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Sales kickoffs can become expensive calendar events if leaders are not clear on what the gathering is meant to accomplish. In this Revenue Builders replay, John McMahon shares his perspective on how CEOs and CROs should think about SKOs, from motivating the sales force and aligning teams around company goals to delivering training that actually prepares reps to execute. He also explains why peer-to-peer knowledge transfer is often the hidden value of bringing the sales organization together, why product presentations should only happen when the value proposition is clear, and how leaders can motivate reps by speaking directly to their daily challenges, career aspirations, and earning potential. John McMahon is a five-time CRO who has led revenue organizations at PTC, GeoTel, Ariba, BladeLogic, and BMC. He is the author of The Qualified Sales Leader and co-host of Revenue Builders, where he brings operator-level perspective on building and scaling enterprise sales teams. Connect with John: LinkedIn Book 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
Sales team performance in modern B2B sales is no longer about forcing people into rigid roles. It is about aligning talent, leadership, and purpose to unlock stronger performance across enterprise sales and key account management. In this episode of the B2B Sales Trends Podcast, Harry sits down with Oliver Opitz, Global Head of Key Account Management at Würth Elektronik Group, to explore what modern B2B sales leadership actually looks like in today's rapidly changing market. From strategic account management and enterprise sales to hiring, adaptability, and modern leadership, this conversation breaks down what actually drives high performing sales teams.
In this episode, host Josh interviews entrepreneur Rolando Rosas about his journey from office technology to Amazon selling and founding Circuit Com. Rolando shares his advanced PPC strategy, using a year's worth of sales data and heat maps to optimize Amazon ad scheduling for better ROAS. He offers practical tips for sellers: enhance product images, respond to customer questions with videos, and use data tools like Seller Labs Data Hub to identify peak buying times. Rolando encourages starting small with data-driven ad adjustments to boost efficiency and sales.Chapters:Introduction to Rolando Rosas and His Journey (00:00:00)Josh introduces Rolando, his entrepreneurial background, and the founding of Global Tech Worldwide and Circuit Com.Podcast Sound Effects and Stream Deck Tips (00:01:15)Rolando shares his experience setting up podcast sound effects and encourages using a stream deck.Introduction to Innovative Amazon PPC Strategy (00:01:38)Josh prompts Rolando to share his unique PPC strategy, setting the stage for the main discussion.Data-Driven Ad Scheduling and Heat Maps (00:02:13)Rolando explains using 12 months of order data and Seller Labs Data Hub to create heat maps for ad scheduling.Key Insights from Data: Golden Hours and Days (00:02:59)Discovery of optimal times and days for ads, including patterns like low Friday evening and weekend sales.Challenging Weekend Ad Spend Myths (00:04:12)Rolando debunks the idea that weekends are best for ads, showing most sales occur Monday–Friday.Impact on ROAS and Sales Performance (00:06:03)Discussion of improved ROAS and sales by focusing ad spend on high-performing days and times.Layering Day Parting and Low Bid Strategies (00:07:02)Exploring advanced ad scheduling, including low bid strategies during off-peak hours.Manual vs. Automated Campaign Management (00:08:31)Rolando discusses the manual nature of their current process and the use of portfolio grouping for easier management.Leveraging Seller Labs Data Hub for Insights (00:09:36)How to use Seller Labs Data Hub for actionable business insights, even for non-data experts.The Importance of Data Science and AI for Sellers (00:10:53)Emphasizing the future role of data analytics and AI in Amazon selling success.Three Actionable Takeaways for Amazon Sellers (00:11:56)Josh summarizes three key takeaways: main image optimization, customer Q&A engagement, and data-driven ad scheduling.Encouragement to Start Small and Test Strategies (00:15:20)Advice to implement changes gradually, testing on a few campaigns or SKUs before scaling.Closing Remarks and Appreciation (00:16:18)Josh and Rolando wrap up the episode, express mutual appreciation, and end the conversation.Links and Mentions:Tools and Websites"Global Teck Worldwide": "00:00:00""Seller Labs Data Hub": "00:02:59""Google Sheets": "00:10:08"Strategies and Concepts"Day Parting": "00:02:13""Heat Map": "00:02:59"Actionable Takeaways"Adjust Main Images": "00:11:56""Respond to Customer Questions": "00:12:07"Transcript:Josh 00:00:00 Today I'm super excited to introduce you all to Rolando Rosas. Rolando never could have predicted that a college computer, a printer, and an old school wall phone in his kitchen would lead him down the path of entrepreneurship. But that's exactly how it happened. In 2002, he founded Global Tech Worldwide with the goal of making it easy for businesses to use the right office technologies for better and frictionless customer interactions that help businesses elevate their customer interactions and turn them into rich, meaningful discussions. Fast forward to today, and after spending ten years selling on Amazon, he is on his third startup circuit. Com because he was frustrated with the lack of transparency and outdated methods of buying broadband, wireless and fiber internet for small and medium sized businesses. So with that introduction, welcome to the show, Rolando.Rolando 00:00:53 Woo! Woo woo woo woo. Woo woo. Let me try. Let me try.Josh 00:00:56 Hey, there you go. Hey.Rolando 00:00:57 There we go.Josh 00:00:58 You got the audio work?Rolando 00:00:59 I got it, I got it I got him to work.Josh 00:01:02 Rolando has his own podcast and we recorded an episode last week I was on, I was in the reverse side. I was the guest there. And that I told you, Rolando, I love the sound effects that you have going on in your podcast.Rolando 00:01:15 You know what? I'm here. You know what? Go get a stream deck, go get it and call me, and I'll help you set it up. Because it took me a while. I left it in the box for quite some time before I actually started using it, because I was a little intimidated. I'm not an Avi guy or anything like that, but, you know, I was like, all right, let me add one, two, three. And I was like, ooh. And now I've got a couple of those buttons set up for it.Josh 00:01:38 I love it, I love it. All right, Rolando, there's another really wicked smart strategy that I want you to share with our audience that you shared with me prior to hitting the record button.Josh 00:01:48 And this is your amazing PPC strategy that I have never heard anybody else talk about this other than yourself. everybody's always heard of de parting, right? And that's kind of the new hot PPC term, but this isn't Dave Harding. This is something, I think, even more intelligent than what De parting is. So I've laid out the red carpet for you there, Rolando. Give us the gold nugget.Rolando 00:02:13 Yeah, right. So de parting is just simply ad scheduling. You know, run an ad on a schedule. Nothing new there. But what if. Chad. Chad, I was just talking to Chad. What if Josh. We could map or have ads show up when we have our ideal customers on Amazon? How can we do that? Can we pull it off? And can we save money while we're doing that? That's really what we wanted to find out. Turns out there is a way to do it. Not easy, not clean. But there was. So we went and pulled data from our orders for 12 months, and we used, Seller Labs product that they have or service that's called Data Hub.Rolando 00:02:59 and it pulled in all that data, right? It's our own data. So we didn't have to do all these crazy reports from Amazon. Pulled it all in. Once they pulled that in I said, wait a minute, guys. I'm not a mathematician here. This is just a spreadsheet with a bunch of numbers. Can we do something better? So then we put together something that anybody could easily use in the organization. We put together a heat map so that you can visually see the data. And, you know, dark green means good, red is bad. And guess what? We found golden hours every day of the week. Also golden months also patterns within those months. For example summertime for our products which are mostly office related products. After 4 p.m. on a Friday, we've virtually had no orders on the summer months. So if I'm a betting man, Why would I run PPC after 4 p.m. if we're not getting any orders? Another one was when? on the weekends, you hear people say this all the time.Rolando 00:04:12 And now that I have the data for our stuff, I know it's totally wrong. You got to run ads on Saturday and Sunday because people browse Saturday and Sunday and buy on Monday. The evidence does not hold that up in our case, because in our case, most of our activity, nearly 85 to 90% of the purchases c...
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
I'm back to kick off a brand-new three-part series on a topic that hits home for many: dealing with poor sales performance.I recently heard from a listener I'm calling "Fresh Prince," (not his real name) a salesperson in Lagos who has been struggling to close deals for three months. It happens to the best of us, but as a "business doctor," I know we have to diagnose the system before we can find the cure. In this first part, I'm breaking down three major areas where your sales process might be breaking down:1. Targeting: Are you chasing everyone with a pulse, or are you actually talking to your Ideal Customer Profile? If you're selling roofing sheets to someone who just broke ground on their foundation today, you're way ahead of yourself.2. Advancements: A sale isn't just one big jump; it's a series of mutually agreed-upon next steps. If you aren't securing a commitment for the next meeting or a site visit, you aren't advancing, you're just talking.3. Conversation Frameworks: From building rapport and credibility to using tools like BANT (Budget, Authority, Need, Timeline), you need a roadmap for your conversations so you aren't just "freestyling."Sales isn't magic; its about looking under the hood and fixing what's broken. If you're feeling like Fresh Prince and need a detailed consultation to look at your data and your process, reach out!
Your favorite Blerds are back bringing you all of their thoughts on everything happening in nerd culture. This week, Shannon, Jaja and James are covering the latest in gaming and nerd culture, including new hardware releases, game sales, and industry controversies. They talk insights on Steam controller shortages, Sony's DRM policies, and recent game releases as well as tech, anime, and upcoming movies and shows. 00:00 Welcome Back to Nerd Culture 00:18 Nerdy Updates: Anime, Gaming, and More 05:04 Cosplay and Conventions: Highlights from the Villain's Ball 08:03 Vacation Tales: Bermuda Adventures 11:32 Daredevil and Invincible: Series Reviews 14:48 Steam News: Controllers and Game Compatibility 19:03 PlayStation's Latest Releases and Sales Performance 23:14 Sony's Legal Troubles and Digital Sales Issues 25:06 DRM Controversies and Consumer Reactions 30:32 Price Increases and Consumer Impact 34:56 Nintendo's New Announcements and Price Changes 41:35 Xbox Updates and Industry Comparisons 41:56 New Boot Animation and Xbox Integration 43:38 AI Developments in Gaming 45:53 Upscaling Technology and Game Preservation 48:03 Anime Adaptations and Hype 50:21 One Piece Remake and Expectations 53:53 Attack on Titan's 4K Release 55:40 Mortal Kombat 2 Review and Expectations Make sure to subscribe to us on Youtube and Apple Podcasts, Spotify or your podcast app of choice.
