Podcasts about sales podcast

What you'll learn in this episode: • Why “next” is the most powerful 4-letter word in sales • How fear and excitement are driven by the same emotional energy • Why consistent outbound prospecting still wins in every market • The truth about building predictable income in sales • How social media judgment keeps people stuck • Why trust is becoming the ultimate business currency • The difference between core competencies and distractions • How AI can become your personal board of directors • Why successful people act before they feel fully ready • The long-term payoff of resilience and consistency

This is episode 859. Read the complete transcription on the Sales Game Changers Podcast website. This is an AI and Sales Brief episode, a sub-brand of the Sales Game Changers Podcast. Watch the video of this podcast on YouTube here. 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! Today's show featured an interview with AI expert Zeev Wexler, CEO at Wexler, and sales expert Tom Snyder, Founder of Funnel Clarity. Find Zeev on LinkedIn. Find Tom on LinkedIn. ZEEV'S TIP: "You are not just using AI to send more emails that do not work. You are using AI with what has been scientifically proven to work at a higher percentage." TOM'S TIP: "Do you know why people say it's a numbers game? Because they do not know what the best practices of sales are. The science tells us what the best performance direction is."

summary In this episode, James Stephan-Usypchuk, AI deal architect and founder of Solutions, shares insights on how AI is transforming deal sourcing, growth strategies, and the importance of creativity in AI development. Discover how AI can be leveraged ethically to drive strategic growth and innovation. key topics AI-driven deal origination and sourcing Growth engine systems and strategic scaling Ethical considerations in AI development Personalization and automation in sales and marketing Future trends in AI and entrepreneurship takeaways AI can originate thousands of off-market deals in a short period. Personalization in AI messaging enhances engagement and response rates. Ethical AI development is crucial to maintain trust and privacy. AI can be a magnet for the right opportunities when tuned properly. Creativity and innovation are essential for AI to solve new problems. Chapters 00:00 Introduction and Guest Background 01:16 Solutions' History and Focus 02:01 Evolution of AI in Business 03:15 AI in Deal Sourcing and Growth 04:18 How Ecliptica Uses AI for Growth 05:51 Investment and Capital Strategies 07:14 Success Stories in AI Deal Origination 10:02 Targeting the Right Opportunities 12:55 Balancing Automation and Personalization 15:41 The Role of Human Touch in AI 18:20 AI in Investor and Market Analysis 20:57 Advice for Future AI Innovators The AI for Sales Podcast is brought to you by BDR.ai, Nooks.ai, and ZoomInfo—the go-to-market intelligence platform that accelerates revenue growth. Skip the forms and website hunting—Chad will connect you directly with the right person at any of these companies.

**AI for Sales Podcast: Unlocking Customer Expectations and Human Trust with John Hetherington**Join us in this episode as John Hetherington, AI strategist and technology leader from Calgary, shares insights into how AI is transforming customer experience, the importance of human touch, and the future of AI-driven workflows. Discover practical advice on balancing automation with personal interactions and learn about emerging AI tools shaping sales strategies. Main topics include: How AI elevates customer expectations and enhances experiences The role of personal storytelling and individualism in sales success Using AI to streamline processes and identify new opportunities Addressing misconceptions and ethical considerations of AI Balancing automation with human relationship building The future of agentic AI and workflow management tools Developing skills for prompt engineering and AI mastery Timestamps: 00:00 - Welcome & introduction to John Hetherington and AI for Sales 00:29 - John's background: from UK to helping CFOs and CIOs accelerate growth 01:33 - The journey of sales roles from BDR to leadership 02:47 - Impact of AI on customer experience and expectations 03:29 - Raising the bar in customer service through AI 04:23 - Moving beyond information to insights and personalized experiences 05:09 - The importance of personal stories and individualism in sales 05:50 - Success stories and ROI examples of AI in customer engagement 06:33 - How AI saves time but requires strategic application 07:02 - AI's role in collaborative planning and customer empowerment 08:03 - Using AI for rapid research and list-building in government and public sector projects 08:56 - Risks of AI-driven outreach flooding inboxes and maintaining quality 09:47 - Common misconceptions about AI's impact on jobs and tasks 10:06 - The real question: how humans can leverage AI to do better work 11:17 - Repositioning sales and marketing as value sharing, not just selling 12:04 - Balancing personal touch with AI-driven automation 14:25 - Trust building through face-to-face and meaningful interactions 15:55 - Relationship nurturing and long-term engagement 18:23 - Falling in love with the customer's problem rather than the solution 20:40 - Emotional decision-making in high-stakes, personalized sales 21:07 - Emerging AI trends: agentic AI and workflow orchestration 22:55 - Practical first steps: choosing one AI tool and learning it deeply 23:49 - Developing skills in prompt engineering and asking the right questions 24:52 - Treating AI as a new team member: training, supervising, and inspecting 25:38 - Final advice for mastering AI and maintaining human trust Twitter Stay tuned for more insights on integrating AI into sales and customer success strategies! The AI for Sales Podcast is brought to you by BDR.ai, Nooks.ai, and ZoomInfo—the go-to-market intelligence platform that accelerates revenue growth. Skip the forms and website hunting—Chad will connect you directly with the right person at any of these companies.

Steve Rigby is a good ol' boy who knows how to sell—and this conversation almost never saw daylight. I recorded it, put it on my blog and Vimeo, and never released it to YouTube or the podcast feed. Rereading his book brought it back. When a good ol' boy with gray hair is willing to talk, you make time to listen.Steve wrote "S.M.I.L.E.: How a People-First Philosophy Creates Extraordinary Sales" and "Circle Selling," and he's collected 14 years of business on referrals alone.What you'll learn:The S.M.I.L.E. framework—Simple, Me→We, and Enjoying everyone you meetWhy 70% of the sale is the human relationship (John McKean's research)"Trust, not technology, is the issue of the decade" —Tom PetersHow to bypass cold calling with referral calls to people you already knowKnowledge-Skills-Desire → Habit, and why desire is the front wheel of the tricycleWhy time kills deals—and the "Are you okay?" questionLINKSSteve's book "S.M.I.L.E.": https://amzn.to/2JScdWVSteve's "Circle Selling": https://amzn.to/2WH8OjKSteve on LinkedIn: https://www.linkedin.com/in/steve-rigby-1196837/Full show notes: https://thesaleswhisperer.com/blog/steve-rigbyWORK WITH ME

This is episode 858. Read the complete transcription on the Sales Game Changers Podcast website. This is an AI and Sales Brief episode, a sub-brand of the Sales Game Changers Podcast. Watch the video of this podcast on YouTube here. 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! Today's show featured an interview with AI expert Zeev Wexler, CEO at Wexler, and sales expert Tom Snyder, Founder of Funnel Clarity. Find Zeev on LinkedIn. Find Tom on LinkedIn. ZEEV'S TIP: ""Do not just look at tools. Look at the entity you are bringing into the organization, educate it, and keep the knowledge inside your organization." TOM'S TIP: "The key is creating that value prior to the sale. The current demand from customers across B2B and B2G is, 'Help me make a better decision. Help me understand my own world better through your sales process, and I will award you my business.'"

