.ai/alexandre-waquierHébergé par Ausha. Visitez ausha.co/politique-de-confidentialite pour plus d'informations.

What you'll learn in this episode: Why being “60% right and 40% wrong” can still destroy a business The biggest mistake founders make during customer development Why product-market fit exists on a spectrum—not as a yes/no answer The customer development funnel that creates referrals naturally How to know when your product is ready to scale The danger of building based on your own assumptions instead of customer pain Why entrepreneurs struggle to balance confidence with humility The exact questions to ask customers before investing in growth How Uber Eats generated 33x stronger sales results than average clients Why slowing down can actually help you grow faster About Collin Stewart Founder, CEO, podcast host & failed musician How can he help you? Bootstrapped PR to millions in revenue Built a revenue team to 11 Grew 3 companies from $0–$1M as the only sales hire Hosts a podcast with 120+ episodes Nailed product-market fit but whiffed on building it (and learned a tonne from it) Connect with Collin Stewart: Predictable Revenue Founder's Edition The Terrifying Art Collin Stewart LinkedIn Predictable Revenue Podcast

On this episode of Noob School, I sit down with Jean-Michel Moreau — entrepreneur, growth strategist, and host of the Rapid Product Growth podcast — to talk about what actually helps businesses scale sustainably. Jean-Michel's background is anything but typical. Starting in device physics and the Bay Area startup world, he eventually led global tech commercialization efforts for billion-dollar companies before shifting his focus to helping mid-market businesses grow through smarter sales systems, technology, and marketing strategy. In this conversation, we break down why so many businesses fail with paid ads, the massive difference between marketing and advertising, and why understanding real customer pain points matters more than building “brand awareness.” Jean-Michel also explains: Why “foot in the door” offers dramatically shorten sales cycles How SaaS and consulting businesses can scale more predictably Why Meta ads can outperform LinkedIn for B2B growth The metrics he looks for before taking on a client Why founder mindset is often the biggest growth bottleneck How companies can identify the fastest path to sustainable growth This episode is packed with practical advice for entrepreneurs, founders, consultants, and business owners who want to grow intelligently instead of just spending more money on marketing. Subscribe to Noob School for conversations with entrepreneurs, operators, athletes, and leaders who've learned what works through real experience.

In this episode of Noob School, I sit down with Jay Jackson—a former Major League pitcher who spent nearly two decades grinding it out across the MLB, minor leagues, and international baseball circuits. Jay's story isn't just about baseball—it's about resilience. From getting drafted later than expected to navigating the ups and downs of a global career that took him from the U.S. to Japan, Mexico, and beyond, he learned how to stay grounded, positive, and focused when most people would've quit. Over a 17+ year professional career, he played for multiple MLB organizations and built a reputation not just for performance—but for mindset. We talk about what it really takes to last that long in a high-pressure environment—and why success has less to do with talent and more to do with discipline, intentionality, and the people you surround yourself with. Jay also shares the philosophy behind his book, 9 Innings to Living Your Best Life—a framework for living with purpose, maintaining a positive mindset, and leading both on and off the field. The book breaks life into “innings,” each focused on habits like gratitude, accountability, and mental toughness. We get into: Why adversity is your biggest advantage (if you let it be) The power of starting your day with intention How elite performers stay mentally locked in Why “being where your feet are” might be the most important skill you can build The role of mentorship in long-term success Jay is now transitioning into his next chapter—focusing on coaching, mentorship, and helping the next generation develop both as athletes and as people. If you're trying to build something, lead a team, or just get better every day, this conversation will hit home.

High-stakes sales puts pressure on the mind before it tests the deal strategy. Reps and leaders have to stay present through judgment, rejection, complex stakeholders, and the weight of the number. Dr. Michael Gervais joins John Kaplan and John McMahon to unpack FOPO, the fear of other people's opinions, and its impact on executive presence, listening, trust, and decision-making. Drawing from his work with Olympians, world champions, Fortune 100 leaders, and elite teams, Dr. Gervais explains how mental skills like awareness, breathing, self-talk, imagery, and honest team dynamics help people operate with more clarity under pressure. The conversation brings performance psychology into the realities of enterprise sales, where long cycles, executive buyers, and high-consequence conversations demand discipline before the moment arrives. Dr. Michael Gervais is a performance psychologist, the founder of Finding Mastery, host of the Finding Mastery podcast, co-creator of the Performance Science Institute at the University of Southern California, and author of The First Rule of Mastery: Stop Worrying About What People Think of You. He has worked with Olympians, world champions, MMA fighters, Fortune 100 CEOs, and elite teams to help them train their minds for high-pressure performance. Connect with Dr. Gervais: Website Podcast IG Facebook LinkedIn Resources mentioned: Dr. Michael Gervais' Morning Mindset Routine The First Rule of Mastery: Stop Worrying About What Other People Think of You by Michael Gervais, PhD Rethinking Success: Eight Essential Practices for Finding Meaning in Work and Life by J. Douglas Holladay Hit Refresh by Satya Nadella Key takeaways from this episode: 00:00 – Why FOPO quietly turns high-stakes sales conversations into moments of self-protection. 06:32 – A look inside the brain pattern that pulls leaders away from listening when presence matters most. 19:47 – What it really takes to tell the difference between useful pressure and activation that disrupts execution. 25:42 – Why elite performers treat mental training as a discipline, not a reaction to pressure. 41:18 – How rehearsing adversity helps leaders stay composed when the moment starts to break pattern. 48:20 – What leaders often overlook about the trust required for honest challenge on high-performing teams. 56:34 – Why psychological skill development is becoming part of how serious organizations prepare their people. Hosted by five-time CRO John McMahon and Force Management Co-Founder John Kaplan, the Revenue Builders podcast goes behind the scenes with the sales leaders who have been there, done that, and seen the results. This show is brought to you by Force Management. We help companies improve sales performance, executing their growth strategy at the point of sale. Connect with Us: LinkedInYouTubeForce Management

What you'll learn in this episode: Why self-belief is the foundation of every successful business The GPS framework for achieving goals with clarity and focus How the “commit or quit” mindset removes distractions Why consistency beats talent in sales and entrepreneurship The CPI Communication Model for building trust and rapport How neuro-linguistic programming (NLP) improves communication Why follow-up is the most overlooked sales skill The SCARLET framework for hiring winning team members How great leaders teach people how to think, not what to do Why “You are good enough” is the ultimate entrepreneurial truth    

This is from our video B2B Cold Call Example: What to Not Do. Watch the video here https://youtu.be/NisMWcFkyY0?si=bMc6jKpM1-4ZzvoN

Dans ce nouvel épisode des Héros de la Vente, j'invite le coach de vente le plus détesté de France, Pascal Fitoussi, connu pour son approche directe et sans filtre.Nous verrons avec Pascal pourquoi la majorité des commerciaux échouent… non pas à cause de leur technique, mais à cause de leur faiblesse émotionnelle.Nous aborderons avec lui :Pourquoi 90 % des commerciaux n'ont pas choisi leur métierL'impact de la faiblesse émotionnelle sur le closingPourquoi le “numbers game” est un mytheLes erreurs fréquentes dans le recrutement des commerciauxLa matrice du prospect et de l'acheteurRetrouvez Pascal ici : https://www.linkedin.com/in/pascal-fitoussi-%F0%9F%8E%97%EF%B8%8F-b63414124/Et évaluez votre équipe commerciale en 2 minutes: http://scoringsales.onardv.com/ : http://scoringsales.onardv.com/Un épisode confrontant, qui remet en question beaucoup de croyances sur la vente. Retrouvez votre assistant commercial idéal alimenté par les 200 épisodes du podcast les Héros de la vente ici : https://miria.ai/alexandre-waquierHébergé par Ausha. Visitez ausha.co/politique-de-confidentialite pour plus d'informations.