Pipeline generation breaks down when sales organizations rely on individual performance instead of building controlled, repeatable systems. In this episode, Greg Casale shares how his background in engineering shaped a system-first approach to sales, applying principles of process control, data capture, and structured training to reduce variability and improve consistency. The conversation explores why outbound phone remains a critical channel despite its difficulty, how over-automation has saturated the market and reduced conversion rates, and where AI fits as a tool to strengthen preparation and execution without replacing human interaction. Greg Casale is the Founder and CEO of Reveneer Inc., where he leads a system-driven approach to outbound pipeline generation through embedded SDR teams. He began his career as a chemical engineer and brings a manufacturing and process control mindset to building repeatable, data-driven sales operations. Connect with Greg: LinkedIn Resources mentioned: Hyperbound TitanX Key takeaways from this episode: 03:00 – Why many CROs over-index on hiring instead of addressing the system driving performance 33:30 – What it really takes to build an outbound channel competitors can't easily replicate 49:00 – Why leaders risk losing differentiation when AI replaces human-driven sales behavior 01:00:00 – A look inside how top SDRs control conversations in the first 30 seconds of a cold call 09:33 – The mistake many CROs make when relying on fractional SDR models for pipeline generation 01:07:24 – Why cutting SDR capacity during downturns quietly weakens your ability to recover 18:11 – What leaders often overlook when measuring SDR success beyond meeting volume 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
Strategic accounts expose where most sales approaches break down, especially when technical capability fails to connect to enterprise-wide value. In this replay segment, Jane Thompson unpacks what it actually takes to navigate complex, multi-division organizations, from building aligned champions to translating solutions into outcomes that matter at the board level. The conversation highlights why intellectual curiosity, multi-threaded engagement, and disciplined account mapping remain non-negotiable for sellers operating at the highest level. Jane Thompson is a sales leader at BigPanda with deep experience selling into complex, multi-division enterprise accounts and building high-impact strategic sales motions. Connect with Jane: LinkedIn 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
AI is shifting from model development to real-world usage, exposing a new bottleneck that most sales teams are not prepared to understand or sell against. As inference speed, memory bandwidth, and infrastructure become the true differentiators, traditional software playbooks begin to break down. Alex Varel joins John Kaplan and John McMahon to unpack what it takes to sell in this new environment, where technical depth, curiosity, and adaptability are no longer optional. The conversation explores how AI is reshaping productivity, why ICPs must evolve weekly, and how elite sellers distinguish themselves by orchestrating value across increasingly complex buying groups. Alex Varel is EVP of Worldwide Sales at Cerebras Systems, where he leads global go-to-market efforts at the forefront of AI infrastructure. He has built and scaled high-performing teams across MongoDB, Zscaler, and Multiverse, driving growth through IPO, hyper-scale expansion, and emerging technology shifts. Connect with Alex: LinkedIn Resources mentioned: "The Power of Myth" by Joseph Campbell "AI Superpowers" by Kai-Fu Lee “Leonardo da Vinci” by Walter Isaacson "No Country for Old Men" by Cormac McCarthy "The Road" by Cormac McCarthy “The Founders: The Story of Paypal and the Entrepreneurs Who Shaped Silicon Valley” by Jimmy Soni Key takeaways from this episode: 00:00 – A look inside what it really takes to rethink computing architecture when speed, not scale, becomes the constraint 13:09 – Why many leaders underestimate how the shift from training to inference is redefining where competitive advantage actually lives 25:27 – The mistake many CROs make when applying legacy software playbooks to markets that require constant recalibration 21:33 – What it really takes to turn AI from a concept into a daily productivity multiplier inside a revenue organization 31:34 – Why most sales organizations quietly accept a broken productivity model and what changes when that assumption is challenged 34:26 – A look inside the evolving role of the AE as a multi-dimensional operator across technical, business, and interpersonal domains 49:41 – Why treating ICP as a static exercise leads to missed growth opportunities in markets that are shifting in real time 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
Preparation does not become less important as sellers gain experience. It becomes more visible as a differentiator. In this replay segment with John Rowell, he breaks down of how disciplined pre-call preparation sharpens positioning, turns cold outreach into meaningful engagement, and allows reps to stay fully present in the moment. The conversation highlights why preparation is not just about information gathering, but about earning credibility, accelerating sales cycles, and creating the conditions for authentic customer conversations. John Rowell is the Co-Founder of Pinned Golf and a former enterprise sales leader with experience at EMC and Lacework. He brings a practitioner's perspective on applying enterprise sales discipline to startup growth. Connect with John: LinkedIn Pinned Golf Website Resources mentioned: Pin Golf's Caddie GPS Tablet Catch the full conversation, here: Pinned Golf: Making the Shift from Sales to Entrepreneurship 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
Today, we're revisiting a segment from our episode on selling enterprise software and connecting technical capabilities to business outcomes with John Donnelly. John is a seasoned enterprise sales leader with deep experience scaling complex sales motions across organizations like MobileIron and Kana. In this clip, he breaks down why so many sellers default to features, where discovery goes wrong, and how the best reps connect technical differentiation to real business impact to win complex deals. John Donnelly is a seasoned enterprise sales leader and CRO with a track record of scaling high-growth organizations through IPOs and acquisitions, known for helping teams translate technical capabilities into measurable business outcomes. Connect with John: LinkedIn 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
The following article of the Talent industry is: “Sales Culture: Boost Sales Performance Through Recognition” by Juan Valencia, Country Manager México, Dcanje. (AA2059)
This episode explores the disconnect between activity and performance in insurance sales, emphasizing the role of AI and automation in optimizing producer effectiveness. Hosted by Daniel Metcalf and Mike Stromsoe, it offers actionable insights on metrics, training, culture, and scaling strategies for successful agencies.Key Highlights:Activity vs. Performance MetricsRole of AI and Automation in SalesTraining and Skill Development for ProducersBuilding a Culture of AccountabilityPredictive Analytics and Revenue ScalingChapters:00:00 Introduction to Scaling Insurance Agencies00:51 Understanding the Producer Problem04:01 Activity vs. Performance in Sales11:36 Metrics that Matter: Activity vs. Outcome17:31 Key Performance Indicators for Producers22:43 Sales Meetings: From Story Time to Accountability39:47 Culture and Leadership in Sales TeamsIf you're considering a transformative step in your agency, join us for the next LIVE Masterclass to craft your personalized growth plan. Reserve your virtual seat Today: https://uppmasterclass.com/
Podcast Summary Unlock the secrets of AI and redefine your business strategy with insights from Seth Marrs, Sandler's Chief Strategy Officer. We promise you'll gain a clear understanding of how to wield AI's transformative power effectively without succumbing to the hype. Together, we'll navigate the tumultuous terrain of AI adoption, cutting through vendor-driven noise to focus on enhancing business efficiency. Learn how precision-targeted AI processes and smart technology investments can elevate your sales strategies while safeguarding data accuracy. Step into the future of sales training as technology and data investment revolutionize traditional methods. We explore how companies that embrace advanced data structures and generative AI are setting a new standard in sales enablement and leadership. From boosting conversation intelligence to redefining KPIs, discover how these advancements allow sales leaders to coach with precision and free teams from the shackles of outdated forecasting. This episode promises a remarkable journey into the next era of sales excellence, where strategic foresight and data-driven decision-making take center stage. Chapter 1: Introduction and Guest Setup 00:00:02 – 00:01:16 Dave Mattson introduces the How to Succeed podcast and frames the focus on attitudes, behaviors, and techniques. He welcomes guest Seth Marrs, Sandler's Chief Strategy Officer, and teases a discussion on where "the puck is going" in tech and AI for sales and leadership. Chapter 2: The Innovative Revenue Leader Podcast Overview 00:01:16 – 00:02:11 Seth explains his podcast format: deep-dives on a single topic across multiple episodes, featuring varied expert perspectives and a research-driven synthesis. The goal is to provide practical tools and insights leaders can apply to grow revenue. Chapter 3: Actionable Depth vs. High-Level Concepts 00:02:11 – 00:02:59 Dave highlights the gap between conceptual podcasts and actionable takeaways. Seth confirms they publish companion reports, citing one on five AI-driven capacity levers to ensure listeners leave with concrete steps. Chapter 4: The AI Hype Cycle and Vendor-Driven Chaos 00:02:59 – 00:04:56 They discuss the rapid acceleration of technology and AI since 2020 and a vendor-fueled market pushing "AI" everywhere. Executive pressure to "do AI" leads to misaligned investments, often neglecting foundational needs like data hygiene. Chapter 5: Why AI Initiatives Fail and What Works 00:04:56 – 00:06:08 Referencing studies with high AI failure rates, Seth argues success comes from mapping and improving specific processes with AI, not buying tools to fix problems. Proven change still follows process-first, tool-second discipline. Chapter 6: Pressure, Waste, and Upcoming Market Correction 00:06:08 – 00:08:41 Dave notes external pressure to adopt AI creates fear of being left behind. Both anticipate a near-term shift toward smarter, ROI-focused adoption, driven by CFO scrutiny and repeatable success stories clarifying where AI truly adds value. Chapter 7: Overlapping Tools and the "Can It Do It vs. Is It Good?" Test 00:08:41 – 00:10:24 They unpack redundancy in tech stacks (e.g., multiple tools that "write emails"). The real question is output quality and contextual relevance, echoing prior dynamics like using LinkedIn for accuracy and ZoomInfo for phone numbers. Chapter 8: Education Gap and Overpromising Vendors 00:10:24 – 00:11:18 Most practitioners don't understand nuanced tool differences, exacerbated by vendors claiming universal AI capability. This fuels confusion and misaligned purchasing. Chapter 9: Where the Puck Is Going: Data, Infrastructure, and Enablement 00:11:18 – 00:12:49 AI performance will only improve; organizations investing in data and infrastructure will compound gains. Seth predicts a transformation in enablement and training through conversation intelligence and role-play powered by GenAI. Chapter 10: From Training Events to Continuous, Visible Reinforcement 00:12:49 – 00:14:24 Enablement evolves from one-off training to ongoing assessment across calls and emails, with clear visibility into who applies the methodology and the outcomes. Leaders gain unprecedented insight to reinforce and optimize. Chapter 11: Science Over Art in Sales Performance 00:14:24 – 00:16:28 Dave likens the shift to medicine and pro sports: from art to data-driven science with MRIs and video review. Sales can now diagnose reality over self-reported optimism, though increased transparency may feel threatening to some. Chapter 12: Tools