Podcasts about sales leaders

Today, I had the privilege of having Tracey Newell on as a guest. We chatted about more women making their way to the top, no matter what the level means to you. Listen in to be inspired and challenged to reach your next level.Here's more about Tracey:Tracey Newell is the former president of Informatica, where she also served as a member of the company's board of directors for two years prior to being asked to join the management team. Prior to joining Informatica, Newell served as executive vice president of global field operations at Proofpoint, where she led sales through a five-year period of hypergrowth. Recognized as a Top 100 Sales Leader by The Modern Sale, Newell led Proofpoint's go-to-market team to become a top five leader in the cybersecurity market. Newell has also served as executive vice president of global sales at Polycom and held sales leadership positions at Juniper Networks, Webex, and Cisco Systems.Newell currently serves in the non-profit organization Impact 100, and is also a member of the board of advisors for the University of California, Santa Barbara's economics department. In addition to Druva, Newell serves on the board of directors of DataRobot, Highspot, Sailpoint, and Sumo Logic. Before we begin, if the Brave Women at Work Podcast has helped you personally or professionally, please share it with a friend, colleague, or family member. And your ratings and reviews help the show continue to gain traction and grow. Thank you again!Also, a Brave Women at Work Affirmation Deck is available in time for the holidays! It is a 54-card deck that is a beautiful compilation of advice and hard-won wisdom from podcast guests, Brave Women at Work Podcast guests, authors in the anthology series, and community members! You can grab a copy of the deck for $19.99 plus $10 shipping. To purchase your deck, visit Brave Women at Work and click on Resources. From there, you will see the Affirmation Cards page. I hope you enjoy them!

In this episode of Mostly Growth, CJ Gustafson and Kyle Poyar dig into what it means to be useful rather than just right at work, exploring how communication, empathy, and impact matter more than technical precision as careers mature. They share candid lessons from their own paths—CJ's focus on making others look good to earn promotions and Kyle's evolution into a domain expert through public writing—before unpacking what separates good from great VPs of Sales with insights from Pavilion founder Sam Jacobs. The conversation then shifts to OpenAI's “too big to fail” claims, the economic ripple effects of AI infrastructure spending, and how finance leaders can stay grounded in reality. Rounding out the episode, the hosts preview their latest research—CJ's “Agentic Finance” report on AI in the finance stack and Kyle's 2025 SaaS Benchmarks—and close with lighthearted banter about founder age stats, home maintenance mishaps, and the price of professional Christmas lights—LINKS:Mostly Metrics: https://www.mostlymetrics.comCJ on LinkedIn: https://www.linkedin.com/in/cj-gustafson-13140948/Growth Unhinged: https://www.growthunhinged.com/Kyle on LinkedIn: https://www.linkedin.com/in/kyle-poyar/Slacker Stuff: https://www.slackerstuff.com/Ben on LinkedIn: https://www.linkedin.com/in/slackerstuff/https://sarahcharlton.substack.com/p/from-being-right-to-being-usefulhttps://www.highalpha.com/saas-benchmarkshttps://www.mostlymetrics.com/p/presenting-the-state-of-the-agentic-financial-stackhttps://www.mostlymetrics.com/p/finance-in-2030https://worksinprogress.co/issue/the-algorithm-will-see-you-now/https://www.theinformation.com/briefings/openai-ceo-sam-altman-forecasts-20-billion-annualized-revenue-yearhttps://www.growthunhinged.com/p/your-pricing-is-broken—RELATED EPISODES:When the marketing math doesn't math | with Emily Kramerhttps://youtu.be/sSuoV_YSrlwGetting fired 4 times made me a founder | Sam Jacobs of Pavilionhttps://youtu.be/8X-JVOF-1A0How To Win at Early Stage Sales With the Guy Who Helped Take Snyk From $0 to $100M+https://youtu.be/VKrZCte8fyM996 Culture, Exploding AI Bills & SaaS Chaoshttps://youtu.be/qhrxDL0gsRo—TIMESTAMPS:00:00:00 Preview and Intro00:02:18 Sponsors – Pulley and Metronome00:05:09 Flight Cancellation and Airport Chaos00:07:58 Being Right vs. Being Useful00:11:17 Getting Promoted Early by Making Others Look Good00:15:25 What Separates a Good VP of Sales from a Great One00:18:24 Sales Leaders as Capital Allocators00:21:14 The Organizational Tax of Sales Support00:22:33 Is OpenAI Too Big to Fail?00:25:31 AI Investments, Alternatives, and Market Impact00:27:50 Bailouts and Economic Reality00:28:20 Agentic Finance and the AI-Driven Finance Stack00:31:43 SaaS Benchmarks Report 2025 Overview00:33:59 Growth Rates by ARR Tier and Scale00:35:40 AI's Impact on Engineering Teams00:37:45 Age and Startup Success00:39:42 Building Durable Businesses Over Time00:41:25 Something You Tried This Week – HVAC Cleaning00:43:19 Outsourcing Holiday Cheer – Professional Light Installation00:47:08 Credits – Mostly Growth Closing Remarks—SPONSORS:Pulley is the cap table management platform built for CFOs and finance leaders who need reliable, audit-ready data and intuitive workflows, without the hidden fees or unreliable support. Switch in as little as 5 days and get 25% off your first year: https://pulley.com/mostlymetricsMetronome is real-time billing built for modern software companies. Metronome turns raw usage events into accurate invoices, gives customers bills they actually understand, and keeps finance, product, and engineering perfectly in sync. That's why category-defining companies like OpenAI and Anthropic trust Metronome to power usage-based pricing and enterprise contracts at scale. Focus on your product — not your billing. Learn more and get started at https://www.metronome.com—#MostlyGrowthPodcast #StartupFinance #AIPodcast #SaaSLeadership #GoToMarket This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit cjgustafson.substack.com

In this episode, Jim Effner, top sales leader and renowned author and coach, discusses mindsets for success in sales & life.Learn how Jim can help you take your sales to the next level: https://jimeffner.com/

Han participado: Elena Villalba, directora general en Iberia y Latam de Mirabaud Asset Management; Lorena Martínez-Olivares, responsable de Distribución de ETFs en España de JP Morgan AM; Romualdo Trancho, Sales Leader de Investments Solutions & OCIO Services de Mercer España; Sara Mena, Head of Delivery and Solution Consulting Iberia en FNZ; Michel Escalera, CEO de Palatine Asset Management; Grégory Torrents, Investment Director de ClubFunding; Silvia Senra, Member of the Asset Managers team for BlackRock in Iberia; y Ángel Agudo, responsable de Producto y Consejero de Clarity AI.

Are you struggling to retain top sales talent because your team members can't find meaning in their work? The secret isn't just about hitting revenue targets—it's about building a purpose-driven organization that attracts exceptional people and creates lasting value.      In this episode, I sit down with Enrique Alvarez, co-founder and managing director of Vector Global Logistics, to explore how purpose and profit can coexist in high-performance sales organizations. Enrique shares his unique approach to building a global sales team that operates on three core pillars, including their groundbreaking Results-Only Work Environment and complete transparency policy. From Transactional to Transformational Vector Global Logistics has cracked the code on shifting from short-term transactional relationships to long-term transformational partnerships. Enrique reveals their comprehensive hiring process, including how they identify candidates who can build authentic relationships rather than just close deals quickly. You'll discover their unconventional approach to transparency, including sharing everyone's salaries, company financials, and decision-making processes with the entire team. This radical openness creates trust and empowers sales professionals to make better decisions for both customers and the company. AI Integration with Human Connection We explore how Vector Global Logistics leverages AI tools while maintaining the human touch that drives real relationships. Enrique shares practical examples of using AI for customs entries, tracking shipments, and market analysis—all while ensuring their sales team focuses on what AI can't do: building genuine personal connections. The conversation covers the critical balance between automation and personalization, and why rushing to implement AI without human oversight can damage the very relationships that drive long-term success. Building Global Sales Teams With team members across China, Vietnam, India, Mexico, Chile, Peru, Ukraine, and beyond, Enrique provides insights into managing a truly global sales organization. He shares their panel interview process, the importance of cultural fit, and why they prioritize entrepreneurs over traditional salespeople. Here's what you can expect to gain from this episode: •    A framework for attracting top talent through purpose-driven company culture •    Strategies for building transformational client relationships instead of transactional ones   •    Practical approaches to integrating AI while maintaining authentic human connections •    Methods for creating transparency that builds trust and improves performance •    Insights into managing and scaling global sales teams effectively Whether you're a sales leader looking to reduce turnover, a business owner wanting to build a more meaningful organization, or a sales professional seeking to create deeper client relationships, this conversation provides actionable strategies for long-term success. Key Moments of This Episode 00:00:49 - Introduction to Purpose-Driven Sales Leadership Mario introduces Enrique Alvarez, Managing Director of Vector Global Logistics, to discuss how purpose and profit can coexist in high-performance sales organizations and the importance of building meaningful sales cultures. 00:02:00 - Vector Global Logistics: A Purpose-Driven Company Overview Enrique shares his background as co-founder of Vector Global Logistics, explaining their unique resource-based logistics model built on three pillars and their global presence across multiple countries. 00:05:29 - Personal Insights: Soccer Dreams and Professional Journey Enrique reveals his passion for soccer and dream of making a national team, providing personal context about his drive and competitive nature that translates into business leadership. 00:15:27 - Hiring Excellence: Finding and Retaining Great Sales Talent Discussion on comprehensive recruiting processes, cultural fit assessment, and the importance of transparency in hiring decisions. Emphasis on word-of-mouth referrals and quick decision-making for underperformers. 00:24:12 - Virtual Hiring Strategies and Results-Only Work Environment Enrique describes Vector's Results-Only Work Environment culture, focusing on performance over presence, and their approach to hiring self-driven entrepreneurs for global sales roles. 00:28:34 - From Transactional to Transformational Client Relationships Exploration of shifting sales approaches from short-term transactions to long-term strategic partnerships, emphasizing the importance of leadership alignment and transparency in building trust. 00:30:58 - Radical Transparency: Open Book Management Philosophy Enrique explains Vector's 100% open policy where all employees know everyone's salaries, company finances, and business metrics, fostering trust and better decision-making across the organization. 00:34:03 - AI Integration While Maintaining Human Connection Discussion on leveraging AI tools for logistics operations while preserving authentic relationships. Emphasis on AI as a tool for efficiency without replacing human relationship-building capabilities. 00:39:44 - Human-Assisted AI: The Future of Sales Technology Mario and Enrique explore the concept of "human in the loop" AI implementation, ensuring technology enhances rather than replaces human judgment and relationship development. 00:42:18 - Beyond Process and Playbooks: Adaptive Sales Strategies Conversation about moving from rigid standardized processes to flexible, personalized approaches that adapt to individual client needs while maintaining core principles and long-term thinking. 00:45:40 - Long-Term Value Creation and Relationship Building Discussion on the importance of patience in sales, focusing on 5-20 year strategic planning rather than short-term gains, using real-world examples of relationship investment. 00:49:57 - B Corporation Certification: Balancing Stakeholder Value Enrique explains Vector's B Corp certification, emphasizing how purpose-driven companies maximize stakeholder value over shareholder value, creating sustainable competitive advantages in modern markets. About Enrique Alvarez Enrique Alvarez believes everyone has a personal responsibility to change the world. He has consciously chosen a hardworking, relationship-minded, and proactive approach to do his part.  Enrique is a Managing Director at Vector Global Logistics, which is dedicated to changing the world through supply chain operations. He is proud to attribute Vector's success and growing social impact to its results-based culture, passionate teams, and its desire to develop real partnerships with clients. Before co-founding Vector, Enrique focused on re-imaging and optimizing operations, sales, and supply chain processes with the Boston Consulting Group. Prior to joining BCG, he led various sales, logistics, and supply chain functions for Grupo Vitro, a global glass manufacturer headquartered in Mexico. Enrique holds an MBA from The Wharton School of Business and a BS in Mechanical Engineering from Monterrey Tech (Instituto Technólogico y de Estudios Superiores de Monterrey) in Mexico. Enrique's passions are soccer and the ocean. He also enjoys traveling, getting to know new people, and spending time with his wife and two kids, Emma and Enrique. Additionally, Enrique sits on the board of Coaniquem, a non-profit that provides free and specialized treatment for children throughout Latin America who have suffered severe burns. Follow Us On: ·         LinkedIn ·         Twitter ·         YouTube Channel ·         Instagram ·         Facebook Learn More About FlyMSG Features Like: ·         LinkedIn Auto Comment Generator ·         AI Social Media Post Generator ·         Auto Text Expander ·         AI Grammar Checker ·         AI Sales Roleplay and Coaching ·         Paragraph Rewrite with AI ·         Sales Prospecting Training for Individuals ·         FlyMSG Enterprise Sales Prospecting Training Program Install FlyMSG for Free: ·         As a Chrome Extension ·         As an Edge Extension  

