Podcasts about sales process

Most sales processes are completely backward because they track what the seller does, not how the buyer actually makes decisions. In this episode, Mark Kosoglow breaks down their exact playbook, including:

Good conversations that do not close are not a talent problem. They are a process problem. In this episode, we break down eight specific places where sales processes break down for business owners who are doing everything else right, from proposals that answer the wrong questions to a process that ends at the signed agreement when the real test is just beginning. If your sales conversations feel productive but your close rate does not reflect it, this episode will show you exactly where to look.

Sales organizations stall when knowledge stays trapped in the heads of a few experienced people. In this Revenue Builders replay, Frederik Maris explains how leaders turn field experience into repeatable execution through sharper qualification, stronger frontline management, and deliberate coaching. He shares how conscious competence helps managers teach what top performers do instinctively, why early wins matter for new reps, and where leaders must take accountability when talent fails to develop. The conversation gives CROs a practical view of the systems, behaviors, and management discipline required to build a team that can scale. Frederik Maris is the Co-Founder and Chief Revenue Officer of EliteGTM, where he helps founders and revenue leaders build more predictable go-to-market organizations through advisory, recruiting, and enablement. His career includes senior leadership roles at Splunk, Zoom, DataRobot, BMC, Veritas, and PTC, giving him firsthand experience building and transforming complex enterprise sales teams. Connect with Frederik: LinkedIn Resources mentioned: The Happiness Advantage by Shawn Achor Key takeaways from this episode:  08:44 – What it really takes to uncover the customer pain and internal support that move complex deals forward. 04:51 – Why sales leaders need a clear understanding of the methods behind their own success. 26:16 – What CROs often overlook about the frontline manager's role in seller ramp and retention. 28:13 – Why a new rep's first deal can shape confidence, momentum, and long-term performance. 40:36 – Frederik Maris's perspective on the traits that matter most when hiring for growth. 45:06 – A look inside the interview signals that reveal self-awareness and emotional intelligence. 01:01:07 – The leadership question that creates accountability when performance falls short. 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

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Making customers work to hire you could be costing you jobs. Discover how to build a frictionless sales process with better online forms, faster follow-up, and estimates that make it easier for customers to say yes. In this episode of Masters of Home Service, host Adam Sylvester sits down with Brandon Downer (Pink's Windows) to break down the systems behind a frictionless sales system. From simplifying quote requests to removing unnecessary back-and-forth, Brandon shares practical ways to improve the customer experience and win more work. Download our free frictionless selling playbook to put their tips into action: https://bit.ly/3SYimWq New to Jobber? Claim your exclusive listener discount: https://bit.ly/4y8A4GJ Show Notes: [00:49] How a frictionless sales process drives growth [02:17] How to build a high-converting online quote form [04:00] How to sell recurring services naturally [05:05] Why customers want more ways to book services [05:44] Hard sell vs. soft sell: Which works best? [07:49] Quotes vs. ballpark estimates: Which builds more trust? [08:07] Make every quote easier to book with appointment dates [09:14] Why speed to lead helps contractors win more jobs [10:20] Should you text or call new home service leads? [11:23] How to capture after-hours leads automatically [13:19] How Pink's general manager handles high lead volume [14:01] Sales automation that speeds up response time [14:56] The #1 sales automation mistake contractors make [15:22] Brandon Downer's best sales closing line

A sales process that closes consistently is about building a defined, repeatable sequence that produces the same quality of result regardless of the day, the deal, or which version of you shows up to run it. In this episode, our host breaks down seven specific things your sales process needs to close deals consistently, from mapping your exact stages to calibrating your process to the size of the opportunity. If your sales results feel unpredictable, this is where you start building the fix.

Automation has increased sales activity while reducing effectiveness, as AI-driven outreach floods the market and drives conversion rates down. In this segment, Greg Casale explains why outbound phone calling remains a critical channel for pipeline generation, especially in complex B2B environments where live conversations create immediate learning and engagement. He outlines the discipline required to make phone work, from hiring and training to technology and compliance, and why this channel continues to perform when easier options break down. The discussion highlights a clear operational reality for sales leaders: teams that invest early in outbound phones build a durable advantage when selling gets harder. Greg Casale is the Founder and CEO of Reveneer Inc., where he leads a system-driven approach to outbound pipeline generation through embedded SDR teams. He began his career as a chemical engineer and brings a manufacturing and process control mindset to building repeatable, data-driven sales operations. Connect with Greg: LinkedIn Resources mentioned: Hyperbound TitanX Listen to the full episode here: How to Build a Predictable Pipeline Engine Without Sales Heroics with Greg Casale 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