What You'll Learn in This Episode Why success usually takes 10 times more effort than you expect. The biggest mistakes new real estate investors make. How mentorship dramatically shortens your learning curve. Why blind optimism can either fuel or sabotage success. The importance of asking better questions—not just finding answers. How AI tools like ChatGPT can reveal your business blind spots. The difference between building wealth and designing a fulfilling life. Why consistency beats talent in entrepreneurship. Lessons from wholesaling that apply to every business. How to stay motivated when progress feels slow.    

What you'll learn in this episode: Why hiring should start with understanding your own strengths and weaknesses The difference between vision, mission, and culture when building a team Why most entrepreneurs struggle with hiring compared to selling The real cost of making a bad hire Why Dan treats the first 90 days as part of the interview process The surprising statistics behind finding the right talent How great leadership helps people achieve their goals—and why that leads to your success

summary In this episode, Ken Rapp, CEO of Bluestream, shares insights on how AI is transforming customer engagement through product care and ownership. Discover how AI-driven personalized experiences can reduce churn, increase loyalty, and create new job opportunities. key topics AI's impact on customer experience Personalized product care and ownership Churn prediction and customer retention Chapters 00:00 Introduction and Guest Introduction 01:47 Ken Rapp's Journey into AI and Product Care 03:47 Transforming Customer Experience with AI 06:20 Real-World Examples of AI in Customer Support 08:29 AI in Wellness and Consumer Products 10:17 Reducing Churn and Increasing Repeat Sales 10:46 Ken Rapp's Background and Entry into AI 11:58 AI's Role in Wellness and Beauty Products 13:25 Misconceptions and Opportunities in AI 14:21 AI's Impact on Jobs and Skills Needed 17:25 Emerging AI Technologies to Watch 19:02 Predicting Employee Turnover and Customer Behavior 20:06 Skills for Professionals in the AI Era 21:46 Closing Remarks and Resources The AI for Sales Podcast is brought to you by BDR.ai, Nooks.ai, and ZoomInfo—the go-to-market intelligence platform that accelerates revenue growth. Skip the forms and website hunting—Chad will connect you directly with the right person at any of these companies.

This is episode 857. Read the complete transcription on the Sales Game Changers Podcast website. This is an AI and Sales Brief episode, a sub-brand of the Sales Game Changers Podcast. Watch the video of this podcast on YouTube here. 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! Today's show featured an interview with AI expert Zeev Wexler, CEO at Wexler, and sales expert Tom Snyder, Founder of Funnel Clarity. Find Zeev on LinkedIn. Find Tom on LinkedIn. ZEEV'S TIP: "AI doesn't fix bad sales processes, it exposes them. If you accelerate a broken workflow, you're not improving performance; you're simply making mistakes happen faster. Build the right sales process first, then let AI amplify it." TOM'S TIP: "Begin with a workflow based on sound sales practices. Once that foundation is in place, AI can accelerate it in extraordinary ways. The difference between AI applied to a broken process and AI applied to an optimized workflow is almost impossible to overstate."

Summary In this episode, Chad Burmeister interviews David Kilzer, an engineer with 50 years of experience in automating operations. They discuss the transformative impact of AI on sales and customer experience, the misconceptions surrounding AI, and the ethical considerations that come with its implementation. David emphasizes the importance of an open mindset for leveraging AI effectively and shares insights on the future of AI in various industries. The conversation also touches on the skills needed to thrive in an AI-driven world and concludes with David's work in helping engineers and salespeople collaborate on innovative solutions. Takeaways AI enhances the customer experience by enabling detailed research before conversations. Salespeople must value the time of their clients and present solutions effectively. AI levels the playing field for smaller firms against larger consulting firms. Humans possess the unique ability to imagine beyond AI's capabilities. Misconceptions about AI taking jobs stem from a lack of understanding of its role. AI can help automate dangerous and dull jobs, enhancing productivity. The future of AI is optimistic, with potential improvements in quality of life. Different AI tools excel in various areas, necessitating a tailored approach. Ethical considerations in AI require transparency in decision-making processes. An open mindset is crucial for leveraging AI to its fullest potential. Chapters 00:00 Introduction to AI in Sales and Engineering 02:16 AI Transforming Customer Experience 08:59 The Future of AI in Business 10:40 Misconceptions About AI 13:55 AI's Impact on Workforce Dynamics 17:37 Emerging AI Technologies 20:21 Ethical Considerations in AI 23:50 Skill Sets for the Future of Work The AI for Sales Podcast is brought to you by BDR.ai, Nooks.ai, and ZoomInfo—the go-to-market intelligence platform that accelerates revenue growth. Skip the forms and website hunting—Chad will connect you directly with the right person at any of these companies.

This is episode 856. Read the complete transcription on the Sales Game Changers Podcast website. Watch the video of this podcast on YouTube here. 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! Today's show featured an interview with Craig Patterson, Global Channel and Ecosystem Chief at Exabeam. Find Craig on LinkedIn. CRAIG'S TIP: "Stop measuring activity and start driving outcomes. It's easy to become focused on how much you're doing, but the real question is: what are you actually trying to achieve? The best sales professionals measure success by the business outcomes they create."

The Future of Human Connection in the Digital Age In this episode, Sunil Rao discusses the evolving landscape of digital communication and what truly remains valuable in a world headed toward automation. Discover how genuine human interactions will continue to be essential despite technological advances. Key Topics The impending decline of traditional email and phone calls as communication tools The increasing commoditization and affordability of digital touchpoints Why human connections remain irreplaceable in business and personal relationships The surprising resilience of sales roles amid automation The importance of authentic conversations and eye contact in building trust Predictions for the future of digital communication and human interaction Timestamps: 00:00 - The diminishing viability of email and automated phone calls 00:24 - The commoditization of digital touchpoints and their impact 00:45 - Why human connections are more important than ever 01:10 - The unexpected longevity of sales roles despite automation 01:35 - The value of eye contact and genuine conversations 02:00 - Future trends in communication technology and human interaction 02:30 - How to focus on authentic engagement in a tech-driven world The AI for Sales Podcast is brought to you by BDR.ai, Nooks.ai, and ZoomInfo—the go-to-market intelligence platform that accelerates revenue growth. Skip the forms and website hunting—Chad will connect you directly with the right person at any of these companies.

