Podcasts about sales excellence

What separates a consistently great salesperson from a consistently mediocre one - when they work for the same company, sell the same product, and operate in the same market? Bestselling author David Brock returns to the show to answer exactly that. After writing the Sales Manager Survival Guide, David spent years trying to crack what was missing from the conversation around sales performance. The answer became his latest book, Good Enough, Good Enough - and it has nothing to do with your CRM, your tech stack, or your training programs. In this episode, David and St John unpack the mindsets and behaviours that actually drive sales excellence: caring, purpose, curiosity, accountability and discipline. David explains why a 15% win rate means you're losing 85% of the time, why organisations that hit their numbers are often the ones most blind to their own mediocrity, and why the soft stuff is the hardest stuff for managers to coach. You'll also hear how to recruit and interview for curiosity, the redirection question that kills excuses in coaching conversations, the story of the $20 billion company that was aiming too low, and why you're not too busy to learn - you're too busy because you're not learning. Connect with David on ⁠⁠⁠⁠⁠⁠⁠LinkedIn⁠⁠⁠⁠⁠⁠⁠: https://www.linkedin.com/in/davebrock/ Check out his wonderful books on Amazon: - ⁠The DNA of Sales Excellence: https://www.amazon.com/dp/099756024X/ ⁠- Is 'Good Enough' Good Enough⁠: https://www.amazon.com/dp/0997560223/ +++ Take my new AI rural sales training tool FieldCoach for a 15 day test drive for $1. No subscriptions or contract. Cancel anytime: ⁠https://www.ruralsalessuccess.com/fieldcoachio-welcome⁠ Grab your copy from Amazon⁠ here: https://www.amazon.com.au/365-Days-Rural-Sales-Mastery/dp/B0F1489HH4/ (or join our Facebook Group below to get a free online copy). Want to make more rural sales? Get your FREE copy of my first book “How To Succeed In Rural Sales” ⁠Ebook: www.ruralsalessuccess1.com/ebook Connect with or Follow me on LinkedIn: nz.linkedin.com/in/stjohncraner Subscribe to my weekly rural sales email (which goes out to 3500+ rural sales professionals worldwide) here: bit.ly/3voaPS7 To join our private Facebook Group where we share a ton of free rural sales and lead generation tools almost daily join here: www.facebook.com/groups/285326399207141/ For details on our training programmes you can check out what we do for sales teams with our Rural Sales Success™ programme here (www.ruralsalessuccess1.com/programme-invitation) or for managers with our Rural Sales Manager Mastery™ programme here (www.ruralsalessuccess1.com/programme-invitation) For more on us, what we do and who we work with: www.ruralsalessuccess.com / www.agrarian.co.nz

This week's show is entitled, "DNA of Sales EXCELLENCE" and my guest is Dave Brock, Author, The DNA of Sales Excellence, CEO of Partners In EXCELLENCE. Tune in as we discuss... What separates top performers isn't the tools, training, or technology — everyone has those. The real difference comes down to a handful of behavioral traits: curiosity, caring, customer centricity, discipline, accountability, and purpose. There's a big difference between “I do sales” and “I am a sales professional.” How you see yourself shapes how you show up for your customers, your organization, and your own potential. Most companies are using AI to hit the easy button, automating the same mediocre work at greater scale. The organizations actually getting somewhere are asking a different question: what could we do now that we couldn't do before, and where does AI fit into that? Listen Now | Watch the video HERE Matt interviews the best and brightest minds in sales and Marketing.  If you would like to be a guest on Sales Pipeline Radio send an email to acceleration@heinzmarketing.com. Sales Pipeline Radio was recently listed as one of 30 Best Sales Management Podcasts and Top 60 Sales Podcasts You can subscribe right at Sales Pipeline Radio and/or listen to full recordings of past shows everywhere you listen to podcasts! You can even ask Siri, Alexa and Google or search on Audible!  

Wie kommen wir zu Fachkräften und wie können wir sie im Betrieb instruieren und motivieren? Mit Ausbildung, Empowerment, Training-on-the-Job, Flexibilisierung, Partizipation, Lohn…? Wo besteht im Bereich der Service & Sales Excellence in der Gastronomie am meisten Handlungsbedarf? Aufgrund unserer Schulungserfahrungen und Beobachtungen in der Gastronomie wie auch am Hotelempfang und im Detailhandel wird zu wenig proaktiv, freundlich-professionell und effizient kommuniziert und verkauft. Das liegt nicht nur am Mangel an qualifizierten Mitarbeitenden, sondern vor allem am suboptimalen Management in Bezug auf Inhouse-Schulung und externer Weiterbildung, Prioritätensetzung und Zeitmanagement sowie Qualifikation und Entlöhnung. Diesen Aspekten ging der Schulungsexperte für Service und Verkauf, Manfred Ritschard auf der Cheminée-Chats-Bühne zusammen mit Branchenpersönlichkeiten nach. Gianfranco Salis kümmerte sich um die An- und Abmoderation und um den Dialog mit dem Publikum. Das Podiumsgespräch wurde am 17. November 2025 auf der Igeho 2025 aufgezeichnet. Teilnehmende: - Daniel Müller, Bindella, Verwaltungsrat, ehemaliger Vorsitzender der Geschäftsleitung Gastronomie, Präsident SGG und Initiator des CAS FH in Excellence in Gastronomy - Sabrina Camenzind, Direktorin, Hotel & Gastro formation Schweiz - Lukas Meier, General Manager, 25hours Hotels Zürich Moderation: - Manfred Ritschard, Sales & Communication, Speaker & Trainer - Gianfranco Salis, Sales & Communication, Podcaster & Moderator

