Podcasts about salespeople

Welcome to RIMScast. Your host is Justin Smulison, Business Content Manager at RIMS, the Risk and Insurance Management Society.   Justin interviews Chris Maguire about his professional journey and what led him to focus on the intersection of legal, compliance, and innovation. This leads to a discussion about AI and predictive analytics. Chris shares examples of General Counsel and compliance offices using AI to improve risk forecasting and decision-making. Chris comments on the expanding role of Compliance in the General Counsel's office.   Listen to Chris's take on the importance of values. He shares some of the core values of Thomson Reuters.   Key Takeaways: [:01] About RIMS and RIMScast. [:17] About this episode of RIMScast. We will talk about how technology is driving innovation in compliance, risk, and the legal profession, with Chris Maguire of Thomson Reuters. [:41] RIMS-CRMP Workshops! The next RIMS-CRMP-FED Exam Prep will be presented in conjunction with AFERM and led by instructor Joseph Mayo. This is a two-day course, June 2nd and 3rd. Register by May 26th. [1:02] The next RIMS-CRMP Exam Prep Workshop will be presented in conjunction with NAIT on June 10th and 11th. Register by June 9th. That course will be led by former RIMS President, Nowell Seaman. [1:20] Links to these courses can be found on the Certification Page of RIMS.org and through this episode's show notes. [1:27] Virtual Workshops! On June 12th, Pat Saporito will host “Managing Data for ERM”, and she will return on June 26th to present the very popular new course, “Generative AI for Risk Management”. [1:45] A link to the full schedule of virtual workshops can be found on the RIMS.org/education and RIMS.org/education/online-learning pages. A link is also in this episode's show notes. [1:56] We are already making preparations for the RIMS ERM Conference 2025 on November 17th and 18th in Seattle, Washington. RIMS is accepting educational session submissions through May 20th. [2:14] The best submissions will address current and future challenges facing ERM practitioners as well as provide leading practices and concrete takeaways for a diverse audience of risk professionals from industries or organizations of varied sizes, disciplines, functions, and roles. [2:30] These include officers, leaders, managers, and students. The link to the submission form is in this episode's show notes. If you are listening on the day of this episode's release, this is the last call for submissions, so get them in! [2:46] Let's get on with the show! How is your organization navigating regulatory uncertainty in 2025? Are you leveraging advancements in technology to help achieve your goals? Our guest this week is Chris Maguire, the General Manager for Corporates Risk at Thomson Reuters. [3:06] We are going to talk about how technology is driving innovation in compliance, risk, and legal. We will talk about how AI and predictive analytics are reshaping corporate legal and compliance functions, and more. Let's get to it! [3:22] Interview! Chris Maguire, welcome to RIMScast! [3:29] Chris Maguire started in a Big Four firm in the '90s, in the auto practice. It was a great way to learn business and how they worked, focusing on understanding financial controls and risk, and how to make sure that companies were behaving correctly. [3:59] After an MBA, Chris started working for Thomson Reuters. He has been with them for about 20 years in the legal tech space. He started on the strategy side and transitioned after several years to driving the commercial teams in the risk business. [4:24] Now, Chris has the role of looking at product and industry strategy for corporations. Thomson Reuters is at the intersection of legal, risk, and compliance, and how they affect enterprises. [5:07] Chris says that 20 years ago, AI was not a fast-moving industry. There have been dramatic changes in the last few years. AI adoption by Thomson Reuters customers has doubled in the last year. Generative AI has been seen in a wide range of tasks. It started with drafting NDAs. [5:38] Salespeople are always asking for NDAs and how they can be drafted more quickly and easily. Now AI conducts legal research or helps draft a research memo or a complaint from a particular point of view. We're seeing it in drafting HR employment policies and rote tasks. [6:21] Chris explains the use of AI prompts tied to data sources, such as your data, data from Thomson Reuters, or other data providers. Chris is also seeing big data AI used a lot in analyzing outside spending and looking for cost savings. [7:14] Chris tells how AI helps in decision-making, using the example of knowing the vendors you choose for your supply chain and knowing your customers. AI can weed through all the news out there to make sure you're not dealing with a sanctioned entity. [8:22] AI can help with reputation risk. Is there forced labor in your supply chain? That matters to your reputation. It's not just whether a country is sanctioned, but what the individual entities in your supply chain are doing. There's a lot of focus on reputation today. [9:10] Justin recently had the Chief Impact Officer of EcoVadis on RIMScast Episode 329. They talked about forced labor and human trafficking in the supply chain. Use AI to help identify where forced labor and human trafficking are big risks, avoid them, and report them. [9:35] This is important on the corporate side and the government side of the business. Chris says it will be interesting to see the effect of tariffs. Thomson Reuters has updated about 50 million changes to its global trade products so far this year, compared to 100 million in 2024. [10:16] Plug Time! RIMS Webinars! We are back on May 22nd, with GRC, a TÜV SÜD Company, and their newest session, “Asset Valuations in 2025: Managing Tariffs, Inflation, and Rising Insurance Scrutiny”. [10:33] On June 5th, Zywave joins us to discuss “Today's Escalating Risk Trajectory: What's the Cause and What's the Solution?”. [10:413] On June 17th, Origami Risk returns to present “Strategic Risk Financing in an Unstable Economy: Leveraging Technology for Efficiency and Cost Reduction”. [10:54] More webinars will be announced soon and added to the RIMS.org/Webinars page. Go there to register. Registration is complimentary for RIMS members. [11:05] Spencer Educational Foundation's Grants program is starting soon. Spencer's goal to help build a talent pipeline of risk management and insurance professionals is achieved, in part, by its collaboration with risk management and insurance educators across the U.S. and Canada. [11:23] Since 2010, Spencer has awarded over $3.3 million in General Grants to support over 130 student-centered experiential learning initiatives at universities and RMI non-profits. Spencer's 2026 application process is now open through July 30th, 2025. [11:43] General Grant awardees are typically notified at the end of October. Learn more about Spencer's General Grants through the Programs tab of SpencerEd.org. [11:54] Back to the Conclusion of my Interview with Chris Maguire of Thomson Reuters!  [12:27] Chris refers to RIMScast Episode 335 with Jeff from Academy Sports. Jeff talked about how the Compliance function now sits in the General Counsel's office. At Thomson Reuters, more of the Compliance group has moved into the General Counsel's office in the last year. [12:48] The General Counsels are being charged with understanding the full weight of risk across an organization, from reputational risk to who you should or should not do business with. [13:16] The Sales organization at Thomson Reuters has discussed that a lot with the GC office, from a reputation, sanctions, and everything perspective. A lot of GC offices now include the Compliance role. [13:50] Chris's ERM philosophy is Trust. Companies need to trust who they are doing business with. Companies need to trust that their employees have what they need to make decisions not to deal with a risky customer, but to follow the laws and rules of global companies. It's trust. [14:29] There is so much change going on. Chris talks about values that resonate. One Thomson Reuters value is Act Fast, Learn Fast. You have to move and learn. Companies can help you, but it is on individuals to take the responsibility to act fast and learn fast about what is changing. [14:59] Thomson Reuters is bound by the Trust Principles. It started with Reuters in the 1940s around WWII, but it goes back to its 150 years of legal content. [15:17] The information Thomson Reuters provides its customers has to be free from bias. It has to be right. It has to be updated. It can't be an opinion about a philosophy. It has to be fact-based. It has to provide customers with the information they need to get work done. [15:36] Applying AI on top of trusted, unbiased, correct, up-to-date information is going to be vital, moving forward. Act fast, learn fast, and trust. [15:57] Chris believes the legal industry hasn't always been the fastest-moving industry. The technology is now there to allow us to move more quickly and learn more quickly. That's an exciting thing! [16:23] Chris says AI is no longer a future concept. It's here. It's transforming our lives; it's starting to transform our business environment. If you don't adapt quickly, you're going to be at a significant disadvantage. [16:36] For people in General Counsel's offices, people in compliance functions, the value is your expertise, your knowledge, and you as a human, and what you can bring to the situation. [16:48] If AI can help you get there, and give you a platform on which to add your judgment and expertise, knowledge, and professional opinion, that's a hugely valuable thing. [17:01] Thomson Reuters doesn't see AI taking away jobs. We see people who use AI, potentially taking away the jobs of people who don't use AI. It all comes back to the humans and how they use it. There's never been a time when Thomson Reuter's expertise has been more important. [17:34] Chris, it has been such a pleasure to have you here on RIMScast! I do appreciate that you listened to some previous episodes! Get my unique download count up there! [I7:50] I appreciate that we're reaching a very important segment of our audience and our RIMS membership. I think they're going to learn a lot in this episode. Thank you! [18:02] Special thanks to Chris Maguire for joining us here on RIMScast. Links to RIMS coverage about AI, legal, and compliance risks are in this episode's show notes.  [18:13] Plug Time! You can sponsor a RIMScast episode for this, our weekly show, or a dedicated episode. Links to sponsored episodes are in the show notes. [18:41] RIMScast has a global audience of risk and insurance professionals, legal professionals, students, business leaders, C-Suite executives, and more. Let's collaborate and help you reach them! Contact pd@rims.org for more information. [19:00] Become a RIMS member and get access to the tools, thought leadership, and network you need to succeed. Visit RIMS.org/membership or email membershipdept@RIMS.org for more information. [19:18 ] Risk Knowledge is the RIMS searchable content library that provides relevant information for today's risk professionals. Materials include RIMS executive reports, survey findings, contributed articles, industry research, benchmarking data, and more. [19:34] For the best reporting on the profession of risk management, read Risk Management Magazine at RMMagazine.com. It is written and published by the best minds in risk management. [19:48] Justin Smulison is the Business Content Manager at RIMS. You can email Justin at Content@RIMS.org. [19:55] Thank you all for your continued support and engagement on social media channels! We appreciate all your kind words. Listen every week! Stay safe!   Links: RIMS Texas Regional 2025 — August 3‒5 | Advance registration rates now open. ERM Conference 2025 — Call for Submissions (Through May 20) RIMS-Certified Risk Management Professional (RIMS-CRMP) RISK PAC | RIMS Advocacy RIMS Risk Management magazine “Balancing Innovation and Compliance When Implementing AI” — Risk Management magazine, April 2025 RIMS Now The Strategic and Enterprise Risk Center Spencer Educational Foundation — General Grants 2026 — Application Deadline July 30, 2025 2025 Coast-To-Coast Risk Management Challenge — Applications Open Through May 23 RIMS Webinars: RIMS.org/Webinars “Asset Valuations in 2025: Managing Tariffs, Inflation, and Rising Insurance Scrutiny” | Sponsored by GRC, a TÜV SÜD Company | May 22, 2025 “Today's Escalating Risk Trajectory: What's the Cause & What's the Solution?” | Sponsored by Zywave | June 5, 2025 “Strategic Risk Financing in an Unstable Economy: Leveraging Technology for Efficiency and Cost Reduction” | Sponsored by Origami Risk | June 17, 2025   Upcoming RIMS-CRMP Prep Virtual Workshops: RIMS-CRMP-FED Exam Prep with AFERM — June 2‒3, 2025 | Presented by RIMS and AFERM RIMS-CRMP Exam Prep Virtual Workshop — June 10‒11, 2025 | Presented by RIMS and NAIT Full RIMS-CRMP Prep Course Schedule “Managing Data for ERM” | June 12 | Instructor: Pat Saporito “Generative AI for Risk Management” | June 26 | Instructor: Pat Saporito See the full calendar of RIMS Virtual Workshops RIMS-CRMP Prep Workshops   Related RIMScast Episodes: “(Re)Humanizing Leadership in Risk Management with Holly Ransom” “AI and Regulatory Risk Trends with Caroline Shleifer”   Sponsored RIMScast Episodes: “The New Reality of Risk Engineering: From Code Compliance to Resilience” | Sponsored by AXA XL (New!) “Change Management: AI's Role in Loss Control and Property Insurance” | Sponsored by Global Risk Consultants, a TÜV SÜD Company “Demystifying Multinational Fronting Insurance Programs” | Sponsored by Zurich “Understanding Third-Party Litigation Funding” | Sponsored by Zurich “What Risk Managers Can Learn From School Shootings” | Sponsored by Merrill Herzog “Simplifying the Challenges of OSHA Recordkeeping” | Sponsored by Medcor “Risk Management in a Changing World: A Deep Dive into AXA's 2024 Future Risks Report” | Sponsored by AXA XL “How Insurance Builds Resilience Against An Active Assailant Attack” | Sponsored by Merrill Herzog “Third-Party and Cyber Risk Management Tips” | Sponsored by Alliant “RMIS Innovation with Archer” | Sponsored by Archer “Navigating Commercial Property Risks with Captives” | Sponsored by Zurich “Breaking Down Silos: AXA XL's New Approach to Casualty Insurance” | Sponsored by AXA XL “Weathering Today's Property Claims Management Challenges” | Sponsored by AXA XL “Storm Prep 2024: The Growing Impact of Convective Storms and Hail” | Sponsored by Global Risk Consultants, a TÜV SÜD Company “Partnering Against Cyberrisk” | Sponsored by AXA XL “Harnessing the Power of Data and Analytics for Effective Risk Management” | Sponsored by Marsh “Accident Prevention — The Winning Formula For Construction and Insurance” | Sponsored by Otoos “Platinum Protection: Underwriting and Risk Engineering's Role in Protecting Commercial Properties” | Sponsored by AXA XL “Elevating RMIS — The Archer Way” | Sponsored by Archer   RIMS Publications, Content, and Links: RIMS Membership — Whether you are a new member or need to transition, be a part of the global risk management community! RIMS Virtual Workshops On-Demand Webinars RIMS-Certified Risk Management Professional (RIMS-CRMP) RISK PAC | RIMS Advocacy RIMS Strategic & Enterprise Risk Center RIMS-CRMP Stories — Featuring RIMS President Kristen Peed!   RIMS Events, Education, and Services: RIMS Risk Maturity Model®   Sponsor RIMScast: Contact sales@rims.org or pd@rims.org for more information.   Want to Learn More? Keep up with the podcast on RIMS.org, and listen on Spotify and Apple Podcasts.   Have a question or suggestion? Email: Content@rims.org.   Join the Conversation! Follow @RIMSorg on Facebook, Twitter, and LinkedIn.   About our guest: Chris Maguire, General Manager, Corporates Risk at Thomson Reuters   Production and engineering provided by Podfly.  