On this episode of the Elite Business Advice Podcast, Chris Moore and Ted Pierce break down the 3 areas of opportunity they see most with painting contractors in working with their clients across the country. From Understanding Your Numbers, to Following a Sales Process, and wrapping up with Project Plans and Management Strategies, they share a lot of actionable items both on the “why” it's important but also the how-to implement details!Curious what it looks like to have the Elite Business Advisors team on your side in your business? Schedule a free business analysis meeting with us at www.elitebusinessadvisors.com

The Command: https://thecontractorfight.com/command"I need to think about it."If you're hearing that over and over on your sales calls, here's the truth: it's probably not the objection you think it is. In this video, Tom Reber explains why "I need to think about it" is usually an out...not an objection and how contractors accidentally create it themselves.You'll learn the exact question to ask when a homeowner says they need more time, plus how to fix the sales process that's causing this objection in the first place.If you're tired of chasing prospects, lowering your price, and following up on deals that go nowhere, this episode will change the way you sell.Chapters 00:00 Why You're Hearing "I Need to Think About It"00:25 It's Not an Objection—It's an Out01:21 How Contractors Create This Problem02:02 Stop Earning This Objection02:32 What's Really Going Through the Homeowner's Mind03:22 The Exact Response to Use04:37 Fix the Sales Process, Not the Comeback05:34 Stop Selling Like a Quote Machine06:06 The Sales Process That Prevents It07:00 The Script to Use Every TimeIf you want to close more jobs at full price, build more trust with homeowners, and stop hearing the same objections over and over, subscribe to The Contractor Fight for weekly videos on sales, pricing, leadership, and building a profitable contracting business.Follow Tom on Instagram

Today's conversation features Brian McCarthy, President of Global Revenue and Field Operations at Cursor and former CRO at Rubrik, where he helped scale the business from $118 million to $1.5 billion in ARR. In this segment, Brian breaks down the rapid evolution of AI in software development, from simple code autocomplete to fully autonomous agent-driven environments, and what that shift means for competition, product strategy, and go-to-market execution. He also explains how Cursor's multi-model approach creates a unique advantage in a fast-moving market, and why aligning that innovation with focused sales execution is critical to winning. Brian McCarthy is President of Global Revenue and Field Operations at Cursor and former CRO at Rubrik, where he helped scale the company from $118M to $1.5B in ARR. He is known for building high-performance revenue organizations and execution-focused cultures in complex enterprise environments. Connect with Brian: LinkedIn Resources mentioned: Ep. 71 - What the Best Sales Leaders Do with Brian McCarthy All In Podcast with Chamath, Jason, Sacks & Friedberg Listen to the full episode: Why Sales Execution Wins in an AI-First World with Brian McCarthy, President of Global Revenue and Field Operations at Cursor 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

Many stalled deals do not fail because the solution is weak. They fail because the team moved too fast before the buyer had a reason to care, a sponsor willing to mobilize, and enough confidence to take the risk. Randy Riemersma joins John McMahon and John Kaplan to unpack how false velocity, shallow discovery, and weak executive alignment create fragile opportunities that collapse late. He explains why elite sellers slow down early, uncover real business pain, connect operational problems to strategic outcomes, and manage the emotional side of buying when the decision starts to feel personal. Randy Riemersma is the founder of Sell with Precision, where he helps sales leaders strengthen go-to-market execution, leadership effectiveness, and sales operating discipline. He has spent decades in B2B sales, leadership, consulting, and executive coaching, with a focus on helping teams sell with greater clarity, precision, and business relevance. Connect with Randy: LinkedIn Website Resources mentioned: The Happiness Lab with Dr. Laurie Santos - The Hidden Beliefs That Shape Your Happiness with Shawn Achor Key takeaways from this episode:  00:00 - Why many late-stage deals are lost long after the buyer has agreed with the business case. 02:37 - What leaders often overlook when early deal momentum feels too good to be true. 03:51 - A look inside the moment elite sellers create the urgency that average reps never uncover. 12:53 - Why many CROs see strong operational engagement fail to translate into executive sponsorship. 16:41 - The six emotions that drive buyer decisions and how to leverage them across deal stages. 28:24 - What it really takes to build buyer belief when the risk of saying yes starts to feel personal. 40:28 - Why the best discovery conversations feel less like qualification and more like understanding. 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

