Podcasts about sales mindset

Episode Summary Building a successful business isn't about getting everything right the first time. In this episode of the Work at Home Rockstar Podcast, Tim Melanson sits down with Brian Samson, founder of Plugg Technologies, to discuss the lessons he's learned growing three different companies from zero to $4 million in annual recurring revenue. Brian shares how listening to customers led him to pivot his business, why founder-led sales became one of his greatest advantages, and how embracing entrepreneurship changed the trajectory of his career. The conversation also explores practical business topics including cash flow management, avoiding costly long-term commitments, choosing the right business tools, and learning from peer groups. Brian explains why he believes Latin America has become an increasingly attractive option for nearshore hiring and how businesses can scale remote teams while improving collaboration and communication. Whether you're launching your first business or preparing to grow your team, this episode offers practical insights from someone who has learned through experience. Who is Brian Samson? Brian Samson is the founder of Plugg Technologies, a leading nearshore firm connecting Latin America talent with U.S. companies. Brian has spent 10 years focused on nearshoring, including living as an expat in Argentina. As a founder, he has grown three separate companies from $0 to $4 million ARR each. Prior to Plugg Technologies, he served as VP of Talent for several San Francisco-based technology companies, including one IPO and one acquisition. He holds an MBA from UCLA. During the conversation, Brian shares how he evolved from an independent recruiter into a business owner, why learning sales became one of his greatest strengths, and how helping businesses build effective remote teams has become the focus of his work. Connect with Brian Samson Website: https://plugg.tech Podcast: https://nearshorecafepodcast.com LinkedIn: https://www.linkedin.com/in/briansamson/ Email: brian@plugg.tech Host Contact Details Website: https://workathomerockstar.com Facebook: https://www.facebook.com/workathomerockstar Instagram: https://www.instagram.com/workathomerockstar/ LinkedIn: https://www.linkedin.com/in/timmelanson/ YouTube: https://www.youtube.com/@WorkAtHomeRockStarPodcast Twitter/X: https://twitter.com/workathomestar Email: tim@workathomerockstar.com Timestamps 00:00 Welcome and Guest Intro 00:19 Success Story and Entrepreneur Journey 03:42 Finding Product Market Fit 05:33 From Bullpen to Remote Work 07:09 Big Mistake Hiring Sales 10:28 Sales Mindset for Founders 14:19 Cash Flow and Spending Lessons 20:19 Favorite Business Tools 22:05 Learning Through Peer Groups 26:13 Why Latin America Now 27:28 How Plug Technologies Works 32:28 Ideal Clients and Hiring Stage 34:11 Engagement Process and Pricing 35:35 Rockstar Questions and Wrap Up Disclaimers Business Advice The ideas shared in this episode reflect Brian Samson's personal experiences as an entrepreneur. Every business is different, so consider your own goals and circumstances before applying these strategies. Hiring & Outsourcing Brian shares his experience working with nearshore teams in Latin America. The best hiring approach depends on your business, industry, and specific needs.

What you'll learn in this episode: ● Why every outcome in your business is tied directly to your daily choices ● How small habits compound into massive long-term results—for better or worse ● The leadership lesson Dan taught his daughter about responsibility ● Why discipline today prevents regret tomorrow ● The four daily principles Dan teaches Maggie: Have the best day of your life, make good choices, help someone, and be grateful ● How to evaluate your current habits and shift toward better outcomes To find out more about Dan Rochon and the CPI Community, you can check these links:GET THE BOOK! Teach to Sell : Teach to Sell: Why Top Performers Never Sell – And What They Do InsteadWebsite: No Broke MonthsPodcast: No Broke Months for Salespeople PodcastInstagram: @donrochonxFacebook Page: https://www.facebook.com/NoBrokeMonths/Facebook: Dan RochonLinkedIn: Dan Rochon

Ian Selbie is a globally recognized sales expert, author, speaker, and podcast host with more than 25 years of experience helping organizations improve sales performance and sustainable growth.He has trained and coached more than 17,000 sales professionals worldwide and previously worked at Apple, where he was named the company's Top Salesperson in the World in 1990.Ian is the author of If You Were Arrested for Selling, Would There Be Enough Evidence to Convict You? and the host of Confessions of a Sales Pro.SHOW SUMMARYIn this episode of Selling from the Heart, Larry Levine and Darrell Amy welcome Ian Selbie to discuss selling with curiosity, compassion, and strong fundamentals.Ian shares his framework: “Call high, find the pain, bring the gain, and do it again and again.” He explains why salespeople should begin with decision-makers, uncover real business challenges before presenting solutions, and avoid sending proposals to unqualified opportunities.The conversation also explores several of Ian's “Seven Deadly Sins in Selling,” including calling too low, proposing too early, and expecting CRM technology to fix a broken sales process.KEY TAKEAWAYSSelling from the heart begins with genuine curiosity, compassion, and a commitment to helping customers succeed.Start every opportunity at the highest level possible—decision-makers can say yes, while influencers often cannot."Call high, find the pain, bring the gain" provides a simple framework for creating meaningful customer conversations.Never present a proposal before you've fully qualified the opportunity and uncovered the customer's true business challenges.Technology doesn't fix poor sales fundamentals—a CRM only amplifies the quality of your existing sales process.The strongest path into executive leadership is through earned referrals built on trust and consistent value.HIGHLIGHT QUOTESCall high, find the pain, bring the gain, then do it again and again.Influencers can say no. Decision-makers can say yes.If your sales team were arrested for selling, would there be enough evidence to convict them?A CRM doesn't fix broken sales processes—it magnifies them.Value grows when you increase the benefit, not when you decrease the price.ADDITIONAL RESOURCESExplore the secrets of heart-centered leadership and thriving workplace cultures with Culture from the Heart Podcast! Nominate a visionary CEO at www.culturefromtheheart.com!Listen to Larry Levine's Bestselling Book: Selling in a Post-Trust World! Now available on Audible! Transform your sales approach with insights that matter.  Subscribe to The Selling from the Heart Podcast Youtube Channel! Stay updated with the latest episodes and leadership tips: Selling from the Heart YouTubeGet Your Daily Dose of Inspiration:Click Here for Your Daily Dose

Viele glauben, gutes Sales-Mindset bedeutet, immer noch mehr Kunden zu jagen. Falsch. In dieser Folge sprechen Alex und Stefan über einen Vollblutverkäufer, der bereits alle 400 Kunden seines Gebiets gewonnen hat – und trotzdem morgens noch für etwas brennen will. Es geht um den Bettkantentest, persönlichen Antrieb und die Frage, ob mehr Umsatz wirklich immer die nächste Motivation sein muss. Außerdem schauen die beiden auf Upselling im Customer Success: Wie verkaufst du Bestandskunden etwas, wenn du dich selbst gar nicht als Verkäufer siehst? Mit ehrlichen Ansagen, guten Fragen, echtem Zuhören und einer Geschichte über 4.000 Euro Umsatz, die nur entstanden sind, weil jemand das Angebot einfach angesprochen hat. Die wichtigste Erkenntnis: Verkaufen beginnt nicht mit einer Technik, sondern mit dem Mut, es überhaupt zu tun.