Looking for a massive sales opportunity hiding in plain sight? In this video, I'll show you why Trump's tariffs could be your biggest revenue booster this year, regardless of your political views. I'm sharing the exact strategies my 2,500+ sales coaching students are using right now to turn economic chaos into meetings and deals. You'll […] The post Why Trump Tariffs Are ACTUALLY a Good Thing (for salespeople) appeared first on Salesman.com.

We break format today...bringing in our Auto Insultant, Mr. Ed Steenman.  Ed owns an ad agency, Steenman & Associates,  in Seattle handling Tier 2 and Tier 3 auto clients.  With the chaos around tariffs impacting the automobile business, we asked Ed how to navigate the current market as a sales rep. And...to our surprise, a big endorsement for radio.  Media Insultant is produced each Wednesday as Jackson Dell Weaver & Keith Samuels offer comments, ideas and sometimes snarky comments about the current media landscape. They focus on radio and TV primarily - but also any media that is relevent or beneficial to media sales and management. Videos are under the Media Insultant Showcase on Vimeo. Comments are always welcome at jackson@intownmedia.com Thanks for listening!

Facts and stories play a vital role in successful sales operations. While facts build trust and demonstrate value, stories engage and connect with people on an emotional level. The problem is that businesses tend to use either sales or facts to convert customers or clients to purchase. Sales expert Sue Barrett, CEO of Barrett Consulting Group, insists a good story has the power to inspire action and create a sense of connection between the storyteller and the audience. Salespeople should embrace authenticity and share their own vulnerabilities and challenges to foster trust and build deeper relationships. Business Essentials Daily is produced by: SoundCartelsoundcartel.com.au+61 3 9882 8333See omnystudio.com/listener for privacy information.

Check out https://www.brevitypitch.com/    - HOW AI SOLVES THE SALES PRACTICE PROBLEM Here is a FAQ Video on the Courses: https://youtu.be/0F7imrzjXWs Here is a deep dive into which course is best for you: https://youtu.be/JM_jgS8M-iU https://www.b2bRevenue.com - Get Your Free E-Book on How Companies make Decisions. FAQ: 1 YEAR ACCESS, PAY MONTHLY OR ANNUALLY NOT A SUBSCRIPTION OFFICE HOURS EVERY  OTHER WEEK VIA ZOOM. 1 HOUR GROUP Q&A. UNLIMITED 1-ON-1'S  ARE FREE AS LONG AS THEY CAN BE SHARED IN THE COURSE. 1-ON-1 ARE FULL ACCESS ON DAY ONE - NOTHING IS GATED OR TIME RELEASED. ALL CONTENT IS VIDEO BASED AND SELF PACED I RECOMMEND TAKE COURSE ONCE WITHOUT NOTES OR APPLYING IT SO YOU UNDERSTAND THE BIG PICTURE FIRST. THEN TAKE AND APPLY IT STEP BY STEP. YOU START WHEN YOU WANT AND GO AS FAST OR SLOW AS NEEDED.   Email me additional questions: briangburns@me.com     — SAMPLE EMAIL TO EXPENSE THE COURSE MGR,   I have been listening to the brutal truth about sales podcast for X months and it speaks to the issues we face.   They currently offer a course that includes video instruction, group Q&A and One-on-One coaching. I'm committed to my own personal development and would like your help in expensing the course.   It would pay for itself if I closed only one new deal of $X value.   Please let me know by Friday if I can move forward with this 1 year course.   Thanks, ME Here are some student interviews from the courses:     ———————————————————————————————————— Audible 30 day Free Trial: http://www.audibletrial.com/BrutalTruth             Listen to The Sales Questions PodCast: https://itun.es/i67d3Ry     Listen to The B2B Revenue Leadership Show: https://itunes.apple.com/us/podcast/b2b-revenue-leadership-show/id1174976428?mt=2     Twitter: @briangburns LinkedIn: Brian G. Burns Facebook: Brian Burns YouTube: Brian Burns SALES PODCAST  

