Podcasts about sales pitch

You went looking for Infinite Banking, or maybe "be your own bank," and a max funded IUL came back as the answer: market-linked growth, tax-free access, no downside. On paper, it sounds like whole life, only better. https://youtu.be/UMTiXDmYNok A max funded IUL is an indexed universal life policy funded at or near the maximum premium the IRS allows before the contract becomes a modified endowment contract. It's not a separate product, but a funding decision applied to an ordinary IUL that pushes cash value growth harder while offsetting internal costs. Max funding gets invoked to explain why an IUL didn't work: you just didn't fund it hard enough. But a product that needs funding to its legal ceiling to perform as illustrated says something about the product, not just the strategy. Max funding improves the odds. It doesn't remove the fragility underneath. What Is a Max Funded IUL?Why Max Funded IULs Are Marketed So AggressivelyThe IUL Fees the Illustration Doesn't Show YouWhy Your Credited Return Is Not the Index's ReturnThe Rising Cost of Insurance Inside an IULCan a Max Funded IUL Still Lapse?Max Funding a Whole Life Policy InsteadWhen Max Funding an IUL Makes SenseWhat to Ask Before You Fund OneBook a Strategy CallFrequently Asked QuestionsWhat is a max funded IUL?What does max funding an IUL actually mean?How does a max funded IUL work?Is a max funded IUL better than a 401(k) or Roth IRA?Can a max funded IUL still lapse?Can you max fund a whole life policy instead? Key takeaways: Max funding is a funding strategy, not a distinct product. There's no "max funded IUL" you buy off the shelf. A zero-crediting year isn't a flat year: fees still come out, and growth compounds off a permanently lower base. The insurer can change your cap, participation rate, and spread once a year, without asking first. Max funding defers lapse risk. It doesn't eliminate it. Apply the same instinct to whole life, and you get the guarantees an IUL was never built to offer. What Is a Max Funded IUL? A max funded IUL, sometimes called a maximum funded indexed universal life policy, is an indexed universal life policy funded at or near the highest premium level the IRS permits before crossing into modified endowment contract status. There's no separate product line behind the term, just this definition. A few people write it as "max funded indexed universal life" or shorthand it to "max fund IUL"; all of it points to the same funding decision. Every universal life policy quotes two premium figures: a minimum, the least you could pay and still have a shot at sustaining the death benefit if the index cooperates, and a maximum, the most the IRS allows before the tax treatment changes. Max funding means paying near the top of that range. More dollars in means more dollars exposed to crediting: 10% on $100,000 of premium is $10,000; the same 10% on $10,000 is $1,000. One term worth pinning down: a modified endowment contract, or MEC. The IRS caps how much premium can go into a permanent policy while preserving tax-free access. Cross that limit and the policy still grows tax-deferred, but access gets taxed, including policy loans, tax-free in every other context. (Consult a licensed tax professional on how §7702 and §7702A apply to your contract.) The distinction everything else here rests on: this isn't a different kind of policy, just a decision about how much premium goes into an IUL. You'll sometimes see it called an overfunded IUL, which is just another name for the same funding choice, not a separate product to shop for. And it's worth flagging now: you can max fund a whole life policy the same way. For a full breakdown of how an indexed universal life policy works, see what an indexed universal life policy is. Why Max Funded IULs Are Marketed So Aggressively Before picking apart max funding, it's worth saying plainly: the appeal is real. A max funded IUL has genuine features that draw in smart, financially literate people, and pretending otherwise would make the rest of this article dishonest. It offers tax-deferred growth with tax-free access through policy loans, no annual contribution ceiling like a 401(k) or Roth IRA imposes since capacity is governed by the death benefit purchased, a 0% floor marketed as downside protection, an included death benefit, and in strong index years, the possibility of double-digit credited growth. The most effective version shows up as a retirement play: a tax-free income vehicle for people phased out of Roth eligibility or maxed on contribution room elsewhere. We won't unpack that comparison; we cover IUL-for-retirement here. Bruce and I both make this concession without hesitation: the instinct behind max funding is correct. It flips the usual "buy the most death benefit for the least premium" logic on its head and treats a permanent policy as a place to store and access capital instead. The open question isn't whether to max fund, but which product deserves it. The IUL Fees the Illustration Doesn't Show You IUL fees are disclosed, sitting in the contract right now, but rarely walked through in the illustration or the sales conversation, so buyers routinely agree to a fee structure they've never once seen quantified. Give the product its due: disclosure is a genuine point in its favor. Whole life keeps most costs internal, priced against guarantees, so an actuary can tell you exactly what those costs do to cash value over time. An IUL has no such floor, so the same load fee taken from a smaller balance next year does more damage, and the shortfall compounds forward. One misconception worth correcting: indexed crediting doesn't mean your premium is invested in the index. The insurer manages the underlying assets and hedges its own exposure as it sees fit. Surrender charges also tend to run larger on an IUL than on whole life, relevant only if you actually surrender; whole life's rough equivalent is simply lower cash value in the early years. This is where max funding earns its name: it exists to outrun these fees through sheer volume, which means the strategy's own proponents are conceding the drag is real. The illustration never asks what happens if the funding doesn't outrun it. For the full risk picture beyond fees, see dangerous truths about IUL risks. Why Your Credited Return Is Not the Index's Return The 0% floor isn't free. It's purchased with three mechanisms the insurer can adjust annually: a cap ceilings the credited rate, a participation rate credits only a percentage of the gain, and a spread is a hurdle the index must clear before anything credits. The worked numbers are below. One "uncapped" strategy runs a three-year point-to-point at 60% participation: the index gains 30% over three years, but the policyholder is credited 18%, roughly 6% annualized. "Unlimited" is doing marketing work the mechanics don't back up. MechanismWhat it doesWorked exampleCapCeilings the credited rate15% cap, index gains 25%, credited 15%Participation rateCredits a percentage of the gain80% of a 15% cap, credited 12%SpreadDeducts a hurdle before crediting3% spread, index gains 8%, credited 5%0% floorPrevents index-driven loss, fees still deductedIndex falls 15%, credited 0%, fees still come out The insurer can change the cap, participation rate, and spread once a year, without your consent. It's disclosed, not misconduct, just a term rarely explained. With fifteen indexes and multiple crediting strategies on offer, a policyholder can face well over a hundred permutations, which reads as control and functions as confusion. Now the zero-year mechanics, the single most important thing to understand here. A zero-crediting year is not a flat year: fees still come out, pulled from a smaller cash value, and the next year's crediting compounds off that lower base. A zero in year eight of a $3-million, thirty-year projection doesn't just mean missing that year's interest , it resets the compounding base permanently, and when the index drops, the insurer's hedging costs rise too, so you lose nothing to the index and still lose money. Agents say zero is your hero, then illustrate 30 years at a flat assumed rate, often 6.45% or 6.85%, sometimes a more conservative 5.25% column, without a single zero year anywhere in the projection. Both claims can't be true at once. Average isn't actual either: $100,000 down 20% is $80,000, and up 20% from there is $96,000, not $100,000. For an independent take on these mechanics, see Todd Langford's analysis of indexed universal life. The Rising Cost of Insurance Inside an IUL IUL insurance charges are priced as annually renewable term. The cost re-prices every year based on age, and it climbs. Max funding puts more premium in to help absorb it, but doesn't change the fact it keeps rising. The climb accelerates: something like $10 more from age 55 to 56, then $14, then $22, then $35. Whole life prices base-policy mortality cost across the entire life of the contract with a defined endowment point built in, so early years cost more relative to a small cash value and later years cost less relative to one grown large enough to absorb them. Bruce has personally seen carrier illustrations where mortality cost inside an IUL becomes severe around age 77, with the in-force death benefit graph turning sharply downward within a couple of years, even under continued maximum contributions. That's his observation from specific illustrations, not a universal threshold. That leaves the policyholder in a rough spot decades in: pay materially more than illustrated, or give up a policy funded faithfully for thirty years. This is the cost max funding is supposed to outrun, and the one cost that climbs on a schedule funding can't influence. Can a Max Funded IUL Still Lapse? Max funding reduces lapse risk. It does not remove it,...

