Podcasts about sales consultant

Today, Andy welcomes long-time friend of the show Vince Beese, Fractional CRO & Sales Consultant at The Start Up CRO, to discuss the evolution of sales strategies, particularly focused on remote work and the challenges faced by sales teams. He and Andy explore the importance of focusing on win rates, and the need for effective coaching and management in sales. Vince shares insights on the future of B2B sales, emphasizing the significance of top performers and the necessity of adapting to changing market dynamics. They also dig into the intricacies of sales performance, discussing the importance of high performance metrics, the debate between individual and team quotas, innovative compensation strategies, and the significance of securing big deals for revenue growth. They also discuss the need for effective coaching and collaboration within sales teams to enhance overall performance. 

Send us a textJoin Kevin Lawton on The New Warehouse Podcast for an insightful episode featuring Allison Myers, Director of Marketing and Communication at Fives Intralogistics Corporation, and Scott Boyson, a Digital Marketing and Sales Consultant at Navigare. Representing the Warehouse and DC Solutions Network, they delve into the role of the Solutions Community within MHI, its collaborative nature, and the newly introduced Warehouse and DC Solutions Network. Learn how this innovative platform assists industry professionals by providing streamlined, anonymous, and vetted solutions for material handling projects. Discover how you can leverage this network to optimize your ProMaT 2025 experience and navigate the evolving landscape of warehouse automation, robotics, and AI. Don't miss out on critical insights and resources designed to transform your operations!Learn more here: https://www.mhi.org/solutionscommunity/WarehouseDCSolutionsLearn more about Surgere here. Find us at ProMat in Booth E1043! Follow us on LinkedIn and YouTube.Support the show

In this episode of The Future of Teamwork, Dane chats with Christopher Filipiak, Sales Consultant & Coach for CEOs. Christopher shares his unique journey from engineering at Ford Motor Company to founding a consulting firm that empowers CEOs to master their sales processes. Today, Christopher explains how a CEO-driven sales strategy can lead to greater success, and why traditional sales teams often fall short. He shares how to shift your mindset around sales, how to embrace a process-driven approach, and why focusing on solving real customer problems is key to generating revenue. Finally, Christopher shares how he gets teams to create better sales conversations with clients. Whether you're a CEO or an aspiring entrepreneur, this conversation will inspire you to rethink your sales strategy!Key Takeaways:00:00 Introduction to the Future of Teamwork Podcast01:16 Meet Christopher Filipiak: Sales Consultant and Coach01:48 Christopher's Journey: From Engineering to Sales Consulting04:19 Building a Sales Ready Organization05:31 The CEO's Role in Sales 09:08 Mindset and Sales: The Key to Success12:26 The Importance of Curiosity in Sales14:26 Money Mindset: Abundance and Creation26:41 Effective Sales Conversations32:40 Decision Making and Team Agreements37:35 Conclusion and Contact Information

Whether you're selling senior living or just about any other service, the fundamentals of sales and great salesmanship that yield results are very similar. Julie Podewitz, CEO & Founder of Grow Your Occupancy, talks with Wallie Garrett, Sales Consultant at Two Sisters Maid to Clean, about the sales skills she uses when selling home cleaning services that result in sales success.

John is that person every CEO is looking for. John will share the details where he starts as a success sales pro, becomes an EVP sales and marketing, a coo, a CEO and today is the President of Growth Plan Partners, a Sales Xceleration partner and a Vistage TA. John is that experienced Sales Consultant to drive sales growth when you need it most. Advisor utilizing the Sales Xceleration platform, which builds a sales engine to create record-breaking growth.

Sales development is an essential function for addressing pipeline challenges and driving business growth. However, CSOs are struggling to evolve the function and maximize SDRs' impact on revenue. Gartner expert Shiela Rahimian joins the podcast to discuss the best practices sales leaders should consider when assessing and optimizing their sales development function, and how to measure that function's impact.Shiela Rahimian is a Director Analyst in the Gartner for Sales Practice, where she covers all aspects of sales execution with an emphasis on pipeline generation and development, optimizing inside sales roles, launching key account programs, account planning, evolving sales processes, methodologies and playbooks within sales enablement functions. As a former Director of Sales Enablement and Sales Consultant, Mrs. Rahimian provides sales leaders with practical guidance on how to improve performance and results. 

In this episode, Andrra Berisha describes how she has dynamically created an envious hospitality management path for herself after her hospitality studies in Switzerland. As the Business Development Manager at Lighthouse, the leading commercial platform for the travel & hospitality industry, Andrra uses her hospitality acumen to drive revenue growth and foster long-term client partnerships. We ask Andrra to describe her hospitality education and how it has helped her to succeed in the hospitality sector and she gives our listeners some insights on how to creatively and dynamically approach a successful management career.  Working in the luxury hotel sector gave Andrra the skills she needed to engage with demanding clients and to understand the importance of having a service-based approach to business.   In addition, Andrra understood early in her career the importance of technology and how to use it optimally. She also explains how she moved from a traditional hospitality role into a more technology-based position and the challenges she faced during this time. Finally, Andrra gives us her opinion of AI and how this new technology can improve the customer experience while underpinning her solid conviction that the human touch will always be appreciated and needed.With a proven track record in academia and business development, Andrra is a dynamic force in the field. As the Business Development Manager at Lighthouse, Andrra drives growth by forging strategic partnerships and securing enterprise-level contracts. Based in Pristina, Kosovo, Andrra excels in remote environments, leveraging strong relationships with C-level executives to expand market reach and drive sales. Previously, Andrra served as a Business & Sales Consultant for Everguest, where they pioneered entry market strategies and elevated client portfolios through innovative approaches to online reputation management. Prior to this, Andrra demonstrated exceptional leadership as the Front Office & Revenue Manager at Four Points by Sheraton, optimizing guest experiences and increasing satisfaction scores through Design Thinking methodologies. With a background spanning pre-opening project management, client experience design, and sales, Andrra brings a wealth of expertise to every endeavor. From internships at neuvoo to roles at renowned hospitality establishments like Perry Lane Hotel and Penha Longa Resort, Andrra has consistently delivered outstanding results, earning accolades for her dedication and innovation. In summary, Andrra is a strategic thinker, a dynamic leader, and a results-driven professional who continues to illuminate pathways to success in the ever-evolving landscape of business.  

Everyone deserves to have self-confidence and to believe in their own unique value. When you have that, you can ask for what you deserve and advocate for yourself in professional settings. If you're anything like the average person - you've struggled with confidence at tone time or another. If that time is now - this episode is for you. My guest is Gazal Amin - a Sales Consultant for teams and a confidence Queen. She shares three actionable tips for building your confidence at work. One of the analogies that really resonated with me is that building confidence is like building muscles at the gym - it can feel awkward, intimidating, and hard at first but after awhile it becomes routine, empowering, and rewarding. More on that and much more in this episode. You can connect with Gazzy on IG here: https://www.instagram.com/authenticgazzy?utm_source=ig_web_button_share_sheet&igsh=ZDNlZDc0MzIxNw==

Pat Healy has built a solid reputation as the go-to expert in sales process design, re-engineering, sales, and sales management training and consulting. Pats business philosophy is to treat every customer like they are the only client. Drawing on nearly 40 years of experience within the life sciences industry, software sales and consulting as both seller and manager. Pat was recognized as the top seller in Boston Scientific, Johnson & Johnson, and S1 Corporation. Having built, motivated, and managed sales organizations for both direct and indirect channel partners, multiple medical start-ups, and driven initiatives to transform sales organizations from a product mindset to a solutions approach. Pat launched The Healy Group, Inc. in July 2008 to provide sales training, management consulting and staffing support. Currently Pat is an advisor several technology companies to support their efforts to compete, grow, and prosper in today highly competitive global economy. As a result of these advisory roles Pat is concentrating his efforts to work with early-stage companies to bring product to market and establish an initial foothold in the market. Education: BS Management, Virginia Tech where he attended on a golf scholarship. Pat lives in Marietta, GA. has two daughters and 5 grandchildren. Bill Beroza From Hempstead High School on Long Island to Roanoke College 2xAA, to 10 Year Club Lacrosse Player – MVP & Champions 6 of 10 seasons & Captain of the USA Team in 1982 I've spent my life working out. From Soccer in High School & College, to Wrestling & Tennis Team in High School, to achieving the highest level of success in the lacrosse world, I'm trying to bring new workout techniques to the world of sports. Every athlete can enhance their fitness, strength and endurance by using Omorpho & the concept of Microloading. Using small amounts of weights during an athletes regular routines. In the weight room, or on the court/field, ice, pitch or course. Whether it's pre-season, off-season, in-season or Return to Play athletes that are injured. Omorpho has a place for all of you. I will share more examples of NFL, MLB, NBA MLS teams & players that use our Omorpho weighted training gear, as well as Olympic athletes and USTA players. From a conference that I recently attended with a weightlifter that holds the world record for a raised deadlift for women. See below. We can help any athlete! Trevor Baptiste –BEST FOGO in lacrosse & 2x world champ with Team USA. And me trying to keep up! Bill Beroza – Director of Team Sales, Omorpho Bill.beroza@omorpho.com 781-962-8819 cell --- Support this podcast: https://podcasters.spotify.com/pod/show/kevin-furtado/support

In this episode, I help you with a plan to address common objections and challenges encountered when attempting to schedule appointments with customers. Whether you're in Service BDC, a Service Advisor, or a Salesperson, this episode provides valuable insights applicable to both sides of the business, highlighting parallels in the appointment-setting process that lead to successful outcomes. Many times, people may attempt to avoid committing to an appointment, citing the need to check their schedule or get back to you later. Instead of accepting this as a dead-end, why not take another swing at securing the appointment? Discover a range of techniques and strategies to navigate these scenarios effectively, empowering you to persist and engage prospects in a meaningful way. Drawing from real-world examples and practical advice, I tackle the nuances of reengaging prospects who show resistance to booking appointments. By emphasizing the importance of understanding the customer's needs, articulating the urgency of addressing their concerns, and presenting your solution as the best-fit option, you can compel prospects to take the next step and commit to an appointment. Uncover actionable solutions to address customers' interest in servicing their vehicles, focusing on highlighting their concerns, demonstrating your understanding, and presenting a compelling case for why they should choose your dealership. By reframing your approach and proactively addressing objections, you can propel conversations forward, increase appointment rates, and drive higher conversions. Challenge yourself to rethink your strategies for overcoming objections and pushing towards securing appointments, knowing that each interaction presents an opportunity to improve your odds and elevate your success rate. With the right mindset and techniques at your disposal, you can confidently navigate appointment-setting challenges and achieve remarkable results in both service and sales. Tune in to this episode and unlock the secrets to mastering appointment setting – your success awaits! Dealer Talk with Jen Suzuki Podcast |Jennifer@edealersolution.com | 800-625-1590 | edealersolutions.com  

Ace gets real when addressing the current state of sales people and the successful traits it takes to become the top of your craft today.How many of these 8 pillars do you currently possess? How many can you add?Join our Academy to be part of our Sales Community and have full virtual training along with weekly live calls for you to ask questions and the help you deserve!https://acezacademy.com/Support the Show.

Get ready to uncover powerful strategies and actionable advice to turn your dreams into reality and create the life you've always wanted. Please join me next week on  Marketing with Russ…aka #RussSelfie, Episode 426 June 27, Thursday, 8am Pacific Featuring Jaris Tucker   Meet Jaris, the dynamic Business Marketing Consultant from Danville, Virginia, who is making waves at Real One on One Consulting. With a knack for networking and talent for building strong relationships, Jaris is always on the lookout for new opportunities to help his clients succeed. As a Speaker, Life Coach, and Sales Consultant, he brings a fresh perspective to the table, offering valuable insights and expert advice. Whether he's creating compelling content or providing top-notch customer service training, Jaris is dedicated to helping both small and large corporations thrive. Be sure to check out his book "Nature Flow: A Guide to Manifesting Happiness and Successful Living" on Amazon.   Connect with Jaris: LinkedIn: linkedin.com/in/jaris-tucker-davacap Website: thinkersatwork.com  Email: jtucker1consulting@gmail.com   Connect with Me:LinkedIn: https://www.linkedin.com/in/russhedge/Website: https://www.russhedge.com   #networking #relationships #opportunities #businessmarketing #marketing #live #livestream #community #connection #InspirationSpecialist #InspirationSpeaker

Welcome to the 16th episode of AutoKnerd! In this episode, we delve into the crucial final step of the automotive sales process: closing the deal. I explore the fundamental differences between a salesperson and a sales consultant. While a salesperson might sell you anything for a paycheck, a true sales consultant strives to fulfill your needs and desires, all while aiming for maximum profit. Join me as I break down the contrasting approaches to closing a car deal: Salesperson Approach: Understand how traditional salespeople set up negotiations, often compromising their commission or the customer relationship by giving or taking away offers. Sales Consultant Approach: Learn how a sales consultant counsels customers, listens to their needs and wants, and educates them on vehicle finances to set the stage for a zero-negotiation close, ensuring extreme customer satisfaction. Discover the strategies and mindset that can transform your closing process, fostering long-term customer relationships and higher profits. Whether you're new to the industry or a seasoned pro, this episode is packed with insights to help you close deals more effectively and ethically. Don't miss out on these valuable tips and techniques—tune in now!   Contact: Andrew@AutoKnerd.com #CarSalesTraining #AutoSales #ClosingTechniques #SalesConsultant #CustomerSatisfaction #AutoKnerdPodcast #AutomotiveSales #SalesStrategies #CarDealership #SalesSuccess

In this episode of the Thoughtful Entrepreneur, your host Josh Elledge speaks to the CEO and Founder of TRANSDEFY, Leenna Jayachaandran.Leenna Jayachaandran, the CEO and founder of the innovative company TransDefy, shared insights into sales performance improvement, the critical role of perspective in sales, and the dynamic shifts in B2B sales. This blog post highlights the valuable advice Leenna provided, which could transform sales strategies for organizations.TransDefy is not just another sales consultancy. Under Leenna's leadership, the company excels at transforming sales teams into high-performing units. Their approach transcends traditional training methods by instilling a deeper understanding of the sales process and its psychology, enabling sales teams to adapt to various scenarios and customer needs.Leenna emphasized how salespeople view their roles and how client interactions can significantly impact their success. Salespeople who see themselves as problem-solvers and partners with their clients rather than just vendors are more likely to build trust and long-term relationships. This shift in perspective leads to more meaningful engagements and better sales outcomes.Leenna also discussed the challenges sales teams face in the current environment, noting that resistance to change within sales organizations is a significant hurdle. However, she highlighted that these challenges present opportunities for growth and innovation. By embracing new technologies and methodologies, sales teams can differentiate themselves and deliver exceptional value to their clients.Key Points from the Episode:TransDefy's work in sales performance improvementThe importance of perspective in salesChanging dynamics of B2B salesChallenges and opportunities in the sales environmentRecommendations for organizations to upskill their sales teamsAbout Leenna Jayachaandran:Leenna Jayachaandran is a distinguished CEO at TRANSDEFY and a consummate sales and transformation leader with deep-seated expertise in strategic planning and client relations across top-tier Fortune 500 companies like Microsoft, IBM, and Dell. With over 25 years of experience in sales leadership, career coaching, and mentoring, Leenna has driven substantial revenue growth and enhanced service excellence. Her approach combines a rigorous methodological discipline, including Miller Heiman's Strategic Selling, and a keen focus on building robust global teams, consistently leading to strong ROI and improved bottom lines for her clients.Leenna's recognition as a leading Sales Consultant and a member of CHRO Asia's “100 Best Global Coaches” underscores her ability to exceed client expectations and foster competitive success in fast-paced environments. Her awards in “Execution Excellence” and “Excellence in increasing the Market share” are testaments to her proficiency in turning around sales strategies and winning back crucial accounts. Beyond her professional accomplishments, Leenna is passionate about painting and reading leadership books, activities that enhance her creative and strategic thinking.About TRANSDEFY:TRANSDEFY is dedicated to redefining the sales landscape by focusing on boosting numbers and transforming the entire sales ecosystem. With deep insights into the complexities of the sales process, TRANSDEFY provides a tailored suite of solutions to optimize performance, enhance sales skills, and foster a culture of sales excellence. Their holistic approach ensures that every aspect of an organization's sales operations is addressed, from skills training to strategic planning, providing a comprehensive enhancement of sales...