Summary In this episode of the AI for Sales podcast, Chad Burmeister speaks with Hussain Al-Sharafa, founder and CEO of Revic AI, about the evolving landscape of sales productivity through AI. They discuss the importance of understanding customer pain points, the role of context over mere signals, and how AI can streamline sales processes. Hussein shares insights on integrating AI into existing workflows, the future of AI in sales, and emerging tools that enhance productivity. The conversation emphasizes the need for sales teams to focus on the right accounts and leverage AI to improve efficiency and effectiveness in their strategies. Takeaways Sellers win when they understand a customer's pain and priorities deeply. Context beats signals; understanding the why is crucial. Sales productivity is about doing less but doing it right. AI can synthesize data points to provide actionable insights. More activity does not equate to better results in sales. Sales teams should focus on accounts where they have a competitive edge. Integrating AI into existing workflows enhances sales efficiency. The future of sales will rely on understanding customer context. AI can help salespeople return to their core job: talking to customers. Emerging AI tools are transforming how sales teams operate. Chapters 00:00 Understanding Sales in 2026 02:04 The Core Principles of Revic AI 05:36 Aligning Revenue Strategy and Execution 09:36 The Role of AI in Sales Productivity 13:13 Delivering Insights to Sales Teams 16:53 AI Misconceptions and the Future of Work 20:36 The Evolution of AI in Sales 24:22 Innovations in AI Tools and Technologies The AI for Sales Podcast is brought to you by BDR.ai, Nooks.ai, and ZoomInfo—the go-to-market intelligence platform that accelerates revenue growth. Skip the forms and website hunting—Chad will connect you directly with the right person at any of these companies.

This is episode 855. Read the complete transcription on the Sales Game Changers Podcast website. Watch the video of this podcast on YouTube here. 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! Today's show featured an interview with Matthew Radomski, Regional Vice President of Federal Civilian at Harness. Find Matt on LinkedIn. MATT'S TIP: "The customer is the North Star. Their success should be your success. Everything else figures itself out. Don't focus on selling. Focus on their value and what matters to them, and then help them along the way."

This is episode 854. Read the complete transcription on the Sales Game Changers Podcast website. This is a Women in Sales Leadership sub-brand of the Sales Game Changers Podcast.  Watch the video of this podcast on YouTube here. 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, Gina meets with Elisabeth De Dobbeleer, Senior Vice President of Partner Programs at Cisco. Find Elisabeth on LinkedIn. ELISABETH'S TIP: "Don't let the little voice in your head tell you, 'You can't do it. It's too early.' You should really not allow all these self-limiting beliefs to stop you. You should be bold and ambitious in terms of what you're able to achieve and what you're able to do."

This is episode 853. Read the complete transcription on the Sales Game Changers Podcast website. This is the fifth episode of AI and Sales Brief, a new sub-brand of the Sales Game Changers Podcast. Watch the video of this podcast on YouTube here. 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! Today's show featured an interview with AI expert Zeev Wexler, CEO at Wexler, and sales expert Tom Snyder, Founder of Funnel Clarity. Find Zeev on LinkedIn. Find Tom on LinkedIn. ZEEV'S TIP: "Sales and marketing are a circle. The problem most companies have is that sales and marketing are treated as two separate parts that do not work for one another and do not collaborate. AI can help fix that." TOM'S TIP: "This is the peace treaty of all time. Both objectives, marketing and sales, can be served, and everybody can get what they want. Instead of arguing about leads, both teams can align around understanding what prospects need to fix, accomplish, or avoid."

In this minisode, we hear from Lou Shipley, a three-time CEO, Harvard Business School professor, and author who has spent his career building and scaling venture-backed companies. This clip focuses on a critical mistake early-stage founders make: delegating sales before they truly understand the problem they're solving. Lou walks through how he validated a company by getting directly in front of customers, why founders have to act as the first salesperson, and how real product-market fit only emerges through those early conversations. For leaders, this is a reminder that sales is not something you hand off. It's how you learn, refine, and prove the business. Lou Shipley is a three-time CEO, Harvard Business School professor, and author of Unlikely Entrepreneurs. He has led multiple startups and previously taught sales at MIT. Connect with Lou:  LinkedIn Website Resources mentioned: Unlikely Entrepreneurs: Wins, Losses, and Crucial Lessons on Building Great Companies by N. Louis Shipley and Patricia Favreau Listen to the full episode: Sales as the System and Why Founders Must Own the Problem with Lou Shipley 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

Summary In this episode, Chad Burmeister speaks with Josh Hill, VP of HR at Tier 11 and co-founder of Super Hired and Super Trained, about the transformative role of AI in recruitment and employee experience. They discuss how AI can enhance the hiring process, the importance of understanding employee needs, and the necessity of a human-led approach in AI interactions. Josh emphasizes the need for a bespoke recruitment process that considers the unique context of both candidates and companies, and the importance of building trust in AI technologies. Takeaways AI enhances employee experience by providing insights into their needs. Recruitment should focus on first principles to understand candidates better. AI can be a powerful tool but must be used intentionally. The recruitment process is often flawed due to surface-level data. Candidates need to feel valued and engaged during the hiring process. Human connection is essential in AI-driven recruitment. Trust in AI is crucial for effective candidate interactions. Recruiters are evolving into multifaceted roles, including career coaching. Understanding emotional nuances is key to successful hiring. The future of recruitment lies in innovative, human-led technologies. Chapters 00:00 Introduction to AI in Sales and HR 02:47 The Role of AI in Enhancing Employee Experience 05:29 AI as a Tool for Recruitment and Discovery 08:34 The Importance of First Principles in Hiring 10:46 Challenges in Traditional Recruitment Processes 13:33 Innovative Approaches to Candidate Engagement 16:36 The Human Element in AI-Driven Recruitment 19:19 Building Trust and Value in AI Interactions 22:04 Future Technologies in Recruitment 24:43 Conclusion and Key Takeaways The AI for Sales Podcast is brought to you by BDR.ai, Nooks.ai, and ZoomInfo—the go-to-market intelligence platform that accelerates revenue growth. Skip the forms and website hunting—Chad will connect you directly with the right person at any of these companies.

This is episode 852. Read the complete transcription on the Sales Game Changers Podcast website. Watch the video of this podcast on YouTube here. 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! Today's show featured an interview with Jason Gallo, Global Vice President, Partner Value Accelerator at Cisco. Find Steve on LinkedIn. JASON'S TIP: "Innovation is predicated upon trust. The fundamentals of who we are as salespeople is still continuing to build that depth of relationship and never forget that aspect of what it means to be a world-class sales professional. Trust is the ultimate lever to get us to the outcome."