Dan McTeague joins Stephen LeDrew to ask why personality and image seem to matter more than results in Canadian politics.McTeague argues that Canadians stuck with Justin Trudeau through three elections despite a weakening economy and growing dissatisfaction with his government. Now, he says Mark Carney is benefiting from a similar phenomenon: Canadians praise his résumé, seriousness and leadership style — but struggle to point to concrete results.LeDrew and McTeague also discuss mainstream media, polling, the public service, political influencers and whether the institutions that once challenged governments are still doing their job.Why do voters become so invested in political personalities? And what happens when Canadians would rather defend their past choices than admit the country is heading in the wrong direction?A longer members-only conversation with Dan McTeague is coming next week.Topics covered in this episodePersonality versus political resultsTrudeau's enduring voter appeal, failed resultsWhy Carney still gets the benefit of the doubtMedia and institutional accountabilityPollsters and political influenceThe decline of trust in mainstream mediaYounger Canadians and political frustrationWhy voters resist admitting they were wrongCanada's economic declineWho controls the political conversation Hosted on Acast. See acast.com/privacy for more information.

Do you break out in a cool sweat when thinking of SEO sales pitches?We've all been there. On both sides, whether you're giving a pitch or reviewing one and it doesn't go to plan and you want the ground to open up and swallow you up.What if I told you that improv can help?I am not bonkers, bear with me.Derek Hobson joins the podcast to talk about this very topic. He shares the best and worst experiences he's had and how the rules of improv can be applied to make pitching easier and more successful.He also gives you one thing to implement next time you pitch - to help you success.About DerekDerek Hobson is an SEO humorist and digital marketer, working in agencies and in-house across the US and — most recently — in the Netherlands. The only thing spanning longer than his search career is his background in improv, which ultimately prepared him for the most demanding audience (children's attention): serving as a maritime historical reenactor (read: pirate) aboard the brig Pilgrim in Dana Point.Where to find DerekDerek's Website@SEOHumorist on InstagramDerek on YouTube@SEO_Humorist on XDerek Hobson on LinkedInAbout 'The SEO Mindset' PodcastBuild your inner confidence and thrive.The SEO Mindset is a weekly podcast that will give you actionable tips, guidance and advice to help you not only build your inner confidence but to also thrive in your career.Each week we will cover topics specific to careers in the SEO industry but also broader topics too including professional and personal development.Your hosts are Life Coach Tazmin Suleman and SEO Manager Sarah McDowell, who between them have over 20 years of experience working in the industry.Get in touchWe'd love to hear from you. We have many ways that you can reach out to us to say hello, ask a question, or suggest a topic for us to discuss on a future episode.Follow us on InstagramFollow us on LinkedInSend us an emailCheck out Tazmin's WebsiteCheck out Sarah's WebsiteClick here to download your copy of our free 'Growth versus Fixed Mindset' ebook.Click here to sign up for our newsletter to receive news and updates from the podcast eg latest episodes, events, competitions etc. We will never spam and you can unsubscribe at anytime.Subscribe and never miss an episode: Listen to The SEO Mindset PodcastResources used for episodeRachelle Risner - Brainlabs | LinkedInCopyright 2026 Sarah & TazminMentioned in this episode:Previsible helps brands growSearch has changed but most strategies haven't. If you're still measuring success purely on rankings and clicks, you're missing where real decisions are happening. Previsible helps brands understand and grow their visibility across AI platforms so you're not just present, you're chosen. If you want to see where your brand stands and how to build trust in AI-driven search today.Check out PrevisibleSupport the podcast today!Are you enjoying what Sarah and Tazmin are doing fancy supporting the podcast? Well it just so happens, you can… For the same price of a Starbucks, Costa or your favourite coffee shop drink, you can give us a one off tip or a monthly donation. Why not also help us share the podcast? Share us with your friends, colleagues, family, anyone who would benefits from our podcast.Give us a one off donationFree Consultation Call with TazminInterested in personal growth or career development? Book a free consultation call with Tazmin, by visiting her website:Contact Tazmin

Builders should educate you on how they build, what makes their product better and why you should buy from them. They should not act as if they are trained, educated or experienced in operating successful food trucks. Real-world food truck training in about 10 minutes. Profit, pricing, food cost, speed of service, marketing, events, and smart systems—no hype, just what works.Enjoyed this episode? First Hit Follow on Spotify so you never miss a new one.Then go to https://nsfva.org/join/ and become a member today!

How to Master the Sales Pitch in High-Volume & One-to-Many Selling

Paul looks back at how “The Investor Coaching Show” began 25 years ago and the people, relationships, and lessons that helped shape its mission. From the beginning, the goal was to challenge the financial industry's sales-driven messages and provide investors with education grounded in academic research. Paul explains why much of what is presented as investing education is actually designed to persuade people to move their money — often benefiting the broker more than the investor. Listen along to hear why the principles behind confident investing have remained remarkably consistent throughout the show's history.    Later in the show, Paul shares that you should avoid investment trackers that follow famous investors. These are just a sales pitch that are trying to use your instinct to go toward pleasure against you.    Want to cut through the myths about retirement income and learn evidence-based strategies backed by over a century of data? Download our free Retirement Income Guide now at paulwinkler.com/relax and take the stress out of planning your retirement.   This material is for general educational purposes only and is not personalized investment, financial, tax, or legal advice. Past performance does not guarantee future results. Nothing here is an offer, solicitation, or recommendation for any security or strategy. All financial decisions involve risk, and you should consult qualified professionals before acting on this information. Advisory services offered through Paul Winkler, Inc., an SEC-registered investment adviser. 

Dave talks about attending a time share pitch in Florida. 

A roofer's watermelon trick ... a game for high-school juniors ... what do they have in common?  Something that goes back at least to Aristotle. And it's something that can help just about every area of your thinking and interacting.  Interested in coaching or training on these topics for you or your team? We'd love to hear from you! Email Mike and Mark.

LISTEN and SUBSCRIBE on:Apple Podcasts: https://podcasts.apple.com/us/podcast/watchdog-on-wall-street-with-chris-markowski/id570687608 Spotify: https://open.spotify.com/show/2PtgPvJvqc2gkpGIkNMR5i WATCH and SUBSCRIBE on:https://www.youtube.com/@WatchdogOnWallstreet/featured  Chris uses Groundhog Day's Ned Ryerson as the perfect metaphor for aggressive annuity sales tactics. He explains why annuities can make sense in limited situations but warns that high commissions, misleading marketing, and one-size-fits-all recommendations often leave investors locked into products they don't truly need.

Welcome to Last Call, a look at the biggest stories Jim and Greg covered over the past week on the 3 Martini Lunch. This week they discuss New York City Mayor Zohran Mamdani admitting he has no power to arrest Benjamin Netanyahu, the left's attempt to make socialism appealing by lying about what it really […]

You may have seen Heatha from Harcourts online, she's causing a stir with her charismatic way of selling houses, and we wanted a piece of that action. This is the sales pitch she put together for the Bree & Clint Show. Bree Tomasel & Clint Roberts on ZM - find us @breeandclint on Instagram, Facebook and TikTok.See omnystudio.com/listener for privacy information.