Kat Hurd, executive coach and founder/CEO of Med Tech Collective, shares how nearly two decades in medical device sales and leadership, including at Boston Scientific and Saluda Medical, shaped her mission to help reps and leaders build influence, ownership, and long-term career momentum in complex, high-stakes environments. Kat explains why strong clinical partnership can elevate sales conversations into trusted-advisor relationships that impact outcomes, and outlines how she coaches individuals, trains teams, and supports go-to-market strategy. She also dives into the distinct challenges women face when navigating rooms where they're “the only,” the career accelerant of mentorship versus sponsorship, and practical ways to break into medtech by identifying gaps and learning the industry's language.    Guest links: https://kathurd.com/   Charity supported: Save the Children Interested in being a guest on the show or have feedback to share? Email us at theleadingdifference@velentium.com.  PRODUCTION CREDITS Host & Editor: Lindsey Dinneen Producer: Velentium Medical   EPISODE TRANSCRIPT Episode 079 - Kat Hurd [00:00:00] Lindsey Dinneen: Hi, I'm Lindsey and I'm talking with MedTech industry leaders on how they change lives for a better world. [00:00:09] Diane Bouis: The inventions and technologies are fascinating and so are the people who work with them. [00:00:15] Frank Jaskulke: There was a period of time where I realized, fundamentally, my job was to go hang out with really smart people that are saving lives and then do work that would help them save more lives. [00:00:28] Diane Bouis: I got into the business to save lives and it is incredibly motivating to work with people who are in that same business, saving or improving lives. [00:00:38] Duane Mancini: What better industry than where I get to wake up every day and just save people's lives. [00:00:42] Lindsey Dinneen: These are extraordinary people doing extraordinary work, and this is The Leading Difference. Hello, and welcome back to another episode of The Leading Difference podcast. I'm your host Lindsey, and I am delighted to welcome today Kat Hurd. Kat is an executive coach and the founder of MedTech Collective, where she helps medical device sales reps and leaders build influence, ownership, and long-term career momentum in complex, high stakes environments. With nearly two decades of real world experience in medical device sales and leadership, including senior roles at Boston Scientific and Saluda Medical, Kat brings a rare blend of commercial rigor, strategic insight, and credibility earned in the field based in Arizona. Kat is a speaker, advisor and coach who believes that when sales reps and leaders learn to own their voice, their business and their influence, the ripple effects extend far beyond individual success, shaping teams, cultures, and the future of the industry itself. Kat, welcome. Thank you so much for being here today. I'm super excited to speak with you. [00:01:45] Kat Hurd: Thank you so much for having me, Lindsey. It is an honor. I always love these conversations. [00:01:49] Lindsey Dinneen: Excellent. Well, if you don't mind just starting off by sharing a little bit about who you are, your background, and what led you to medtech. [00:01:58] Kat Hurd: Yeah, absolutely. Well, medtech, I like to say it's always, I was kind of born into it. So my mom is a nurse and she ran a medical clinic when I was in middle school and high school. So truly I would go to the clinic after school and, if, if actually we didn't have school, I remember one of the days sitting in a pharmaceutical rep lunch presentation, so I really got exposed before I even knew what it was. Even in that moment, I wish I'd understood more of what that rep was doing and really dug deep. You know, I thought I was gonna go to school and be a doctor, and then I quickly realized I didn't like freshman bio. And I wanted something where I could have an impact but still have some flexibility. So I actually, my to, to take you back to like how this all started, my background, sports medicine and so my undergrad and graduate degrees are in exercise science. I used to be taping ankles and rehabbing knee injuries and doing all of those things. And then I got exposure through that of being in the operating room when our athletes would have, you know, the injuries that were being surgically repaired, and that was really where I got that secondary introduction into medical device and started having conversations with other people who'd made the transition from athletic training where you have a ton of, you know, in insight into the human body and understanding of the medical world. And moving that into the sales arena. And so I met with someone in Iowa City. I'm a University of Iowa grad, and he was running the western half of the US for Boston Scientific at the time. And one thing led to another, led to me flying to Arizona and interviewing and then moving their site unseen really. I was there for, you know, max of 24 hours total in my interview process. And I just packed two suitcases and said "I wanna break into medical device." And that was in 2010. And I just fell in love with the industry and the therapy. So I was in neuromodulation working directly with spinal cord stimulator patients and started as a clinical specialist, and then I really quickly realized the way to have very clear impact on patients and providers was really actually to be in that sales role and be the one directing the support, directing the resources. And in neuromodulation, because you're in the OR and actually programming the stimulator, you're also kind of supporting the patient's care, which for me was right in my wheelhouse. And then I moved into leadership. And you know what you really wanna know is probably how did I land where I am now? And so I spent 10 years or 11 actually at Boston Scientific. And then moved to Saluda Medical, so to commercialize a small Australian based startup here in the US, which was such a fun and unique opportunity. And I always knew that was gonna be more of a three to five year play, and I just had it on my heart that I wanted to build a business to help reps be better reps, because I believe that the quality of care and the quality of outcomes is also directly tied to the partnerships and the caliber of the industry that supports the therapies. [00:05:00] Lindsey Dinneen: Okay. I love that. And I have so many questions as a result, but okay, let's start a little bit with what you're doing now and then maybe, we'll, we'll get to some of the other stuff as well, but, so you're supporting reps, and I think you said something really impactful about a lot of the patient outcomes kind of goes back to how, how the reps can be the best they can be. So I'm curious what all goes into that for you and what kind of training or coaching do you provide? [00:05:31] Kat Hurd: Absolutely. You know, I really, I saw that squarely and believed it when I was a sales rep myself. So I spent the first six years of my career on the sales side of things, and then moved into being a sales leader. And as a sales leader and then an area Vice President Saluda, it was the thing that I saw of like our teams and our people that excelled the most, weren't just the best salespeople, but they were the people that understood how to, for lack of a better word, leverage that clinical and patient experience into the entirety of the sales process and sales cycle. So good clinical care and driving good sales conversations, levels up the partnership and really creating this layer of, not just being a partner, but being a trusted advisor with the providers that you work with. So how that translates into my business now, 'cause oftentimes, you know, I get the question of like, why did you leave a burgeoning career? I had one physician who was like, "You were gonna be a CEO. Like, why'd you leave medtech?" I'm like, "I didn't leave. I'm just doing it differently," because I saw so strongly and so clearly that having the right resources as a sales rep and at the right time as a sales rep changes your career. I was lucky to have great mentors, but there's things that if I had had the right support and resources at the right time, I could have been even, you know, faster or more impactful in my results. And so that's what I do now. What my business looks like now is really, you know, threefold. So I work directly with sales reps who, not through their companies, but they'll come to me directly and we do sales and leadership coaching. So working on the strategies in their business, how they're, you know, clinically supporting. But, you know, I, I leave the clinical nuts and bolts to the organization because I'm not an expert, and that, unless it's spinal cord stimulation, then we can talk that for days. But you know, really how they're leveraging their clinical prowess into their sales process and building systems for success. And then I work directly with companies helping train and elevate their talent, both on the sales and leadership level. Then I also have an arm of my business where I do, and that's kind of more of the consulting arm of my business. I also help with sales strategy and go to market strategy. And then I also do more of like corporate speaking. So keynotes and workshops and seminars really focused on both how do you build and grow your career in medtech, particularly as a woman, because we know there's just not a lot of us. And you know, part of what I'm so passionate about is helping everyone and raising the caliber of talent everywhere, but also making sure that women have the structure, the resources, and the idea of the systems that they need to create so they can go as far as they want to. Doesn't mean they have to go all the way to the C-suite level if that's not what they want, but to ensure that they have the representation and the pathway in front of them to understand how to get there. [00:08:27] Lindsey Dinneen: Excellent. Okay, so let's dive into that a little bit because I know, I know you're super passionate about helping, you know, in general the industry succeed and, and move forward. But yeah, you have a particular passion for helping women. And I'm curious what's, what are some of the challenges or differences you see in a woman as she's trying to build her career in this versus say, a man who might just have a, a different experience? [00:08:52] Kat Hurd: Yeah, very different lived experiences and a lot of the tools and tactics and strategies that I work with my clients on are pretty universal. But what isn't universal and what we really work on for my female sales leaders and sales executives is that mindset and approach. Because you both have to you, well, you have to understand one thing, how to navigate rooms where you're the only or the lonely. Because most often in medtech, you will find yourself, at some point in your career, and if you haven't, please call me. I wanna know who you are and talk to 'cause that would be amazing if you've never been in a room where you haven't been the only woman. But it, it requires nuance. It requires an understanding of how to position yourself and your insights in a way that they land. And land effectively with the decision makers that you build the right connections. So you have access and visibility, and that's really the internal corporate side of things. And then you have the customer facing where there's of course nuance of, I mean, I had, when I was a sales rep, I had three female physicians as customers over the duration of my career. So I needed to understand how to work closely and collaborate with male physicians and do it in a way that there was a clear and fast line of what that relationship and rapport was. And I was able to do that so successfully that not only did I win a bunch of awards, but many of those individuals have become friends and mentors and sponsors of mine as well. [00:10:22] Lindsey Dinneen: Wow, that's incredible. Yeah. I actually wonder if you could speak a little bit to what you just said, because this is something-- so recently I had an opportunity to host a leadership summit, and one of the things that came up in the keynote was about how there different types of mentorship available. So, so you need, you need people who are kind of in your corner coaching you, but then you also need that kind of next tier, which is that sponsor like you were saying. So I wonder if you could speak a little bit to that. [00:10:54] Kat Hurd: Absolutely. Mentorship and sponsorship is, is some of the best lighter fluid that you can add to your career growth, truly. And I'm so passionate about it, I, some of what I do from a consulting work standpoint is actually help organizations build mentorship programs. That was my very first consulting contract when I started my business. So I, I'm actually very proud of that and I, I don't ever share that, so thank you for asking that question. 'cause I don't think I would've even called that out. But it's so inherently valuable and I, I'll just take us on a quick sidebar of why it's so important especially for women, because women, when it comes to career growth, will wait until they have 100% of the qualifications to apply for a role. When left to our own devices, we oftentimes will look at it and say, "I either don't wanna be rejected, I don't wanna waste anyone else's time or my time, or, well, I don't have all of those qualifications, so I'm not going to apply. I'll wait." Now, our male counterparts are far more brazen and they need three out of five of those qualifications, and they are convinced they are the top candidate, and there's something to be said for that, right? You know, I, I aspire to that level of, of confidence and conviction and I, I, you know, really both, you know, encourage and in some ways push and, and motivate my clients to do, to take that mindset and approach and not just the unbridled confidence. We do need that. But to understand that you don't have to have every single checkbox because when you're looking at career growth, if you're fully qualified and can do everything of the entire job scope on day one, you've actually already entered a role that you're already overqualified for. [00:12:37] Lindsey Dinneen: Ooh. [00:12:39] Kat Hurd: Because where do you grow? [00:12:41] Lindsey Dinneen: Mm-hmm. [00:12:42] Kat Hurd: So, so that's, that's the importance of mentorship and sponsorship is to have others see maybe what you don't, and help you identify where your talents and where your strengths are. Because really career growth, the best thing you can do is lean into those talents and then explore the edges that you need to grow into, and mentorship can help you do that. Now, the difference between mentorship and sponsorship: a mentor is someone who's likely walked the same path or similar, has done much of what you've done or has insight into it, and can provide insight, guidance, resources, and be a sounding board. What you don't want is a mentor that just commiserates or tells you that everything you're doing is right, yeah, because we all have areas to grow. So that's, mentorship is so important to have those people that it's kind of your lifeline, right? Can you, what's your phone a friends? You gotta have some of those phone a friends. And then sponsorship, those are people that can help you open doors. And sometimes a mentor will also be a sponsor. They're not mutually exclusive, but those sponsors are individuals who have influence and access to rooms that you aren't in, as do your mentors oftentimes, but can help open doors create introductions and open pathways that you didn't even know existed. The mentors and sponsors alike will be those people to encourage you to apply for roles when you think, "Oh, I don't know, I'm, I'm not sure if I'm ready." I mean, that actually, as I said, that took me right back to, I was in Atlanta, Georgia when there was an area vice president role that opened up. I was a regional director at Boston Scientific at the time. And I went to my area vice president, who I worked for, and he's like, I was like, I don't know if I'm qualified. He's like, absolutely, you're applying. [00:14:28] Lindsey Dinneen: I love that and "I'm gonna follow up with you." [00:14:32] Kat Hurd: Yeah, yeah, exactly. And I didn't get the role, but that isn't the point. It's the conversations and the growth that even comes from it too. So, so sponsorship is so important because it really is what can create some of the access and avenues and opportunities that you didn't know were possible. I'll share kind of a quick illustration of that 'cause it's very relevant. Dr. Mike Dorsey, he has a, a society called Sierra Spine Society. Not sure if you're familiar it. [00:14:59] Lindsey Dinneen: Little bit. Yeah. [00:15:00] Kat Hurd: It's one of the best conferences out there. I'll just say that. Like you get to ski while you're there and it is wonderful. But when you talk about sponsorships, so I've known Mike through my career, especially as I moved to Saluda Medical, you know, expanded my sales leadership influence and the geographies that I supported. But when I went out and started my own business, he was the first one to come to me and say, Hey, I wanna partner with you. I want you to come to Sierra Spine and run an industry panel. [00:15:30] Lindsey Dinneen: Yeah. Yeah. [00:15:31] Kat Hurd: And there's no conversation like that that exists now. And we were texting about it this morning. It's why it's such a timely example, because now these conversations are, are popping up at other society meetings about the partnership, the collaboration, what is the role of industry and outcomes, all of those important things. And so his sponsorship has led to me now having other opportunities and conversations with different societies and different physician partners about the importance of those collaborations, about the accelerant that they can be in care and in, in outcomes. And so without someone like Mike, like Dr. Dorsey, I wouldn't have had that opportunity. I wouldn't have even had necessarily the proof of concept to go have these conversations. So that's where sponsorship can be so inherently valuable in your growth and creating movements and motions that you just truly didn't know were gonna be possible. [00:16:26] Lindsey Dinneen: Yeah, and I think you said something that I wanted to touch base about. So, you know, you were talking about how oftentimes women don't apply for positions because they don't meet all the qualifications. And I, I know that's a very common thing and something that I've heard from people that I've helped mentor are sometimes when they're young in their career or they're wanting to break into, say, medical device sales, sometimes they have all of these incredible skill sets, but because they're not already part of the industry, they feel that they're not always sure how to connect the dots and get seen. And I'm curious, what are some of the things that you recommend for young professionals who are in this spot trying to break in or trying to keep growing? [00:17:10] Kat Hurd: Yeah. Yeah. It's getting, gaining a clear understanding of your talents, your experiences, and how they translate to the person that's hiring is one of the most challenging and also most transformative things that you can do when you're searching to break into the industry. And so it's really, you know, having conversations with hiring managers before you're in an interview process. The job interview starts, the job application, the job opening, and you know, recruiting starts far before the opening is posted. So, step one, and I know that folks out there know this, but it's really, it's getting clearer on what facet of industry you wanna get into, understanding what those pieces are that you, that are, are critical in that role. Like what does that hiring manager really need? What are the problems they're looking to solve with that hire? And then translating your experience into the solutions that they're ultimately looking for. So what that like in said and simpler language, you have to be able to speak their language and understand their needs so you can position yourself as the solution to those needs. [00:18:31] Lindsey Dinneen: Do you think also there are some good resources out there that you would recommend in terms of, part of what I know the barrier can feel like, and, and it, it can be really daunting when you first get in the medtech industry because, for many reasons, but somebody might say an entire sentence where you're like, I have no clue what you're talking about, based on all of the industry jargon um, and acronyms and things like that. And so I'm wondering, are there resources available that, you know, people that are looking to break into the industry could access? [00:19:04] Kat Hurd: There are a ton of resources out there. The challenge is knowing the right resources. There's also a ton of programs that will support you in your breaking in. This is gonna be an unpopular opinion. I don't think you need big, expensive programs to create results. What you need is a strong belief in your candidacy and an understanding of what your gaps are. [00:19:29] Lindsey Dinneen: Mm-hmm. [00:19:31] Kat Hurd: And then the solutions and strategies of how to fill them. Now you can get there faster with the resources and framework. I mean, I don't have a formal program, but I still help people on a, you know, one-off basis break into the industry. But at a broader level, I think what you're really asking is how does someone, it's kinda like eating an elephant. Like where do you, where do you take the first bite? You have to get started in knowing what you don't know. And so truly, I would encourage people if you're looking to break into the industry, to sit down and make a list of all the things that you don't know about the medical device industry. And that might be what are the different, you know, verticals of the industry? What are even the, you know, the specialties or the therapies and then, okay, so "I don't know even what space I would want to get into." That's, you know, bullet number one to identify. Then, "I don't know the language or terminology." That's an easy one to fix. I used to always tell candidates that go take an online medical terminology class. Learn to speak the language. I feel like they're out there for like 20 bucks or something. You can find really easy ones. I'm sure you could do free ones. You could probably ask chatGBT to create you, you know, a laundry list of acronyms and medical terminology and an understanding. Because when you understand the environment, that's when you can translate your experience into something that's relevant. But when you don't understand the environment the customers work in, what the needs are of the hiring manager and what the positioning is of the company, it becomes really hard to position yourself as the right candidate. So to go back to like, what are those resources? Absolutely. There's, there are folks that do some free programs. I mean, honestly, TikTok, there's a ton of people dropping knowledge on TikTok. There's some YouTube channels out there. I'm actually recording kind of a mini podcast series this week with Jay Pendleton, who's another. You know, big name in the medical device space, but adjacent to medical device from an industry standpoint, where we're gonna be talking about a lot of this because there is such a need, and the most important thing is first you identify the gaps and then you go find those resources. Of course, AI is a great place to go, but also have those human connections, make that outreach because that actually will help you then in your job search as well. [00:21:47] Lindsey Dinneen: Right, exactly. And then making those connections. I always say you never know where that'll lead. You just, you don't, you might think it's just a quick intro and, and that's fine, but then your, your name will come to mind from if somebody's hiring or needs something. It's just, yeah, that, that's great advice. So, one of the things I wanted to ask about is you do a lot outside of, you know, your full-time job, which I'm sure feels more, even more full-time now, uh, running your own business. But tell us a little bit about some of the things that you're passionate about outside of full-time work that you volunteer for. [00:22:25] Kat Hurd: Yeah. It, it's funny you say that, you know, the, the, the full-time job now is definitely like an all-time job, not just a full-time job, but I love it. So I hate to be that person that's like, it doesn't feel like work when you love what you do, but I loved what I did before, you know, this is a new way of me doing it. But I also firmly believe that the, and I've seen it in my business, the best years I had as a sales rep and as a sales leader were the years where I wasn't just giving to my team and to my organization but was also connected and giving to my community as well. So right now, that looks like me spending a ton of time at Ballet Arizona. I'm the Vice Chair of the board of directors, so I have, I committed to a four year leadership, yeah, leadership journey with them. So I have two years as vice chair and then I'll be Board Chair for two years. And it's just really, you know, I've been dancing since I was itty bitty. I had a short stint on the Phoenix Suns for a hot minute, and you know, it's been something that has been creatively my kind of happy place since I was little. And it's been really fun to take my business acumen and my strategic mind and get to apply it to the art form that I love. So that's where, you know, these days where I'm spending a lot of my time, but I also do rescue work and work at our local animal shelter, walking dogs, giving them treats, you know. There's something to be said for walking in after a long day or a long week to, and yes, people often are like, it's so sad. How can you do that? Those dogs are so happy to see you, there is no way, truly no way that you can leave pissed off. Like, it just, it takes the, the weight of the week or whatever the situation is, and shifts your mind and shifts your perspective because truly I think when we, you know, come from a head space of gratitude, because we are all so lucky to be in the medtech world, the opportunities that we have, the, you know, just uncharted territory really that our career can take. That's the best part. I'm sure you didn't imagine that you would have a podcast and you would have, you know, the influence that you do with MD&M and all these other opportunities that are afforded to you. And so, it's good to be reminded of how much we do have, and it never hurts to get some puppy kisses too. [00:24:42] Lindsey Dinneen: Exactly. Well, you're speaking my language on both of them. [00:24:46] Kat Hurd: Love that. [00:24:46] Lindsey Dinneen: When we were, when my husband and I were paused for a little while in Oregon, we would go and do and go walk dogs and, and yeah, it is, it is hard because you kind of fall in love instantly all the time, but it is such a, it's so, it's such a gift. It's a gift for you. [00:25:02] Kat Hurd: Yeah. It, it really is. And we foster failed twice, so, yeah. You know, so we probably just should admit that we aren't good fosters we're good, you know, pet parents, but it is, and even you can't take all of them home with you. So just, you know, having those moments with them is really fun. [00:25:21] Lindsey Dinneen: So you mentioned your business acumen being wonderfully applied to the arts world, which is a, which is so great. I'm also wondering how it's worked on the opposite side of things. Like what do you think dance taught you growing up that you apply? [00:25:37] Kat Hurd: I love this question, and I was just saying this last week. I sat down at dinner with a mentor and sponsor of mine, and I was telling him that I am convinced --you cannot convince me otherwise-- that my dance background-- 'cause I actually, I went as far as to get a degree in dance. So like I live and breathe it for for a long time. And that is what made me such a successful sales rep especially in the OR environment because what do you do as a dancer? You observe patterns of movement and you, you are, you can predict what's going to happen physically before it happens because you can read those cues and so that is exceptionally valuable in the OR when as a sales rep, your job is to be like bright and present when they need you, and blend into the background when they don't. And it is like a dance in the OR, it's absolutely choreographed. And then when that goes into sales conversations, it's reading the nonverbals and understanding what someone's body positioning and posture is telling you without their words. And you really do, especially I, I did a lot of modern dance in college, you learn that improvisation, you have to be able to read someone's movement before it happens. So yes, it's a great question and I, I, you know, strongly believe, I know that athletes often get hired as medical device reps, but I think dancers are just an untapped and really under leveraged subset of talent because their skills can translate so strongly. [00:27:09] Lindsey Dinneen: I love that. Well, shout out to dance is I think many of the listeners know I'm also a dancer, so I of course, feel very strongly about the connection and the power that the arts can provide for any career really. [00:27:23] Kat Hurd: Truly. I'm curious for you, what do you feel like your, if of your background, right, of your maybe it's dance or some of the volunteer work or the travel that you do, how has that positioned you in your current career for success? [00:27:36] Lindsey Dinneen: Oh, that's, that's a fun one. I think so I think all of the skills that I learned as a dancer have been instrumental. Things like learning how to take correction with grace and apply, apply it quickly, apply the feedback quickly, permanently to make a big difference. I think learning teamwork and how you fit into the broader picture as a whole, you're not always gonna be the soloist or kind of the leader in charge necessarily. So sometimes you have to know when you're gonna be to put in dance terms, the corps de ballet. You have to know when to be the main group of dances. But again, not feeling like any role is insignificant. We all work together to success. I also think that resilience is a huge component of it. The grit that is required for dancing translates so well into anything else because this industry can be difficult and like you said, depending on where you're navigating, and what you wanna do, sometimes it takes a lot of sort of persistence and, and resilience and grit. Yeah, I could go on and on, but those are things that come immediately to mind. [00:28:48] Kat Hurd: Yeah, absolutely. It's that resilience. I mean, when you take it back to the conversation about breaking into the industry, you have to be willing to-- and same as in arts or in athletics-- like be willing to let yourself fail, to push yourself to your edges, to understand your limitations, and then blow past them. Because if you just stay at what your limitations are, you're never really gonna get where you wanna go. And as a dancer, you have to live that life all the time. And it is, it's absolutely, those are the hallmarks to breaking in. You have to be agile. You have to be very comfortable with rejection. You have to be very gritty in trying and trying and trying again, and it doesn't matter how many times you don't get a response, you're still gonna send out those messages. You're still gonna ask people for coffee chats. You're still gonna send one question to one person and ask for three minutes of their time. [00:29:39] Lindsey Dinneen: Yep. Yep. I love it. All right, so I'm curious, as you've had a really cool career in this industry, what are, what is a moment maybe that stands out as really solidifying that, "Hey, I'm, I'm in the right place at the right time." [00:29:54] Kat Hurd: Oh man, that's a hard question. I love that because I feel like I've had so many of those moments, and interestingly, it's not the moment that have been, you know, me standing on stage accepting an award. I think it's been in the little moments, like those quiet whispers of like, " Yes, this is it." You know, the, the times where my customers, you know, as a sales rep would come to me and say, "Here's the challenge I'm having. What are your thoughts?" Not about spinal cord stimulation, but because we built this trusted partnership and, you know, and I became an advisor in their world and not just another rep, right? So like those moments as a sales rep really were the moments that were were those kind of inflection points for me. And then I look as a sales leader of seeing my team win as a coach. You know, I, I get the question of like, well, you know, how did you prepare for what you're doing now? I'm like, "Guys, I'm coaching. I was coaching people for the last 10 years as a sales leader. Now I just do it for my own company instead of others." You know, but, and I will say this. The moment I knew that I was on the right path in my, my current role in starting my own company was starting to see the impact that it would have on the reps that I was working with. The sales leader who came to me as she first got promoted and then now is currently ranked first in her company, you know, like the, the reps-- even just this last weekend I got a text message from a rep I hired a few years back and who's at a different company doing big things and they just won a massive onstage award as Rookie of the Year. You know, really cool moments that getting to be a part of their success and their journey because not only is it incredibly fulfilling do you get to make a, a massive impact, but it also financially sets you and your family up for massive opportunity ahead. You know, I just had a client where we negotiated an additional 25K on her offer. Like that's a big deal, right? [00:31:58] Lindsey Dinneen: Wow. Yeah. Yeah. That's huge. [00:31:59] Kat Hurd: So, so I apologize because I didn't give you just one moment because, for me, it's, it's the invisible thread that runs through and that, because that thread has always been present in a different form or fashion, it's given me this in some ways insane courage to do things that people think are, are delusional and know that it's the right thing because of the impact that it's gonna have. [00:32:24] Lindsey Dinneen: Love it. Absolutely love it. Okay, so pivoting the conversation just for fun, imagine that you were to be offered a million dollars to teach a masterclass on anything you want. It could be within the industry or what you're doing now, but it doesn't have to be. What would you choose to teach? [00:32:42] Kat Hurd: Anything I want? Oh my gosh. Can I give two answers? Good. Because the first thing I would absolutely just want to teach one on this industry, and that's the power of influence in building your net, your web, I call it your, your web of, of influence. That changes your career. It's who you, who knows you, what they know of you, and that is what opens doors. So I feel like I would, I would do that. Right. And I, I have to do that because that's really what I'm so passionate about. But if it was like any off the wall topic, it would be traveling to Europe on a budget. I have it on lock. And particularly how to do the long haul flights without jet lag. [00:33:35] Lindsey Dinneen: Oh, excellent. [00:33:37] Kat Hurd: Yeah. [00:33:38] Lindsey Dinneen: Might need to talk more about this offline. [00:33:41] Kat Hurd: I feel like I have such a system and one of my my last boss used to always say, he's like, "You can go," 'cause I international travel is my, like, my passion outside of dance. And he's always like, "You can go, you just have to promise me that you'll come back." He used to joke. He's like, "I'm afraid that one day you just won't come back." So I made good on my word. I always came back, but I did learn a lot of tips and tricks along the way. [00:34:07] Lindsey Dinneen: Awesome. Excellent. Great masterclass topics. How do you wish to be remembered after you leave this world? [00:34:15] Kat Hurd: Oh, I love that. And what it unique question to ask in a podcast about medtech. I, I think we get so stuck in talking about who we are as professionals, that we don't always talk about the bigger pieces. So I wanna be remembered as someone who cared deeply and made an impact on others. Yeah. [00:34:35] Lindsey Dinneen: Yeah. Yeah. I love that. And you're well on your way, so there you go. [00:34:41] Kat Hurd: I like to think so. It's all a work in progress and it's truly a testament to, you know, to take it back to some of the start of our conversation to the mentors and sponsors I've had along the way who have given me-- you know, I, I talk about borrowed belief a lot because there's gonna be times in your career where you don't think you have what it takes. And that's where mentors and sponsors come in. And having people that will loan you their belief in you, so you can believe in yourself, even just for a moment to go do the thing that feels really scary. And because I've had those people, you know, I've I've felt brave enough to take those risks and moments. [00:35:17] Lindsey Dinneen: Love it. Yeah. Excellent. All right. And then final question. What is one thing that makes you smile every time you see or think about it? [00:35:26] Kat Hurd: Oh my gosh. Well, at the risk of sounding like that dog lady, it's a hundred percent our pups. We have, we have two now, and our current foster slash foster fail has this unbridled energy that I always look at her and think, "Gosh, if I could bottle that." Yes. So yeah, it's my family, right? My partner, Matt. I think that those, it's those moments. At the end of the day, I couldn't do what I do without my family, without Matt and yeah, so I'm very lucky to have them. [00:35:55] Lindsey Dinneen: Love that. Excellent. Well, this has been an amazing conversation, Kat, and we are so honored to be making a donation on your behalf as a thank you for your time today to Save the Children, which works to end the cycle of poverty by ensuring communities have the resources to provide children with a healthy, educational, and safe environment. So thank you so much for choosing that charity to support, and also thank you for continuing to work to change lives for a better world. We're grateful, and I wish you the most amazing continued success. [00:36:30] Kat Hurd: Well, Lindsey, thank you for all that you're doing as well. Even hosting these conversations, it's such an important, you know, distinction to talk about how do you make a difference in this space and change things for the better. So thank you for your kind words and the opportunity to have this conversation, get to hang out with you for a little bit. And yeah, I look forward to our next conversation. [00:36:50] Lindsey Dinneen: Awesome. All right. Thank you. [00:36:53] Dan Purvis: The Leading Difference is brought to you by Velentium Medical. Velentium Medical is a full service CDMO, serving medtech clients worldwide to securely design, manufacture, and test class two and class three medical devices. Velentium Medical's four units include research and development-- pairing electronic and mechanical design, embedded firmware, mobile app development, and cloud systems with the human factor studies and systems engineering necessary to streamline medical device regulatory approval; contract manufacturing-- building medical products at the prototype, clinical, and commercial levels in the US, as well as in low cost regions in 1345 certified and FDA registered Class VII clean rooms; cybersecurity-- generating the 12 cybersecurity design artifacts required for FDA submission; and automated test systems, assuring that every device produced is exactly the same as the device that was approved. Visit VelentiumMedical.com to explore how we can work together to change lives for a better world.