In this captivating episode, Sean V. Bradley, creator of the Millionaire Car Salesman group, welcomes back Anthony Castillo, a Millionaire Car Salesman veteran and visionary in the automotive sales industry! The conversation is a deep dive into Anthony's recent experiences and innovative methods that have helped him succeed in the competitive world of car sales! Throughout the episode, the dialogue focuses on Anthony's key contributions to the Internet Sales 20 Group Conference, where he shared his insights on using AI to streamline dealership operations. He also elaborates on the "Owner's Club," a unique strategy he has devised to build lasting relationships with clients and encourage referrals! Anthony's approach is grounded in personalization, community building, and leveraging technology, particularly artificial intelligence, to amplify his sales effectiveness. His creativity in sales and marketing strategies sets him apart in the automotive industry. Equipped with actionable strategies and a focus on creating an exceptional customer experience, this episode is filled with valuable takeaways!   Key Takeaways Anthony Castillo has innovatively used artificial intelligence within his dealership to enhance communication with clients and improve sales processes. The "Owner's Club" concept developed by Anthony is a customer appreciation program designed to increase loyalty and backend profit. Cross-promotional marketing with local businesses can significantly enhance an automotive professional's value proposition to clients. Anthony demonstrated the power of social media and video content in showcasing the unique benefits provided to his car buyers. Sales is about the transference of energy; providing a superior value proposition can differentiate one's services from competitors and influence customer decisions.     About Anthony Castillo Anthony Castillo, born and raised in Georgia, started in the construction industry, but he made a commitment to his family. Anthony moved across the country to begin his first year as a Sales Consultant moving to Colorado by himself. He motivated himself to get back to his family, and life-changing allowed Anthony to make a better life for his family, and that still drives him to this day.   Resources Dealer Synergy & Bradley On Demand: The automotive industry's #1 training, tracking, testing, and certification platform and consulting & accountability firm. The Millionaire Car Salesman Podcast: is the #1 resource for automotive sales professionals, managers, and owners.  Also, join The Millionaire Car Salesman Facebook Group today! Win the Game of Googleopoly: Unlocking the secret strategy of search engines.   The Millionaire Car Salesman Podcast is Proudly Sponsored By: Dealer Synergy: The #1 Automotive Sales Training, Consulting, and Accountability Firm in the Automotive Industry! We have been building Internet Departments and BDCs for over two decades! It is this experience that has allowed us to develop the absolute best automotive Internet Sales, BDC, and CRM solutions for car dealerships. We have created the most effective training programs and processes. Phone scripts and rebuttals are our specialties, while CRM action plans, strategies, and templates are our expertise! Dealer Synergy will take both your tools and your people to the next level. Bradley On Demand: Automotive Sales Industry's #1 Interactive Training, Tracking, Testing and Certification Platform. With over 7,500 training modules, our platform has everything you and your dealership need to sell more cars, more often and more profitably! Money Mind Mapp (M3): Visit MoneyMindMapp.com for help in revolutionizing your business to help you sell more cars by tracking, projecting, and forecasting your personal sales goals!     Building a Car Sales Empire: Lessons from a Veteran's Journey Navigating through the intricately competitive world of car salesmanship, innovative tactics and thoughtful customer engagement strategies have proven to be key differentiators for success. A candid conversation between industry veterans Anthony Castillo and Sean V. Bradley reveals the inside scoop on what it takes to level up in automotive sales. Key Takeaways: Embrace continuous learning and training to stay ahead in the automotive industry. Leveraging artificial intelligence and creating a unique value proposition can differentiate you from competitors. Personalization and community building are powerful tools for creating customer loyalty and driving referrals.   Elevating Customer Experience with AI and an Owner's Club In a digital era where personalization is paramount, Castillo's use of artificial intelligence (AI) to mimic his conversational style demonstrates an innovative approach to customer relationship management. By implementing AI-driven communication, Castillo ensures consistent, personalized follow-ups, making every client feel valued. "I've been actually doing a lot of training after coming back from is 20 g, because, you know, after everybody said, once you stop learning, you start dying," says Anthony Castillo. His dedication to learning pays off in his adept use of technology to enhance the customer experience. Moreover, the cultivation of an exclusive 'Owners Club' sets a high bar in terms of customer loyalty programs. Castillo curates an experience that doesn't end with a car sale but extends into a full-fledged community with tangible benefits, driving customer satisfaction and repeat business. "The owner's club… I want them to remember me, you know? And I want them to be able to talk about me after they leave the dealership, because I'll always have, like, follow-up," Castillo emphasizes. This approach not only fosters loyalty but also encourages word-of-mouth referrals, drastically expanding his client base.   The Art of Synergy in Sales: Strategies for a Thriving Career In his dialog with Castillo, Sean V. Bradley stresses the importance of creating a robust value proposition and energetic transference. It's crucial for a salesperson to not only articulate their value but also to ensure that customers and peer businesses are amplifying that message. Sean posits, "Sales is about transference of energy…You've got to have that momentum, and it can't just come from you." He advocates for a sales approach that manifests as a visible, communal chorus of satisfaction and endorsement, magnifying Castillo's personal brand and market presence. Collaboration with Local Businesses A pivotal insight from their chat is the potential for local business partnerships. By aligning with neighborhood establishments, Castillo can offer his customers a range of enticing benefits, from discounts at restaurants to free trials at gyms, all under the umbrella of the Owner's Club. "You could even do a live IG, live Facebook, live at, let's just call it Mama's meatballs and pizzeria," suggests Bradley. This tactic not only brings unique perks to customers but also generates free exposure for local businesses, creating a robust network of mutually beneficial relationships. Empowering Customers with Referral Programs Another theme is the strategic use of referral programs. By placing referral cards within the Owners Club's packages, Castillo could dramatically increase their distribution, creating a ripple effect of potential sales leads. "Every time I get one of these cards back, we will make one of your car payments up to $400," Bradley explains, highlighting how such an offer can incentivize customers to become active advocates for Castillo's services.   The Path to Success Is Paved with Value and Visibility To surmount the humdrum of traditional salesmanship, Castillo's approach of combining AI sophistication with an immersive customer experience exemplifies the innovation required to excel in today's automotive landscape. When backed by strategic visibility and community integration, this experience doesn't just satisfy customers but transforms them into loyal patrons and eager brand ambassadors. Considering Bradley's advice, Castillo stands at a threshold of exponential growth. By crafting a visible, value-laden narrative and entrenching his practice within the communal fabric, he nurtures a business model that promises sustainability and success. Ultimately, Castillo and Bradley's conversation paints a picture of a future where the car salesman isn't just a vendor but a pivotal community figure, creating a web of reciprocal benefits for customers and local businesses alike. This vision outlines the evolution of car salesmanship from mere transaction to comprehensive, community-centric experience, proving that innovation and resilience remain the driving forces behind enduring success.

Today With Tina and Ashley Engdahl: In this week's episode of Window Treatments for Profit, we're excited to introduce a special series called "Bound by Business," focusing on the unique challenges and rewards of family businesses. Hosted by Jessica Harling, who grew up in a family business herself, this episode features Tina and Ashley Engdahl, a mother-daughter duo (almost!) from Apollo Draperies in Cincinnati. These in-laws both joined their husbands in the family business and have a wealth of experience to share. Throughout the episode, Tina and Ashley discuss the importance of defining core values and using the Traction system to keep everyone aligned and accountable. They discuss the challenges of communication in family businesses and share strategies for navigating heated moments with patience and understanding. The conversation also touches on the significance of setting boundaries between work and personal life and the value of continuous learning and improvement. Whether you work with your in-laws or not, this episode is packed with valuable insights for anyone in a family business. More About Tina and Ashley Engdahl My career started as a Registered Nurse in 1984 and I quickly realized I was in the wrong profession. I stuck with it until 1987 when an opportunity came up for me to work at my husband's family business, Apollo Draperies, Inc. I jumped at the opportunity and never looked back. I started as a Sales Consultant and learned everything I could about draperies, valances, bedding, pillows, table covers, blinds, shades, and shutters and loved every minute of it.  It was at this same time that we purchased the business from my in-laws. It didn't take too long before I realized that neither my husband or myself knew not the 1st thing about business. My husband had a degree in Industrial Design and mine was in nursing. He ran the workroom and installations and I did the design and bookkeeping. Somehow we just kept on keeping on until 2009 when I noticed the lead book was getting more and more sparse and we were realistically going out of business. At that time I was looking through a trade magazine and an ad caught my attention and I proceeded to answer it and within minutes my phone was ringing and Steve Bursten of Exciting Windows was on the other end.  He proceeded to ask me all kinds of questions that I could not answer which made me realize we would certainly go out of business unless we learned what business is and how to actually run one. We Joined Exciting Windows and learned everything we could about how to run a business. That's when I feel I started to actually grow. And I have loved every part (almost) of learning and absorbing all I can to make a difference in our future as business owners and the legacy we were making for our family.  The real pain, struggles, as well as growth didn't truly start until our middle son and his wife graduated from college and wanted to be a part of the business- 10 years ago! I'd have to say that's when I began growing up . We all did. “The struggle was real”,2' as some have put it. But like most entrepreneurs, quitting was never an option! I knew enough to know we needed help and hired a business coach, Jeesic Harling and the 4 of us worked with her for 18 months. We were growing and maturing and eventually hit another plateau at which point I knew enough to know I didn't know what I didn't know and hired Madeleine MacRae to get us through another difficult stage. Now we are at a point where we have reached over $1,250,000.00 in revenue and looking forward to scaling to $2 million and then $3 million. My husband is getting ready to retire and we are working towards the 3rd generation to scale to the next levels. Connect with Tina and Ashley Engdahl Website Instagram Twitter Facebook More About Jessica Harling With unwavering conviction, Jessica Harling can break down complex decisions to simplify an action plan. Her dynamic problem-solving can confront potential obstacles proactively and energize any team, making others feel valued to achieve their ambitious company goals. She is the founder of Behind the Design, a People Operations company that enthusiastically collaborates with leadership to build dream teams! From recruiting to training and process development, their intuition for creating strong emotional connections discovers and nurtures rockstar talent with established streamlined processes that impact the company's bottom line. Connect with Jessica Harling Website Instagram  Facebook  LinkedIn What's new with LuAnn Nigara The Power Talk Friday Tour Watch the Docuseries! http://www.luannnigara.com/cob Get The Goodies! For checklists, resources, and extra goodies from A Well-Designed Business sign up for free here. To Get on LuAnn's Email List, text the word designbiz to 444999! Purchase LuAnn's Books Here: Book 1: The Making of A Well – Designed Business: Turn Inspiration into Action Audiobook: The Making of A Well – Designed Business: Turn Inspiration into Action Book 2: A Well-Designed Business – The Power Talk Friday Experts Pre-Order Book 3: A Well-Designed Business – The Power Talk Friday Experts Volume 2 Connect with LuAnn Nigara LuAnn's Website LuAnn's Blog Power Talk Friday Like Us: Facebook | Tweet Us: Twitter | Follow Us: Instagram | Listen Here: Podcast Other Resources Mentioned Traction by Gino Wickman - Get a Grip on Your Business (eosworldwide.com) Scholarships — WCAA The Power Talk Friday Tour - LuAnn Nigara Other Shows Mentioned AWDB #950: Overheard: Insights on Hiring Exceptional People   AWDB #958: Overheard: What I Wish I Knew Then: With Kate O'Hara, Erika Ward, Jennifer Stoner, and Alex Alonso   AWDB #968: Overheard: Charles Pavarini, Leyden Lewis, and Maria Viola: How to Harness Creativity in Interior Design   WTFP #254: Jessica Harling: Confronting or Firing Family Members in Your Business   WTFP #256: Jessica Harling: Firing a Family Member Part 2: 9 Tips to Make it as Painless as Possible

Join Dr. Jay and Brad as they sit down with Chris Wheaton and Wade Waybrant of Abyde. Abyde is a revolutionary software that provides the easiest way for any sized practice to implement and sustain comprehensive HIPAA and OSHA programs. Built by health IT professionals, legal experts, and seasoned developers in 2016, Abyde currently serves thousands of customers, has over 70 rewarding partnerships, maintains a 92% renewal rate, and enjoys rapid company growth. Abyde's mission is the revolutionize compliance, so their customers never stress over compliance again. Chris Wheaton has served Abyde a little over five years and is currently the Chief Revenue Officer. Chris' career began as an Ophthalmic Technician and Sales Consultant at a medical equipment company, then a Sales Consultant at two different medical equipment companies. In April of 2019, Chris joined Abyde and had served Abyde as the SVP Sales and Strategic Partnerships, Vice President of Sales, Vice President of Sales and Strategic Partnerships, and is currently the Chief Revenue Officer. Wade Waybrant has served Abyde for almost four years and is currently the Vice President of Sales. Wade's career began as a Supervisor at a law practice, then a Transaction Coordinator at a real estate company. In August of 2020, Wade joined Abyde as the Director of Education and worked his way up the corporate ladder to Director of Business Development, Director of Sales, Senior Director of Sales, and finally Vice President of Sales at Abyde. Contact Wade or Chris for a free consultation by the company's website, phone or email. Website: www.abyde.com Phone: 800-594-0883 Email: info@abyde.com

In this episode of Building Great Sales Teams, Doug Mitchell and Drew Wilson talk about exploring the essentials of building effective sales teams, personal growth, and the significance of experience. The guest, Drew, a sales consultant, shares insights on sales, marketing, and personal achievements through consistent efforts and leveraging personal branding. Wilson also discusses his lifestyle shift to RV living, aiming for a life of experiences and learning. The conversation highlights the value of engaging with prospects in innovative ways, such as using memes for sales, and underscores the importance of understanding one's worth, time management, and setting an example for future generations. Principles of sustaining success through deliberate actions and the role of events in sharing and gaining knowledge are also emphasized. A scheduled event on July 12th in San Antonio is discussed, where these themes will be explored further, aiming to provide value and insights without resorting to sales pitches.Chapters00:00 Introduction to Building Great Sales Teams01:06 Special Guest Announcement and Event Details01:18 Meet Drew B. Wilson: Sales Consultant and Meat Smoking Expert02:04 The Art of Smoking Meats and Sales Analogies03:39 Transitioning to RV Life and the Power of Gifting05:24 Leveraging Memes for Sales Success10:39 The Impact of Speaking Engagements and Family Involvement16:12 Exploring San Antonio and Embracing New Experiences18:28 Upcoming Events and Personal Commitments19:15 The Challenge of 75 Hard and Personal Health Journeys20:40 The Realities of Sustaining Health and Fitness Routines22:48 Leveraging Support and the Power of Community24:08 Engaging with the Audience: Comments and Shoutouts27:55 The Essence of Personal Branding and Building a Legacy29:39 Vision and Expectations for the Upcoming Event34:42 Closing Thoughts and Event Sponsor ShoutoutYou can connect with Drewbie Wilson on: Facebook: https://www.facebook.com/DrewbieWilsonMarketing/Instagram: https://www.instagram.com/drewbierides/Website: https://callthedamnleads.com/Get your tickets here: https://bgst24.com/  Thank you for support Building Great Sales Teams! If you want to learn more about our host Doug Mitchell or get free BGST resources go to www.salesprogrambuilder.com.