In this segment, Marcy Stoudt, Founder of Revel Companies, breaks down how AI is changing one of the most important responsibilities in sales leadership: coaching. This conversation focuses on a simple but critical shift. For years, managers struggled to observe real customer interactions and give meaningful feedback at scale. With AI, that constraint is gone. At the same time, leaders are dealing with constant meetings and cognitive overload. Marcy explains how top operators are using AI not just to increase productivity, but to create space to think, coach, and lead more effectively. For CROs and frontline managers, this raises the standard. The tools are here. The question is how you use them. Marcy Stoudt is Founder of Revel Companies, where she advises revenue leaders on AI adoption, talent strategy, and organizational alignment. With deep experience in executive recruiting and sales leadership, she helps organizations shift from treating AI as a technology decision to embedding it into how work gets done across teams. Connect with Marcy:  LinkedIn Website Get the Force Management framework for building and scaling predictable pipeline and revenue systems, with a focus on execution, alignment, and repeatability:  The Predictable Revenue Framework: Guide for Leaders Hosted by five-time CRO John McMahon and Force Management Co-Founder John Kaplan, the Revenue Builders podcast goes behind the scenes with the sales leaders who have been there, done that, and seen the results. This show is brought to you by Force Management. We help companies improve sales performance, executing their growth strategy at the point of sale. Connect with Us: LinkedInYouTubeForce Management

We're lucky to have Mark Sellers with us this week. He's the author of "The Funnel Principle" and "Blind Spots: The Hidden Killer of Sales Coaching," whose programs have been implemented in 20 countries. Mark shares his expertise on building effective key account teams, the importance of stakeholder mapping, and how to access senior decision-makers. Our conversation covers essential tools and methodologies, best practices for creating living, and the critical role of cadence in driving meaningful progress. You'll also hear a compelling real-world example from Mark's coaching experience, along with a practical list of key account management do's and don'ts.   Outline of This Episode [00:00] Strategizing account growth [05:03] Understanding stakeholders in accounts [06:45] Importance of key account plans [12:23] Key account management tips [14:54] Building a global sales process   The Value Perspective Key accounts are identified by the current value they deliver—often representing a significant portion of revenues or profits—or by their future potential to grow into major contributors. Drawing on the 80/20 principle, Mark highlights how companies like ITW prioritize the accounts that already provide substantial value ("the 80s") while also identifying those with "80 potential" for strategic investment. But the real challenge is not just identification; it's executing strategies to maximize those accounts. Organizations often stumble here, emphasizing selection but failing to follow through with disciplined execution.   Building Teams for Success: Beyond the Solo Manager One of the most common pitfalls in transitioning from selling to managing key accounts is treating the process as a solo endeavor. Organizations must assemble dedicated teams for key accounts, not leave managers struggling alone. This approach leverages diverse expertise, aligns strategic objectives, and prevents competing agendas within the team. Too often, companies pile management responsibilities onto a salesperson whose instinct is to land deals and move on, rather than nurture long-term relationships. Success depends on both organizational support and the manager's mindset.   Knowing Who's Who in the Zoo Effective key account management relies on understanding all stakeholders who influence your company's position within the client account. Mark emphasizes the necessity of stakeholder mapping, identifying advocates, influencers, veto holders, and competitors' supporters. Even when direct access to senior decision-makers like CFOs or CEOs is limited, having a plan to reach and engage relevant stakeholders is vital. "Top-to-top" meetings—matching executives on both sides—facilitate alignment and deepen relationships, ensuring objectives are mutually understood.   Discipline Drives Progress Mark believes that there are two essentials when it comes to tools and methodologies: a robust key account plan and a systematic cadence for reviewing progress. The plan's worth depends on consistent follow-up; monthly or quarterly reviews ensure tasks are completed and strategies evolve as needed. Without cadence, even the best plans become stale reports. A structured playbook for these reviews fosters productive conversation and accountability—vital ingredients for moving the relationship forward. When it comes to key account plans, less is more. Mark advocates for concise plans—no more than two to three pages, supported by CRM for detailed information. Overly complex, document-heavy plans are rarely executed effectively. The best practice is to focus on live conversations that address progress, challenges, and next steps.   Resources & People Mentioned Strategic Account Management Association   Connect with Mark Sellers Mark Sellers LinkedIn URL - https://www.linkedin.com/in/funnelprinciple/ Mark Sellers Twitter URL – https://x.com/funnelprinciple  Connect With Paul Watts  LinkedIn Twitter  Subscribe to SALES REINVENTED Audio Production and Show Notes by PODCAST FAST TRACK https://www.podcastfasttrack.com  

Cet épisode est soutenu par lemlist, l'outil de prospection multicanal recommandé et approuvé par les Héros de la vente. Testez ici : https://get.lemlist.com/71q26k7imwdl Dans ce nouvel épisode des Héros de la Vente, j'invite Rémi Kokabi de Lemlist pour parler de l'évolution du métier de commercial. Nous verrons pourquoi l'IA n'a pas tué les sales… mais a tué ceux qui travaillent comme en 2015. Nous aborderons : Ce qui distingue un commercial augmenté d'un commercial dépassé Pourquoi la prospection devient “smart” (intent, signaux, timing) Comment passer du volume au “right time, right person” Des cas concrets d'usage de l'IA dans la vente Le rôle du contenu pour réchauffer les prospects avant l'outbound Ce que l'humain doit absolument garder dans le cycle de vente Un épisode clé pour comprendre le futur du métier de sales.Hébergé par Ausha. Visitez ausha.co/politique-de-confidentialite pour plus d'informations.