See what the team at The Successful Bookkeeper has on right now → Your clients' financials tell one story. What your clients think about their business tells another. In this episode, fractional CFO, course creator, and speaker Debra Angilletta returns to show how closing that gap — through simple, curiosity-driven conversations — is the most direct path to selling advisory services. No complicated sales process required. Chapters [00:00] Opening Quote and Intro [01:35] Meet Debra Angilletta [03:30] Why Bookkeepers Struggle to Sell Advisory [06:10] The "Curious" Question Technique [09:20] Staying Human in a Digital World [11:50] Finding Your First Five Clients [14:30] The Advisory Transformation [17:30] What 100 Business Owners Said [20:30] About the Book: Hidden Profits [22:40] Rapid Fire: Steps to Take Now The Missing Half of the Story Numbers give you the facts; your client's perspective gives you the context. Debra frames advisory as the natural result of putting those two pieces together: "When you put those two pieces of information together, that's where the magic happens, and that's where you can fill the gap." The good news is you already have one half. You just need to ask for the other. One Word That Changes Everything If you're not sure how to start a probing question without sounding nosy or accusatory, Debra has a single practical fix: lead with "curious." Saying "Curious — I noticed this in your books, can you tell me more?" removes any sense of blame, gives your client permission to explore rather than defend, and opens the conversation rather than closing it down. It's a small shift with a big effect on how clients respond. Finding Your First Five You don't need to overhaul your entire practice to get started. Debra's advice is to scan your client list, pick five people who seem most open to a deeper conversation, and book a 30-minute call — framed simply as "I saw some interesting things in your books that might be of value." That's it. The goal isn't to pitch advisory on the spot; it's to practice having the conversation. "There's nothing complicated here," Debra says. "I don't want to make it complicated for your audience at all." Business Owners Are Waiting for You to Ask Debra interviewed 100 small business owners while writing her book Hidden Profits, and the finding stopped her in her tracks. When she asked what they wished their bookkeeper did that they weren't doing, the answer was overwhelming: more strategic advisory. "I wish they would give me information that I can use to drive my business forward." Most business owners operate in isolation, with no one to think out loud with — and your existing financial relationship puts you closer to that trusted-advisor seat than you might realize. The Transformation on the Other Side Bookkeepers who start having these conversations consistently go through a noticeable shift. Debra sees it regularly: once they experience what advisory conversations feel like, they want more of them. More importantly, the relationship with the client changes. "It actually uplevels you to partnership level... they're going to see you as that trusted advisor." The compliance work stays valuable — but it's no longer the ceiling on what the relationship can be. Links Mentioned Hidden Profits: Stop Chasing Cash, Predictable Profit in 90 Days by Debra Angilletta — findmyhiddenprofits.com (free download of first 3 chapters) or search "Hidden Profits" on Amazon MasterMySales.com — Debra's sales training for financial professionals PureBookkeeping.com — episode sponsor thesuccessfulbookkeeper.com — show resources and guest links About the Guest Debra Angilletta is a fractional CFO, course creator, and speaker at MasterMySales.com who specializes in helping bookkeepers, accountants, and financial professionals sell and deliver advisory services with confidence. She works primarily with small business owners in the $500K–$3M revenue range and is the author of Hidden Profits: Stop Chasing Cash, Predictable Profit in 90 Days. Debra is a returning speaker at The Successful Bookkeeper Summit and a consistent audience favourite. About the hostMichael PalmerMichael Palmer is the host of The Successful Bookkeeper podcast and co-founder of Pure Bookkeeping and The Successful Bookkeeper. He started this work because of his father — a brilliant electrical contractor who worked twice as hard as he should have had to, because nobody on the financial side was in his corner. That gap is what The Successful Bookkeeper exists to close. His view: bookkeepers are the most undervalued force in small business — and every bookkeeper who builds a real business changes two families: theirs, and their clients'.

After listening to Dr. Chris Wolfe's discussion on the dangers of becoming a specialist at the expense of comprehensive care, Aaron explores a different challenge facing optometry: the reluctance to embrace sales. Drawing on Daniel Pink's To Sell Is Human, he argues that ethical selling is simply helping patients trade time, money, effort, and trust for a better outcome. Through real-world examples, from contact lenses and IPL to restaurant servers and his own dentist, he explains why conviction, communication, and trust often matter more than clinical knowledge alone, and why becoming a better communicator may be one of the most valuable skills any healthcare professional can develop. Chris Wolfe Podcast: The Danger of the Specialist to the Comprehensive Optometrist (https://podcasts.apple.com/us/podcast/eyecode-media/id1449429774?i=1000773685759)   ---------------------- Go to MacuHealth.com and use the coupon code PODCAST2024 at checkout for special discounts Let's Connect! Follow and join the conversation! Instagram: @aaron_werner_vision    

Elyse Archer is a leadership consultant, keynote speaker, and executive coach who helps high-growth teams and leaders build stronger communication, sharper focus, and more resilient cultures. With deep expertise in psychology, performance strategy, and human behavior, Elyse equips organizations to improve collaboration, enhance accountability, and empower individuals to contribute their best work.She is the founder of Elyse Archer Coaching and creator of programs that help leaders communicate with clarity, manage change effectively, and lead with authenticity. Elyse's practical, research-informed approach blends mindset, skill-building, and heart-centered leadership, making her a trusted advisor to executives, founders, and teams looking to scale both results and culture.SHOW SUMMARYIn this episode of Selling from the Heart, Larry Levine and Darrell Amy sit down with leadership consultant, executive coach, and keynote speaker Elyse Archer to explore the powerful connection between identity and sales success.Elyse shares her personal journey of breaking through an income ceiling that had persisted despite years of hard work, training, and achievement. Following a series of life-changing events, including the unexpected loss of her podcast co-host, becoming a new mother, and reflecting on the lessons from The Top Five Regrets of the Dying, she realized that lasting growth required more than new strategies. It required becoming a new version of herself.Together, they unpack the concept of identity-driven selling, why results rarely exceed self-concept, and how sales professionals can shift from operating out of fear, scarcity, and hustle to leading and selling with confidence, purpose, and an open heart.KEY TAKEAWAYSYour sales results will rarely exceed your self-concept and identity.Sustainable growth starts with becoming the person capable of achieving the result you desire.Selling from the heart means operating from wholeness, service, and authenticity rather than fear or scarcity.Mindset alone isn't enough; identity, beliefs, emotions, and actions work together to create outcomes.The "Old Personality vs. New Personality" framework provides a practical path for personal transformation.HIGHLIGHT QUOTESThe breakthrough doesn't happen when you learn something new. It happens when you become someone new.Your beliefs create your actions, your actions create your habits, and your habits create your results.The version of you that has already achieved the goal thinks differently, feels differently, and acts differently.Your desires aren't distractions. They're often clues pointing you toward your purpose.The greatest transformation isn't becoming someone else—it's remembering who you really are.ADDITIONAL RESOURCESExplore the secrets of heart-centered leadership and thriving workplace cultures with Culture from the Heart Podcast! Nominate a visionary CEO at www.culturefromtheheart.com!Listen to Larry Levine's Bestselling Book: Selling in a Post-Trust World! Now available on Audible! Transform your sales approach with insights that matter.  Subscribe to The Selling from the Heart Podcast Youtube Channel! Stay updated with the latest episodes and leadership tips: Selling from the Heart YouTubeGet Your Daily Dose of Inspiration:Click Here for Your Daily Dose