How has hospitality technology evolved from the early days of CD-ROM site inspections to AI-powered sales intelligence?In this special HITEC edition of The Modern Hotelier, David Millili sits down with Michael Waltman, Founder of Interactive Sites, to explore his remarkable journey from hotel operations to building one of the industry's most trusted group sales technology companies. Michael shares the story behind Interactive Sites, the evolution of ShareIt Online, and how the platform now helps nearly 13,000 hotels improve lead sharing and qualification.The conversation also dives into Seller Ready, Interactive Sites' latest AI-powered solution that helps hotel sales teams evaluate RFPs, identify winning strategies, and make smarter decisions faster. They also discuss the future of AI in hospitality, improving lead quality, and the energy and innovation showcased at HITEC.In this episode, you'll learn: How Interactive Sites pioneered hospitality technology before the web era  The evolution of ShareIt Online and its impact on group sales  Why lead quality matters more than lead quantity  How AI is helping hotel sales teams qualify opportunities and win more business  Key hospitality technology trends emerging from HITEC Watch the FULL EPISODE on YouTube: https://youtu.be/gjgDUjOUy4ALinks:Michael on LinkedIn: https://www.linkedin.com/in/michael-waltman-262a6995/ Interactive Sites: https://www.interactivesites.com/For full show notes head to: https://themodernhotelier.com/episode/300Follow on LinkedIn: https://www.linkedin.com/company/the-..Join the conversation on today's episode on The Modern Hotelier LinkedIn pageConnect with Steve and David:Steve: https://www.linkedin.com/in/%F0%9F%8E...David: https://www.linkedin.com/in/david-mil.

Schedule a Meeting with Joshua TODAY!Are you spending hours on estimates and site visits only to discover the homeowner was never financially prepared for the project in the first place?Many contractors avoid budget conversations because they fear rejection, awkwardness, or losing the opportunity. But delaying that discussion often leads to wasted appointments, unnecessary designs, and countless hours spent with prospects who were never a fit. In this episode, Jon Valenta and Joshua Gillow share real-world stories and practical strategies for qualifying leads earlier, protecting your time, and creating a smoother sales process for both you and your customers.By listening to this episode, you'll learn: How to confidently discuss budget during the first phone call without damaging trust or rapport.  Why prequalifying prospects can save hours of wasted time every week and improve overall business efficiency.  The exact mindset and questioning strategies that help uncover realistic project expectations before investing valuable sales resources. Listen now to discover how one simple budget conversation can save you days of wasted time, improve your client experience, and create a more profitable sales process.Interested in learning more about General Pavingstones? Check out their website: https://generalpavingstones.com/Ready to get your copy of The CORE 10? Check it out HERE!Connect with Joshua at:The WebsiteThe Facebook GroupSales Master ClassesHow to work with Joshua - https://yes.express/apply/Tune into this podcast where a seasoned craftsman shares expert communication skills, strategies for overcoming stress and overwhelm, and insights on building a profitable business in landscaping and hardscaping, with tips on how to sell, close more deals, and achieve financial freedom to retire early as a successful business owner in the design/build and outdoor living industry. Music from #Uppbeat:https://uppbeat.io/t/abbynoise/puncherLicense code: AWUDIYK15E3NWYPK

Today we talk about my entire sales process from getting leads, to prequalifying, to educating, to the consultation, to the proposal, to accepting and completing the project.Sponsors:⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Cycle CPA⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Knowledge Tree Consulting⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ Smart Growth Event⁠⁠⁠⁠⁠⁠⁠⁠⁠PatioSEO⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠How to Hardscape Headquarters⁠⁠⁠⁠⁠⁠⁠⁠Register for HNA⁠⁠⁠ and Use Code: HTH for 50% Off