In this episode of The Selling Podcast, we sit down with Russ Ferguson, a seasoned sales leader with over 40 years of experience spanning from "stamp lickers" (mailing machines) to complex medical devices. Russ shares his evolution from a young graduate seeking "easy money" to a veteran who understands that true success is built on integrity, soft skills, and helping others.Key Episode Highlights:The "Soft Skill" Master Traits: Russ identifies the core DNA of a successful sales professional using the acronym M.A.S.T.E.R.:MotivatedAbility to thinkSelf-starterTeachable/CoachableEthicalResourceful/ReliableEmulation vs. Plagiarism: How to "plagiarize with pride" by taking successful techniques from mentors and adapting them into your own authentic voice.The "Help Me/Teach Me" Approach: A powerful tactic for building rapport with experts (like doctors or engineers). By positioning yourself as a student, you lower their guard and turn the sales process into a collaborative problem-solving session.Money is the Shadow: Russ explains that if you lead with integrity and focus on helping the customer, money will naturally follow you like a shadow.Navigating the OTE (On Target Earnings): Practical advice for mid-career professionals on discussing compensation, understanding the "Hunter vs. Farmer" dynamic, and why you must ask what percentage of the team is actually hitting their numbers.

In this episode, you'll hear why most companies obsess over new customers while quietly losing profitable existing ones, how to build simple after-sales processes that don't require massive new budgets, and why empathy and listening are still the most powerful “technology” in your business. Nigel also shares common recurring mistakes he sees in SMEs like deleting unhandled inquiries every day and how a few low-cost changes can dramatically improve retention, margins, and morale. https://youtu.be/S9XZHyF-u4A If you're a founder, owner, or leader at a small or medium-sized business who feels things are “not performing as well as they should,” this episode will show you how to plug the leaks, protect your revenue, and make after sales a core part of your growth strategy instead of an overlooked niche. Quotes: “You don't need more leads“After sales isn't a niche it's the moment every customer decides whether to stay or leave.” – Nigel Woodall “If you're deleting inquiries, you're deleting revenue and training customers to buy from someone else.” – Nigel Woodall ''You need to stop throwing today's opportunities in the bin.” – Nigel Woodall Resources: Nigel Woodall on LinkedIn Building revenue-protecting capability into SME customer operations

In dieser Episode von „Ganz.Einfach.Vertrieb.“ spricht Marcus Redemann mit Henning Patzner der seit über 20 Jahren in der Werbebranche tätig ist und heute als Professor sein Wissen an kreative Nachwuchstalente weitergibt. Gemeinsam werfen sie einen Blick auf die Elemente einer guten Geschichte und wie Vertrieb diese nutzen kann. Henning und Marcus sprechen über Helden, Dramen und die Kraft guter Geschichten. Storytelling steht im Mittelpunkt. Geschichten prägen, wie wir denken, fühlen und damit auch wie wir entscheiden. Gerade im Vertrieb lassen sich viele Prinzipien aus guten Film- und Werbegeschichten übertragen. Sie wecken Emotionen und sind der Schlüssel, um Aufmerksamkeit zu gewinnen und im Gedächtnis zu bleiben. Gute Geschichten helfen, komplexe Inhalte greifbar zu machen und schaffen eine Verbindung zum Gegenüber. Dabei ist entscheidend: Nicht das Produkt ist der Held, sondern der Kunde. Sie wollen die Diskussion zu Storytelling im Vertrieb vertiefen oder weitere Informationen zu dem Thema Vertrieb bzw. Sales Excellence? Kontaktieren Sie einfach Marcus Redemann: www.linkedin.com/in/marcusredemann Ihre Informationsquelle zu aktuellen Themen im Vertrieb: https://mercuri.de Hat Ihnen die Episode gefallen? Dann geben Sie uns doch bitte eine 5-Sterne-Bewertung und abonnieren Sie den Vertriebs-Podcast von Mercuri International. Über detailliertes Feedback freuen wir uns genauso. Schreiben Sie einfach an: info@mercuri.de So können wir unseren Podcast weiter verbessern und die für Sie und Ihr Unternehmen relevanten Inhalte präsentieren.