I have my own opinions of what sales engineers should do, and how they should be involved in the sales process. My opinion is that they should be involved, early and often.   But I sell in the enterprise market, with a small number of customers. My SE is tied only to me, and the main decision-makers are the users who use the product. So it would make sense that my SE is heavily involved, follows up post-demo, and maintains relationships.    But when your product is being sold to other Salespeople, and the goal is to show them how easy it is to use, and the SE that supports your opportunities supports the opportunities of a few other salespeople, then the process and expectations are different. Adam Weekes is an AE Leader within Big Tin Can. He drops by the show to explain his views.   show notes: https://wethesalesengineers.com/show314

CEO at Outstand (http://outstand.com), Creative, Marketer, Sales Consultant, and Spokesperson for Originality, Andy Horner is one of the smartest insightful and creative human beings on the planet. And you get to spend a few minutes with him to talk about creativity in a way you've never heard before. By the end of this episode, you will discover which of the 4 categories of creativity you fit into. Andy has worked as a web designer, architect, creative director, copywriter, content developer, and marketing consultant for a wide variety of businesses, including his own, for the last 20 years. Today, he is having the time of his life - designing, architecting, selling, evangelizing, and giving everything he has to make it easier for salespeople to sell more! For more info: LinkedIn  Instagram Facebook Twitter   How We Can Help You Close More Deals: FREE WEBINAR with Jeffrey and Jay Abraham April 25 - sign up today! Gitomer Books and Courses Here Sales Mastery Program Here Gitomer Sales Certification Here

In this episode, you will learn 3 key things: Is leadership right for you? The transition from being an IC to a leadership role Tactical tips and insights from KD on leadership --- KD, Kevin Dorsey, known as the Father of Modern Leadership. Here's what KD has done as a sales leader: At Bench, he led the team to their first $1M ARR month, tripling their customer base. At PatientPop, he expanded the team to over 170 members, doubled conversion rates, and tripled the sales pipeline. At ServiceTitan, he successfully grew the team from 20 to more than 70 in just one year. Connect with KD on LinkedIn ⁠https://www.linkedin.com/in/kddorsey3/ Resources mentioned in the episode: KD's course: Sales Leadership Accelerator https://www.salesleadershipaccelerator.com/ Books: Radical Candor by Kim Scott Sales Manager Survival Guide by David Brock Cracking the Sales Management Code by Jason Jordan The Connector Manager by Jaime Roca, and Sari Wilde ---

This episode features Adam Venable, a Sales Consultant for Winebow based in Atlanta, GA. His family is from Columbus, GA, and he got into wine through working in restaurants (Houston's, Two Urban Licks, Empire State South, The Spence) starting around 18 years old, with help from his father who had an interest and small collection of wines. We discuss the value of sales incentives while working in these types of roles, and you'll hear about several trips that he's been able to take based on his sales success in both restaurants and now in distribution. He mentions that visiting wineries for the first time and even working a harvest out in Napa Valley in 2011 only made him want to learn more about the industry - the realization that it involves a lot of hard work definitely didn't scare him away from pursuing this career in wine. This is the first podcast episode, though, where there is a major *plot twist* because throughout the whole time that Adam has been developing his passion for wine, he's also been writing and releasing his own music and touring across the country and working with some pretty high profile mentors, like Chuck D from Public Enemy. He even got to perform at Red Rocks in Colorado opening for Wu-Tang Clan and Big Boi from OutKast the same week he was onboarded at Winebow. He says that his goals for the future are to continue to merge his loves of wine and music, and he may even be performing in Seattle at a national Winebow event later in the summer of 2024. We make some serious podcast history with a live performance of his song about Barolo at the end of the episode. You can follow @mcobeah on Instagram to follow his wine and music adventures. Recorded February 24, 2024 --- Support this podcast: https://podcasters.spotify.com/pod/show/acorkintheroad/support

Andrew Strohm is CEO and Sales Coach for Low Friction Sales Andy talks about his sales journey and his coaching expertise. www.lowfrictionsales.com 00:00 Introduction 01:22 The journey into sales coaching 03:23 Unique perspective on sales 06:49 Authenticity in sales 08:41 Transition to consulting 13:27 Challenges in building a business 18:19 Insights from diverse industries 21:30 Ethical business practices 20:30 Future outlook 22:37 Balancing Work and Life 23:29 Efficiency and Time Management 24:38 Using Analytics in Sales 26:40 Testing to Succeed People, Not Titles podcast is hosted by Steve Kaempf and is dedicated to lifting up professionals in the real estate and business community. Our inspiration is to highlight success principles of our colleagues. Our Success Series covers principles of success to help your thrive! IG - https://www.instagram.com/peoplenotti... FB - https://www.facebook.com/peoplenottitles Twitter - https://twitter.com/sjkaempf Spotify - https://open.spotify.com/show/1uu5kTv...

In this riveting episode of the Millionaire Car Salesman Podcast, host Sean V. Bradley delves into the extraordinary success journey of David Gutierrez, a standout car salesman at Easy Honda. David's remarkable story unfolds as he reveals the ingenious techniques and strategies that propelled him into the coveted six-figure income bracket within just one year in the automotive sales realm. Listeners are treated to an insider's perspective on David's emphasis on community engagement as a pivotal factor in building a strong and loyal customer base. The conversation takes an intriguing turn as David shares how he leverages cutting-edge tools such as AI and ChatGPT to revolutionize customer interactions, showcasing the transformative potential of technology in automotive sales. Central to David's success is his unwavering commitment to education and continuous self-improvement, highlighting the indispensable role of training and podcasts in staying at the forefront of the industry. As a trailblazer who adeptly navigates the ever-evolving market dynamics, David Gutierrez stands as a beacon of inspiration for aspiring sales professionals, offering valuable insights for those aiming to carve out a thriving career in the competitive world of automotive sales. Tune in to this episode to glean wisdom from David's journey and discover the keys to achieving excellence in the automotive sales arena.   Key Takeaways Success in automotive sales is significantly enhanced by supporting and engaging with the community Embracing new technologies like AI and ChatGPT can yield positive results in customer communication Continuous self-improvement through resources like industry podcasts is essential to personal growth Strategic financial planning and investment in assets, like real estate, are crucial for long-term wealth Establishing a relationship and understanding the customer's needs is fundamental to closing sales   "Every morning on the way to work... I listen to the podcast every single morning, and I train every single morning all the time."  - David Gutierrez, Sales Consultant at Easy Honda (Houston, TX)     About David Gutierrez David Gutierrez, a dynamic and ambitious young professional, has swiftly ascended the ranks in the competitive world of automotive sales. At just 23 years old, David has not only exceeded the six-figure earnings mark but has also become a standout performer at Easy Honda in Houston, Texas. Originally from Mexico, David's journey in the automotive industry began when he relocated to Houston at the age of 7. Growing up, his exposure to the business was through his father, who worked in various capacities within local dealerships. However, it wasn't until 2021, amid pandemic-induced challenges, that David found himself stepping into the world of car sales. Starting as a porter, David worked for an owner with multiple dealerships in California, where he gained insights into the industry. His path took a turn when, after a few months, he transitioned to sales. In September 2022, David joined a Honda dealership in Houston, selling used cars. Under the guidance of mentors and with a determination to learn and grow, he quickly made his mark. In his early months, David achieved a significant milestone by earning his first $10,000 in a single month, a feat that sparked his realization of the vast opportunities in the automotive sales arena. Fueled by a desire for personal and professional development, David committed to self-improvement, mindset refinement, and goal setting. His efforts bore fruit as he consistently sells over 20 cars per month, securing the position of a top salesperson in the pre-owned department for seven consecutive months. Beyond personal success, David sees his journey as a means to positively impact his family's life and envisions this as just the beginning of his upward trajectory in the automotive sales industry. Connect with David on Instagram: @cardealsbydave Phone Number: 832-282-4860 David Gutierrez is not merely a car salesman; he's a testament to the transformative power of dedication, hard work, and a relentless pursuit of excellence in the pursuit of one's goals.       Unveiled Secrets of Automotive Sales Success: A Young Car Salesman's Journey to Six Figures The world of automotive sales is a battleground, with cutthroat competition and relentless demands for success. Amidst this high-stakes arena, it's the stories of professional growth and financial triumph that ignite a spark of inspiration in both industry veterans and novices. The transcript of a conversation between Sean V. Bradley and rising star David Gutierrez offers a glimpse into the dynamics that drive profitability and exponential sales in the automotive sector.   Key Takeaways: Establishing deep community connections and offering genuine support can skyrocket sales and customer loyalty. Leveraging AI, like Chat GPT, and video communication tools can significantly improve efficiency and client engagement. Smart financial management and investment in self-education are pivotal in transitioning from a good salesperson to a great one.   A Community-Centric Approach: The Catalytic Effect of Local Engagement In the fast-paced world of car sales, the subtle art of building community relationships is often overlooked. However, in his discourse with David, Sean V. Bradley continually emphasizes the enormity of its impact. By exemplifying the principle of reciprocity—giving before you ask—dealerships and sales professionals can cultivate a reservoir of goodwill and trust within their localities. David mentions utilizing podcasts and networking as instrumental in shaping his mindset for success. Similarly, Sean stresses the importance of taking an active role in local events, charities, and cultural celebrations, transforming sales professionals into community pillars. This approach carries far-reaching implications, fostering brand loyalty and transforming customers into passionate advocates for the salesperson and the dealership. The impact on sales numbers is clear, but more significantly, there's a potent influence on a dealership's legacy in the local community.   Harnessing Technology: AI & Video Strategies that Make an Impact The automotive sales conversation can't be had without discussing technological leverage. David swears by the concrete benefits of integrating AI, like Chat GPT, into his routine, enhancing his customer interactions and nurturing leads. Incorporating video messages through tools like BombBomb further personifies the sales process, delivering personal connection at scale. Such tech-focused strategies demonstrate an efficient and impactful way to respond to leads and customize communication. These solutions echo throughout the industry as power moves that can differentiate the progressive from the stagnant. Adopting these tools assures a persuasive edge over traditional communication methods in engaging potential and current clients.   The Path to Financial Wisdom: Training and Acting Beyond Comfort Despite David's rapid ascent into six-figure earnings, Sean's guidance draws attention to the dangers of complacency. The conversation pivots to underscore financial literacy, savings, and smart investments, such as real estate, as foundations for sustained success. Sean implores David to create a financial battle plan, focusing on meticulous tracking of leads, sales, and commissions. The emphasis on disciplined financial management and continued self-improvement lays out a blueprinted strategy for any salesperson to evolve from simply making money to creating wealth. Foreseeing market shifts and preparing for tighter competition signifies the importance of agility in maintaining high sales performance. Grounding oneself in financial prudence can act as an anchor amidst industry turbulence.   Expert's Insights & Aspirations: Blueprinting a Brilliant Future in Car Sales Drawing from the rich dialogue between Sean and David, several proactive strategies emerge that can help steer any automotive professional toward remarkable achievement. The holistic development approach extends beyond immediate sales tactics to broader actions like reinforcing a compelling brand presence, fishing for prospects in the kinetic pool of community events, and diligently harnessing innovative technologies. Mindful investment in one's brand, coupled with an appetite for self-education and financial intelligence, formulates a powerful equation for sales prowess. Deploying this strategy ensures a sales representative is not an island but rather an integral, value-adding component of the consumer's world. Identifying opportunities, understanding the underlying psychology of purchases, and navigating personal customer relationships are as essential as ever. The gravity of personal branding and creating an impactful narrative can't be overstated, and it's the harnessing of these nuances that promises an illustrious career in automotive sales.       Resources Dealer Synergy & Bradley On Demand: The automotive industry's #1 training, tracking, testing, and certification platform and consulting & accountability firm. The Millionaire Car Salesman Podcast: is the #1 resource for automotive sales professionals, managers, and owners.  Also, join The Millionaire Car Salesman Facebook Group today! Win the Game of Googleopoly: Unlocking the secret strategy of search engines.   The Millionaire Car Salesman Podcast is Proudly Sponsored By:  Dealer Synergy: The #1 Automotive Sales Training, Consulting, and Accountability Firm in the Automotive Industry! We have been building Internet Departments and BDCs for over two decades! It is this experience that has allowed us to develop the absolute best automotive Internet Sales, BDC, and CRM solutions for car dealerships. We have created the most effective training programs and processes. Phone scripts and rebuttals are our specialties, while CRM action plans, strategies, and templates are our expertise! Dealer Synergy will take both your tools and your people to the next level. Bradley On Demand: Automotive Sales Industry's #1 Interactive Training, Tracking, Testing and Certification Platform. With over 7,500 training modules, our platform has everything you and your dealership need to sell more cars, more often and more profitably! Money Mind Mapp (M3): Visit MoneyMindMapp.com for help in revolutionizing your business to help you sell more cars by tracking, projecting, and forecasting your personal sales goals!

Discover the art of selling with dignity – a unique perspective from Harry Spaight, leading sales consultant, author, and host of the 'Sales Made Easy' podcast. No pushy tactics, just genuine insights to elevate your sales game.In today's episode, we're honored to host Harry Spaight, Founder of Selling With Dignity. As a leading sales consultant, author of 'Selling With Dignity,' and the charismatic host of the 'Sales Made Easy' podcast, Harry brings a wealth of experience in hypercompetitive sales environments, offering a refreshing approach to sales that doesn't rely on pushy tactics.Main Talking Points:Harry's journey as a sales consultant and author, drawing on unique experiences from hypercompetitive sales environments and mission fields.The core principles of Selling With Dignity – a perspective that transcends pushy tactics and focuses on genuine connection and value.Insights into Harry's leadership, having led teams to generate tens of millions in sales.A glimpse into the "Sales Made Easy" podcast, where Harry shares invaluable tips for improving sales performance.The significance of dignity in sales, resonating with both sellers and buyers for a more fulfilling and successful sales journey.Additional Resources:Explore Selling With Dignity at Sellingwithdignity.com.Connect with Harry Spaight on LinkedIn: Harry Spaight.Special Offer: Download a preview of Harry's book at Book Preview.Ready to transform your sales approach? Dive into the world of Selling With Dignity! Visit Sellingwithdignity.com to explore valuable resources. Connect with Harry Spaight on social media for more insights –LinkedIn Harry Spaight, Instagram @harryspaight, Facebook Harry Spaight, and Twitter @HarrySpaight1. Plus, don't miss the opportunity to download a book preview at Book Preview!For more Amazon Seller tips, subscribe to Post Purchase PRO Podcast on Apple Podcasts or wherever you listen to podcasts.