In this solo episode of The UK Flooring Podcast, Tom shares a quickfire sales masterclass for flooring retailers and contractors who feel busy, but not necessarily more profitable.After admitting that a previous sales masterclass recording never made it out as planned, Tom turns it into a practical audio session packed with advice for flooring businesses that already know their trade, but need to sharpen how they sell, follow up and deliver a better customer experience.Tom breaks down why being busy is not always the same as being profitable, why flooring businesses need better systems, and how retailers can stop leaving sales to chance. From CRM systems and follow-up processes to customer service, speed, confidence and perceived value, this episode is a reminder that small changes in the sales process can make a massive difference.What You'll Learn in This EpisodeHow to stop relying on the “golden egg” and start improving execution.Why turnover does not always mean profit.How CRM systems can help flooring retailers create repeatable sales processes.Why customers are looking for clarity, consistency, speed and a smile.How to ask better questions before showing products.Why flooring retailers should sell the outcome, not just the flooring.How speed can help win jobs before momentum dies.Why smiling on the phone can genuinely change the tone of a call.How to deal with price objections without immediately discounting.Why follow-up is one of the biggest missed opportunities in flooring retail.How to measure sales performance and improve conversion rates.Memorable Quote“The fortune is in the follow-up.”Speaker InformationThis episode is hosted by Tom Cockerill from Cockerill & Co. Tom works with flooring retailers and contractors to help them improve sales, operations, profitability and the overall customer experience. Having visited hundreds of flooring shops and trained retailers of all sizes, Tom shares what he sees working, what is holding businesses back, and where flooring companies can tighten up their sales process.For one-to-one support or free training, Tom can be contacted at:tom@cockerillandco.co.ukWhere to Find The UK Flooring PodcastListen to The UK Flooring Podcast on Spotify, Apple Podcasts and YouTube.New episodes feature conversations, advice and honest insight for flooring retailers, contractors, fitters, suppliers and anyone looking to grow a better flooring business. Hosted on Acast. See acast.com/privacy for more information.

Discover how founder-led businesses break through revenue ceilings with sales leadership coaching. Learn why 52% of small business owners work 50+ hours weekly and how founders can scale with less sales pressure. Learn more at https://evergreensales.group/ Evergreen Sales Group City: Atlanta Address: 3333 Peachtree Road Northeast Website: https://evergreensales.group

You're getting the leads, so why aren't they turning into jobs? Most business owners are brilliant at the work but were never taught how to sell it, and a missing sales process is quietly costing them business every single week. In this live I'll walk through the simple, repeatable process that wins more jobs without dropping your prices.  Want to chat about your marketing ? https://daniellatto.co.uk/workwithme/

Are you spending time and money generating leads that were never going to grow your business in the first place?Many trade business owners believe they need more leads to increase sales. But often, the real opportunity lies in understanding which lead sources are actually producing customers—and which ones are simply consuming time, energy, and marketing budget.In this episode you'll discover:How to identify the lead generation channels that consistently produce high-quality customers and profitable jobs.Why eliminating underperforming lead sources can free up valuable time and resources to focus on what works.A practical strategy for growing referrals and replicating your most successful lead sources to accelerate business growth.Listen now to learn how focusing on the right lead generation activities can help you increase sales, improve efficiency, and grow your business faster.New episodes every Monday, Wednesday and Friday.Take our Free Quote Quiz now to Kickstart Your Sales Growthhttps://quiz.typeform.com/to/ByHoaj2bTo see how we've helped business grow their sales:Read Client ResultsWatch TestimonialsOr email Ben if you would like to get in touch: hello@strongersalesteams.comThis podcast helps the entrepreneur, founder, CEO, and business owner in the trade, construction and industry segments, regain focus, build confidence, and achieve measurable results through powerful sales training, effective sales strategy, and expert sales coaching—guiding every sales leader, sales manager, and sales team in mastering the sales process, optimizing the sales pipeline, and driving business growth while fostering leadership, balance, and freedom amidst overwhelm, stress, and potential burnout, creating lasting peace of mind and smarter decision making for every California business and Australia business ready to scale up with excellence in sales management , through refined sales processes, proven trade sales techniques, and strategic sales leadership that strengthens sales process execution, accelerates sales team development, builds stronger sales teams, improves time management for sales, drives resilience and results, increases team results across the construction industry and wider industry sales sectors, and supports sustainable trading growth that continues to drive results through an effective management process in modern trade sales.