Unternehmen investieren Millionen in CRM, Tools und digitale Transformation im Vertrieb.Und dann?Mehr Pflichtfelder.Mehr Meetings.Mehr Frust im Vertrieb.Genau darüber spreche ich im KOBcast mit Prof. Dr. Stefan Wengler.Die zentrale Botschaft ist unbequem – aber ehrlich:Digitale Transformation im Vertrieb ist kein IT-Projekt.Sie ist ein Führungsprojekt.Es geht nicht um noch ein Tool.Es geht um People. Process. Data.Wer analoge Prozesse einfach digitalisiert, bekommt nur schnellere schlechte Prozesse.Wer im CRM nur Daten einsammelt, aber keinen Mehrwert zurückgibt, verliert Akzeptanz.Und wer über Hybrid Selling spricht, aber keine Zeit, kein Geld und Vertrauen bereitstellt, betreibt Aktionismus.Im modernen B2B Sales entscheiden saubere Daten im Vertrieb darüber, ob CRM und KI echte Sales Excellence ermöglichen – oder nur Kosten produzieren.Diese Episode ist für dich, wenn du Vertrieb führst, eine Sales Transformation verantwortest oder wissen willst, warum gute Ideen im Unternehmen oft an Mut und Management scheitern.Denn eines ist klar:Bei digitaler Transformation im Vertrieb gibt es keine Abkürzung.Das lernst du in dieser EpisodeWarum viele CRM-Projekte im Vertrieb trotz Millionenbudget scheiternWie Hybrid Selling mitTools, Zeit, Budget und Vertrauen Ergebnisse bringtWarum Prozesse neu gedacht werden müssen – nicht nur digitalisiertWelche Rolle Mut im Management für echte Sales Excellence spieltWarum Daten im Vertrieb das Fundament moderner B2B Sales Organisationen sindHier ist Prof. Wenglers LinkedIn ProfilViel Spaß! Mehr unter www.koberaktiviert.deFeedback gerne hier: info@koberaktiviert.deEuerStephan

Uncertainty is the norm. Execution is the edge. In this special episode, four of our Sales Excellence experts from across Europe unpack what 300 European sales leaders really think about 2026. What you will hear: • Why 69% missed target and why that's not the real story. • Why optimism isn't the point. Execution is. • How decision cycles are getting 2.3x longer (and what that means for you). • Why sales leadership is now the ultimate competitive advantage. • Where companies are really investing: market share, value selling. This is not about forecasts. It's about impact. If 2026 is unpredictable, the question is not “What will happen?” It's: “How prepared is your crew?” The data is European. The execution is local. Want to translate the insights into action in your market? Get in touch with Alexander Wolter at linkedin.com/in/alexanderwolter.

Robert J. Hunt is the business owner and peer group leader for REF Dallas, where he dedicates his expertise to elevating DFW-area CEOs and business owners. After spending the early part of his career in Marketing and Sales leadership, Robert made a significant pivot in 2013 to focus on helping leaders become the best versions of themselves. Through REF Dallas, he fosters a community of innovative minds, turning business challenges into profound opportunities for growth. Beyond the peer group, Robert provides personalized leadership coaching, emphasizing accountability and the pursuit of excellence for leaders committed to impact.SHOW SUMMARYIn this episode of Selling from the Heart Podcast. Larry Levine and Darrell Amy are joined by Robert J. Hunt, business owner, peer group leader for REF Dallas, and author of "Nobody Cares Until You Do," a guide to personal accountability. Robert defines selling from the heart as being genuine and authentic rather than relying solely on techniques and scripts. The conversation centers on accountability as ownership—distinct from responsibility—and emphasizes that salespeople must own their actions, attitude, energy, and results instead of blaming leads, the economy, coworkers, or tools. Robert outlines four victim traps—blame, excuses, "I can't," and waiting/hope—and encourages taking immediate action, even starting with one small step. He stresses that real accountability involves inviting others in through vulnerability (e.g., a coach or trusted person who won't enable excuses) while recognizing that only the individual can truly be accountable. Robert also addresses "head trash" and self-limiting beliefs, stating that identity caps performance and asserting that people are a "10" and can grow in every role. He shares a personal story of owing $90,000 in debt and selling their home to downsize as part of owning their situation and rebuilding. The episode includes how to get the book via Amazon, Audible (read by the authors), or at nobodycaresbook.com, and offers a free copy to the first two people who use the code word "Selling from the Heart." The hosts close by urging listeners to reflect rather than deflect, invest in themselves, and take action to build momentum.KEY TAKEAWAYSAccountability vs. Responsibility: Responsibility is what you do; accountability is owning how you do it - your attitude, energy, and entire effort.The Four Victim Traps: Blame, excuses, saying "I can't," and waiting/hoping keep you powerless.Own It to Change It: If you own your situation, you have the power to fix it. Nobody can force accountability on you.You Are Already a 10: You'll never perform higher than the identity you claim. Stop thinking you're less than a 10.Accountability Needs Vulnerability: Invite someone into your journey who won't accept excuses but will encourage your best.Take One Step Today: One small action builds momentum. Don't wait for perfect conditions.HIGHLIGHT QUOTES"Nobody cares about your junk unless you care enough to do something about it.""If you own it, you have the power to do something about it.""You'll never do any role in your life higher than the identity you claim to be. If you think you're a five, you'll never be more than a five.""We don't need someone who will make us feel better that we didn't do what we're supposed to do. We need people who will listen and encourage us to be the best version of ourselves.""The longer you stay as a victim, the less likely you will ever get out of it.""When you want the life you want, when you really, really want something, you won't give up. You'll press on.""Just own it. It doesn't get any better when you don't own it. It just gets worse."FOLLOW THE CONVERSATIONLearn more about Robert J. Hunt.LinkedIn: https://www.linkedin.com/in/roberthuntceo/Learn more about Darrell and Larry.Darrell's LinkedIn: https://www.linkedin.com/in/darrellamy/Larry's LinkedIn: https://www.linkedin.com/in/larrylevine1992/Website: https://www.sellingfromtheheart.net/ADDITIONAL RESOURCESDiscover Heart-Centered Leadership:Explore the Culture from the Heart Podcast and uncover the secrets to thriving workplace cultures. Know a visionary CEO? Nominate them today at

Ultra-Fresh is more than just a category; it is a key growth driver for METRO. In this episode of MORE Podcast, I talk to Heiko Peuthert, Vice President Sales Excellence at METRO AG, about why Ultra-Fresh is so important for customer loyalty, sales growth and METRO's goal of becoming the best partner for HoReCa customers. Heiko explains why owning the centre of the plate is important for success, how sales excellence and the right attitude make all the difference in customer conversations, and why Ultra-Fresh only works when cross-functional teams truly work together as ONE METRO. The episode also highlights specific success factors from the ‘Year of Ultra-Fresh' so far – from sales activation and incentives to the power of active listening to customers and colleagues. An open conversation about growth, trust and doing business with people – and why Ultra-Fresh opens the door for us to do more business with our customers.

In dieser Episode von „Ganz.Einfach.Vertrieb.“ spricht Marcus Redemann mit Sebastian Riedel, Director HR bei Salesforce. Gemeinsam beleuchten sie die Themen Führung, Teamdynamik und Transformation im Vertrieb. Natürlich spielt das Thema Künstliche Intelligenz eine Rolle, und KI-Prozesse spielen dabei eine Rolle. Zudem tauschen sich Sebastian und Marcus darüber aus, wie man mit Unsicherheit, Skepsis und alten Mustern umgeht. Sebastian reflektiert über seine 12 Jahre bei der Bundeswehr und zieht Parallelen zwischen der Bundeswehr, HR und Vertrieb. Wie viel Militär steckt in moderner Führung, und wo liegen klare Grenzen? Was funktioniert erstaunlich gut und was sollte man besser nicht übernehmen? Jetzt reinhören und erfahren, wie insbesondere in Zeiten tiefgreifender Transformation, KI-Dynamik und wachsenden wirtschaftlichen Drucks der Vertrieb weiterhin zukunftsfähig bleibt! Sie wollen die Diskussion zur Weiterbildung im Vertrieb vertiefen oder weitere Informationen zum Thema Vertrieb erhalten bzw. Sales Excellence? Kontaktieren Sie einfach Marcus Redemann: www.linkedin.com/in/marcusredemann Ihre Informationsquelle zu aktuellen Themen im Vertrieb: https://mercuri.de Ihnen hat die Episode gefallen? Dann geben Sie uns doch bitte eine 5-Sterne-Bewertung und abonnieren Sie den Vertriebs-Podcast von Mercuri International. Über detailliertes Feedback freuen wir uns genauso. Schreiben Sie einfach an: info@mercuri.de So können wir unseren Podcast weiter verbessern und die für Sie und Ihr Unternehmen relevanten Inhalte präsentieren.

Are you settling for "good enough" while your sales organisation invests in an 85% loser rate? In this episode, Marcus Cauchi sits down with David Brock, author of "Is Good Enough Good Enough? Mindsets and Behaviors for Sales Excellence," to challenge the traditional "metrics madness" that keeps founders and sales leaders trapped in cycles of mindless activity. Dave shares his pragmatic, scientific approach to performance, revealing how top performers achieve their goals by being "intelligently lazy" and cutting out the "dead work" that consumes the average workday. They explore the "Three-Pile Strategy" for auditing tasks, the high cost of customer churn, and why personal accountability is the ultimate differentiator between top performers and those who make excuses. A major highlight of this conversation is David's contrarian take on AI. Having used Claude AI as a "thought partner" and "debate partner" to co-author his book, David explains why AI is a "profound amplifier" that makes deep thinkers better but makes "lazy idiots" fail at scale. Learn how to use discovery-based prompting to internalise strategic ownership and why curiosity remains the foundational behaviour for the next generation of leaders. Key Topics Covered: • The Trap of Activity vs. Outcomes: Why being "busy" is often a mask for underperformance. • The Three-Pile Audit: Examine tasks and reclaiming 40% of your team's capacity. • Retention vs. Acquisition: Why the obsession with new logos is a recipe for wasted effort. • AI as a Debate Partner: Moving beyond automation to elevate your strategic thinking. • The Sacred Habit: Why scheduling 20 minutes of reflection daily is non-negotiable for excellence   Contact David Brock on linkedIn: https://www.linkedin.com/in/davebrock/ Email: dabrock@excellenc.com Website: http://partnersinexcellenceblog.com/ Read the book:  https://amzn.to/4brvQku   Contact Marcus https://www.linkedin.com/in/marcuscauchi/  

This is a fascinating AI-generated discussion of my post, Sales Excellence, Where Do You Start?  As usual, they bring up viewpoints that are different from what I expected.  Enjoy! Here is the link to the original post:  https://davebrock.substack.com/p/sales-excellence-where-do-i-start

In dieser Episode reflektieren Patrick und Joerg über die Herausforderungen und Chancen des Jahres 2026. Sie diskutieren wirtschaftliche Ausblicke, die Notwendigkeit tiefgreifender Transformationen in Unternehmen und innovative Ansätze zur Weiterentwicklung von Geschäftsmodellen. Ein Schwerpunkt liegt auf der Idee von Ecosystemen in der Wirtschaft und der Rolle von Sales Excellence als zentralem Erfolgsfaktor. Zudem analysieren sie die aktuellen Entwicklungen im Einzelhandel, insbesondere das Preis-Leistungs-Verhältnis von Coop und Migros, das veränderte Konsumentenverhalten und die Bedeutung von Produktqualität. Abgerundet wird die Episode durch einen kritischen Blick auf Künstliche Intelligenz: Chancen und Risiken für kleine Unternehmen, neue Preisstrategien, Unsicherheiten im Markt und warum Optimismus und Handlungsbereitschaft entscheidend bleiben. 

https://matthiasniggehoff.de/salesskript In dieser Folge tauchen wir tief in das Fundament erfolgreichen Vertriebs ein: die innere Haltung und die eigenen Standards. Wir sprechen offen darüber, warum auswendig gelernte Einwandbehandlung und Sales-Skripte nur die Oberfläche sind – und was wirklich den Unterschied zwischen durchschnittlichen und exzellenten Verkäufern ausmacht. Du erfährst, weshalb radikale Selbstverantwortung, Werte und klare Grenzen im Umgang mit Kunden für nachhaltigen Erfolg unerlässlich sind. Wir teilen Erfahrungen aus zehntausenden Verkaufsgesprächen und zeigen, wie du dein Vertriebssystem an deine Persönlichkeit und Unternehmensphilosophie anpasst. Lass dich inspirieren, deinen eigenen Weg zu Sales Excellence zu gestalten – ohne Kompromisse bei deinen Standards.

An outstanding AI based discussion on my post:  Why We Settle (And How To Stop).  This is another in a series leading to the launch of my new book, Is 'Good Enough' Good Enough, Mindsets and Behaviors for Sales Excellence.  Enjoy! Here is the link to the original post:  https://partnersinexcellenceblog.com/why-we-settle-and-how-to-stop/

Anthony Iannarino returns to Above the Business for the first time in five years to discuss the evolution of sales, the impact of AI on the profession, and what truly matters in building high-performing sales teams. From his Sales Accelerator platform featuring 93 courses for salespeople to his perspectives on human connection in an increasingly automated world, Anthony shares hard-won wisdom on mastering the sales conversation and developing elite sales talent.Connect with Anthony IannarinoLinkedIn: Follow Anthony on LinkedIn for daily insights on sales excellenceWebsite: thesalesblog.com for articles, resources, and thought leadershipSales Accelerator: Access 93 courses for salespeople and 37 for sales managers at thesalesblog.comRegister for The 2026 Annual Planning Workshop: https://annual.blueprintos.comAs we approach the end of 2025, it's time to start thinking about annual planning for 2026. In this solo episode, Bradley Hamner shares his proven framework for creating an annual plan that actually works. Whether you had a killer year in 2025 or you're ready to completely flip the script, this episode will give you the tools and insights you need to set yourself up for success in 2026.When: Tuesday, December 2nd, 2025 at 10:00 AM Central TimeDuration: 3-4 hoursCost: Completely FREERegister Now: https://annual.blueprintos.comConnect with Bradley:1-1 Game Plan Call: Get Above The Business. Think Like an Architect. Design The Blueprint. Ready to Design, Systematize, and Grow a $1m-$3m Business? Begin building your business blueprint when you schedule your Game Plan Call at https://blueprintos.com.Bradley's company, BlueprintOS equips business owners to design and install an operating system that runs like clockwork. Through BlueprintOS, you will grow and develop your leadership, clarify your culture and business game plan, align your operations with your KPIs, develop a team of A-Players, and execute your playbooks. Register to join us at an upcoming WebClass or book your Game Plan Call when you visit www.blueprintos.com!Thanks to our sponsors...Coach P found great success as an insurance agent and agency owner. He leads a large, stable team of professionals who are at the top of their game year after year. Now he shares the systems, processes, delegation, and specialization he developed along the way. Gain access to weekly training calls and mentoring at www.coachpconsulting.com. Be sure to mention the Above The Business Podcast when you get in touch.Club Capital is the ultimate partner for financial management and marketing services, designed specifically for insurance agencies, fitness franchises, and youth soccer organizations. As the nation's largest accounting and financial advisory firm for insurance agencies, Club Capital proudly serves over 1,000 agency locations across the country—and we're just getting started. With Club Capital, you get more than just services; you get a dedicated account manager backed by a team...