Send us a textAre you managing your business or truly leading it? This week on "The Selling Podcast," Mike and Scott welcome strategic expert Jim Hanlon to discuss a powerful, often overlooked truth: the best CEOs are often the best CE-'NO's.Jim breaks down the mindset required to run your business with laser-like focus. He explains that great leadership often requires the courage to say "no" to distractions and opportunities that, while tempting, don't align with your core mission.The central lesson is clear: look critically at what is making money and what is not. Jim argues that if an activity, product, or service isn't generating revenue, you must have the discipline to stop it. We discuss how to strategically analyze your offerings and ensure everything you do aligns perfectly with your existing strengths and goals.Tune in to learn how to stay focused, remain true to your vision, and adopt the strategic discipline of a CE-'NO' to maximize profitability and drive genuine business growth.Support the showScott SchlofmanMike Williams - Cell 801-635-7773 #sales #podcast #customerfirst #relationships #success #pipeline #funnel #sales success #selling #salescoach

In this episode of the Building Bigger Lives podcast, Kathryn and Michael discuss the qualities of strong sales leaders. They focus on exploring qualities that distinguish effective sales leaders and professionals, emphasizing the importance of connecting features and benefits to customer outcomes while highlighting the role of emotional engagement and strategic thinking. The discussion covers how great salespeople demonstrate genuine care and confidence through insightful questioning and bold statements, while also examining the evolving impact of AI technologies on sales practices and strategies. The conversation concludes with insights on maintaining a positive mindset in sales, emphasizing the importance of continuous learning and adaptation in the face of technological changes and evolving sales landscapes. Building Bigger Lives Podcast https://www.instagram.com/buildingbiggerlives Contact Coach Michael Regan- www.facebook.com/CoachMichaelRegan www.instagram.com/coachmichaelregan/ www.linkedin.com/in/mregan/ Contact Kathryn Pedersen- http://www.instagram.com/steamboatmortgage

This time of year is critical. As sales leaders map out their budgets for the new year, the conversation always centers on a core conflict: How to cut expenses and, simultaneously, motivate teams to hit larger quotas. What's the first line item to feel the squeeze? Training and development. It is often incorrectly labeled a 'want' and not a 'need.' We hear leaders say, "It can wait until next quarter," or, "Once we stabilize revenue, we'll invest in the team."  This short-sighted thinking doesn't save money. Instead, it's costing organizations a significant, quantifiable amount of revenue and talent. When professional development is treated like a luxury, we undermine the foundational ability of our teams to perform consistently at a high level. Training is the Foundational Requirement for Peak Performance Sales leaders should consider peak performance in any high-stakes environment. In the military, or in elite professional sports, ongoing training is not a choice—it is a non-negotiable, daily priority.  So why is it that, in Sales, we view continuous development as optional or too expensive? The simple truth is that lack of training is the most expensive mistake you can make. Think about the rate of technological change. Most of us have upgraded our cell phones in the last three to five years because the old ones simply couldn't keep up.  The same principle applies to your sales team's skill set. If your representatives are still relying on techniques learned 5, 10, or 15 years ago, then they are operating at a competitive disadvantage. They will be outmaneuvered and outperformed by competitors who are strategically investing in modern sales frameworks every time. Henry Ford's famous quote still holds true: "The only thing worse than training employees and losing them is to not train them and keep them." If you believe training is expensive, you must take a moment to calculate the monumental loss of reps consistently missing their quotas. The True Cost of Inconsistency and Turnover Look at the numbers. Assume three of your representatives are consistently missing quota by just 20%. That deficit is lost revenue—but it also represents wasted leads, missed opportunities, and the corrosive ripple effect of deals that never even make it into your pipeline. The amount of potential revenue lost due to underperformance is often far greater than the entire annual budget you would allocate to comprehensive sales training. Action Plan for Sales Leaders & Managers To reverse this loss, you must treat coaching as a continuous operational requirement, not a perk. Calculate the 'Cost of Inaction' to Justify Budget: Reframe thinking of training as an expense and start focusing on the cost of the status quo. Calculate the annualized revenue loss from your bottom 20% of underperforming reps (e.g., missed quota * average deal size). Use that concrete number to justify and secure a budget for development, proving that not training is your biggest liability. Implement a Continuous Coaching Framework: Don't rely on annual training events. Transform your managers into daily coaches by mandating 30 minutes of structured, one-on-one coaching per week focused on skill development. This reinforcement is what locks in new behaviors and prevents the initial energy gained in training from fading. The Hidden Expense of Disengagement Talent turnover is another critical cost of lack of training that is often overlooked. A representative who feels unsupported, or who consistently misses quota because they don't have the necessary tools and coaching, is highly likely to seek opportunities elsewhere.  The cost of recruiting, onboarding, and ramping a replacement—which includes the loss of established customer relationships and the disruption to team morale—significantly outweighs the expense of proactive investment. How to Take a Struggling Rep From Liability to Asset

Con Ruth Martín, Manager de Relación con Inversores de Crescenta y Romualdo Trancho, Sales Leader de Investment Solutions & OCIO de Mercer Wealth España, analizamos el primer lanzamiento de Secundarios de Crescenta en colaboración con Mercer y como complementa la empresa las estrategias buyouts, growth, real assets y secundarios. “La función de Crescenta es democratizar la inversión en Private Equity”, asegura la invitada. Añade además que desde hace meses “empezaron a lanzar sus primeras estrategias en Private Equity, como los buyouts, que se centran en compañías de más de 500 millones de valoración”. La estrategia growth, según ella, “va enfocada en compañías más tecnológicas”. ¿Qué supone para la compañía el lanzamiento de Secundarios? “Para nosotros es un hito pero por una cuestión de complementar un portfolio de Private Equity que tenga sentido para un inversor”, asegura la Manager de Relación con Inversores de Crescenta. ¿Cuál es el objetivo de la compañía? Ruth Martín señala que “desde el nacimiento de la compañía lo que han intentado es dar producto de calidad para que un cliente pueda tener esa cartera diversificada”. Para ella “con el lanzamiento de Secundarios complementan esa rueda, sacar las cuatro estrategias de inversión para dar ese valor añadido al cliente”. ¿Por qué Mercer se alía ahora con Crescenta y cuál es el valor que puede aportar la compañía? “Desde Mercer vemos el matrimonio que hemos alcanzado con Crescenta como una relación a largo plazo”, afirma Romualdo Trancho. Sobre ese valor añadido que puede aportar la empresa, el invitado asegura “ponen el conocimiento, ponen a disposición de Crescenta toda su plataforma global de inversiones, donde tienen unos activos bajo asesoramiento de unos 150.000 millones de dólares”. Además señala que “desde Mercer ofrecen ideas de inversión, acceso a buenos gestores, donde su equipo de inversión consideran que son los más adecuados”.

Orchestration is where AI work meets reality. If it fails, everything slows.I caught up with Luke Lipan, Sales Leader for North America at Kestra, to get the view from the field.Here's the signal:Execs start with risk and reliability. Is it visible. Is it repeatable.Teams love open source to move fast. Scale, support, and ownership tip them to enterprise.Security and governance are not add-ons. They decide the deal.Success is measured in fewer incidents, faster cycles, and cleaner handoffs. Cost is a result, not the target.Consolidation is happening. One platform beats a patchwork when the stakes rise.If you are at Big Data London, meet the Kestra team at Booth N48.#data #ai #bigdataldn2025 #kestra #theravitshow

Today on Home Business Profits with Ray Higdon, we dive into the top four reasons why sales leaders fail and how to avoid them. Ray shares insightful lessons from his own experiences that account for 80% of the issues faced by sales leaders. Discover the importance of staying in action, continuous growth, prioritizing production over control, and stepping out of the limelight. Tune in now! ——

Guest: Tom Dee Guest Bio: Tom began his sales management career over eight years ago, and he is passionate about turning underperforming teams into high-performing, revenue-generating ones. Tom loves using tools like AI-driven sales insights to stay sharp and ahead of the game. His approach to leadership is all about mentorship, making smart decisions, and keeping the focus on the customer, building relationships that last. Key Points: Career Journey Started in sales by accident. Studied TV and radio production at the University of Dayton, but couldn't find work in that field. While waiting tables, he met the president of a copier company who was impressed by his "sales pitch" and hired him. Learned cold calling and sales fundamentals in copier sales. Connected through the Chamber of Commerce to Ryden, where he started as a sales account representative. After two successful years, he was promoted to sales manager despite having no prior management experience. His boss recognized his leadership potential and sales acumen. Has been with Ryden for nine years, discovering his true calling in leadership, mentorship, and sales management. Music and Sales Tom is also a musician and band singer. Believes music and sales share core similarities: both require creativity, persistence, and appreciation of the process, not just the outcome. Says the best salespeople, like musicians, hone their craft over time — success isn't innate; it's developed through discipline and practice. Comparing recording music ("you don't see how many takes it took") to the sales process, the journey matters as much as the final result. Sales Philosophy Rejects the myth of the "born salesperson." Emphasizes that sales success comes from process, practice, and consistency, not innate talent. Says the best reps "get out what they put in". Hard work and repetition pay off. Values creativity, resilience, and self-belief in sales performance. Leadership & Coaching Approach Focuses on individualized coaching to help each rep become "the best version of themselves." Builds on strengths and raises the floor on weaknesses, progress can mean moving from a D to a B, not perfection. Believes in incremental improvement - small, consistent gains lead to big results. Encourages trust-based coaching by explaining the "why" behind feedback. Promotes two team types: · Business Development Reps: Need direction, creativity, and fresh energy. · Account Reps: Need structure, process optimization, and focus on managing existing clients. Overcoming Sales Call Fear Recognizes fear of cold calling as common, "there's no magic wand." The only real solution is repetition and desensitization: pick up the phone, make calls, and learn from experience. Sales managers often act like psychologists, helping reps shift their mindset from "I'm bothering people" to "I'm helping people." Acknowledges that sales isn't for everyone, and that's okay. The Power of Process Process brings structure and rhythm to an unpredictable job. Encourages reps to block time and eliminate distractions during call sessions. Teaches that routine builds confidence and consistency, helping overcome discomfort. Note the moment of breakthrough when reps see results from their effort; that's when confidence clicks. Use of Scripts Provides scripts to new reps, especially since Ryden is in the print industry with its own terminology. Scripts help reps learn the "language" of their customers. Encourages reps to act as if, use scripts as training wheels until they internalize the message and make it their own. "Fake it till you make it… But eventually, you have to make it." Management Philosophy Believes in meeting people where they are, not forcing everyone into one mold. Success comes from helping each rep develop in their own authentic way. Leadership is about guidance, empathy, and helping others grow, not control. Guest Links: LinkedIn: https://www.linkedin.com/in/tom-deee/ About Salesology®: Conversations with Sales Leaders Download your free gift, The Salesology® Vault. The vault is packed full of free gifts from sales leaders, sales experts, marketing gurus, and revenue generation experts. Download your free gift, 81 Tools to Grow Your Sales & Your Business Faster, More Easily & More Profitably. Save hours of work tracking down the right prospecting and sales resources and/or digital tools that every business owner and salesperson needs. If you are a business owner or sales manager with an underperforming sales team, let's talk. Click here to schedule a time. Please subscribe to Salesology®: Conversations with Sales Leaders so that you don't miss a single episode, and while you're at it, won't you take a moment to write a short review and rate our show? It would be greatly appreciated! To learn more about our previous guests, listen to past episodes, and get to know your host, go to https://podcast.gosalesology.com/ and connect on LinkedIn and follow us on Facebook and Instagram, and check out our website at https://gosalesology.com/.