WIN — What's Important Now In this episode of the Three Word Podcast, Lisa Thal shares a powerful mindset shift around the word WIN — What's Important Now. Winning is not always about the scoreboard, the title, the promotion, or the big milestone. Sometimes winning is having the courage to pause and ask, What matters most in this season of my life? Lisa reflects on a LinkedIn post she shared one year ago and how focusing on her WIN helped her make decisions aligned with what mattered most: starting her Mindset and Sales Coaching business, helping care for her 95-year-old mom with dementia, and creating more time with her wife, Olivia, and their pup, Denali. This episode explores the difference between pursuing and avoiding. Avoidance may feel safe in the moment, but pursuit creates momentum. When we focus on what is important now, we begin to win in ways that are more meaningful and aligned. Three Takeaways 1. Pause before you react. Busy does not always mean productive. Ask yourself what matters most right now. 2. Choose pursuit over avoidance. Identify one thing you have been avoiding and take one small step toward it. 3. Define winning for this season. Your WIN may look different today than it did a year ago, and that is okay. Reflection Question What is your WIN right now? Not someday. Not when everything is perfect. Not when fear disappears. What's Important Now?   Until Next Time. Connect with Lisa: https://www.linkedin.com/in/lisathal/ http://threewordmeetings.com http://threewordpodcast            

What you'll learn in this episode Why listening—not talking—is the ultimate sales skill The 3 steps of the CPI framework: connect energetically, ask adept questions, actively listen How to uncover what clients are afraid to admit Why setting emotional expectations prevents frustration and blame How to turn predictable problems into opportunities for trust The difference between fake rapport and real connection Why influence is something you're given, not something you chase How authentic listening positions you as the trusted expert 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 Page: https://www.facebook.com/NoBrokeMonths/Facebook: Dan RochonLinkedIn: Dan RochonTeach to Sell Preorder: Teach to Sell: Why Top Performers Never Sell – And What They Do Instead

Kevin Beales, CEO and founder of My Sales Coach, joins the Sales Signal podcast to unpack why sales coaching remains one of the most overlooked levers in sales performance.Despite clear data showing a 60% performance difference between frequently coached and uncoached reps, most managers spend less than 5% of their time on true coaching.Kevin shares what the data really shows, why experienced reps are often the most neglected, and the practical framework - coaching plans, cadence, and conversation discipline - that separates real coaching from pipeline reviews dressed up as one-to-ones.If you'd like to read the MySalesCoach report that Kevin mentions in the episode, you can find it here: https://www.mysalescoach.com/the-state-of-sales-coaching-in-2026-report

This is from our video on How to Train Sales Development Resources. Watch the video here https://youtu.be/cStAzkR4NrM?si=k2hvRp9Q85nkWuHh

Today, a segment from our episode on pipeline generation and building a repeatable revenue system with Christopher Vik, VP EMEA at Samsara and former CRO at Leapwork. In this clip, Chris breaks down why most pipeline generation efforts fail before they even start. He explains how preparation drives conviction, why reps avoid pipeline when they lack insight, and what leaders must do to build a culture where execution actually sticks. If you're trying to improve pipeline performance or develop more effective sellers, this is a perspective worth revisiting. Chris Vik is VP EMEA at Samsara and a former CRO at Leapwork and Go Autonomous, where he scaled go-to-market teams across new markets and high-growth environments. He is known for building structured revenue systems that connect pipeline generation, sales execution, and recruiting. Resources mentioned: Flip the Script by Oren Klaff Pitch Anything by Oren Klaff Get the Force Management framework for building and scaling predictable pipeline and revenue systems:  The Predictable Revenue Framework: Guide for Leaders Hosted by five-time CRO John McMahon and Force Management Co-Founder John Kaplan, the Revenue Builders podcast goes behind the scenes with the sales leaders who have been there, done that, and seen the results. This show is brought to you by Force Management. We help companies improve sales performance, executing their growth strategy at the point of sale. Connect with Us: LinkedInYouTubeForce Management

What you'll learn in this episode Why your business should always have backup talent ready The 3 types of talent: potential, emerging, and proven Why proven talent, though costly, is worth the investment How to evaluate a candidate's record of success The cultural fit questions to ask in every interview Why “if it's not a hell yes, it's not a yes” is the golden rule in hiring  

How do you earn trust and drive sales success today? In this episode of Predictable B2B Success, Rory reunites with Scott Roy, co-founder of Whitten & Roy Partnership, to explore actionable strategies for building authentic relationships and empowering sales teams. The episode delves into Roy's discipline, mindset, and childhood influences, emphasizing why genuine care, active listening, and vulnerability are not just soft skills but essential tools for achieving measurable sales performance and driving organizational transformation. If you want practical guidance on building lasting business relationships, inspiring executive growth, and leveraging the human side of sales, this episode is for you. Scott Roy goes beyond strategy, sharing science-backed insights and real stories from London boardrooms to rural Africa to help you build trust and spark transformation. Whether you lead teams, manage sales pipelines, or want proven methods to strengthen business trust, you'll find clear, actionable lessons throughout the conversation. Let's dive in. Some topics we explore in this episode include: Establishing Trust and Credibility: How Scott Roy and his partner built credibility for their new consulting business, focusing on referrals and reputation .DQ (Decision Intelligence) Selling Method: A consultative, listening-first approach to identifying and solving client problems.Centrality of Trust in Business Relationships: Why authentic curiosity and care underpin lasting client trust.Vulnerability and Authenticity in Sales: The role of sharing personal stories and being genuine with clients.Personal Growth and Overcoming Limitations: Connecting childhood experiences to limiting beliefs and the importance of "rewiring" for sales success.Coaching Executives Through Blind Spots: Private, trust-based coaching methods for organizational leaders.Deep Listening and Asking Insightful Questions: Using active listening and expert questioning to uncover client needs.Purpose and Meaning in Sales: Helping salespeople identify personal and professional purpose, not just chase numbers.The Role of Sales Managers: Importance of regular check-ins and supporting salesperson growth.Legacy and Mission: Scott Roy's goal is to change global sales culture and promote ethical, decision-based selling.And much, much more…

CEO sales coaching expert Christopher Filipiak exposes the costly mistake founder-led businesses make when they hire salespeople before mastering revenue generation themselves. After working with 150+ companies, Christopher identified a pattern: CEOs avoid the one role where they hold the most leverage. In this episode of Play Big Faster, he unpacks the founder-to-CEO sales transition, the $400K price tag of a failed sales hire, and why business development coaching for executives starts with mindset, not tactics. Christopher reframes sales as an act of service shifting from fear-based "get energy" to purpose-driven "give energy" — and shares the sales readiness framework every entrepreneur needs before scaling a team.

Preparation does not become less important as sellers gain experience. It becomes more visible as a differentiator. In this replay segment with John Rowell, he breaks down of how disciplined pre-call preparation sharpens positioning, turns cold outreach into meaningful engagement, and allows reps to stay fully present in the moment. The conversation highlights why preparation is not just about information gathering, but about earning credibility, accelerating sales cycles, and creating the conditions for authentic customer conversations. John Rowell is the Co-Founder of Pinned Golf and a former enterprise sales leader with experience at EMC and Lacework. He brings a practitioner's perspective on applying enterprise sales discipline to startup growth. Connect with John: LinkedIn Pinned Golf Website Resources mentioned: Pin Golf's Caddie GPS Tablet Catch the full conversation, here:  Pinned Golf: Making the Shift from Sales to Entrepreneurship Hosted by five-time CRO John McMahon and Force Management Co-Founder John Kaplan, the Revenue Builders podcast goes behind the scenes with the sales leaders who have been there, done that, and seen the results. This show is brought to you by Force Management. We help companies improve sales performance, executing their growth strategy at the point of sale. Connect with Us: LinkedInYouTubeForce Management