Salespeople are trying different strategies constantly. What works and what doesn't? Today's episode covers one of the worst sales tactics out there, and its one that gets celebrated often by other salespeople. We talk effective sales that lead to great customers, as well as these bad tactics and how they damage your brand long term.    This episode is sponsored by Equity Business Solutions. Do you want to make sense of the numbers for your business? From equity, to liabilities and assets, to understanding cash flow... sometimes you need an expert.    Go to EquityBusinessSolutionsLLC.com and get value beyond the numbers. Enjoy the podcast? Support the show at our Patreon. Patreon.com/GoodAdvice

Think introverts can't sell? Think again. Being the loudest in the room has never been the secret to great sales - being the most attuned to the person you're talking to is. In this solo episode of Sales Is Not a Dirty Word, I'm breaking down why introverts are often the best people to crush it in sales - even if they've been told otherwise.  If you've ever felt “bad at small talk”, too awkward, or too drained after conversations to be “good at sales,” this one is for you. You'll find out why some of the top performing reps on corporate teams where I worked I were the soft-spoken ones - and how their lowkey style built more trust, faster. Listen in to discover: ✔️ Why being drained by people doesn't mean you're bad at sales - it's a clue to your secret sauce ✔️ The natural superpowers introverts bring to sales (empathy, curiosity, pattern-interrupt energy) ✔️What to do with those non verbal cues you're always picking up on ✔️ How to go deeper in sales conversations without feeling like you're forcing it ✔️ Why introverts often overestimate how bad a call went - and how to fix that ✔️ How to make a sales conversation feel effortless instead of exhausting (hint: structure is your best friend)

The best sales pros don't just follow a script—they read the person in front of them. In this episode of Windshield Time, Chris Elmore and James Walker break down how understanding personality types (like DISC) helps techs adapt faster, build trust, and close more calls without sounding robotic. You'll hear exactly how to spot a Driver at the door, how a Stable personality might hide their objections, and how to adjust your tone and questions to connect faster with each type.

Even top-performing sales pros feel it. Fear. Resistance. That creeping hesitation before hitting “send” or dialing the next number. In this honest, no-fluff episode, we're talking straight about fear in sales—where it hides, how it disguises itself, and most importantly, how to stop letting it drive the bus. You'll learn: Why fear isn't your enemy—and how to turn it into motivation How disguised fear shows up as procrastination, perfectionism, or "just one more tweak" A powerful reframe to become rejection-proof (hint: it's not about getting a yes) Why “feeling ready” is a trap—and how imposter syndrome really works The one tool fear absolutely hates (and how to use it every day) Whether you're brand new or a seasoned sales pro, this episode will give you practical, mindset-shifting tools to stop fear from calling the shots—and start showing up like the pro you already are.

Deepak Bhootra is the CEO of Jabulani Consulting, with over 19 years of experience in the tech industry, including significant roles at Hewlett Packard and Sun Microsystems. Deepak has a deep understanding of pricing strategies and their impact on sales performance. He is passionate about helping organizations navigate the complexities of pricing and sales operations. In this episode, Deepak shares his journey into pricing and sales, discussing the cultural nuances of negotiation in India and how they influence pricing strategies. Together, they explore the challenges salespeople face with pricing, the importance of understanding value from the customer's perspective, and how AI can play a role in pricing strategies.   Why you have to check out today's podcast: Discover the common pitfalls salespeople face when discussing pricing. Explore the importance of aligning pricing with customer value and the psychological aspects of pricing. Learn how AI can enhance pricing strategies and sales effectiveness.   “Pricing is something that companies use to control sales behavior. Salespeople don't like to be controlled.” – Deepak Bhootra   Topics Covered: 01:46 – Deepak introduces himself and shares his background in pricing. 03:10 – The cultural significance of negotiation in India and its impact on pricing. 07:44 – The relationship between sales and pricing and the challenges salespeople face. 14:21 – Discussion on the emotional aspects of pricing and how they affect sales decisions. 17:12 – Insights into the importance of understanding value from the customer's perspective. 23:09 – The role of AI in enhancing pricing strategies and sales effectiveness. 30:35 – Deepak's pricing advice. 33:18 – Connect with Deepak.   Key Takeaways: “Salespeople need to understand the value of pricing and how it relates to customer perception.” – Deepak Bhootra “Value is in the eye of the beholder. Understand what the customer values before discussing pricing.” – Deepak Bhootra “When you ask a budget question right up front, you're actually setting yourself up for a pricing discussion.” – Deepak Bhootra “Pricing is one of those conversations where you have complete control of your CRM updates, you have complete control over your forecast, your relationship, but you do not have control over the price because someone else dictates the price.” – Deepak Bhootra “When you are looking at price, giving a discount is the easiest lever to pull right up front. And typically (salespeople) they do it because they can also bamboozle you with a lot of stuff.” – Deepak Bhootra   People/Resources Mentioned: Jabulani Consulting: https://jabulaniconsulting.com Amartya Sen: https://en.wikipedia.org/wiki/Amartya_Sen   Connect with Deepak Bhootra: LinkedIn: https://www.linkedin.com/in/deepakbhootra/ Email: deepak@jabulaniconsulting.com   Connect with Mark Stiving: LinkedIn: https://www.linkedin.com/in/stiving/ Email: mark@impactpricing.com  

All links and images for this episode can be found on CISO Series. Check out this post for the discussion that is the basis of our conversation on this week's episode co-hosted by David Spark, the producer of CISO Series, and Steve Zalewski. Joining us is Jay Jay Davey, vp of cyber security operations, Planet.  In this episode: Aligning incentives The realities of the job Delivering ROI Holistic cybersecurity Thanks to our sponsor, Backslash Security Backslash offers a new approach to application security by creating a digital twin of your application, modeled into an AI-enabled App Graph. It categorizes security findings by business process, filters “triggerable” vulnerabilities, and simulates the security impact of updates. Backslash dramatically improves AppSec efficiency, eliminating legacy SAST and SCA frustration. Learn more at www.backslash.security.

Managing a roofing company was brutal until I learned these 5 things…Salespeople were calling nonstop…Homeowners were furious about the littlest things…The office drama was childish…I was playing adult babysitter and putting out fires all day long.Then, I had these 5 game-changing management breakthroughs.They gave me my sanity back, and they'll do the same for you. I hope this new video puts you back in the driver's seat so you can grow a company that you truly love. P.S. Stop being an adult babysitter. Be the powerful leader you're meant to be. The leader that your team looks up to and will go to war for. The leader who builds an unshakable culture, a powerhouse team, and a profitable company. We're doing it together. Would you like to join us? https://www.rsra.org/join/=============FREE TRAINING CENTERhttps://theroofstrategist.com/free-training-centerJOIN THE ROOFING & SOLAR REFORM ALLIANCE (RSRA)https://www.rsra.org/join/ GET MY BOOKhttps://a.co/d/7tsW3Lx GET A ROOFING SALES JOBhttps://secure.rsra.org/find-a-job CONTACTEmail: help@roofstrategist.comCall/Text: 303-222-7133FOLLOW ADAM BENSMANhttps://www.youtube.com/channel/UCSVx5TWX-m2dl6yuUVF05Dwhttps://www.facebook.com/adam.bensman/   https://www.facebook.com/RoofStrategist/ https://www.instagram.com/roofstrategist/ https://www.tiktok.com/@roofstrategist https://www.linkedin.com/in/roofstrategist/#roofstrategist #roofsales #d2d  #solar #solarsales #roofing #roofer #canvassing #hail #wind #hurricane #sales #roofclaim #rsra #roofingandsolarreformalliance #reformers #adambensman 

Samantha and Simone discussed the critical role of copywriting and marketing in driving business growth and scalability: Salespeople need to be confident in asking for the sale, as effective copywriting can streamline the process. Audience education through low-ticket courses, etc. improves lead quality by helping customers understand value. Understanding sales psychology and focusing on customer needs (not just wants) is key for crafting converting copy. While AI can assist, it can't replace the human touch in writing - balancing AI with personal elements is crucial. Effective communication, whether through sales pages, educational content, or brand voice, is essential for scaling a business. The conversation highlighted the importance of finding the right balance between technology and the human element to truly maximize marketing and copywriting for business success. For more info and to connect with Sam: https://www.nomadcopyagency.com/

Most agency owners are good at sales. It's how they got their first clients. It's how they grew their revenue. But eventually, what used to be your strength becomes your ceiling. You can only take so many calls. You can only close so many deals. That's why building a sales team is essential [...] The post How to Hire Sales People And Build A Sales Team For Your Agency appeared first on Seven Figure Agency.