Are you losing 25% of your high-value talent after parental leave? For sales organizations, turnover isn't just an HR metric—it's a severe revenue drain. Replacing a seasoned sales pro costs up to $200,000, making retention a strategic priority. This week on the podcast, we unpack the critical, often-overlooked moment where organizations hemorrhage talent: the return from parental leave.  We sit down with Karla Calinawan, founder of Fand Foundry and a leader who navigated three parental leaves in high-stakes tech environments. She argues that the post-leave transition is where leaders earn loyalty.

In this episode of Ikigai with Jennifer Shinkai, Jennifer engages in a deep conversation with Dr. Greg Story, discussing a variety of topics from his personal experiences and insights. They delve into Dr. Story's transformative journey from overcoming a challenging childhood and academic setbacks to achieving success in Japan. The conversation also touches on the significance of living an intentional life, the profound impact of near-death experiences, and the importance of adapting to technological advancements like AI. Dr. Story emphasizes generosity, discipline, and the value of helping others in personal and professional growth.If you enjoyed this episode and it inspired you in some way, we'd love to hear about it and know your biggest takeaway. In this episode you'll hear:Dr. Greg Story's mindset shift from fear to potentiality.Insights on how AI can enhance our personal and professional lives.The importance of leading an intentional life and fostering community.The influence of karate in developing discipline and confidence.Greg's transformation from an underconfident student to a PhD holder and leader.Strategies for fostering empathy and understanding in leadership.About GregDr. Greg Story is the President of Dale Carnegie Tokyo Training Japan. He holds a Ph.D. in Japanese organisational decision-making and is a 40-year veteran of Japan with broad business leadership experience, having served as Country Head of four organisations in Japan.He launched a start-up in Nagoya and completed major turnarounds in both Osaka and Tokyo for Austrade. In 2001, he was promoted to Minister Commercial in the Australian Embassy and became the Country Head for Austrade. In 2003, he joined Shinsei's Retail Bank, a unique mix of start-up and turnaround, where he managed 550 staff in the Platinum Banking Division—responsible for two-thirds of the bank's revenue—eventually becoming Joint CEO of the Retail Bank. In 2007, he was appointed Country Head for the National Australia Bank in Japan.Since 2010, Dr. Story has led Dale Carnegie Tokyo Training Japan as President. He is a Master Trainer, an international award-winning Sales Leader, and the author of eight books including Japan Sales Mastery, Japan Business Mastery, Japan Presentations Mastery, and Japan Leadership Mastery.Beyond his corporate career, Dr. Story is an Adjunct Professor in the International Business Faculty at Griffith University. He is also a 6th Dan in traditional Shitoryu Karate and applies martial arts philosophies and strategies to leadership and business.Things mentioned in the episodeGreg doing Unshu in 1987Interview video with Lance LeeDale Carnegie Tokyo WebsiteDr. Greg Story's author page on AmazonDr. Greg Story's podcast page on Apple PodcastsConnect with GregLinkedIn: https://www.linkedin.com/in/gregstory/Connect with JenniferLinkedIn:

As a sales leader, have you ever felt disconnected from your marketing team? You're not alone. In fact, up to 50% of Chief Sales Officers believe they're going it alone when it comes to driving revenue. But it doesn't have to be this way.                                                      In this episode of the Modern Selling Podcast, I sit down with Dan Lowden, CMO of Blackbird AI, to explore how sales and marketing can truly become a unified go-to-market team. With eight successful startup exits under his belt, Dan shares his proven marketing playbook for creating strategic customer relationships and driving exponential growth. Building Trust Through Face-to-Face Connections Dan emphasizes the critical importance of in-person events for building trust, especially in industries like cybersecurity where the stakes are high. He shares creative ways to maximize event impact without breaking the bank, including: Leveraging venture capitalist connections for cost-effective meeting spaces Sponsoring targeted events alongside larger competitors Featuring customer speakers to gain coveted speaking slots The Marketing Playbook for Startup Success Drawing from his extensive experience, Dan outlines key elements of an effective marketing strategy: Engaging customers to build trust and add value Creating content that showcases detailed problem-solving Participating actively in industry communities Aligning closely with sales to drive qualified leads Fostering Long-Term Customer Relationships Dan reveals his approach to creating lasting partnerships: Ensuring products deliver on promises and improve over time Reacting quickly to support customers during challenges Demonstrating ongoing value to justify renewals and even price increases. For sales and marketing professionals looking to boost collaboration and drive results, this episode offers actionable insights from a seasoned expert. Don't miss Dan's tips on creating a unified go-to-market approach that positions your company for acquisition and long-term success. Key Moments of This Episode 00:00:00 - Marketing's Value to Sales: Bridging the Gap Many CSOs feel marketing isn't providing value, with up to 50% saying they're doing it alone. The key is building trust through regular engagement, providing valuable tools and assets, and demonstrating marketing's direct impact on sales opportunities and customer relationships. 00:06:37 - The Met Kiss: CMO's Secret Romance Novel Dan Loden, CMO of Blackbird AI, reveals he published a romance novel called "The Met Kiss" during COVID as a creative outlet. This unexpected hobby showcases his multifaceted personality beyond his cybersecurity expertise. 00:10:06 - Building Successful Partnerships Between Sales and Marketing Dan emphasizes the importance of a unified go-to-market team. Marketing should actively engage with sales, provide valuable tools, and directly contribute to customer acquisition. Regular communication and demonstrating marketing's impact on sales success are crucial for building trust. 00:15:22 - Leveraging Events and Community Engagement for Marketing Success Dan shares strategies for effective event marketing, even on a limited budget. He highlights the importance of face-to-face interactions, sponsoring targeted events, and leveraging customer speakers for greater credibility and exposure at industry conferences. 00:28:18 - Creative Marketing Strategies: LinkedIn Posting Party Mario shares an innovative "posting party" concept to drive engagement and build community. This low-cost strategy leverages AI tools for content creation and encourages participants to boost each other's posts, demonstrating creative approaches to marketing on a budget. 00:33:29 - The Marketing Playbook for Startup Success Dan discusses his proven marketing playbook, developed over years of experience. It includes strategies for brand building, customer engagement, and creating market momentum. The playbook is adaptable and has contributed to multiple successful startup exits. 00:36:41 - Creating Strategic Customer Relationships Dan emphasizes the importance of delivering consistent value through product performance and customer support. Building trust and demonstrating reliability, especially during challenging times, leads to long-term partnerships and customer loyalty across job changes. About Dan Lowden Dan Lowden is the CMO at Blackbird.AI and leads the company's strategic marketing efforts, including demand generation and brand leadership. He has over 20 years of strategic experience at the executive level. He has served as CMO at cybersecurity firm HUMAN Security (acquired by Goldman Sachs), named one of the TIME100 Most Influential Companies of 2023. Lowden also served as the CMO at Digital Shadows (acquired by Reliaquest) and, before that, CMO at Invincea (acquired by Sophos) and VP of Marketing at vArmour (acquired by Night Dragon). He has held marketing leadership positions at Wayport (acquired by AT&T), IBM ThinkPad (acquired by Lenovo), NEC Technologies, and Sharp Electronics. Lowden holds an MBA in International Business from Rutgers Graduate School of Management and a Bachelor of Science from Rider University. Follow Us On: ·         LinkedIn ·         Twitter ·         YouTube Channel ·         Instagram ·         Facebook Learn More About FlyMSG Features Like: ·         LinkedIn Auto Comment Generator ·         AI Social Media Post Generator ·         Auto Text Expander ·         AI Grammar Checker ·         AI Sales Roleplay and Coaching ·         Paragraph Rewrite with AI ·         Sales Prospecting Training for Individuals ·         FlyMSG Enterprise Sales Prospecting Training Program Install FlyMSG for Free: ·         As a Chrome Extension ·         As an Edge Extension  

In this week's episode, I am happy to re-introduce you to “The Sales Series,” to bring you just a few of the top moments from Top Sales Leaders who have joined me on The 20% Podcast. Today we will be covering clips from 5 guest episodes, but it is actually highlighting 6 incredible human beings:5. Alexine Mudawar/Lori Richardson: Getting Into Sales (Episode 143)https://podcasts.apple.com/us/podcast/143-the-past-present-and-future-of-women-in/id1528398541?i=1000613048881 4. John Barrows: Energy Management (Episode 104)https://podcasts.apple.com/us/podcast/104-we-have-to-earn-everything-with-john-barrows-the/id1528398541?i=1000576107250 3. Nick Cegelski: Protect Your Time (Episode 58)https://podcasts.apple.com/us/podcast/58-nick-cegelski-starting-30-minutes-to-presidents/id1528398541?i=1000536716697 2. Jen Allen: Solving The “Why” of The Problem (Episodes 79 and 107)https://podcasts.apple.com/us/podcast/107-how-everyone-can-be-a-challenger-with-jen-allen/id1528398541?i=1000578397112 1. Ian Koniak: Self-Care (Episodes 63 and 108)https://podcasts.apple.com/us/podcast/108-getting-stronger-in-moments-of-pain-with-ian-koniak/id1528398541?i=1000579176703 Enjoy this week's episode!____________________________________________________________________________I am now in the early stages of writing my first book! In this book, I will be telling my story of getting into sales and the lessons I have learned so far, and intertwine stories, tips, and advice from the Top Sales Professionals In The World! As a first time author, I want to share these interviews with you all, and take you on this book writing journey with me! Like the show? Subscribe to the email: https://mailchi.mp/a71e58dacffb/welcome-to-the-20-podcast-communityI want your feedback!Reach out to 20percentpodcastquestions@gmdail.com, or find me on LinkedIn.If you know anyone who would benefit from this show, share it along! If you know of anyone who would be great to interview, please drop me a line!Enjoy the show!