Welcome back to Noob School! Today, I'm joined by a very special guest and a longtime friend of the show, Amy Brusky. Amy is the President of Kolbe Corp, and the work her company does is a huge reason reason I was able to grow a tiny company into a massive success.  Years ago, I was a young sales manager struggling to get my team to make cold calls. A consultant named Bill Lee introduced me to the Kolbe Index, and it completely changed my life. It taught me how to stop whining about my team's performance and start hiring the right kind of people for the job.  In this episode, Amy and I dive deep into why understanding your "doing" mind—your instinctive strengths—is the secret to finding what her stepmother and Kolbe founder Kathy Kolbe called "the freedom to be yourself".  What we're talking about in this episode:  The Three Parts of the Mind: Why your personality and intelligence only tell half the story, and why your instinctive way of taking action is the missing piece to your success.  Building Your Hiring Avatar: I share my personal "recipe" for hiring, from the local "beer test" to making sure their Kolbe numbers match the role before I even meet them.  Sales Strengths vs. Role Requirements: We discuss why some people are built for high-pressure cold calling while others, like a guy I once hired with high Factfinder numbers, are the only ones who can close a $25 million government deal that takes two years to finish.  Permission to "Procrastinate": If you're like me and do your best work at the eleventh hour, Amy explains why that's actually "active procrastination" and how to work with that energy instead of feeling guilty.  Career Wisdom for Your 20s: My advice to young professionals: stop trying to just "get a job" and start figuring out where you add the most value with the least amount of friction.  If you're a leader trying to get your team right, or if you're just starting out and want to find a career where the day "flies by," you don't want to miss this conversation.  Take the Kolbe A Index: kolbe.com  Connect with Noob School: Don't forget to Like and Subscribe so we can keep bringing you these insights to help you reach your full potential!

Most companies don't fail because of product, they fail because they never build a clear, repeatable sales system around a problem that actually matters. That shows up early when founders delegate sales too soon, chase broad markets without focus, and struggle to translate technical insight into customer urgency. In this conversation, Lou Shipley brings a career spanning door-to-door selling to leading and teaching at Harvard to break down what separates companies that scale from those that stall. He introduces frameworks like the “problem with the problem” and the “murder board,” while reinforcing a consistent theme: sales is not a downstream function, it is the organizing discipline of the business. For leaders trying to build a high-performance culture or evaluate their next move, this conversation clarifies what to look for and what to avoid. Lou Shipley is a three-time CEO, Harvard Business School professor, and author of Unlikely Entrepreneurs. He has led multiple startups and previously taught sales at MIT. Connect with Lou:  LinkedIn Website Resources mentioned: Unlikely Entrepreneurs: Wins, Losses, and Crucial Lessons on Building Great Companies by N. Louis Shipley and Patricia Favreau Key takeaways from this episode: 00:00 – How Lou Shipley built his sales foundation on 100% commission 06:00 – The 30-second mistake sellers keep making and how it kills deals early 10:33 – Why Lou Shipley believes emotional connection to the problem changes everything 25:55 – Why founders who delegate sales too early almost always get it wrong 33:33 – A behind-the-scenes look at how great teams pressure-test their strategy before the market does 40:22 – The three questions that instantly expose whether a company is worth joining 44:25 – Why narrowing your ICP is the fastest path to real revenue growth, not a limitation 58:33 – The real reason most companies fail before they ever scale Hosted by five-time CRO John McMahon and Force Management Co-Founder John Kaplan, the Revenue Builders podcast goes behind the scenes with the sales leaders who have been there, done that, and seen the results. This show is brought to you by Force Management. We help companies improve sales performance, executing their growth strategy at the point of sale. Connect with Us: LinkedInYouTubeForce Management

In this conversation with Dan Rundle, we talk about what human-centered AI actually looks like inside a business. Dan shares his journey from early employee to CEO, why technology should strengthen people instead of sidelining them, and what separates leaders people want to follow from those they quietly leave. This episode isn't about chasing tools. It's about clarity, consistency, and using technology to improve the human experience — for employees and customers alike. If you believe AI should make teams better (not smaller), this one's worth your time.In this conversation with Dan Rundle, we talk about what human-centered AI actually looks like inside a business. Dan shares his journey from early employee to CEO, why technology should strengthen people instead of sidelining them, and what separates leaders people want to follow from those they quietly leave. This episode isn't about chasing tools. It's about clarity, consistency, and using technology to improve the human experience — for employees and customers alike. If you believe AI should make teams better (not smaller), this one's worth your time.

Mitch Matthews is a success coach, keynote speaker, and creator of the top 1% podcast DREAM THINK DO. Through his coaching and content, Mitch helps high-achieving leaders and entrepreneurs dream bigger, think better, and pursue meaningful work aligned with their purpose.Over the past two decades, Mitch has worked with organizations like NIKE, NASA, Disney, and United Airlines, helping leaders clarify direction and lead with impact. He has interviewed world-class performers—including Brendon Burchard, Michael Hyatt, Jamie Kern Lima, elite athletes, and Oscar winners—bringing powerful insights to his global audience. Mitch is also the creator of The Authority Bridge™, a coaching experience designed to help seasoned professionals build purpose-driven, legacy-worthy businesses.SHOW SUMMARYIn this episode of the Selling from the Heart Podcast, Larry Levine and Darrell Amy are joined by Mitch Matthews to explore a refreshing approach to modern selling: Filter, Coach, Commit. Mitch explains that selling from the heart is about connecting the right people with the right solutions at the right time—even if that solution isn't yours.The conversation emphasizes the importance of intentional branding to attract ideal clients and repel poor-fit opportunities, as well as the power of saying “no” to build trust and long-term credibility. Mitch reframes sales conversations as coaching conversations—focused on listening deeply, clarifying needs, and guiding people toward meaningful action.This episode highlights the shift from transactional selling to relationship-driven coaching, where authenticity, alignment, and long-term thinking create lasting success.KEY TAKEAWAYSFocus on connecting the right people with the right solutions at the right time.The Filter, Coach, Commit framework helps attract, guide, and serve ideal clients.Saying “no” creates clarity, builds trust, and strengthens your brand.Approach sales conversations as coaching conversations—not pitches.HIGHLIGHT QUOTESWhen you can describe someone's problem better than they can, they assume you have the solution.A good brand attracts the right people and repels the wrong people.Coaching starts with listening and meeting people where they are.If you're ever in danger of being considered a commodity, relationships set you apart.ADDITIONAL RESOURCESMitch is offering Selling from the Heart listeners free access to the Next Chapter workshop! Use codes HEART or LOVE  at checkout: https://members.matthewstraininginternational.com/next-chapterExplore the secrets of heart-centered leadership and thriving workplace cultures with Culture from the Heart Podcast! Nominate a visionary CEO at www.culturefromtheheart.com!Listen to Larry Levine's Bestselling Book: Selling in a Post-Trust World! Now available on Audible! Transform your sales approach with insights that matter.  Subscribe to The Selling from the Heart Podcast Youtube Channel! Stay updated with the latest episodes and leadership tips: Selling from the Heart YouTubeGet Your Daily Dose of Inspiration:Click Here for Your Daily Dose