Enterprise AI buying has moved quickly, but durable adoption still depends on context, security, workflow fit, and measurable business impact. Daniel Simon, Enterprise Account Executive at Glean, joins John Kaplan and John McMahon to discuss what it takes to sell AI in complex enterprise environments, why multi-threading matters more when buyers are evaluating broad organizational change, and how strong sellers build trust by tying use cases to productivity, governance, and ROI instead of relying on product excitement alone. Daniel Simon is an Enterprise Account Executive at Glean, where he works with large enterprises on AI adoption, knowledge discovery, and productivity across complex organizations. He brings experience selling enterprise technology into multi-stakeholder buying environments. Connect with Dan: LinkedIn Resources mentioned: The Qualified Sales Leader by by John McMahon  The Go-Giver by by Bob Burg  Key takeaways from this episode:  00:00 – Introduction 02:40 – What it really takes to move from product fluency to business impact in enterprise sales. 06:35 – Why many sellers mistake a strong champion for a qualified enterprise deal. 08:47 – A look inside how AI can expose qualification gaps without replacing sales fundamentals. 18:12 – What leaders often overlook about context as the real differentiator in enterprise AI. 30:51 – Why face-to-face engagement quietly creates leverage in a crowded AI market. 42:58 – Dan Simon's perspective on why consumption-based pricing raises the bar for customer success. 57:12 – Why AI will amplify strong sales discipline and expose weak execution. 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

This is episode 851. Read the complete transcription on the Sales Game Changers Podcast website. This is the fourth episode of AI and Sales Brief, a new sub-brand of the Sales Game Changers Podcast. Watch the video of this podcast on YouTube here. 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! Today's show featured an interview with AI expert Zeev Wexler, CEO at Wexler, and sales expert Tom Snyder, Founder of Funnel Clarity. Find Zeev on LinkedIn. Find Tom on LinkedIn. ZEEV'S TIP: "No salesperson is going to listen to every call, capture everything that was said, and track every client response manually. But for AI, this is a matter of seconds. The more you use it, the more it learns." TOM'S TIP: "Do not prioritize pursuing the companies or potential clients you most want. Pursue first the target-rich pool of those who appear to most want you. It is a lot easier to chase the ones that most want us."

In this today's segment, Dan Sperring, founder and CEO of Align ICP, breaks down a mistake most revenue leaders make when defining their ideal customer profile. The instinct is to chase the highest lifetime value customers, but those segments are often the hardest to win, the slowest to close, and the first to break when the market shifts. This clip focuses on how to balance three critical factors inside your ICP: lifetime value, ease of acquisition, and market health. Dan explains why ignoring any one of these creates pipeline risk, and how leaders can avoid over-rotating into segments that look great on paper but fail in execution. For leaders responsible for predictable growth, this is about making smarter tradeoffs, not just better targeting. Dan Sperring is the founder and CEO of AlignICP, a company focused on helping revenue teams align around high-value customer segments to drive predictable growth. He brings experience across customer success, revenue leadership, and scaling SaaS businesses through product-market and go-to-market alignment. Connect with Dan: AlignICP LinkedIn Books mentioned: The Innovator's Dilemma by Clayton M. Christensen The Innovator's Solution by Clayton M. Christensen and Michael E. Raynor Predictable Revenue by Aaron Ross and ​​Marylou Tyler  Amp It Up by Frank Slootman Tools and podcasts mentioned: clay.com zoominfo.com The Science of Scaling Podcast Listen to the full episode: Aligning Pipeline to Ideal Customer Profile with Dan Sperring Get the Force Management framework for aligning your ICP, sales motion, and customer lifecycle around high-value use cases and measurable business outcomes: The Predictable Revenue Framework: Guide for Leaders Hosted by five-time CRO John McMahon and Force Management Co-Founder John Kaplan, the Revenue Builders podcast goes behind the scenes with the sales leaders who have been there, done that, and seen the results. This show is brought to you by Force Management. We help companies improve sales performance, executing their growth strategy at the point of sale. Connect with Us: LinkedInYouTubeForce Management

Summary In this episode of the AI for Sales podcast, Chad Burmeister interviews Mark Walker, CEO of Nue, discussing the transformative impact of AI on sales processes, customer experiences, and the evolution of CPQ systems. They explore the role of agentic AI, ethical considerations in AI deployment, and the skills necessary for professionals in the AI landscape. Mark shares insights on how AI is reshaping customer behavior, enhancing self-service capabilities, and the importance of balancing technology with human interaction. Takeaways AI is changing customer behavior and expectations. Generative AI allows for more sophisticated self-service environments. CPQ is evolving into a broader revenue lifecycle management process. Agentic AI can perform tasks traditionally done by humans, often more efficiently. Building trust with customers takes time and meaningful interaction. Security is a top priority when implementing AI solutions. Understanding and utilizing AI tools is essential for modern professionals. Ethical considerations are crucial in AI deployment. AI can enhance communication and summarization in team settings. The landscape of AI is rapidly evolving, requiring continuous learning and adaptation. Chapters 00:00 Introduction to AI in Sales 01:12 AI's Impact on Customer Experience 04:11 Case Studies in AI Deployment 06:43 Understanding CPQ and Its Evolution 10:03 The Role of Agentic AI 13:24 Balancing AI and Human Interaction 17:30 Ethical Considerations in AI 19:53 Skills for the Future of AI The AI for Sales Podcast is brought to you by BDR.ai, Nooks.ai, and ZoomInfo—the go-to-market intelligence platform that accelerates revenue growth. Skip the forms and website hunting—Chad will connect you directly with the right person at any of these companies.

This is episode 850. Read the complete transcription on the Sales Game Changers Podcast website. Watch the video of this podcast on YouTube here. 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! Today's show featured an interview with Steve Gladis, Executive Coach, Author, and Professor at George Mason University. Find Steve on LinkedIn. STEVE'S TIP: "Start thinking like a team, not a group. Start thinking basketball, not golf. Think about what you can work on together while still performing in your individual silos."

This is episode 849. Read the complete transcription on the Sales Game Changers Podcast website. Watch the video of this podcast on YouTube here. 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! Today's show featured an interview with Shiraz Hasan, Head of Channel Sales at AT&T. Find Shiraz on LinkedIn. SHIRAZ' TIP: "Always take the time to understand the outcome your customer is trying to achieve. Focus the discussion on solving that business problem, and let the sale happen naturally behind it."