Welcome to Last Call, a look at the biggest stories Jim and Greg covered over the past week on the 3 Martini Lunch.This week they discuss New York City Mayor Zohran Mamdani admitting he has no power to arrest Benjamin Netanyahu, the left's attempt to make socialism appealing by lying about what it really is, socialist Twitch streamer Hasan Piker's love and admiration for Mao Zedong, and Daniel Ortega scrapping elections in Nicaragua for good.First, they get a kick out of Mayor Mamdani trying to issue a tough denunciation of Israeli Prime Minister Benjamin Betanyahu while feebly admitting what we've always known: He has no power to arrest Netanyahu. Jim wonders if the left enjoys dreaming of things like arresting Netanyahu when they have to know it's never going to happen.Next, they shake their heads as a socialist activist in New York City tells podcaster Nate Friedman that socialism is just about community and getting to know people by watching sports and having coffee together. Jim and Greg discuss how ridiculous this message is but how the right needs to be ready to confront it.Then, Jim and Greg react to a clip of Hasan Piker calling the Chinese communist dictator Mao Zedong "one of the great leaders of this world" and "a man who changed the entire universe," insisting he never has and never will criticize him. Jim and Greg remind us that Mao's Great Leap Forward starved tens of millions of his own people to death in what's considered the deadliest famine in history.Finally, they cover Nicaraguan President Daniel Ortega abolishing elections, effectively extending his term indefinitely and closing off any path for the opposition to take over. Jim and Greg note the 80-year-old has been around for decades. The Reagan administration famously supported the Contra freedom fighters against Ortega's Sandinista government in the 1980s.Please visit our great sponsors: LarinecoRight now, Larineco is offering our listeners up to 50% off at https://BuyLarine.com/3MLNoble GoldOwn the metal the future depends on with the help of Noble Gold. Visit https://NobleGoldInvestments.com/3ML  Download the free investor kit. No pressure. Just information.BetterHelpDon't let stigma stand in the way of support. Start therapy with BetterHelp. Sign up and get 10% off at https://BetterHelp.com/3MLNew episodes every weekday. 

Law firm marketing does not have to mean paid ads, aggressive sales tactics, or posting constantly online.  In episode 628 of the Lawyerist Podcast, Chad Fox talks with Aaron Thomas about marketing for lawyers who do not think of themselves as marketers. Aaron shares how he went from relying almost entirely on referrals to building a more intentional approach that helped grow his firm and bring in better-fit clients.  They explore why referral marketing is still marketing, how newsletters can keep firms visible, and why useful content often works better than a direct sales pitch. Aaron also explains how lawyers can build stronger referral networks, make their expertise easier to find, and outsource repetitive marketing tasks without hiring a full-time employee.  If you want to grow your firm without sounding salesy or turning marketing into a second job, this episode provides simple strategies you can begin using right away.  This episode is sponsored by Posh Virtual Receptionists. As Aaron explains, effective marketing is often less about selling and more about making it easier for the right clients to find, trust, and connect with your firm. Posh helps support that experience by answering calls, improving responsiveness, and helping law firms maintain consistent communication with prospective and current clients.  Learn more at https://posh.com/lawyerist/.  Listen to our previous episodes on Law Firm Marketing & Building Client Relationships.  #608: Business Development for Lawyers: Building Real Relationships That Lead to Clients, with Megan Senese Apple | Spotify | LTN  #603: Turn Expertise into Clients: Building Authority That AI Recognizes, with Karin Conroy Apple | Spotify | LTN  #546: Unlock Law Firm Growth: AI Marketing Secrets, with Karin Conroy Apple | Spotify | LTN  #526: LinkedIn Mastery: Grow Your Law Firm NOW!, with Matthew Hunt Apple | Spotify | LTN  #515: Simple Marketing Hacks Lawyers Swear By, with Gyi Tsakalakis Apple | Spotify | LTN  Have thoughts about today's episode? Join the conversation on LinkedIn, Facebook, Instagram, and X!   If today's podcast resonates with you and you haven't read The Small Firm Roadmap Revisited yet, get the first chapter right now for free! Looking for help beyond the book? See if our coaching community is right for you.   Access more resources from Lawyerist at lawyerist.com.   Chapters / Timestamps  00:00 – Introduction  00:25 – What Happens When a Business Fully Unplugs  02:05 – Why Rest Belongs in Your Business Plan  12:15 – Meet Aaron Thomas  13:05 – Every Law Firm Is Already Marketing  15:05 – Finding More of the Right Clients  16:20 – Why Advertising Should Not Be Your First Move  17:40 – Marketing to Your Existing Network First  18:50 – Newsletters That Clients Want to Read  21:05 – Networking Without the Sales Pitch  21:55 – Creating Referral Partnerships with Other Lawyers  23:50 – Using Helpful Content to Build Authority  25:10 – Let Your Expertise Do the Selling  26:25 – Why Free Information Still Leads to Paid Work  28:30 – A Practical Starting Point for Overwhelmed Firms  29:50 – Outsourcing the Work That Never Gets Done  31:20 – How Basic Marketing Created Rapid Growth  32:55 – Closing Thoughts 

Hour Two opens with Mark reliving his Rush concert weekend and Trump's defiant World Cup trophy moment, before the Shortlist digs into a fresh State Department travel warning on the Middle East and the growing socialist push from Kathy Hochul and Pete Buttigieg, who Mark says are betting wrong on red-state America. The St. Louis Morning Brief tackles a 400 percent spike in parasitic diarrhea cases statewide, the still-unresolved flag controversy at Firehouse 35, a disturbing road rage shooting that left a 13-year-old hurt downtown, and the ongoing data center fight spilling out of Festus. Guest Nicole Murray brings the business rundown — gas prices crossing $4 a gallon amid Iran tensions, Boeing's rocky financial road ahead, and a Shakira-approved verdict on the World Cup halftime show. In Other News closes things out with a bizarre Airbnb photo mystery, Finland's pink singles baskets, and the first lawsuit tied to Taco Bell's lettuce outbreak. Real talk, real St. Louis, real conservative common sense — that's Hour Two of the Marc Cox Morning Show. Hashtags: #MarcCoxMorningShow #StLouisMorningBrief #InOtherNews #GuestNicoleMurray #SocialismWatch #GasPrices #StLouisNews #WorldCup #DataCenterDebate #FaithFamilyFreedom #CommonSenseConservatism #ConservativeTalk #StLouisRadio Guest List – Hour 2: Nicole Murray (business brief)

If you own a company, chances are you're its best salesperson. Put you in a room with a prospect and you rarely lose. But listen to your employees try to tell the same story and something gets lost. You've tried hiring salespeople. You've tried training them. The selling keeps landing back on your shoulders, and when it comes time to sell, an acquirer will see it too. Expect an earn-out or an equity rollover, golden handcuffs designed to keep the rainmaker locked in.  Here's what most owners miss: you have a built-in advantage no salesperson can replicate. Your founder story defines the enemy, the problem, and why you built something better, and you tell it instinctively because you lived it. A new rep who tries to recite your story will sound like a fraud. The fix isn't better sales training. It's giving your team professional positioning, and nobody on the planet knows more about positioning than April Dunford. She spent 25 years as an executive at seven B2B technology startups, companies that were acquired for a combined total of more than two billion dollars, and her books, Obviously Awesome and Sales Pitch, are the standard playbooks for explaining why customers should pick you over the competition.

Jason Smith and Mike Harmon discussed potential landing spots for LeBron James. And the guys weighed in on the Spurs’ play-by-play announcer losing his job after his girlfriend accused him of cheating on her with the sister of a player on the team.See omnystudio.com/listener for privacy information.