Stuck on the sales treadmill using outdated tactics while buyers cut through the noise? The rules are changing fast—AI is raising the bar on what "good" looks like. In this episode, Dr. Philip Squire and Mike Sparling break down new research on how buyers want to be sold in 2026. You'll learn why sales success is now a values problem—not a technique problem—and how to master authenticity, client-centricity, proactive creativity, and tactful audacity. Discover the rise of "intellectual authenticity" and how to combine human insight with AI to avoid "AI slop" and elevate your sales game.

Today's episode features Sahir Azam, Partner at Index Ventures and former Chief Product Officer at MongoDB, where he helped scale Atlas into a multi-billion-dollar platform. This conversation breaks down what actually separates top enterprise sellers, from intellectual curiosity to resource orchestration, and why those traits alone aren't enough without leadership building the right operating model around them. Sahir also explains how sales leaders create scale through enablement, accountability, and structured engagement, not just hiring more talent. For leaders trying to build repeatability in complex sales, this is a clear look at what it takes. Sahir Azam is a Partner at Index Ventures investing in AI infrastructure, and former Chief Product Officer at MongoDB where he led the Atlas transformation into a multi-billion-dollar platform. He brings a rare operator's perspective on building go-to-market discipline, scaling sales culture, and navigating the product-distribution balance that separates winners from founders who fail. Connect with Sahir: Index Ventures LinkedIn Get the Force Management framework for navigating product-go-to-market fit and building the sales discipline that separates scaling companies from those that fail: The Predictable Revenue Framework: Guide for Leaders Hosted by five-time CRO John McMahon and Force Management Co-Founder John Kaplan, the Revenue Builders podcast goes behind the scenes with the sales leaders who have been there, done that, and seen the results. This show is brought to you by Force Management. We help companies improve sales performance, executing their growth strategy at the point of sale. Connect with Us: LinkedInYouTubeForce Management

What you'll learn in this episode Why setting expectations helps clients manage their emotions How understanding pain points builds trust and influence Why Teach to Sell focuses on guiding—not pushing—clients The role of emotional intelligence in sales success How influence comes from asking great questions Preparing clients for challenges to improve their experience How to connect on a deeper level and build rapport Why authenticity is your most powerful sales tool   To find out more about Dan Rochon and the CPI Community, you can check these links:Website: No Broke MonthsPodcast: No Broke Months for Salespeople PodcastInstagram: @donrochonxFacebook Page: https://www.facebook.com/NoBrokeMonths/Facebook: Dan RochonLinkedIn: Dan RochonTeach to Sell Preorder: Teach to Sell: Why Top Performers Never Sell – And What They Do Instead

Van Mueller's story shouldn't work. He failed his insurance licensing exam three times, spent 16 years as a self-described “cancer” in his agency, and was eventually fired — by three branch managers simultaneously. Then, in his 17th year, a mentor gave him a single directive that changed everything: stop worrying about yourself and start taking care of people.   The result? 36 consecutive years at Top of the Table, speaking engagements around the world, and a reputation as one of the most effective question-based sales trainers in the insurance and financial services industry.   In this episode, Van sits down with host Scott Heinila to share the framework, the mindset, and the exact questions that have driven his career — and how any advisor can apply them starting today.   In this episode: The 5 core conversation topics every advisor should be raising with every client Why “process” questions outperform product pitches every single time How Van got a $600,000 client by asking one question in a grocery store The IRA/401(k) question that stops people cold — and opens the door to a full planning conversation Why Americans love to buy but hate to be sold — and how to position yourself on the right side of that The three things every advisor must do to build a thriving practice: appointments, inspiration, and finding the money How Van's newsletter delivers ready-to-use questions and tax insights advisors can deploy immediately Why repetition — not more product knowledge — is the real key to mastery **This is the Optimized Advisor Podcast, where we focus on optimizing the wellbeing and best practices of insurance and financial professionals. Our objective is to help you optimize your life, optimize your profession, and learn from other optimized advisors. If you have questions or would like to be a featured guest, email us at optimizedadvisor@optimizedins.com Optimized Insurance Planning

What you'll learn in this episode: How introverts can use calm energy to create instant client trust The simple, non-salesy way to ask for the sale Why listening more than talking helps you sell faster The “assumptive close” technique that seals the deal without pressure How to build client loyalty with follow-ups and authentic relationships Why confidence—not volume—is what really closes deals   To find out more about Dan Rochon and the CPI Community, you can check these links:Website: No Broke MonthsPodcast: No Broke Months for Salespeople PodcastInstagram: @donrochonxFacebook Page: https://www.facebook.com/NoBrokeMonths/Facebook: Dan RochonLinkedIn: Dan RochonTeach to Sell Preorder: Teach to Sell: Why Top Performers Never Sell – And What They Do Instead

If you've ever told yourself you're just not a salesperson, that belief is probably costing you more than you realize. In this episode, Dr. Kasey Jo Orvidas talks about how money mindset beliefs create resistance to selling, but that isn't a character flaw. It's a story. This episode helps you unpack that story. In this episode, she covers:Why coaches with a strong "helper" identity often unconsciously reject selling, and the research behind why this happensHow selling is already woven into your everyday life in ways that don't feel slimy at allThe difference between influence and manipulation, and why conflating the two is holding you backWhy not talking about your services isn't humility, it's fear, and who's actually paying the price for thatThe one reframe that removes most of the pressure around selling your offer If you've ever felt like selling goes against who you are as a person or that you're "a coach not a salesperson", this episode is for you. Episodes Referenced: Episode 41: The 7 Principles of Persuasion (Applied to Health and Fitness Coaching)EP 63: 3 Steps to Overcome Self-DoubtEP 62: How to Overcome Impostor Syndrome: Mindset Shifts to Try Sources: Aquino & Reed, 2002Influence: The Psychology of Persuasion by Dr. Robert Cialdini Get on the priority list for my brand new 2-Day Money Mindset Workshop Connect with me on Instagram! 