In this weeks' Scale Your Sales Podcast episode, my guest is Jacques Sciammas.   Large company CFO (Charles Schwab, McGraw-Hill) who chaired the Capital Committee responsible for the decisions on strategic and large investments. He shares his real-life experience to help sales teams better understand the Executive Buyer's perspective, to help them win deals with the C-suite and develop strong relationships.   In today's episode of Scale Your Sales podcast, Jacques shares insights into the evolving dynamics of the C-suite and how sales teams can build meaningful relationships with top executives. He explores the growing importance of empathy, communication, and strategic alignment in high-level sales conversations, offering valuable guidance for sales professionals and leaders aiming to elevate their boardroom impact.   Welcome to Scale Your Sales Podcast, Jacques Sciammas.     Timestamps: 00:00 CFO Leads Capital Investment Committee 05:16 Evolving C-Suite Dynamics and Decisions 08:34 Expanded C-Suite Roles 11:35 Evolving KPIs: Beyond Profitability 15:01 Empathy Key to Sales Success 18:45 Corporate-Political Balance and Responsibility 23:26 Efficient Meetings and Value Focus 26:23 C-Suite Misalignment in Sales Meetings 27:42 Sales Success: Beyond Basic Preparation   https://www.linkedin.com/in/jacques-sciammas/     Janice B Gordon is the award-winning Customer Growth Expert and Scale Your Sales Framework founder. She is by LinkedIn Sales 15 Innovating Sales Influencers to Follow 2021, the Top 50 Global Thought Leaders and Influencers on Customer Experience Nov 2020 and 150 Women B2B Thought Leaders You Should Follow in 2021. Janice helps companies worldwide to reimagine revenue growth thought customer experience and sales.   Book Janice to speak virtually at your next event: https://janicebgordon.com LinkedIn: https://www.linkedin.com/janice-b-gordon/ Twitter: https://twitter.com/JaniceBGordon Scale Your Sales Podcast: https://scaleyoursales.co.uk/podcast More on the blog: https://scaleyoursales.co.uk/blog Instagram: https://www.instagram.com/janicebgordon Facebook: https://www.facebook.com/ScaleYourSales And more!   Visit our podcast website https://scaleyoursales.co.uk/podcast/ to watch or listen.

Guest: Shannon Gregg   Guest Bio: Shannon J. Gregg, PhD, MBA, is an aficionado of sales technology to increase efficiency in the sales process, and an early adopter and adoption influencer for sales technology systems, particularly Salesforce.com and technology that integrates with the Salesforce platform. Dr. Gregg is the President of Cloud Adoption Solutions, a sales process and Salesforce.com consulting practice, and she also provides keynote talks, consulting and workshops on sales productivity. Her popular book, “It's About Time,” is available now and is being used by sales teams across the country to refocus on what's really important to drive revenue and results. She also instructs the Professional Selling course at Point Park University. She also competes on a jazz dance team for moms.   Key Points: Career Transition to Sales Technology: Shannon started in sales almost by accident, selling software in the nuclear nonproliferation space. She discovered that sales is like choreography, focusing on improving sales processes to help salespeople focus on delighting prospects and customers. Shannon transitioned to sales management and eventually started her own Salesforce.com practice in 2018, which has been successful.   Sales Choreography: Sales is more complex than sports analogies like "at-bats"; it's about choreographed moments where various teams (marketing, sales, etc.) move prospects through the funnel in a coordinated manner. Having a dance background helped her think quickly on her feet, which is a crucial skill in sales, especially when unexpected challenges arise.   Sales Technology: Technology is a tool, not a solution in itself. It should help salespeople do what they do best without overcomplicating things. Sales technology can range from simple tools like phones and Zoom to complex CRMs integrated with other systems. The key to success with sales technology is choosing tools that are easy to use and integrate naturally into the sales process.   Adoption of Technology: Sales technology should be easy to adopt. Sales leaders should ensure the tools don't overwhelm the team with complexity, which could lead to poor usage and frustration. Avoid forcing long training sessions. Instead, show how the tools benefit the individual salesperson by demonstrating their value through real-life examples and role-playing.   Process in Sales: Having a defined sales process is crucial before introducing technology. Sales leaders should first educate themselves on sales processes and how they fit their market. Sales leaders should focus on progress, not perfection, when creating a sales process. The process should evolve based on feedback and performance.   CRM (Client Relationship Management) Tools: A CRM helps sales leaders track where salespeople need coaching and support. CRMs help manage data more efficiently than spreadsheets, providing visibility into the sales pipeline and buyer's journey. CRMs should be customizable to fit the organization's process, but it's important to start with an out-of-the-box version before making customizations.   Getting Salespeople to Use Technology: To encourage salespeople to use a CRM, leaders need to show what's in it for them. Demonstrate how using the system helps them perform better. Rather than pushing lengthy training sessions, involve reluctant salespeople in the design and testing phases of the process to ensure the tool works for them. Reluctant salespeople can be powerful allies in motivating others to adopt the tool once they see its value.   Challenges with Salespeople's Reluctance: Salespeople often resist using CRMs because they see them as time-consuming or invasive. Leaders should address these concerns by focusing on the benefits of CRM usage, such as better organization and visibility of the sales pipeline, and ensuring the tool is user-friendly.   Behavioral Change and Buy-in: Getting salespeople to adopt new systems requires not only clear communication of benefits but also continuous feedback, training, and reinforcement. Real-world examples of success stories, like a salesperson improving their results, can help convince others to embrace the technology.     Guest Links: Salesforce User Adoption in the Age of AI eBook Connect on LinkedIn       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/. 

Tom Mulligan of Sandler Training returns and discusses how to effectively sell during uncertain times. Tom shares strategies for building trust and reputation, as well as the need for salespeople to adapt their approaches in response to changing market conditions. The conversation highlights the significance of viewing uncertainty as an opportunity for growth and development in sales.TakeawaysUncertainty in business is constant, but it feels heightened now.Salespeople should avoid projecting their uncertainty onto customers.Maintaining a calm posture is crucial for building customer trust.Sales success relies on focusing on what is real, not what is hoped for.Salespeople must clean up their pipelines and focus on viable leads.Proactive communication can help maintain relationships during tough times.Building a cadence of recontact is essential for future opportunities.Salespeople should increase their outreach and referral asks during uncertainty.Networking and visibility are key to maintaining a strong presence in the market.Every uncertainty presents an opportunity for those willing to adapt.

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What happens when a sales carnivore meets a heart-led closer? Jason Marc Campbell joins Sam Taggart for a conversation that challenges everything you think you know about selling.Jason Marc Campbell is the author of Selling with Love and host of the globally recognized Selling with Love Podcast. He's spoken on stages alongside Gary Vee and Vishen Lakhiani, led million-dollar launches at Mindvalley, and coached thousands on how to sell without losing your soul.In this episode, Sam and Jason explore the mindset shift that turns reluctant salespeople into powerful communicators, the unexpected connection between love and closing, and the long-term strategy that most high performers overlook.In this conversation, Sam and Jason discuss:Why sales reluctance is hurting good businesses—and how embracing the right mindset can transform your approach to selling.The early experiences that shaped Jason's philosophy of “selling with love,” including one surprising door-to-door story that changed everything.How long-term thinking in sales creates more than revenue—it builds trust, reputation, and a loyal customer base.The dangers of undertrained salespeople and why good products often get overshadowed by louder, less ethical competition.How personal growth, mindset work, and self-worth are directly linked to sales performance—and what happens when you finally invest in yourself.Why great salespeople lead with empathy, ask better questions, and create impact beyond the transaction. 

       Sooner or later, almost every B2B salesperson slides, often unknowingly, into comfort zones.  They find themselves doing the same things, almost mindlessly, because they have become comfortable.  Here's how to deal with this, from a sales manager's point of view. ************************************************************************* 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. Subscribe to Dave's Newsletters Check out the website How To Kreate Kahle's Kalculation The Good Book on Business Check out the X-I Community  

Andy Paul on the We Have A Meeting Podcast In this episode of We Have A Meeting, we're joined by Andy Paul—bestselling author, keynote speaker, and one of the most trusted voices in modern B2B sales. Andy unpacks what it really takes to connect with buyers in today's world, why empathy outperforms tactics, and how salespeople can stop selling and start helping.With decades of experience and over 2000 podcast episodes under his belt, Andy brings sharp insights, heartfelt wisdom, and a refreshing take on what makes a truly great seller.