Brillyn Hollyhand joins Rob to discuss his new book Make America Talk Again, explains why Gen Z is moving toward President Trump, argues that real conversations can heal political division, and says young voters are rejecting government dependency in favor of faith, family, and free speech. Today's podcast is sponsored by : PARAMOUNT PLUS - Don't Miss "The Agency." All episodes streaming NOW on Paramount Plus RELIEF FACTOR - You don't need to live with aches & pains! Reduce muscle & joint inflammation and live a pain-free life by visiting http://ReliefFactor.com  GHOSTBED - I used to think a mattress was just furniture, until I got my GhostBed! GhostBed is offering my audience their lowest prices of the season, plus an extra 10% off. Go to http://GhostBed.com/CARSON and use promo code CARSON BIRCH GOLD - Protect and grow your retirement savings with gold. Text ROB to 98 98 98 for your FREE information kit! To call in and speak with Rob Carson live on the show, dial 1-800-922-6680 between the hours of 12 Noon and 3:00 pm Eastern Time Monday through Friday… Musical parodies provided by Jim Gossett (http://patreon.com/JimGossettComedy) You can now WATCH and chat with The Rob Carson Show LIVE on Newsmax's social media channels (Facebook, X/Twitter, YouTube, Rumble) Listen to Newsmax LIVE and see our entire podcast lineup at http://Newsmax.com/Listen Make the switch to NEWSMAX today! Get your 15 day free trial of NEWSMAX+ at http://NewsmaxPlus.com Looking for NEWSMAX caps, tees, mugs & more? Check out the Newsmax merchandise shop at : http://nws.mx/shop Follow NEWSMAX on Social Media:  -Facebook: http://nws.mx/FB  -X/Twitter: http://nws.mx/twitter -Instagram: http://nws.mx/IG -YouTube: https://youtube.com/NewsmaxTV -Rumble: https://rumble.com/c/NewsmaxTV -TRUTH Social: https://truthsocial.com/@NEWSMAX -GETTR: https://gettr.com/user/newsmax -Threads: http://threads.net/@NEWSMAX  -Telegram: http://t.me/newsmax  -BlueSky: https://bsky.app/profile/newsmax.com -Parler: http://app.parler.com/newsmax Learn more about your ad choices. Visit megaphone.fm/adchoices

We are joined by a guest whose career serves as a masterclass in high-performance leadership and the science “of the sale.”  A serial entrepreneur and Wall Street Journal best-selling author, he has spent his career building empires and mastering the art of the turnaround. Over the course of his journey, he has created or co-created 10 companies across five different industries, reaching a combined peak value of over half a billion dollars. But his impact goes far beyond his own ventures; he has also led massive turnaround projects that generated billions of dollars in sales for struggling organizations.  Today, he works directly with founders and executive teams on the critical components of sustainable growth—from sales psychology and negotiation strategy to scaling complex operations. Beyond the boardroom, he is the host of The Dropout Multi-Millionaire Podcast and serves his community on the City Council in Alpharetta, Georgia. Whether you are looking to sharpen your negotiation skills or scale your business with confidence, his insights provide the blueprint for long-term success.  Email: brian@brianwillmedia.comBusiness: Brian Will MediaWebsite: https://www.brianwillmedia.comSocial Media: LinkedIN - https://www.linkedin.com/in/brian-will-07823b6/Facebook - https://www.facebook.com/TheDropoutMMInstagram - https://www.instagram.com/thedropoutmm/Remember to SUBSCRIBE so you don't miss "Information That You Can Use." Share Just Minding My Business with your family, friends, and colleagues. Engage with us by leaving a review or comment on my Google Business Page. https://g.page/r/CVKSq-IsFaY9EBM/review  Your support keeps this podcast going and growing.  Visit Just Minding My Business Media™ LLC at https://jmmbmediallc.com/ to learn how we can help you get more visibility on your products and services. 

We all got to make a living. Here are some tips if you get stuck at your front door talking to a pushy salesperson!

Some tips!

In this episode of Derapy, have you ever not breathed?baby money

Here are three often overlooked truths about sharing the gospel.

Tune in to our weekly LIVE Mastermind Q+A Podcast for expert advice, peer collaboration, and actionable insights on success in the Probate, Divorce, Late Mortgage/Pre-Foreclosure, and Aged Expired niches!  In this week's All The Leads Mastermind, the discussion focused on the mindset and habits that help real estate investors succeed. Steve shared coaching insights for newer investors, emphasizing that everyone starts somewhere and that confidence is built through consistent action. The group explored the importance of leading with value, asking questions, and acting as a problem solver rather than a salesperson. Tim and Jim discussed the entrepreneurial mindset, the challenges of prospecting outside your comfort zone, and why successful investors focus on building relationships instead of pitching themselves. They also highlighted the "180-degree prospecting" approach, where you provide the opposite of what most competitors do by listening first and offering multiple solutions. The episode wrapped up with a preview of next week's guest and an invitation for members to bring more questions, ideas, and experiences to future mastermind sessions.  Key Takeaways:- Lead with value before selling. Focus on understanding the person's situation and offering help rather than jumping straight into a sales pitch.  - Be a trusted guide. Ask questions, uncover challenges, and present multiple options instead of pushing a single solution.  - Don't be afraid to be new. Everyone starts somewhere, and confidence grows through practice, not perfection.  - Success comes from repetition. Making calls, having conversations, and learning from experience are what build long-term results.  - Make the most of the mastermind. Arrive with questions, ideas, or challenges so you can learn from the group's experience and insights. To learn more, visit https://www.AllTheLeads.com or call (844) 532-3369 to check how many leads are available in your market. #RealEstateInvesting #LeadWithValue #EntrepreneurMindset #RealEstateProspectingPrevious episodes: AllTheLeads.com/probate-mastermindInterested in Leads? AllTheLeads.comJoin Future Episodes Live in the All The Leads Facebook Mastermind Group:  https://facebook.com/groups/alltheleadsmastermindBe sure to check out our full Mastermind Q&A PlaylistSupport the show

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Annuities are among the financial products that can spark a lot of strong opinions. Some people love them, while some people warn everyone to stay far away from them. A lot of people are stuck somewhere in the middle, trying to figure out what an annuity actually is, what it does, and whether it makes sense for their situation. The hard part is that annuities come with a lot of jargon, fees, surrender charges, and sales language that can make them hard to understand. And when you're making decisions with retirement money, your TSP, a pension, or other savings, confusion can get expensive fast. In this episode, Tracy Lownsberry, founder of Annuity Giants, Army veteran, and annuity expert, breaks down annuities in plain English. We talk about what annuities are, the problems they're designed to solve, who they may or may not be right for, what military families should consider, and the red flags to watch for before buying one. For more information, visit the full show notes at https://milmo.co/podcast/annuities-explained-without-the-sales-pitch   For more MILMO, follow at: https://MILMO.co ItsMILMO on YouTube @itsmilmo on X @itsmilmo Instagram @itsmilmo LinkedIn @itsmilmo Facebook

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Artificial intelligence is rapidly changing the world of sales, from automating CRM updates and RFP responses to generating outreach emails and analyzing negotiations. But as AI becomes more autonomous, a bigger question has emerged: what parts of sales should still stay human? In this episode of Today in Tech, Keith Shaw speaks with Ray Meiring, CEO of QorusDocs, about the future of AI in enterprise sales, the rise of agentic AI workflows, and why trust, empathy, and human relationships still matter in high-stakes business deals. The discussion explores how AI is transforming RFPs, automating administrative work, accelerating prospecting, and even preparing sales teams for negotiations. But it also looks at the growing risks of over-trusting AI, the creepiness factor of hyper-personalized selling, and why complex enterprise deals may still depend on handshakes, conversations, and human judgment. Topics include: • Agentic AI and autonomous sales workflows • How AI is changing enterprise RFP processes • Why AI works best for transactional tasks • The future of buyer-to-seller AI interactions • Trust, empathy, and emotional intelligence in sales • The risks of AI-generated communication • Why trade shows and in-person relationships may matter even more Subscribe for more conversations on AI, enterprise technology, cybersecurity, and the future of work.