Chris Hall is a first generation multi-racial Caribbean American who was raised by a single mom. He tells us his story growing up in NY City and he dealt with poverty and being a bit unusual because he looked different. As it turned out, he also was diagnosed with Attention Deficit Disorder and Dyslexia although he did not learn his diagnoses until he was in high school. Like many undiagnosed children he felt out of place. Finally learning of his medical issues he began working to understand and grow. Chris went to college and successfully studied and graduated. He tells us how he eventually substituted some Eastern medical practices for the medications his doctor prescribed for him to help with his ADD. I asked him if he felt that his new regiment regarding ADD was better than Western medications. You will hear that indeed he feels more improved now. Chris eventually began working at Boeing in various financial roles. He always credits good mentors and teachers with his successful building of confidence and success on the job. In 2017 he decided to give back by becoming a mentor and coach to others. He also has, as he puts it, started a side hustle as a public speaker. So, clearly he keeps busy and loves the activity. He will tell us, however, that it is important to take time to relax, unplug and think. I leave the rest for Chris to tell. All I will say is that clearly he is unstoppable. I hope you see that as well. About the Guest: Christopher Hall is a 1st Generation multi-racial Caribbean American, who was born and raised in NYC by a single mom. Ever since young, Chris has been passionate about helping others and leading his life with positivity, determination, empathy, passion, kindness, and grace! Being born and raised in the heart of NYC was not easy! As the only child of an immigrant mother who did not attend college, Chris and his mom went through hard times. Both financially and in regard to learning as he struggled with a learning disability (ADD/ADHD/Dyslexia) when younger. However, through these tribulations, he was fortunate enough to have had mentors, teachers, and a wonderful tutor Krish Kamath who went out of their way to teach him and provide him with guidance. It was through this that Chris became fearless, confident, and resilient. These times built his character and truly instilled a drive and burning passion into wanting to help others! In November 2017, Christopher channeled this passion of helping others through mentorship, and his goal was simple: He was eager to mentor people and help them find their WHY and their own passion! Chris truly believes everyone has a deep inherent why that is so powerful, yet many do not know what it fully is or how to access it, and are oftentimes pressured by what society wants them to be. Chris's goal is to make my vocation a vacation and help others do the same. Professionally Chris was also a 2019 member of Harvard Business School Summer Venture in Management Program (a highly selective residential week-long PreMBA student at Harvard Business School campus which exposes you to real-world Business Cases) and was a recruiter and ambassador for the SVMP Alumni Association. Chris Hall is also a 2019 Forbes 30 Under 30 College Scholar. From a professional perspective, Chris Chris has interned twice for The Boeing Company as a Financial Analyst and was extended a full-time offer for Boeing's Top Finance rotational program called the Business Career Foundation Program (now reprogrammed as the FCFP) which exposed him to 6 different roles within Finance, Strategy, Contracts, HR, and Sales within 2 years. Outside of this Chris, use to work as a Teller in Banking, worked as a Sales Consultant, Senior Sales Consultant, and Sales Trainer for an Internal Currency Exchange Retail Corporation, and was set to get promoted to Assistant Sales Manager (prior to COVID in March of 2020). Chris was also extended an offer to Intern at Morgan Stanley as a Compliance Analyst in New York during the Summer of 2018. Finally, Chris has received interviews, Superdays, and/or offers for multiple Fortune 500 Companies including Goldman Sachs, Google, Blackstone, Morgan Stanley, JP Morgan, Boeing, Airbus, Bloomberg, Bank of America, Lockheed Martin, HSBC Bank, Fox News, Amazon, Barclays Investment Bank, etc. This is what inspired Chris to begin mentoring others after having experience with these firms. Up to date, Chris have mentored over 700 people across 5 continents in person (from November 2017 to date) and virtually and has helped over 12,000+ people through his YouTube Videos! Additionally, his LinkedIn posts have amassed over 100,000+ views altogether. Chris's primary goal as an individual is to give back and serve others! Whether that is offering the top quality products in a corporation, to helping individuals during times they need it the most. Chris's success is making other people and companies successful! Chris is eager to take upon new challenges and grow in this beautiful journey of life. It is my drive and my personal values that influence me to work hard and even harder, every single day! Outside of work and mentorship, Chris is very passionate about Mental Health, Self-Care, Self-improvement, Traveling, Nature, Singing, Hiking, Archery, YouTube, Finances, & fitness! Ways to connect with Chris: LinkedIn: https://www.linkedin.com/in/christopherrangonh/ Calendly: (To book a 1:1 Mentorship Session) https://calendly.com/christopher-rangon/mentorship TikTok: https://www.tiktok.com/@chris_rangon/ Youtube: https://youtube.com/@skateboardcrh12 **Instagram: ** https://instagram.com/chris_rangon https://www.instagram.com/christopherrangonspeaks/ About the Host: Michael Hingson is a New York Times best-selling author, international lecturer, and Chief Vision Officer for accessiBe. Michael, blind since birth, survived the 9/11 attacks with the help of his guide dog Roselle. This story is the subject of his best-selling book, Thunder Dog. Michael gives over 100 presentations around the world each year speaking to influential groups such as Exxon Mobile, AT&T, Federal Express, Scripps College, Rutgers University, Children's Hospital, and the American Red Cross just to name a few. He is Ambassador for the National Braille Literacy Campaign for the National Federation of the Blind and also serves as Ambassador for the American Humane Association's 2012 Hero Dog Awards. https://michaelhingson.com https://www.facebook.com/michael.hingson.author.speaker/ https://twitter.com/mhingson https://www.youtube.com/user/mhingson https://www.linkedin.com/in/michaelhingson/ accessiBe Links https://accessibe.com/ https://www.youtube.com/c/accessiBe https://www.linkedin.com/company/accessibe/mycompany/ https://www.facebook.com/accessibe/ Thanks for listening! Thanks so much for listening to our podcast! If you enjoyed this episode and think that others could benefit from listening, please share it using the social media buttons on this page. Do you have some feedback or questions about this episode? Leave a comment in the section below! Subscribe to the podcast If you would like to get automatic updates of new podcast episodes, you can subscribe to the podcast on Apple Podcasts or Stitcher. You can also subscribe in your favorite podcast app. Leave us an Apple Podcasts review Ratings and reviews from our listeners are extremely valuable to us and greatly appreciated. They help our podcast rank higher on Apple Podcasts, which exposes our show to more awesome listeners like you. If you have a minute, please leave an honest review on Apple Podcasts. Transcription Notes **Michael Hingson ** 00:00 Access Cast and accessiBe Initiative presents Unstoppable Mindset. The podcast where inclusion, diversity and the unexpected meet. Hi, I'm Michael Hingson, Chief Vision Officer for accessiBe and the author of the number one New York Times bestselling book, Thunder dog, the story of a blind man, his guide dog and the triumph of trust. Thanks for joining me on my podcast as we explore our own blinding fears of inclusion unacceptance and our resistance to change. We will discover the idea that no matter the situation, or the people we encounter, our own fears, and prejudices often are our strongest barriers to moving forward. The unstoppable mindset podcast is sponsored by accessiBe, that's a c c e s s i  capital B e. Visit www.accessibe.com to learn how you can make your website accessible for persons with disabilities. And to help make the internet fully inclusive by the year 2025. Glad you dropped by we're happy to meet you and to have you here with us. **Michael Hingson ** 01:20 Well, hi there and welcome once again to unstoppable mindset. And this episode, we get to talk with Christopher Hall. Christopher is an interesting person by any standards. He's got the the luxury of being a first generation multiracial American. He is passionate about helping others and he does a lot of different things and has a lot of life experiences, which was what makes this really funny. And not only funny, but fun. I shouldn't say funny, really, because it is fun to really be able to talk about experiences, and talk about them very seriously. And so Christopher really has a lot of experiences that a lot of us don't normally get to experience and, and share up. And so I think we're all going to be drawn in by our discussion today. And with that, I want to welcome you to unstoppable mindset. Do I call you Christopher or Chris? You **Christopher Hall ** 02:25 could call me Chris. And thank you so much, Michael for having me. I really appreciate it. **Michael Hingson ** 02:30 Then I will call you Chris just not late for dinner. And Chris. Chris lives back in Pennsylvania. So right now we're recording this at 734 in the evening. He just got home from work. So you haven't had dinner yet? Have you? **Christopher Hall ** 02:46 No, I haven't. But I made sure to, you know, pass by Starbucks or for a quick snack so **Michael Hingson ** 02:55 well, what's, what's the snack today? **Christopher Hall ** 02:58 The snack was an impossible breakfast sandwich, actually. So yeah, what's **Michael Hingson ** 03:03 what's an impossible breakfast sandwich? What's that? **Christopher Hall ** 03:06 So it is a breakfast sandwich on a ciabatta bread with eggs, cheese and impossible meat? Because I'm pescetarian. So I only eat fish. Yeah. And it's pretty good. It hits **Michael Hingson ** 03:22 the spot. What kind of fish was it? You know? **Christopher Hall ** 03:25 Well, it wasn't fish that I specifically ordered this time, but it was impossible beef. So it was based beef. Got **Michael Hingson ** 03:32 it? Okay. Me. I'm a shrimp fan myself. But that's another story. **Christopher Hall ** 03:39 Awesome. Well, **Michael Hingson ** 03:41 so you are from New York. You've been in New York. Why don't we go back and start at the beginning? Why don't you tell us a little bit about you, Chris, the young person growing up and all that stuff. And let's go from there. **Christopher Hall ** 03:53 Absolutely. So I was born in 97 in Brooklyn, New York. And I was raised around Bay Ridge and I moved to Queens, New York when I was about six years old. And I lived in Queens for most of my life. Ended up going to elementary school, middle school, junior high school in Queens, went to high school in Long Island, just about 20 minutes away. And I attended Baruch College in Manhattan. And that's where I decided to pursue my degree in finance. I was really, really passionate about finance and math. And yeah, that's, that's that's just a little bit about my upbringing. At least in the New York side. New York is such a diverse place. **Michael Hingson ** 04:52 Yeah, yeah. It is. So multiracial. What races. **Christopher Hall ** 04:57 Oh, gosh. All right. I even began. So this is a long list. Okay? Yes. So both of my parents are from the Caribbean. But just through generations of family. They, they, they come from a lot of places. So, on my mom's side, she's from the island of Martinique. But I have grandparents that originate from India. On my dad's side, my dad is was born in the country of Haiti. But he's white and complexion. And both of his parents actually emigrated from England and France, to Haiti. And I also have heard that I have Middle Eastern genes in my blood as well. So very, very mixed between Caribbean, Middle Eastern, Indian, and you're up here. **Michael Hingson ** 05:55 Wow. And again, you were born where? Exactly? **Christopher Hall ** 05:59 I was born in Brooklyn, New York. **Michael Hingson ** 06:01 So there you go, the melting pot of the world by most any standard or one of them. Well, so you're you were raised by your mom, I guess primarily. So there wasn't a dad in the picture. **Christopher Hall ** 06:17 Yeah, so I was I was primarily raised by my mom. You know, she was a single parent, who just took care of me throughout throughout the highs and lows. And I owe her so much. My dad did provide moral support, or monetary support. But it was mainly my mom who took care of me. And I'm tremendously grateful for that. **Michael Hingson ** 06:49 But you had said, when we chatted before that there were a lot of hard times economically and you also have a disability or you did I don't know whether you still regard yourself as having that lunch. Tell us a little bit about all that. **Christopher Hall ** 07:02 Yes, absolutely. So my mom works as a housekeeper. She still does. And she's worked as a housekeeper for over 37 years. And while growing up, I went through a lot of tough times and tribulations and I and I saw my mom go through so many hardships. There were times that my mom would be late on rent multiple times, there were times that I was unable to afford new shoes. There were times that I saw my mom give me food. And unfortunately, I didn't see her eat. But I was very, very, very fortunate that, you know, my mom really, really took the time to instill hope and kindness inside of me. So even though I did witness that, and even though at times it did affect me, I always remained optimistic. In regards to learning disability, ever since young, I was very hyperactive. And I actually did not speak my first word until the age of four years old. So I actually went to a delayed language school. Because I did not really say my first ever syllable until the age of four. And I went to school in Brooklyn called high tech, where I was able to learn language and how to enunciate my words. And it was it was truly a challenge. And even throughout school, and I guess throughout growing up, really I struggled with attention deficit disorder, and dyslexia. And there were so many things that I struggled to understand. I struggled to comprehend. And I remember vividly taking so much longer than my peers around me. And I remember vividly studying for hours trying to work so hard and I wasn't getting the grace that I wanted. So that is that is still something that I do struggle with to this day in regards to concentration, but I have figured out ways to really navigate it. Just by understanding my body, understanding the way my mind works, and really working for myself, or working with myself rather, in order to ensure that I'm putting my best foot forward **Michael Hingson ** 10:00 So you still deal with dyslexia today? **Christopher Hall ** 10:02 Yes. Okay. Yes, I do. So, you **Michael Hingson ** 10:06 know, if I may, a couple of things come to mind, let's go back to your mom and you and you have a lot of challenges economically and so on. How do you think that has shaped your outlook on life? Today? And when what is your outlook on life? **Christopher Hall ** 10:30 That's a great question. I guess just start off with the first point. What really stood out to me, I guess, when I saw my mom experienced the things that she did, was really learning about the power of being mindful, the power of being mindful with how I save and how I spend my money. And also understanding that, you know, you should always prepare for any form of situation that does come your way. But also, at the same time, I also learned not to be afraid of investing in myself, because that's, that's so important to me. And I'm sorry, Michael, what was the other part of your question? **Michael Hingson ** 11:22 Well, the so you, you learned to be very mindful of money, you learn to be intentional about what you do, and how So it clearly hasn't made you bitter, to have gone through all that stuff. And I find that fascinating, and actually very joyous and wonderful, because I've spoken to a number of people on this podcast who have had in their own way, similar situations, that is, they have had adverse situations they've had to deal with growing up. And they come out of it, recognizing what they had, and appreciating what they had and what they have now, in so many ways, and are very articulate about it. And say that even so they wouldn't have changed, or traded their childhoods for anything, because of the fact that in reality, they learned so much because of what they had to do. Absolutely, **Christopher Hall ** 12:27 absolutely. I definitely do concur with that point. I feel like coming from humble beginnings, allows you to learn and grow. And I feel also, at least for me, personally, the most valuable things in life aren't things that are necessarily tangible, like money, it's there are things that are intangible, such as, you know, feeling joy, feeling love, you know, having peace of mind. And, and I feel like throughout the duration of my childhood, I experienced that because I have a beautiful mother that always, you know, told me about the power of having hope, of having kindness of helping others. And it allowed me to grow up with really a lot of humanity and just see that there are things that happen in life. So yeah, I'm tremendously grateful for my childhood. So so thank you for asking that question, Michael. **Michael Hingson ** 13:36 Now, at the same time, you you had learning disabilities, you had issues with dyslexia and ADHD, how did you navigate through all that and come through that it had to be frustrating? Or does it? Was it not necessarily because you really didn't know for a long time? What really was going on? **Christopher Hall ** 13:57 Yeah, great question. So I wasn't officially diagnosed with ADHD and dyslexia until I was in about ninth grade. So this was around the age of 14 or 15. And it was it was hard. And it was very, very frustrating. But my mom realized from young that I really needed extra attention when it came to schooling. And, and it was from there that my mom said, You know what I'm going to take to time to invest in my child. And literally, I am my mom's investment. I remember, you know, her taking me to programs, such as Kumaon and score. Me going to an ideal Montessori school when I was young, and you know, she would take the time to invent asked, like $350 a month, $360 a month to send me to a private school. And I remember, you know, waking up at 5am, to get ready by 545. And, you know, to, you know, go on a two hour commute, two and a half hour commute from Brooklyn to Queens. And getting that individualized learning. So I'm very, very grateful in that regard. My mom saw the power of good teachers, good programs, and education. And I feel like that just made things easier for me, because it encouraged me, because it made me realize that it's not like I'm uncapable of learning, I just learned in a different way, I just comprehend information and obtain it in a different way. And it was through learning through beautiful teachers, and individuals who pushed me that I realized, hey, you know, I am able to do that. And it gives a great sense of empowerment. And, you know, later on when school got a lot more serious, and, you know, when you're in sixth grade, seventh grade, eighth grade, you're taking very core curriculum courses in order to get you ready for high school. And I realized that I was struggling during that time. In seventh grade, I was failing a lot of my classes, I realized the importance of, Hey, maybe I do need to go to a specialized doctor to see if I could get the help that I needed. And I ended up going to a doctor that specialized in ADHD and dyslexia and things cognitively in regards to the brain. And in regards to how you process information. And I took assessments, I took tests. And that's when I received my official diagnosis. And I was very fortunate that I was actually prescribed medication. And I was able to take that during high school. And that really helped me. And that served me tremendously. And, and I took medication, I would say, from really from high school, up until my sophomore year of college, and it helped me **Michael Hingson ** 17:48 when your concentration, did you were able to stop taking the medication anymore? **Christopher Hall ** 17:54 Yeah, so currently, currently, I do not. And I was able to find natural ways to really aid with my concentration in regards to just organizing organizational skills, natural supplements. Really adequate sleep, adequate sleep helps me a lot. Going to bed at certain times also helps me a lot to with my concentration. There you go. Yeah. **Michael Hingson ** 18:28 Do you find that the natural remedies do as well or even better than taking the typical western science medication? And I asked that, because I've talked to two people on this podcast from both sides of that. So I'm just curious what your thoughts are? **Christopher Hall ** 18:46 Yeah, great question. Um, I would personally say yes. It in the very beginning, in all transparency, I did have a lot of doubt where I just said to myself, like, oh, is this really going to work? You know, I took, you know, a Western prescribed medicine for five to six years, is the natural remedy going to work the same way? So, in my mind, I started to have doubts. But I really took the time to do my due diligence and research. I looked at different natural supplements, I tried different things. And I was I was really able to see what worked well for me. And I do have to say, it does work as well. For sure. Absolutely. I think you do need to be a lot more. You know, disciplined, however, with your habits in order for it to work efficiently, you know, such as like your sleep, and your exercise for me exercising and sleep. actually helps me a lot My concentration. **Michael Hingson ** 20:02 So you, you strike me as a as a person who has been very grateful for all that you've had, which is great. One of the things that I've noticed from a lot of people who we've had the the honor to chat with, who have been through a lot of adversity and come out of it. The other end I think is the best way to put it is that not only are they grateful, but they, they love to give back, which I think is important. I think I've been doing some of that ever since being in the World Trade Center on September 11. And I decided after that, that if I could speak as people were starting to invite me to do and if I could sell philosophy and life instead of selling computer hardware, it was a lot more rewarding. So how do you do that? And how do you give back to to the world and to people because of the things that you've experienced? **Christopher Hall ** 20:56 Absolutely. Great question, Michael. So I try my utmost best to give back in any way I can. I would say you could give back in the smallest of ways. I know with me, I tried to give back through teaching, mainly through helping others. So one huge initiative that I've taken ever since 2017, when I was a junior in college, was actually to pay it forward and help people when it comes to obtaining internships and when it comes to obtaining full time jobs. And I did it originally because I had a mentor who worked at Morgan Stanley, and his name is Christopher too. And he took time out of his very busy schedule working 60 7080 plus hour weeks, just to mentor me and teach me. And, you know, I went from someone who was just very, very shy and reserved. I didn't have that much friends, to someone that was brave, eager and determined to network with people to connect with people to get to learn more about others. And it was true that I feel like my passion for giving back at least when it came to mentorship was born. So I've primarily have done that through my college campus when I was in college, and also via LinkedIn, as well. And I'm grateful to say, you know, to date, I've volunteered. And I've helped about 300, maybe 350 to 400 people for free. And I realized that I was very great at mentorship, and I realized that I was able to really give back to others and others really appreciated what I had to offer. And I turned that into a side business over time in about 2020 or 2021. **Michael Hingson ** 23:37 Wow, well, how do you continue to mentor people you've mentored hundreds of people? How do you do that without getting tired? And how do you just keep going forward? **Christopher Hall ** 23:50 That's a great question. I would have to say I, I remember my why. I know for me, when I was struggling and going through so many challenges in middle school, high school college. I had a long time tutor, teacher, someone who I would even consider a family friend who took the time to teach me and believe in me and helped me and and it was even during the times I didn't believe in myself. And I remembered vividly, you know, he would always say, you know, take the time to rest but keep on moving forward, keep on going. And during the time that I mentored people, there were times that I was dealing with other responsibilities in life there were times that I was dealing with challenges, setbacks, etc. But I am knew that if I had the opportunity to positively affect someone's life that could not only affect their life, but also affect their family's life and the people around them in a very, very positive and optimistic way. So I kept that in the forefront of my mind. And during the times that I felt tired, or if I felt like I needed a break, I took the time to get rest. Because resting and recharging is so important. But I never quit. In addition to that, I feel like what really allowed me to just remain resilient, is just by seeing how my mom approached situations, there were times that my mom worked 12 to 14 hour days, six days a week, even seven days a week. And she would always take the time to do things with a smile on her face, even though she was exhausted. And that was something that really inspired me. So ever since young, I told myself, hey, if I am tired, but if I'm doing something great, I'm going to take the time to remain resilient and go through it. And that's something that served me personally. **Michael Hingson ** 26:35 Well, you clearly had a role model that helped with your mom. And I had a lot of role models. Yeah. You had a lot of role models, but your mom certainly set set the tone. And that helped. **Christopher Hall ** 26:48 Absolutely, absolutely for sure. **Michael Hingson ** 26:52 So you have, you have said that you treat your vocation like a vacation. Tell me about that? **Christopher Hall ** 27:05 Yes. You **Michael Hingson ** 27:07 know, I'd ask you that one. **Christopher Hall ** 27:10 Yes. So, gosh, I actually did not know what the word vocation was. Until my senior year in high school. In 12th grade, I had a psychology teacher by the name of Donato manga Liuzzo. He goes by the name of Mr. Monk, for sure. And he always talked about the power of doing things that make you feel passion, and true love inside. And he always talked about the power of going after your goals and going after your dreams and not being afraid to set yourself apart. And he would always tell us this continuously class he says, you know, you'll reach an amazing stage in your life when you make your vocation a vacation, when you make your work something that you love. And I really resonated with that. And that's what I've strived to do. Ever since my senior year in high school going forward, I asked myself like, okay, you know, outside of me taking care of my needs, like financially. Does this role or does this hobby something that I'm doing? Does it make me happy? Because life, life goes by quickly. And it's and it's great to feel happy? Yeah. **Michael Hingson ** 28:49 So you graduated from college? What do you do now? **Christopher Hall ** 28:55 So I graduated from Baruch in 2019. And I currently work at the Boeing company. So I work as a finance contract specialist. And I really love what I do. Tell **Michael Hingson ** 29:11 me more about what that what that means, like what your job is? Absolutely. **Christopher Hall ** 29:15 So I help with selling V 22 helicopters to the government. So I look at contract proposals. I write drafts of letters. And I help with negotiating in order to help, you know sell these to the government such as the US Navy, and the US Army. And I've been with Boeing for about two and a half years, a little over two and a half years. And ever since I was 17 I was passionate about aviation and aerospace Bass, it was something that I've always wanted to pursue. And I was very fortunate that I wanted to pursue like a space like that, because aviation, I think is such a diverse, and really niche community. Even though aviation is so big, you see airplanes in the sky all the time you see helicopters in the sky all the time. But being able to be in an industry where you're able to serve millions of people, is something absolutely fascinating. And I'm grateful to do what I do every day. But **Michael Hingson ** 30:45 you also have started a career in coaching and public speaking. Tell me more, a little bit more about that. What got you started down that road as well? Yes, **Christopher Hall ** 30:55 absolutely. So for. So for career coaching, I guess we'll start there. In in 2017, as I mentioned earlier, I had a mentor, by the name of Christopher, and he helped me when it came to giving me the opportunity to learn more about interviews and connecting with people and things of that nature. And when I received the full time off, well, not a full time offer, actually, but an internship offer from both Morgan Stanley and the Boeing company. I was so happy, I was ecstatic. And I told my mentor Chris about this. And he said, you know, Christopher, I'm so proud of you. And I want you to remember something, I want you to do one thing, and that is pay it forward. And that was something that really, really really, you know, stuck with me. And it was something that made me feel so inspired. So ever since November of 2017. I've mentored many people around college campus. And in the end of 2019, when I was graduating from college, I realized, Hey, I'm very, very good at this, maybe I should, you know, see if I could cultivate this into a business. I've been hearing a lot of people say hey, Christopher, you, you know you have something, you are really able to inspire and help others and connect other people as well with their opportunities and and help people find their why and their passion, you should turn this into a business. So in 2020, I was thinking about it. And I'm asking myself, okay, how can I do this? And unfortunately, COVID happened. It really hit New York City hard in March of 2020, with with the lock downs. And I told myself, you know what, okay, I'm going to try my utmost best to help as many people as I can, because I see people getting laid off, left and right. And that simple initiative of wanting to really help people as much as I could, turned into me, putting a lot of posts on LinkedIn sharing, value added information about how to search for jobs during the time of the pandemic, how to ask, informational, or how to have informational interviews in an appropriate manner, what questions to ask, after an interview, how to answer specific interview type questions, and I would create these posts on LinkedIn. And I took the initiative to set up 45 minute long calls for free from 12pm to 9pm, seven days a week, from April of 2020 through August of 2020. And during that time, that was about 11 people a day, max that I mentored. During that time I mentored over 200 people within that four month timeframe. And in August of 2020, I decided I want to pursue this and I want to transform this into a you know small time business. And by small time I don't think that's true. right word, but really, as a side business rather. And during that time, I said, You know what, let me use Calendly. And let me charge $20 for a 25 minute mentorship session. And I was very, very grateful that I was able to obtain clients that wanted to, you know, learn more, and they wanted to pay for my services. And it started from there. And in regards to public speaking, I would say, I had a passion for public speaking and really helping others, at least in regards to speaking in public ever since 2019. That just started with me being curious, and seeing if any elementary schools, high schools or colleges needed a speaker in order to help with providing students motivation. And it was from dare that I decided to reach out to high schools and colleges, at the time I was in Seattle. And I realized when I, you know, took the time to get out of my comfort zone and speak. It left the students feeling very, very inspired and very motivated. And that's how my passion for public speaking was born. And so far, I've I've spoken to the University of Washington, to provide a workshop there. I spoken to my alma mater, which is Razi school. And I've smoked, and I've spoken to other small various places, as well. And that's something that I'm very passionate about to how **Michael Hingson ** 37:07 did you find some of these places to speak at? like University of Washington, that's clearly quite a ways away from you. **Christopher Hall ** 37:17 Yes, so, before moving to Pennsylvania, I was actually in Seattle for about a year. And I actually have a lot of friends that attended the University of Washington. And Boeing actually has a very good relationship with the University of Washington. Well. It was it was it was very, very easy for me to leverage my connections and have the opportunity to speak there. **Michael Hingson ** 37:49 So does Boeing know that you're doing public speaking like this? **Christopher Hall ** 37:56 I would say yes. Yes, they do. I posted on LinkedIn. And I talked about, you know, my love for for, for speaking with others to, you know, you know, to my team, so they're, they're fully supportive of it? Well, **Michael Hingson ** 38:11 it certainly has continued to work out pretty well for you, needless to say, which is as important as it as it could possibly be. What have you taken in the way of lessons from your work at Boeing that has helped you and the rest of things that you do? **Christopher Hall ** 38:31 Absolutely. So I would have to say, there have been a couple of things. Number one is networking. Really, taking the time to network is truly so important. So when it comes to, you know, connecting with others, collaborating with others, when it comes to specific projects or tasks, building rapport is truly so important. Because at the end of the day, people will give you opportunities if they know you, and they're able to vouch for your work ethic, if they know who you are. What is your personality, what you bring to the table. So that is that is truly important, you know, networking and fostering relationships, I would say is number one, number two, one thing that I've learned is, and it really alludes to number one is you know, ensuring that you have good rapport with people, as much as you can never burn your bridges. You know, the world is very big, but it's also very, very smart. People talk and individuals know each other. So always take the time. To put your best foot forward and lead with transparency, lead with love, you know, always take the time to serve others in any way you can, it really helps tremendously. And that is, that is something that I've learned and, and number three, I would have to say, one of the biggest things that I've learned through Boeing is Never be afraid of interacting with others. I know throughout my time, you know, at the Boeing Company, there were there were times that I was intimidated to reach out to a senior vice president or a managing director, or CEO, of you know, you know, Boeing Business Unit. But I realized throughout my time, people are eager to connect, and really help. At least, that's most people. So about what I would say is, I guess the common theme between all of those three things is not being afraid to put yourself out there. And really take the time to add value, and do good. **Michael Hingson ** 41:23 As a motivational speaker, what theme Do you think resonates most with your audiences? And why is it important today? **Christopher Hall ** 41:33 Yes, so I would have to say, resilience is, is something that definitely resonates with a lot of my audience members, because the thing about life is, life will have its challenges, and at times, it will be unpredictable. And there will always be uncertainty, there will always be, you know, individuals that may not recognize or see your potential. And one thing that I feel that my audience really connects with me about is empathy and, and really taking the time to just understand how to navigate through hardships. And that is something that I speak about a lot. When I mentor and when I speak to crowds as well. It's, it's the power of overcoming challenges. Taking the time to go the extra mile, learning how to believe in yourself, when a lot of people don't believe in you. Taking the time to cultivate your mindset, when you are in a very, very, very dark place. These are all the things that I feel my audience relates with a lot, because a lot of my mentees, one thing that I've realized in regards to a common theme is is all of them are intelligent, all of them are capable. But there are life situations and challenges that people go through that make things less than ideal, someone may go through a layoff someone may have a death in their family, someone may have gone through trauma. And oftentimes, it's very, very easy for people to lose hope in themself. You know, and and there is that life challenge, right? A toxic job, a toxic workforce, whatever the case may be. So in regards to my mentorship, and with my public speaking as well. It's not just so me teaching you how to find a job, it's me giving you the tools to allow you to navigate through your emotions to allow you to find your why to find your passion to find what makes you spark. And, you know, make you go after that. So so I feel like that's a very important critical theme. Especially, and what I discuss on a day to day basis, **Michael Hingson ** 44:36 so what kind of tools do you give people? Um, so you talk about the fact that they face challenges and so on. What do you actually teach them in the way of tools to deal with that? **Christopher Hall ** 44:45 Absolutely. So I teach them different things, primarily through affirmations. I teach them about the power of affirmations. The power of journaling, the power of taking the time to navigate through your emotions, and really take the time to write down how you're feeling? What are the challenges you're going through? And where do you see yourself going to moving forward? What are what are things that you want to start doing? What are things that you want to stop doing? What are things you want to continue doing as well. I talked to people about the power of mindfulness, and about the power of also meditation as well. You know, one thing that I'm very, very big on is spirituality, and how it helps people. More so with connecting with your True Self with who you are. And that is something that I really do feel, helps a lot of individuals as well, because everyone has a personal story. And everyone has a challenge and a struggle that a lot of people don't know about. **Michael Hingson ** 46:08 Tell me, you've used mindfulness as a term a number of times, what does that mean? Exactly? **Christopher Hall ** 46:14 Mindfulness just means being aware, at least for me, being aware of your emotions, and your thoughts, how they make you feel in that moment, and how they drive your behavior. So what are your patterns? When you feel stressed? What are your patterns? When you feel discouraged? And by patterns? I mean, what do you tend to do in that moment? What do you resort to? Water? How do you face it? What do you run away from? What do you incorporate in your day to day habits in your day to day life, things of that nature. Another part of mindfulness is how you make others feel. But in regards to one on one personable mentorship, I really concentrate on helping others really navigate how they feel with their own emotions, and how they navigate through that. **Michael Hingson ** 47:25 Well, you keep pretty busy between speaking and working at Boeing and coaching. How do you do that? And keep up a work life balance? How do you find time to rest and rejuvenate yourself, if you will? **Christopher Hall ** 47:44 Absolutely. So I do it through a couple of ways. And that's such a great question you asked Michael. I guess number one, I'm really, really passionate about mentorship and helping others. And I'm very passionate about bowing. So one thing that I feel that's great is that even if I do have a busy schedule, it doesn't exhaust me or drain me, I may feel tired, naturally. I may want to pause, take a break and you know, be re energized. But it doesn't drain me in the sense where I dread that I'm doing what I'm doing. I love everything that I do. So in regards to what makes me feel energized. There are a couple of things that do number one is music. I am a very, very, very big fan of all styles of music. I love to play the drums. And I've played them on and off for about 17 years. So you know listening to music in the car. While I'm taking a walk outside while I'm running, that that really helps me a lot. Speaking of taking a walk outside and running one thing that I love to do is I love to connect with nature. So I love to go for walks I love to hike. I love to explore new different neighborhoods, like just different areas in general, and that really energizes me. Another thing too is talking with with with great friends with amazing people. So it could be something as small as meeting up with a friend to grab lunch or dinner or playing basketball or watching a movie. Or or even doing something as simple as you know, staying on The couch and petting my cat. Right? Those are those are all the things that re energize me. And it makes me feel supercharged for you know, when I do the things that I need to do? **Michael Hingson ** 50:16 Well, so what's your favorite place to go? You see you like to do a lot with nature and go places do you have a favorite place? **Christopher Hall ** 50:25 Well, I, I usually don't like to give people favorite places where I like to go. But I guess one place that I used to like to go to, in Seattle was was was was a beach that I was at in Edmonds, Washington, where I used to live that. So as kind of like, a go to activity right after work, I would drive from my house and the beach would be about seven to 10 minutes away. And I would, you know, drive up, see the sunset, see the water, you know, come up to shore, you know, smell the air, see the mountains and the horizon? See, you know, the dogs playing, and that gave me a lot of peace. Right now, currently, I like to just, you know, walk in and run on a lot of trails. So I feel like that's, that's, that's my favorite activity. Oh, **Michael Hingson ** 51:35 well, it gets you away from the other stuff. And it gives you time to think which is, of course, part of what I suspect that you're really thinking about and looking at is to get that time to decompress a little bit. **Christopher Hall ** 51:48 Absolutely. Absolutely. For sure. So, **Michael Hingson ** 51:51 you've talked about motivational speaking, and all that. And as long as you love to mentor, what advice do you have for someone who might want to become a motivational speaker or a coach? **Christopher Hall ** 52:03 Absolutely, I would say, take the time to find out what you really love. Number one, what you are really good at or something that you feel like are starting to get good at, and take the time to really study that craft. I know this may sound like very generic or cliche advice, but taking the time to learn from others, right? That could be through reading a book, checking out a YouTube video, you know, reaching out to someone on LinkedIn that inspires you just to learn more about them and have a coffee chat with them. That can really allow you to grow and learn more about a specific space. And it could really inspire you to try new things. And go ahead and try them. That's, that's, that's really the most important part, take action and do. And I know that this is something that I was personally struggling with, for a long time, and I still do struggle with it transparently, you know, in my journey, sometimes you ask yourself, like, oh, my gosh, I really want to do this, that and the third, where do I begin? And you know, the answer to that is, you just need to start, start very, very small. And it can be something as you know, offering to volunteer at an elementary school or middle school. Volunteering to speak at a nursing home, volunteering to speak at your alma mater, like in college, maybe speaking at an organization that you were a part of on campus. All of these things can allow you to grow and learn and get more experienced, so you feel comfortable with speaking. And that's how you're able to grow in in regards to mentorship. Just take the time to mentor someone. It could be something as simple as mentoring your friend when it comes to their resume, giving them a mock interview, giving them advice on what are some of the things that work for you. That help you get a full time job. And just mark just start small and work your way up. There's no such thing as as an overnight success. You know, for for me, career coaching is is something that I've been doing for six years. Close to six years, November would be six and By all means, I'm not perfect at it. But I know that I'm getting better every single day. So it's, it's practicing taking action and putting yourself out there, **Michael Hingson ** 55:09 which makes a lot of sense, practice is the only way you're going to really get better. And thinking about what you do. You're absolutely right. So what for you? What are your future or your future aspirations for working as a motivational speaker? And as a coach, and just as important, what are your aspirations for life at Boeing? **Christopher Hall ** 55:35 Absolutely. So I would say, aspirations in regards to life of Boeing, I'll start with that is take the time to, you know, work hard and really grow in my field. That is something that I'm very passionate about, I would say, long term, I really want to get into sales, at Boeing sales and marketing, that is, that is the space that I'm very passionate about. And, you know, grow, have the opportunity to collaborate and, and just have the opportunity to work with clients. I love working with people. So so that's something that I'm very inspired about. So that's, that's on the buying side, in regards to motivational speaking, and in regards to career coaching, I would say really take the time to continue helping more people. I really want to make more content online. I've been starting to post videos more on my tic tock and by all means they are not perfect. But I've been but I've been taking action. I have an account called Chris underscore Rangan ra n Gln. So I've been posting a couple of tech talks. And I want to do more of that. I also intend on posting more YouTube videos, that is something that I'm very passionate about in regards to content creation. And I want to cultivate my own website, I want to build my own website, around career coaching, around public speaking. And I guess it's not I guess, the goal is to hopefully, you know, a very big goal is hopefully to have the opportunity to be flown out, to speak at a university or add an organization internationally. And be paid for it. So so so so that is the goal. That is the aspiration. And that is something that will take work, it will it will take a lot of time to get there. But it's something that I'm very passionate about. **Michael Hingson ** 58:06 Well, I hope that somebody listening to unstoppable mindset might find your story and all the things that you have imparted to us relevant and maybe invite you to do that very thing. We can certainly help for that. **Christopher Hall ** 58:20 Thank you. I appreciate that. **Michael Hingson ** 58:22 How do you how do you want to be remembered for your speaking and coaching careers in your time at Boeing? What what do you want your legacy to be? **Christopher Hall ** 58:33 Wow. I love this honestly been thinking about that question. For for for a couple of weeks, actually. I would say I want my legacy for speaking to be **Christopher Hall ** 58:54 Wow. You know, Christopher was someone that gave me hope. When I did not believe in myself. He took the time to inspire me and because of him, I'm better and I'm striving to make you know other in my life better. I would have to say that is that is a very, very big inspiration for me because I always aspire and try my utmost best to share love. To share positivity. I think love is so important because there's a lot of hate in the world. There's a lot of fear in the world. There's a lot of destruction in the world. So being able to share, you know, love and light is something that I'm very inspired by. For work. I want to be remembered as someone who just shared you know Over emotional intelligence, and positivity, I want people around me to feel inspired to become their best version of themselves. I want people to feel, you know, app peace and feel happy and feel encouraged to take on more work, I want people to, you know, feel motivated to take on extra projects and to really believe in themselves. So, in regards to work wise, like, I don't necessarily have, you know, a tangible goal of, Oh, I wanna, you know, sell 3500 airplanes, or things of that nature, of course, that would be great. But for me, I want to be remembered for helping others. And really helping others, I guess, just to elaborate on that more, helping others find, you know, that positivity within them, helping people find, you know, their inspiration within them feeling inspired. So, so I would say those, those are the two things. **Michael Hingson ** 1:01:26 Well, it doesn't get better than that, and great aspirations, and I, and I hope it works. You clearly can do it, you're very articulate about what you think. And I really love a lot of the, the different kinds of pieces of advice that you've given us today. So I want to thank you for that. If people want to reach out to you as a coach, or to explore you speaking, where they are. And you know, I want I want the same thing, being a keynote speaker and a public speaker, but you know, this is you. So if people want to reach out to you, how do they do that? **Christopher Hall ** 1:02:03 Absolutely. So there are a couple of ways you could do that. You could reach out to me via LinkedIn. My LinkedIn would be provided, but my handle is Christopher Rangon H. Another is via my Calendly if you're interested in one on one mentorship, you could raise search calendly.com/christopher-rangon r a n g o n slash mentorship. In addition to that, feel free to follow me on Instagram and on Tik Tok. Both of my handles are Chris, c h, r i, s, underscore Rangon. R A N, G O N and more for my YouTube channel. Feel free to follow me at skateboard. C R H 12. Yep, I created that account when I was into skateboarding. And I was 12 years old, hence, hence the user name skateboard. CRH 12. **Michael Hingson ** 1:03:16 Cool. Well, Chris, I really am grateful and honored that you came and spent time with us today. And I hope people do reach out to you. And I hope that people will reach out and let us know what they thought of the podcast as well. You can reach me, Michael hingson at M i c h a e l h i at accessibe A C C E S S I B E.com. Or go to our podcast page www dot Michael hingson m i c h a e l. h i n g s o n.com/podcast. Wherever you're listening, please, we really would appreciate it if you would give us a five star rating. We are very grateful for your ratings and your comments. And we would greatly appreciate you doing that for us. We'd love to hear from you. I know Chris would love to hear from you. And we would appreciate both Chris, you and anyone out there listening. If you know of anyone else who we ought to have as a guest on unstoppable mindset, please let us know or email with introductions and we would be very happy to reach out we respond to everything as soon as I see it. So we will definitely respond. But again, Chris, I want to thank you for being here with us. And for all of your time and for all the wisdom that you imparted with us today. We're really grateful for it and thanks again.  **Christopher Hall ** 1:04:42 Thank you so much for having me. Really appreciate it. Michael, thank you.  **Michael Hingson ** 1:04:49 You have been listening to the Unstoppable Mindset podcast. Thanks for dropping by. I hope that you'll join us again next week, and in future weeks for upcoming episodes. To subscribe to our podcast and to learn about upcoming episodes, please visit www dot Michael hingson.com slash podcast. Michael Hingson is spelled m i c h a e l h i n g s o n. While you're on the site., please use the form there to recommend people who we ought to interview in upcoming editions of the show. And also, we ask you and urge you to invite your friends to join us in the future. If you know of any one or any organization needing a speaker for an event, please email me at speaker at Michael hingson.com. I appreciate it very much. To learn more about the concept of blinded by fear, please visit www dot Michael hingson.com forward slash blinded by fear and while you're there, feel free to pick up a copy of my free eBook entitled blinded by fear. The unstoppable mindset podcast is provided by access cast an initiative of accessiBe and is sponsored by accessiBe. Please visit www.accessibe.com . AccessiBe is spelled a c c e s s i b e. There you can learn all about how you can make your website inclusive for all persons with disabilities and how you can help make the internet fully inclusive by 2025. Thanks again