In this episode, Bill and Bryan dive into the often-overlooked world of financial conversations in sales. Moving beyond simple ROI calculators, they explore how to effectively discuss investment value with prospects through compelling storytelling rather than dry spreadsheets. The guys challenge salespeople to think beyond "break-even" mentality, understand the lifetime value of clients, and recognize the importance of time horizons in financial discussions. Bill and Bryan also share insights on why not every deal is economically beneficial for customers and how to maintain objectivity when discussing financial implications. Whether you're comfortable with numbers or not, this episode provides practical guidance on having meaningful economic conversations that drive decisions. ================================= Is it time to make a BOLD move in your business? If so, download our brand new book, "12 Bold Moves - Insider Secrete to Reinventing Yourself and Your Business." http://12boldmoves.com The Insider program is open for enrollment. If you have not checked out our small learning group, go to http://advancedsellingpodcast.com/insider to join now. If you haven't already, make sure you join us in our LinkedIn group: http://advancedsellingpodcast.com/linkedin. =================================

Why do salespeople often get a bad rap? Dr. McKinely's podcast guest today is James Hoard, a seasoned sales coach, manager and author. James is currently in a leadership role managing sales leaders as well as consulting companies on developing a culture of sales leadership. The conversation quickly turned to the truth about sales:  we are all sales people. If you don't share in this observation you will want to listen in.  If you do share this belief, you will be encouraged by the wisdom in this dialogue.To Order Doug's Books: The Resiliency Quest, Mad About UsTo Order James' Books: The 45 Day Total Sales Transformation, The ENGAGE Sales System, Break the Cycle Within Your Sales OrganizationVisit Doug's Website: https://www.dougmckinley.com/Receive a Free Leadership Resource: Leadership Guide

Do you want to get into Medical Device Sales?? If so → https://www.newtomedicaldevicesales.comBreaking into medical device sales with a sales background, the truth about B2B experience, understanding the hiring process, making your resume stand out, interview challenges and how to overcome them, learning to sell to surgeons, why confidence alone isn't enough, how to position yourself against the competition, and strategies to speed up the hiring process.Key Takeaways:1️⃣ If you have sales experience but aren't getting hired, it's not just your resume—it's how you position yourself. Make sure you're showing how your experience translates into medical device sales.2️⃣ Hiring managers invest heavily in new hires. They want the best candidate, not just someone with experience. Show them why you are the best fit.3️⃣ Just listing numbers on your resume isn't enough. Use percentages to demonstrate real growth and impact to catch hiring managers' attention.4️⃣ Stop focusing on what you did and start talking about what you're doing now to break into medical sales. Employers want to see proactive effort.5️⃣ Being coachable is more important than being experienced. If you keep hitting a wall, it's time to rethink your approach and be open to learning.00:00 - 01:02 - Intro04:11 - Show Numbers With Growth Whitin Your Resume08:03 - Relate Your Previous Experience To Medical Device Sales11:12 - Keep Your Ego In Check18:34 - Be Open To Continue Learning

Harness speed to close more deals. In today's marketplace, where leads are getting fewer and farther in between, you have to jump on everyone instantaneously. Regardless of whether or not you think this lead may line up, you owe it to them to reach out to them. Speed counts! In this episode, discover the ripple effects of valuing every lead and how even mismatched connections can transform into golden opportunities through referrals. Neglecting to respond promptly isn't just a missed chance; it's a potential relationship left unbuilt. ⭐ Leave us a rating or review on your favorite podcast app. We actually read them!  

On today's episode of The No Limits Selling Podcast, we have Connie Whitman, a sales coach and the author of the #1 International Best Selling Book - ESP, Easy Sales Process.During her 20+ years in business, She's had the honor of working with very large organizations, including what became the #1 ranked bank in NJ by Money Magazine, to very small companies including solopreneurs, and she has found that a clear sales process, with a defined client journey, is the same in the principle regardless of size.In this candid conversation between sales performance expert Umar Hameed and veteran sales trainer Connie Whitman, the duo cuts through conventional wisdom to reveal what truly separates sales superstars from the pack. Drawing on decades of experience coaching thousands of sales professionals, they argue that mindset—not just technique—is the critical difference between mediocrity and excellence.The discussion offers readers a rare glimpse into the psychological barriers that keep competent salespeople from greatness, from the reluctance to call prospects to the surprising ways our colleagues can sabotage our performance. Through illuminating anecdotes, including Whitman's own brush with imposter syndrome before a video interview and Hameed's psychological breakthrough with a realtor losing $27,000 commissions, they demonstrate how minor mental adjustments can transform results overnight.For sales leaders looking to elevate their middle performers and sales professionals seeking an edge in today's market, this conversation provides three actionable principles to reframe fear, communicate more effectively, and develop the discipline that separates the exceptional from the merely good.Find Connie Whitman:Linkedin: ⁠https://www.linkedin.com/in/conniewhitman/[EDITOR'S NOTE: This podcast is sponsored by No Limits Selling. It is a fun, fast-paced podcast that delivers hard-fought business advice that you can implement today to improve your sales and performance]Interested In Our Real Estate Coaching Services? Explore Our Website:⁠ https://nolimitsselling.com/⁠Feeling Not Well Today? You Can Use Our Mindset Boosters App To amp Up Your Mood:⁠ https://mindsetboosters.com/⁠Find us on Social Media:  ⁠LinkedIn:  https://www.linkedin.com/in/umarhameed⁠⁠Facebook Community:  https://www.facebook.com/groups/mindsetboosters/⁠⁠Instagram:  https://instagram.com/coachumar.co⁠Like what do you listen to? Subscribe to our podcast!Ready to become fearless? We can help you become fearless in 60 days so you accomplish more in your career⁠ Schedule A 15 min Call with Umar:  https://cal.com/breakthrough-architect/meeting

Salespeople fulfill the critical role as the quarterback of their company During sales training workshops, I like to bring new and unique views of our role as salespeople.  One view that really brings a unique perspective is the concept of the quarterback on a football team.  The approach used to explain this concept is better […]

What if the secret to extraordinary sales success wasn't pressure—but purpose? Lisa McLeod believes the best salespeople aren't chasing quotas. They're chasing impact. Lisa is a bestselling author of "Selling with Noble Purpose", keynote speaker, and creator of the Noble Purpose business philosophy. Her work has reached over 2 million people on LinkedIn Learning and been featured in Harvard Business Review. In this episode of Leveraging Thought Leadership, we dive deep into the heart of what drives real, sustainable sales success—and how organizations can embrace the purpose to outperform the market by 350%. We talk about the surprising results of Lisa's research into top-performing sales teams. Spoiler alert: the best sellers aren't ruthless closers—they're purpose-driven professionals who genuinely care about making a difference. Lisa shares how she fused two sides of her life—sales and soul—to build a thriving thought leadership business that helps global brands like Hilton and ThyssenKrupp transform their culture from the inside out. Lisa also opens up about the business side of thought leadership. She discusses the challenges of scaling ideas across massive organizations and why turning insight into action requires more than just great content—it requires packaging, structure, and a path for others to teach it. If you're a thought leader wrestling with how to turn your big ideas into business results—or if you're trying to bring more meaning into your work—this conversation is for you. Three Key Takeaways: • Purpose-driven sales outperform — Salespeople who focus on improving customers' lives consistently outperform their peers, proving that noble purpose is a strategic advantage, not just a feel-good concept. • Sales has an image problem — The profession is too often defined by its worst examples, but true sales success comes from empathy, trust, and a desire to serve—especially in B2B environments. • Thought leaders must sell their ideas — To create impact, you must connect your insights to the client's pain points and speak their language; selling isn't about being pushy, it's about being relevant and solving real problems. If today's conversation on purpose-driven sales sparked something for you, you won't want to miss our episode with Mike Latch and Gregg Murphy, Scaling Sales, Not Sacrificing Quality – The AI-Driven Secret to Billion-Dollar Growth. While Lisa McLeod explores the human side of sales—leading with empathy and purpose—Mike and Gregg dive into how organizations can scale that impact without losing what makes it effective. Together, these episodes paint a powerful picture of what modern sales success looks like: purpose at the core, with systems that support it at scale. Listen next and discover how to align purpose with process to drive real, lasting growth.

In this episode Landon Christensen & Nick Nascimento break down the secrets of how they have both make 6 figures a month selling solar but apply the principles to anyone in sales & entrepreneurship. Spoiler alert: the secret has nothing to do with better sales training. 