Fundraising Is a Sales Process Hello, this is Hall T. Martin with the Startup Funding Espresso -- your daily shot of startup funding and investing. Fundraising is a sales process. Consider these steps in setting up your fundraiser: First, build the investor documents, including pitch deck, terms sheet, and data room. In fundraising, you are selling equity in your company. This is the same as a brochure or data sheet for your product. Second, build a list of prospective investors to pursue. Just as you have an ideal customer profile for selling your product, so you also have an ideal investor profile. Search for investors that fit your ideal profile. Third, research your investor prospects to learn more about them. Fourth, make initial contact with the investor. Update them on your fundraiser. Fifth, and most importantly, follow up to check interest Answer their questions and update them on your progress. Sixth, identify your best investor prospects and move to close. It takes seven touches to close a sale so it takes seven touches to close an investor. Seventh, review the characteristics of the investors who came in to learn more about how you found them, where they hang out, and what they wanted. This will inform your process on how to find more investors. Thank you for joining us for the Startup Funding Espresso where we help startups and investors connect for funding. Let's go startup something today. _______________________________________________________ For more episodes from Investor Connect, please visit the site at: http://investorconnect.org Check out our other podcasts here: https://investorconnect.org/ For Investors check out: https://tencapital.group/investor-landing/ For Startups check out: https://tencapital.group/company-landing/ For eGuides check out: https://tencapital.group/education/ For upcoming Events, check out https://tencapital.group/events/ For Feedback please contact info@tencapital.group Please follow, share, and leave a review. Music courtesy of Bensound.

In this enlightening episode, host Mark Hayward delves into the art and soul of sales with celebrated expert Mark Hunter, who shares his wealth of knowledge and insights garnered from a storied career in the industry. As they unpack the nuances of sales beyond mere transactions, Hunter emphasizes the critical role of building relationships and understanding clients' needs to drive long-term success.Throughout the conversation, Hunter challenges common perceptions, arguing that sales should not be associated with manipulation or merely competitive pricing. Instead, he passionately defines sales as a practice of serving people and helping them achieve outcomes they couldn't envision on their own. Hunter shares actionable strategies for building trust, understanding the importance of value, and examining the relationships between sales and marketing. This episode serves as a masterclass for business owners, entrepreneurs, and sales professionals looking to enhance their approach and results in today's dynamic market.Key Takeaways:Sales as Service: Sales should be viewed as a process of helping clients achieve unimagined outcomes, emphasizing service over manipulation.Value Over Price: Customers prioritize value over cost. A salesperson's role is to illuminate this value to their clients.Building Trust: Developing trust quickly in sales is crucial; it involves understanding clients' pain points and aligning products with their needs.Interdepartmental Harmony: Collaboration between sales and marketing teams is vital for business success, ensuring aligned objectives and strategies.Continuous Learning: Sales is ever-evolving; successful professionals must prioritize ongoing learning and adapting to new methodologies and technologies.Resources:Mark Hunter's Website: The Sales HunterBooks by Mark Hunter:"High-Profit Prospecting""High-Profit Selling""A Mind for Sales"Mark Hunter's insights offer valuable perspectives for both new and seasoned sales professionals. Engage with this episode in full to explore these strategies further and learn how to harness the true potential of sales to drive lasting results. Stay tuned for more thought-provoking discussions on Business Growth Talks.Support the showIf you want to watch the full video of this episode go to:https://www.youtube.com/@markhayward-BizGrowthTalksDo you want to be a guest on multiple podcasts as a service go to:www.podcastintroduction.comFind more details about the podcast and my coaching business on:www.businessgrowthtalks.comFind me onLinkedIn - https://www.linkedin.com/in/mark-hayw...Tik Tok - https://www.tiktok.com/@mjh169183YouTube Shorts - https://www.youtube.com/@markhayward-BizGrowthTalks/shorts