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

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

Step into Episode 211 of On The Delo as Delo sits down with Ted Golden — Arizona craft beer veteran, former Four Peaks sales director, and founder of AZ Locale Brewing — for a wide-open conversation about what it really takes to leave a 25-year career and bet on yourself. From skateboarding in Southern California and busing tables at a Manhattan Beach boutique hotel to building one of Arizona's most exciting independent beer brands with his wife Stephanie, Ted brings the kind of energy, humor, and hard-won wisdom that makes this one impossible to put down.Ted pulls back the curtain on how a rivalry with San Tan's Anthony Kanekia turned into the opportunity that launched AZ Locale, why he designed every beer at 4.8% ABV (a nod to Arizona being the 48th state), and what it looks like to grind 20 accounts a day as both the owner and the salesperson. Delo and Ted also dig into the real philosophy behind ethical selling, how Ted navigated self-distribution before landing statewide partners including Crescent Crown, and what brewing brands across Arizona need to hear about protecting their backyard before chasing national expansion.If you love craft beer, entrepreneurship, or just a great origin story rooted in Arizona pride, this episode delivers.Chapter Guide (Timestamps):(0:00 - 1:30) Freestyle Intro, Ted's Skateboard Tap Handle, and Episode 211 Kickoff(1:31 - 4:44) Running a Business With Your Spouse and Experiencing Arizona Together(4:45 - 7:08) Tommy Boy Sales Philosophy, Joe Dirt, and Taking the Entrepreneurial Leap(7:09 - 10:33) Ted's Origin Story: Southern California, Alpha Beta, Haagen-Dazs, and Barnaby's Hotel(10:34 - 13:05) 22 Years at Four Peaks: Growth, Sales Director, and the Identity of a Brand(13:06 - 16:22) The AZ Locale Birth Story: San Tan's Anthony Kanekia and the Deal That Started It All(16:23 - 18:27) Designing Beer With a Sales Mindset: 4.8% ABV, Food Pairings, and Differentiating in a Crowded Market(18:28 - 21:24) Self-Distribution Hustle: Honda Ridgeline, 100 Draft Accounts, and the Move to Crescent Crown(21:25 - 27:16) Statewide Distribution, Forecasting Logistics, and Always Reinvesting in Your Brand(27:17 - 31:32) The Beer Lineup: Toasty, Cactus Bird, Drafternoon, and What's Coming Next(31:33 - 36:36) Daily Habits, Gym Routines, and Rapid-Fire Questions With "TheOG" Ted Golden(36:37 - 40:36) Arizona Pride, Staying Local, and Where to Find AZ Locale Beer Right Now(40:37 - 42:33) Where to Find Ted, Closing Thoughts, and Delo's Send-Off

Joel Zeff is a dynamic keynote speaker, work culture expert, improvisational humorist, and author who brings energy, humor, and practical insight to every stage. For more than 25 years, Joel has delivered over 2,500 presentations that blend improvisation with actionable business lessons around teamwork, leadership, collaboration, and change.Known for his highly interactive keynotes, Joel engages audiences through playful improv exercises that reinforce a powerful message: organizations thrive when people feel supported, appreciated, and connected. From Wells Fargo and Samsung to KPMG and even the IRS, Joel has helped companies across industries build more joyful, resilient, and high-performing cultures.SHOW SUMMARYIn this episode of the Selling from the Heart Podcast, Larry Levine and Darrell Amy are joined by keynote speaker and work culture expert Joel Zeff to discuss how joy, presence, and positive support create stronger sales cultures and better performance.Joel explains that “selling from the heart” means genuinely helping others succeed and bringing passion into every interaction. Drawing from his background in improvisation, he shares why embracing change, staying flexible, and choosing how we respond to challenges are essential skills for sales professionals and leaders alike.The conversation highlights how leaders cultivate passion—not by demanding it, but by creating environments built on ownership, appreciation, celebration, and support. Joel also emphasizes the importance of being fully present in conversations, especially in a distracted world where attention is rare and deeply valuable. Packed with practical wisdom and humor, this episode is a powerful reminder that positivity, persistence, and connection fuel lasting success.KEY TAKEAWAYSSelling from the heart means helping others succeed, not simply closing deals.Passion grows in environments built on ownership, appreciation, and positive support.Change is constant—success depends on how you choose to respond to it.Improv teaches two powerful sales lessons: stay present and never quit.Positive support and recognition directly improve culture and performance.Presence and listening strengthen trust and connection in every interaction.Persistence and adaptability are critical to long-term sales success.Joyful cultures create more engaged, committed, and resilient teams.HIGHLIGHT QUOTESSelling from the heart is answering the question: How do I help the people around me be successful?I only control how I react to what happens.You can make mistakes. You just can't give up.It's my job as a sales leader to create the foundation for passion.The best present you can give somebody is your presence.ADDITIONAL RESOURCESExplore the secrets of heart-centered leadership and thriving workplace cultures with Culture from the Heart Podcast! Nominate a visionary CEO at www.culturefromtheheart.com!Listen to Larry Levine's Bestselling Book: Selling in a Post-Trust World! Now available on Audible! Transform your sales approach with insights that matter.  Subscribe to The Selling from the Heart Podcast Youtube Channel! Stay updated with the latest episodes and leadership tips: Selling from the Heart YouTubeGet Your Daily Dose of Inspiration:Click Here for Your Daily Dose

What you'll learn in this episode: How introverts can use calm energy to create instant client trust The simple, non-salesy way to ask for the sale Why listening more than talking helps you sell faster The “assumptive close” technique that seals the deal without pressure How to build client loyalty with follow-ups and authentic relationships Why confidence—not volume—is what really closes deals    

What you'll learn in this episode: ● Why every outcome in your business is tied directly to your daily choices ● How small habits compound into massive long-term results—for better or worse ● The leadership lesson Dan taught his daughter about responsibility ● Why discipline today prevents regret tomorrow ● The four daily principles Dan teaches Maggie: Have the best day of your life, make good choices, help someone, and be grateful ● How to evaluate your current habits and shift toward better outcomes To find out more about Dan Rochon and the CPI Community, you can check these links:Website: No Broke MonthsPodcast: No Broke Months for Salespeople PodcastInstagram: @donrochonxFacebook Page: https://www.facebook.com/NoBrokeMonths/Facebook: Dan RochonLinkedIn: Dan RochonTeach to Sell Preorder: Teach to Sell: Why Top Performers Never Sell – And What They Do Instead

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

What you'll learn in this episode: ● The “no BS” reason behind why you make sales ● How to discover and define your personal compass ● How to identify your natural superpowers and use them in your business ● The easiest way to align your skills with the right sales strategies ● How to stay accountable to your goals through purpose and gratitude  

What you'll learn in this episode: ● How to set clear expectations and define rules of engagement ● Why great leaders hire for their weaknesses ● The art of listening when others disagree ● How to respond instead of react when challenges arise ● How to remove bottlenecks and empower team decisions ● Why collaboration beats being “right” every time