What you'll learn in this episode: Why focusing on action—not outcomes—keeps you consistent and motivated ● How making just 5–10 calls a day creates long-term sales momentum ● Why rejection and silence are signs you're doing the right work ● How to use Google Keyword Planner for free SEO research ● Simple video strategies to educate and engage without being “camera confident” ● The Facebook friend-adding and engagement method that boosts visibility ● Why the 4:1 content rule builds trust faster than constant selling ● How $5 a day in ads can generate thousands of views ● The importance of liking, commenting, and sharing your own content 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 Page: https://www.facebook.com/NoBrokeMonths/Facebook: Dan RochonLinkedIn: Dan RochonTeach to Sell Preorder: Teach to Sell: Why Top Performers Never Sell – And What They Do Instead

What you'll learn in this episode: ● How to turn one client into multiple transactions ● Why genuine connection is the most powerful marketing strategy ● The mindset shift that builds lifetime loyalty ● How to create low-cost, high-impact touchpoints ● Why contribution and consistency guarantee referrals    

What you'll learn on this episode: How your thoughts shape your outcomes and sales success The Self-Coaching Model for breaking negative thought and behavior cycles Why visualization, affirmations, and meditation rewire your mindset for better results How reading, mentorship, and strategic learning create massive shifts in your business Why the right community and influences are critical for consistent growth 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 Page: https://www.facebook.com/NoBrokeMonths/Facebook: Dan RochonLinkedIn: Dan RochonTeach to Sell Preorder: Teach to Sell: Why Top Performers Never Sell – And What They Do Instead