You could be the best closer in the world. You could have your offer dialed in. You could be saying all the right things on every discovery call.And you're still losing the client.Because the problem isn't the call. The problem is what's happening before the call. And 99% of service providers, even the ones charging $5K, $10K, $15K a month, are completely missing this one page that could change their entire conversion rate.In this episode, I'm breaking down what your post-schedule page is, why it works, and why your discovery call conversion rate isn't where it could be without it.In this episode, you'll learn:The 3 places every service business breaks down (and how to know which one is killing your growth)Why your discovery call conversion rate should be between 40% and 60% (and what to do if it's outside that range)The real reason your sales calls are running 30, 45, 50 minutes when they should be 15What a post-schedule page actually is and the 4 jobs it needs to do for youThe 3 objections that keep service providers from building this page (and why they're all wrong)How adding this one page increased my own conversion rate by 15%If you're sitting at under a 40% conversion rate right now, this is the strategy that can change your entire sales process this week.Mentioned in this episode:Apply for Strategist Society: https://thestrategistsociety.comFrom Chasing to Chosen: https://brandimowles.com/chasing  Predictable Clients: https://brandimowles.com/predictableDM me on Instagram with the word PAGE: https://instagram.com/brandimowlesReady to scale past $10K months?If your sales calls are taking forever, you've raised your prices and suddenly can't find clients, or you're hitting a ceiling you can't break through, I want to get my eyes on your business. Apply for a 1:1 call with me at https://thestrategistsociety.com. We'll find your biggest hole in 15-20 minutes, and you'll walk away with total clarity on your next step.Loved this episode?Take a screenshot, share it on Instagram Stories, and tag me @brandimowles. It helps more service providers find the show.Now go do the dang thing.Follow the Podcast: https://podcasts.apple.com/us/podcast/serve-scale-soar/id1477998650Follow Brandi on Instagram: https://www.instagram.com/brandimowlesFollow Brandi on Facebook: https://www.facebook.com/Brandiandcompany

Stop letting random walk-ins and DMs decide your revenue. Your gym needs a sales process, not sales heroes.Welcome to Gym Marketing Made Simple, the show focused on cutting through the noise around gym growth. Each episode centers on practical marketing, sales, and leadership systems that help boutique gyms build steady momentum without guesswork or constant outreach.Episode HighlightsIn today's episode, Jeff shows gym owners how to get out of “winging it” and build a simple, written sales process your whole team can follow. He walks through how prospects actually find you, what happens from first contact to no-sweat intro or trial, and where most gyms lose the sale. You'll learn how to turn that messy path into a clear SOP, utilize weekly sales meetings and role-playing to sharpen your staff, and protect your business from relying on a single superstar closer.Episode OutlineIntroduction to Gym Marketing Made Simple PodcastImportance of the Sales ProcessSetting Up a Sales ProcessEvaluating and Improving the Sales ProcessRole Playing and Sales TrainingCommunity Support and Additional ResourcesConclusion and Call to ActionEpisode Chapters00:00 Intro00:03 Gym Marketing Made Simple show open00:29 Jeff introduces Gym Sales Made Simple01:20 Why “the process is the process”03:10 Writing down your full sales process05:10 From first contact to intro and trial07:00 Fixing broken steps and SOP details08:40 Weekly Monday sales meeting structure10:10 Role play to sharpen sales skills12:00 Daily debriefs after intros and trials13:20 Recap and invite to Lasso office hours14:26 Lasso CTA and outroConclusionWhen every coach runs the same clear process, sales stop being a mystery. Writing it down, reviewing it weekly, and role playing the hard parts is how boutique gyms create consistent revenue instead of hoping the right leads show up on the right day. That's the difference between a gym that survives month to month and a gym that knows how to turn leads into long-term members.CTAWant help building or tightening your sales process? Book a free call with Lasso and plug into the done-for-you systems that are working for boutique gyms right now.

This week, SmarterLauch Co-Founders Eric Fletcher & Cody Smith join Dan and Donnie on the PMP Industry Insiders Podcast. They walk through the development of their proposal software, how it works and the ROI pest control companies typically see when they use it. Donnie also shares Triangle Pest Control's experience with SmarterLauch. Guests: Eric Fletcher & Cody Smith, Co-Founders, SmarterLaunch Hosts: Dan Gordon, PCO Bookkeepers & M&A Specialists: https://pcobookkeepers.com/ Donnie Shelton, Triangle Home Services: https://trianglehomeservices.com/ Sponsors: Coalmarch: https://www.coalmarch.com/podcast PestSure: https://www.pestsure.com/ Voice for Pest: https://www.voiceforpest.com/podcast Forshaw: https://www.forshaw.com/ Peer Groups: https://www.pmpindustryinsider.com/peergroups