James Laughlin is a globally recognized high-performance leadership strategist, #1 bestselling author of Habits of High Performers, and a 7-time world champion musician. He has coached everyone from PGA Tour professionals and elite athletes to Fortune 500 CEOs, helping leaders and teams achieve extraordinary results through intentional habits and mindset mastery.As an international keynote speaker and host of the top-ranked Lead on Purpose podcast, James blends elite performance principles with practical leadership frameworks that drive personal growth, resilience, and sustainable success. Whether working with world-class rugby teams or senior executives, James helps people win in both life and business by building habits rooted in trust, wellbeing, and high performance.SHOW SUMMARYIn this episode of the Selling from the Heart Podcast, Larry Levine and Darrell Amy are joined by James Laughlin to explore what truly drives high performance. James shares that selling from the heart begins with trusting who you are, and explains why vulnerability is not weakness but one of the most powerful ways leaders and sales professionals build trust and connection.The conversation introduces James's powerful skillset, mindset, and heart set framework, reframing mindset as “mind flex”—the belief that our minds are not fixed, but adaptable through intentional habits. He defines high performance as consistently exceeding norms while maintaining healthy relationships and wellbeing, challenging the traditional “win at all costs” mentality.James also dives into belief systems, daily reflection habits, storytelling as a trust-building tool, and the importance of radical clarity around what success actually looks like. This episode is packed with practical wisdom for anyone looking to perform at a higher level without sacrificing authenticity or wellbeing.KEY TAKEAWAYSHigh performance requires three pillars: skillset, mind flex, and heart set.Vulnerability is a leadership strength that builds trust and connection.True high performance includes wellbeing and healthy relationships.Beliefs drive attitudes, which shape behaviors and results.HIGHLIGHT QUOTESPeople don't struggle because they don't know what to say. They generally struggle because they don't fully trust who they are.The soft thing is the hard thing. It's very difficult to do, but it's crucial to success.Be curious about the situation rather than furious about the situation.High performance is not a birthright. It's not hustle, it's not luck. High performance is simply a byproduct of great habits.ADDITIONAL RESOURCESExplore the secrets of heart-centered leadership and thriving workplace cultures with Culture from the Heart Podcast! Nominate a visionary CEO at www.culturefromtheheart.com!Listen to Larry Levine's Bestselling Book: Selling in a Post-Trust World! Now available on Audible! Transform your sales approach with insights that matter.  Subscribe to The Selling from the Heart Podcast Youtube Channel! Stay updated with the latest episodes and leadership tips: Selling from the Heart YouTubeGet Your Daily Dose of Inspiration:Click Here for Your Daily Dose

What you'll learn in this episode: Why focusing on action—not outcomes—keeps you consistent and motivated ● How making just 5–10 calls a day creates long-term sales momentum ● Why rejection and silence are signs you're doing the right work ● How to use Google Keyword Planner for free SEO research ● Simple video strategies to educate and engage without being “camera confident” ● The Facebook friend-adding and engagement method that boosts visibility ● Why the 4:1 content rule builds trust faster than constant selling ● How $5 a day in ads can generate thousands of views ● The importance of liking, commenting, and sharing your own content To find out more about Dan Rochon and the CPI Community, you can check these links:Website: No Broke MonthsPodcast: No Broke Months for Salespeople PodcastInstagram: @donrochonxFacebook Page: https://www.facebook.com/NoBrokeMonths/Facebook: Dan RochonLinkedIn: Dan RochonTeach to Sell Preorder: Teach to Sell: Why Top Performers Never Sell – And What They Do Instead

In this episode of Small Business Growth Tools, discover why motivation alone won't grow your business and why a consistency mindset is essential for Christian women entrepreneurs aiming to increase sales. Sales and business growth depend not on occasional bursts of energy but on regular, persistent efforts. Host Lindsay Fletcher shares powerful strategies rooted in faith and practical experience to help you shift your mindset from fleeting motivation to unwavering consistency. Explore how biblical principles from Hebrews 12:1 and Galatians 6:9 reinforce the importance of perseverance in business. Through vivid farming analogies and real client success stories, Lindsay emphasizes that repeatable sales strategies and consistent marketing activities are the keys to cultivating sustainable business growth. If you're a female entrepreneur struggling with staying motivated, this episode offers actionable steps and mindset shifts to help you build momentum, grow your sales, and align your faith with your business goals. Turn your conversations into clients by embracing faith-based consistency and start seeing the harvest of your efforts. Tune in to learn why sales strategy, faith in business, and marketing consistency create a strong foundation for your small business's success.   If you want my Consistent Sales Checklist so you do the sales activities that will grow your sales and business, go to https://lindsayfletcher.co/checklist

What you'll learn in this episode: ● Why burnout happens when you lose connection to your “why” ● The gap between vision and execution—and how to close it ● The difference between instant gratification and delayed success ● Why celebrating daily activities leads to long-term wins ● How to handle setbacks and turn them into leadership growth ● The truth about hustle, productivity, and sustainable performance ● 3 practical strategies to overcome burnout immediately

What you'll learn in this episode: ● How to use Teach to Sell to build trust before the sale ● Why setting expectations prevents buyer's remorse ● The importance of honesty and transparency in consulting ● How to turn predictable problems into opportunities ● Why authenticity and confidence help you get hired more often

Connect with Sean:Instagram: https://www.instagram.com/sean_bakhtiari/Check out Seacoast 2 Summit: https://www.seacoast2summit.comCheck out our free 6-step course for scaling STR operators: https://level.strsecrets.com/pc-bookSTR Secrets FB group: https://www.facebook.com/groups/STRentalsecretsWhat happens when a corporate finance guy from Boston decides he's done working for someone else — and bets on short-term rentals?Sean Bakhtiari is the co-founder of Seacoast 2 Summit Vacation Rentals and The Bakhtiari Group, a top-performing real estate sales team across Massachusetts, New Hampshire, and Maine. As an active STR investor, his work sits at the intersection of real estate, hospitality, and investment strategy throughout New England.After 9 years in Boston's financial district, Sean bought his first STR. Then a second. Then started building a management company.At 12 properties, he hit a wall. He was good at business development and client relationships. But systems, operations, and scale? Not his strengths. That's when a serendipitous call from Chris changed everything.Today, Sean and Chris co-run Seacoast to Summit Vacation Rentals — managing 120+ properties across the New Hampshire seacoast, lakes and mountains region, and North Shore of Massachusetts. Almost entirely on referrals, with virtually no paid marketing.In this episode, Sean and Chris pull back the curtain on:- How they identified each other as the right partner (and what 3 things you need to align on before you sign anything)- Sean's "help first, never sell" philosophy — and why it's responsible for most of their growth- Why they've said no to 10+ deals in the last 3 months (and why that's the right call)- The two fears they stay up at night thinking about as they scale- How to delegate without feeling like you're losing control- What it takes to keep your team culture intact as you grow- Why boutique hotels might be the next frontier for this businessThis is a rare episode — a founder bringing on his business partner and pulling off the veil on how a real, values-driven STR company actually works at scale.---Timestamps:0:00 - Introducing Sean Bakhtiari: Chris's Business Partner2:45 - How Sean Went From Corporate Finance to STR Management6:30 - Building Seacoast to Summit: From 12 to 120 Properties10:15 - How Sean and Chris Found Each Other (The Serendipitous Call)15:00 - The 3 Things You Must Align On Before Partnering18:30 - The "Help First" Sales Mindset That Built the Business23:00 - Why They Said No to 10 Deals in 3 Months27:00 - The Two Fears They Have About Growing Too Fast32:30 - How to Delegate Without Losing Control37:00 - Keeping Team Culture Intact at Scale42:00 - What the Future Looks Like: Boutique Hotels and Brand Building46:00 - Sean's #1 Secret to STR Success