This is episode 848. Read the complete transcription on the Sales Game Changers Podcast website. This is the third episode of AI and Sales Brief, a new sub-brand of the Sales Game Changers Podcast. Watch the video of this podcast on YouTube here. 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! Today's show featured an interview with AI expert Zeev Wexler, CEO at Wexler, and sales expert Tom Snyder, Founder of Funnel Clarity. Find Zeev on LinkedIn. Find Tom on LinkedIn. ZEEV'S TIP: "AI is not only a virtual coach. It is baked into the process. When you make something easier and better for a salesperson, adoption happens." TOM'S TIP: "For at least the past 70 years, companies have struggled to adopt best practices and move from exposure or training to habit and mastery. Now, with AI, you can create what is essentially a full-time, never-sleeping, always-ready, always-helping coach."

Key Takeaways From This Post In this episode of The Recruitment Marketing and Sales Podcast, Sharon Newey explores why imposter syndrome disproportionately affects the most capable recruitment business owners, what it actually costs commercially, and three practical actions you can take this week to start showing up with the authority you have already earned. You are on a call with a client you have worked with for a while. Good relationship. The conversation is going well. And then, almost as an aside, they say: “We had a really useful piece come through this week from another agency. A benchmarking report on salaries in our sector. Really timely.” They are not threatening to leave. They are not complaining. It is a throwaway comment. But something shifts. Because you know that topic. You have lived it. You have had the exact same conversation about salary expectations with four clients this month. You know what is happening in that market, why it is happening, and what businesses should be doing about it. You could have written that report. You should have written that report. But you did not. And someone else did. And now your client is talking about them on a call with you. That feeling is not a content problem. It is not a time problem. It is imposter syndrome. And it is costing your business more than you realise. The Statistic That Changes how you see This Research suggests that up to 85% of high-achieving professionals experience imposter syndrome at some point in their careers. Eighty-five per cent. That is not a niche phenomenon. That is not something that happens to people who lack confidence or ability. That is a pattern that affects the majority of people who are genuinely very good at what they do. Imposter syndrome is not evidence that you are not ready. It is frequently a signal that you are more capable than you give yourself credit for. The doubt is not a warning sign. It is a side effect of expertise. What Imposter Syndrome Actually Looks Like in Recruitment In a recruitment business, imposter syndrome rarely announces itself as imposter syndrome. It disguises itself as something far more practical. It looks like waiting until the website is ready. You know the marketing needs to happen. But the website is not quite right, so you will start once that is sorted. The website gets sorted. Then it is something else. It looks like not posting because it is not good enough. You draft something, read it back, and think: this is obvious. Everyone in my sector already knows this. So you delete it, and nothing goes out. It looks like avoiding video, permanently. You know video works. You have seen the data. But something about pressing record feels impossible, so the video conversation gets shelved for another quarter. It looks like undercharging and struggling to defend your fees. When you do not fully believe in your own authority, you drop your rate before the client has even pushed back. You discount as a reflex, not as a strategy. And it looks like watching competitors win work you know you could do better. They are not better than you. They are simply louder. They are showing up. They are saying the things you are thinking. Recognise any of that? Most recruitment directors and founders will recognise at least three of those patterns immediately. And they will have filed them under time, or priorities, or just not my thing. But that is not really what they are. Why High-Achievers are Most at Risk The people most susceptible to imposter syndrome are not the least competent. It is the opposite. The more expert you become, the more likely you are to experience it. And there is a name for this: the paradox of competence. When you are a junior recruiter, you know what you do not know. The gaps are visible and that feels appropriate. But as you become genuinely expert, your awareness of the field’s complexity increases at the same rate as your knowledge. You can see further. Which means you can also see further ahead of where you currently are. You know more, and so you are more aware of the things you do not yet know. And that awareness can feel, incorrectly, like inadequacy. There is a specific version of this that we see consistently. Many of our clients built their career inside a corporate agency. They were brilliant at what they did, and the brand gave them a platform. Candidates and clients trusted them, but some of that trust was borrowed from the institution. And then they went out on their own. Courageous, commercially smart. But it came with a hidden tax. Because now the brand is them. The credibility is theirs to build, not to borrow. And a voice surfaces that says: was it ever really me? The answer is yes. Thirty years of sector expertise does not evaporate when you hand back a corporate email address. But the voice does not always believe that, and the voice is loud. The Commercial Cost you are not Counting Imposter syndrome is not just an internal discomfort. It has a real, measurable commercial cost. And most recruitment business owners have not fully calculated it. The first cost is visibility. When you are not showing up consistently, not posting, not putting your expertise into the public domain, you are invisible to people who are actively looking for someone exactly like you. Your ideal client is on LinkedIn right now, forming opinions about who they trust. If you are not there, you are not in the conversation. Visible competitors win the work you should be winning. Not because they are better. Because they are present, and you are not. The second cost is fee pressure. Authority and pricing power are directly linked. When a client already knows who you are, has read your posts, has seen that you understand their market in a way that other recruiters do not, the fee conversation starts from a completely different position. They have already bought your expertise before you pick up the phone. When you are invisible, you are just another recruiter. And just another recruiter competes on price. We saw this play out clearly with a client who had close to thirty years in her sector. Before she started showing up consistently, she was competing on contingency terms like everyone else. Within months of building a visible presence, she was having completely different conversations. Fee negotiations became almost secondary, because clients had already bought into her expertise before terms were discussed. She went on to secure her first ever retained projects after decades of contingency work. The third cost is referrals. Referrals are generated not just by the quality of your work but by how front of mind you are. If your network has not heard from you in six months, they will refer someone else. Not because your work was not good. Because the other person was more visible at the moment the referral conversation happened. Three Things You Can do This Week These are low-risk, practical actions that genuinely move the needle. Post one piece of content about what you know, not who you are. The best content from a recruitment leader is about the market. What are you seeing in your sector right now? What are clients getting wrong? What do candidates need to understand about the current hiring picture? That is expertise sharing, not self-promotion. Start there. One post. This week. Share a client or candidate outcome. Not a polished case study. Just a moment. “We helped a client hire a head of finance last month, and here is what made the difference in the search.” Two paragraphs. It demonstrates your expertise and is built entirely from something that already happened. You are not inventing content. You are making your existing work visible. Say the thing you think is too obvious to say. Your market hears these things all the time and still makes the same mistakes. Obvious to you is not obvious to them. The insight that feels like basic knowledge inside your industry is exactly what your ideal client is waiting to read. Say it. None of these require a content strategy, a copywriter, or a professional photoshoot. They require you to decide that your knowledge is worth sharing. That is the only prerequisite. Something to Sit With Before you move on, one question worth sitting with honestly. What is the one thing you know you should be saying publicly that you have been holding back? And what is the real reason? Not the practical reason. Not the time, or the website, or the platform. The real reason. In thirty years of coaching, I have rarely met a business owner who lacked something worth saying. What I have met, time and again, are people who had everything they needed and were waiting for permission that was never going to come from anywhere external. You already have the expertise. You have earned it. The only question is whether you are going to let it stay invisible. Thanks, Sharon How We Can Help Working on your marketing consistently is one of the most important things you can do for the long-term health of your recruitment business. Visibility builds authority. Authority builds better fee conversations. And better fee conversations build the kind of business you actually want to run. We have just updated our Superfast Circle programme with new resources and support designed specifically for recruitment business owners who are ready to show up consistently and with confidence. If you would like the full details, email us at support@superfastrecruitment.co.uk and we will send everything across. The post Imposter Syndrome Is Keeping Your Recruitment Business Small appeared first on Superfast Recruitment.