In this episode of AutoInsiders, we sit down with Charlie Foster, the Senior Marketing and Sales Consultant at John Sinclair Nissan, who's been lighting up TikTok with his comedic takes on 'dealership life.' With over 30 years in the car business, Charlie's videos offer a refreshing and light-hearted look into the day-to-day of car sales, resonating with both industry insiders and car enthusiasts alike. Charlie shares the story behind his TikTok journey, inspired by his daughter and further enriched by his background in stand-up comedy. Drawing from spontaneous moments and decades of experience, he crafts content that not only entertains but also educates. As the conversation unfolds, Charlie and Ray delve into the evolving dynamics of the automotive industry. They discuss the importance of creating a win-win situation for both the customer and the dealership, emphasizing collaboration over competition. With a unique approach to sales, Charlie reveals that he hasn't directly asked a customer to buy a car in over two years, underscoring the power of selling with humor and genuine connection. The duo also touches upon the significant evolution of training in the automotive world, highlighting the importance of adapting and growing with the times. To find out more about Charlie follow him here: Charlie's TikTok: https://www.tiktok.com/@chas_1942 YouTube Channel: Driven Together hosted by Charlie Foster - YouTube Join us for an engaging discussion that promises laughter, insights, and a fresh perspective on the automotive industry, only on AutoInsiders.