Guest: Matt Gregory   Guest Bio: Matt Gregory's story is one of quiet transformation, shaping the brokerage division from within while never losing the drive to help clients. A strategist and mentor, he co-founded the Office Brokerage Group, launched the firm's Fast Track training program, and has closed 1,200-plus deals worth more than $810 million. Clients value his mix of precision, urgency, and clear foresight; colleagues value his commitment to developing future leaders. Having recently earned his broker's license, Matt now serves NAI Ohio Equities in an official Management-Level Broker capacity, bringing even greater authority to the guidance he provides.   Education: BA Communication - The Ohio State University Professional Affiliations: SIOR, CCIM   Matt continues to pair strategic vision with hands-on coaching, ensuring both clients and the next generation of brokers achieve their full potential.   Key Points: Career Background & Path into Real Estate While studying at The Ohio State University, he interned at Ohio Equities, helping modernize their marketing and tech systems. After graduation, he became Director of Information Technology for the firm. Over time, he was drawn into sales after assisting agents with listing presentations and realizing he enjoyed the client-facing, persuasive side of the business. Encouraged by the company's owner, Sandy Simpson, he got his real estate license and transitioned into brokerage.   View on Selling Matt prefers to think of sales as education, advising, and consulting rather than traditional selling. His philosophy: “Educate clients so they can make confident, informed decisions.” He defines selling as persuading someone of value, aligning with the dictionary meaning of “to sell.” He believes in consultative selling—building trust through information, not pressure.   Fast Track Program (Training for New Agents) Originally created in 2006, revived and redesigned in 2023 under his leadership. Matt discusses in depth the structure of the Fast Track Program he designed and uses to train new agents. The Goal: give three years of experience in one year to reduce new-agent failure and speed up success.   Hiring & Recruiting Philosophy Matt looks for candidates who are confident but not arrogant, emotionally intelligent and adaptable, self-motivated and resilient, and realistic about the long sales cycle in commercial real estate. The recruitment process he uses is multiple conversations (3–4 meetings), both formal and informal, emphasis on intuition and relationship-building, not just testing, considers diversity in career stages and backgrounds (new grads, mid-career switchers, experienced professionals), and avoids personality assessments; it relies on observation and cultural fit.   Leadership & Management Style Matt's biggest management challenge is balancing autonomy and oversight. He wants agents to feel empowered but not reckless. Some agents over-communicate; others under-communicate—he strives for a healthy middle ground. He focuses on mentorship, working directly on deals with new agents to model behaviors and decision-making. Matt encourages agents to become future leaders, not just team players.   Outcomes & Culture Strong retention and development culture—agents tend to stay long-term. Emphasis on learning, collaboration, and shared success. Fast Track alumni are performing well and contributing to the firm's growth. The company's local reputation attracts new candidates organically.   Guest Links: Website: https://www.ohioequities.com/brokers/mgregory.html LinkedIn: https://www.linkedin.com/in/mgregoryohioequities/ Facebook: https://www.facebook.com/mjgreg Twitter: http://www.x.com/officegrp Instagram: http://www.instagram.com/officegrp     About Salesology®: Conversations with Sales Leaders Download your free gift, The Salesology® Vault. The vault is packed full of free gifts from sales leaders, sales experts, marketing gurus, and revenue generation experts. Download your free gift, 81 Tools to Grow Your Sales & Your Business Faster, More Easily & More Profitably. Save hours of work tracking down the right prospecting and sales resources and/or digital tools that every business owner and salesperson needs. If you are a business owner or sales manager with an underperforming sales team, let's talk. Click here to schedule a time. Please subscribe to Salesology®: Conversations with Sales Leaders so that you don't miss a single episode, and while you're at it, won't you take a moment to write a short review and rate our show? It would be greatly appreciated! To learn more about our previous guests, listen to past episodes, and get to know your host, go to https://podcast.gosalesology.com/ and connect on LinkedIn and follow us on Facebook and Instagram, and check out our website at https://gosalesology.com/. 

In this engaging conversation, Ty Fox shares his journey from aspiring Wall Street trader to successful sales leader in the solar industry. He discusses the importance of resilience, mindset, and the role of fitness in achieving success. Ty emphasizes the value of investing early, curating social media for inspiration, and the balance between family and work life. He also provides insights on education, defining success, and the significance of fulfillment over mere financial gain.

Nish and Rahul discuss the major challenges facing our industry: high costs and complexity of traditional systems, a lack of real-time data, and the need for more proactive and predictive maintenance. Then they offer their solutions. Welcome to Elevating Brick and Mortar, a podcast about how operations and facilities drive brand performance.On today's episode, we talk with Nish Kanapilly and Rahul Subramany, Co-Founders of Monaire. Monaire uses state-of-the-art diagnostics to predict HVAC and refrigeration issues before failure. Monaire promptly dispatches technicians to address issues, thereby preventing downtime, food waste, and energy waste. About Nish:With 16+ years in HVAC, Nishant Kanapilly, a mechanical engineer and MBA, excels in sales strategy. Multiple sales awards highlight his success in expanding market share, revenue, and profit. A seasoned presenter at local and national conferences, he brings top-level insights from his role as Sales Leader at Trane Technologies.About Rahul:Rahul Subramany is deeply committed to addressing climate change and its effects on our world and all who live in it. At Monaire, he's channeling this passion into action. He builds products to help the Monaire team deliver breakthroughs in sustainable heating and cooling technologies. The team's goal is to significantly lower carbon emissions and pave the way for a greener, more sustainable future.TIMESTAMPS:01:23 - About our guests06:07 - What Monaire solves for16:50 - Asset management22:43 - Making management predictive35:00 - Tying our business to our customers41:00 - Why is sustainability so hard?45:48 - Diving into AI53:54 - Where to find our guestsSPONSOR:ServiceChannel brings you peace of mind through peak facilities performance.Rest easy knowing your locations are:Offering the best possible guest experienceLiving up to brand standardsOperating with minimal downtimeServiceChannel partners with more than 500 leading brands globally to provide visibility across operations, the flexibility to grow and adapt to consumer expectations, and accelerated performance from their asset fleet and service providers.LINKS:Connect with Nish on LinkedInConnect with Rahul on LinkedInConnect with Sid Shetty on LinkedinCheck out the ServiceChannel Website Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

In this episode of the Stronger Sales Team podcast, host Ben Wright takes a reflective look back at a defining instalment focused on empowering sales teams through essential strategies that drive lasting success. Ben highlights the importance of revisiting the core principles of sales management to sustain long-term growth, enhance team performance, and improve overall efficiency. Brimming with valuable, SEO-optimised insights, this episode delves into the key foundations every sales leader should embed within their organisation — from implementing a consistent sales framework to applying the Team STEP model for cultivating high-performing teams. Ben also explores the practicality of the three-box model for streamlining metrics and reinforces the value of continuous training as a vital pillar of ongoing team development.Key Takeaways:• Consistently revisiting the fundamentals of sales processes ensures teams maintain efficiency and continue applying time-tested, effective strategies.• Establishing a well-structured sales process promotes consistency, repeatability, and clarity across all sales activities.• This framework supports the development of high-performing teams by prioritising strategic alignment, talent optimisation, and sustained energy.• Adopting a simplified measurement approach—focusing on three key metrics: number of meetings, pipeline size, and overall results—helps avoid overwhelming teams with excessive KPIs.• Reinforcing a culture of accountability, proactive coaching, and knowledge sharing drives collective growth and enhances long-term performance.Time Stamps:0:00 Intro1:11 Blasts From the Past3:43 Recap5:30 What do you do Next?6:30 Schedule Half Day Events7:08 Building the Sales Process9:15 Building the Team Playbook 12:!8 Building the Three-Box Model13:46 Building a Training Program14:51 What Should You Expect from Your Team? 22:33 Wrapping up the Series on Effective Sales Leadership24:34 Health and Fitness TipsRate, Review, & Follow If you're liking what you're hearing, make sure you ‘follow' the show wherever you listen to your podcasts…so you never miss an episode! I'd also love to hear what you think, so drop us a review after you close that next deal…tell me what you're liking, and what you want more of so I can look to cover it in a future episode.

Guest: Jon Ostenson Guest Bio: Jon Ostenson is the Founder and CEO of FranBridge Consulting, a 2-time Inc. 5000 company, and he is a top 1% franchise consultant. Jon is also the author of the bestselling book, ‘Non-Food Franchising'. Jon draws on his experience as a former Inc. 500 Franchise President and Multi-Brand Franchisee in helping his clients select their franchise investments. Jon is a frequent contributor on franchising for publications such as Forbes, Inc., and Bloomberg. Do you have a free gift or landing page that you would like to share?   Key Points: Background and Experience Jon never planned to be in franchising, but transitioned from corporate sales leadership. He became president of Shelf Genie, a national non-food franchise (custom pull-out shelving for kitchens/pantries), managing support for all franchisees in North America. Jon fell in love with franchising due to the diversity of industries and supportive business model, and has personally invested in multiple franchises and now helps others identify opportunities.   Why Non-Food Franchising Many think “franchise = fast food,” but non-food franchises often offer easier paths to profitability: o   Fewer employees needed o   Lower operating hours o   Lower CapEx investment o   Higher margins, less waste, less susceptible to consumer whims   Jon focused industries: home/property services, health/wellness, kids, pets, seniors, B2B services, and takes a contrarian approach by cutting out food franchises to go deeper into other industries.   Why Choose a Franchise Over Starting Your Own Business Not all entrepreneurs thrive on full autonomy; some benefit from a proven system. Franchising is easier, not easy; it still requires work, but with structured support. Advantages of franchising: o   Training wheels and guidance o   Higher success rates than solo businesses o   Proven playbook and marketing already optimized o   Support from other franchisees – a built-in mastermind o   Step-by-step framework helps shortcut growth and profitability   How to Start in Franchising Doing independent research can be noisy and inefficient; many top 100 franchise lists are paid PR placements. FranBridge Consulting acts like a broker for franchises: o   Free to work with clients o   Access to over 600 non-food franchise opportunities o   Matches clients to opportunities in their market o   Helps narrow options from 10–12 down to 3–4 for deeper exploration o   Provides funding resources, franchise attorneys, and support through the process   Key Considerations Before Buying a Franchise Buying a franchise is like a business partnership or marriage. It's important to “date around” – talk to multiple franchises before committing.  Success comes from following the system, not trying to reinvent it. Common mistakes: o   Not following the franchise system o   Thinking you can do everything your own way Territory exclusivity protects franchisees from competition within the same system. Franchises allow you to build your own team and avoid inheriting issues from an existing business.   Advice for Potential Entrepreneurs Explore all options: buying a franchise, an existing business, or starting your own. Franchises offer proven models and support, making them ideal for most would-be business owners. Understanding your own style: Some are too entrepreneurial to follow a system, which may make franchising a poor fit.   Guest Links: Sign up for a complimentary copy of our book, ‘Non-Food Franchising' Schedule an intro call with Jon to discuss opportunities further (no cost)   About Salesology®: Conversations with Sales Leaders Download your free gift, The Salesology® Vault. The vault is packed full of free gifts from sales leaders, sales experts, marketing gurus, and revenue generation experts. Download your free gift, 81 Tools to Grow Your Sales & Your Business Faster, More Easily & More Profitably. Save hours of work tracking down the right prospecting and sales resources and/or digital tools that every business owner and salesperson needs. If you are a business owner or sales manager with an underperforming sales team, let's talk. Click here to schedule a time. Please subscribe to Salesology®: Conversations with Sales Leaders so that you don't miss a single episode, and while you're at it, won't you take a moment to write a short review and rate our show? It would be greatly appreciated! To learn more about our previous guests, listen to past episodes, and get to know your host, go to https://podcast.gosalesology.com/ and connect on LinkedIn and follow us on Facebook and Instagram, and check out our website at https://gosalesology.com/.   