In this episode of The Active Life Podcast, Cody and Larry break down the key beliefs and behaviors that separate the world's best salespeople from the rest. They emphasize the importance of collaboration, mindset, and how top sales professionals approach objections, pricing, and the psychology of decision-making. The conversation explores why sales is not about manipulation but about helping people make the best choices for themselves—even when that means not making a sale.If you've ever struggled with overcoming objections, felt hesitant about asking for the sale, or wondered how to instill confidence in your prospects, this episode is packed with actionable insights that can transform your approach. Larry also drops some powerful mindset shifts that redefine what it means to “help” a prospect, challenging the common misconceptions around empathy, confidence, and allowing people to bet on themselves.Key Takeaways: • Sales is a collaborative process—not a battle between salesperson and prospect. • The best salespeople expect “I'm not sure” as part of the process and know how to navigate it. • Obstacles vs. Objections – knowing the difference changes everything. • Why you should be proud of sticker shock instead of backing down. • “Let me think about it” is a sign of missing information, not indecision. • Your best sales tool is belief—your own conviction will transfer to the buyer. • People don't come back later—help them decide now. • You are not responsible for deciding how someone spends their money—give them the chance to bet on themselves.By the end of this episode, you'll walk away with a new perspective on sales, along with practical strategies to increase your close rate while maintaining integrity. If you're serious about improving your sales skills, you won't want to miss this one.

A lot of people think cold calling is dead. John Waller disagrees. John Waller is a true, old-school salesman and the founder of The OnHold Experience, a company that produces audio recordings that promote your business to your customers over the phone while they're waiting on hold. John's been selling since he was a kid growing up in England in the early 1960s trading bubble gum for toy cars  – something that he paid dearly for as you'll find out. Undeterred by that early childhood incident, he's since led a successful sales career spanning decades, selling insurance and phone headsets before he got into selling on-hold messages. While a big fan of cold calling, John has also incorporated newer tactics into his sales process such as LinkedIn and attending virtual networking groups to set up “warm calls” and build relationships that lead to numerous referrals and new business.  Watch this episode on YouTube: https://youtu.be/b22mr7UTn7Y  Connect with John Waller: https://www.linkedin.com/in/wallerjohntheonholdguy/  Learn more: https://www.theonholdexperience.com/   

Former Wesco leader Ben Albu shares why so many sales tools end up in the "technology graveyard" in this preview to his SHIFT Conference session on leveraging sales technology for success.

Luck is the nexus of hard work and persistence.  Salespeople need some luck, even if they have to create it themselves.  That old blues refrain “If it wasn't for bad luck, I'd have no luck at all” can't apply. We have to make our own luck and here are seven luck creation principles we can start using immediately to help us get there.  No fancy varsity degrees or puffed up IQ scores needed.  Common sense that morphs to common practice is all we need to change our luck in sales. Arouse in the other person an eager want Salespeople are consumed by what they want and it is usually getting enough commission to be able to eat.  Buyers don't purchase for any other reason than getting what they want.  Our job is to communicate in such a way the client realises they have a want they didn't recognize or give sufficient import to previously.  Opportunity cost is a measure which shows that taking no action is not a zero cost option.  Clients are not in a static market, their competitors are still alive and hungry for market share.  Talk in terms of the other person's interests We have to show that taking action today is needed and that argument has to be based around a good understanding of what the client needs as opposed to wants.  If we honestly have the buyers interests foremost in our minds we can build the trust needed to secure the business. The only way to get the best of an argument is to avoid it Salespeople arguing with buyers is the silliest thing in the world.  Nevertheless, there are legions of salespeople out there trying to slam square pegs into round holes and make a deal fit which should never even be a consideration.  Trying to overpower the buyer to drive them through force of will to buy is ridiculous, has always been ridiculous and will remain ridiculous. Some salespeople don't learn however. Let the other person do a great deal of the talking Talkative salespeople lose a lot of potential business.  Being good in sales means being a tremendously good listener.  Understanding what the client needs is critical to providing a match that works between what you are selling and the gap in the clients business which they need to fix.  When I realise I have violated the 20/80 ratio of salesperson to buyer occupying the airwaves I shut up and ask a question to get them talking.  We all need to be alert to our proclivity to love the sound of our own voice. Try honestly to see things from the other person's point of view What are the buyer's fears, headaches and aspirations?  If we don't know these answers then we are not doing our job as salespeople.  Force feeding our pitch down the buyer's throat is stupid, but so many salespeople do just that.  They launch straight into their widget pitch without finding out what the buyer needs.  Something so basic, but so commonly missed in sales. Ask questions instead of making statements If I say it, as a salesperson, it might be true, but if the buyers says it, then it is 100% true without any doubt.  Our communication skills are called upon to make sure we ditch every opportunity to tell the client something and rather replace that statement with the same information, but now reconstituted as a question.  For example, “we have overnight delivery” is statement.  Rather than trotting this out, we say instead, “would having overnight delivery be of value to your business”.  If they say yes, then we can talk about how we do that.  If they say “no”, then we keep fishing for what is of value to them by asking questions Make the other person happy about doing the thing you suggest We want action.  We want the order right now, without delay. We don't want buyers to think about it or worse, agree in principle and then do nothing about it.  We need them motivated to buy.  What will success mean for them in their business?  What can we do to help them become even more successful?  If we can wrap our sale up in those flags of self-interest, then they will buy and will they buy right now. Keep these principles in your mind when talking to clients.  They are not complex to remember, but are complex to execute.  Well, that is sales and that is the requirement.  Get on to them fright now, delay no more and make sales today.  

On this episode of Money Mondays, I sit down with Daniel G, the #1 sales trainer who has helped over 1.5 million salespeople achieve success. We dive into his proven strategies for training top sales performers and discuss how anyone can apply these techniques to make more money and level up their sales game..---Daniel G is a highly successful sales trainer and entrepreneur known for his expertise in coaching salespeople to achieve exceptional results. With over 1.5 million sales professionals trained, Daniel has built a reputation for delivering impactful strategies that help individuals and organizations boost their sales performance. He focuses on providing practical, actionable advice to help people succeed in competitive sales environments.---Like this episode? Watch more like it

Welcome to a new episode of Next Level Pros! In this episode, sales expert Chris Lee breaks down the critical sales technique of transforming the common objection "I need to think about it" into a successful close. Through a detailed role-play demonstration, Chris reveals psychological strategies to help potential clients make decisive decisions while building trust and understanding.Highlights:"Maybes don't make the world go round.""Being decisive has really served me well.""There is not a concern in the world that can't be overcome."Timestamps:00:00 - Introduction: The Phrase That Kills Deals01:45 - Exploring Client's Fear and Hesitation04:06 - Understanding Decision-Making Motivations05:32 - The Value of Being Decisive07:34 - Authenticity in Sales ConversationsWant me to teach you how to grow your business? Text me! 509-374-7554Want access to more of my content? Click the link below for all of our latest updates and events!https://linktr.ee/nextlevelprosWant to be a guest on our show? Apply here!https://docs.google.com/forms/d/1YlkVBSluEKMTg4gehyUOHYvBratcxHV5rt3kiWTXNC4/viewform?edit_requested=trueWatch my latest PodcastApple - https://podcasts.apple.com/us/podcast/next-level-pros/id1687030281Spotify- https://open.spotify.com/show/1e0cL2vI1JAtQrojSOA7D2?si=95980cd4e55a437aYouTube- https://www.youtube.com/@NextLevelPros

Summary In this episode of the AI for Sales podcast, Chad Burmeister and Alice Heiman discuss the transformative impact of AI on sales and customer experience. They explore how AI tools are changing the way customers research products, the importance of personal touch in sales, and the skills salespeople need to thrive in an AI-driven environment. The conversation also addresses common misconceptions about AI and its role in the workforce, emphasizing the need for sales professionals to adapt and learn how to effectively use AI in their processes. Takeaways AI is changing how customers research and purchase products. Salespeople can craft better messages using AI tools. AI can enhance customer experience through personalized interactions. The importance of human communication skills remains paramount in sales. Sales professionals should learn to use AI effectively to improve their workflows. AI can assist in note-taking and proposal writing. Listening and asking the right questions are crucial skills for sales success. AI won't replace complex sales roles but will change how they operate. Salespeople need to adapt to the AI economy to remain competitive. Building relationships and providing value are essential in sales. Chapters 00:00 Introduction to AI in Sales 02:18 Transforming Customer Experience with AI 08:15 AI's Role in Sales Processes 13:04 AI Misconceptions and Job Security 16:08 Balancing AI with Personal Touch 28:40 Essential Skills for Salespeople in the AI Era Learn more about AI for Sales with Chad: LinkedIn Group: https://www.linkedin.com/groups/12811259/ LinkedIn Personal Page: https://www.linkedin.com/in/chadburmeister/ YouTube Channel: https://www.youtube.com/@TheAIforSalesPodcast TikTok: https://www.tiktok.com/@ai4sales Facebook Page: https://www.facebook.com/theaiforsalespodcast/ Twitter Page: https://twitter.com/saleshack The AI For Sales Podcast is sponsored by our proud partners: BDR.ai | https://www.bdr.ai/ TruVersity | https://www.truversity.com/

We're back with an exciting update to our super popular 2023 sales episode! Cambria herself is back with me as we dive into the latest shifts in the sales landscape, sharing our fresh insights, some funny anecdotes, and of course practical tips for todays new sales person in the fraud and payments space. From harnessing AI tools without losing authenticity to bridging generational communication gaps, we cover it all. Discover why integrity, patience, and genuine human connections are more crucial than ever—and learn how to build lasting relationships beyond transactional exchanges. If you're ready to adapt, grow, and succeed in sales, you won't want to miss this update! Enjoy!