Elevate but Don't Replace Excellence 00:16:28 – 00:19:30 Seth asserts technology equips practitioners but doesn't eliminate the performance spectrum. Blindly following AI produces average results; top performers synthesize AI with judgment, adapting to context shifts like those during COVID. Chapter 13: Empowering High Performers and Institutionalizing Wins 00:19:30 – 00:21:28 AI can surface winning patterns from "rogue" top sellers and scale them across teams. Digital playbooks can capture best moments across individuals, but most organizations still fail to build and maintain them. Chapter 14: Culture, Curiosity, and Leveling the Field 00:21:28 – 00:22:55 Resistance stems from human nature and legacy structures that reward tenure over curiosity. The new environment favors sellers committed to craft, learning, and experimentation, expanding their opportunities. Chapter 15: Manager Adoption and the Coaching Opportunity 00:22:55 – 00:24:36 Historically, reps learned from call libraries more than managers used them. Pressure is mounting on managers to leverage these tools, shifting from generic call quotas to event-driven, targeted coaching triggers. Chapter 16: Span of Control and Precision Coaching 00:24:36 – 00:25:59 AI-driven diagnostics will increase managers' span of control by automating detection of coachable moments. Time shifts from ride-alongs and full-call reviews to focused intervention on specific gaps tied to deal impact. Chapter 17: Practical Playbook for Sales Leaders 00:25:59 – 00:27:39 Leaders should adopt tech for pinpoint coaching, grounded in recorded calls and captured emails. This enables loss mitigation via timely intervention, delivering more performance with less wasted managerial time. Chapter 18: Rethinking CRO Metrics and Forecasting 00:27:39 – 00:29:47 For CROs and owners, the mandate is a new set of leading indicators sourced from conversation and engagement data. Forecasts should become byproducts of actual selling activity rather than self-reported, error-prone rollups. Chapter 19: From Guesswork to Evidence-Based Operations 00:29:47 – 00:32:20 Leaders gain the ability to make forward-looking decisions from real interactions, not hedged numbers. Reclaiming time spent on forecasting and discovering bespoke conversational indicators creates durable competitive advantages. Chapter 20: Closing Guidance: Start Small, Solve One Problem 00:32:20 – end Seth advises choosing a single, well-defined problem, mapping it to a solvable action with a tool, and executing. Mastery and confidence build through iterative wins, avoiding the trap of broad, unfocused AI implementations. Dave closes by recapping takeaways and promoting Seth's podcast.
Guest: Steven Rosen, MBA — Founder of STAR Results and author of Focused: The Leadership Discipline That Protects Performance from Distraction A quick preview of our conversation with Steven Rosen. After 30 years coaching CROs and VPs of sales, Steven has a blunt message: if your numbers are off, stop looking at your reps and start looking in the mirror. Here's a taste of what he shared with John Golden. Key Takeaways: Most sales managers were promoted because they were great reps — then handed targets with zero leadership training. Performance doesn't collapse overnight. It erodes one small lapse at a time. The single best investment a company can make is teaching its managers how to coach. Quotes from Steven Rosen: "It doesn't collapse overnight. It erodes over time. There are leaks. Discipline is falling." "Performance breaks when standards stop being held — especially when you're under pressure." Listen to the full episode for Steven's complete framework on coaching, inspection, and the leadership enforcement spine. Links: Steven's website: https://starresults.com | Book on Amazon: Focused | LinkedIn: linkedin.com/in/stevenrosen
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
In today's segment with Eric Erstin, longtime sales leader and CRO of RegScale, Eric shares what separates top-performing sales teams from the rest – from maintaining laser focus on metrics and success definitions, to rigorously qualifying leads based on budget, timeframe, and pain points. Eric emphasizes the critical importance of deeply understanding both the ideal customer profile and the individual persona, including the human motivators behind decision-makers, not just their titles. He also discusses how this evolved understanding of persona dynamics becomes essential when transitioning from being an individual seller to leading and scaling a sales team. Eric Erstin is a longtime sales leader and currently serves as Chief Revenue Officer at RegScale. With deep expertise in sales process, qualification methodology, and building high-performing teams, Eric shares insights on what separates top performers from the rest of the pack. Want to build a sales organization grounded in clear qualification, defined success metrics, and repeatable execution? Get Force Management's 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
Sales Game Changers | Tip-Filled Conversations with Sales Leaders About Their Successful Careers
This is episode 816. Read the complete transcription on the Sales Game Changers Podcast website. Watch the video of this podcast on YouTube here. This is an Office Hours - Sales Professors Unplugged sub-brand of the Sales Game Changers Podcast. The Sales Game Changers Podcast was recognized by YesWare as the top sales podcast. Read the announcement here. FeedSpot named the Sales Game Changers Podcast at a top 20 Sales Podcast and top 8 Sales Leadership Podcast! Subscribe to the Sales Game Changers Podcast now on Apple Podcasts! Purchase Fred Diamond's best-sellers Love, Hope, Lyme: What Family Members, Partners, and Friends Who Love a Chronic Lyme Survivor Need to Know and Insights for Sales Game Changers now! On today's show, we interviewed Frank Hauck, former President, Banking, NCR Corporation, and the founder of the Hauck Sales Performance Lab at Bryant University. Find Frank on LinkedIn. FRANK'S TIP: "Preparation drives performance. Don't walk into a call hoping to be good. Prepare until you're great."
Paul Epstein brings a championship mindset to business leadership, shaped by a 15-year career as a top professional sports executive. During his tenure, Paul led billion-dollar NFL campaigns, broke Super Bowl revenue records, and drove record-setting sales turnarounds for NBA teams, demonstrating elite execution under pressure.Recognized by SUCCESS magazine as a top thought leader who consistently delivers results, Paul's expertise has been featured on ESPN, NBC, Fox Business, and USA Today. Today, he speaks and consults globally, helping organizations convert potential into performance through his WIN MONDAY™ playbook. He is the bestselling author of The Power of Playing Offense and Better Decisions Faster.SHOW SUMMARYIn this episode of the Selling from the Heart Podcast, Larry Levine and Darrell Amy are joined by Paul Epstein to discuss authentic selling, decision-making, and the philosophy behind Win Monday™. Paul introduces his “green light” framework, aligning head (mindset) and heart (authenticity), as the foundation for building self-trust that translates into market trust.Drawing from his research, Paul shares that 98% of people who accomplish something meaningful on Monday carry momentum through the rest of the week, while the majority of professionals view Monday negatively. He explains why winning Monday actually begins before Monday and outlines a simple but powerful routine: identifying three needle-moving actions the night before (including at least one sales impact activity) and executing them early.The conversation also explores personal standards, intentional culture-building, “owning your weather system,” and how momentum compounds when you consistently warm up every room you enter. This episode delivers practical tools for building confidence, consistency, and trust—one Monday at a time.KEY TAKEAWAYSWinning Monday creates winning weeks, months, and years.Momentum is intentional—98% of people who win Monday carry it forward.The “Green Light” framework: head + heart alignment builds self-trust and market trust.Winning Monday begins before Monday, preparation starts Friday, Saturday, or Sunday.Control your morning before others control your day.Identify three needle-moving activities nightly, including one sales-related action.You either warm up or cool down every room you enter—own your “weather system.”Standards define identity and long-term performance.HIGHLIGHT QUOTES“Show me the quality of your habits, I'll show you the quality of your life.”“Winning Monday does not start on Monday. That's non-negotiable.”“When you walk in a room, you either warm it up or cool it off.”“By 6 or 7 AM, it's already a winning day. The rest of the day, I'm playing with house money.”“Standards are who you are, what you stand for, and how you show up all rolled into one.”“I've never heard after a great workout, ‘I totally regret that.'”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 our YOUTUBE CHANNEL! Stay updated with the latest episodes and leadership tips: Selling from the Heart YouTubeet Your Daily Dose of Inspiration:Click Here for Your Daily Dose
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
There's no shortcuts to a winning sales culture. When leaders compromise standards for convenience, talent, or short-term wins, they erode the very foundation that sustains performance over time. Brian White joins John Kaplan and John McMahon to unpack why elite teams are built on respect first, why trust is collective (not individual), and why commitment without conditions is the only kind that lasts. Drawing from decades inside championship locker rooms, Brian outlines what it takes to build peer-led accountability, accelerate young talent, demand excellence without demeaning people, and create environments where pride replaces entitlement. This conversation is for revenue leaders who want to build a long-lasting high-performance culture that goes beyond incentives.Brian White is a veteran Division I football coach, Assistant Coach of the Year, and author of The Locker Room Is Not for Sale. Over 55 years in and around elite programs including Notre Dame, he has coached national champions, developed NFL talent including Heisman Trophy winner Ron Dayne, and built cultures grounded in respect, accountability, and the human touch.Resources mentioned:The Locker Room Is Not for Sale by Brian WhiteThe Qualified Sales Leader by John McMahonWant to know how top-performing organizations create a culture of consistent success? Check out Force Management's guide to the Predictable Revenue Framework: https://hubs.li/Q03-T6NH0Key takeaways from this episode:16:53 – Why respect, not trust, is the true starting point of elite team culture25:55 – The human touch as a competitive advantage, not a soft leadership tactic35:27 – Caring is competence, and why pride is earned through preparation and standards40:54 – Why three clear values outperform forty two vague ones47:48 – How peer leaders, not titles, protect the integrity of the locker room55:06 – You don't rise to the occasion, you fall to your level of preparation01:02:06 – Why great leaders get talent in front of experience and refuse to hide behind youth 01:06:22 – Why direct engagement eliminates fear and prevents cultural drift 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
Is your “slow January” quietly setting you up for a weak February—and an even worse quarter?Many sales leaders accept January as a write-off, but the real danger is what happens next. When teams stay unfocused, distracted, or lethargic after the holidays, one slow month can quickly snowball into pressure, panic, and missed growth targets. This episode breaks down how to reset momentum, refocus your team, and turn a sluggish start into a strong sales comeback—before January's hangover becomes a recurring problem.By listening to this episode, you'll learn how to:Reignite motivation and focus inside your sales team after the January slumpUse simple but powerful challenges to immediately lift activity and resultsStrengthen core sales behaviours that create consistent, repeatable growthPress play now to discover the three practical levers you can pull immediately to turn January's slowdown into a thriving February—and put your sales growth back on track.