This is the AI generated discussion of this post.  They are actually getting deeply into the issues I discuss in my new book, Is 'Good Enough' Good Enough?  The only minor annoyance is they created an acronym for the Good Enough Trap--GET.  But putting that aside, this is excellent.  Enjoy! Here is the link to the original post:  https://partnersinexcellenceblog.com/what-does-sales-excellence-really-look-like/

Carson V. Heady is the founder behind Salesman on Fire LLC, an internationally recognized sales leader and bestselling author. Known as the “#1 Social Seller in Tech,” Carson has generated over $1 billion in revenue and developed a dynamic approach to modern selling that blends authentic storytelling, mindset mastery, and AI-powered strategy. Through coaching, keynotes, and high-impact content, he equips individuals and teams to outperform—selling with purpose, passion, and heart.SHOW SUMMARYIn this episode of the Selling from the Heart Podcast, Larry Levine and Darrell Amy are joined by Carson Heady, an internationally recognized sales leader and bestselling author. They explore what it truly means to sell from the heart by prioritizing authenticity, service, and genuine value creation. Carson shares insights from his new book, Unbeatable, unpacking how to navigate corporate politics, align personal and organizational goals, and become irreplaceable in a competitive landscape. He also highlights the importance of internal selling, mindset discipline, and continuous growth to achieve lasting success. KEY TAKEAWAYSSelling from the heart means adding value, serving others, and building authentic relationships.Sales is a noble profession when driven by purpose and integrity.Internal selling—building relationships within your organization—is as important as external selling.Building harmony between your company and your customer leads to long-term success.To become unbeatable and irreplaceable, focus on your unique strengths and invest in personal and professional growth.The sales landscape is always evolving—adaptability and continuous learning are non-negotiable.HIGHLIGHT QUOTESSelling from the heart is all about embodying what matters most... adding value and being at the pulse of those that we serve.Sales is a very, very noble profession. Remember that if we come at it with the right mindset.If you want to become unbeatable and irreplaceable, you have to invest in your growth both personally and professionally.You have choices every single day. What are you going to do when you get that unfair quota? You've got to still put one foot in front of the next and do the next right thing.

In Episode 150 of Noob School, I sit down with David Shaner of Greenville, SC—Principal of CONNECT Consulting LLC and longtime advisor to leaders who want to strengthen culture and performance.Our conversation touches on a wide range of leadership lessons, from the small signals that can shape company culture, to how leaders build trust across an organization, to why transparency—financial and otherwise—can be a powerful motivator. David shares insights from his decades of experience helping organizations improve performance by getting employees to think and act like owners, while I offer stories from my own journey in business and sales.This episode is packed with practical wisdom and thought-provoking takeaways for business owners, sales leaders, and anyone looking to grow both their people and their company.Get your sales in rhythm with The Sterling Method: https://SterlingSales.co I'm going to be sharing my secrets on all my social channels, but if you want them all at your fingertips, start with my book, Sales for Noobs: https://amzn.to/3tiaxsL Subscribe to our newsletter today: https://bit.ly/3Ned5kL #SalesTraining #B2BSales #SalesExcellence #SalesStrategy #BusinessGrowth #SalesLeadership #SalesSuccess #SalesCoaching #SalesSkills #SalesInnovation #SalesTips #SalesPerformance #SalesTransformation #SalesTeamDevelopment #SalesMotivation #SalesEnablement #SalesGoals #SalesExpertise #SalesInsights #SalesTrends#salestrends

In this episode of the Revenue Builders Podcast, hosts John McMahon and John Kaplan are joined by Chris Scanlan, Chief Revenue Officer at HUMAN. With over two decades of experience in cybersecurity and a history of transformative leadership, Chris shares his insights on key topics such as sales effectiveness, recruiting, enablement, and the importance of a robust revenue operations function. Emphasizing the significance of a well-defined ideal candidate profile and the indispensable role of revenue operations in analyzing data to inform business decisions, Chris provides practical advice and real-world examples that any business leader can benefit from. Tune in for an in-depth discussion that covers the fundamentals of building high-performing teams and driving organizational change.ADDITIONAL RESOURCESLearn more about Chris Scanlan:https://www.linkedin.com/in/cscanlan/Read Force Management's Guide to Embedding AI In Your B2B Sales Organization: https://hubs.li/Q03ldrzD0Download the CRO Strategy Checklist: https://hubs.li/Q03f8LmX0Enjoying the podcast? Sign up to receive new episodes straight to your inbox: https://hubs.li/Q02R10xN0HERE ARE SOME KEY SECTIONS TO CHECK OUT[00:02:39] The Importance of Recruiting in Sales[00:05:31] Building an Ideal Candidate Profile[00:09:46] The Role of Enablement in Sales Success[00:14:47] Adapting to Market Changes and Challenges[00:24:17] The Value of Continuous Training and Development[00:29:08] Commitment to Sales Excellence[00:35:37] Doubling Sales Productivity[00:36:07] The Importance of Average Productivity per Rep[00:38:57] Training and Onboarding for Success[00:42:13] The Role of Sales Leaders in Instilling Discipline[00:45:42] The Critical Role of Frontline Sales Managers[00:50:09] Revenue Operations and Data-Driven Decisions[00:56:43] The Ideal Profile for Rev OpsHIGHLIGHT QUOTES"Bad news can't wait because bad news travels really slow uphill.""Recruiting for sure and retainment of those people has always been one of the levers to success wherever I've been.""The best rev ops leaders can take the data and make informed decisions that align with the company's vision and strategy.""This isn't something that I'm doing to you for the next three days. This is something I'm doing for you.""In our business, we have most of them have 50-50 plans...for that base salary, you get paid for waking up in the morning and doing all this stuff."

Today I'm joined by Brad Wise, executive manager at Ferman Chevrolet Mazda. We dive into his mission to sell 900 cars a month, why he's handing out hundreds in cash to his service team five times a day, how “energy vampires” kill sales culture — and more. This episode is brought to you by: 1. Kenect AI – The platform auto dealers are using to gather reviews, generate leads, and improve their online reputation, all powered by AI @ http://www.kenect.ai 2. CarGurus - maximize your performance on the #1 most visited car shopping site in the U.S. With data-driven intelligence on what to buy, how to improve the visibility of your listings, and how to optimize pricing, CarGurus will help drive revenue at every stage. Learn more @ http://insights.cargurus.com/cdg - Similarweb, Traffic Report (Cars.com, Autotrader, TrueCar, CARFAX Listings (defined as CARFAX Total visits minus Vehicle History Reports traffic), Q4'24, USA. - CarGurus analysis of US dealers that changed a vehicle price based on NBDR recommendations compared to vehicles without an NBDR- informed price change from Nov 2023 through Dec 2024, finding that dealers that made NBDR-price informed change see a 42% median increase in VDP views per day. - Market Probe International, blinded survey of 600 dealers, Aug 2024. Based on 313 dealers who pay for at least two listings sites. 3. CDG Recruiting - The Go-To Talent Partner for Dealers. Hire pre-vetted GMs, sales, F&I, fixed ops, C-suite, and back-office talent—ready to perform. Faster hires, better results. Book a call → http://www.CDGRecruiting.com Need help finding top automotive talent? Get started here: ⁠⁠⁠⁠https://www.cdgrecruiting.com/⁠⁠⁠⁠ Interested in advertising with Car Dealership Guy? Drop us a line here: ⁠⁠⁠⁠https://cdgpartner.com⁠⁠⁠⁠ Interested in being considered as a guest on the podcast? Add your name here: ⁠⁠⁠⁠https://bit.ly/3Suismu⁠ Topics: 00:19 How to build business resilience? 01:05 What defines Ferman's leadership legacy? 03:31 How to build winning teams? 06:18 Why prioritize ethics and compliance? 16:28 Keys to operational excellence? 24:49 Best incremental growth strategies? 26:54 Why obsess over research? 32:51 Innovations in used car sales? 36:59 How to measure progress/happiness? Check out Car Dealership Guy's stuff: CDG News ➤ ⁠⁠⁠⁠https://news.dealershipguy.com/⁠⁠⁠⁠ CDG Jobs ➤ ⁠⁠⁠⁠https://jobs.dealershipguy.com/⁠⁠⁠⁠ CDG Recruiting ➤ ⁠⁠⁠⁠https://www.cdgrecruiting.com/⁠⁠⁠⁠ My Socials: X ➤ ⁠⁠⁠⁠x.com/GuyDealership⁠⁠⁠⁠ Instagram ➤ ⁠⁠⁠⁠instagram.com/cardealershipguy/⁠⁠⁠⁠ TikTok ➤ ⁠⁠⁠⁠tiktok.com/@guydealership⁠⁠⁠⁠ LinkedIn ➤ ⁠⁠⁠⁠linkedin.com/company/cardealershipguy⁠⁠⁠⁠ Threads ➤ ⁠⁠⁠⁠threads.net/@cardealershipguy⁠⁠⁠⁠ Facebook ➤ ⁠⁠⁠⁠facebook.com/profile.php?id=100077402857683⁠⁠⁠⁠ Everything else ➤ ⁠⁠⁠⁠dealershipguy.com⁠⁠⁠⁠ This podcast is for informational purposes only and should not be relied upon as a basis for investment decisions.

Marty Osborn is back on the show, and we're digging into some serious business strategy in this episode. If you've ever thought about buying a business—or selling one—this conversation is packed with value. We talk through what makes a company an attractive acquisition, how to evaluate opportunities, and what the process really looks like when you're trying to find the right fit. Whether you're a first-time buyer or just curious about what goes on behind the scenes, Marty brings tons of clarity and real-world perspective to the table. We also get into how to prepare your own business for a potential sale—what buyers are looking for, how to streamline your operations, and the importance of having clean, well-documented systems. There's some great discussion on the tools out there (including some powerful AI options) that can help you make smarter, more strategic decisions—without needing a huge team behind you. Later in the episode, we shift the conversation toward hiring—specifically when it comes to building a top-tier sales team. Marty shares some of the key traits he looks for, the patterns he's seen over the years, and why hiring right the first time is so crucial if you want to grow. We wrap it all up by talking about his new book, how the release has gone, what the response has been like, and what he's learned through the process of writing and launching it. It's a laid-back, insight-filled conversation that's perfect for anyone looking to level up in business—whether you're buying, building, or just thinking ahead. Get your sales in rhythm with The Sterling Method: https://SterlingSales.co I'm going to be sharing my secrets on all my social channels, but if you want them all at your fingertips, start with my book, Sales for Noobs: https://amzn.to/3tiaxsL Subscribe to our newsletter today: https://bit.ly/3Ned5kL #SalesTraining #B2BSales #SalesExcellence #SalesStrategy #BusinessGrowth #SalesLeadership #SalesSuccess #SalesCoaching #SalesSkills #SalesInnovation #SalesTips #SalesPerformance #SalesTransformation #SalesTeamDevelopment #SalesMotivation #SalesEnablement #SalesGoals #SalesExpertise #SalesInsights #SalesTrends#salestrends

In this episode of the Revenue Builders Podcast, hosts John McMahon and John Kaplan are joined by Matt Nolan, Chief Revenue Officer at Redwood Software. Matt shares his extensive experience in developing global revenue strategies, scaling enterprise automation solutions, and transitioning from venture capital to private equity environments. The conversation covers key lessons such as the importance of culture, the significant role recruiting plays in a CRO's success, the complexities of managing a board, and strategies for building top-performing sales teams. Matt emphasizes the critical nature of hiring ahead, discipline in recruiting, the layered impact of having strong leaders, and creating a high-performance, team-based culture that can drive prolific growth. Listeners will gain valuable insights on how to build and sustain a winning sales organization.ADDITIONAL RESOURCESLearn more about Matt Nolan:https://www.linkedin.com/in/matthewanolanhttps://www.linkedin.com/company/redwood-software/Download the CRO Strategy Checklist: https://hubs.li/Q03f8LmX0Read Force Management's Guide to Increasing Company Valuation: https://hubs.li/Q038n0jT0Enjoying the podcast? Sign up to receive new episodes straight to your inbox: https://hubs.li/Q02R10xN0HERE ARE SOME KEY SECTIONS TO CHECK OUT[00:02:02] Lessons from a First-Time CRO[00:03:47] Building and Maintaining Company Culture[00:04:45] Navigating Leadership During COVID-19[00:06:05] Managing the Board and Leadership Challenges[00:07:03] Scaling Revenue and Systems Thinking[00:10:15] Recruitment and Team Building Strategies[00:11:16] The Importance of Authentic Leadership?[00:15:21] Fostering a Team-Based Culture[00:20:39] Recruitment Pipeline and Talent Acquisition[00:21:30] The Relentless Pursuit of Top Talent[00:34:00] The Power of Networking and Recruiting[00:35:14] Building a Leadership Team[00:36:15] The Importance of Recruiting Top Talent[00:39:10] Sourcing and Recruiting Strategies[01:01:21] The Role of Culture in Building a DynastHIGHLIGHT QUOTES"Recruiting is the foundation and culture is what sustains you and allows you to win multiple championships.""Once you see the impact of having great people, you can't unsee it.""You can be bad at everything, but if you're great at recruiting, you can cover for a lot of sins.""Every word you say as a leader is internalized deeply by your team.""You've got to be relentless about recruiting, it can't just be something you do when there's an opening."