About Brian Jackson:Brian Jackson is the Owner of The Sandler Sales Coaching Program and a sales coach of the Sandler Methodology since 2006. His passion is helping seasoned, professional salespeople reach their greatest potential - both personally and professionally – by watching them win. Before owning Sandler Training, Brian invested over 20 years in healthcare equipment & SAAS sales, having served the most recent 12 years in various leadership roles. He enjoys coaching Owners, Executives, and all customer-facing, "selling" people within the Technology/SAAS vertical. Also, Brian has spoken on a wide variety of business and personal development topics and is available to speak at corporate events, trade shows, etc. Check out the latest episode of our Conversational Selling podcast to learn more about Brian.In this episode, Nancy and Brian discuss the following:A nerd at heart: the sales nature of Brian Jackson.The art of persuasion is all about selling, and the selling is all about communication.Brian's way of getting into Sandler's world.What differentiates Sandler from other sales methodologies?Features and benefits versus consultative selling.DISC and Sandler go hand in hand.Useful tricks to learn from DISC.Key Takeaways:  Not many people grow up saying, "I want to be in sales," but I'm one of those.I always knew that in the back of my mind, being a Sandler trainer was something I could do and enjoy, so here I am.Take advantage of the technology out there to prepare for your conversations.If you're a salesperson, you do not need to feel so much pressure to be the one to convince, persuade, and manipulate others magically.Sandler takes your career to another level." Be the contrarian salesperson. Get out of your way. Stop trying to sell, persuade, and manipulate people. Stop trying to script out what you're going to say. Instead, guide people on a path of self-discovery instead of trying to convince them. Go for the no. Guide them to self-discovery. Let them argue with you why they have the problems you solve and why they should be committed to fixing them. My favorite saying in the rule is, "People do not argue with their own data." To finish answering your question, I believe the art and the science of selling are to guide people on that path of self-discovery because they don't argue with their own data. And if you can do that, then you don't have the objections in the first place." – BRIAN."Sandler is important in personal communication because you want other people to feel that they're heard, understood, and prioritized. Like you said, selling is not about you. It's about the other person. So, there's no question that people like me who have bought into the standard franchise model or participants see improvements in our relationships just as much as we see improvements in our selling efforts because it's a different way that we treat people in our communication because of understanding Sandler. " – BRIAN."When I'm teaching DISC, I explain to people that once you know DISC, you can't go through your life the same way ever again. I'll be in the grocery store checkout aisle and overhear a conversation. I'll know somebody's DISC style. You know, when I meet somebody, I can subconsciously register their eye color, hair color, ethnicity, background, and distance. And you treat people how they would want to be treated. You're going to ask why it is so important. You're going to keep your conversation short and tight, to the point, focus on, you know, you're going to dab naturally. And that's just critical to selling." – BRIAN. Connect with Brian Jackson:LinkedIn: https://www.linkedin.com/in/sandlertraining/Sandler:https://www.salesrevenue.sandler.com/Try Our Proven, 3-Step System, Guaranteeing Accountability and Transparency that Drives RESULTS by clicking on this link: https://oneofakindsales.com/call-center-in-a-box/  Connect with Nancy Calabrese: Twitter: https://twitter.com/oneofakindsalesFacebook: https://www.facebook.com/One-Of-A-Kind-Sales-304978633264832/Website: https://oneofakindsales.comPhone: 908-879-2911 LinkedIn: https://www.linkedin.com/in/ncalabrese/Email: leads@oneofakindsales.com

On today's episode, Andy welcomes yet another roundtable of seasoned sales enablement professionals in a lively discussion about a multitude of issues impacting the sales industry. Panelists include Roderick Jefferson, CEO of Roderick Jefferson and Associates, Crystal Nikosey, VP of Sales Transformation at the Sales Collective, and Amy Hrehovcik, a seasoned sales professional, coach, trainer and podcast host. Topics include the CEO's views on the importance of in-person work, the role of sales management vs sales leadership, the need to incorporate EQ into the selling process, and evaluating the efficiency of the BDR/SDR role in the sales process. They also highlight the significance of detaching from a focus on outcomes, encouraging a mindset of helping rather than selling, and the necessity of centering the buyer in the sales process.Host Andy Paul is the expert on modern B2B selling and author of three best-selling, award-winning sales books, including his latest Sell Without Selling Out. Visit andypaul.com to subscribe to his newsletter for even more strategies and tips to accelerate your win rate!Thank you to our sponsors:AllegoClozdCognism

Guest: Luis Báez   Guest Bio: Luis Báez is a Sales Enablement Strategist and Sales Consultant dedicated to serving online business owners including consultants, coaches, B2B startups and SaaS companies. With over 14 years of experience in Sales & Marketing, Luis brings a breadth of knowledge and experience that spans across digital advertising, software-as-a-service, and sustainability — with a revenue impact of over $600 Million to date. Today Luis is Global Director of Revenue Enablement at Deputy, not to mention a published author through the internationally-recognized Madecraft organization. Recently, Luis was named an official Linkedin Instructor averaging 1.2K learners a day! He has also been featured on popular podcasts such as ¿Quién Tú Eres?, The Online Business Show with Tyler McCall and The Heather Sager Show among others. He's been recruited to work at LinkedIn, Google, Uber, and Tesla, and invited to speak about Leadership and Personal Branding at business schools across the country including Stanford, UC Berkeley, and Bard.   Guest Links: http://luisbaez.com/  http://luisbaez.com/videoask      About Salesology®: Conversations with Sales Leaders Download your free gift, The Salesology® Vault. The vault is packed full of free gifts from sales leaders, sales experts, marketing gurus and revenue generation experts.  Download your free gift, 81 Tools to Grow Your Sales & Your Business Faster, More Easily & More Profitably. Save hours of work tracking down the right prospecting and sales resources and/or digital tools that every business owner and salesperson needs. Watch the demo of the Salesology® Prospecting Method, A Simple, 3-Step Method That, On Average, Increases Qualified Appointments & Sales By 73%. If you are a business owner or sales manager with an underperforming sales team, let's talk. Click here to schedule a time. Please, subscribe to Salesology®: Conversations with Sales Leaders so that you don't miss a single episode, and while you're at it, won't you take a moment to write a short review and rate our show? It would be greatly appreciated! To learn more about our previous guests, listen to past episodes, and get to know your host, go to https://podcast.gosalesology.com/ and connect on LinkedIn and follow us on Facebook and Twitter and checkout our website at  http://www.gosalesology.com

Davidson Hang is a super connector and is currently a Sales Consultant at Trinet.    In this episode we talk about:   - What sales coaching did for his marriage - How he went from addictive tendencies to disciplined habits - How he embeds personal development throughout his life - Why the inner game is so key to success in sales - His experience in the Untap Your Sales Potential coaching program   If you enjoy this episode, send it to a friend or colleague who you think would love it too!