Increasing sales performance and confidence in selling doesn't come from more pressure - it comes from better leadership design. In this special 100th episode of the B2B Sales Trends Podcast, Harry breaks down the systems, structures, and leadership shifts shaping sales trends 2026, and why modern B2B sales strategy must move beyond urgency and intensity. This solo milestone episode marks 100 episodes of pattern recognition across sales leaders, first-line managers, and go-to-market teams. Harry Kendlbacher distills the first three insights from the 26 Sales Trends for 2026 report - explaining why pressure no longer works, how leadership design drives consistency, and what buyers truly respond to today.
In this Executive Spotlight, host Brian Ankney sits down with Kyle Doyle, vice president of Rinsed, to unpack what consistently separates high-performing carwash operations from the rest. Doyle introduces the concept of the “three pillars” — consistent scripted presentations, ongoing coaching and clear accountability — emphasizing that strong performance isn't accidental or dependent on rare standout employees. Instead, the most successful operators build repeatable systems that allow average frontline team members to perform at a high level, even in high-volume, high-rejection environments. The conversation explores how simple, value-driven scripting improves conversion rates, why validation is a critical but often overlooked step in the customer journey, and how structured coaching protects teams from burnout and inconsistency. Doyle also reflects on the industry's evolution from equipment-centric operations to people-development organizations, noting that scalable growth now depends on creating better employee experiences, clearer expectations and stronger leadership at every level — from the pay station to the regional office.
Justin's been deep in AirShop development over the holidays while Jem dealt with diesel generator drama amid fire danger. They chat five-axis workflow wins, a $30 kid's microscope that's surprisingly shop-worthy, permit nightmares for a simple door, and SendCutSend's wild live machining stream. Plus Chippy vs forklift round two.Watch on YoutubeDISCUSSED:✍️ Comment or Suggest a TopicAirShop Incorporated
Send us a textThe average new car now costs over $50,000, with monthly payments nearing $760.So how did Ford post its best U.S. sales year since 2019?In this episode of Market Outsiders, Namaan and Jenny Rae break down how Ford defied expectations in 2025 – despite tariffs, high rates, and weakening EV demand.They cover:Why 2025 may have been the first “normal” auto year since COVIDHow financing, hybrids, and product mix drove Ford's outperformanceWhat Ford must change in 2026 as margins shift beyond unit salesThis is a forward-looking strategy conversation on how automakers adapt when cars start behaving more like platforms than products.Partner Links:Learn more about NordStellar's Threat Exposure Management Program; unlock 10% off with code SIMPLIFIED-10Chapters:03:05 — 2025 Auto Industry Overview06:33 — Ford's Unexpected Success08:56 — Consumer Behavior and Car Buying Trends13:53 — Analyzing the Automotive Market Trends16:40 — Consumer Behavior and Financing Strategies19:51 — The Shift Towards Hybrid and Electric Vehicles22:46 — Sales Performance and Market Share Insights25:38 — Future Strategies for Automotive Companies28:30 — Monetizing Customer Relationships Post-PurchaseConnect With Management Consulted Schedule free 15min consultation with the MC Team. Watch the video version of the podcast on YouTube! Follow us on LinkedIn, Instagram, and TikTok for the latest updates and industry insights! Join an upcoming live event - case interviews demos, expert panels, and more. Email us (team@managementconsulted.com) with questions or feedback.
In today's episode, Head Coach and EVP of Retail Performance, Stacey McCormick, is on location in the Spokane, WA, store during its store opening and setup efforts. Stacey takes our audience behind the scenes while on location from Spokane, Washington. Later this month, in fact this coming Saturday, December 20th, Broad River will open a brand new store in a market over 2500 miles and three time zones away from its headquarters in Fort Mill, South Carolina. That's right, Spokane is finally happening. We started this year with our word of the year, Pioneer. We end the year with a pioneering accomplishment that is this new store in Spokane, WA. Today on Stories from the River, we hear directly from the Head Coach himself. Stacey McCormick, Broad River's EVP of Sales Performance is in Spokane, overseeing the final preparations. This episode provides a rare, behind-the-scenes look at a store that is about to open. McCormick answers some major questions on everyone's minds - why Spokane and why now? What is next in the West? And how will this store remain connected to the rest of Broad River Retail? Are you excited about this store opening? What do you want to learn about next? Let us know in the comments. This episode on YouTube: https://youtu.be/WoA5AJ5toXU Visit https://www.storiesfromtheriver.com for more episodes. Broad River Retail brought this show to you. Visit https://BroadRiverRetail.com Follow us on LinkedIn: https://www.linkedin.com/company/broad-river-retail
Sales teams have more training, more tools, and more AI than ever — yet execution in the field continues to break down.In this episode of the OnBase podcast, Barry Flaherty and David Thomson explain why traditional sales training fails and how teach-back sales training and AI coaching help teams build real capability without burning out sales reps.Drawing on decades of experience across enterprise sales, scale-ups, and behavioural science, they explore why information alone never creates transformation, how onboarding and ramp time can be fixed, and why AI should act as a coach, not a cop.If you lead sales, enablement, or go-to-market teams, this episode delivers practical insight you can apply immediately.What you'll learn:why most sales training doesn't translate into performancehow teach-back sales training improves retention and confidencethe role of AI coaching in modern sales enablementhow to reduce ramp time and onboarding failurehow to scale sales teams without losing culture or empathyAbout Barry Flaherty Barry is a GTM and sales strategy Leader and Board advisor/member. He has 25 years of experience in Tech and Media that includes Enterprise Sales & Alliances in integration, cloud and automation. He is the Founder of All Good People and is now growing a portfolio of established Tech companies and scale up's and capital raising.Connect with Barry.About David Thomson Founder and CEO of Suada, David is dedicated to helping organisations unlock the full potential of their people through cutting-edge digital learning solutions. With over 25 years of experience in sales, technology, and business transformation, he lead Suada's global mission to revolutionise online learning by incorporating the science of retention and persuasion.Connect with David.