Jack Sterling is back, and this time, we're getting straight into business—what works, what doesn't, and what entrepreneurs need to know. We kick things off with an important discussion about the Rupert Huse Veterans Center and how they're helping veterans successfully transition into new careers.Then, we dig into the nuts and bolts of entrepreneurship. Jack shares insights on the biggest differences between structured environments (like the military) and the unpredictable world of running a business—drawing from his own experience transitioning from a Navy SEAL to an entrepreneur. We cover smart ways to fund a business, breaking down how SBA loans work and how they can fit into a broader funding strategy with investors. And of course, we talk sales: what it takes to actually close deals, why so many people overcomplicate the process, and what Jack has learned from his work at Cloudhound.Finally, we highlight another fantastic organization, Upstate Warrior Solution, and why supporting veterans is so important. If you want to get involved, check them out: Upstate Warrior Solution - Get Involved.This one's packed with real-world business advice and a few laughs along the way—tune in!Get your sales in rhythm with The Sterling Method: https://SterlingSales.co I'm going to be sharing my secrets on all my social channels, but if you want them all at your fingertips, start with my book, Sales for Noobs: https://amzn.to/3tiaxsLSubscribe to our newsletter today: https://bit.ly/3Ned5kL#SalesTraining #B2BSales #SalesExcellence #SalesStrategy #BusinessGrowth #SalesLeadership #SalesSuccess #SalesCoaching #SalesSkills #SalesInnovation #SalesTips #SalesPerformance #SalesTransformation #SalesTeamDevelopment #SalesMotivation #SalesEnablement #SalesGoals #SalesExpertise #SalesInsights #SalesTrends#salestrends

This is episode 742. Read the complete trancription on the Sales Game Changers Podcast website here. Read more about the Institute for Excellence in Sales Premier Women in Sales Employer (PWISE) designation and program here. Purchase Fred Diamond's best-sellers Love, Hope, Lyme: What Family Members, Partners, and Friends Who Love a Chronic Lyme Survivor Need to Know and Insights for Sales Game Changers now! Today's show featured an interview with Anthony Robbins, the 2025 IES Lifetime Achievement Award recipient, and his daughter Megan Robbins from NVIDIA. Get your tickets to the 15th Annual Sales Excellence Awards here. They will be on May 1 at the Mclean Hilton in Tysons Corner, VA. IES Women in Sales Program Director Gina Stracuzzi also co-hosted the interview. ANTHONY'S TIP: “Early-in-career people have to get a good coach in their corner, they have to have mentors that they engage with, and they have to be really dialed into building subject matter expertise. The relationships Megan is developing today, she will have these relationships for 10 or 20 and sometimes 30 years. Investing in these relationships is really important.” MEGAN'S TIP: “Just show up. Get out there in your community as much as you can, whatever profession or industry you choose. Build out your network.”

Send us a textIn this insightful episode, Clint Biggs shares his extensive experience in test engineering sales, discussing the critical intersection of technical expertise and customer relationships. With over 30 years in the industry, Clint provides valuable insights into sales engineering, team collaboration, and career development for engineers.Main Topics:Test Engineering Across IndustriesSales and Engineering CollaborationBuilding Professional RelationshipsSales Engineer Compensation and IncentivesEffective Communication StrategiesValue-Based Service DeliveryClint Biggs is the Senior Vice President of Sales and Marketing at Testeract, a company specializing in automated test systems. Since March 2023, he has driven revenue and market growth, notably overseeing the merger of SOLUbit into Testeract.Previously, as President of SOLUbit, Inc. (October 2015 – May 2024), Clint led significant growth, expanding the team and tripling revenue. The company served industry leaders like Agilent Technologies and Intel, providing solutions across mechanical, electrical, and software engineering disciplines.At National Instruments, Clint held leadership roles over a 23-year tenure, including Principal of Key Accounts & Sales Excellence and Department Manager for Americas Services & Support, where he led over 250 engineering professionals.He holds a Bachelor of Science in Computer Science from Park University, graduating Magna Cum Laude. Clint is recognized for his leadership development, strategic growth, and aligning engineering with market needs.Links:Clint Biggs - LinkedInTesteract WebsiteAbout Being An Engineer The Being An Engineer podcast is a repository for industry knowledge and a tool through which engineers learn about and connect with relevant companies, technologies, people resources, and opportunities. We feature successful mechanical engineers and interview engineers who are passionate about their work and who made a great impact on the engineering community. The Being An Engineer podcast is brought to you by Pipeline Design & Engineering. Pipeline partners with medical & other device engineering teams who need turnkey equipment such as cycle test machines, custom test fixtures, automation equipment, assembly jigs, inspection stations and more. You can find us on the web at www.teampipeline.us

Welcome to Think Mastery with Dr. Yishai. Hosted by Doctor of Psychology, entrepreneur, and executive coach Dr. Yishai Barkhordari. On this podcast, you'll hear real talk about life and business—plus how to use psychology to create more mastery and success in both.In this episode, I sit down with Fred Diamond, co-founder of the Institute for Excellence in Sales and a dedicated advocate for Lyme disease awareness. Fred shares how investing in top sales talent, empowering women in sales, and embracing modern sales strategies can transform a company's growth. Discover actionable insights to elevate your sales culture and drive lasting success in your organization.What You'll Learn in This Episode:How to attract, retain, and motivate top sales talent.The long-term impact of strategic sales leadership.Strategies for empowering women in sales roles.Modern sales techniques that help customers see the unseen.How a people-first approach drives business growth.The role of advocacy in holistic leadership.Why This Episode is Worth Your Time:Real-life lessons on building and leading high-performing sales teams.Actionable strategies to transform your sales culture.A fresh perspective on the power of sales in driving company success.Insights for founders, executives, and sales leaders alike.Learn how focusing on people can unlock exponential growth.Learn More About Dr. Yishai: If you're ready to level up your leadership, decision-making, and emotional intelligence, connect with Dr. Yishai for one-on-one coaching or explore more resources at https://www.dryishai.com/.Links:Fred Diamond's LinkedInThink Mastery PodcastDisclaimer: All content shared in this episode is for informational purposes only and should not be considered professional advice.© 2024 Yishai Barkhordari, Psychologist, PLLC. All rights reserved.

In this episode of Noob School, I sit down with John McDonald—Navy veteran, entrepreneur, and the mastermind behind Fabtech Solutions. John's story is one of discipline, adaptability, and a relentless drive to build something bigger than himself.We kick things off with a deep dive into John's journey—from his college days to his time in the Navy, where he specialized in avionics. His military experience shaped his work ethic and problem-solving skills, which later became the foundation for his success in business.John and I swap stories about the ups and downs of entrepreneurship—what it really takes to build a company from the ground up, the hard lessons learned, and the key sales strategies that separate the great from the average. He also shares valuable insights on hiring the right people in sales, a must-listen for any business leader looking to build a strong, revenue-generating team.We also talk about his company, Fabtech Solutions, a veteran-owned full-service metal fabrication machinery dealer serving the Southeast. John explains how Fabtech's mission goes beyond selling equipment—they're in the business of building long-term partnerships by providing expert service, fast response times, and industry-leading consultation to metal fabrication shops.And if that's not enough, we get into something really unique—John's latest passion project: building a barndominium on his 52-acre property in Greenville, SC. He's been documenting the entire process on social media, and let's just say—people love it. From construction tips to lifestyle inspiration, his journey of turning raw land into a dream home is captivating an audience far beyond the world of metal fabrication.This episode is packed with wisdom, humor, and real-world lessons. Whether you're a business owner, a sales leader, or just someone who loves a good entrepreneurial story—this one's for you.Get your sales in rhythm with The Sterling Method: https://SterlingSales.coI'm going to be sharing my secrets on all my social channels, but if you want them all at your fingertips, start with my book, Sales for Noobs: https://amzn.to/3tiaxsLSubscribe to our newsletter today: https://bit.ly/3Ned5kL#SalesTraining #B2BSales #SalesExcellence #SalesStrategy #BusinessGrowth #SalesLeadership #SalesSuccess #SalesCoaching #SalesSkills #SalesInnovation #SalesTips #SalesPerformance #SalesTransformation #SalesTeamDevelopment #SalesMotivation #SalesEnablement #SalesGoals #SalesExpertise #SalesInsights #SalesTrends

In this insightful episode of Sales Success Stories we are inteviewing Kelsie Neibel, the top-performing Strategic Account Director at SnapLogic. Kelsie, who operates out of Southern California, shares her unique journey from management consulting to achieving extraordinary success in sales. She emphasizes the importance of mindset, time management, and the intentional integration of work and life as she balances her role with her new responsibilities as a mother. Learn more at Top1.FM

In this episode of Noob School, we're joined by Parker Smith, president of Golf Trek, a premier provider of Myrtle Beach golf vacations and packages. Since taking the helm in 2006, Parker has played a key role in shaping the company's growth and establishing its reputation for exceptional service in the competitive golf tourism market.Parker talks about his journey into the family business and the sales strategies that have been crucial in expanding Golf Trek's reach. From building long-term customer relationships to understanding the value of personalized service, Parker shares how his approach to sales has kept Golf Trek at the forefront of the industry. He also delves into how Golf Trek is embracing new technologies like artificial intelligence to enhance their sales process, improve customer experiences, and streamline operations.In this conversation, we also explore the power of customer loyalty in sales. Parker explains how providing excellent service and going above and beyond for clients has been key to Golf Trek's success and growth. Whether it's through tailored golf packages or expert advice, Parker emphasizes how a strong customer service philosophy can drive sales and foster long-term relationships.If you're looking for actionable insights on sales strategy, customer loyalty, and leveraging technology to drive business growth, this episode is packed with practical takeaways from a seasoned entrepreneur in the tourism industry.Get your sales in rhythm with The Sterling Method: https://SterlingSales.coI'm going to be sharing my secrets on all my social channels, but if you want them all at your fingertips, start with my book, Sales for Noobs: https://amzn.to/3tiaxsLSubscribe to our newsletter today: https://bit.ly/3Ned5kL#SalesTraining #B2BSales #SalesExcellence #SalesStrategy #BusinessGrowth #SalesLeadership #SalesSuccess #SalesCoaching #SalesSkills #SalesInnovation #SalesTips #SalesPerformance #SalesTransformation #SalesTeamDevelopment #SalesMotivation #SalesEnablement #SalesGoals #SalesExpertise #SalesInsights #SalesTrends

In this episode of Noob School, I'm joined by an incredibly insightful guest, Walker McKay, a sales coach and expert who's helping businesses transform their sales strategies and close deals faster and more profitably. Walker is the founder of No BS Sales School Podcast and a seasoned sales consultant based in Greenville, South Carolina. He's worked with a wide range of industries—everything from financial services and commercial real estate to medical equipment and law. His approach? Cut through the fluff, get to what really works, and start closing deals that matter.We dive deep into Walker's business strategy, his sales mindset, and the principles that guide his coaching. If you're a sales leader or business owner frustrated by inconsistent sales performance or a sales team that's not hitting their targets, this episode is packed with actionable insights that could change the way you sell. Walker gives us a peek behind the curtain at how he helps sales teams and leaders close deals faster, protect their margins, and most importantly, stop chasing dead-end leads.One of the highlights of our conversation is Walker's method of quickly identifying which deals are worth pursuing and which ones need to be disqualified—saving valuable time and resources. He also shares his thoughts on building a repeatable sales process that works for both seasoned sales pros and new hires alike, and how this process can empower teams to become more self-sufficient and confident in their selling.Walker's no-nonsense style is perfect for anyone looking to eliminate the guesswork from their sales process and take their team's performance to the next level. This is an episode you won't want to miss if you're serious about getting your sales team to perform consistently and profitably.Tune in for a candid conversation about how to transform your sales approach, improve your leadership skills, and—ultimately—close more deals!Get your sales in rhythm with The Sterling Method: https://SterlingSales.coI'm going to be sharing my secrets on all my social channels, but if you want them all at your fingertips, start with my book, Sales for Noobs: https://amzn.to/3tiaxsLSubscribe to our newsletter today: https://bit.ly/3Ned5kL#SalesTraining #B2BSales #SalesExcellence #SalesStrategy #BusinessGrowth #SalesLeadership #SalesSuccess #SalesCoaching #SalesSkills #SalesInnovation #SalesTips #SalesPerformance #SalesTransformation #SalesTeamDevelopment #SalesMotivation #SalesEnablement #SalesGoals #SalesExpertise #SalesInsights #SalesTrends

This week, we sit down with Greg Bennick, a thought leader in sales and human connection, to explore what it takes to excel in today's competitive market. With a mix of real-world stories, actionable strategies, and motivational insights, Greg shares:The Art of Connection: How empathy and authenticity can redefine your sales game.Overcoming Objections with Confidence: Greg's proven methods to navigate and neutralize resistance.Storytelling for Sales Success: Why compelling narratives can close more deals.Mindset Shifts for Lasting Impact: The psychology behind building trust and long-term relationships.Whether you're a seasoned professional or just stepping into the sales world, this episode delivers a roadmap to elevate your performance and cultivate meaningful customer relationships.Learn more: gregbennick.com

In this special episode of Noob School, the tables are turned. Instead of hosting, I'm in the hot seat, with Marty Osborn leading the conversation. We take a deep dive into my journey through the sales world, from my early days as a rookie to where I am now. Marty and I talk about the people, the challenges, and the key moments that have shaped my career over the years. Throughout the episode, we discuss some of the memorable experiences I've had, both the successes and the lessons learned from the missteps along the way. We also talk about the different roles I've played in sales, from being on the front lines to coaching others, and how my approach has evolved over time. It's a relaxed but insightful conversation about what it really takes to succeed in sales and business, and how adaptability and persistence have been key in my own career. Whether you're just starting out in sales or you've been in the game for years, this episode offers a lot of real-world insights and lessons that you can apply. So, if you want to hear more about my sales experiences, the people I've worked with, and the mindset that's helped me grow multiple businesses, this episode is for you. Get your sales in rhythm with The Sterling Method: https://SterlingSales.coI'm going to be sharing my secrets on all my social channels, but if you want them all at your fingertips, start with my book, Sales for Noobs: https://amzn.to/3tiaxsL Subscribe to our newsletter today: https://bit.ly/3Ned5kL #SalesTraining #B2BSales #SalesExcellence #SalesStrategy #BusinessGrowth #SalesLeadership #SalesSuccess #SalesCoaching #SalesSkills #SalesInnovation #SalesTips #SalesPerformance #SalesTransformation #SalesTeamDevelopment #SalesMotivation #SalesEnablement #SalesGoals #SalesExpertise #SalesInsights #SalesTrends