In this episode, Jason Ferguson - former D1 football player, top sales leader, and now renowned author and speaker - shares GOLD about overcoming adversity, tapping into realistic but tenacious optimism, and building daily wins through high-performance routines.Check out Jason's book, "Nobody's Legend: Let Go of Who You Were, Rewrite Your Story, and Take Back Your Life": https://jfinspires.com/book/

If your lead source disappeared tomorrow, would your team still stay? Jeremy Miner and Dean Kozora are building a sales culture where the answer is yes. Jeremy, founder of 7th Level, sits down with Dean, founder of Hardly Selling, to announce their new partnership. Hardly Selling is a sales training agency that focuses solely on sales team growth recruiting new team members, consulting on sales process, and scaling elite sales organizations. Through this partnership, they're helping expand 7th Level's internal sales team and giving top sales professionals the opportunity to train directly under Jeremy's NEPQ methodology inside a proven system. Dean has built over 17 sales teams past $1M/month, and together they share the frameworks that create top-performing sales teams, cultures that retain talent, and systems that scale with integrity. Chapters (00:00) Introduction (01:19) The High-Ticket Gap (03:14) Onboarding and Product Knowledge (06:54) The Ideal Sales Rep Profile (ISRP) (08:59) Systems and the “Broken Pipe” Problem (12:42) Hiring and Culture (15:52) Leadership, Pay, and Retention (22:12) The 7th Level x Hardly Selling Partnership (29:14) How to Apply Got a question about sales, persuasion, or objection handling? Text me directly: +1-480-418-6755 Join the 7th Level Sales Team: ⁠https://hardlyselling.hirebus-careers.com/closer-7th-level⁠ Get Top Sales Talent For Your Business: ⁠https://calendly.com/d/cshn-ztm-n69/7th-level-recruiting⁠ ➡️ The exact NEPQ script I used to earn $2.4M/year as a W-2 sales rep: ⁠https://nepqtraining.com/smv-yt-splt-opt-org⁠

Guest: Dia Bondi Guest Bio: Dia Bondi is a Communications Catalyst for high-impact people. In her private coaching and programs, she works with C-level leaders, VC-backed founders, and ambitious professionals, helping them find their voice and lead with it. Her workshops and talks are hosted by corporations including Quartz, Salesforce, Google's X-team, and Dropbox. In global sport, she helped Rio de Janeiro secure the 2016 Summer Olympics. After attending auctioneering school for fun, she translated the techniques she learned into a program that prepares ambitious professionals, and especially women, to ask for more and leave nothing on the table, called Ask Like an Auctioneer. She's been featured on CNBC Make It, Forbes, and Fast Company. Her book, Ask Like an Auctioneer: How to Ask for More and Get It, is available now.​   Key Points: Dia's Backstory & Career Path Started her career in fitness, where she loved helping people feel powerful and embodied. Then, transitioned into training and development (professional development) after college. She discovered her passion for storytelling and communication while observing a workshop for finance leaders. Dia founded Dia Bondy Communications in 2009 to help leaders and VC-backed founders communicate effectively in high-stakes moments.   "Ask Like an Auctioneer" Concept Inspired by her side work as a fundraising auctioneer. The key principle: ask big enough to get a “no”, because a “no” signals you've reached the upper limit of what's possible. In business, people often limit their asks based on what they think they can get, leaving money and opportunity on the table. Instead of selling to the first yes, push further to uncover maximum value.   Overcoming Fear of Asking Fear of rejection keeps people from asking boldly. Many assume rejection damages relationships, but often it doesn't. Leaders should teach teams that discomfort (the Zofo—Zone of Freaking Out) is a signal of courage and potential growth. Reframe rejection: it's information about value, not a judgment of personal worth.   Lessons from Auctioneering for Business & Sales · Price = a reflection of value, not worth. The same item can sell for vastly different amounts depending on the audience. · Know your “reserve.” Like an auctioneer's minimum acceptable price, know your bottom line before asking. · People are irrational. Decisions are often emotional, even in data-driven environments—so storytelling is critical.   Four Types of Asks That Drive Growth 1.     Money – dollars, budgets, contracts. 2.     Influence – visibility, access to networks, platforming yourself. 3.     Authority – positioning yourself to make important decisions. 4.     Balance – aligning deals and clients with the kind of work you actually want.   Why People Struggle with Asking Fear of rejection. Lack of clarity on what to ask for and when to ask. Sometimes people make asks that are too small, too vague, or to the wrong audience.   Framework for a Strategic Ask (first 4 of 6 steps) Define your main concrete goal. Identify the next big move toward that goal. Determine the ask that advances that move. Ensure the ask is big enough to risk rejection. Storytelling Framework: “Blocker Buster” What your audience wants. What's blocking them from achieving it? How do you remove the blockers? Your ask (to move them forward).   Big Takeaways Asking boldly is a skill that can be learned. The most powerful ask live in the Zofo—the zone of freaking out. Rejection is not failure; it's valuable feedback about what the other side values. Asking strategically, with courage and clarity, maximizes opportunities for growth, influence, and alignment.   Guest Links: Connect on LinkedInCon Connect on Instagram https://www.diabondi.com/salesology Download The Powerful Ask Plan, a free tool to help you design a strategic ask.     About Salesology®: Conversations with Sales Leaders Download your free gift, The Salesology® Vault. The vault is packed full of free gifts from sales leaders, sales experts, marketing gurus, and revenue generation experts. Download your free gift, 81 Tools to Grow Your Sales & Your Business Faster, More Easily & More Profitably. Save hours of work tracking down the right prospecting and sales resources and/or digital tools that every business owner and salesperson needs. If you are a business owner or sales manager with an underperforming sales team, let's talk. Click here to schedule a time. Please subscribe to Salesology®: Conversations with Sales Leaders so that you don't miss a single episode, and while you're at it, won't you take a moment to write a short review and rate our show? It would be greatly appreciated! To learn more about our previous guests, listen to past episodes, and get to know your host, go to https://podcast.gosalesology.com/ and connect on LinkedIn and follow us on Facebook and Instagram, and check out our website at https://gosalesology.com/. 

Want To Quit Your Job In The Next 6-18 Months Through Buying Commercial Real Estate & Small Businesses?

In the fast-paced world of sales, gaining a competitive edge is crucial. But what if the key to success lies not in aggressive tactics, but in building trust and creating value? In this episode, I sit down with Tim Castle, CEO of the Negotiator's Edge and author of "The First Domino," to explore the art of negotiation and its impact on sales success.      The Power of Trust Building Discover why trust is the ultimate competitive advantage in today's market. Learn how to demonstrate empathy, transparency, and reliability to forge stronger connections with prospects and clients. AI-Enhanced Negotiation Strategies Explore how artificial intelligence is revolutionizing the negotiation process. Tim reveals how AI can help you: Prepare more effectively for client meetings Understand your prospect's behavioral profile Receive real-time coaching during negotiations The "9 Before 9" Strategy Uncover Tim's powerful technique for creating sales momentum. By completing nine revenue-generating actions before 9 AM, you'll plant seeds for future success and start each day with a winning mindset. Believing in the Possible Tim shares his personal motto and how it can transform your approach to sales challenges. Learn to reframe obstacles as opportunities and push beyond self-imposed limits. This episode is packed with actionable strategies to elevate your negotiation skills and close more deals. Whether you're a seasoned sales professional or just starting out, you'll gain valuable insights to help you thrive in today's competitive landscape. Are you ready to unlock your full potential as a negotiator and sales expert? Listen now and discover how to create lasting value for your clients and your career.                                    Key Moments 00:00:00 - Building Trust in Sales: The Competitive Edge Trust-building is crucial in sales, especially in the early stages. Demonstrating empathy, transparency, reliability, and capability are key components. Salespeople should focus on humanity and transparency to gain a competitive advantage, as these skills are harder to replicate and differentiate from high-quality products and consistent delivery. 00:01:11 - Introducing Tim Castle: Negotiation Expert and Author Tim Castle, CEO of Negotiators Edge and author of "The Art of Negotiation" and "The First Domino," discusses his background and expertise in negotiation. He explains his concept of being a "negotiation futurist" and the importance of leveraging AI in negotiation strategies. 00:04:48 - The First Domino: Landing Your First Client in 90 Days Tim Castle introduces his new book "The First Domino," which focuses on helping salespeople and entrepreneurs land their first flagship client within 90 days. The book covers strategies for differentiation, credibility-building, and overcoming challenges in the early stages of sales or business development. 00:14:29 - The MAGIC Framework for Sales Success Tim Castle presents the MAGIC framework for sales success: Make connections, Add value, Give value willingly, Inspire others' growth, and Connection. This approach emphasizes building relationships, providing value without expectation, and inspiring growth in others to create a strong network and sales momentum. 00:20:39 - The Negotiator's Edge: Leveraging AI in Negotiation Tim Castle discusses the Negotiator's Edge, emphasizing the importance of using AI for preparation, understanding client challenges, and improving negotiation strategies. He explains how AI can enhance EQ, simulate role-playing scenarios, and provide valuable insights for more effective negotiations. 00:33:04 - The 9 Before 9am Strategy for Sales Momentum Tim Castle shares the "9 before 9am" strategy for creating sales momentum. This approach involves completing nine revenue-generating actions before 9am each day, such as personalized outreach or business meetings. This strategy helps build a strong pipeline and creates a proactive mindset for sales success. 00:35:58 - Negotiation Strategy vs. Tactics: Understanding the Difference Tim Castle explains the difference between negotiation strategy and tactics. Strategy focuses on the overall game plan and long-term outcomes, while tactics are specific moves or techniques used in the moment. He emphasizes the importance of value creation in negotiation rather than relying solely on tactics. 00:42:35 - "Believe It's Possible": A Motto for Success Tim Castle shares his personal motto, "Believe It's Possible," and how it can be applied to overcome challenges and achieve seemingly impossible goals. He encourages adopting this mindset as a default, using it as a decision filter, and reprogramming self-talk to build mental resilience and drive success. About Tim Castle Tim Castle is a negotiation futurist, multi-award winning bestselling Author, notably The Art of Negotiation, The Momentum Sales Model and launching soon The First Domino. Founder of The Negotiators Edge Training Academy, at the nexus of influence, persuasion and value creation in an AI centric world. Recognized in the World's Top 30 Negotiation Professionals 2025. Host of The Tim Castle Show. Follow Us On: ·         LinkedIn ·         Twitter ·         YouTube Channel ·         Instagram ·         Facebook Learn More About FlyMSG Features Like: ·         LinkedIn Auto Comment Generator ·         AI Social Media Post Generator ·         Auto Text Expander ·         AI Grammar Checker ·         AI Sales Roleplay and Coaching ·         Paragraph Rewrite with AI ·         Sales Prospecting Training for Individuals ·         FlyMSG Enterprise Sales Prospecting Training Program Install FlyMSG for Free: ·         As a Chrome Extension ·         As an Edge Extension    