Send us a textIt's that time of year. You're waiting for management to spin the "Bingo Wheel" and drop a new, terrifying number on your desk. "Congratulations, you grew 15% last year... now we need 25%." Panic sets in.This week on "The Selling Podcast," Mike and Scott reveal why waiting for your quota to build a plan is a rookie mistake. They argue that you must create your sales plan before you receive your quota. Why? Because data gives you leverage. If you know your numbers better than your manager does, you turn a mandate into a negotiation.We break down the 3 effective ways to create a quota-based sales plan that puts you in the driver's seat:Start with a Data-Driven Breakdown: Don't look at the scary big number. Mike explains how to slice the data by product, time, and customer. Understand exactly where your growth came from last year so you know if a 20% increase is a pipe dream or a layup.Territory & Segment Prioritization (Assign Quotas to Clients): This is the secret sauce. You can't control corporate, but you can control your territory. We discuss "monetizing" your accounts by mentally assigning them their own quotas. We also introduce the "2x4 Method" (selling 2 products to 4 accounts, or vice versa) to visualize exactly where the new revenue will come from.Build a Pipeline That Matches the Strategy: A goal without a pipeline is just a wish (or a pipedream). We discuss how to ensure your pipeline math actually supports the new number, factoring in close rates and "sandbagging" buffers.Plus, we have a candid (and hilarious) conversation about "Sandbagging"—the sales rep's secret weapon. Is it ethical? Does every manager know you're doing it? (Spoiler: Yes, and they're doing it too).Tune in to stop fearing "The Number" and start building a plan that makes hitting quota a mathematical certainty.Support the showScott SchlofmanMike Williams - Cell 801-635-7773 #sales #podcast #customerfirst #relationships #success #pipeline #funnel #sales success #selling #salescoach
Joyce Marter is an internationally recognized psychotherapist, speaker, and author who helps individuals and organizations elevate mental health, leadership, and financial well-being. With over 25 years of experience, she has partnered with Fortune 500 companies, universities, and global associations. Joyce is the author of The Financial Mindset Fix: A Mental Fitness Program for an Abundant Life and a trusted expert featured in Forbes, Psychology Today, and numerous media outlets. Known as America's Workplace Therapist, Joyce empowers professionals to strengthen emotional resilience, improve financial mindset, and thrive with balance and authenticity.SHOW SUMMARYIn this episode of the Selling from the Heart Podcast, Larry Levine and Darrell Amy are joined by Joyce Marter—psychotherapist, speaker, and bestselling author. Joyce shares powerful insights on the essential connection between mental health and sales performance. She explains how mindfulness, emotional awareness, resilience, and detachment from outcomes can help sales professionals reduce stress and prevent burnout. Joyce also highlights the importance of self-worth, compassion, and developing a healthy financial mindset. This heart-centered conversation offers practical tools for personal well-being, leadership effectiveness, and long-term sales success.KEY TAKEAWAYSMindset is Sales Health: Your mental health is directly linked to your sales performance—prioritizing your mind is prioritizing your results.Cultivate Resilience: Implement mindfulness practices (e.g., meditation, journaling, intentional routines) to systematically build emotional resilience and reduce stress.Practice Detachment: Learn to detach from specific outcomes and financial stress to maintain self-worth and emotional stability, especially during tough cycles.Strength in Seeking Help: Seeking therapy or counseling is a proactive sign of strength, demonstrating a commitment to personal and professional growth.Empathy-Driven Leadership: Sales leaders must prioritize their own self-care and support their teams with empathy, compassion, and a growth mindset.HIGHLIGHT QUOTESSelling from the heart is when we align our unique gifts and talents with a need in the world to the greatest extent possible.If we don't know ourselves, we need to have some of those mindfulness practices to search within.Detachment is a mindfulness practice that allows us to surf the waves of change without gripping. We are observing, not absorbing.It's okay to talk to somebody. This isn't a sign of weakness. It's actually the opposite.
In this episode of The D2D Podcast, Sam Taggart sits down with Brad Conant and David White, founders of Vitality HRT, a performance and health company helping sales professionals optimize their energy, mindset, and results. Brad, a 14-year door-to-door veteran turned entrepreneur, shares how his experience in sales and personal health led him to launch Vitality HRT. David, a certified nutritionist and competitive bodybuilder, explains how structured nutrition and balanced hormones improve performance for sales reps, managers, and business owners alike.If you lead a team or spend your days in the field, this episode shows how your body directly impacts your ability to lead, sell, and stay consistent. The conversation breaks down why top performers treat their health like a business metric and how simple changes to sleep, diet, and mindset create exponential results. Brad and David reveal how most sales pros fail not from lack of effort but from lack of structure and recovery, and how using data in your health journey mirrors the systems behind elite sales organizations.Listeners will follow Sam as he begins a 90-day transformation with the Vitality team, applying the same accountability, tracking, and consistency that drive top sales results. Whether you manage a team or knock doors yourself, this episode will help you connect the dots between physical discipline and business growth.You'll find answers to key questions such as:• How does better health translate into higher sales and stronger leadership?• What daily routines help sales pros stay energized and focused?• How can tracking your nutrition and habits improve consistency in business?• What natural methods increase motivation and drive without burnout?• How can business owners use health optimization to strengthen company culture?Connect with Brad & David:Instagram: @vtltycoachingWebsite: www.vitalityhrt.com
Send us a textDo you ever sabotage your own sales momentum before you even pick up the phone? This week on "The Selling Podcast," Mike and Scott tackle the pervasive enemy of every sales rep: self-doubt. They argue that doubt (the "D" in FUD) isn't just a tactic you use on competitors; it's a "terrible disease" that kills momentum and plagues even the most experienced sellers, often showing up as the feeling of "I'm not good enough."Mike and Scott break down the mental game of sales and provide four foundational strategies to replace uncertainty with unwavering confidence (not arrogance!).Build Confidence Through Clarity: Stop worrying about the outcome and start by simply clarifying your objectives for the day or the call. A clear, simple plan removes ambiguity and eliminates doubt.Replace Doubt with Evidence of Prior Success: Fight the negative internal monologue by focusing on minor accomplishments—even as simple as getting out of bed. The key is finding something that worked and building on it. Don't be afraid to pull from past successes to give yourself and the customer evidence that their decision is sound.Don't Chase Metrics—Coach the Process: Escape the "chasing the quota" trap, which leads to doubt and burnout. Instead, focus on the artfulness and process of sales—the fundamental blocking and tackling you can control. Results, they argue, will follow the process, not the quota.Lead with Certainty (Not Arrogance): Mike defines confidence as "knowing that I can do it," and arrogance as "saying I can do it better than you." Learn to internalize the certainty that you have an objective and a valuable solution, using techniques like the "make your bed" speech philosophy to set a positive precedent for the day.Tune in to learn how to conquer the "what ifs" and ensure your mindset is your strongest sales asset.Support the showScott SchlofmanMike Williams - Cell 801-635-7773 #sales #podcast #customerfirst #relationships #success #pipeline #funnel #sales success #selling #salescoach
Dave reveals what its like working in an Amazon Business based in China, sourced from a Chinese forum. He talks about the differences of the Chinese vs. American e-commerce businesses, and how they structure their businesses by expanding to multiple marketplaces almost immediately. Today's episode is sponsored by Sellerboard. Sellerboard helps users track sales, refunds and fees in real time, and even counts your indirect expenses in final profit. Beyond analytics, Sellerboard also streamlines operations with smart portfolios for PPC, inventory forecasting & management and more! Try Sellerboard free for 2 months — no credit card required. Just go to sellerboard.com/ecomcrew and get clarity on your margins today. There was a recent post on a Chinese discussion board looking for advice. The author recounted all of his previous experiences working at various e-commerce companies that have an Amazon focus and he realized that the Amazon landscape was changing at a pace he couldn't keep up with. This is particularly helpful for us western e-commerce sellers, because it helps us figure out what the Chinese are doing on Amazon that gets their sales high and prices low. Timestamps 00:00 - Introduction to Chinese Amazon Sellers' Insights 03:08 - The Journey of a Chinese Amazon Employee 06:03 - Daily Operations and Responsibilities 08:58 - Promotions and Performance Metrics 11:58 - Challenges and Strategies in Product Management 15:00 - Expansion into Domestic Markets 15:18 - Challenges of Management and Promotion 16:09 - Cultural Differences in Work Ethic 17:33 - Advertising Frameworks and Product Launches 19:37 - Developing a Unique Marketing Strategy 21:29 - Sales Performance and Product Viability 23:05 - Mental Health and Career Stagnation 24:09 - Product Development Challenges 25:44 - Profitability and Product Selection 27:10 - Lessons from the Chinese Market As always, if you have any questions or anything that you need help with, leave a comment down below if you're interested. Don't forget to leave us a review on iTunes if you enjoy our content. Thanks for listening! Until next time, happy selling!
In this episode of the Revenue Builders Podcast, our hosts John Kaplan and John McMahon dive deep into the world of Sales Kickoff (SKO) events. They discuss the critical importance of aligning SKO content with sales rep needs, emphasizing that it should be more than just an event—it should be a holistic process aimed at motivating and educating the sales force. The conversation covers the significance of training, the role of tools and AI in sales, and the pivotal role of frontline managers in driving sales team performance. They also share practical advice on crafting effective compensation plans and highlight the essential skills and knowledge that sales reps need for success. The episode is a must-listen for B2B sales leaders who are preparing for the upcoming SKO season and looking to drive impactful results.ADDITIONAL RESOURCESExplore Force Management's Free SKO Planning Resources: https://hubs.li/Q03K94cs0Read the Guide on Six Critical Priorities for Revenue Leadership in 2026: https://hubs.li/Q03JN74V0See Force Management's SKO Results: https://hubs.li/Q03RQM-V0Enjoying the podcast? Sign up to receive new episodes straight to your inbox: https://hubs.li/Q02R10xN0HERE ARE SOME KEY SECTIONS TO CHECK OUT[00:01:15] Kickoff: SKO Season Insights[00:01:45] The Importance of SKO Planning[00:02:29] Effective SKO Content and Structure[00:08:28] Leveraging AI and Tools in Sales[00:18:58] Challenges in Sales Processes and Tools[00:28:13] Training and Development for Sales Success[00:37:11] The Brady Rule and Skill Development[00:37:52] Role Playing and Live Interactions[00:39:17] The Importance of Leading by Example[00:45:09] Essential Sales Skills[01:00:53] The Role of Frontline Sales Managers[01:06:16] The Importance of Comp PlansHIGHLIGHT QUOTES[00:02:29] "It's a process, not an event. As a CRO, use the SKO to motivate, align on goals, and focus on training—not just boring org charts."[00:04:37] "If you don't sit in the seat of the participant, you are going to bore people to tears."[00:11:18] "Don't tell me about another tool unless it's really going to help me sell."[00:47:21] "You have to figure out who is sitting in that audience, resonate with them, and know what outcome you want when the meeting is over."[01:20:21] "Listening is number one. Most people are awful listeners, and most salespeople can't wait to talk."[01:53:06] "The job of the frontline sales manager is so critical, and they're the last people to get trained."[01:59:45] "I cannot fathom going into an SKO at the beginning of the year and not having comp plans done." Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.