Hello! Lee Ryder is back on The Everything is Black and White Podcast to discuss the exit of Anthony Gordon to Barcelona, and the race to replace him! --- As always a big thanks to our sponsors NORD VPN and Saily - two products that will enhance your travel abroad. NORD VPN providing the safety and security you need while browsing, and Saily giving you that affordable e-sim and network coverage. You can get discounts by hitting up the links in the description box. EXCLUSIVE NordVPN Deal ➼ ⁠https://nordvpn.com/toon⁠ Try it risk-free now with a 30-day money-back guarantee

This is from our video on Create a Sales Pitch That is About the Prospect. Watch the video here https://youtu.be/ROgLUzLPFlo?si=oJKQhVqdQTMxn1LO

Barry Meguiar and Brad Dacus share how everyday believers can boldly share Jesus in workplaces, schools, and daily life. This encouraging conversation tackles fear, imperfect faith, loving others well, and trusting God to use ordinary people to move others closer to Christ every single day. Be inspired to start now. Host Barry Meguiar is a car guy and businessman who hosted the popular TV show, Car Crazy, on Discovery Networks for 18 years. He loves cars, but he loves Jesus even more! Learn more about Barry at IgniteAmerica.com Get your copy of Barry’s book Ignite Your Life: Defeat Fear with Effortless Faith at Amazon, Barnes & Noble, Books-A-Million, and other online booksellers. Learn more about: -        Why obedience matters when sharing the Gospel-        How we can work God into any conversation-        Why 80% of Americans are looking for God-        When we can use humor to share God’s message-        How the Holy Spirit gives us a voiceCheck out Why Share? on IgniteAmerica.com to learn why it is important for every believer to share their faith. Then visit First Steps which provides practical ways to get started in your faith-sharing journey. Sign up to receive emails that will bring you solid faith-sharing tips and powerful inspiration.(00:00) Your Testimony Is Not About Having Arrived(01:09) What Pacific Justice Institute Does(03:27) Sharing Faith Beyond the Church Setting(05:28) Thoughtful Conversations With Attorneys and Skeptics(07:04) The Difference Between Love and Affirmation(10:02) Loving God and Talking About Him Naturally(13:32) Praying for Difficult People(16:08) Evangelism Is Not a Sales Pitch(17:43) John 15 and Abiding in Christ(20:10) A Prison Testimony 17 Years Later(23:40) More Everyday Opportunities to Share Faith(26:48) Living for God’s Purpose, Not Our Own    

This week we start with Jason's story about Flock accessing cameras in a children's gymnastics room as a sale pitch demo. After the break, Emanuel tells us why Nature retracted a paper about the alleged benefits of ChatGPT in education. In the subscibers-only section, we talk all about the cancellation of RightsCon after pressure from the Chinese government. City Learns Flock Accessed Cameras in Children's Gymnastics Room as a Sales Pitch Demo, Renews Contract Anyway 'Nature' Retracts Paper on the Benefits of ChatGPT in Education OpenAI, Google, aÍnd Microsoft Back Bill to Fund ‘AI Literacy' in Schools World's Largest Digital Human Rights Conference Suddenly Canceled China Pressure Canceled World's Largest Digital Human Rights Conference YouTube Version: https://youtu.be/hLR8MOOhRCo Subscribe at 404media.co Go to surfshark.com/404Media to get 4 extra months of Surfshark VPN, plus there's a 30-day money-back guarantee—or just use code 404MEDIA at checkout! Learn more about your ad choices. Visit megaphone.fm/adchoices

Greg Brady spoke with Tomasz Skublak, Inter Toronto forward and realtor for Platinum Lion Reality Inc. about his Inter Toronto's Viral ‘Call Me' Celebration. Learn more about your ad choices. Visit megaphone.fm/adchoices

If you are still leading your sales calls with "we have the best service and the lowest rates," you've already lost the room. Today on #TheFreightCoach, I'm joined by elite speaker and performance coach Darryll Stinson for a masterclass on the Physics of the Pitch. In this episode, we perform a forensic audit on how to frame your sales narrative to command attention and close high-value deals. Darryll breaks down the psychological frameworks used by elite performers to shift from "selling a service" to "solving a mission." Whether you are pitching a new enterprise shipper or trying to win back a lost lane, the way you frame the conversation determines the outcome. It's time to stop quoting and start influencing.   Inside this Masterclass: The Framing Protocol: How to set the stage before you ever mention a price. Storytelling as a Sales Tool: Why your personal journey is your most powerful differentiator. The Psychology of Choice: How to guide a shipper toward your solution through expert framing. Overcoming Resistance: Using "Vulnerability and Strength" to break through the initial sales wall. The High-Performance Pitch: Lessons from the world's biggest stages applied to the logistics sales floor.   Connect with Darryll Website: https://darryllstinson.com/   Social Media Accounts: https://darryllstinson.com/#media  

In this week's repeat episode, we're joined by the undisputed queen of B2B positioning: April Dunford. April is the best-selling author of the seminal book "Obviously Awesome" and the new hit "Sales Pitch." She has spent 25 years as a startup executive and consultant, helping companies stop guessing and start winning. If you have ever struggled to explain exactly why customers should pick you over the other guy, this episode is a masterclass. In this episode, April talks about: Why Positioning is a Product Problem: How undefined positioning leads to wasted roadmaps, "not good enough" feedback from Sales, and engineering teams burning out on features that don't win deals. The "AI Washing" Trap: Why saying "We have AI" is no longer a strategy—and how to articulate the specific value your tech unlocks that the competition can't. Why she loves when competitors lie: How to ethically trap competitors who over-promise features (and the one question sales should tell your prospects to ask them). And finally, Vision vs. Reality: How to sell the "glorious future" without losing the deal you need to close today. Links LinkedIn: https://www.linkedin.com/in/aprildunford/ April's website: https://www.aprildunford.com/ April's books: https://www.aprildunford.com/books Resources (Ethically) cheat your way to $250M+ | Mikal Lewis, Product Exec. (Whole Foods, Nordstrom): https://youtu.be/5txeT2U_YQo Chapters 00:00: Introduction 01:45: April's journey from engineering to marketing to product positioning expert 05:00: The shifting lansscape: Position from COVID to the AI era 10:45: Moving beyond "AI washing" to find differentiated value 15:30: Defining your true competitive landscape 20:30: How to be worth your customers' migration risk 23:45: Why April likes when competitors "lie" about their capabilities and features 32:00: Why positioning is critical for product and engineering alignment 35:00: April's new book details Follow LaunchPod on YouTube We have a new YouTube page! Watch full episodes of our interviews with PM leaders and subscribe! What does LogRocket do? LogRocket's Galileo AI watches user sessions for you and surfaces the technical and usability issues holding back your web and mobile apps. Understand where your users are struggling by trying it for free at LogRocket.com.Special Guest: April Dunford.