Connect with Sean:Instagram: https://www.instagram.com/sean_bakhtiari/Check out Seacoast 2 Summit: https://www.seacoast2summit.comCheck out our free 6-step course for scaling STR operators: https://level.strsecrets.com/pc-bookSTR Secrets FB group: https://www.facebook.com/groups/STRentalsecretsWhat happens when a corporate finance guy from Boston decides he's done working for someone else — and bets on short-term rentals?Sean Bakhtiari is the co-founder of Seacoast 2 Summit Vacation Rentals and The Bakhtiari Group, a top-performing real estate sales team across Massachusetts, New Hampshire, and Maine. As an active STR investor, his work sits at the intersection of real estate, hospitality, and investment strategy throughout New England.After 9 years in Boston's financial district, Sean bought his first STR. Then a second. Then started building a management company.At 12 properties, he hit a wall. He was good at business development and client relationships. But systems, operations, and scale? Not his strengths. That's when a serendipitous call from Chris changed everything.Today, Sean and Chris co-run Seacoast to Summit Vacation Rentals — managing 120+ properties across the New Hampshire seacoast, lakes and mountains region, and North Shore of Massachusetts. Almost entirely on referrals, with virtually no paid marketing.In this episode, Sean and Chris pull back the curtain on:- How they identified each other as the right partner (and what 3 things you need to align on before you sign anything)- Sean's "help first, never sell" philosophy — and why it's responsible for most of their growth- Why they've said no to 10+ deals in the last 3 months (and why that's the right call)- The two fears they stay up at night thinking about as they scale- How to delegate without feeling like you're losing control- What it takes to keep your team culture intact as you grow- Why boutique hotels might be the next frontier for this businessThis is a rare episode — a founder bringing on his business partner and pulling off the veil on how a real, values-driven STR company actually works at scale.---Timestamps:0:00 - Introducing Sean Bakhtiari: Chris's Business Partner2:45 - How Sean Went From Corporate Finance to STR Management6:30 - Building Seacoast to Summit: From 12 to 120 Properties10:15 - How Sean and Chris Found Each Other (The Serendipitous Call)15:00 - The 3 Things You Must Align On Before Partnering18:30 - The "Help First" Sales Mindset That Built the Business23:00 - Why They Said No to 10 Deals in 3 Months27:00 - The Two Fears They Have About Growing Too Fast32:30 - How to Delegate Without Losing Control37:00 - Keeping Team Culture Intact at Scale42:00 - What the Future Looks Like: Boutique Hotels and Brand Building46:00 - Sean's #1 Secret to STR Success

What you'll learn in this episode: ● Why lack of knowhow is a perceived obstacle — not a permanent limitation ● The mindset shift that separates dream achievers from the 99.9% ● Why “It can't be done” is one of the most dangerous phrases in business ● How to turn ignorance into innovation and creative thinking ● Why recruiting others is a superpower of top performers ● How modern technology eliminates almost every excuse for staying stuck ● The difference between surrendering to a problem and solving it

What you'll learn in this episode: ● Why fear is often worse than reality ● How delaying hard decisions compounds stress and anxiety ● The hidden cost of staying inauthentic in business and life ● How personal courage translates into professional growth ● Why bold action creates momentum in sales and entrepreneurship ● How to identify the step you're avoiding—and take it anyway ● The mindset shift that transforms hesitation into opportunity To find out more about Dan Rochon and the CPI Community, you can check these links:Website: No Broke MonthsPodcast: No Broke Months for Salespeople PodcastInstagram: @donrochonxFacebook: Dan RochonLinkedIn: Dan RochonTeach to Sell Preorder: Teach to Sell: Why Top Performers Never Sell – And What They Do Instead

What you'll learn in this episode: ● Why your daily habits determine your long-term sales success ● The compound effect of small decisions in business and life ● How personal responsibility impacts your income and relationships ● The leadership lesson every parent and salesperson should understand ● A simple four-part daily formula for building a meaningful life ● How to break negative cycles before they define your future To find out more about Dan Rochon and the CPI Community, you can check these links:Website: No Broke MonthsPodcast: No Broke Months for Salespeople PodcastInstagram: @donrochonxFacebook: Dan RochonLinkedIn: Dan RochonTeach to Sell Preorder: Teach to Sell: Why Top Performers Never Sell – And What They Do Instead

What you'll learn in this episode: How introverts can use calm energy to create instant client trust The simple, non-salesy way to ask for the sale Why listening more than talking helps you sell faster The “assumptive close” technique that seals the deal without pressure How to build client loyalty with follow-ups and authentic relationships Why confidence—not volume—is what really closes deals   To find out more about Dan Rochon and the CPI Community, you can check these links:Website: No Broke MonthsPodcast: No Broke Months for Salespeople PodcastInstagram: @donrochonxFacebook: Dan RochonLinkedIn: Dan RochonTeach to Sell Preorder: Teach to Sell: Why Top Performers Never Sell – And What They Do Instead

What you'll learn in this episode: ● The 5-part self-coaching model: circumstances, thoughts, feelings, actions, and results ● Why you keep getting the same results (and how to interrupt the cycle) ● How affirmations and visualization reshape your subconscious programming ● Practical ways to upgrade your environment and relationships ● Why daily habits determine long-term sales success ● One action you can take in the next 24 hours to change your trajectory To find out more about Dan Rochon and the CPI Community, you can check these links:Website: No Broke MonthsPodcast: No Broke Months for Salespeople PodcastInstagram: @donrochonxFacebook: Dan RochonLinkedIn: Dan RochonTeach to Sell Preorder: Teach to Sell: Why Top Performers Never Sell – And What They Do Instead