Geschätzte Lesedauer: 10 Minuten Zunächst springst du von Termin zu Termin und von Meeting zu Meeting. Zwischendurch beantwortest du schnell die wichtigsten E-Mails. Darüber hinaus fährst du noch auf die Messe. Folglich bist du super busy. Allerdings könnten die Ergebnisse besser sein, wenn du ehrlich bist. Denn Akquise, neue Kunden und frische Angebote in der Pipeline gibt es viel zu wenig. Infolgedessen schieben sich die besten Deals schon wieder in den nächsten Monat. Schließlich ist das der klassische Reaktionsmodus, der dich und dein Vertriebsteam auf Dauer fertig macht. Deshalb wird es höchste Zeit für eine klare Sales Cadence. Denn als Vertriebsleiter musst du den Rhythmus und die Prioritäten vorgeben – und natürlich auch vorleben. Wie genau das funktioniert und wie du dein B2B Sales Team aus dem Reaktionsmodus holst, zeige ich dir in diesem Beitrag. Zudem ist das hier keine trockene Theorie, sondern vielmehr ein echter Baukasten für deinen Vertrieb. Warum ohne klaren Vertriebsrhythmus die wichtigste Arbeit liegen bleibt In der B2B-Welt verbringt ein Verkäufer im deutschen Mittelstand im Schnitt nur eine einzige Stunde am Tag aktiv mit dem Kunden. Tatsächlich ist der Rest reine Verwaltung, interne Abstimmung und reaktives Arbeiten. Das Problem ist dabei jedoch nicht nur die mangelnde Kundenzeit. Vielmehr ist das echte Problem: Die wichtigste Arbeit schafft es erst gar nicht in den Kalender. Die Eisenhower-Matrix als Leitfaden Hier hilft uns glücklicherweise die berühmte Eisenhower-Matrix. Demnach lassen sich Aufgaben in vier Felder einteilen, basierend auf den Achsen dringend und wichtig. Einerseits ist die lukrativste Arbeit im Vertrieb – also neue Kunden ansprechen, die Pipeline aufbauen und strategische Gespräche führen – extrem wichtig. Andererseits ist sie fast nie dringend. Dringend ist stattdessen das nächste Meeting, das klingelnde Telefon oder die E-Mail, die gerade reinkommt. Folglich gewinnt das Dringende im Alltag fast immer, weshalb die wichtigen Aufgaben ständig vor sich hergeschoben werden. Dementsprechend müssen wir das dringend ändern. Deine absolute Kernaufgabe als Führungskraft im Vertrieb ist es nämlich, dafür zu sorgen, dass genau diese wichtige, nicht dringende Arbeit den Kalender bestimmt. Kurzum: Der Vertrieb scheitert selten an schlechten Produkten. Stattdessen scheitert er daran, dass die wirklich wichtigen Dinge keinen Platz im Terminkalender finden. Was ist eigentlich eine Sales Cadence? Eine Sales Cadence (oder auch Vertriebsrhythmus) beschreibt ganz konkret, wie du den Ablauf einer Woche, eines Monats, eines Quartals und eines Jahres in deinem Vertriebsteam strukturierst. Dabei geht es vor allem darum, strategische Jahres- und Quartalsziele auf den einzelnen Tag herunterzubrechen. Schließlich entscheidet sich der Vertriebserfolg genau dort: In der alltäglichen Umsetzung. Der Startschuss für deine Sales Cadence: Das Friday-Sheet Tatsächlich starten die meisten Vertriebsteams völlig ungeplant am Montagmorgen in die Woche und fangen sofort an zu improvisieren. Zunächst arbeiten sie reaktiv E-Mails ab und verschwinden anschließend in internen Meetings. Am Freitag fällt dann schließlich auf, dass wieder zu wenig Akquise passiert ist. Zudem fehlen Neukunden in der Pipeline. Die Lösung dafür ist denkbar einfach: Das Friday-Sheet. Jeder Verkäufer plant am Freitag verbindlich seine kommende Woche. Idealerweise macht er das von Hand in ein gemeinsames Google Sheet, aber bloß nicht ins CRM. Folglich behältst du den Überblick. Dementsprechend gehören folgende Punkte in dieses Sheet: Die 4 entscheidenden Felder des Friday-Sheets Erstens – Neue Logos: Welche komplett neuen Kunden gehe ich nächste Woche proaktiv an? Dabei zählen keine Bestandskunden und keine warmen Kontakte! Falls hier nämlich nichts steht, hast du im nächsten Monat keine frische Pipeline. Folglich fällt dir das durch die 60-Tage-Regel in wenigen Wochen knallhart auf die Füße. Zweitens – Pipeline vorantreiben: Welche wichtigen Deals bewege ich nächste Woche weiter? Und zwar durch konkrete Aktionen! Schließlich ist "Ich fasse mal nach" keine echte Aktion. Stattdessen musst du wissen: Wer spricht mit wem, worüber und was ist das konkrete Ziel? Drittens – Abschlüsse: Welche Aufträge kommen nächste Woche sicher rein? Auch hier brauchst du unbedingt das "Warum". Warum sollte der Kunde ausgerechnet jetzt abschließen? Zudem musst du wissen, welches Event ihn treibt. Viertens – Sonstiges Wichtiges: Trage außerdem ein bis maximal drei weitere wirklich entscheidende Punkte ein, wie beispielsweise wichtige Messevorbereitungen. Am Freitagnachmittag schaust du dir diese Liste an. Dadurch siehst du sofort, ob die nächste Woche in die richtige Richtung läuft. Noch wichtiger ist jedoch: Du überprüfst, was der Verkäufer sich für die vergangene Woche vorgenommen hatte und was davon wirklich passiert ist. Kurzum, das ist dein wichtigster Ansatz für Führung und Sales Coaching! Golden Hours: So schützt du den Vertriebsrhythmus deiner Akquise Wenn deine Leute drei neue Logos angehen wollen, brauchen sie dafür natürlich Zeit. Falls der Kalender jedoch voll mit internen Schulungen ist, wird das reines "Wishful Thinking". Deshalb brauchst du in deiner Sales Cadence zwingend geschützte Akquisezeiten – die sogenannten Golden Hours. Definiere hierzu mit dem Team gemeinsame Slots, in denen absolut nichts anderes gemacht wird als Akquise. Das können beispielsweise zwei Vormittage pro Woche sein. Zudem muss die Recherche dafür vorher passiert sein. In diesem Slot werden dann Telefone umgeleitet und niemand checkt E-Mails. Schließlich entsteht eine unglaubliche Dynamik, wenn alle das gleichzeitig machen. Allerdings müssen diese Slots knallhart verteidigt werden. Folglich darf dort kein anderes Meeting reingelegt werden! Sales Meetings, die den Vertriebsrhythmus wirklich weiterbringen Ebenso darf dein wöchentliches Sales Meeting kein langweiliges Buchhalter-Meeting sein. Denn die Zahlen stehen ohnehin im CRM. Vielmehr geht es um die Zahleninterpretation und vor allem um das gemeinsame Learning. Fragt euch deshalb: Was haben wir vom Markt gelernt? Darüber hinaus solltet ihr prüfen, ob es neue Best Practices gibt. Baut zudem kurze Trainingseinheiten ein. Das kann Einwandbehandlung sein oder wie man an den Entscheider herankommt. Schließlich muss ein Sales Meeting Energie geben und inspirierend wirken. Das Montagabend-Update für mehr interne Dynamik Außerdem ist das Montagabend-Update ein echter Gamechanger. Schick einfach am Montagabend ein kurzes Update an das gesamte Unternehmen. Der Inhalt lautet schlicht: "Das sind die neuen Kunden, die wir diese Woche angehen." Infolgedessen wirst du staunen, was passiert. Sehr oft meldet sich daraufhin jemand aus einem anderen Team und sagt: "Hey, mein Kommilitone arbeitet jetzt dort!" Dadurch aktivierst du effektiv das verborgene Schwarmwissen deines Unternehmens. Somit machst du den Vertrieb zum wichtigen Thema für alle Abteilungen. One-to-Ones: Die Sales Cadence individuell steuern Genauso ist das One-to-One zwischen dir und dem Verkäufer dein mächtigstes Werkzeug in der Vertriebssteuerung. Deshalb führst du Kritik oder schwierige Gespräche niemals im Team-Meeting, sondern exklusiv hier. Außerdem solltest du den üblichen Smalltalk vergessen. Denn "Wie läufts? – Ach, zieht sich noch" bringt niemanden weiter! Stattdessen muss ein One-to-One hart strukturiert sein: Wo stehst du folglich mit deinen Zahlen im Vergleich zu den Zielen? Darüber hinaus analysieren wir gemeinsam die Pipeline. Zudem prüfen wir, ob es einen Skill-Fokus gibt (beispielsweise bei der Discovery). Schließlich nutzen wir den "Career Compass", um deine heutigen Aufgaben mit deinen Karrierezielen zu verbinden. A-, B- und C-Player im Rhythmus richtig führen Dementsprechend braucht jeder Verkäufer eine ganz andere Führung. Bei A-Playern fragst du vor allem, welche Hindernisse du aus dem Weg räumen kannst. Andererseits brauchen B-Player gezielte Entwicklung und eine engere Begleitung. Bei C-Playern brauchst du hingegen klare Erwartungen und schnelle Entscheidungen. Schließlich ist endloses Mitschleppen keine Option. Pipeline Flash und gemeinsame Kundentermine Zusätzlich zu den fixen Meetings brauchst du regelmäßige Pipeline Flashes. Warum hängen bestimmte Deals? Wie können wir sie gemeinsam loseisen? Deshalb ist es dein Job als Führungskraft, die Deals nach vorne zu pushen. Darüber hinaus begleitest du deine Leute regelmäßig zu Kundenterminen. Hält sich der Verkäufer tatsächlich an das Playbook? Allerdings übernimmst du dabei niemals das Gespräch! Du bist schließlich reiner Beobachter und nutzt das Ganze hinterher als Coaching-Opportunity. Monatliche und Quartals-Rhythmen in der Sales Cadence Außerdem zieht sich die Sales Cadence noch weiter. Monatlich schaut ihr euch die Account-Plans der Top-Kunden an. Zudem setzt ihr euch einen Skill pro Monat, den ihr im Team gezielt trainiert. Besonders kritisch ist es jedoch, sich quartalsweise die "Slipped Deals" anzuschauen. Das sind Deals, die nach hinten verschoben wurden. Falls die Pipeline nämlich plötzlich dünn wird, sind deine Verkäufer oft nicht nah genug am Kunden dran. Daher musst du in solchen Fällen sofort nachhaken! Konstanz: Den Vertriebsrhythmus als Schwungrad (Flywheel) nutzen Um all das umzusetzen, musst du jedoch zuerst bei dir selbst aufräumen. Deshalb holst du dir am besten sofort das Commitment von der Geschäftsführung. Du brauchst nämlich Freiräume und Schutz für dein Team. Schließlich kannst du dein Team nicht führen, wenn du durchgehend fremdgesteuert bist. Vergiss dabei niemals: Sales solves everything. Umsatz ist letztlich der ultimative Schutz gegen Übergriffigkeit im Unternehmen. Die Abwärtsspirale (Doomloop) verhindern Dementsprechend anstrengend ist das Etablieren dieser Sales Cadence. Es dauert nämlich gut drei bis vier Wochen, bis es greift. Es funktioniert quasi wie ein Flywheel (Schwungrad). Am Anfang musst du hart pushen und Widerstände überwinden. Allerdings wird es zu einem Automatismus, wenn es einmal läuft. Deshalb solltest du unbedingt die "Doomloop" vermeiden, bei der ständig neue Initiativen gestartet und sofort wieder fallen gelassen werden. Kurzum: Konsistenz schlägt Exzellenz. Mach folglich die richtigen Dinge konsequent, und dein Vertriebs-Schwungrad wird sich drehen. Gib alles! Quick Takeaways Erstens – Wichtig vor dringend: Die Akquise darf dem Tagesgeschäft nicht zum Opfer fallen. Zweitens – Friday-Sheet nutzen: Jeder Verkäufer plant freitags verbindlich seine Neukunden. Drittens – Golden Hours verteidigen: Schaffe absolut störungsfreie Slots exklusiv für Akquise. Viertens – One-to-Ones strukturieren: Führe harte, aber wertschätzende Gespräche über die Pipeline. Fünftens – Slipped Deals analysieren: Hinterfrage hartnäckig, warum Deals ständig verschoben werden. Schließlich – Flywheel etablieren: Bleib konsequent. Konsistenz im Vertrieb schlägt stets kurzfristige Exzellenz. Was genau ist eine Sales Cadence? Eine Sales Cadence (oder Vertriebsrhythmus) ist ein festgelegter, strukturierter Ablauf von Vertriebsaktivitäten über Tage, Wochen und Monate. Sie bestimmt folglich, wann geplant, akquiriert, gecoacht und reportet wird, um den Vertrieb aus dem reaktiven Modus zu holen. Warum sollte das Friday-Sheet freitags und nicht montags ausgefüllt werden? Am Montagmorgen holt den Verkäufer meist schon das Tagesgeschäft ein. Die Woche reaktiv zu beginnen, verhindert deshalb strategische Planung. Freitags ist der Kopf hingegen klarer für die verbindliche Zielsetzung der nächsten Woche. Was sind Golden Hours im B2B Sales? Golden Hours sind im Terminkalender fix blockierte, geschützte Zeiten, die ausschließlich für Outbound-Akquise genutzt werden. In dieser Zeit gibt es folglich keine internen Meetings und keine Beantwortung von normalen E-Mails. Wie oft sollte ein One-to-One mit Verkäufern stattfinden? Idealerweise findet das strukturierte One-to-One jede Woche statt. Dadurch behältst du den Vertriebsrhythmus im Auge und kannst zudem zeitnah bei Problemen coachen. Was bedeutet der Begriff "Slipped Deals"? Als Slipped Deals bezeichnet man Verkaufschancen (Opportunities), deren Abschlussdatum überschritten wurde. Deshalb werden sie immer wieder in den nächsten Monat verschoben. Sie sind somit ein klares Warnsignal für fehlende Kundenbindung in deiner Sales Cadence. Wie du eine Sales Cadence in 5 Schritten in deinem Vertriebsteam einführst. Management-Buy-In sichern Kläre zunächst intern, dass dein Team geschützte Akquisezeiten braucht. Befreie dich und dein Team deshalb von unnötigen internen Meetings. Das Friday-Sheet einführen Implementiere anschließend ein einfaches Google Sheet. Lass jeden Verkäufer freitags verbindlich eintragen, welche Neukunden nächste Woche kontaktiert werden. Golden Hours blockieren Definiere darüber hinaus feste Zeiten im Wochenkalender als reine Akquisezeit. Diese Blöcke werden unter keinen Umständen für andere Termine hergegeben. One-to-Ones strukturieren Ersetze zudem den Flur-Smalltalk durch verbindliche Einzelgespräche. Analysiere hier hart an der Sache die Pipeline und coache individuelle Schwächen. Konsistent bleiben Halte diesen Rhythmus schließlich konsequent durch. Es dauert nämlich drei bis vier Wochen, bis sich Widerstände legen und das Schwungrad zu laufen beginnt. Hast du deine Sales Cadence schon im Griff? Oder versandet die Akquise in deinem Team folglich auch immer wieder im reaktiven Tagesgeschäft? Lass es mich wissen, kommentiere deshalb diesen Beitrag und teile ihn mit deinem Netzwerk. Gib alles!