Most Canadians trust their bank to help them make smart financial decisions. But sometimes, what feels like advice is shaped by something else. We talk about how bank incentives influence recommendations, why that can lead to confusion, and what it means for your money. You'll also learn how to ask better questions to feel more confident in the choices you're making. A clearer look at what's really happening behind the scenes, and how to approach your financial decisions without the bank. FREE Canadian Credit Repair Course and NEW Budgeting Resources Licensed Debt Relief in Canada – Debt Help Starts Debt Free Digest Monthly E-Newsletter Sign Up Here Consumer Proposals in Ontario: Everything You Need To Know Debt Repayment & Consumer Proposal Calculator Hoyes Michalos YouTube Channel – Reliable Canadian Debt Answers by Experts 00:00 Advice or sales pitch? 02:00 Why trust in banks is breaking down 05:00 What it's like inside a bank 08:00 Sales targets vs real advice 11:00 Misaligned incentives explained 14:00 Evidence this is systemic 17:00 Real consequences for Canadians 21:00 How to protect yourself 25:00 Alternatives to traditional banks 28:00 Final takeaway, asking the right questions   Disclaimer: The information provided in the Debt Free in 30 Podcast is for entertainment and informational purposes only and is not intended as personal financial advice. Individual financial situations vary and may require personal guidance from a financial professional. The views expressed in this episode do not necessarily reflect the opinions of Hoyes, Michalos & Associates, or any other affiliated organizations. We do not endorse or guarantee the effectiveness of any specific financial institutions, strategies, or digital tools/apps discussed.

On this episode, I am joined for a third (and probably final!) time by April Dunford, renowned positioning expert and author of Obviously Awesome and Sales Pitch. We explore what's changed in her updated edition of Obviously Awesome, what she's learned through delivering hundreds of positioning workshops and how she's honed her approach to reposition positioning to make it clearer for the next generation of product people. Episode highlights Positioning is how you win - Positioning is the answer to "why pick us now?", grounding your product in real value for a clearly defined customer segment. Positioning vs strategy - Strategy defines where you're going, while positioning reflects where you are today and must evolve as your product and market change. AI isn't a position - Simply adding AI is no longer meaningful; if everyone has it, the focus shifts to what tangible value you deliver right now. From unique to distinct - Capabilities don't need to be truly unique, just meaningfully different in the context of your real competitors. Trends matter less than clarity - The industry's baseline understanding of positioning has improved, making abstract ideas like "trends" less useful than clear market definitions. Readiness before action - Teams need to decide what they're positioning, whether they have real customers, and how product structure (single vs multi-product) affects the work. Positioning as hypothesis - Without customers, positioning is a best guess that must be tested and refined rather than treated as fact. Sell to the champion - Positioning should resonate with the internal champion, while objections from other stakeholders are handled separately. Test through sales, not copy - The real validation of positioning happens in sales conversations, not by endlessly tweaking website copy. AI is a tool, not a shortcut - AI can support positioning work, but it can't replace the thinking, collaboration and deep company context required to define real differentiation. ... and much more. Buy the new version of Obviously Awesome Look for the yellow "updated" sticker! Amazon: https://www.amazon.co.uk/Obviously-Awesome-Product-Positioning-Customers-dp-1999023056/dp/1999023056/ April's website: https://www.aprildunford.com/books Contact April LinkedIn: https://www.linkedin.com/in/aprildunford/ Website: https://www.aprildunford.com

On The Drum Podcast, we hear a lot from the brands who buy ad space and the agencies they work with, but we rarely hear from the people doing the selling - especially at the social platforms that take a greater share of the ad pie every day. And no platform is growing faster than Reddit, which has built a multi-billion dollar ad platform in just a few years since its post-pandemic IPO. So: What's the pitch to advertisers, and what's working? Hannah Walker talks us through it all. Hosted on Acast. See acast.com/privacy for more information.

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The life insurance retirement plan — or LIRP — sounds like a special financial product with its own set of rules. It's not. It's a marketing term for something much simpler: an overfunded cash value life insurance policy designed to build wealth you can access in retirement. That doesn't make it a bad idea. It just means you deserve a straight explanation of what it actually is before deciding if it belongs in your plan. The real strategy behind a LIRP involves buying a permanent life insurance policy — whole life, indexed universal life, or in rare cases variable universal life — and deliberately paying far more than the minimum premium. That excess money builds cash value inside the policy, growing through whatever mechanism the contract uses. Over time, you access that cash as tax-free retirement income through withdrawals of basis and policy loans. The tax advantages are genuine. Cash value grows tax-deferred, distributions can be tax-free, and the death benefit passes to your beneficiaries without income tax. There are no contribution limits like a 401(k) or IRA, no early withdrawal penalties, and no required minimum distributions. For high earners who've already maxed out their qualified accounts, that combination is hard to find anywhere else. But the pitfalls are just as real. Fund the wrong product or design the policy poorly, and the results will be underwhelming at best. Let the policy lapse with outstanding loans, and you could face a massive unexpected tax bill. Trip the modified endowment contract threshold, and the favorable tax treatment disappears entirely. This works best as a complement to what you're already doing — not a replacement for your 401(k) or brokerage account. The right candidate is someone with a higher income, a genuine need for life insurance, and at least ten years before they plan to tap the money. _______________________________________ If you're weighing whether a LIRP makes sense alongside your current retirement savings, we can walk through your specific situation in about 30 minutes. No obligation, no pressure — just a conversation.

(2:00) Spring scheduled is released and it is closed (8:00) Will a presidential panel spark needed change (14:00) Running thru the burning questions heading into spring (25:00) What are the QBs expecting (35:00) Does tradition matter (51:00) Would 9 wins be Norvell's best coaching performance to date at FSU (53:00) Will FSU average more points? (1:00:00) Favorite spring recruit (1:04:00) Game from last 6 years guy wish they attended as fans Music: ERRA - i. the many names of god Follow CumminsLifestyle on IG   Upgrade your wallet today! Get 10% Off @Ridge with code WAKEUP at https://www.Ridge.com/WAKEUP #Ridgepod Get $10 Off at BRUNT with code WAKEUP at https://www.bruntworkwear.com/WAKEUP  #Bruntpod Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

(2:00) Spring scheduled is released and it is closed (8:00) Will a presidential panel spark needed change (14:00) Running thru the burning questions heading into spring (25:00) What are the QBs expecting (35:00) Does tradition matter (51:00) Would 9 wins be Norvell's best coaching performance to date at FSU (53:00) Will FSU average more points? (1:00:00) Favorite spring recruit (1:04:00) Game from last 6 years guy wish they attended as fans Music: ERRA - i. the many names of god Follow CumminsLifestyle on IG   Upgrade your wallet today! Get 10% Off @Ridge with code WAKEUP at https://www.Ridge.com/WAKEUP #Ridgepod Get $10 Off at BRUNT with code WAKEUP at https://www.bruntworkwear.com/WAKEUP  #Bruntpod Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

A north suburban coffeehouse is now serving up drinks and conversation about going solar. The Windfree Solar Cafe in Evanston officially opened Wednesday and is believed to be the first of its kind in the country.