Want to close more sales without saying a word?

Sales Mastery & The Infinite Game with David Weiss Episode Summary:  David Weiss explores the mindset, habits, and strategies that set top sales professionals apart. From intentional career development to enterprise sales best practices, David shares invaluable insights for sales leaders and professionals looking to elevate their game. Recorded: August 2020 Key Takeaways: The Path to Sales Success: David's journey into sales highlighted the importance of intentionality and learning from early failures. His experience underscored the necessity of structured training and development in sales. Sales as a Professional Sport: Treating a sales career like that of a professional athlete, dedicating time to practice, continuous learning, and skill refinement, is crucial for sustained success. Breaking Sales Stereotypes: Sales is often misunderstood as an “expensive dark art.” Leaders must see beyond outdated perceptions and recognize the value of structured, professional selling. The Power of Mentorship: Learning from great leaders, and understanding the lessons from ineffective ones, can shape a successful sales career. David shares impactful mentorship experiences that influenced his growth. Business Acumen for Sales Success: Sales leaders must ensure their teams understand finance, operations, marketing, and legal aspects to be effective beyond just the sales process. Customer-Centric Selling: Sales isn't the start or end of the customer journey, it's a part of a broader experience. Leaders should foster a customer-first mindset across the organization. Effective Sales Onboarding: The best onboarding programs prioritize organizational understanding, relationship-building, and the sales process before diving into product knowledge. Enterprise Sales Mastery: Success in enterprise sales requires experience in internal negotiations, multi-threading, stakeholder management, and long sales cycles. Recruiting Top Enterprise Sales Talent: Hiring should focus on candidates with extensive enterprise experience or deep domain expertise. Key attributes include curiosity, relationship-building, and a willingness to challenge the status quo. The Habits of High-Performing Salespeople: Self-motivation, thorough research, problem-solving, planning, and organization are critical to sales excellence. The Daily Discipline of Prospecting: Even with large deals in progress, maintaining account coverage and prospecting daily prevents commoditization. Predicting Sales Success Early: The first 30-60 days of a new hire often indicate future success. Engagement, learning, and pipeline-building should be closely monitored. Always Be Recruiting: Sales leaders should proactively build a bench of candidates to avoid reactive hiring, as vacant sales roles are costly. Pre-Onboarding for Faster Ramp-Up: Sharing territory lists and facilitating early relationship-building can accelerate a new hire's productivity. Internal Alignment is Crucial: Enterprise sales success depends on preparation and alignment among all internal stakeholders. Sales should be treated like a well-rehearsed concert. Leveraging Partners for Success: Partners play a vital role in enterprise sales. Engaging them early and aligning with their goals enhances collaboration. The Infinite Game in Sales: A long-term mindset focused on relationships, brand-building, and collaboration leads to sustained success, rather than short-term wins. From Transactions to Relationships: The best salespeople prioritize lifetime customer value over one-off deals, genuinely seeking to help their clients. Managing the Challenges of a New Role: New sales hires should pace themselves, focus on incremental growth, and redefine what success looks like in the early days. The Role of Sales Managers: Managers must understand individual team members' needs and provide support in today's changing sales landscape. Structured 120-Day Onboarding: A well-planned onboarding roadmap should sequence learning appropriately, build foundational knowledge, and provide clear performance metrics. First Impressions Matter: New hires evaluate their organization and leaders early on. Providing strong support, feedback, and guidance is essential to retaining top talent. Effective Sales Leadership: Great sales managers hire strong talent, support their teams, and remove obstacles rather than micromanage or rescue struggling reps. Coaching Through Experience: Sales leaders should let reps lead customer meetings and learn through experience rather than taking over. Rethinking Traditional Marketing: Instead of ineffective traditional approaches, businesses should focus on a strong website aligned with customer pain points and leverage user-generated content. Follow & Connect: Connect with David Weiss on LinkedIn: https://www.linkedin.com/in/davidlbweiss/ Connect with us on LinkedIn: https://www.linkedin.com/showcase/theinquisitor-podcast https://www.linkedin.com/in/marcuscauchi/ https://www.linkedin.com/in/suzannecauchi/   Tune in to hear David's expert advice on mastering sales and building a high-performing sales career!  

In this episode of The Active Life Podcast, Cody and Larry break down the fundamental mistakes that keep salespeople from success. They tackle the misconceptions around money, confidence in selling, and the mindset barriers that prevent professionals from making ethical, high-value sales. They also discuss the dangers of prioritizing personal needs over client success, the problem with “commission breath,” and why pushing people outside their comfort zones is not a bad thing. If you've ever struggled with sales or felt guilty asking for money, this episode will help reframe your mindset for growth.

At the end of most proposal or quote presentations there is the chance of a negotiation breaking out. Being unprepared is not a good option and will probably prompt an unplanned reaction such as a price reduction. The professional salesperson is prepared and ready to respond, saving the sale and maintaining profitability. You're going to have to sharpen your pencil as Scott and I discuss Top 5 Negotiating Skills for Salespeople and other concerning conundrums on Episode 659 of the Winning at Selling podcast.

Why you've got to check out today's episode:Discover proven strategies for recruiting, interviewing, and hiring truly driven salespeople that impacts sales team performance.Learn about the four pillars of sales success designed to build and sustain high-performing sales teams.Hear unconventional but impactful tips to drive sales team performance.Resources/Links:Free download, a plug and play interview template to improve your chances of making a great salesperson higher. Click here: https://www.insidesalesexpert.comSummary:Is hiring driven, result-oriented salespeople who can truly propel your business forward a challenge? Many leaders unknowingly repeat costly mistakes, from ineffective hiring processes to poor onboarding and lack of proper coaching, leading to low performance and high turnover. By leveraging Kevin Gaither's proven four-pillar framework, you can build a sales team that consistently achieves and exceeds goals, driving your business to new heights.Kevin Gaither helps early-stage tech startup leaders grow their sales teams, sharing 25+ years of experience from building teams and avoiding mistakes he made along the way.In this episode, Kevin shares insights on avoiding common hiring mistakes and building high-performing sales teams through his four-pillar framework of recruiting, onboarding, coaching, and performance management.Check out these episode highlights:01:44 - Kevin's ideal client: A coachable and humble CEO, founder or head of sales in a growing pre-IPO tech company.02:22 - The problem he helps clients solve: The number one thing that I see these leaders mess up is hiring.03:25 - Symptoms of the problem he helps solve: Five things: slow rep ramp times, high rep turnover, low sales team motivation, poor conversion rates, and low team quota attainment.05:20 - Mistakes his clients make before seeing him:  I like to refer back to these four pillars.07:20 - Kevin's Valuable Free Action [VFA]:  Do [develop an intentional, thorough, yet speedy interview process to increase the chances of hiring great people for your sales team] it yourself. Don't pay me for it. 08:08: His Valuable Free Resource: Free download of a plug and play interview template to improve your chances of making a great salesperson higher. Click here:  https://www.insidesalesexpert.com09:07 - Q: KG, do you have any non-obvious pieces of advice sales leaders should know? A: And here's my top six: Sales Kickoffs are an absolute waste of time and money. Sales leaders' mission should be to see their reps quit and go someplace better. Curiosity cannot be taught. Motivation isn't something that is done to somebody. And finally, and most controversial, your salespeople are not your friends.Tweetable Takeaways from this Episode:"You can have the best culture and the best comp and the best product, but if you put the wrong butts in the seat, you're going to have a rough time being successful." - Kevin Gaither

Salespeople can control limited things in their role, and if they focus on these, they'll find success. 