This is the first video in our SMART Sales System and providse anIntro to SMART Selling. Watch the video for this here https://youtu.be/fSvUdhbsM6M

If you treat AI as just tech or a tool, you're likely missing out on the true strategic benefit to your organization. Many leaders are waiting on IT, governance, or the “right stack” while competitors are already compounding gains through faster execution, better preparation, and tighter alignment. Marcy Stoudt returns to unpack why AI adoption starts with mindset, how productivity gains break without cross-functional integration, and why the next competitive edge will come from leaders who drive curiosity, coaching, and clarity in how their teams actually sell and hire. Marcy Stoudt is Founder of Revel Companies, where she advises revenue leaders on AI adoption, talent strategy, and organizational alignment. With deep experience in executive recruiting and sales leadership, she helps organizations shift from treating AI as a technology decision to embedding it into how work gets done across teams. Connect with Marcy:  LinkedIn Website Get the Force Management framework for building AI-native revenue systems that drive repeatable execution and growth:  The Predictable Revenue Framework: Guide for Leaders Key takeaways from this episode: 04:00 – Why AI adoption breaks when leaders treat it like a tech stack decision instead of changing how work actually gets done 14:17 – What CROs get wrong when they wait on IT to lead AI strategy while competitors move faster 23:00 – The daily discipline that separates leaders who are compounding AI advantage from those falling behind 30:00 – What it really looks like to use AI to create space, reduce noise, and improve how you think 39:40 – Where your real inefficiencies actually live and why your frontline already knows the answer 49:30 – What hiring looks like when every resume sounds perfect and signal gets harder to find 59:15 – Why AI is increasing the value of leadership fundamentals like alignment, coaching, and culture Hosted by five-time CRO John McMahon and Force Management Co-Founder John Kaplan, the Revenue Builders podcast goes behind the scenes with the sales leaders who have been there, done that, and seen the results. This show is brought to you by Force Management. We help companies improve sales performance, executing their growth strategy at the point of sale. Connect with Us: LinkedInYouTubeForce Management

In this minisode, Cedric Pech, President of Field Operations at MongoDB and former CRO, shares a formative leadership moment from early in his career at PTC that shaped how he thinks about building revenue organizations. He tells the story of a manager who invested in him personally before he had proven himself professionally. It is a lesson in what real leadership looks like under pressure. For CROs and frontline leaders alike, this clip is a reminder that culture is built in moments like these, not in mission statements. Hosted by five-time CRO John McMahon and Force Management Co-Founder John Kaplan, the Revenue Builders podcast goes behind the scenes with the sales leaders who have been there, done that, and seen the results. This show is brought to you by Force Management. We help companies improve sales performance, executing their growth strategy at the point of sale. Connect with Us: LinkedInYouTubeForce Management

What you'll learn in this episode: ● The two real reasons salespeople leave a company ● How to retain top performers during slow or inconsistent sales cycles ● Why culture and connection matter more than compensation alone ● How to stay calm and lead with empathy when frustration rises ● The link between inconsistent deals and sales anxiety ● How Teach to Sell builds confidence, trust, and predictable income ● Why speaking to someone's potential creates long-term loyalty ● How to build a sales team that grows together instead of burning out 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

Scaling from regional VP to global CRO is not a promotion. It is a shift from managing execution to defining meaning at scale. In this replay conversation, Cedric Pech reflects on leading a 2,000-person global sales organization at MongoDB, integrating complex routes to market, and building culture that withstands market volatility. He breaks down the difference between compensation-driven leadership and purpose-driven leadership, why execution alone creates burnout, and how resilient organizations are built long before downturns arrive. For CROs and revenue leaders navigating scale, volatility, or retention pressure, this episode offers a grounded perspective on building durable teams without burning them out. Hosted by five-time CRO John McMahon and Force Management Co-Founder John Kaplan, the Revenue Builders podcast goes behind the scenes with the sales leaders who have been there, done that, and seen the results. This show is brought to you by Force Management. We help companies improve sales performance, executing their growth strategy at the point of sale. Connect with Us: LinkedInYouTubeForce Management