About the Guest – Debbi DiMaggio Debbi DiMaggio is a Realtor® with The DiMaggio Betta Group at Corcoran Icon Properties, serving both the Bay Area and Beverly Hills. For over 35 years, Debbi has worked alongside her husband and business partner, Adam Betta, helping clients navigate life's biggest transitions — from upsizing and downsizing to relocation and starting fresh. Her approach is rooted in collaboration and compassion, two values that have defined her career and her life's work. Debbi is a proud member of the National Association of Divorce Professionals (NADP) and holds the Senior Real Estate Specialist (SRES) designation, offering clients both expertise and empathy during sensitive life changes. She believes real estate is never just about the transaction — it's about people, stories, and the journey of transformation. A lifelong learner, Debbi consistently attends industry events, takes advanced courses, and participates in webinars to stay ahead of market trends and elevate the service she provides. She is also the host of the inspiring podcast Mastering the Art of Success, where she interviews entrepreneurs, thought leaders, and creatives who share insights on living with passion, purpose, and positivity. Through her work, Debbi continues to inspire others to dream big, take action, and embrace change with grace. Connect with Debbi: Instagram: https://www.instagram.com/debbidimaggio/?hl=en YouTube: https://www.youtube.com/playlist?list=PLhL7l7e6Koz18x0CGA6qHtlDxz0EwXgGh Facebook: https://www.facebook.com/debbi.dimaggio/ Website: https://debbidimaggio.com/ ________________ What you'll learn in this episode: ● Why loving what you do is the foundation of long-term sales success ● How to build real relationships in a world of texting and automation ● Why uncertain markets create opportunity for strategic buyers ● The “Mindset in Motion” framework: Goal → Believe → Internalize → Share → Activate ● How to protect your goals from negativity and surround yourself with support ● Why activation — not just intention — separates dreamers from achievers ● How discipline and belief can help you accomplish goals you once thought impossible To find out more about Dan Rochon and the CPI Community, you can check these links:Website: No Broke MonthsPodcast: No Broke Months for Salespeople PodcastInstagram: @donrochonxFacebook: Dan RochonLinkedIn: Dan RochonTeach to Sell Preorder: Teach to Sell: Why Top Performers Never Sell – And What They Do Instead

What you'll learn in this episode: ● Why every outcome in your business is tied directly to your daily choices ● How small habits compound into massive long-term results—for better or worse ● The leadership lesson Dan taught his daughter about responsibility ● Why discipline today prevents regret tomorrow ● The four daily principles Dan teaches Maggie: Have the best day of your life, make good choices, help someone, and be grateful ● How to evaluate your current habits and shift toward better outcomes To find out more about Dan Rochon and the CPI Community, you can check these links:Website: No Broke MonthsPodcast: No Broke Months for Salespeople PodcastInstagram: @donrochonxFacebook: Dan RochonLinkedIn: Dan RochonTeach to Sell Preorder: Teach to Sell: Why Top Performers Never Sell – And What They Do Instead

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

Send a textMenashe Friedman's career didn't follow a straight line. From failing fast in an early sales role to decades later becoming the consultant companies call when their sales teams need clarity and consistency, his journey spans industries, downturns, and hard-earned lessons.In this episode, Danny and Menashe explore why quality matters more than quantity in sales activity, how to close the gap between sales and marketing, and why trust is built through mindset, not tactics. Menashe's experience building from scratch, navigating the 2008 market crash, and selling in every industry he entered delivers insights that resonate far beyond a textbook sales story.Episode Highlights: Quality over quantity in sales isn't just a nice idea, it's the difference between burning through thousands of garbage leads and building a pipeline that actually converts.The perfect day is today because there's never a perfect time to start, and waiting for ideal conditions means you'll never begin.Sales and marketing aren't separate teams competing for budget and credit, they're one system where marketing makes the promise and sales keeps it.Building trust isn't a tactic you deploy to close deals, it's a philosophical approach to how you show up in every conversation.The most valuable learning happens when things go wrong, not when they go right, because growth comes from what didn't work.Pipeline feeds the funnel, and you're the bus driver who decides who gets on, where they sit, and which stop they get off at.Episode Links: Menashe Friedman on LinkedInM. Friedman Consulting on LinkedInM. Friedman Consulting on InstagramFollow The Digital Marketing Mentor: Website and Blog: thedmmentor.com Instagram: @thedmmentor Linkedin: @thedmmentor YouTube: @thedmmentor Interested in Digital Marketing Services, Careers, or Courses? Check out more from the TDMM Family: Optidge.com - Full Service Digital Marketing Agency specializing in SEO, PPC, Paid Social, and Lead Generation efforts for established B2C and B2B businesses and organizations. ODEOacademy.com - Digital Marketing online education and course platform. ODEO gives you solid digital marketing knowledge to launch/boost your career or understand your business's digital marketing strategy.

What you'll learn in this episode:● Why most sales objections are surface-level distortions● How to challenge cause-and-effect statements without being confrontational● The power of asking “According to whom?” in value-based objections● How to uncover hidden fears behind pricing resistance● The lead-benefit-benefit framework for ethical influence● How pace-pace-bind gives prospects ownership of the decision● Why clarity beats pressure in every sales conversation● How the brain filters 11.2 million bits of data down to 40–50—and how to guide that focus To find out more about Dan Rochon and the CPI Community, you can check these links:Website: No Broke MonthsPodcast: No Broke Months for Salespeople PodcastInstagram: @donrochonxFacebook: Dan RochonLinkedIn: Dan RochonTeach to Sell Preorder: Teach to Sell: Why Top Performers Never Sell – And What They Do Instead

What you'll learn in this episode:● How to set clear expectations and define rules of engagement● Why great leaders hire for their weaknesses● The art of listening when others disagree● How to respond instead of react when challenges arise● How to remove bottlenecks and empower team decisions● Why collaboration beats being “right” every time

What you'll learn in this episode:● How to create a “virtual” board of mentors that guide your daily choices● Why you already have the answers—you just need the right advisors to uncover them● The secret to modeling success from industry leaders● How studying great minds like Gary Keller, Tony Robbins, and Walt Disney can reshape your mindset● Why curiosity and consistent learning are your most valuable assets in growth

What you'll learn in this episode:Why nearly every relationship begins transactionally—even your best clientsThe hidden danger of relying only on referrals during market shiftsHow the 8x8 and 33-touch systems turn cold leads into lifelong clientsA simple value-exchange script contractors say “yes” toWhy video messages inside text dramatically increase response ratesHow committing to one daily tactical action makes success inevitable To find out more about Dan Rochon and the CPI Community, you can check these links:Website: No Broke MonthsPodcast: No Broke Months for Salespeople PodcastInstagram: @donrochonxFacebook: Dan RochonLinkedIn: Dan RochonTeach to Sell Preorder: Teach to Sell: Why Top Performers Never Sell – And What They Do Instead

The scoreboard reads 0 to 0. The clock has just started. What are you going to do to make it a different year? Kick off the new year with Mark Hunter as he explores why true sales growth starts with your mindset, not just a new process. Find out how your attitude shapes your results and why viewing yourself as a victor is key to outperforming last year's success.  Get a peek at why celebrating small wins, staying accountable, and managing your time can dramatically change your trajectory. Listen in to discover what really sets top performers apart as the scoreboard resets for a fresh year.