In this episode of Noob School, we sit down with David Peeples, a seasoned entrepreneur who has spent over two decades building a successful business in the airport security and access control industry. David shares his journey from the early days of his career, where he honed his skills and learned the importance of customer relationships, to founding his own company and growing it into a leader in the field. David takes us through some of the key milestones in his career, including landing major clients like the Pentagon and the Port Authority of New York and New Jersey, which includes JFK, LaGuardia, Newark, and Stewart Airports. He discusses the challenges of competing against much larger players in the industry and the strategies that helped him win these high-profile contracts. Throughout the conversation, David emphasizes the importance of building a strong company culture and reputation, which he believes are the foundation for long-term success. He also shares the lessons he's learned about sales, leadership, and the importance of adaptability in a rapidly changing business landscape. As the conversation shifts toward the future, David talks about the evolving sales models, from perpetual licenses to the potential shift toward SaaS, and the impact of tools like AI on communication and business practices. He also reflects on the value of mentorship and how having the right team and partners can make all the difference in achieving your goals. David's story is one of perseverance, strategic thinking, and learning from every experience. Whether you're a young salesperson or an entrepreneur looking for inspiration, this episode is packed with valuable insights and advice that can help you navigate your own career path. Get your sales in rhythm with The Sterling Method: https://SterlingSales.co I'm going to be sharing my secrets on all my social channels, but if you want them all at your fingertips, start with my book, Sales for Noobs: https://amzn.to/3tiaxsL Subscribe to our newsletter today: https://bit.ly/3Ned5kL #SalesTraining #B2BSales #SalesExcellence #SalesStrategy #BusinessGrowth #SalesLeadership #SalesSuccess #SalesCoaching #SalesSkills #SalesInnovation #SalesTips #SalesPerformance #SalesTransformation #SalesTeamDevelopment #SalesMotivation #SalesEnablement #SalesGoals #SalesExpertise #SalesInsights #SalesTrends

Be sure to listen to a special message from John Kaplan on his conversation with Tom Deierlein, a former U.S. Army Major and combat wounded Operation Iraqi Freedom Vet. He's also a Bronze Star and Purple Heart recipient. Support Tom's foundation: https://tdfoundation.org/Force Management is hiring for a Sales Director. Apply here: https://hubs.li/Q02Zb8WG0

This week on Noob School, we're joined by Brandon Chapin, an entrepreneur with a passion for building businesses that stand the test of time. Based in Greenville, SC, Brandon has cultivated a career centered around fitness and retail, founding two successful ventures: CrossFit Reaction, the first CrossFit gym in downtown Greenville, and GVL BZR, a thriving vintage clothing store that's become a local favorite. Brandon's entrepreneurial journey spans over a decade, starting with his hands-on approach to running CrossFit Reaction—where he oversaw daily operations, fitness programming, and helped build a loyal community of athletes. After a successful run in the fitness industry, Brandon pivoted to retail, founding GVL BZR, a business focused on curating and selling high-quality vintage clothing. The shift from fitness to fashion was no small feat, but Brandon's ability to adapt, his deep understanding of operations, and his relentless drive to succeed have made both businesses stand out. In this episode, we explore the challenges and triumphs of Brandon's entrepreneurial journey, from scaling his first gym to launching and growing a unique retail business. If you're looking for inspiration or practical advice on sales, business growth, or transitioning between industries, this conversation is packed with insights that will help you level up your entrepreneurial game. Get your sales in rhythm with The Sterling Method: https://SterlingSales.co I'm going to be sharing my secrets on all my social channels, but if you want them all at your fingertips, start with my book, Sales for Noobs: https://amzn.to/3tiaxsL Subscribe to our newsletter today: https://bit.ly/3Ned5kL #SalesTraining #B2BSales #SalesExcellence #SalesStrategy #BusinessGrowth #SalesLeadership #SalesSuccess #SalesCoaching #SalesSkills #SalesInnovation #SalesTips #SalesPerformance #SalesTransformation #SalesTeamDevelopment #SalesMotivation #SalesEnablement #SalesGoals #SalesExpertise #SalesInsights #SalesTrends

In this episode of the Revenue Builders Podcast, hosts John McMahon and John Kaplan are joined by Tom Deierlein, a West Point graduate, serial entrepreneur, Wounded Warrior, and Angel Investor. Deierlein shares his extraordinary journey from being an Airborne Ranger and Bronze Star recipient to becoming the CEO of Thundercat Technology. He recounts his return to active duty at age 38, being critically wounded in Iraq, and his inspiring recovery at Walter Reed. Focused on the theme of grit, Deierlein discusses the importance of persistence, resilience, and long-term goals in overcoming obstacles, using examples from his life and referencing Angela Duckworth's studies on grit. This episode is a powerful testament to the strength of character and determination needed to achieve greatness despite adversity.ADDITIONAL RESOURCESConnect and learn more about Tom Deierlein:https://www.linkedin.com/in/tomdeierlein/Enjoying the podcast? Sign up to receive new episodes straight to your inbox: https://hubs.li/Q02R10xN0HERE ARE SOME KEY SECTIONS TO CHECK OUT[00:03:53] Tom's Early Career and Sales Background[00:05:59] Transition to PTC and the Dot-Com Era[00:10:22] The Call Back to Military Service[00:16:15] Deployment and Civil Affairs in Iraq[00:20:33] The Sniper Attack and Aftermath[00:30:09] The Body's Healing Process[00:30:35] The Challenge of Standing Up[00:31:46] Facing Dark Days[00:32:01] Defining Grit[00:33:29] The Power of Persistence[00:37:12] Rehabilitation Journey[00:38:45] Discovering Grit[00:42:17] Early Examples of Grit[00:45:05] Ranger School Challenges[00:48:21] Teaching Grit[00:58:15] The Stockwell ParadoxHIGHLIGHT QUOTES[00:53:17] "Excellence is not an act, but a habit."[00:53:46] "Talent will not: nothing is more common than unsuccessful men with talent. Genius will not; unrewarded genius is almost a proverb. Education will not: the world is full of educated derelicts. Persistence and determination alone are omnipotent."[00:59:58] "Confront the facts, have the discipline to acknowledge the harsh realities of your current situation, but maintain faith. Have an unwavering faith that you will prevail no matter how long it takes."

Nathan Parr, a travel advisor from the Travel and Cruise Desk in Oregon, speaks with Alan Fine of Insider Travel Report at the Signature Travel Network's 2024 conference in Las Vegas. Parr discusses winning Signature's sales excellence award and shares his passion for travel in Thailand, emphasizing its broad appeal. Parr explains how Signature's robust resources, including preferred suppliers and AI-powered marketing tools, support his ability to sell Thailand effectively and provide tailored travel options to clients. For more information, visit http://join.sigtn.com. All our Insider Travel Report video interviews are available on our Youtube channel  (youtube.com/insidertravelreport), and as podcasts with the same title on Spotify, Pandora, Stitcher, PlayerFM, Listen Notes, Podchaser, TuneIn + Alexa, Podbean, iHeartRadio, Google,Amazon Music/Audible, Deezer, Podcast Addict, and iTunes Apple Podcasts, which supports Overcast, Pocket Cast, Castro and Castbox.  

In this episode of Tech Sales Insights, Randy Seidl is joined by John Hinshaw, owner of Blackbird Vineyards, and previously an executive at HSBC, HPE, Boeing, and Verizon. The discussion focuses on sales lessons, the importance of relationships and trust in business, and the strategic value of partnerships. John shares anecdotes from his career, insights on sales strategies, and the role of philanthropy in building strong relationships. The episode also highlights John's transition from corporate roles to acquiring and managing a vineyard.KEY TAKEAWAYSBuilding trust and relationships is essential in sales and partnerships. Effective communication and understanding of the customer's business needs are crucial.Collaborating with partners on product development and exploring joint market opportunities can enhance business growth.Philanthropy and doing good together can strengthen business relationships and create positive impacts.Combining technology expertise with business acumen and strong communication skills is key for successful technology leadership.Smaller vendors should consider trials and leveraging venture funds to gain trust and break into larger enterprises.QUOTES"It's totally about trust and relationships.""Technology doesn't matter unless it's got a business outcome.""In every corporation, your ability to balance revenue and costs is super important.""Understanding your customer's business and what drives them makes a huge difference.""Doing good together is an amazing opportunity."Find out more about John Hinshaw through the link/s below:https://www.linkedin.com/in/john-hinshaw-96433b121/This episode is sponsored by SmartSource, the Event Success sponsor of the Sales Community. With over 35 years of experience, SmartSource provides comprehensive IT, AV, and interactive technology solutions to a wide range of industries, from legal and finance to entertainment and events. Their national presence, extensive inventory, and deep expertise in logistics and technical support ensure that businesses can successfully communicate and operate, no matter the challenge.

Discover the secrets to thriving in outside sales as Mike O'Kelly returns to share his transformative journey from building a retail wellness business. Have you ever wondered how small actions like timely call notes could impact your career progression? Learn from Mike's personal stories and experiences, emphasizing the crucial balance between performance and trust. He reveals the blueprint for finishing the year on a high note and setting a solid foundation for future success, highlighting the significance of hiring not just for talent, but for the right attitude and aptitude.Get ready to pump up your sales game with actionable insights on relentless engagement in business. Mike stresses the importance of genuine, proactive communication and maintaining a positive mindset amidst economic challenges. Hear firsthand accounts of last-minute sales triumphs and discover how a supportive team can make all the difference. Plus, exciting news awaits as Mike announces plans to re-engage with social media and launch new resources tailored for sales success. Tune in, get inspired, and let's attack those goals together! Cheers to your success in the dynamic world of outside sales!Support the showTo connect with the show: Subscribe, Download & Share!Would appreciate a 5-Star Rating if deserved on Spotify & Apple Podcasts!!!Connect with Mike:Website: Mike O'KellyMike@survivingoutsidesales.comLinkedIn: Mike O'Kelly | LinkedInIG: Mike O'Kelly - Sales Builder______________________________________________________________________If you are in outside sales and have had any of the following:- New to Outside Sales- New to an industry, new product, new territory - any type of change- Experienced, but have lacked training and business development- Seasoned but feel like you have hit your ceiling and need a rebootIf any of those descriptions sound like you or someone you know,Check out the blueprint at MikeOKelly.com/salesbuilderblueprint.________________________________________________________________________Want to start a side hustle? Make an extra $2-$10K/monthJoin my team selling coffee & wine HERE.________________________________________________________________________Where are...

In this episode of Building Globally: Lessons in Enterprise Product Growth, host Adam Stead is joined by Nader Balata, Director of Product Management at Equinix and former Director of Product Management at Salesforce. They discuss the key differences between B2C and enterprise B2B product management, focusing on security, reliability, and the complexities of enterprise sales cycles.

In this episode of Tech Sales Insights, Randy Seidl is joined by Greg Brown, chairman and CEO of Motorola Solutions, to discuss his transformative leadership journey with host Randy. Greg shares his approach to decision-making, mentorship, and the critical role of clear communication. Reflecting on Motorola's significant growth through over 40 acquisitions and a 1400% increase in shareholder returns, he underscores the importance of customer engagement and listening over telling in sales. The episode also explores effective team dynamics, a meritocratic management approach, and the value of diverse perspectives. With insights on navigating Quarterly Business Reviews (QBRs), sales leadership, and genuine communication, Greg emphasizes resilience, adaptability, and the importance of continuous learning and authenticity in leadership. The discussion includes personal anecdotes, lessons from industry leaders, and the significance of integrating knowledge with wisdom for successful decision-making.KEY TAKEAWAYSTransformational Leadership: Under Greg's tenure, Motorola has made significant transformations including over 40 acquisitions and a 1400% total shareholder return.Sales and Customer Engagement: Emphasis on real, unfiltered feedback from customers and the importance of CEOs engaging directly with sales calls.Decision-Making Philosophy: Effective managers should listen and make data-driven decisions but also rely on gut feelings when necessary.Team Dynamics: Encourages a culture of candid feedback, adaptability, and resilience; mentorship and nurturing talent within the team are crucial.Leadership Style: Combining knowledge and wisdom, balancing fact and intuition, and continuously learning and challenging conventional thinking.Values and Culture: Family-oriented, values-driven leadership with a focus on integrity, energy, and positivity.Lessons from Experience: Reflecting on mistakes made early in his career, Greg highlights the importance of transparency, communication, and appreciating company culture.QUOTES- "Wisdom is experience." - Greg Brown- "Don't read the label. You'll never have it." - Greg Brown- "At the end of the day, there's always an intuition." - Randy Seidl- "It doesn't matter where we're from. It matters where we're going." - Greg Brown- "When you're the senior person in the room, speak less, speak last." - Greg Brown - "You learn by your mistakes." - Greg Brown- "It's not the cards you're dealt. It's how you play the hand." - Greg Brown- "People say Oh, you're a very good communicator. You're good on your feet. That has nothing to do with it." - Greg BrownFind out more about Greg Brown through the links below:https://www.motorolasolutions.com/newsroom/leadership/greg-brown.htmlThis episode is sponsored by Sandler. Sandler is a world leader in innovative sales, leadership, and management training. For more than 50 years, Sandler has taught its distinctive, non-traditional selling system and highly effective sales training methodology, which has helped salespeople and sales managers take charge of the process.