Summary In this engaging conversation, Chad Burmeister and Steve Brown explore the transformative impact of artificial intelligence on various aspects of life and work. They discuss the concept of augmented intelligence, the empowering nature of AI, and how it is reshaping customer experiences. The dialogue delves into the emergence of AI agents as digital employees, the importance of adapting to new technologies, and the ethical considerations surrounding AI deployment. Steve emphasizes the need for individuals to invest in their own AI skills and humanity to remain relevant in the evolving job landscape. The conversation concludes with a call for broader discussions on the future of AI and its governance. Takeaways AI should be viewed as augmented intelligence, not a replacement. AI empowers individuals to perform tasks more efficiently. There's an ongoing arms race between buyers and sellers using AI. AI agents can serve as digital employees for various tasks. Individuals need to adapt and become managers of AI tools. Investing in AI skills is crucial for job security. Human skills like negotiation and relationship-building remain vital. AI can enhance creativity and decision-making capabilities. Collaboration between humans and AI can lead to innovative solutions. Ethical governance in AI deployment is essential for a positive future. Chapters 00:00 Introduction to AI and Augmented Intelligence 01:35 Empowering Technology: The Transformation of Customer Experience 04:00 Navigating AI Technologies: Finding the Right Tools 07:22 The Rise of AI Agents: Your Digital Employees 10:08 Becoming the CEO of You: Embracing AI in the Workforce 11:16 Types of AI Agents: Offload, Elevate, and Extend 12:53 Real-World Examples of AI Collaboration 16:09 Addressing Fears: AI and Job Security 20:31 Ethics and Governance in AI Deployment 23:30 The Future of AI: Conversations We Need to Have The AI for Sales Podcast is brought to you by BDR.ai, Nooks.ai, and ZoomInfo—the go-to-market intelligence platform that accelerates revenue growth. Skip the forms and website hunting—Chad will connect you directly with the right person at any of these companies.

This is episode 847. Read the complete transcription on the Sales Game Changers Podcast website. Watch the video of this podcast on YouTube here. 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! Today's show featured an interview with Barb Huelskamp, Global Vice President of Channels and Alliances at SolarWinds. Find Barb on LinkedIn.  BARB'S TIP: "Stomp out imposter syndrome. Stomp out fear. I took some fearless leaps early on that I think at this point in my career I would be a little scared to, but I did, and they paid off."

This is episode 846. Read the complete transcription on the Sales Game Changers Podcast website. Watch the video of this podcast on YouTube here. 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! Today's show featured an interview with channel sales leaders Pamela Johansen and Craig Booth. Find Pam on LinkedIn. Find Craig on LinkedIn. PAM'S TIP: "The role needs to be at the table with the customer. The direct seller, the channel seller, and the partner manager all need to be at the table to show the customer they have a responsible team coming together to support them in the sales process." CRAIG'S TIP: "The job of the partner program is not recruiting and onboarding partners. The job of the partner program is to produce active sellers that are creating engagement and producing revenue on the back end."

Summary In this episode of the AI for Sales podcast, Chad Burmeister interviews Tal Peretz, CEO of OnFire.ai, a contextual AI platform that helps technology companies decode real-time market signals to drive revenue growth. They discuss the importance of context in AI and sales, the transformation of customer experience through personalized outreach, and the effectiveness of phone communication. Tal shares insights on leveraging technology for success at conferences, the role of marketing and sales in AI solutions, and common misconceptions about AI. The conversation also touches on maintaining the human touch in AI sales and emerging AI technologies, along with ethical considerations in AI deployment. Takeaways OnFire.ai focuses on contextual AI to drive revenue growth. Context is essential for effective sales outreach. Phone communication remains the most effective channel for sales. Personalized outreach significantly improves conversion rates. AI should empower sales teams, not replace them. Data quality is more important than the AI model itself. Sales and marketing must work together for successful AI implementation. Emerging AI technologies are transforming customer interactions. Ethical considerations in AI deployment are crucial. Maintaining a human touch in AI-driven sales is essential. Chapters 00:00 Introduction to OnFire.ai and Tal Peretz 03:04 The Importance of Context in AI and Sales 05:45 Transforming Customer Experience with Contextual Outreach 08:34 Effective Communication: From Email to Phone Calls 11:40 Success Stories: Leveraging Contextual Signals 14:06 The Role of Marketing in AI-Driven Sales 16:53 AI Misconceptions and the Importance of Data 19:53 Maintaining the Human Touch in AI 22:39 Future of AI Technologies and Ethical Considerations The AI for Sales Podcast is brought to you by BDR.ai, Nooks.ai, and ZoomInfo—the go-to-market intelligence platform that accelerates revenue growth. Skip the forms and website hunting—Chad will connect you directly with the right person at any of these companies.

This is episode 845. Read the complete transcription on the Sales Game Changers Podcast website. Watch the video of this podcast on YouTube here. 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! Today's show featured an interview with David Caldwell, Managing Vice President of Sales at Maritz. Find Dave on LinkedIn.  DAVE'S TIP: "At the end of the day, people are buying from people. Human interaction and human connection still matter. There is no substitute for being together face to face in terms of generating commerce, relationships, and opportunities for people to do business together."

What you'll learn in this episode: Why hiring should start with understanding your own strengths and weaknesses The difference between vision, mission, and culture when building a team Why most entrepreneurs struggle with hiring compared to selling The real cost of making a bad hire Why Dan treats the first 90 days as part of the interview process The surprising statistics behind finding the right talent How great leadership helps people achieve their goals—and why that leads to your success  

This is episode 844. Read the complete transcription on the Sales Game Changers Podcast website. This is the second episode of AI and Sales Brief, a new sub-brand of the Sales Game Changers Podcast. Watch the video of this podcast on YouTube here. 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! Today's show featured an interview with AI expert Zeev Wexler CEO at Wexler, and sales expert Tom Snyder, Founder of Funnel Clarity. Find Zeev on LinkedIn. Find Tom on LinkedIn. ZEEV'S TIP: "The goal of AI is not to send one hundred times more emails that failed before. The goal is to send the same number of emails and make them ten times more effective." TOM'S TIP: "Before something enters the top of my funnel, it should have at least the initial evidence needed to qualify it. The standard should not be that someone answered the phone for the BDR, agreed to see a demo, and then did not show up."