The best sales pitch isn't in a founder's deck. It's what customers repeat when the founder isn't in the room.In this Founder Talk episode, Alex Sheridan sits down with Jude Nosek, VP of Sales and Marketing at Keson LLC, to break down how products really get sold in the field. They talk about word-of-mouth in the trades, why credibility beats polish, and how founders can scale growth by turning users, reps, and partners into the strongest advocates.Jude shares practical lessons on customer-led content, channel strategy, and how operators stay calm and strategic when external shocks (like tariffs and supply constraints) hit.Key Takeaways:00:00:00 Introduction00:09:58 How has B2B selling changed since COVID, and what stuck?A: Jude Nosek explains why video-first selling became normal, and how it changed speed, reach, and the quality of conversations.00:12:35 Why are buyers more educated and more skeptical than ever?A: Alex Sheridan and Jude Nosek unpack how self-education moved buyers 70–80% through the decision before they ever talk to sales, and what that changes in marketing.00:14:40 What's the fastest way to find the real sales pitch customers believe?A: Jude Nosek shares a moment when a customer took the product out of his hands, demonstrated it better, and closed the sale through pure credibility.00:16:42 How do founders let customers sell the product without making it feel scripted?A: Jude Nosek explains why authentic user demos and endorsements beat polished promos, and how to build content around real usage.00:37:42 How do you handle a sudden tariff or cost shock without wrecking cash flow?A: Jude Nosek walks through what changed overnight for Keson, how they ran leaner, and how they approached pricing decisions strategically.00:46:35 Where do customers actually buy, and why does channel strategy matter?A: Jude Nosek explains why “where homeowners shop” isn't where the trades buy, and how specialist supply relationships drive repeat sales.01:03:49 When does a family business start thinking about selling versus staying independent?A: Jude Nosek shares how long-term operators think about ownership, timing, and the consolidation pressure in trades and tools.Watch the full episode to hear the complete conversation, and subscribe for more no-fluff founder interviews.

Welcome to the show, Nutters! Lots of fun to be had by all. Garrick Hodge and Mark Porter are. Two knowledgable guys that love to share. Given that here is the litany of topics covered: * Matt Patricia is back. This is great news to disseminate. * Brady Edmunds earned the first Elite 11 invite. Big deal or not? * Can Ohio State keep the WRU tag alive by securing the commitment of Monshun Sales? * Porter breaks down the film of Class of 2027 Chris Whitehead. The Virginia defensive end has lupine characteristics.  Spend 5ish with us this a.m., 'Nutters! To learn more about listener data and our privacy practices visit: https://www.audacyinc.com/privacy-policy Learn more about your ad choices. Visit https://podcastchoices.com/adchoices

Thanks to our partners Promotive and Wicked FileShould your shop carry life insurance on a key employee? What if one employee's unexpected death could cost you hundreds of thousands of dollars?In this episode, Hunt Demarest tackles everything you need to know about life insurance for auto repair shop owners and their teams — covering key person insurance, term vs. whole life policies, tax implications, and how much coverage actually makes sense for your situation.Unlike most conversations about life insurance, this one comes with zero sales agenda. Hunt breaks down the real economics of life insurance, why it's almost never tax-deductible (and why that's actually a good thing), and the five critical questions every shop owner should ask before buying a policy.Drawing on real client situations, from key employee coverage to bank-required policies, this episode explains when life insurance is essential protection versus when it's an unnecessary expense, and how to think through coverage amounts based on debt, dependents, and the true cost of losing critical team members.What you'll learn…(02:20) Why shop owners are suddenly asking about life insurance (03:00) What key person life insurance actually is and whether you need employee permission to buy it(06:20) The real cost of losing a key employee: calculating the financial impact of a technician, manager, or yourself(11:55) Term life vs. whole life vs. universal life: the real differences explained without the sales pitch(14:35) Why term life insurance is the better choice for 99% of shop owners and when it isn't(18:50) Can you write off life insurance premiums? The non-deductible expense rule explained(19:40) Why writing off life insurance premiums is a terrible deal, even though you technically can(22:55) The five questions to ask yourself before buying life insurance: debt, dependents, goals, and money(24:15) Why life insurance is statistically a bad deal and why you should probably have it anywayThanks to our partner PromotiveIt's time to hire a superstar for your business; what a grind you have in front of you. Introducing Promotive, a full-service staffing solution for your shop. Promotive has over 40 years of recruiting and automotive experience. If you need qualified technicians and service advisors and want to offload the heavy lifting, visit https://gopromotive.com/Thanks to our Partner WickedFileTurn chaos into clarity with WickedFile, the AI for auto repair shops. Transform invoices into insights, protect cash flow, and stop losing parts, cores, or credits to maximize your bottom line. visit https://info.wickedfile.com/Paar Melis and Associates – Accountants Specializing in Automotive RepairVisit us Online: www.paarmelis.comEmail Hunt: podcast@paarmelis.comText Paar Melis @ 301-307-5413Download a Copy of My Books Here:Wrenches to Write-OffsYour Perfect Shop

What if the biggest reason you're inconsistent, under-earning, or doubting yourself has nothing to do with skill and everything to do with internal dialogue? In this episode, Arash Vossoughi and Mykie Stiller unpack the idea of the internal sales pitch and why every result in your life is first won or lost in the conversation you have with yourself. They discuss why selling is simply a transfer of belief, how belief is built through preparation and repetition, and why confidence doesn't come from personality, but from identity. You'll hear why most people lose, not because they're bad at sales, but because they haven't sold themselves on their goals, their value, or their ability to follow through. They also explore how selling applies far beyond traditional sales roles, why attitude is the ultimate sales skill, and how selling from service changes everything. Join the conversation to learn how to strengthen your internal dialogue and lead with certainty instead of hesitation. Tune in now!Key Points From This Episode:Discover why the first person you must sell every day is yourself.Unpack how every internal dialogue is, in fact, a sales conversation.Why selling is simply the transfer of belief and energy.How belief is built behind the scenes through preparation and repetition.Hear what is needed to create wealth: selling and leadership.Uncover why selling is about leading and serving, not persuading or convincing.Find out why every individual in a company should have a sales mindset.Learn how repetition builds certainty and how certainty transfers belief.Explore how divorcing yourself from the outcome multiplies results.The importance of selling yourself first as a foundation for building confidence.Links Mentioned in Today's Episode:Selling You!The Greatest Salesman in the WorldVoss Coaching CoVoss Coaching Co on LinkedIn Voss Coaching Co on InstagramVoss Coaching Co on FacebookMykie Stiller on LinkedInMykie Stiller on Instagram Arash Vossoughi on LinkedInArash Vossoughi on YouTube