Today on Noob School, we're joined by Shay Houser, a remarkable entrepreneur whose journey is a testament to resilience and innovation. We delve into Shay's early days, exploring how his passion and drive propelled him into the business world. He shares candid insights about a devastating loss that could have derailed his career, but instead became a catalyst for growth and renewal. Shay's tenure at YouTurn Health is a significant highlight, where his dedication transformed the company and made a lasting impact on countless lives affected by addiction and substance use disorder. He discusses the profound lessons learned during this time and how YouTurn Health not only shaped his professional path but also enriched his personal journey. Now, Shay is channeling his experience into his latest venture, Founderville, based in Greenville, SC. This innovative initiative adopts a hyper-local, hands-on approach to support entrepreneurs. Shay explains how Founderville is designed to cultivate connections among leaders and innovators, fostering creativity and collaboration in a face-to-face environment. Rather than being just another accelerator or venture studio, Founderville embodies a community-centric ethos that empowers entrepreneurs to thrive. Join us for an inspiring conversation that underscores the power of resilience, community, and the relentless pursuit of success. Get your sales in rhythm with The Sterling Method: https://SterlingSales.co I'm going to be sharing my secrets on all my social channels, but if you want them all at your fingertips, start with my book, Sales for Noobs: https://amzn.to/3tiaxsL Subscribe to our newsletter today: https://bit.ly/3Ned5kL #SalesTraining #B2BSales #SalesExcellence #SalesStrategy #BusinessGrowth #SalesLeadership #SalesSuccess #SalesCoaching #SalesSkills #SalesInnovation #SalesTips #SalesPerformance #SalesTransformation #SalesTeamDevelopment #SalesMotivation #SalesEnablement #SalesGoals #SalesExpertise #SalesInsights #SalesTrends

In this recap episode, Amber shares highlights about the common mistakes financial advisors make, the importance of sales in their roles, and effective communication strategies. Monday's episode featured Matt Delzingaro, host of Coffee with Delzi and a wholesaler with Brighthouse Financial, who shed light on common mistakes advisors make in their practices. Delzingaro emphasized the importance of leveraging wholesaler relationships, proper meeting preparation, and implementing intentional daily routines.  Thursday's episode took a deep dive into the world of sales with Jamie, who challenged listeners to recognize that everyone in the financial industry is essentially in sales. She stressed the critical importance of maintaining integrity in every interaction and focusing on the human aspect of each account. The episode highlighted the significance of building genuine connections with clients and the impact of these skills on closing prospects and retaining clients. Resources in today's episode: - Episode Website - From Good to Great: Challenging the Status Quo in Financial Advising with Guest Matthew Delzingaro [Episode 277] - The Art of Selling- Mastering Communication for Sales Success for People in Finance

In this episode of Noob School, we sit down with Max Stewart, the newly appointed CEO of the Greenville Area Development Corporation (GADC), to explore his journey from central Florida to the thriving business landscape of Greenville, South Carolina. Max discusses his transition to leading GADC, a key organization in promoting economic development and attracting businesses to the area. He dives into the importance of understanding and integrating with the local culture and why Greenville is a prime location for major corporations like Michelin and BMW. Tune in for insights on economic growth, leadership, and what makes the Upstate region a magnet for global industry. Get your sales in rhythm with The Sterling Method: https://SterlingSales.co I'm going to be sharing my secrets on all my social channels, but if you want them all at your fingertips, start with my book, Sales for Noobs: https://amzn.to/3tiaxsL Subscribe to our newsletter today: https://bit.ly/3Ned5kL #SalesTraining #B2BSales #SalesExcellence #SalesStrategy #BusinessGrowth #SalesLeadership #SalesSuccess #SalesCoaching #SalesSkills #SalesInnovation #SalesTips #SalesPerformance #SalesTransformation #SalesTeamDevelopment #SalesMotivation #SalesEnablement #SalesGoals #SalesExpertise #SalesInsights #SalesTrends

Unlock the secrets to unparalleled leadership and sales success in our dynamic episode featuring Woody, whose remarkable career journey spans from managing Chick-fil-A stores to becoming a top performer in door-to-door roofing sales with Mighty Dog Roofing. Woody's story is one of transformation and resilience, as he shares how he launched the Scooters coffee chain and later pivoted to roofing sales, where a serendipitous meeting with Joe led him to collaborate with Knowledge Gap and Shed Geek. Through Woody's experiences, we unravel the essence of leadership and the indispensable value of treating individuals with respect across various industries.Ready to overcome business plateaus and accelerate your growth? Discover the concept of the Knowledge Gap and learn how the Knowledge Gap team crafts customized solutions to keep your sales pipeline thriving. We'll break down the nuances between coaching and consulting, offering insights from over 65 unique business cases. With actionable strategies to unlock potential opportunities and maintain constant growth, this episode provides you with the tools to elevate your business's health and success.Team unity and empowerment take center stage as Woody introduces the GLUE acronym, highlighting methods to keep teams motivated and aligned towards common goals. Drawing from real-life service industry examples, Woody underscores the importance of fostering ownership and buy-in at all levels. As we explore faith, gratitude, and a positive mindset, you'll find practical advice on creating a supportive work environment and making impactful decisions. Join us for an episode packed with inspiration, heartfelt conversations, and actionable advice to fuel your personal and professional growth.For more information or to know more about the Shed Geek Podcast visit us at our website.Follow us on Twitter, Instagram, Facebook, or YouTube at the handle @shedgeekpodcast.To be a guest on the Shed Geek Podcast visit our website and fill out the "Contact Us" form.To suggest show topics or ask questions you want answered email us at info@shedgeek.com.This episodes Sponsors:Studio Sponsor: Union Grove LumberLuxGuardMy Shed SolutionsShed HubDigital Shed BuilderiFAB

In this captivating episode of the Millionaire Car Salesman Podcast, hosts LA Williams and Sean V. Bradley sit down with sales superstar Nathan Hancock to uncover an awe-inspiring journey of determination and success! Nathan reveals how he defied the odds, conquering significant physical challenges to rise to the top in the competitive automotive sales industry. This episode is brimming with motivational insights and actionable strategies, making it a must-listen for anyone in sales or anyone who's facing their own battles. From living with a rare muscular congenital disorder to becoming a top-performing car salesman, Nathan's story is inspiring—it's a powerful testament to the strength of the human spirit! Tune in to discover the secrets behind Nathan's incredible resilience and success!   Key Takeaways Mindset is Critical: Maintaining a positive and proactive mindset is crucial in overcoming both personal and professional challenges. Celebrate Small Wins: Recognizing and celebrating small milestones can provide the motivation needed to achieve larger goals. Health Matters: Physical and mental health are foundational to sustaining success in high-pressure environments. Be Authentic: Leveraging personal stories and being genuine can help in building strong rapport with clients. Support Systems: Surrounding oneself with supportive and positive people can significantly enhance one's professional journey.   About Nathan Hancock  Nathan Hancock is a highly effective and inspirational sales consultant at Jim Tidwell Ford with a remarkable journey of resilience and success. Despite being a double amputee with a rare condition called arthrogryposis, Nathan has achieved outstanding feats in the automotive industry, selling up to 26 cars a month and earning over $130,000 annually! His unique perspective and determination make him a standout figure in car sales, illustrating that physical limitations need not hinder professional excellence! "My mindset plays or has played the most vital role in my success." – Nathan Hancock   Resources: Podium: Discover how Podium's innovative AI technology can unlock unparalleled efficiency and drive your dealership's sales to new heights. Visit www.podium.com/mcs to learn more! Dealer Synergy & Bradley On Demand: The automotive industry's #1 training, tracking, testing, and certification platform and consulting & accountability firm. The Millionaire Car Salesman Facebook Group: Join the #1 Mastermind Group in the Automotive Industry! With over 28,000 members, gain access to successful automotive mentors & managers, the best industry practices, & collaborate with automotive professionals from around the WORLD! 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: Podium: Elevating Dealership Excellence with Intelligent Customer Engagement Solutions. Unlock unparalleled efficiency and drive sales with Podium's innovative AI technology, featured proudly on the Millionaire Car Salesman Podcast. Dealer Synergy: The #1 Automotive Sales Training, Consulting, and Accountability Firm in the industry! With over two decades of experience in building Internet Departments and BDCs, we have developed the most effective automotive Internet Sales, BDC, and CRM solutions. Our expertise in creating phone scripts, rebuttals, CRM action plans, strategies, and templates ensures that your dealership's tools and personnel reach their full potential. Bradley On Demand: The automotive sales industry's top Interactive Training, Tracking, Testing, and Certification Platform. Featuring LIVE Classes and over 9,000 training modules, our platform equips your dealership with everything needed to sell more cars, more often, and more profitably!   Unlocking Success: Lessons from Overcoming Adversity in Car Sales Three Key Takeaways: Mindset is Key: Both Sean V. Bradley and Nathan Hancock emphasize the power of a positive mindset and tenacity in overcoming personal and professional challenges. Celebrate Milestones: Recognizing and celebrating small victories can be a motivational force, catalyzing continued success and growth. Physical and Mental Health: Advocated the importance of maintaining overall well-being as an essential component for achieving peak performance in any role. The Power of an Unwavering Mindset Success in the automotive sales industry hinges on more than just sales tactics and techniques. It's about mental resilience and an unwavering belief in one's own worth and abilities. Nathan Hancock, an inspiring figure in the industry, eloquently articulates this in the Millionaire Car Salesman podcast. Nathan, a double amputee living with a rare condition called arthrogryposis, shares his journey of overcoming adversity. Nathan's approach to breaking the cycle of negativity is profound. He explains, "My mindset plays the most vital role in my success. I've learned to stop with the negative self-talk because it's just projected anxiety. You have to be positive and proactive about your approach to life." This deliberate mental conditioning allows Nathan to turn potential barriers into opportunities, showcasing that an indomitable spirit can defy the odds. Nathan's success reflects principles from Stephen Covey's "7 Habits of Highly Effective People," particularly the first habit: Be Proactive. Sean V. Bradley notes, “Effective people understand the difference between circle of concern and circle of influence. They spend more time on what they can control – their thoughts, actions, and behaviors."   Embracing Small Victories as Catalysts for Growth Every step towards success should be acknowledged and celebrated, no matter how small. Both Bradley and Hancock stress the importance of recognizing milestones and making achievements a communal celebration. This theme resonates deeply throughout their discussion. Nathan mentions, "You have to celebrate those tiny steps enough. Today, I made 30 calls. If you didn't sell a car, celebrate the fact that you got out of your box to make those calls." This principle isn't about lowering standards but about cultivating an environment where progress, irrespective of its scale, is recognized and appreciated. This philosophy extends to management and ownership within the dealership. "Can you imagine if a 10-car salesperson hits 14 cars and nobody cares?" asks Sean Bradley. "It is so demoralizing and anticlimactic.” Creating a culture that acknowledges incremental progress breeds confidence and motivates further achievement.   Investing in Physical and Mental Health The wellbeing of salespeople, both physical and mental, is another critical component highlighted in the podcast. Proper nutrition, hydration, and self-care are not just requisite for personal health but are fundamental to professional performance. Nathan discusses how his mother, a certified nutritionist, taught him the balance of physical health. "Physical health is half the battle of a mental mindset," Nathan explains. "You should celebrate the fact that you tried, even if the results don't pan out right now, because you're not going to go from a 10-car to a 30-car salesperson necessarily overnight." This sentiment is mirrored in the broader business context. Sean V. Bradley emphasizes, "If your employees are unhappy because they're having problems at home or other personal issues, you're withdrawing from the emotional bank account. You'll never get peak performance." LA Williams emphasizes gratitude as a tool to combat negativity and maintain a positive outlook. He asserts, "Gratitude and negativity cannot exist in the same space. Practice gratitude and watch how your perspective changes." Maintaining a holistic view of health – physical, mental, and emotional – is essential for sustainable success. The takeaways from this episode of the Millionaire Car Salesman podcast are profound and actionable. By embracing a resilient mindset, celebrating incremental milestones, and maintaining overall health, sales professionals can navigate obstacles and achieve peak performance. These lessons transcend the automotive industry and can be applied to any professional domain, demonstrating that true success is built on a foundation of personal empowerment and proactive ambition. Nathan Hancock's story, coupled with the insights from Sean V. Bradley and LA Williams, offers a compass for both novice and seasoned professionals aiming to excel amidst adversity. The integration of mindset, recognition, and holistic health sets the stage for transformative success.  

Unlocking Sales Success: Key Traits of Ross Perot That Every Sales Professional Should Embrace Welcome to The Closers Inner Circle Podcast with hosts Ben Gay III and Denise Griffitts. Today, we delve into the remarkable life of Ross Perot, a figure who is likely to be remembered as one of the greatest salespeople in history. With a fortune that once placed him among the wealthiest individuals in America, Perot was not just a successful businessman; he was a trailblazer in the world of sales and entrepreneurship. Starting his career as a superstar salesperson at IBM, Perot showcased his exceptional talent by becoming the top sales representative at the company. He then founded Electronic Data Systems, where he revolutionized the data processing industry. His innovative approach and relentless drive paved the way for significant advancements in business practices across the globe. In Perot's Secret from The Closers Pt 2, Ben Gay III delves into the question of what makes one person as successful as Ross Perot (1930-2019) while another person with seemingly equal or greater talent does little by comparison. Ross Perot attributed his success to several key traits and principles that he consistently applied throughout his life and career. Please open up your book to page 97. Join us as we explore the lessons from Perot's extraordinary journey and uncover the secrets behind his legendary success in sales and business. Find us on the web: Denise Griffitts LinkedIn | Ben Gay III LinkedIn | The Closers Books