Robert J. Hunt is the business owner and peer group leader for REF Dallas, where he dedicates his expertise to elevating DFW-area CEOs and business owners. After spending the early part of his career in Marketing and Sales leadership, Robert made a significant pivot in 2013 to focus on helping leaders become the best versions of themselves. Through REF Dallas, he fosters a community of innovative minds, turning business challenges into profound opportunities for growth. Beyond the peer group, Robert provides personalized leadership coaching, emphasizing accountability and the pursuit of excellence for leaders committed to impact.SHOW SUMMARYIn this episode of Selling from the Heart Podcast. Larry Levine and Darrell Amy are joined by Robert J. Hunt, business owner, peer group leader for REF Dallas, and author of "Nobody Cares Until You Do," a guide to personal accountability. Robert defines selling from the heart as being genuine and authentic rather than relying solely on techniques and scripts. The conversation centers on accountability as ownership—distinct from responsibility—and emphasizes that salespeople must own their actions, attitude, energy, and results instead of blaming leads, the economy, coworkers, or tools. Robert outlines four victim traps—blame, excuses, "I can't," and waiting/hope—and encourages taking immediate action, even starting with one small step. He stresses that real accountability involves inviting others in through vulnerability (e.g., a coach or trusted person who won't enable excuses) while recognizing that only the individual can truly be accountable. Robert also addresses "head trash" and self-limiting beliefs, stating that identity caps performance and asserting that people are a "10" and can grow in every role. He shares a personal story of owing $90,000 in debt and selling their home to downsize as part of owning their situation and rebuilding. The episode includes how to get the book via Amazon, Audible (read by the authors), or at nobodycaresbook.com, and offers a free copy to the first two people who use the code word "Selling from the Heart." The hosts close by urging listeners to reflect rather than deflect, invest in themselves, and take action to build momentum.KEY TAKEAWAYSAccountability vs. Responsibility: Responsibility is what you do; accountability is owning how you do it - your attitude, energy, and entire effort.The Four Victim Traps: Blame, excuses, saying "I can't," and waiting/hoping keep you powerless.Own It to Change It: If you own your situation, you have the power to fix it. Nobody can force accountability on you.You Are Already a 10: You'll never perform higher than the identity you claim. Stop thinking you're less than a 10.Accountability Needs Vulnerability: Invite someone into your journey who won't accept excuses but will encourage your best.Take One Step Today: One small action builds momentum. Don't wait for perfect conditions.HIGHLIGHT QUOTES"Nobody cares about your junk unless you care enough to do something about it.""If you own it, you have the power to do something about it.""You'll never do any role in your life higher than the identity you claim to be. If you think you're a five, you'll never be more than a five.""We don't need someone who will make us feel better that we didn't do what we're supposed to do. We need people who will listen and encourage us to be the best version of ourselves.""The longer you stay as a victim, the less likely you will ever get out of it.""When you want the life you want, when you really, really want something, you won't give up. You'll press on.""Just own it. It doesn't get any better when you don't own it. It just gets worse."FOLLOW THE CONVERSATIONLearn more about Robert J. Hunt.LinkedIn: https://www.linkedin.com/in/roberthuntceo/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

Send a textIf you've ever blamed a lost deal on "bad timing" or "Mercury in retrograde," this episode is your wake-up call. We welcome back Jeffrey Cutter to discuss his new book, Deal Breakers. Through the story of the protagonist Morgan, Jeff illustrates the profound shift from being a "product pusher" to a "trusted advisor."We explore the "Aha!" moments that every veteran sales rep has faced: the realization that customers aren't looking for the most innovative technology—they're looking for the story that makes them feel safest. Jeff breaks down the "Advisor Lens," teaching us how to ask the hard questions like, "What would make you look foolish in this deal?" and why getting invited into the customer's story is the only way to ensure the deal doesn't break in the other room.Support the showScott SchlofmanMike Williams - Cell 801-635-7773 #sales #podcast #customerfirst #relationships #success #pipeline #funnel #sales success #selling #salescoach

Episode NotesWhat you'll learn in this episode:● The unusual method Dan used to build unshakable confidence in sales● Why most people quit right before they succeed and how to make sure you don't● The “Borrowed Faith” strategy that allows you to gain confidence instantly● How focusing on activity, not results, is the key to consistent success● Why success is a direct reflection of your daily habits 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

What you'll learn in this episode:● Why success is determined by consistent daily activity — not short-term results● How your habits shape your identity and long-term income● How to play to your superpower to stand out in any market● What truly drives sales motivation (vision, discipline, growth, and environment)● How to follow the 12-month roadmap to build predictable income in 2025● Why joining a supportive community accelerates growth and success 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

Send us a textIs sales an art form or a rigorous science? In this episode, Scott and Mike welcome back Barton Schmitz, VP of Strategic Accounts at CAPSA, to settle the debate. The conversation begins with a surprising revelation: Barton prefers driving in absolute silence to foster strategic thinking—a stark contrast to the noise of the daily grind.Barton shares the philosophy he developed while turning around the culture at Sunrise Medical, defining sales simply as "getting people to do something they would normally not do."He dismantles the idea that sales is just "presenting" and breaks down a proven, circular methodology that turns order-takers into top performers. Whether you are selling medical devices or Boeing 787 Dreamliners, Barton argues that without a process, you are just painting with your fingers.Key Takeaways:The Power of Silence: Why successful leaders use drive time for deep thinking rather than distraction.The Definition of Sales: It isn't just offering a product; it is influencing behavior to change a result.The "Will You?" Close: Why asking "Do you like this?" is a trap, and why you must ask "Will you buy this?"The Da Vinci Debate: Mike argues for sales artistry; Barton argues that even Da Vinci had a process.The 4-Step Solution Sales Process: Barton details his "Flywheel" approach to sales, ensuring velocity and results:Prepare: Don't wing it. Understand the pipeline and the customer before the meeting.Present: This is where the commitment happens. If you aren't closing here, you are just talking.Implement: Delighting the customer through the delivery of what was promised.Follow-up (The Refresh): Creating the environment for the next sale.Support the showScott SchlofmanMike Williams - Cell 801-635-7773 #sales #podcast #customerfirst #relationships #success #pipeline #funnel #sales success #selling #salescoach

What you'll learn in this episode:● How to turn one client into multiple transactions● Why genuine connection is the most powerful marketing strategy● The mindset shift that builds lifetime loyalty● How to create low-cost, high-impact touchpoints● Why contribution and consistency guarantee referrals   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

Are you missing your sales goals — even though you feel like you're working hard?Chances are, the problem isn't motivation or talent. It's one of three things:You're not saying it often enoughYou're not saying the right thingOr you're not saying it to the right peopleIn this episode, Dan Rochon coaches Melinda, George, and Terry through these exact challenges and delivers practical, no-fluff solutions you can apply immediately.You'll learn why 30 minutes a day of consistent lead generation beats long, exhausting sales days — and how celebrating actions instead of outcomes creates predictable success.If you're stuck on a sales plateau and want a simple system that actually works, this episode is your blueprint.