Would you like access to our advanced agency training for FREE? https://www.agencymastery360.com/training Are you charging for execution when clients are about to stop paying for it? Are you building your sales process around your offer instead of around your prospect's trust? Today's featured guest built a growth workshop that converts 78% of buyers into long-term retainer clients. In this episode, she'll get into what that workshop actually contains, why the entry offer might be the thing keeping it from scaling, how to stop your CEO from chasing shiny quarters mid-engagement, and what happens when you position strategy as the product instead of execution. Jen Jurgens is the founder of 1 Bold Step, a revenue operations agency based in Michigan. Her background is in supply chain management, which is where she developed the belief she will die on: sales and marketing is a process, and processes can be measured, improved, and optimized. One Bold Step is a HubSpot partner and works primarily with B2B clients on pipeline growth, campaign optimization, and revenue systems. In this episode, we'll discuss: Focusing on pipeline growth as a primary metric Creating a foot in the door for Jen's growth workshop Selling the process, not the deliverable Subscribe Apple | Spotify | iHeart Radio Sponsors and Resources E2M Solutions: Today's episode of the Smart Agency Masterclass is sponsored by E2M Solutions, a web design and development agency that has provided white-label services for the past 10 years to agencies all over the world. Check out e2msolutions.com/smartagency and get 10% off for the first three months of service. Toggl: Most agencies are losing 15–30% of their profit every year: lack of time tracking, messy manual timesheets, scope creep, untracked revisions, and all those "quick" client requests that never get billed. Toggl has created a fast, interactive way to uncover exactly where your margins are leaking. Start your investigation now at toggl.com/smartagency and use the code SMARTAGENCY10 at checkout for a 10% off annual plans. The Case for Charging for Strategy Before Execution Jen comes at pricing from a supply chain logic: if you can measure the outcome, you can defend the price. Her agency focuses on pipeline growth as its primary client metric because it is the number most directly connected to revenue and the one she can credibly influence within a defined timeframe. Monthly reports go out, and every quarter there is a two-hour retrospective with the client covering what was committed to, what actually happened, what worked, what did not, and what the next 90 days look like. The reason this cadence holds is that it makes the strategic layer of the engagement visible. Most agencies send reports that clients stop reading after the first month because the data is wrapped in jargon and disconnected from business outcomes. Jen's approach is the opposite: tie everything to pipeline, show up in person or on screen quarterly, and use an Agile sprint structure to keep the client's attention from jumping to whatever crossed their desk that morning. That level of structure is the thing clients are actually paying for, and most of them do not know it until it is explained to them directly. Why Your Entry Offer Might Be the Reason Deals Stall Jen's growth workshop has a 78% conversion rate from buyer to long-term retainer. That is a strong number. The problem is on the other side of the funnel: getting prospects to say yes to the workshop in the first place. The workshop is currently priced between $10,000 and $15,000, takes 100 to 120 hours of agency time to deliver, and goes deep enough that Jen describes it as showing clients not just what they want but what they actually need. It is comprehensive. It is also a significant ask before any trust has been established. The Foot-in-the-Door principle exists precisely for this situation. A $10,000 to $15,000 entry requires founder-level credibility to close and has no on-ramp for prospects who are not yet convinced. What it needs is a smaller version that a prospect can say yes to at low risk, that delivers a real insight in a short window, and that makes the full workshop the obvious next step rather than a leap of faith. The mechanics are straightforward: charge $1,000 to $2,000 for a focused diagnostic session, frame it as a mutual qualifier, and let the output do the selling. The trust the mini-session builds is what removes the friction from the larger close. Selling the Process, Not the Deliverable Jen describes what she actually does in the growth workshop as taking the client's assumptions about what is blocking their growth and replacing them with what is actually blocking their growth. Nine times out of ten, a CEO who says they need more leads is sitting on an unconverted database, a sales team sitting on two-year-old proposals, or five product lines with no prioritization. More leads into a leaky bucket is not a solution. The reason this framing is powerful is not just diagnostic accuracy. It is positioning. When Jen walks into a growth workshop, she is not selling marketing services. She is functioning as a strategic operator who knows how revenue systems work and is willing to tell the client something they did not ask to hear. That is a fundamentally different position than an agency responding to an RFP. The clients who pay $10,000 to $15,000 for that workshop are not buying a deliverable. They are buying the read, and the confidence that what comes next will be built on something real. Pricing for Strategy When AI Is Changing What Execution Costs The conversation landed on a reality every agency is navigating right now. Execution is getting cheaper and faster. Four websites in three hours is not hypothetical anymore. Clients who used to pay for time spent are starting to ask why the price has not moved if the time has. The answer is not to lower prices. The answer is to make the case clearly that what they are paying for was never the hours. It was the 20 or 30 years of judgment that knows which inputs to use, which levers to pull, and what not to build. Jen's framing for clients who push back on process costs is direct: you can manage this yourself and be the general contractor on your own build. But you will not, because you do not have the time, and if you did, you would not need us. Agencies that can hold that position without flinching are the ones that will not have their margins compressed by AI. The ones that cannot articulate what strategy is worth beyond hours delivered are already in trouble. Do You Want to Transform Your Agency from a Liability to an Asset? Looking to dig deeper into your agency's potential? Check out our Agency Blueprint. Designed for agency owners like you, our Agency Blueprint helps you uncover growth opportunities, tackle obstacles, and craft a customized blueprint for your agency's success.