Summary In this episode of the AI for Sales podcast, Chad Burmeister engages in a deep conversation with David Arsarnow about the intersection of technology and human connection. They explore how AI is transforming the customer experience, the misconceptions surrounding AI in sales, and the importance of maintaining human empathy in an increasingly automated world. David shares insights on how AI can empower sales teams, enhance buyer experiences, and the ethical considerations that come with using AI technology. The discussion emphasizes the need for transparency and authenticity in AI interactions, as well as the potential for AI to augment human capabilities rather than replace them. Takeaways AI is reshaping the customer experience by increasing speed and relevance. Customers expect immediate responses and personalized interactions. AI can engage prospects in real-time and predict intent. AI can replace repetitive tasks, allowing humans to focus on meaningful interactions. Transparency in AI interactions builds trust with customers. AI should handle speed and consistency, while humans manage relationships. Misconceptions about AI replacing jobs can be addressed by focusing on empowerment. Ethical considerations in AI usage are crucial for long-term trust. AI can help identify and overcome common objections in sales. Training and understanding AI can lead to better outcomes in business. Chapters 00:00 Introduction to AI and Human Connection 02:46 Transforming the Buyer Experience with AI 05:45 Augmentation in Sales: Enhancing Human Skills 08:14 AI-Driven Growth Engines in Sales 11:29 Misconceptions and Realities of AI in Sales 14:05 Balancing AI and Human Interaction 17:12 The Future of AI Tools and Technologies 19:59 Ethics and Transparency in AI 22:35 From Unconscious Incompetence to Mastery with AI The AI for Sales Podcast is brought to you by BDR.ai, Nooks.ai, and ZoomInfo—the go-to-market intelligence platform that accelerates revenue growth. Skip the forms and website hunting—Chad will connect you directly with the right person at any of these companies.

This is episode 843. Read the complete transcription on the Sales Game Changers Podcast website. This is an Office Hours: Sales Professors Unplugged sub-brand of the Sales Game Changers Podcast. Watch the video of this podcast on YouTube here. 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, Fred meets with Brad Anderson, Director of the Sales Leadership Center at California State University, Fullerton, and Marketing Committee Member for the University Sales Center Alliance. Find Brad on LinkedIn.  BRAD'S TIP: "You've got to be coachable, you've got to have grit, you've got to be willing to continue to learn and grow as everything evolves."

This is episode 842. Read the complete transcription on the Sales Game Changers Podcast website. Watch the video of this podcast on YouTube here. 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! Today's show featured an interview with Mark Conley, Vice president of Americas Channel Sales at Cohesity, and Lisa Kidder, Cloud Solutions Architect of Amazon Web Services at NetApp. Find Mark on LinkedIn. Find Lisa on LinkedIn. MARK'S TIP: "The three characteristics of great salespeople are ego, empathy, and guts. You've got to have a resilient ego, the ability to understand what the person you're selling to wants, and the courage to commit to something that you've never done before." LISA'S TIP: "Volunteer for the presentation you don't feel ready for, raise your hand before you feel 100% prepared. I think that's the best way to not only gain that confidence, but get the visibility to just have your career take off."

This is episode 841. Read the complete transcription on the Sales Game Changers Podcast website. This is the first episode of AI and Sales Brief, a new sub-brand of the Sales Game Changers Podcast. Watch the video of this podcast on YouTube here. 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! Today's show featured an interview with Zeev Wexler CEO at Viacry, and Tom Snyder, Founder of Funnel Clarity. Find Zeev on LinkedIn. Find Tom on LinkedIn. ZEEV"S TIP: "With the right training and AI, you can take hours, days of work and put them into 30 seconds and get all the information you want for you to be able to push the sale further." TOM'S TIP: "If we can get salespeople to uncover very early on what's changed that has the buyer interested in considering a new solution, and understand who all should be involved in the conversation, now we begin to get a resource that tells us whether it's a qualified opportunity or not."

Richard Harris and Scott Leese unpack one of the most honest conversations they've had on the Surf and Sales Podcast. From sales layoffs and negotiating severance packages… to why even top sales leaders struggle to see their own blind spots… this episode dives deep into the realities nobody talks about in SaaS and sales leadership. Topics include: The hidden value of mastermind groups and peer feedback Why successful people still get stuck How to structure a high-impact mastermind ZoomInfo layoffs and the controversy around termination-by-text Negotiating severance packages the smart way What sales professionals should do immediately after getting laid off Why sales careers may need to expand beyond SaaS The psychology of feedback, ego, and career growth Richard finally switching from PC to Mac after 30+ years Plus: an update on the next Surf and Sales in Costa Rica and why attendees call it "life changing." If you work in sales, leadership, SaaS, consulting, or startups — this episode will hit close to home. #Sales #SalesLeadership #SaaS #Layoffs #SalesTraining #SurfAndSales #RichardHarris #ScottLeese #SalesCareers #Negotiation #FounderLedSales

What you'll learn in this episode: Why being “60% right and 40% wrong” can still destroy a business The biggest mistake founders make during customer development Why product-market fit exists on a spectrum—not as a yes/no answer The customer development funnel that creates referrals naturally How to know when your product is ready to scale The danger of building based on your own assumptions instead of customer pain Why entrepreneurs struggle to balance confidence with humility The exact questions to ask customers before investing in growth How Uber Eats generated 33x stronger sales results than average clients Why slowing down can actually help you grow faster About Collin Stewart Founder, CEO, podcast host & failed musician How can he help you? Bootstrapped PR to millions in revenue Built a revenue team to 11 Grew 3 companies from $0–$1M as the only sales hire Hosts a podcast with 120+ episodes Nailed product-market fit but whiffed on building it (and learned a tonne from it) Connect with Collin Stewart: Predictable Revenue Founder's Edition The Terrifying Art Collin Stewart LinkedIn Predictable Revenue Podcast