Flow State of Mind Podcast | Health | Fitness | Physique | Psychology | Business
If you are getting stuck between 30k and 100k months and you think the problem is another setter hire or getting a better closer, this episode will clear up the constraint you're facing. We'll discuss your funnel strategy, your leadership within your sales team, how to drive sales performance, and more! Time Stamps: (0:54) Two Problems with Getting Stuck Between 30k and 100k a Month (2:49) DM Me "7 Figure" (4:31) The Funnel Issue (7:29) DM or Lead Magnet Funnel (10:55) Sales Performance (12:54) Managing Your Sales Team (14:59) Call Reviews ---------- Apply For Our $200,000 New Client Rush Scholarship ----------
In this episode of the Revenue Builders Podcast, our hosts John Kaplan and John McMahon are joined by Susan Lucia Annunzio, the “CEO Whisperer” and President of the Center for High Performance. With over 25 years of expertise in leadership and organizational culture, Lucia shares her insights on fostering sustainable growth by treating people well, the importance of leveraging brain power, and the generational dynamics impacting today's workforce. They delve into strategies for leaders to harness the unique strengths of Gen Z, overcome organizational toxicity, and create environments where innovation and accountability thrive. Tune in to explore how to unlock potential within your teams and drive profitable growth.ADDITIONAL RESOURCESConnect with Susan Lucia Annunzio.LinkedIn: https://www.linkedin.com/in/susanannunzio/Learn more about the Center for High Performance: https://centerforhighperformance.com/ Get Lucia's books: https://centerforhighperformance.com/category/books/Read the Guide on Six Critical Priorities for Revenue Leadership in 2026: https://hubs.li/Q03JN74V0Enjoying the podcast? Sign up to receive new episodes straight to your inbox: https://hubs.li/Q02R10xN0HERE ARE SOME KEY SECTIONS TO CHECK OUT[00:03:08] Lucia's Journey and Mission[00:06:18] The Importance of Treating People Well[00:08:22] Return on Brain Power[00:10:17] Challenges in Leadership and Management[00:30:25] Generational Differences and Gen Z[00:33:39] The Most Rejected Generation[00:34:23] Technological Savvy and Social Media Influence[00:36:03] Gen Z's Desire for Purpose and Socialization[00:37:53] The Impact of Overprotection and Fear[00:40:21] Work Environment and Remote Work Preferences[00:43:37] The Future of Work and Leadership[00:53:30] Empowering Gen Z in the WorkplaceHIGHLIGHT QUOTES[00:06:56] “A great strategy without allowing people to use their brains will never maximize its potential.”[00:08:41] “Companies leave money on the table because they don't allow people to challenge assumptions.”[00:10:57] “The number one differentiator of sustainable growth... was the people in the group felt valued.”[00:13:41] “People work for people. When you look authentic, people begin to trust you.”[00:21:55] “Most Gen Zs prefer to work in person, learn socialization skills, and make friends.”[00:28:35] “Resilience comes from making mistakes, learning from them, and getting back up again. But when you make a mistake and people keep you down, you become a victim.”[00:32:32] “Ask for help. Tell your boss you want to be a star player and want to know what good looks like.”[00:38:13] “Anybody can be good. But how do you become great? That's what's going to give you satisfaction.” Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.
How to Build a High-Performing Sales Team in a Founder-Led Business: Insights from Nicholas LoiseFor many small and midsize business owners, sales can be both the engine and the bottleneck of growth. Founder-led sales will only take a company so far before scalability demands process, structure, and leadership. In this episode, host Josh Elledge speaks with Nicholas Loise, Founder of Sales Performance Team, who shares practical strategies for transitioning from founder-driven selling to building a high-performing, self-sustaining sales organization.Building a Scalable Sales SystemNicholas Loise explains that most founders struggle with hiring salespeople because they underestimate how different it is to sell for a small business compared to a large enterprise. Without the backing of a big brand, sales success depends on grit, creativity, and adaptability. He emphasizes that before hiring, founders must document their entire sales process—from prospecting and discovery to objection handling and closing—so new hires have a clear roadmap to follow.Once the playbook is in place, Nicholas recommends hiring two salespeople at once to increase the chances of success, benchmark performance, and encourage healthy collaboration. He also stresses the importance of investing heavily in the first 90 days, creating structured onboarding, shadowing opportunities, and clear milestones to ensure quick ramp-up and retention. Compensation should be simple and transparent, typically a mix of base salary plus commission that motivates results while providing stability during onboarding.Finally, Nicholas discusses how to maintain oversight without micromanaging. Delegating sales effectively requires trust—but also process. Regular reviews, feedback loops, and continuous updates to your playbook keep the system strong. By using objective assessment tools and focusing on cultural fit, founders can build sales teams that scale sustainably and deliver consistent performance long after they've stepped out of the front-line role.About Nicholas LoiseNicholas Loise is the Founder of Sales Performance Team and a seasoned sales strategist who helps founder-led businesses build scalable, high-performing sales teams. With decades of experience in sales leadership, Nicholas specializes in designing sales playbooks, recruiting and onboarding top-performing reps, and aligning compensation structures that drive profitable growth.About Sales Performance TeamSales Performance Team helps $1M–$25M companies transition from founder-led selling to a system-driven sales organization. The firm provides fractional sales leadership, sales team recruitment, onboarding systems, compensation design, and proven frameworks that help founders replace intuition with strategy—and build a sales team that consistently delivers results.Links Mentioned in This EpisodeSales Performance Team WebsiteNicholas Loise LinkedIn ProfileKey Episode HighlightsFounders often struggle to hire sales reps because they underestimate how different small-business selling is from enterprise sales.Documenting your entire sales process—from prospecting to closing—is essential before stepping out of the role.Hiring two salespeople at once improves benchmarking, morale, and retention while reducing hiring risk.Strong onboarding within the first 90 days directly impacts sales performance and long-term success.Keep compensation plans simple, transparent, and performance-driven to attract and retain top...
In this episode of the Revenue Builders Podcast, our hosts John Kaplan and John McMahon dive into the intricacies of sales compensation plans with special guest Jose Fernandez, co-founder of Easy Comp. The discussion covers the primary purpose of sales compensation plans, the impact of incentives on sales behavior, and various strategies for aligning sales incentives with company goals. Jose shares examples from his experience at MongoDB, Intap, and Google, highlighting how tailored compensation plans can drive desired behaviors and increase sales productivity. The episode also touches on the challenges of transitioning to consumption-based models and the importance of clear, motivational, and actionable compensation plans for sales teams.ADDITIONAL RESOURCESConnect with Jose Fernandez.LinkedIn: https://www.linkedin.com/in/joseluisfernandez/Learn more about EasyComp: https://www.easycomp.ai/Read the Guide on Six Critical Priorities for Revenue Leadership in 2026: https://hubs.li/Q03JN74V0Read the Guide on Winning Government Contracts: https://bit.ly/3UYAOvOEnjoying the podcast? Sign up to receive new episodes straight to your inbox: https://hubs.li/Q02R10xN0HERE ARE SOME KEY SECTIONS TO CHECK OUT[00:01:44] Understanding Sales Compensation Plans[00:01:59] Driving Sales Behavior with Compensation[00:06:43] Aligning Compensation with Company Strategy[00:08:50] Simplifying Compensation Plans[00:12:19] Planning and Implementing Effective Compensation Plans[00:20:31] Leveraging Technology in Compensation Planning[00:27:01] Incentivizing Overachievers and Managing Churn[00:32:42] Understanding Sales Performance Metrics[00:33:49] The Debate on Sales Compensation Caps[00:35:30] Challenges with Sales Compensation Plans[00:36:46] Coaching Technical Founders on Sales[00:38:07] Celebrating Big Wins in Sales[00:45:32] The Role of Technology in Sales Compensation[00:49:01] The Shift to Consumption-Based Models[01:00:16] The Importance of Collaboration in Sales[01:01:26] Introducing EZ Comp and Its MissionHIGHLIGHT QUOTES[00:02:04] "Incentives drive behavior, and it does it in a very strong way."[00:03:09] "The first place they're going to go to figure out what they're supposed to do is their compensation letter."[00:05:14] "Simplicity is key. If they have to write it down, it's never gonna work."[00:06:36] "The number one way to lose sellers: comp plans that don't represent things I have control over."[00:31:05] "Any good sales rep, really the top-notch salespeople, are not going to your company if you have a cap in the sales plan."[00:34:41] "If they're not getting value, they're turning it off. That's number one in consumption."[01:06:53] "AI is gonna unleash wave after wave of business transformation, and we want to be part of those waves." Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.
What you'll learn in this episode:Why most agents don't have a time management problem—they have a priority problemHow to build a compelling future that keeps you committed to your time blocksThe “5 to 25 Challenge” and how it guarantees six-figure resultsHow to eliminate decision fatigue and stay focused on what matters mostWhat saying “yes” to something really means—and what you're saying “no” toThe simple mindset shift that separates top performers from the rest
In this curated episode of the Revenue Builders Podcast, John McMahon and John Kaplan dive deep into the concept of negativity bias and its impact on sales performance. Joined by Jim “Pouli” Pouliopoulos, a seasoned sales management facilitator and author of "How to Be A Well-Being," the conversation explores the roots of negativity bias, its evolutionary significance, and practical strategies to counteract it. The hosts emphasize the importance of focusing on the sales process rather than fixating on closing deals, offering valuable insights for sales professionals looking to enhance their mindset and performance.KEY TAKEAWAYS[00:00:57] Understanding Negativity Bias: Jim explains negativity bias as a hardwired human tendency to interpret external events negatively, rooted in evolutionary survival instincts.[00:02:25] Impact on Sales: The hosts discuss how negativity bias can adversely affect sales professionals, leading to self-doubt, fear of rejection, and a negative spiral in their approach.[00:03:27] Counteracting Negativity Bias: Jim suggests countering negativity bias by training the brain to focus on positive aspects daily, cultivating gratitude for small things.[00:06:28] Shifting Focus to Process: The conversation shifts to the idea of focusing on the sales process rather than fixating on closing deals, emphasizing the importance of controlling what can be controlled.[00:08:13] Empathy in Sales: Jim advises sellers to approach conversations with empathy, asking, "How do I help this person right now?" instead of being overly concerned about closing deals.[00:09:21] Managerial Support: The hosts discuss the role of managers in fostering a positive mindset, encouraging them to shift their focus from demanding closed deals to understanding and supporting the seller's efforts to help their clients.HIGHLIGHT QUOTES[00:01:20] "Negativity bias is hardwired into us; it gave us the tools to evolve, but we need to recognize and manage it in sales."[00:03:45] "Training our brains to focus on daily positives can counteract the immediate negative interpretations of events."[00:07:53] "Instead of fixating on closing deals, ask, 'How do I help this person?' – it leads to better questions, rapport building, and positive outcomes."[00:09:21] "Managers play a crucial role; shifting focus from closing deals to understanding and supporting the seller's efforts leads to better results."Listen to the full episode with Jim “Pouli” Pouliopoulos through this link:https://revenue-builders.simplecast.com/episodes/how-to-be-a-well-being-in-salesCheck out John McMahon's book here:Amazon Link: https://a.co/d/1K7DDC4Check out Force Management's Ascender platform here: https://my.ascender.co/Ascender/ Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.