Serve, dig, set, spike, block! In this week's episode, Howard and Alastair are joined by Mary Laudati, a coach and seasoned expert in B2C sales consulting, to serve up her valuable insights on the art of customer engagement and effective sales strategies. They talk about the significance of building trust by respecting consumer preferences and acquiring good data. Mary also underscores the importance of personalization, quick responses, and passionate interactions to succeed in the dynamic world of B2C sales. Follow the Hosts on LinkedIn: Alastair Woolcock (CSRO, Revenue.io) Howard Brown (CEO, Revenue.io) And our Special Guest: Mary Laudati (Coach & Sales Consultant, Mary Laudati Sales Consulting) Sponsored by: Revenue.io | Powering high-performing revenue teams with real-time guidance Explore the Revenue.io Podcast Universe: Sales Strategy & Enablement Podcast RevOps Podcast Selling with Purpose Podcast *If you'd like to ask the guys a question that could get answered on the show, call our message line at (323) 540-4777. Just leave your name, where you're from, and your question and we'll do our best to answer it on an upcoming episode.

As a Sales Consultant, it's my job to make sure that my clients are getting paid. When you're getting paid that means you're getting clients and supporting them in their success. But if getting consistent clients is a problem for you, let's look into what the issue may be. Let me ask you, is it easy for me to give you money? Lets talk about what may be happening in your marketing whether it's your social media posts, sales pages, etc. that could be creating a block from money that is sitting on the table right now. Let's get you paid mama! We're now enrolling in the Inner Feminine Beast™ Sales Academy with early adopter pricing, this 6-month program helps you reach your first 6-figures & beyond! Learn more⁠⁠ HERE!⁠⁠ Come connect with other like-minded entrepreneur women and enjoy complimentary sales trainings in my private Facebook group, Sales Is Sexy & Simple with Cynthia Stant HERE! Stay tuned for new episodes every Monday and Thursday! Connect with me on Instagram & Facebook

Dick Thomas is a sales consultant and founder of RW Consulting. He has over 25 years of experience in sales and has sold the largest deals in the history of four different companies.In this conversation with John McMahon, Dick Thomas emphasizes the importance of quantifying the value a solution brings to a customer in order to drive bigger deals. He talks about how salespeople can differentiate themselves and gain access to higher levels in an organization by focusing on solving business problems and showcasing the value of the solution. Thomas outlines four major components of selling business value: the value pyramid, gold miner discovery, value-based demo, and the business case ROI model. These strategies equip salespeople with an unfair competitive advantage and position them as trusted business partners for their customers. Tune in to this episode of Revenue Builders for specific strategies, real-life anecdotes and inspiration on selling on business value.HERE ARE SOME KEY SECTIONS TO CHECK OUT[00:03:00] Importance of quantifying the value of a solution[00:06:11] Breakdown of the major components of selling business value[00:06:35] Value pyramid and its importance in understanding the prospect's business[00:08:46] How to build a value pyramid and prioritize prospects[00:11:24] Where to find information for the value pyramid[00:15:19] Importance of gold miner discovery in uncovering pain points[00:34:14] How to get the customer to discuss pain points[00:36:46] The value of a value-based demo[00:40:56] Importance of the business case and ROI model[00:46:08] Difference between operational value and business impact[00:56:03] Unfair competitive advantage from building value pyramids[00:56:12] Differentiation as a business partner and dealing with procurement[00:57:13] Negotiating discounts and preserving solution functionalityHIGHLIGHT QUOTES[00:06:11] Dick Thomas: “There's four major components [people need to go into selling business value]. One is the value pyramid. That's where you gain a deep understanding of prospects' business. The second, I call it gold miner discovery because it's like swinging a pick and you got to discover down to annualized dollars. The third is a value based demo, which is an interesting methodology to discover and quantify value during the demo itself and actually confirm it with the customer and the last is the business case ROI model, comprehensive business case with an ROI model.”[00:55:27] John McMahon: “That's how they sold in the future. They weren't just doing demos to do demos. They weren't just getting meetings to get meetings. They were doing value pyramids everywhere they went. In fact, I remember going to a meeting in London and the team did such an effective job of discovery and building the value pyramid that one customer in the room banged his fist on the table and said, ‘where did you get this type of information?'”Learn more about Dick Thomas through this link.LinkedIn: https://www.linkedin.com/in/dick-thomas-15a01112/Website: https://www.rwtsalesconsulting.com/

James Rores is the Founder and CEO of Floriss Group.In this interview, James discusses the core principles that define him as a person and reflects on his background and life experiences that have shaped his perspectives. Growing up in a 4th generation family business has had a significant influence on his life and career trajectory. James shares his journey into the world of consulting and how he established Flores Group, his sales consultancy. He talks about his approach to acquiring clients over the years.James delves into how he continually improves as a Sales Consultant, emphasizing the importance of both listening skills and asking insightful questions. He points out common flaws in sales models and introduces the concept of a "reliable sales operating model."The conversation further explores how businesses can settle on a reliable sales operating model tailored to their specific needs. Additionally, James offers his insights into the role of AI in sales and its potential impact on the industry in the near future.#salesconsultantpodcast #consulting #entrepreneurship #salesconsulting #opreatingmodels #saleseffectiveness #AITime Stamps:[:33] James shares what core principles define him as a person and opens up about his background and the experiences that shaped a lot of his views.[8:30] We unpack how growing up in a 4th generation family business influenced his life and career.[11:30] How James got into Consulting.[16:15] How he kick-started Flores Group, his sales consultancy, and how he has gone about acquiring clients over the years.[21:20] How James improves as a Sales Consultant.[27:00] Why listening skills are important as a consultant but the skill of asking good questions is equally if not more important. [33:50] James describes the common flaws in sales models and what a “reliable sales operating model” looks like.[41:00:] How to go about settling on a reliable sales operating model for your business.[44:20] James shares his thoughts on AI in Sales and what he believes the impact might be in the near future.Connect with James:The Floriss Group website - https://florissgroup.com/James' LinkedIn Profile - https://www.linkedin.com/in/jamesrores/Connect with Derrick:These interviews are also available on Derrick's YouTube page - https://www.youtube.com/channel/UCFfMnGtGWVrzO3BorCimojwDerrick's LinkedIn - https://www.linkedin.com/in/derrickis3linksales/Derrick's Instagram - https://www.instagram.com/derrickis3linksales/Derrick's Twitter - https://twitter.com/derrickis3linkConnect with The Show:The Sales Consultant Podcast Home Page - https://3linksales.com/the-sales-consultant-podcast/The Sales Consultant LinkedIn Page - https://www.linkedin.com/company/the-sales-consultant-podcast

John Whitehall is an entrepreneur and sales consultant with over 35 years of experience coaching high-performing and winning sales organizations in a variety of industries. When John and I get together, the stars align. The amount of knowledge he encompasses is astronomical and I always leave our conversations with more nuggets that help me with my day-to-day business strategies. It almost feels like stealing because the knowledge he bestows upon me is priceless. In this episode we discuss emotions in sales, and how it is pretty much the foundation of all of our decision-making. We also discuss role-playing and how practicing just about anything in life makes you better when it times to shine. Learn More About John Whitehall LinkedIn: John Whitehall Connect with FXV Digital Design Website: FXV Digital Design LinkedIn: @fxv-digital-design Instagram: @fxvdigital TikTok: @fxvdigital Show Notes Produced By: Joseph Alexander Media Music By: Beats by Dai

This week on the Millionaire Car Salesman Podcast, L.A. Williams dives into how any sales professional can rev up their sales. No matter your background, no matter what position you start in, you can make a better situation for yourself.  Joining L.A. Williams this week is Anthony Castillo, a master car salesman in just two years, tripling his income in just the first half year as a car salesman. Marketing has been the secret to Anthony's success! Anthony locked in on how to optimize internet leads, never letting anyone tell him "No". The customer can't come in to see the vehicle? Anthony and LA Williams have a ton of secrets to help you level up your sales game. About Anthony Castillo Anthony Castillo, born and raised in Georgia, started in the construction industry, but he made a commitment to his family. Anthony moved across the country to begin his first year as a Sales Consultant moving to Colorado by himself. He motivated himself to get back to his family, and life-changing allowed Anthony to make a better life for his family, and that still drives him to this day.   About Mike Shaw Subaru Here at Mike Shaw Subaru, our mission is to be the automotive home of drivers in the Thornton, CO, area. We provide a vast selection of new and used vehicles, exceptional car care, and customer service with a smile! Speaking of new Subaru models, you have your pick of our showroom. Our local dealership keeps a great inventory of used cars, trucks, and SUVs. With competitive prices offered on every pre-owned model for sale on our lot, you won't find a reason to visit any other dealership in Thornton.   Resources Dealer Synergy & Bradley On Demand: The automotive industry's #1 training, tracking, testing, and certification platform and consulting & accountability firm. The Millionaire Car Salesman Podcast: is the #1 resource for automotive sales professionals, managers, and owners.  Also, join The Millionaire Car Salesman Facebook Group today! The Against All Odds Radio Show: Hosting guests that have started from the bottom and rose to the top.  Also, join The Against All Odds Radio Show Guests & Listeners Facebook Group for the podcasted episodes. For more interactivity, join The Millionaire Car Salesman Club on Clubhouse. Win the Game of Googleopoly: Unlocking the secret strategy of search engines.   The Millionaire Car Salesman Podcast is Proudly Sponsored By:  Money Mind Mapp (M3): Visit MoneyMindMapp.com for help in revolutionizing your business to help you sell more cars by tracking, projecting, and forecasting your personal sales goals! Bradley On Demand: Automotive Sales Industry's #1 Interactive Training, Tracking, Testing and Certification Platform. With over 7,500 training modules, our platform has everything you and your dealership needs to sell more cars, more often and more profitably!

In this eye-opening episode of Selling With Love podcast, Jason Marc Campbell reveals the power of using slideshows as a tool to effectively communicate your sales message. Discover the magic of having a well-prepared slideshow that clearly presents your core message, regardless of your chosen sales medium. Jason shares a step-by-step guide to creating a powerful, 10-slide presentation that will help you sell your ideas, products, or services with confidence. By the end of the episode, you'll have the tools and insights needed to take your sales game to the next level. Never Struggle With Sales Again: Identify, Attract and Close your Ideal Clients FREE MINI-COURSE

On this episode of The Author Factor Podcast, I am having a conversation with sales consultant, podcast host, and author, Walter Crosby.Walter is the founder of Helix Sales Development where he helps entrepreneurs & CEOs scale their business by leveraging a sales framework that is managed like their other departments and creating a high-performance sales culture.He is the host of the Sales and Cigars Podcast and in 2022, I worked with Walter to publish his first short, helpful book, The 7 Critical Mistakes CEOs Make With Their Sales Organization That Stop the Company From Scaling!To learn more about Walter, visit HelixSalesDevelopment.com.

How would you show up if you were already the best at what you do? You don't have to be the CEO to make money and have freedom, but there are some essential lessons to create that success My guest has discovered it for himself and not helped others to grow their impact and income in unique ways. Here's a little about him: Luis Báez is a Sales Enablement Strategist and Sales Consultant dedicated to serving online business owners including consultants, coaches, B2B startups, and SaaS companies. With over 14 years of experience in Sales & Marketing, Luis brings a breadth of knowledge and experience that spans digital advertising, software-as-a-service, and sustainability — with a revenue impact of over $600 Million to date. Today Luis is the Global Director of Revenue Enablement at Deputy, not to mention a published author through the internationally-recognized Madecraft organization. Recently, Luis was named an official Linkedin Instructor averaging 1.2K learners a day! He has also been featured on popular podcasts such as ¿Quién Tú Eres?, The Online Business Show with Tyler McCall and The Heather Sager Show among others. He's been recruited to work at LinkedIn, Google, Uber and Tesla, and invited to speak about Leadership and Personal Branding at business schools across the country including Stanford, UC Berkeley, and Bard. When he's not glued to his laptop, Luis loves recreating dishes he sees on Chef's Table, pretending to have a green thumb so he has an excuse to play with dirt, and riding his road bike on empty trails so he can go really fast without anyone getting in the way. In this episode, you will hear: How to pursue more than employment Why mindset and personal development are essential for everyone How to create success by breaking norms and expectations About leveraging data to tell your story For inspiration and business updates: http://textluis.com/ Website: http://luisbaez.com/ Facebook: https://www.facebook.com/itsluisbaez Instagram: @itsluisbaez LinkedIn: https://www.linkedin.com/in/baezluis Links + Resources: ✨ Let's connect on IG--> instagram.com/kris10edwards_ ✨ Free Guide to Activate Your Leadership—> https://subscribepage.io/accelerateguide ✨ Work with Me--> www.kristenedwardsspeaks.com/ Enjoyed this episode? Leave us a review and rating and share on social media too

In this episode, Dr. Tarryn MacCarthy is joined by the co-hosts of the Curiously Guided Podcast, Shay, a Brand Strategist, Coach, and Sales Consultant, and Mariah, an SEO Strategist and Intuitive Marketing Expert. They talk about their journey in their careers, how they found each other and started their podcast, and how they are using everything they learned through the years to help other people make an impact and change lives in ways that only they can.Shay and Mariah are co-hosts of the Curiously Guided Podcast, business owners, creatives, strategists, and authenticity chasers. They met in 2020 and started having deep, meaningful conversations about entrepreneurship & the different layers that come with it. They knew that they couldn't be the only ones in the business space that were craving more honest, raw, and transparent conversations, so they created the space to do just that. On their podcast, they focus on exploring what it means to be an online business owner that's dedicated to following curiosity, trusting the nudge, and building a life and business that feels good from the inside out.Learn more about Shay and Mariah:Website: https://curiouslyguided.comIG: https://www.instagram.com/curiouslyguided/Listen to their podcast: https://www.curiouslyguided.com/podcastShow notes:[2:29] What's their story?[9:48] What are people's happiness levels after their process?[16:35] Join The Radical Happiness For Practitioners Program to rediscover happiness within your profession and life. Check out https://www.thebizofhappiness.com/radicalhappiness[18:33] On feeling shame about what fills your cup[20:43] What does expressing yourself mean?[24:45] Looking back on their journey of personal development and success[28:34] Where to find them[30:29] What is their definition of happiness?[33:09] OutroSign up to Radical Happiness and become the Happiest Practitioner: https://www.thebizofhappiness.com/radicalhappinessPlease join my Facebook group: Business Of Happiness Hive, so we can all take this journey to find fulfillment and happiness together. Click here.Where to find meWebsite: www.thebizofhappiness.comFacebook: facebook.com/thebusinessofhappinessIG: @thebizofhappinessIt would mean the world to me if you subscribe, leave a review, and share this podcast with your friends, co-workers, and families. This will help the trajectory of this podcast and allow others who are seeking true happiness to find the podcast.