In today's rapidly evolving business landscape, scaling enterprise sales teams presents unique challenges and opportunities. As the Chief Revenue Officer of Motive, Adam Block brings a wealth of experience in building high-performance sales organizations. In this episode, we explore effective strategies for scaling enterprise sales teams in the AI era.                   Scaling Enterprise Sales: Key Insights ·         Building a robust playbook for enterprise sales success ·         Implementing effective hiring and onboarding processes ·         Leveraging AI and technology to enhance sales efficiency ·         Developing a strong sales culture and team dynamics The Power of People in Scaling Sales One of the core themes Adam emphasizes is the importance of hiring and developing top talent. He outlines: A comprehensive interview process, including panel interviews Assessing candidates' resilience, accountability, and discipline Creating a "farm system" for developing sales talent internally Develop Clear Playbooks Adam outlined three crucial elements of effective sales playbooks: Product knowledge - Understanding what you sell and how it impacts customers Clear expectations - Outlining exactly what's expected in each role Unified approach - A consistent philosophy for engaging prospects Boosting Seller Efficiency and Pipeline Growth Adam provides practical strategies for improving sales performance, including:                          ·         Focusing on pre-hello activities to secure initial conversations ·         Utilizing AI for account research, territory planning, and meeting assessments ·         Balancing technology with human touch in the sales process The Role of AI in Modern Sales While AI is transforming many aspects of sales, Adam cautions against over-reliance: ·         AI tools for enhancing productivity and insights ·         The continued importance of human connection in sales ·         Balancing AI automation with personalized outreach This episode offers a comprehensive look at scaling enterprise sales teams, blending time-tested strategies with cutting-edge AI applications. Whether you're a sales leader looking to grow your team or a sales professional aiming to enhance your skills, you'll find actionable insights to elevate your sales game. Key Moments 00:00:00 - Effective Sales Strategies for Market Contact 00:00:42 - Introduction to Adam Block and Motive 00:04:32 - Adam Block's Guilty Pleasure: 80s Music 00:07:19 - Scaling Enterprise Sales Organizations 00:15:36 - Finding and Assessing Top Sales Talent 00:20:58 - Panel Interview Process for Sales Candidates 00:32:46 - Boosting Seller Efficiency and AI Integration 00:47:50 - Closing Thoughts and Career Opportunities at Motive About Adam Block Adam oversees Motive's global Revenue and Go-To-Market functions, including sales, business development, strategy, operations, sales engineering, and partnerships. Prior to Motive, he served as Vice President over the Public Sector, Healthcare, Manufacturing, High Tech, and Life Sciences teams at Medallia, the leading enterprise experience platform. During his tenure, Medallia went public and was later acquired for $6.4B. Before Medallia, Adam was Vice President, Sales and Marketing for TenMast software (now MRI software) and previously served as Partner and Vice President of Sales at Zeta Marketing, an internet marketing startup. Adam earned his Bachelor of Business Administration (BBA) in Finance and Management from the University of Kentucky. Follow Us On: ·         LinkedIn ·         Twitter ·         YouTube Channel ·         Instagram ·         Facebook Learn More About FlyMSG Features Like: ·         LinkedIn Auto Comment Generator ·         AI Social Media Post Generator ·         Auto Text Expander ·         AI Grammar Checker ·         AI Sales Roleplay and Coaching ·         Paragraph Rewrite with AI ·         Sales Prospecting Training for Individuals ·         FlyMSG Enterprise Sales Prospecting Training Program Install FlyMSG for Free: ·         As a Chrome Extension ·         As an Edge Extension  

How do you build a business when you have little money for sales and marketing?  That's a question I field in this piece.  Most small businesses fail because they don't do sales well. Join me as we look into this. ************************************************************************ Dave Kahle's goal is to provide sales leaders and small businesspeople with practical actionable ideas that can make an immediate impact on your sales performance.          Dave is a B2B sales expert, and a Christian Business thought leader.  He has authored 13 books, presented in 47 states and 11 countries and worked with over 500 sales organizations.  In these ten-minute podcasts, his unique blend of out-of-the-box thinking and practical insights will challenge and enable you to sell better, lead better and live better.        Subscribe to these ten-minute helpings of out-of-the-box inspiration, education and motivation. The Sales Leader's Excellence & Influence Course  Dave's Substack page Subscribe to Dave's Newsletters Check out the website

Should salespeople become influencers? I'm a firm believer in this, and my guest, Michael Manzur, Founder & CEO of Flood Me Social, is back to discuss the importance of thought leadership and influencer marketing. He shares how building genuine influence and community online is the modern path to driving real results.From Audience to Community· You can't just focus on your ideal audience as an influencer—you have to build a community. · Michael explains how sales professionals can use social media platforms like LinkedIn to create meaningful conversations, provide value, and position themselves as trusted thought leaders.· In today's world of AI, influencer salespeople must do more than simply attract an audience—they need to create engagement that fosters stronger connections, leading to more opportunities and qualified leads.Common Mistakes Companies Make with Influencer Campaigns· Michael points out how many organizations jump into influencer campaigns without first aligning their business objectives with their social media and influencer marketing efforts. This often leads to confusion about goals and results.· Companies frequently delegate influencer marketing to already overloaded social media managers, causing burnout and a lack of focus on what's truly driving results.· There's often a disconnect among stakeholders, where campaigns are judged solely on surface-level metrics like impressions or comments, instead of tracking whether those efforts actually lead to sales or real business outcomes.The Impact of AI on Influencer Marketing· AI is beginning to disrupt influencer marketing by allowing brands to experiment with AI-generated creators, sometimes achieving results at a fraction of the traditional cost.· Despite technological changes, Michael noted that “the best practices don't change”—AI influencers still need effective calls to action and strong community engagement to move the needle in sales.Steps for Sales Leaders and Executives· Start by understanding best practices in influencer marketing and ensure every campaign is tied back to clearly defined business objectives and sales targets.· Participate actively in the right communities, not just by broadcasting messages but by engaging—commenting on posts, sharing insights, and building thought leadership, particularly on platforms like LinkedIn.· When running influencer campaigns, carefully select the right creators, create detailed creative briefs, outline clear calls to action, and constantly monitor for results that matter—such as actual leads or conversions, not just likes or impressions."The best way you can access influencer marketing and sales is just by sharing your thoughts in the community that you participate in." - Michael Manzur.Resources· Take a few minutes to check out the Goldman Sachs creator economy article and see for yourself how this massive shift is reshaping marketing and sales. Let this be your motivation to explore influencer campaigns, engage your communities, and make sure you're not left behind.· Revisit episode 644 of the podcast with Micahel and learn more about what he had to say about getting social on social media. · Reach out to Michael on LinkedIn for insights and consulting in faith-based, wellness, or broader B2B influencer marketing

Unleash the potential in your sales team!  Servant leadership helps salespeople succeed. Learn the details in this interview with author Max Cates. *********************************************************************       Dave Kahle's goal is to provide sales leaders and small businesspeople with practical actionable ideas that can make an immediate impact on your sales performance.          Dave is a B2B sales expert, and a Christian Business thought leader.  He has authored 13 books, presented in 47 states and 11 countries and worked with over 500 sales organizations.  In these ten-minute podcasts, his unique blend of out-of-the-box thinking and practical insights will challenge and enable you to sell better, lead better and live better.        Subscribe to these ten-minute helpings of out-of-the-box inspiration, education and motivation. Dave's Substack page (CBI)  Dave's Substack page (PW) Subscribe to Dave's Newsletters Check out the website The Sales Leader's Excellence & Influence Course 

Improve teamwork, unleash the potential of your sales team! That just a couple of the good things that will happen when you embrace servant leadership. Join me as I interview Max Cates, the expert on servant leadership for sales managers about his new book.  *********************************************************************        Dave Kahle's goal is to provide sales leaders and small businesspeople with practical actionable ideas that can make an immediate impact on your sales performance.          Dave is a B2B sales expert, and a Christian Business thought leader.  He has authored 13 books, presented in 47 states and 11 countries and worked with over 500 sales organizations.  In these ten-minute podcasts, his unique blend of out-of-the-box thinking and practical insights will challenge and enable you to sell better, lead better and live better.        Subscribe to these ten-minute helpings of out-of-the-box inspiration, education and motivation. Dave's Substack page (PW) Subscribe to Dave's Newsletters Check out the website The Sales Leader's Excellence & Influence Course     

Sean McCarthy, co-founder and CEO of BackOps, shares how a career in sales prepared him to build an AI-driven logistics company from the ground up. In this episode, Sean reveals how observing real-world pain points at Amazon inspired BackOps' mission and why coming from a non-technical background can actually be a founder's advantage. This is a conversation about scaling, selling, and leading with insight — perfect for anyone thinking about making the leap from operator to founder.Key TakeawaysWhy non-technical founders are uniquely positioned to solve operational problems with AIThe mindset shift required to go from running sales to running an entire companyHow to validate an idea before leaving a stable, well-paying jobWhat it really takes to hand off sales when it's been your superpowerPricing insights that help ensure you're building a scalable businessTimestamped Highlights01:45 Sean's Amazon journey and what time spent in warehouses taught him about customer pain points04:14 The moment he saw the same issues plaguing both small and nine-figure sellers — and spotted an opportunity07:37 How becoming a CEO forced him to rewire his focus beyond sales and build internal infrastructure12:18 Why having a technical co-founder was non-negotiable — and how AI tooling is changing that equation15:18 The tough decision to leave Amazon and how he measured risk versus regret17:59 Learning to let go and trust others with the sales process while still staying close to customersMemorable Moment“Talk to the people that would actually buy your product. Measure the pain point. If it's a one or two out of ten, it's probably not worth building. If it's a nine or ten, and they'll pay for it, now you have something.”Pro TipsValidate early and price with intention. Don't just ask if someone would use your product — ask exactly what they'd pay for it. Those conversations can save months of wasted build time.Call to ActionIf this episode resonated, share it with a friend who's considering the leap into entrepreneurship. Follow the show for more conversations with founders, operators, and tech leaders building the next generation of companies.

Derek Champagne talks with Jason Ferguson. Jason Ferguson wasn't supposed to make it—not out of his neighborhood, not into a Division I lockerroom, and definitely not to a tech IPO. But he's never followed the script. A former University of Hawai‘i football player, Jason is now a Sales Leader, speaker, coach, and author of Nobody's Legend, a self-help memoirrooted in truth, pain, and resilience.Raised in West Los Angeles, Jason faced violence, loss, and long odds. Football became his escape, and his obsession. Despite being undersized, he earned a full-ride scholarship through grit, vision, and relentless work. But when injuries ended his career, the identity he'd built crumbled, and he spiraled into addiction behindclosed doors. Jason's journey is one of rebuilding. From silence to significance. Today, he's a Director ofSales at ServiceTitan, where he helped scale the company through its hypergrowth years and successful IPO. He also coaches early-stage tech founders, helping them build high-performing revenue teams and sustainable growth strategies—grounded not in theory, but lived experience.Jason speaks on emotional intelligence, mental resilience, and transforming adversity into advantage, bringing unfiltered truth to audiences ranging from students to C-suite leaders.Nobody's Legend isn't just a memoir. It's a raw, unapologetic roadmap through chaos, self-destruction, and the long climb back to purpose. Told with unfiltered honesty and cinematic detail, this is the true story of a former D1 athlete who lost it all—football, identity, family, self-worth—and still found a way to rebuild from rock bottom.Jason Ferguson takes you inside the mind of an addict mid-withdrawal, a teenager chasing dreams in the unforgiving streets of L.A., and a grown man staring down the voice in his head telling him he's not enough. What unfolds isn't a comeback story. It's a reintroduction to who he was always meant to be.This book goes beyond motivation. It's about the war between your ears—the lies you believe, the doubts you feed, and the habits that either bury you or build you. Whether it's walking into a sales job in an oversized suit with nothing to lose or running sprints up a sand dune at 4 AM chasing a vision no one else could see, Nobody'sLegend reminds you that your pain isn't proof you're broken. It's proof you're not done yet.It's about mindset. It's about radical accountability. It's about getting hit and getting back up with youridentity intact. And most of all, it's about reminding every underdog, former screw-up, or misunderstood soul outthere that you don't have to be famous to be legendary.Order a copy of Nobody's Legend: https://jfinspires.com/book/Business Leadership Series Intro and Outro music provided by Just Off Turner: https://music.apple.com/za/album/the-long-walk-back/268386576