In this episode of the Revenue Builders Podcast, our hosts John Kaplan and John McMahon welcome back J. Douglas Holladay, Founder & CEO at PathNorth, to discuss his book, 'Rethinking Success' focusing on the chapter on gratitude. Doug shares his insights on the profound impact of gratitude on personal and professional life. The conversation delves into the science behind gratitude, practical steps to incorporate it into daily routines, and its influence on emotional well-being. The episode also highlights personal anecdotes, the importance of naming and confronting one's inner demons, and how leaders can foster a positive work environment through appreciation. The discussion emphasizes that gratitude is a muscle that can be developed and a practice that transforms lives.ADDITIONAL RESOURCESConnect with J. Douglas Holladay.LinkedIn: https://www.linkedin.com/in/dougholladay/Explore Force Management's Free SKO Planning Resources: https://hubs.li/Q03K94cs0Read the Guide on Six Critical Priorities for Revenue Leadership in 2026: https://hubs.li/Q03JN74V0Watch Force Management's Panel Discussion on Growth, Valuation and Execution: https://bit.ly/4p6kyGSEnjoying the podcast? Sign up to receive new episodes straight to your inbox: https://hubs.li/Q02R10xN0HERE ARE SOME KEY SECTIONS TO CHECK OUT[00:03:30] Diving into 'Rethinking Success'[00:03:53] The Power of Gratitude[00:13:05] Practical Gratitude Practices[00:25:55] Embracing Solitude and Reflection[00:34:24] Facing Life's Challenges Head-On[00:35:02] The Power of Naming Your Demons[00:36:28] Owning and Sharing Your Story[00:38:31] Teaching Bravery and Authenticity at Georgetown[00:44:30] The Impact of Gratitude Letters[00:53:40] The Importance of Positive Reinforcement[01:04:13] Practicing Gratitude in Everyday LifeHIGHLIGHT QUOTES[00:04:42] “The more of an effort you make to feel gratitude one day, the more feeling will come to you spontaneously in the future.”[00:07:47] “Gratitude is the one emotion that cannot share space with anything else in the brain at the same time.”[00:09:33] “Nobody changes through an argument. It's more how you penetrate the emotions.”[00:10:48] “Trouble is the stuff of life. We're always going to be navigating trouble, but gratitude is one of the tools to get in a good space.”[00:39:40] “You can't be a great leader if you haven't understood and owned your story.”[00:55:00] “For every negative interaction you have, it takes five positives to overcome it.”[01:06:00] “Gratitude is a way of living that has a massive return, but it's a practice, not an event or a feeling.”[00:45:30] “To be nobody but yourself in a world that's trying every day to make you something other than yourself is the bravest thing you can do.” Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.
L-E-A-D-E-R-S-H-I-P: Dissect what it truly means to be a leader in the sales world. We'll talk about the relentless drive and encouragement that are critical to elevating both you and those around you. This episode is your blueprint to building a robust network through relationship-building and simplifying your communication to avoid the dreaded customer confusion. Reflect on how you can empower yourself and others to achieve greater outcomes. Hear Mark's insights into why top salespeople consistently demonstrate leadership and what keeps them at the pinnacle of performance. If you're serious about stepping up your sales game, this episode is your must-listen guide.
In this episode of the Revenue Builders Podcast, our hosts John Kaplan and John McMahon are joined by Carl Coe, Chief of Staff for the US Secretary of Energy. Carl shares his impressive career journey, from his initial sales role at PTC to his current influential government position. The conversation covers the urgency of addressing the United States' power capacity, the role of nuclear and renewable energy, and the intricate relationship between DOE and industry leaders. Carl also speaks about the pivotal role of the national labs, the impact of outdated IT systems, and the strategic use of AI in regulatory processes. The discussion highlights the importance of mission-driven work, the critical race against China in AI and energy, and the transformative changes needed in both government operations and the education system to support the future workforce.ADDITIONAL RESOURCESConnect with Carl Coe: https://www.linkedin.com/in/carl-coe-912b82/Explore Force Management's Free SKO Planning Resources: https://hubs.li/Q03K94cs0Read the Guide on Six Critical Priorities for Revenue Leadership in 2026: https://hubs.li/Q03JN74V0Watch Force Management's Panel Discussion on Growth, Valuation and Execution: https://bit.ly/4p6kyGSRead the Guide on Winning Government Contracts: https://bit.ly/3UYAOvOEnjoying the podcast? Sign up to receive new episodes straight to your inbox: https://hubs.li/Q02R10xN0HERE ARE SOME KEY SECTIONS TO CHECK OUT[00:03:17] Carl Coe's Career Journey[00:05:58] Lessons from PTC and Beyond[00:15:32] Transition to Government Role[00:19:43] Challenges and Achievements at DOE[00:30:05] Modernization and Opportunities in Government IT[00:30:53] AI's Role in Streamlining Regulations[00:31:49] The Power Capacity Challenge[00:32:25] Strategies to Increase Power Capacity[00:36:05] Incentives for Diverse Energy Sources[00:37:46] Reviving the Nuclear Industry[00:39:00] The Importance of Trade Skills[00:43:33] Engaging with the Department of Energy[00:44:28] Technological Innovations and DOE's Role[00:51:45] Procurement and Efficiency Initiatives[00:55:01] Cybersecurity and Grid ProtectionHIGHLIGHT QUOTES[00:05:30] "Think big, be incredibly urgent. Don't take no for an answer. Outwork, out-hustle, outcompete."[00:13:20] Key lesson: Extreme competitiveness and knowing your product, customer, and problem are essential for success.[00:21:58] "Lose the small battles, win the big ones. Get fired up about the big stuff."[00:24:12] "Many more deposits than withdrawals—help people advance so when you ask for something, they're happy to do it."[00:27:50] "Mission is everything. All parties need to know what the mission is and that everyone is in it for the right reasons."[00:32:54] "You can't skip steps. You gotta know what problem your customer's trying to solve and build champions around it."[00:38:16] "Urgency—it's about urgency, not for us, but for the country. It's a race. We've got to win. There's no choice." Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.
Meenu Seda from IMGadgets joins us on the podcast to talk about her experience selling Temu. She explains how products are sent to Temu customers, what the commission fees are on Temu, and how their sales compare against Amazon. Get mystery shopped for your brand and 2 competitors of your choice FOR FREE! Stord will provide a detailed report that outlines the specific areas you are out performing your competitors and where your competitors are outperforming you. Learn how your consumers truly experience your brand today! In today's episode, we have a special guest who does things a little different compared to the rest of us. Meenu Seda is the CEO of IMGadgets, and sells on Temu as an additional revenue stream alongside Amazon. She's here today to talk about Temu and how different it is compared to Amazon, particularly in regards to their commission fees, their pricing system, and their delivery system. If you're a seller looking to expand your audience, this episode is just for you! Timestamps 00:00 - Introduction to Temu and E-commerce Opportunities 02:54 - The Journey of a Canadian Seller on Temu 05:57 - Understanding the Product Landscape and Market Dynamics 09:00 - Sales Performance and Comparison to Other Channels 11:47 - Marketing Strategies and Advertising Tools on Temu 14:54 - Pricing Models and Commission Structure 17:57 - Creating High-Converting Listings on Temu 21:04 - How Reviews Work on Temu 24:00 - Returns and Customer Service on Temu 26:55 - Final Thoughts and Tips for Success on Temu Meenu, thanks for coming on the podcast! We really appreciate your candor and informing us (and the audience) about what its like to be selling on Temu. As always, if you have any questions or anything that you need help with, leave a comment down below if you're interested. Don't forget to leave us a review on iTunes if you enjoy our content. Thanks for listening! Until next time, happy selling!
Chad Eudy is a passionate advocate for servant leadership with over 30 years of experience at FHI. Rising through the ranks from Handler to Senior Regional Manager, and now serving as VP of Leadership Development, Chad founded Leadership Laces, an FHI company dedicated to crafting leadership development programs that drive measurable team growth.Chad previously held corporate roles as Director and SVP of HR and Leadership Development. A proud US Navy veteran, he embodies service, commitment, and impact—both in business and through global mission work. He's dedicated to helping leaders live out their purpose, lead with love, and transform their teams from the inside out.SHOW SUMMARYIn this episode of Selling from the Heart, Chad Eudy shares how his Navy service, family legacy, and corporate leadership journey have shaped his philosophy around servant leadership. From frontline roles to the executive boardroom, Chad illustrates how leading with purpose, aligning your passion, and showing up with authenticity leads to powerful, lasting influence.He, Larry, and Darrell explore how sales professionals can elevate performance by focusing on impact over outcomes. The conversation touches on virtual assistants, the importance of living your "why," and how to measure the real success of leadership—not just by dollars, but by lives changed. KEY TAKEAWAYSServant leadership aligns passion and purpose to create meaningful impact.Sales success follows when your motive is to make a difference, not just a deal.Your personal values should drive who you serve and how you sell.Service-first sales builds trust and emotional connection with clients.Sales is more effective when focused on long-term relationships over short-term wins.Virtual assistants can help free time to focus on serving more deeply.Measure success by engagement and lives touched, not just transactions.Detach from outcomes; attach to people.HIGHLIGHT QUOTESWhen your purpose and your passion align, it accelerates your potential to prosper.Are you more into making a dollar or are you more into making a difference?You have to define your why before you identify your who.Touch a heart before you ask for a hand.