Sales Strategy | Selling with Integrity | Ethical Sales | Sales as a Sacred Art | Sales Calls vs. Selling in the DMs | Building Your Confidence | Boundaries In this episode, I (Mariah) am flipping it over & interviewing my co-host & brilliant sales-obsessed friend, Shay. Shay & I get so jazzed up about interviewing our guests about their zone of genius, but we wanted to shine the light on each other and ooooooh baby I'm so glad we did. Sales can feel really weird, or icky, or uncomfortable for A LOT of people when they first get started in business. And selling becomes this big roadblock that holds them back from not only making the money that they want but a roadblock in getting their genius out there in the way that they're meant to… Shay shares a new & empowering perspective on sales, which can help take a LOT of the pressure off, and allow sales to be, dare we say, FUN

In this episode of the Thoughtful Entrepreneur, your host Josh Elledge speaks with the Business & Sales Consultant, Success Mentor and Self-Made Millionaire, Cynthia Stant.Connecting with Cynthia Stant can be an excellent opportunity for anyone looking to develop their business and succeed in entrepreneurship. Cynthia has extensive experience in sales and business strategy, which makes her an invaluable resource for anyone looking to grow their business. If you are a female entrepreneur, Cynthia's expertise in brand strategy and sales can be beneficial. She can guide how to transition from a scalable business model to a premium one, leading to higher profitability and tremendous success. Her coaching and mentorship can also help you identify your unique value proposition, develop a compelling brand story, and create an effective and authentic sales strategy.Her experience in training sales teams and creating a success-driven company culture can help you attract top talent, increase revenue, and build a loyal customer base. You can develop a strategic growth plan with her guidance and achieve your goals. Cynthia is passionate about helping women succeed in business, and her extensive knowledge and experience make her a valuable resource for anyone looking to develop their business. You can benefit from her proven strategies and fresh perspective on business growth and development by connecting with her.Connecting with Cynthia Stant can be smart if you want to grow your business and succeed in entrepreneurship. Her sales, brand strategy, and coaching expertise can provide valuable insights and guidance to help you take your business to the next level.About Cynthia Stant: She's a sales consultant, brand strategist, and self-made millionaire. She helps 6 to 7 figure online female entrepreneurs skyrocket their revenue by making sales simple and sexy. After conquering the corporate world of sales at an executive level, she left her management position and transitioned into helping 6-figure entrepreneur women get to 7 figures through her group coaching and private mentorship by switching from a scalable business model to a premium business model where they work less, earn more money, and attract clients who seek their value. She also supports 7 figure CEOs by training their sales teams so that they skyrocket their revenue, secure world-class talent, and create a success-driven and loyal company culture.Tweetable Moments:05:23 - “Sales is not about convincing people. It's about conveying your message, standing your truth, and having a two way conversation to see if it's the right fit, because that is what it is.”06:13 - “I used to be in, it's not about the leaderboards. It's about serving people and seeing people for who they are. And I don't think there's anything more spiritual or sexy than sales, if you think about it like that.”Apply to be a Guest on The Thoughtful Entrepreneur: https://go.upmyinfluence.com/podcast-guestLinks Mentioned in this Episode:Want to learn more? Check out Cynthia Stant on LinkedIn at https://www.linkedin.com/in/cynthiastant/Check out Cynthia Stant on Instagram at https://instagram.com/cynthiastantCheck out Cynthia Stant on Faceook athttps://www.facebook.com/methodandmetricCheck out Cynthia Stant on Twitter at

Ken Lundin has been VP of Sales 2x and has been running his own Sales Consulting practice for several years with tremendous success and recently rebranded as he and his team start to scale up. The new name is RevHeat and I assure you that Ken brings the fire in this episode.#salesconsultantpodcast #salestraining #salesconsultant #saleseffectiveness #entrepreneurshipTime Stamps:[1:00] Ken talks about the inflection point of when he transitioned from VP of Sales to Sales Consultant.[3:00] He explains the idea that, “a Sales Leader's goal in life is to break shit”. A healthy amount of friction will always exist.[7:00] “Model the behavior you want and that's how you get change in an organization”.[9:40] Ken shares the current inflection point that he's working through as he builds RevHeat.[11:10] The business of sales consulting and the things behind the business so that you can scale.[14:53] Advice to sales consultants: A bad client fit is always a bad client fit. There's almost no amount of money in the world that's worth taking that.[16:13] What makes a bad client for his practice and sales consultant clients in general. You have to be able to look at the client's mindset as well as their skillset. [18:36] The situations when clients normally hire a sales consultant.[21:00] Sometimes revenue leaders have a philosophical belief against hiring someone from outside like a sales consultant.[22:20] $70B was spent on sales training last year and only a small portion was spent on designing custom curriculum for getting reps from their current state to an ideal future state where they are selling more effectively.[23:28] Ken describes how clients can get in their own way and prevent themselves from extracting the full value from an engagement with him and his team.[35:00] Shares how he gets better as a sales consultant. You might think it's the curriculum his team is creating but his approach is actually a little different than that.[39:00] Reveals his plan for RevHeat Academy where they will be enabling sellers wherever they are and with whichever device they're using through a privately branded application.Mentions:The Gap And The Gain (book) - https://www.amazon.com/Gap-Gain-Achievers-Happiness-Confidence/dp/1401964362Connect with us:RevHeat - https://revheat.comKen's LinkedIn Page - https://www.linkedin.com/in/kglundin/Ken's Twitter - https://twitter.com/kglundinThe Sales Consultant LinkedIn Page - https://the-sales-consultant-podcast.captivate.fm/Derrick's LinkedIn - https://www.linkedin.com/in/derricklwilliamsjr/Derrick's Instagram - https://www.instagram.com/derrickis3linksales/Derrick's Twitter - https://twitter.com/derrickis3linkThese interviews are also available on

In this episode, interviewed Charlie Gerrior, a sales engineer for a decade and who is considered a leader in the SE world who helps other SEs get to where they want to go. On the show, he shares his best tips and strategies for how SEs who are currently in between jobs could find their next job, or better, their best job. https://wethesalesengineers.com/show254

David Dulany is Founder and CEO of Tenbound, a research and advisory firm focused and dedicated to Sales Development. Tenbound has become the hub of the Sales Development industry, with a thriving online research center, market map, tool directory, training and consulting programs and The Tenbound Sales Development Conferences held yearly around the world and virtually. In this episode we talk about what David sees as the toughest problems for B2B revenue teams, David's predictions for the sales technology market, David's book: The Sales Development Framework, and we wrap up with David's advice to new Sales Consultants.Episode Show Notes:The technology space is in a retraction right now and squeezing more therefore the focus is on efficiency whereas by comparison it was “growth at all cost” just a few months ago.“Some of the best companies, they're just taking a closer look at all aspects of efficiency, whether it's people, the processes that they have, the technology that's plugged in. It's gone from the CEO running the revenue engine to the CFO running the revenue engine to some extent.David is predicting consolidation in the tech sales arena which is telling because he's very close to the research given his ownership of the Tenbound Sales Development Market Map. He's also predicting that some companies will go out of business.Of the 8 pillars in his book: The Sales Development Framework, culture was the one he feels is most important right now. “One of the things that I saw missing from a lot of the methodologies that ends up being hugely important is establishing a culture on the team and something that's additive to the company culture. Usually companies have a culture that's either created or it can be positive or can be negative. But what's the culture of your actual SDR team and how are you thinking about that and how are you living that culture? And it's just something that I saw not a lot of people thinking about or even being able to sort of put into a context. And so that's where we actually start with the book.”Shares why he agrees that “Culture eats strategy for breakfast.” as Peter Drucker famously said. Here's a Forbes article that answers why culture eats strategy for breakfast. We go into the importance of being intentional about your Sales or SDR team's micro culture.He shares his views on being intentional about your culture.We delve into the benefits of ‘community' for salespeople and sales organizations. Last year Tenbound launched their Tenbound Plus community and David explains why if he were to write the book again he would absolutely make “Community” one of the pillars to success in his framework.Discussed his HEAR/R Methodolgy and how experiments (tests) should be approached with regard to SDR messaging.David gives his advice to anyone who is or is thinking of becoming a Sales Consultant.David reveals that The Tenbound Sales Development conference will be back in San Francisco this year. Mentions:The Sales Development Market Map - https://tenbound.com/market-map/David's book: The Sales Development

Jeff Bajorek is a Sales Trainer, Advisor and Coach for B2B Sales Leaders. He's a speaker, an author and he's a mentor to folks like myself. I've been acquainted with Jeff for many years and have always appreciated his perspective and his lessons on sales effectiveness and sales consulting.In this episode he gives us an intimate peek into the journey of a top sales consultant. The core of the discussion is on the importance and the process of clarifying your Go-To-market (GTM) messaging as a sales consultant. Anyone on the consulting journey has to listen to this. I guarantee you're going to relate to Jeff's journey of taking a step back after 7 years to clarify the messaging around his offerings.We also talk about his approach to content creation and what it really means to sell with integrity and to… Sell Like You!Time Stamps:[:49] Talks about the process that he's gone through recently to clarify his offerings and provides advice to new sales consultants on how to not talk themselves out of their entrepreneurial intuitions. [3:43] “If you can't explain what you do. If you can't put yourself into a box, how easy do you think it is for a client, a customer, or a prospect, to put you in that box?” - Jeff Bajorek. Provides uber important advice to consultants, trainers, and consults on the importance of clearly defining your message.[4:02] Shared the story of how his first consulting client took him out of his f/t job.[5:25] Talks about how at one point his funnel totally dried up and he knew he had to just start calling but then faced the worst case of call reluctance.[9:00] Summarizes why he skipped the steps of clarifying his GTM offerings and messaging for 7 years and the effect it had on his business (and him) when he went through “some really dark days at the end of the summer 2022). Shares how he contemplated going back to f/t employment since he knows he can sell. Talks about balancing his responsibilities at home with his consulting journey and the stressors that created for the Bajorek household.[15:24] Talks about being the sole breadwinner and the level of pressure he's under as a solopreneur. [19:42] Mentions stirring up trouble on LinkedIn with the “LinkedIn Police” who mostly have full time jobs and don't have to sell themselves consultants, trainers, coaches do on social media. They're playing a different game.[21:00] Jeff creates a lot of content so I ask him to talk about how he balances the time he spends on content with client work and other responsibilities.[29:00] Discuss what a typical client engagement looks like with him. We also go deeper into his practice and ask about what percentage of his business is consulting vs training vs coaching.[32:13] Shares a story where he took on a client where he felt they likely weren't a good fit. The lesson here is that don't take on work where you think your boundaries need to be tested. “You never have a better day in sales than when you fire your worst client.” - Jeff Bajorek [38:01] Explains how he gets better as a Sales Consultant.[42:00] Before every engagement he has a “Players Only Meeting” with the reps and explains why this is essential to his process.[44:33] We talk through what it really means to “sell with integrity” (being ‘whole', being aligned) and why this concept should be an area of urgency for each salesperson. [50:00] Then we talk about how leaders can operationalize the concept of “sell with integrity” (being ‘whole', being aligned).#salesconsultantpodcast #salesconsultant #messaging #content #integrityMentions:Jeff's book “The 5 Forgotten Fundamentals of Prospecting” https://www.jeffbajorek.com/booksThe Jonah Hill Documentary Jeff talks about -

Sometimes the most interesting conversations are between experts on parallel paths sharing their journeys and noticing what their paths have in common. This conversation between Donald Kelly and Derrick Williams (Founder and Principal of 3Link Consulting) is an example of just that - they both have a keen sense of sales trends that has been honed over years of work in the industry. Williams is as knowledgeable as they come, but like Donald, he's always learning more from the best and most educated voices in sales today. They discuss Williams' new project, The Sales Consultant Podcast, and cover some of the salient pieces of information that have started to reveal themselves as important as Williams has been going through his first round of interviews. Whether you're new in the field or have years of experience, check out the new podcast, and become a fly on the wall in a conversation between leaders in the field.   A Throughline: Focus on the Fundamentals Communicating Value - Know how to open calls, all the way through to the end of the conversation. Discovery - Even if you have a good conversation with someone, it doesn't necessarily mean it's going to lead somewhere. To be most efficient, try to avoid going down the wrong path by taking your time in the discovery phase. Practice - If you haven't mastered the basics, you can't move past the basics. Practice demos and rebuttals in real-time. As Williams says, “Get those reps up.” Keep your mind clear.   No Time for False Positives False positives, or going too far down a fruitless path, is not something businesses can afford to do in the current sales climate. Whether a false positive occurs during hiring or targeting, it will (needlessly) cost the business resources. They happen because we want to rush into making revenue and because a certain amount of risk-taking is rewarded, especially in the culture. But a scientific, data-driven approach is ultimately more efficient. Having a sense of urgency can be okay, but having the proper practices in place in case things go wrong can soften the blow of losing a lead or doubling back.   Check out The Sales Consultant Podcast for conversations that go into these topics, and so much more. Donald was interviewed on the podcast, too - let us know how you liked his episode! If you want to reach out to Donald, drop him a message on LinkedIn, Tik Tok, and Instagram @donaldckelly. You can also join TSE's space on Circle to talk to Donald and other sellers looking to improve their craft.   “I'm looking to expand and broaden my research and understand what's working out there. Part of me getting better as a consultant and just as someone who wants to bring value to my clients, I need to be out there talking to industry experts. I need to be out there looking at what's working, and bringing that back into my engagements … I want to share that with those that are on a similar journey.” - Derrick Williams  Resources Williams' podcast: The Sales Consultant (launching 2/27/2023). Check it out on your favorite platforms.  Derrick Williams on LinkedIn  Derrick Williams on Instagram @derrickis3linksales 3linksales.com Sponsorship Offers This episode is brought to you in part by Scratchpad. Scratchpad is the fastest way for sales professionals to update Salesforce. Move at the speed of thought with Scratchpad. Try it for free or learn more at Scratchpad.com.  2.            This episode is brought to you in part by LinkedIn. Cold calling will not work if you're using shallow, outdated information. You need to go deep. Try Deep Sales by LinkedIn, the next generation of LinkedIn Sales Navigator. You can get a 60-day free trial - simply go to Linkedin.com/TSE. 3.            This episode is brought to you in part by TSE Sales Foundation. I think we can all agree that sales should be fun. However, many times, we find ourselves in a quagmire where we're not progressing and deals are not going the way that they should. This is why we created TSE Sales Foundation. It's a program designed to help sales professionals just like you master the fundamentals of sales so they can radically improve their sales pipeline and close more deals. To find out more about TSE Sales Foundation and our next start date, simply go to thesalesevangelist.com/foundation. Credits As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We'd love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.

CEO & Founder of Trifit Business Development, a sales training and recruitment firm and  author of Hooked on Hopium, Overcome the Biggest Obstacle to Your Sales Success, Mike Shannon lives and breathes the psychology of selling. With 35 + years of sales experience as a foundation, Mike's passion now resonates in helping companies and individuals maximize their potential. He recently joined Nolan Consulting Group as a Sales Consultant & Trainer and will be joining us as a Guest Speaker at our upcoming Grand Summit Conference in San Diego next month! When we were planning his session topics - there was one that particularly resonated that we thought warranted a sneak peek as an episode here on out of the hourglass. Mike has a particular strength in the area of Sales Management, and his session, “Managing to the DNA of your Sales Team” dives into the realm of the sales team dynamics and how utilizing particular tools and development approaches can be a game changer for your sales people and the organizations as whole. This is about shaping a team that can do more than just “try to sell”... they will sell. Want to hear more? Be sure to register for the Grand Summit, it's not too late!