Going Long Podcast Episode 558: Sharing The Lexicon for Sales Leaders to Access More Revenue - with Eric Shaver  ( To see the Video Version of today's conversation just CLICK HERE. ) In today's episode of The Going Long Podcast, you'll learn the following:   [00:24 - 02:54] Billy welcomes and introduces today's special guest, Eric Shaver. [02:54 - 08:35] Eric shares more details about his backstory, and Billy asks him to start specifically with the year of 1991.. [08:35 - 13:34] Billy asks Eric how he deals with the difference between theory and practice. [13:34 - 21:59] Eric shares what he learned as part of the start-up world. [21:59 - 27:53] Billy asks Eric about any hurdles and struggles he went through and the risks of going down the start-up route. [27:53 - 36:46] Eric explains how he helps people in the sales profession and what drives him to have such passion for this cause. [36:46 - 44:47] Billy asks what Eric's biggest learning has been over his 30 years of experience. [44:47 - 47:42] Billy asks Eric what message he would want to leave for himself to hear three years from now. [47:42 - 51:08] Billy sums up all we've learned from Eric over today's show, and asks him to share the best ways the Going Long family can get in touch with him. [51:08 - 51:51] Billy wraps up the show.   How best to get in touch with Eric Shaver: Website: https://lexiconsales.com/  Email: info@lexiconsales.com  LinkedIn: https://www.linkedin.com/in/eshaver    Sign up for Billy's FREE course to learn how to make your corporate role optional in 5 proven phases at:  https://www.makeitoptional.com/ What you can expect to get out of this course: Learn How to Achieve Financial Optionality Gain True Control Over Your Career Turn Corporate Skills into Personal Assets With 26 years of experience in corporate sales leadership, achieved optionality through multiple income streams, Billy has helped dozens of executives build their paths to take control of their time. This free course gives you everything you need to identify, plan, and take control of your career while building financial optionality, leveraging your skills, and start living your IDEAL day - today! Go to: https://www.makeitoptional.com/   To see the Video Version of today's conversation just CLICK HERE.   How to leave a review for The Going Long Podcast: https://youtu.be/qfRqLVcf8UI     Be sure to connect with Billy!  He's made it easy for you to do…Just go to any of these sites:   Website: www.billykeels.com Youtube: billykeels Facebook: Billy Keels Fan Page Instagram: @billykeels Twitter: @billykeels LinkedIn: Billy Keels

From $9/hour jobs and two kids before 20… to leading a team writing 111 apps in a month.

In today's rapidly evolving sales landscape, the integration of product-led growth (PLG) and sales-led growth (SLG) strategies has become a crucial differentiator for successful companies. As the Chief Revenue Officer of Webflow, Adrian Rosenkranz shares invaluable insights on effectively blending these two approaches to create a unified go-to-market engine. This episode explores how Webflow has successfully combined PLG and SLG motions, leveraging artificial intelligence (AI) to enhance customer experiences, streamline sales processes, and drive revenue growth. Adrian provides a unique perspective on the challenges and opportunities presented by this hybrid approach, offering practical strategies for sales and marketing professionals looking to optimize their go-to-market strategies.                              Key Takeaways Understanding the distinctions between product-led and sales-led growth motions Leveraging AI to enhance relevancy and personalization in customer interactions Implementing AI-driven content refreshes to improve discoverability and SEO performance Utilizing AI for sales enablement, including personalized onboarding and coaching Adapting metrics and KPIs to evaluate the effectiveness of blended PLG and SLG strategies As we navigate this AI-driven sales landscape, it's clear that the companies who can effectively blend PLG and SLG strategies while leveraging AI will have a significant competitive advantage. It's an exciting time to be in sales, and I'm eager to see how these strategies evolve. Innovative AI Applications in Sales and Marketing Creating AI-generated onboarding podcasts for new hires Developing custom GPTs for sales reps to streamline prospecting and communication Implementing AI-powered customer support to resolve cases faster in PLG motions Utilizing AI for content optimization and real-time conversion rate improvements The Future of AI in Sales As AI continues to reshape the sales landscape, Adrian emphasizes the importance of maintaining authenticity and personalization. He introduces the concept of a "Go-to-Market AI Engineer" role, dedicated to reimagining sales workflows and processes through AI integration. This episode provides a wealth of actionable insights for sales leaders, marketers, and revenue operations professionals looking to harness the power of AI and create a more effective, blended approach to growth. Don't miss this opportunity to stay ahead of the curve and drive your organization's success in the AI-powered sales era. Key Moments 00:00:00 - Blending Product-Led and Sales-Led Growth Webflow successfully combines product-led and sales-led growth strategies. Few companies effectively blend these approaches into a single go-to-market engine. The key is solving for customer experience rather than separate teams, using AI to meet customers' needs faster and provide more relevant interactions across both motions.                                                       00:04:31 - AI's Impact on Marketing and Sales AI is automating relevancy in marketing and sales. Webflow uses AI to refresh content, optimize landing pages, and personalize outreach. They've built custom GPT models to assist SDRs and automate processes. AI enables faster, more personalized customer interactions across product-led and sales-led motions. 00:23:22 - Implementing AI in Go-to-Market Strategy Webflow hired a Go-to-Market AI Engineer to reimagine workflows. They use AI for sales enablement, coaching, and onboarding. The CRO created an AI-generated podcast to onboard the new CMO. AI helps scale knowledge sharing and provides faster feedback loops for sales reps.                                                                    00:39:15 - AI Impact on Metrics and Customer Experience                       Webflows CRO identifies the type of metrics they measure the sales team by and how they use AI to drive a better set of KPis that drive a better customer experience.            About Adrian Rosenkranz Adrian Rosenkranz is Chief Revenue Officer at Webflow, where he leads Sales, Marketing, Customer Success, Partnerships and Revenue Operations. He is helping grow Webflow into the leading AI-powered visual development platform for ambitious brands. Before Webflow, Adrian was Chief Operating Officer of Tableau Americas at Salesforce, where he scaled a multi-billion dollar enterprise business. A firm believer in innovation with purpose, Adrian is helping Webflow harness AI to drive smarter growth and better customer experiences, from go-to-market systems that learn and adapt to tools that amplify what creative teams can build. His focus is on unlocking leverage, not just automation. Adrian also serves on the board of the Multiple Myeloma Research Foundation and previously advised Harvard Business School's Kraft Precision Medicine Accelerator. He earned his bachelor's degree from Stanford University, where he was a Division I football player. Follow Us On: ·         LinkedIn ·         Twitter ·         YouTube Channel ·         Instagram ·         Facebook Learn More About FlyMSG Features Like: ·         LinkedIn Auto Comment Generator ·         AI Social Media Post Generator ·         Auto Text Expander ·         AI Grammar Checker ·         AI Sales Roleplay and Coaching ·         Paragraph Rewrite with AI ·         Sales Prospecting Training for Individuals ·         FlyMSG Enterprise Sales Prospecting Training Program Install FlyMSG for Free: ·         As a Chrome Extension ·         As an Edge Extension    

Struggling with diverticulitis and wondering how to eat without triggering flare-ups? In this episode, I talk with Delores Clemons about the diverticulitis diet and how the right food choices can calm your gut, reduce inflammation, and support healing. You'll learn: What the diverticulitis diet is and why it matters The best foods to eat during a flare-up Which foods to avoid to prevent future episodes How to safely transition from a low-fiber to high-fiber diet Tips for long-term gut health and sustainable lifestyle changes Whether you're newly diagnosed or have been living with diverticulitis for years, this episode will give you practical, science-backed steps to feel better and take charge of your digestive health. Tune in and discover how a personalized diverticulitis diet can help you thrive, not just survive. From her dynamic beginnings in real estate sales to her pivotal role as a Business Analyst at Dun & Bradstreet, Delores Clemons has always been a trailblazer in the world of insurance and beyond. As the President and Lead Agent of the Delores Clemons State Farm Agency for over two decades, she expertly navigated the agency through shifting regulations and economic landscapes, crafting innovative strategies that ensured compliance and propelled sales. Her unwavering commitment to safety shone through as she volunteered for initiatives promoting safe driving and home safety. In 2020, armed with experience and passion, Delores relocated across the country, assuming the role of Sales Leader at State Farm, where her leadership propelled her team to the #1 sales position among 80 territories—a testament to her transformative impact in the Southwest Valley. Beyond her remarkable accomplishments, Delores is dedicated to women's health, education and community engagement, serving on advisory boards at Grand Canyon University and having spent six years influencing positive change as a Board Member for the Solid Rock Community Development Corporation. With prestigious qualifications such as Chartered Financial Consultant (ChFC) and Chartered Life Underwriter (CLU), along with an active role in mentoring through Alpha Kappa Sorority Inc., Delores is not just shaping the future of sales—she's inspiring the next generation of leaders while creating safe, thriving communities. Learn more about her, connect with her and get a free consultation by going to http://clemonsdeloresbooks.com Website for this podcast: http://autoimmunerehab.com My wellness membership: http://essentialwellnesscircle.com Watch the video of this podcast on my youtube channel: https://youtube.com/c/annalaurabrownhealthcoach      

Sales leaders resist marketing initiatives when they don't see immediate pipeline impact. Kelly Hopping, CMO of Demandbase, shares strategies for building trust with skeptical sales teams while maintaining long-term brand health. She explains how to balance demand creation with demand capture using a "bank account" approach and demonstrates how modern brand marketing can drive measurable conversions through QR codes, content CTAs, and digital touchpoints.See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

Send us a textIs the elusive "work/life balance" a myth? This week on "The Selling Podcast," Mike and I get real about a topic that plagues every ambitious professional. We argue that true balance is impossible and that the real key to success lies in a radical reframe: work/life is a trade-off, not a balance.Mike lays out a powerful truth: work is an obligation, but family is a non-negotiable responsibility. With this perspective, we explore the concept of work/life integration, a more realistic and effective approach. We challenge you to stop trying to fit your family life into your work schedule and, instead, strategically find how to fit your career into your family life—the second most important thing into the first.This episode is packed with candid insights and practical advice on how to navigate this trade-off with intentionality. We share our own struggles and successes in creating a life where you can be a top-performing professional without sacrificing what truly matters.Tune in to learn how to change your mindset, make the right choices, and create a sustainable model for success in every area of your life.Support the showScott SchlofmanMike Williams - Cell 801-635-7773 #sales #podcast #customerfirst #relationships #success #pipeline #funnel #sales success #selling #salescoach

Sales leaders resist marketing initiatives when they don't see immediate pipeline impact. Kelly Hopping, CMO of Demandbase, shares strategies for building trust with skeptical sales teams while maintaining long-term brand health. She explains how to balance demand creation with demand capture using a "bank account" approach and demonstrates how modern brand marketing can drive measurable conversions through QR codes, content CTAs, and digital touchpoints.See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

Leadership in sales isn't just about hitting quota — it's about building standards, setting culture, and developing people. In this episode, the hosts share 8 hard-earned sales leadership lessons that shaped how they hire, coach, and manage winning sales teams.