Send us a textIn this episode of Mastering Modern Selling, hosts Brandon Lee and Carson Heady are joined by special guest Anthony Iannarino to explore how to successfully navigate the changing B2B sales landscape. They discuss why traditional outreach methods are failing, how buyers' expectations have shifted, and what sales professionals must do to build real connections that drive results.1. The Evolution of the Buyer's JourneyBuyers no longer rely on salespeople for information; they are well-researched before engaging.Salespeople must focus on building unique relationships and offering value that cannot be easily found online.2. Why Cold Outreach is Becoming IneffectiveTraditional cold calls and mass email outreach are becoming less effective because buyers are overwhelmed with unsolicited messages.Instead of pitch-based messaging, sales professionals should prioritize relationship-building through social selling and thought leadership.3. The Power of Personal Branding and Social SellingPosting relevant content and engaging on LinkedIn can help salespeople build credibility and stay top of mind with prospects.A well-placed social media post, personal story, or insightful comment can open doors that traditional cold outreach cannot.4. Creating Strategic Value in Sales ConversationsThe best salespeople create value by deeply understanding the buyer's business and offering insights, rather than focusing on their own company's strengths.The "Four Levels of Value in Sales" framework suggests that sellers should move beyond product features and focus on delivering strategic outcomes.5. How to Crack the Code of Modern B2B SalesStop Selling, Start Helping: Salespeople should focus on facilitating the buyer's decision-making process rather than forcing a sale.Introduce and Connect Decision-Makers: Providing introductions to key players within and outside the buyer's industry builds trust and influence.Use Insights to Guide Buyers: Rather than pitching, sales professionals should bring valuable insights to the table, showing buyers what they might be missing.Adapt to Buyer Behavior: By leveraging social selling, community engagement, and digital platforms, salespeople can meet buyers where they are rather than forcing outdated outreach methods.The key to modern B2B sales lies in adapting to the way buyers make decisions today. The old-school approach of persistent cold calling and aggressive pitching is losing its effectiveness. Instead, success comes from creating meaningful connections, understanding what truly matters to buyers, and positioning oneself as a valuable resource. By focusing on trust, insights, and strategic collaboration, sales professionals can crack the code of modern selling and build long-term relationships that Don't miss out—your next big idea could be just one episode away! This Show is sponsored by Fist BumpYour prospecting partner to authentically fill your pipeline with ideal customers. Check out our Live Show Events here: Mastering Modern Selling Live ShowSubscribe to our Newsletter: Mastering Modern Selling Newsletter

Your competitors are already using AI. Don't get left behind. Weekly strategies used by PE Backed and Publicly Traded Companies → https://hi.switchy.io/U6H7Most people using AI right now have no idea what's coming. Here's the brutal truth: GPT-4.5 can already perform better than 80% of people's level for a job that 432M people have.I've tested it and the results are polarizing because of 100x improvement taking place in the next 3 months1. What is GPT 4.5 and why is it a path to complete disruption2. 10 GPT 4.5 use cases3 GPT 4.5 workflows that outperform 80% of Sales People in persuasion and influence and at the end I will show you a hack to 10x the quality output for any AI model in seconds.I deliver AI transformation for PE, VC and Publicly Traded Companies CROs and CMOS, to multiply Sales, profit and capacity without hiring in less than 60 days. #GPT4 #openai #GPT-4.5Chapters00:00 The Rise of GPT 4.5 and Its Implications02:50 Exploring Use Cases of GPT 4.506:07 Emotional Intelligence in AI08:58 Workflows for Sales Success12:13 Persuasion Techniques and Psychological Principles15:04 The Future of AI in Sales and Marketing

Check out https://www.brevitypitch.com/    - HOW AI SOLVES THE SALES PRACTICE PROBLEM Here is a FAQ Video on the Courses: https://youtu.be/0F7imrzjXWs Here is a deep dive into which course is best for you: https://youtu.be/JM_jgS8M-iU https://www.b2bRevenue.com - Get Your Free E-Book on How Companies make Decisions. FAQ: 1 YEAR ACCESS, PAY MONTHLY OR ANNUALLY NOT A SUBSCRIPTION OFFICE HOURS EVERY  OTHER WEEK VIA ZOOM. 1 HOUR GROUP Q&A. UNLIMITED 1-ON-1'S  ARE FREE AS LONG AS THEY CAN BE SHARED IN THE COURSE. 1-ON-1 ARE FULL ACCESS ON DAY ONE - NOTHING IS GATED OR TIME RELEASED. ALL CONTENT IS VIDEO BASED AND SELF PACED I RECOMMEND TAKE COURSE ONCE WITHOUT NOTES OR APPLYING IT SO YOU UNDERSTAND THE BIG PICTURE FIRST. THEN TAKE AND APPLY IT STEP BY STEP. YOU START WHEN YOU WANT AND GO AS FAST OR SLOW AS NEEDED.   Email me additional questions: briangburns@me.com     — SAMPLE EMAIL TO EXPENSE THE COURSE MGR,   I have been listening to the brutal truth about sales podcast for X months and it speaks to the issues we face.   They currently offer a course that includes video instruction, group Q&A and One-on-One coaching. I'm committed to my own personal development and would like your help in expensing the course.   It would pay for itself if I closed only one new deal of $X value.   Please let me know by Friday if I can move forward with this 1 year course.   Thanks, ME Here are some student interviews from the courses:      ———————————————————————————————————— Audible 30 day Free Trial: http://www.audibletrial.com/BrutalTruth  

Zev Young is a seasoned sales professional, educator, and founder of The Professor of Sales. With over two decades of experience in sales leadership and coaching, he is passionate about helping sales professionals build authentic relationships and master effective communication. As an adjunct professor at Bentley University, Zev teaches sales courses, mentors future sales leaders, and advocates for bridging the gap between academia and real-world sales training. His background in corporate sales leadership has equipped him with the tools to guide both emerging and experienced sales professionals toward greater success.SHOW SUMMARYIn this episode of the Selling From The Heart Podcast, hosts Larry Levine and Darrell Amy sit down with Zev Young, a veteran sales leader and educator, to discuss the evolution of sales beyond transactions and into relationship-driven strategies. Zev shares his passion for mentorship, the importance of curiosity in sales, and the shifting perception of sales professionals in today's business world. He highlights how mentorship, education, and adaptability will define the future of sales and inspire the next generation of professionals. Sales leaders are encouraged to foster curiosity, build genuine relationships, and embrace their role as mentors.KEY TAKEAWAYS✅ Authenticity Wins in Sales – Sales is no longer about pushing products; it's about building trust and long-term relationships.✅ Sales is Evolving – The old-school transactional approach is being replaced by a modern, human-centric approach that values connection and expertise.✅ Mentorship is Critical – Experienced sales leaders should invest in mentoring younger professionals, helping them develop their skills and confidence.✅ Curiosity is a Sales Superpower – The next generation of sales professionals will thrive by staying curious, asking better questions, and continuously learning.✅ Bridging the Education Gap – Traditional academic institutions lack sufficient sales training, and there is an urgent need for better education on real-world sales skills.✅ Passion + Inspiration = Sales Success – Sales professionals must combine passion, curiosity, and a heartfelt approach to truly connect with their clients.HIGHLIGHT QUOTES

Authenticity, Sales Leadership, and AI In this episode, John Golden sits down with Chris Jennings, a UCLA graduate and a sales leadership expert with over 25 years of experience in training and client retention. Chris brings a fresh, no-nonsense perspective on sales, focusing on authenticity, strategic questioning, and psychological insights that help both buyers and salespeople feel at ease.

I'm giving you another rerun again. Yes, I know, but you're going to love this episode with my guest Bob Burg, who is an expert sales leader and author with a real go-giver attitude. Listen to this live episode to get the right mindset to help you get prospects. Meet Bob Burg Bob Burg is a salesman who has written a series of books about The Go-Giver, a parable about the principles behind the kind of success most sellers are hoping to achieve. After spending some time in the sales industry, he realized that he wasn't living up to his potential. Until one day he had a conversation with another salesman and recalling how his parents worked to make other's lives better, it hit him.   Instead of trying to meet quota, Bob shifts his focus on how he can serve others, and his reward happens to be more money coming into his pockets. Great salesmanship is about the other person and how they'll benefit from your product or service. Focus on Value People aren't going to buy from you because you need to meet quota or because you're a nice person. They are going to buy from you because they'll be better off after they do. Salespeople need to focus on bringing value to the prospect's life. Value comes first, and the money you receive is a natural result of the value you provided. Value Without Attachment Although people often suggest you should give without expecting anything in return, Bob doesn't exactly agree with that. Instead, give value without attachment to the result. If you're in business serving other people, you should expect to profit greatly because you're bringing value to the marketplace. Just don't be attached to that result. Give value because it's who you are and what you do. When that happens, you create a benevolent context for success. You develop great relationships with people who feel good about you. Communicating Value Bob shares how sales reps can communicate value to prospects through these five elements:  Excellence Consistency Attention Empathy Appreciation To the degree that you can communicate these things to your customer, that's the degree to which you take price and competition out of the picture.  “Money is the thunder to lightning's value. The value comes first.” - Bob Burg.  Resources Listen to Bob Burg's The Go-Giver Podcast for more mindset tips.  Join the Sales Foundation Course for a blueprint to closing more deals.  Grab Bob Burg's The Go-Giver book set.   Another book discussed in this episode was Everybody Matters by Bob Chapman.  Connect with Bob Burg on Facebook and LinkedIn  Also, don't forget to visit his website.  Sponsorship Offers 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 hubspot.com/sales. This episode is brought to you in part by LinkedIn. Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse. This episode is brought to you in part by the TSE Sales Foundation. Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin. Credits As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We'd love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.