Jeanne DeWitt Grosser built world-class GTM teams at Stripe, Google, and, most recently, Vercel, where she serves as COO and oversees marketing, sales, customer success, revenue operations, and field engineering. She transformed Stripe's early sales organization from the ground up and advises founders on GTM strategy.We discuss:1. Why GTM is becoming more strategically important in the AI era2. The rise of the GTM engineer3. A primer on segmentation4. How to build a sales org that engineers and product teams respect5. The changing calculus of build vs. buy for go-to-market tools in the AI era6. Why most customers buy to avoid pain rather than to gain upside—Brought to you by:Datadog—Now home to Eppo, the leading experimentation and feature flagging platform: https://www.datadoghq.com/lennyLovable—Build apps by simply chatting with AI: https://lovable.dev/Stripe—Helping companies of all sizes grow revenue: https://stripe.com/—Transcript: https://www.lennysnewsletter.com/p/what-the-best-gtm-teams-do-differently—My biggest takeaways (for paid newsletter subscribers): https://www.lennysnewsletter.com/i/179503137/my-biggest-takeaways-from-this-conversation—Where to find Jeanne DeWitt Grosser:• X: https://x.com/jdewitt29• LinkedIn: https://www.linkedin.com/in/jeannedewitt—Where to find Lenny:• Newsletter: https://www.lennysnewsletter.com• X: https://twitter.com/lennysan• LinkedIn: https://www.linkedin.com/in/lennyrachitsky/—In this episode, we cover:(00:00) Introduction to Jeanne DeWitt Grosser(05:26) Defining go-to-market(08:43) The evolution of go-to-market roles(11:23) The rise of the go-to-market engineer(14:21) Implementing AI in sales processes(15:28) Optimizing sales with AI agents(23:47) Defining sales roles: SDRs and AEs(26:04) When to hire a GTM engineer(29:04) Hiring and scaling sales teams(30:50) The ideal go-to-market engineer(34:24) The go-to-market tool stack(40:39) Advice on building a great sales bot(44:34) Vercel's unfair advantage(46:37) Go-to-market as a product(47:04) Innovative sales tactics at Stripe(52:38) Effective go-to-market tactics(01:00:37) Segmentation strategies(01:09:31) Building a sales org that engineers love(01:14:00) Thoughts on PLG and pricing(01:16:44) Sales compensation and hiring(01:19:24) Lightning round and final thoughts—Referenced:• Vercel: https://vercel.com• Stripe: https://stripe.com• Rosalind Franklin: https://en.wikipedia.org/wiki/Rosalind_Franklin• Ben Salzman on LinkedIn: https://www.linkedin.com/in/bensalzman• SDK: https://ai-sdk.dev/docs/introduction• Gong: https://www.gong.io• Lyft: https://www.lyft.com• Instacart: https://www.instacart.com• DoorDash: https://www.instacart.com• “Sell the alpha, not the feature”: The enterprise sales playbook for $1M to $10M ARR | Jen Abel: https://www.lennysnewsletter.com/p/the-enterprise-sales-playbook-1m-to-10m-arr• A step-by-step guide to crafting a sales pitch that wins | April Dunford (author of Obviously Awesome and Sales Pitch): https://www.lennysnewsletter.com/p/a-step-by-step-guide-to-crafting• Kate Jensen on LinkedIn: https://www.linkedin.com/in/kateearle• Lessons from scaling Stripe | Claire Hughes Johnson (former COO of Stripe): https://www.lennysnewsletter.com/p/lessons-from-scaling-stripe-tactics• Atlassian: atlassian.com—Production and marketing by https://penname.co/. For inquiries about sponsoring the podcast, email podcast@lennyrachitsky.com.—Lenny may be an investor in the companies discussed. To hear more, visit www.lennysnewsletter.com

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Jen Abel is GM of Enterprise at State Affairs and co-founded Jellyfish, a consultancy that helps founders learn zero-to-one enterprise sales. She's one of the smartest people I've ever met on learning enterprise sales, and in this follow-up to our first chat two years ago (covering the zero to $1 million ARR founder-led sales phase), we focus on the skills founders need to learn to go from $1M to $10M ARR.We discuss:1. Why the “mid-market” doesn't exist2. Why tier-one logos like Stripe and Tesla counterintuitively make the best early customers3. The dangers of pricing your product at $10K-$20K4. Why you need to vision-cast instead of problem-solve to win enterprise deals5. Why services are the fastest way to get your foot in the door with enterprises6. How to find and work with design partners7. When to hire your first salesperson and what profile to look for—Brought to you by:WorkOS—Modern identity platform for B2B SaaS, free up to 1 million MAUsLovable—Build apps by simply chatting with AICoda—The all-in-one collaborative workspace—Where to find Jen Abel:• X: https://x.com/jjen_abel• LinkedIn: https://www.linkedin.com/in/earlystagesales• Website: https://www.jjellyfish.com—Where to find Lenny:• Newsletter: https://www.lennysnewsletter.com• X: https://twitter.com/lennysan• LinkedIn: https://www.linkedin.com/in/lennyrachitsky/—In this episode, we cover:(00:00) Welcome back, Jen!(04:38) The myth of the mid-market(08:08) Targeting tier-one logos(10:50) Vision-casting vs. problem-selling(15:35) The importance of high ACVs(20:45)  Don't play the small business game with an enterprise company(25:09) Design partners: the double-edged sword(28:11) Finding the right company(36:55) Enterprise sales: the art of the deal(43:21) The problem with channel partnerships(44:41) Quick summary(50:24) Hiring the right enterprise salespeople(56:49) Structuring sales compensation(01:01:01) Building relationships in enterprise sales(01:02:07) The art of cold outreach(01:07:31) Outbound tooling and AI(01:14:08) Lightning round and final thoughts—Referenced:• The ultimate guide to founder-led sales | Jen Abel (co-founder of JJELLYFISH): https://www.lennysnewsletter.com/p/master-founder-led-sales-jen-abel• Mario meme: https://www.linkedin.com/pulse/missing-meme-led-me-woman-johann-van-tonder-im6df• Kathy Sierra: https://en.wikipedia.org/wiki/Kathy_Sierra• Cursor: https://cursor.com• The rise of Cursor: The $300M ARR AI tool that engineers can't stop using | Michael Truell (co-founder and CEO): https://www.lennysnewsletter.com/p/the-rise-of-cursor-michael-truell• Justin Lawson on X: https://x.com/jjustin_lawson• Stripe: https://stripe.com• Building product at Stripe: craft, metrics, and customer obsession | Jeff Weinstein (Product lead): https://www.lennysnewsletter.com/p/building-product-at-stripe-jeff-weinstein• He saved OpenAI, invented the “Like” button, and built Google Maps: Bret Taylor on the future of careers, coding, agents, and more: https://www.lennysnewsletter.com/p/he-saved-openai-bret-taylor• OpenAI's CPO on how AI changes must-have skills, moats, coding, startup playbooks, more | Kevin Weil (CPO at OpenAI, ex-Instagram, Twitter): https://www.lennysnewsletter.com/p/kevin-weil-open-ai• Anthropic's CPO on what comes next | Mike Krieger (co-founder of Instagram): https://www.lennysnewsletter.com/p/anthropics-cpo-heres-what-comes-next• Linear: https://linear.app• Linear's secret to building beloved B2B products | Nan Yu (Head of Product): https://www.lennysnewsletter.com/p/linears-secret-to-building-beloved-b2b-products-nan-yu• Gemini: https://gemini.google.com• Microsoft Copilot: https://copilot.microsoft.com• How Palantir built the ultimate founder factory | Nabeel S. Qureshi (founder, writer, ex-Palantir): https://www.lennysnewsletter.com/p/inside-palantir-nabeel-qureshi• McKinsey & Company: https://www.mckinsey.com• Deloitte: https://www.deloitte.com• Accenture: https://www.accenture.com• Building a world-class sales org | Jason Lemkin (SaaStr): https://www.lennysnewsletter.com/p/building-a-world-class-sales-org• Peter Dedene on X: https://x.com/peterdedene• Hang Huang on X: https://x.com/HH_HangHuang• Hugo Alves on X: https://x.com/Ugo_alves• A step-by-step guide to crafting a sales pitch that wins | April Dunford (author of Obviously Awesome and Sales Pitch): https://www.lennysnewsletter.com/p/a-step-by-step-guide-to-crafting• Clay: https://www.clay.com• Apollo: https://www.apollo.io• Jason Lemkin on X: https://x.com/jasonlk• Gavin Baker on X: https://x.com/GavinSBaker• Jason Cohen on X: https://x.com/asmartbear• Baywatch on Prime Video: https://www.primevideo.com/detail/Baywatch/0NU9YS8WWRNQO1NZD5DOQ3I8W6• Playground: https://www.tryplayground.com• ClassDojo: https://www.classdojo.com• Jason Lemkin's post about Replit: https://x.com/jasonlk/status/1946069562723897802—Production and marketing by https://penname.co/. For inquiries about sponsoring the podcast, email podcast@lennyrachitsky.com.—Lenny may be an investor in the companies discussed. To hear more, visit www.lennysnewsletter.com