Has your relationship with Jesus gone stale? Do you long for a life of purpose, joy and power... but feel stuck in routine or lukewarm faith? Jason joins us today and we talk about these questions that he addresses in his new book Wake Up Jesus People: Life Giving Disciplines to Awaken the Warrior Within. -Awaken your passion and purpose each morning -Replace mediocrity with clarity, courage and consistency -Anchor your identity in Christ, not culture -Set life priorities that fuel your relationships, purpose and peace Check out Jason's new book Wake Up Jesus People HERE Check out Jason's website HERE Join our FREE Facebook group The Journey of a Christian Dad HERE Check out my wife's books HERE  

 Are you making critical mistakes in your sales cadence that could be costing you valuable opportunities? In this insightful episode, with Mario Martinez Jr., founder and CEO of Vengreso, he uncovers the most common errors salespeople make when reaching out to potential clients. With over 27 years of experience in sales and marketing, Mario shares his journey from retail to becoming a leader in digital sales prospecting. He reveals how a simple approach to helping customers at a camera store laid the foundation for his successful career in sales. Key Takeaways: The two biggest mistakes in sales cadences and how to avoid them Why referrals should be your starting point for prospecting The crucial difference between LinkedIn connections and follows How to earn the right to connect with potential buyers Mario also introduces FlyMSG.io, a suite of AI assistants designed to streamline the sales process and increase productivity by up to 33 hours a month! From AI-powered social media posts to role-playing for cold calls, these innovations aim to solve common pain points for sales professionals to book more meetings and grow the sales pipeline. Discover How to: Leverage LinkedIn notifications to your advantage Improve your prospecting efficiency with cutting-edge tools Adapt your sales cadence and approach to the modern selling age Whether you're new to sales or a seasoned professional, this episode offers valuable insights to enhance your prospecting strategy and boost your success rate. Learn how to focus on helping customers and watch your sales soar. "Sales is the art of helping." - Mario Martinez Jr. Don't miss this opportunity to refine your sales approach and stay ahead in the competitive world of B2B sales. Tune in now to transform your prospecting game! Key Moments 00:00:00Earning the Right to Connect on LinkedIn Mario emphasizes the importance of earning the right to connect with someone's network on LinkedIn. He discusses the difference between following and connection requests, highlighting common mistakes salespeople make in their outreach strategies. 00:07:42The Power of Referral in Sales Mario stresses that referrals are the most effective way to get a first conversation with potential buyers. He explains that 82% of buyers start their buying process with a referral, making it crucial for sellers to leverage their network connections. 00:14:08From Retail to Software Sales: Mario's Journey Mario shares his career journey, starting from his time at Ritz Camera Centers. He explains how his approach to helping customers naturally translated into successful sales techniques, leading to his transition into software sales. 00:27:48Leveraging AI for Sales Engagement Mario explains how Vengreso uses AI to enhance their products, leveraging their existing sales training content to guide AI-powered writing and responses. He emphasizes their focus on creating a comprehensive workflow solution for salespeople. 00:27:29Product Strategy and Future Plans Mario outlines Vengreso's product strategy, including various "Fly" branded tools and their approach to product-led growth. He discusses future plans, such as improving daily usage and potentially being acquired by a larger company in the next five years. 00:37:00The Future of FlyMSG and Sales Tools Mario discusses the future of FlyMSG, predicting potential acquisitions and explaining upcoming product releases. He emphasizes the importance of comprehensive sales tools that cover the entire workflow of a salesperson. Follow Us On: ·         LinkedIn ·         Twitter ·         YouTube Channel ·         Instagram ·         Facebook Learn More About FlyMSG Features Like: ·         LinkedIn Auto Comment Generator ·         AI Social Media Post Generator ·         Auto Text Expander ·         AI Grammar Checker ·         AI Sales Roleplay and Coaching ·         Paragraph Rewrite with AI ·         Sales Prospecting Training for Individuals ·         FlyMSG Enterprise Sales Prospecting Training Program Install FlyMSG for Free: ·         As a Chrome Extension ·         As an Edge Extension    

In this episode of The Mike Litton Experience, Mike sits down with Jordan Modiano — entrepreneur, real estate investor, and former top sales leader — to unpack his remarkable journey from the corporate world to building his own path in real estate and beyond. Jordan shares candid stories about the lessons he learned in leadership, […]

Fred Diamond is the co-founder and president of the Institute for Excellence in Sales. The Institute helps sales leaders around the globe acquire, motivate, retain, and elevate top-tier sales talent.   He shares his journey from corporate marketing roles at Apple and Compaq to launching IES as a lead-generation effort that evolved into a full-scale organization serving global sales leaders.    Fred highlights how the Institute supports sales professionals through membership programs, leadership development events, and its award-winning Sales Game Changers Podcast.    Fred explains the critical role of sales in business success and notes that even the best product won't survive without effective selling.   Fred also shares his productivity system, inspired by Hal Elrod's The Miracle Morning, which includes daily early rising, exercise, journaling, and goal visualization.   He emphasizes the importance of delegating tasks that others can do better, so leaders can focus on vision, growth, and team-building.    Website: Institute for Excellence in Sales LinkedIn: Fred Diamond   Previous Episode: iam345-founder-helps-sales-leaders-acquire-and-retain-top-tier-sales-talent   Check out our CEO Hack Buzz Newsletter–our premium newsletter with hacks and nuggets to level up your organization. Sign up HERE.  I AM CEO Handbook Volume 3 is HERE and it's FREE. Get your copy here: http://cbnation.co/iamceo3. Get the 100+ things that you can learn from 1600 business podcasts we recorded. Hear Gresh's story, learn the 16 business pillars from the podcast, find out about CBNation Architects and why you might be one and so much more. Did we mention it was FREE? Download it today!

Are you trying to use AI to speed up your sales cycle, only to find it's making your prospects' experience worse? The key is using technology to your advantage, not against you.In this episode, I'm joined by Doug Foley, an expert in sales enablement and AI integration. He shares his insights on leveraging AI tools to build more meaningful client relationships and enhance your sales process from start to finish.Meet Doug Foley· Douglas J. Foley is a strategic advisor, accomplished author, and the founder and CEO of Foley Media AI, where he architects AI-driven revenue engines for CEOs, high-growth companies, and Fortune 100 organizations. · Leveraging frameworks such as his Customer Loyalty Framework and AI Sales Engine™, Doug delivers predictable, measurable growth and transformative EBITDA results. · His practical, results-focused methodologies help senior leaders confidently scale and optimize their businesses.Why AI Matters in Enterprise Sales· Doug shares his journey, outlining the frequent gaps he's seen in sales enablement and how AI, when implemented strategically, can fill those voids. · Many organizations only use AI for surface-level tasks like faster email writing or market research.· Doug urges sellers and business owners to expand beyond this "tunnel vision" and embrace AI as a tool for relationship-building and holistic sales strategy.Practical Steps for Implementing AI· When leaders are training sales teams on using AI tools, Doug suggests showing them how to map out the buyer's journey and integrate AI at key touchpoints such as post-meeting follow-ups. · He stresses the importance of system-based thinking in deploying AI and highlights the significant gains in productivity and customer experience that even small changes can deliver.Tips for Sales Leaders and Reps· For busy sales managers, Doug suggests starting small: introduce an "AI-first" mentality in team meetings and encourage reps to share how AI helps overcome everyday roadblocks. · He emphasizes celebrating early AI wins to build momentum and foster an innovative culture.Advanced AI Strategies· Here's actionable advice for reps targeting enterprise accounts: Use AI-powered research for deeper stakeholder mapping, create hyper-relevant outreach campaigns, and build a memorable, white-glove experience for clients. · Doug shares that impactful AI usage means slowing down to get ultra-targeted, which leads to better results and stronger deal pipelines.“The biggest mistake most people make is they look at it from strictly efficiency...but they don't look at it more holistically as how can I build a bigger, better relationship and use AI.” - Doug Foley.Resources· Reach Doug Foley at Foley Media AI or on social platforms as @DouglasJFoley.· If you like more guidance with improving your sales skills, join my Sales Mastermind Class.· Thinking about starting a podcast yourself? Learn more about Blue Mango Studios. Sponsorship Offers1. This episode is brought to you in part by Hubspot.With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at

The transition from closer to coach is where most new sales leaders struggle. You've put in the work, made the calls, and closed the deals. Your numbers speak for themselves. You were the rainmaker. The top dog. The one everyone pointed to as the example of what a salesperson should be. Finally, you've earned the promotion you've been chasing: Sales Manager. The very habits that made you successful as a top-performing rep (moving fast, working independently, and ignoring administrative tasks) can work against you in a leadership role. Your win column is no longer personal; it's team-wide. As Kyle Jager, founder of Vendi Consulting, states in this episode of the Sales Gravy Podcast, “If you're transitioning from a sales or individual contributor into a leadership role, you probably are great at sales. But now you have to become a great leader. And that takes time. It takes practice, but it also takes some learning.” Why Most New Sales Leaders Fail Most new sales leaders crash and burn within their first 18 months. Not because they can't sell, but because no one ever taught them how to lead. They walk into the role thinking it's just sales, but with a nicer title and better commission overrides. So they default to what they know: chasing deals, staying in the weeds, and trying to be the hero. But leadership isn't about closing deals. It's about developing people. And if you don't make that shift fast, your team won't follow—and your results will suffer. Stop Being the Hero: Your New Job Description As an individual contributor, you were the hero of your own story. Pipeline looking thin? Hit the phones harder. Deal stalling? Jump in and save it. Commission check light? Work more hours. As a sales leader, your job is to make others the heroes of their stories.  That means: Your success is now measured by your team's results, not yours. You're only as good as the people you lead. You have to develop people, not just manage numbers. Your weakest performer deserves as much attention as your top gun. You become a multiplier. One great salesperson affects one quota. One great sales leader affects ten quotas, twenty quotas, or more. The Five Non-Negotiable Disciplines of Being a New Sales Leader 1. Master the Art of Sales Coaching Coaching is not cheerleading. It's not motivational speeches or rah-rah meetings. Real sales coaching is the systematic development of specific skills through observation, feedback, and practice. You cannot coach what you cannot see. Get in the field with your people. Listen to their calls. Watch their presentations. Most new sales leaders avoid this because it's time-intensive and uncomfortable.  Establish a consistent coaching cadence. Hold weekly one-on-ones to dig into deals, metrics, and skills.  Remember: your goal is not to create mini-versions of yourself. As a new sales leader, your goal is to help each salesperson become the best version of themselves. 2. Build and Maintain Pipeline Discipline As an individual contributor, you managed one pipeline. Now you're responsible for multiple pipelines, and pipeline discipline becomes exponentially more critical. Implement non-negotiable pipeline reviews. Weekly pipeline meetings should be sacred time where every opportunity gets analyzed. Teach your team to be ruthless about pipeline hygiene. Dead deals must be purged. Stalled opportunities need action plans or elimination. Every deal in the pipeline should have a clear next step, decision-maker involvement, and a realistic close timeline. Most importantly, never let your team's pipeline run thin. When pipeline gets weak, panic sets in, and desperate salespeople make desperate decisions.  3. Become a Hiring Machine Your success depends entirely on having the right people on your team. This means you must become obsessed with recruiting and hiring A-players. Stop hiring people you like and start hiring people who can sell.