Summary In this episode, Jon Benson shares his pioneering journey with AI since 2010, exploring how AI is transforming copywriting, content creation, and business automation. Discover how AI tools can be harnessed to clone yourself, create high-converting sales content rapidly, and stay ahead in the evolving digital landscape. Key topics Early AI adoption and pattern recognition in copywriting Cloning systems and AI-driven content creation The impact of AI on marketing and sales processes Misconceptions about AI replacing jobs Future trends in AI and business automation Chapters 00:00 The Journey into AI 02:49 The Value of AI in Content Creation 05:40 Transforming Ideas into Products 08:26 The Role of AI in Marketing 11:34 The Future of AI and Copywriting 14:26 Misconceptions About AI 20:31 The Impact of AI on Jobs 21:39 Embracing AI for Career Growth 23:19 The Role of Creativity in AI 25:47 Balancing Automation with Human Touch 27:05 Understanding AI Beyond Chatbots 29:16 Writing with Personal Values in AI 30:38 The Evolution of AI in Marketing 32:58 The Future of Programming and AI resources: youcloned.ai - https://youcloned.ai Buyer Profile Tool - https://thebuyerprofile.com guest links: Website, Instagram, Twitter, Facebook, YouTube and LinkedIn. The AI for Sales Podcast is brought to you by BDR.ai, Nooks.ai, and ZoomInfo—the go-to-market intelligence platform that accelerates revenue growth. Skip the forms and website hunting—Chad will connect you directly with the right person at any of these companies.

In this episode of Noob School, I sit down with Jay Jackson—a former Major League pitcher who spent nearly two decades grinding it out across the MLB, minor leagues, and international baseball circuits. Jay's story isn't just about baseball—it's about resilience. From getting drafted later than expected to navigating the ups and downs of a global career that took him from the U.S. to Japan, Mexico, and beyond, he learned how to stay grounded, positive, and focused when most people would've quit. Over a 17+ year professional career, he played for multiple MLB organizations and built a reputation not just for performance—but for mindset. We talk about what it really takes to last that long in a high-pressure environment—and why success has less to do with talent and more to do with discipline, intentionality, and the people you surround yourself with. Jay also shares the philosophy behind his book, 9 Innings to Living Your Best Life—a framework for living with purpose, maintaining a positive mindset, and leading both on and off the field. The book breaks life into “innings,” each focused on habits like gratitude, accountability, and mental toughness. We get into: Why adversity is your biggest advantage (if you let it be) The power of starting your day with intention How elite performers stay mentally locked in Why “being where your feet are” might be the most important skill you can build The role of mentorship in long-term success Jay is now transitioning into his next chapter—focusing on coaching, mentorship, and helping the next generation develop both as athletes and as people. If you're trying to build something, lead a team, or just get better every day, this conversation will hit home.

On this episode of Noob School, I sit down with Jean-Michel Moreau — entrepreneur, growth strategist, and host of the Rapid Product Growth podcast — to talk about what actually helps businesses scale sustainably. Jean-Michel's background is anything but typical. Starting in device physics and the Bay Area startup world, he eventually led global tech commercialization efforts for billion-dollar companies before shifting his focus to helping mid-market businesses grow through smarter sales systems, technology, and marketing strategy. In this conversation, we break down why so many businesses fail with paid ads, the massive difference between marketing and advertising, and why understanding real customer pain points matters more than building “brand awareness.” Jean-Michel also explains: Why “foot in the door” offers dramatically shorten sales cycles How SaaS and consulting businesses can scale more predictably Why Meta ads can outperform LinkedIn for B2B growth The metrics he looks for before taking on a client Why founder mindset is often the biggest growth bottleneck How companies can identify the fastest path to sustainable growth This episode is packed with practical advice for entrepreneurs, founders, consultants, and business owners who want to grow intelligently instead of just spending more money on marketing. Subscribe to Noob School for conversations with entrepreneurs, operators, athletes, and leaders who've learned what works through real experience.

This is episode 840. Read the complete transcription on the Sales Game Changers Podcast website. Watch the video of this podcast on YouTube here. 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! Today's show featured an interview with Brett Cheplowitz, Vice President, Commercial at Blackwood. Find Brett on LinkedIn. BRETT'S TIP: "Trust is built in drops and lost in buckets. You can't win it on your first meeting, but you can definitely lose it."

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

This is episode 839. Read the complete transcription on the Sales Game Changers Podcast website. Watch the video of this podcast on YouTube here. 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! Today's show featured an interview with Corey Rooney, Director of Channel Partner Business Development at Carahsoft, and Federal Business Development and Marketing expert Robert Efrus   Find Corey on LinkedIn. Find Robert on LinkedIn. COREY'S ADVICE: "Avoid vague value statements, clearly itemize what the government's getting, and frame out in your response how it impacts their outcomes." ROBERT'S ADVICE: "The most important thing is to first understand the environment your customer is operating in, what the mission requirements are of their agency, what the priorities are of the current leadership, before you even have the conversation."

This is episode 838. Read the complete transcription on the Sales Game Changers Podcast website. This is an Office Hours: Sales Professors Unplugged sub-brand of the Sales Game Changers Podcast. Watch the video of this podcast on YouTube here. 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, Fred meets with Plamen Peev, Director of the Towson Strategic Sales Center and Professor of Marketing at Towson University.  Find Plamen on LinkedIn.  PLAMEN'S TIP: "If you're in a sales role and you have trouble justifying the value of what you're selling, it's probably time to look for another job, because long term, that's not going to work."

This is episode 837. Read the complete transcription on the Sales Game Changers Podcast website. Watch the video of this podcast on YouTube here. 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, Fred meets with Gina Stracuzzi, President and Chief Revenue Officer of the Center for Elevating Women in Sales Leadership at the IEPS and author of Success was Never the Hard Part: Setbacks, Comebacks and the Rise of Women in Sales Leadership, and Tamara Greenspan, Senior Vice President of Government, Defense, and Intelligence, Federal Sales at Oracle. Get your copy of the book here. Find Gina on LinkedIn. Find Tamara on LinkedIn.  GINA'S TIP: "Being successful isn't the hard part for women. We can sell, we can lead, we've proven that again and again. It's everything around that, the expectations, the responsibilities, and the roadblocks, that make it harder than it needs to be." TAMARA'S TIP: "The most important thing is to raise your hand. Take a risk, even when it feels uncomfortable, because that's how you gain experience, expand your network, and move your career forward."

This is episode 836. Read the complete transcription on the Sales Game Changers Podcast website. This is an AI and Selling Effectiveness sub-brand of the Sales Game Changers Podcast. Watch the video of this podcast on YouTube here. 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, Fred meets with Stephanie Jordan, Vice President of Sales and Commercial Operations at World Fuel Services and recipient of the AI & Selling Effectiveness Award at this year's IEPS Annual Sales Excellence Awards. Find Stephanie on LinkedIn. STEPHANIE'S TIP: "AI should be used to eliminate the friction in your sales process so you can focus on what actually matters. The goal is not to replace the relationship, it's to give sellers more time to build it and move the deal forward in a meaningful way."