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

If you've ever felt awkward about selling—or thought "sales" is a dirty word—this episode will completely shift your mindset. Rory and AJ Vaden, two of the most accomplished sales professionals in the personal branding world, pull back the curtain on what truly drives conversions: service-centered selling. In this transparent and tactical conversation, they redefine what it means to sell with integrity, impact, and conviction. You'll learn why sales is not about slick talk but meaningful questions, how to guide prospects through a decision (without pushing), and why your conviction in your offer directly influences your close rate. Whether you're a personal brand, entrepreneur, or founder still trying to outsource your sales (spoiler: don't), this episode will challenge, equip, and energize you to sell with heart—and close with confidence.

What you'll learn in this episode:The only three reasons sales results stall: frequency, messaging, or audienceWhy asking questions first builds confidence and skill through repetitionHow consistency beats intensity with a simple 30-minutes-a-day formulaWhy lead generation should be rescheduled—not skippedHow celebrating actions (CPI time) creates predictable success To find out more about Dan Rochon and the CPI Community, you can check these links:Website: No Broke MonthsPodcast: No Broke Months for Salespeople PodcastInstagram: @donrochonxFacebook: Dan RochonLinkedIn: Dan RochonTeach to Sell Preorder: Teach to Sell: Why Top Performers Never Sell – And What They Do Instead

In this episode of The D2D Podcast, Sam Taggart sits down with Jon Gordon, best-selling author of The Energy Bus, The Carpenter, The One Truth and The 7 Commitments of a Great Team. Jon has coached leaders from top sports organizations and major companies. He shares lessons that help new and struggling reps develop grit, strengthen confidence, and build real momentum.You will hear why belief, culture, and consistency change performance. Jon shares how young reps can think like athletes, use setbacks as fuel, and stay committed when days feel heavy. Leaders will learn how to create stronger expectations inside their teams, how to raise the standard, and how to attract people who want to grow.This conversation gives practical direction without giving away the lessons Jon will reveal on the D2DCon stage. If you want to level up your mindset or learn how top teams stay connected through hard seasons, this episode is for you.You will find answers to key questions such as: • What habits help new D2D reps build grit and confidence faster • How belief and vision shape daily performance in sales • How leaders can lift team culture when results slow down • Why adversity plays a key role in long-term success • How teams create unity and shared purpose in competitive marketsConnect with Jon Gordon:Website: www.jongordon.comInstagram: @jongordon11 -D2DCon 9 lands in Salt Lake City, Utah | Jan 22 - 24, 2026. Lock in your spot at https://d2dcon.com/?el=pod-shownotes-ep503&utm_medium=organic&utm_source=podcast&utm_campaign=d2dcon9Thank you for listening! Don't miss out on future episodes! Subscribe to The D2D Podcast on Apple Podcasts and Spotify.Follow us on Facebook and Instagram. You may also watch this podcast on YouTube!You may also follow Sam Taggart on Facebook, Instagram, and TikTok for more nuggets on D2D and Sales Tips.

About Leo ParejaLeo Pareja is the Chief Executive Officer of eXp Realty, one of the largest and fastest-growing real estate brokerages in the world, with more than 85,000 agents globally. A lifelong entrepreneur, Leo got his real estate license at just 19 years old and quickly rose to become one of the top-producing agents in the industry before the age of 30.Over the course of his career, Leo has founded, scaled, and exited multiple successful companies across real estate, lending, and technology, including Remine and Washington Capital Partners, where he helped facilitate billions of dollars in real estate loans. He has also served as National President of the National Association of Hispanic Real Estate Professionals (NAHREP) and is widely respected for his data-driven, no-nonsense approach to leadership and growth.Today, Leo is known for building platforms, empowering entrepreneurial agents, and redefining what's possible in modern real estate through technology, culture, and consistency. His leadership philosophy centers on long-term thinking, personal accountability, and helping agents build scalable, sustainable businesses.Connect with Leo ParejaLinkedIn: https://www.linkedin.com/in/leopareja/Instagram: https://www.instagram.com/leopareja/X (Twitter): https://twitter.com/leoparejaeXp Realty: https://expworldholdings.com/What you'll learn on this episode:How your thoughts shape your outcomes and sales successThe Self-Coaching Model for breaking negative thought and behavior cyclesWhy visualization, affirmations, and meditation rewire your mindset for better resultsHow reading, mentorship, and strategic learning create massive shifts in your businessWhy the right community and influences are critical for consistent growth To find out more about Dan Rochon and the CPI Community, you can check these links:Website: No Broke MonthsPodcast: No Broke Months for Salespeople PodcastInstagram: @donrochonxFacebook: Dan RochonLinkedIn: Dan RochonTeach to Sell Preorder: Teach to Sell: Why Top Performers Never Sell – And What They Do Instead

Are you chasing unrealistic sales goals or struggling to scale despite working harder than ever? Sales can feel messy when goals are unclear and the pressure keeps rising. In this episode, Doug C. Brown brings a calm and practical view that helps founders and sales leaders look at growth with a clearer mind. His approach is shaped by years of real work with entrepreneurs, corporations, and fast growing teams. The conversation touches on the moments that decide whether a buyer leans in or steps back, the habits that block progress, and the simple actions that keep revenue steady even in a tough market.Doug shares how most sales challenges begin with unrealistic goals, unclear ideal clients, and teams that freeze when stress climbs. He talks about his early lessons from his father, cases from his consulting work, and the math based approach he uses to help businesses build predictable revenue. You will hear how re engaging dormant clients creates fast results, why the right buyer matters more than the loudest market, and how small wins can shift a team out of fear and back into performance. The episode also includes a candid moment from Doug's own life when he had to rebuild using nothing but his phone and his network.Topics discussed include the sales mindset, predictable revenue, buyer psychology, ideal client identification, prospecting, client retention, outbound strategy, performance habits, realistic goal setting, and relationship driven selling. Entities mentioned in the conversation include CEO Sales Strategies, private consulting clients, and stories from Doug's early work in his family's business.If you are an entrepreneur, a solopreneur, a founder, or someone responsible for sales inside a growing company, this episode gives you practical insight you can use today. Listen in, take a few notes, and you may find that the path to growth is easier than it looks once the mind gets clear.Entities & Resources Mentioned:Doug C. Brown: CEO of CEO Sales Strategies.Don Williams: Host of The Proven Entrepreneur Show.Judge Ziglar: Brother of Zig Ziglar and world-record holder in sales (referenced by Don).Glengarry Glen Ross: Referenced regarding outdated "Always Be Closing" tactics.Book: Romancing Your Customer by Don Williams.Concept: The Rolodex (as a metaphor for your network).