Here's a question that'll make you rethink everything about sales performance: What happens when your team has all the skills, tools, and training they need, but they're still underperforming because they can't regulate their emotions under pressure? That's exactly what Natalie Brooks from Charlotte discovered when she noticed how drastically emotions were impacting her team's performance during tough selling days. Meanwhile, salespeople like Jordan from San Diego are making decisions they later regret—pushing forward on deals they know are wrong just because they look good on paper. If you're nodding your head right now, you're witnessing one of the most overlooked aspects of sales performance: emotional regulation. And it's costing you deals, talent, and revenue. The Dysregulation Problem: When Emotions Hijack Performance Here's the brutal truth: When you're emotionally dysregulated or your nervous system is hijacked by stress, focusing on anything becomes nearly impossible. Your best discovery questions go out the window. Your qualifying discipline disappears. Your prospecting consistency evaporates. Think about it. You can have the perfect sales process, but if your rep is in fight-or-flight mode from a string of rejections, they're not executing that process effectively. They're just going through the motions while their emotional state sabotages their performance. This isn't just about "feeling better." This is about creating the mental and emotional foundation that allows elite sales performance to happen consistently. Why Most Sales Leaders Miss This Completely The reason most sales organizations ignore emotional regulation is the same reason they obsess over talk time metrics—it's easier to focus on activities than outcomes. It's much simpler to say "make more calls" than to create an environment where your team feels safe enough to regulate their emotions and perform at their peak. But here's what happens when you ignore the emotional component of sales: Your reps start making fear-based decisions. They chase deals they know are wrong fits because they're afraid of having an empty pipeline. They avoid difficult conversations because rejection feels personal. They burn out because they're running on adrenaline instead of sustainable energy. Meanwhile, your top performers aren't just skilled, they've learned to manage their emotional state in a way that supports peak performance. The Three Pillars of Emotional Regulation in Sales Personal Regulation: The Foundation Everything starts with personal habits that support emotional stability. Your "why" becomes your anchor during tough moments. When you're tired, exhausted, or questioning what you're doing, that purpose pulls you through. But purpose alone isn't enough. Your daily habits outside of work create the foundation for emotional regulation at work. Sleep, nutrition, exercise, stress management—these aren't "nice to haves." They're the infrastructure that supports your ability to stay sharp and focused when deals get challenging. Team Regulation: Creating Safety As a leader, you have a responsibility to create psychological safety where your team can regulate together. This might look like mid-day resets where everyone takes a few deep breaths or does a quick activity to release tension from difficult calls. The key is consistency. When emotional regulation becomes part of your team culture—not just something you talk about during tough times—it shows that peak performance includes emotional wellness. Process Regulation: Trusting Your System Here's where emotional regulation meets sales discipline. When you have clear qualifying standards and you trust your process, you don't have to make emotional decisions about which deals to pursue. Ultra-high performing salespeople show discipline by recognizing that they only have so many hours in the day. They create rules they can live by rather than relying on gut feelings in the moment.
Here's a question that'll make you rethink everything about sales performance: What happens when your team has all the skills, tools, and training they need, but they're still underperforming because they can't regulate their emotions under pressure? That's exactly what Natalie Brooks from Charlotte discovered when she noticed how drastically emotions were impacting her team's performance during tough selling days. Meanwhile, salespeople like Jordan from San Diego are making decisions they later regret—pushing forward on deals they know are wrong just because they look good on paper. If you're nodding your head right now, you're witnessing one of the most overlooked aspects of sales performance: emotional regulation. And it's costing you deals, talent, and revenue. The Dysregulation Problem: When Emotions Hijack Performance Here's the brutal truth: When you're emotionally dysregulated or your nervous system is hijacked by stress, focusing on anything becomes nearly impossible. Your best discovery questions go out the window. Your qualifying discipline disappears. Your prospecting consistency evaporates. Think about it. You can have the perfect sales process, but if your rep is in fight-or-flight mode from a string of rejections, they're not executing that process effectively. They're just going through the motions while their emotional state sabotages their performance. This isn't just about "feeling better." This is about creating the mental and emotional foundation that allows elite sales performance to happen consistently. Why Most Sales Leaders Miss This Completely The reason most sales organizations ignore emotional regulation is the same reason they obsess over talk time metrics—it's easier to focus on activities than outcomes. It's much simpler to say "make more calls" than to create an environment where your team feels safe enough to regulate their emotions and perform at their peak. But here's what happens when you ignore the emotional component of sales: Your reps start making fear-based decisions. They chase deals they know are wrong fits because they're afraid of having an empty pipeline. They avoid difficult conversations because rejection feels personal. They burn out because they're running on adrenaline instead of sustainable energy. Meanwhile, your top performers aren't just skilled, they've learned to manage their emotional state in a way that supports peak performance. The Three Pillars of Emotional Regulation in Sales Personal Regulation: The Foundation Everything starts with personal habits that support emotional stability. Your "why" becomes your anchor during tough moments. When you're tired, exhausted, or questioning what you're doing, that purpose pulls you through. But purpose alone isn't enough. Your daily habits outside of work create the foundation for emotional regulation at work. Sleep, nutrition, exercise, stress management—these aren't "nice to haves." They're the infrastructure that supports your ability to stay sharp and focused when deals get challenging. Team Regulation: Creating Safety As a leader, you have a responsibility to create psychological safety where your team can regulate together. This might look like mid-day resets where everyone takes a few deep breaths or does a quick activity to release tension from difficult calls. The key is consistency. When emotional regulation becomes part of your team culture—not just something you talk about during tough times—it shows that peak performance includes emotional wellness. Process Regulation: Trusting Your System Here's where emotional regulation meets sales discipline. When you have clear qualifying standards and you trust your process, you don't have to make emotional decisions about which deals to pursue. Ultra-high performing salespeople show discipline by recognizing that they only have so many hours in the day. They create rules they can live by rather than relying on gut feelings in the moment. If a deal doesn't cross their probability threshold, they walk away. The Courage to Trust Your Instincts One of the most powerful forms of emotional regulation is learning to trust your instincts about deals, prospects, and opportunities. We've all had that immediate "no" feeling about something, but then overridden it because we wanted to please someone or didn't want to let anyone down. When you go against that inner guidance, you lose trust in yourself. And when the deal inevitably falls apart, you're not mad at the situation—you're mad at yourself for not listening to what you knew was true from the beginning. Building confidence means having the courage to feel that feeling and move with it instantly. Every choice you make is a trade-off. The choice to work on a deal that's not a strong fit is the choice to deal that is a fit on the backburner. How to Build Regulation Into Your Process For Sales Leaders: Create daily opportunities for team emotional regulation, even if it's just a few minutes of shared breathing or tension release. Implement sales coaching methodologies that address both the skill and emotional components of performance. Stop penalizing reps for walking away from low-probability deals when they're following proper qualifying discipline. For Sales Professionals: Define your deeper why beyond just quota achievement. What does success enable you to do or become? Master prospecting disciplines that keep your pipeline full so you can afford to walk away from poor-fit opportunities. Create qualifying thresholds that remove emotion from deal decisions. For Everyone: Treat emotional regulation as seriously as any other sales skill, and recognize that it requires practice and consistency. Develop your Sales EQ alongside your technical sales abilities. Remember that emotion is just energy in motion. You can always redirect it toward your purpose. The Bottom Line Stop treating emotional regulation as a "soft skill" that's separate from sales performance. Your ability to manage your emotional state under pressure directly impacts your ability to execute your sales process, make good decisions, and maintain the energy needed for consistent prospecting. The best sales professionals are both skilled and emotionally regulated. They've created the internal infrastructure that allows their skills to show up consistently, regardless of external circumstances. That's how you build sustainable sales success. That's how you maintain peak performance under pressure. And that's how you create the mental and emotional foundation that turns good salespeople into elite performers. Emotional regulation starts with working the right opportunities. The LinkedIn Edge is the definitive guide to combining LinkedIn, AI, and proven outbound strategies to sell more, win more, and earn more. Pre-order your copy today.
➡️ Like The Podcast? Leave A Rating: https://ratethispodcast.com/successstory In this “Lessons” episode, sales expert Mara Dorne breaks down the real reason most salespeople fail—not because they lack skill, but because they refuse to grind, commit, and adapt. Learn how consistency, office synergy, and embracing rejection are non-negotiables for success. Discover why top performers focus on building human connections rather than relying on lazy texts, how the first 30 seconds of a conversation can make or break a sale, and why sales is more about psychology and presence than scripts and pressure, especially in a post-COVID world where authenticity sells better than tactics.➡️ Show Linkshttps://successstorypodcast.com YouTube: https://youtu.be/SgT6ahSO-74 Apple: https://podcasts.apple.com/us/podcast/mara-dorne-sales-expert-from-rock-bottom-to-over-%241/id1484783544 Spotify: https://open.spotify.com/episode/1h7dzaATvAUZDTTpObDNjz ➡️ Watch the Podcast on YouTubehttps://www.youtube.com/c/scottdclary See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.
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