Description: The site visit isn't a measuring trip — it's a date. And how you run it determines whether you get the signature or get ghosted.In part 2 of this two-part series, Clark and James pick up right where part 1 left off and walk through everything from the on-site estimate to landing the signed contract. This is where the real money is made — or quietly lost.They cover:How to run a site visit so the client sees you as a guide, not a note-takerThe "have you considered" questions that build instant trust and unlock bigger budgetsHow to read a client's level of pickiness before you bid the jobThe smart way to talk through finish levels (drywall, trim, fixtures) so clients self-select their price tierWhy your line items need to speak to three audiences — the client, the crew, and future-youThe 48-hour window after the site visit where most contractors lose the emotional momentumHow to talk about price without apologizing or negotiating against yourselfWhen and how to pitch the CEA — the "meet the parents" moment of your sales processThe follow-up plays that keep you in the game between presentation and signatureWhy a CEA you can't deliver on is worse than no CEA at allIf you've been stuck losing jobs to cheaper bids or watching estimates go cold — this is the playbook that flips it.If you're doing $350K–$2M a year in revenue, coaching pays for itself. A 5% efficiency gain alone covers the cost — and that's before we even talk about growth. We help contractors stop losing money on crews, change orders, and inefficient operations — and start scaling. Ready to have the conversation? Set up a free call at contractorcuts.comContractor Cuts is a weekly podcast for contractors who want to build a better business — covering sales, operations, hiring, finances, and everything in between.

Objections usually aren't a money problem or a timing problem; they're a “you never dug deep enough into my goals” problem.Welcome to Gym Marketing Made Simple, the show focused on cutting through the noise around gym growth. Each episode centers on practical marketing, sales, and leadership systems that help boutique gyms build steady momentum without guesswork or constant outreach.Episode HighlightsIn today's episode, Jeff Burlingame walks through how to stop settling for “dumb” goals like “I just want to lose weight” and start uncovering real SMART goals that carry actual value for your leads. He shows you how to ask simple questions, follow the thread, and get to three clear goals so selling feels easy, never pushy, and you and your prospect are actually on the same team.Episode OutlineWhy vague goals create objectionsSMART goals vs “dumb” goalsBreaking down the SMART frameworkReal SMART goal examples from weight lossUsing TED to dig deeper“Follow the thread” approachLocking in numbers and timelinesReality check with simple mathThe three SMART goals ruleSpending time up front to save time laterPartnering with the lead as a teamGetting the whole staff alignedEpisode Chapters00:00 Intro & Lasso Sponsor Message00:29 Why SMART Goals Matter In Gym Sales01:20 Dumb Goals vs SMART Goals02:22 Breaking Down SMART (Specific, Measurable, Attainable, Realistic, Timely)04:05 Using The TED Framework (Tell Me, Explain To Me, Describe To Me)05:12 Following The Thread Like A Detective06:20 Turning “Lose Weight” Into A 30-Pound SMART Goal08:00 Checking If Goals Are Realistic With Simple Math09:15 Why You Need Three SMART Goals, Not One10:28 Making Sales Easy, Never Pushy11:30 Getting Your Whole Team Aligned On SMART Goals12:25 Lasso Resources, Sales Course, And Office HoursConclusionWhen you slow down, ask better questions, and stay with a lead until you uncover three real SMART goals, selling stops feeling like a fight. You know what they want, they see the value in what you offer, and you both walk into the close on the same side of the table. That is where sales get easier, cleaner, and a lot more fun.CTAStart running every intro around clear SMART goals instead of vague “I want to lose weight” answers. Book a call with Lasso to help you refine your sales process together.

You want to grow your accounting practice, so the first thing you think is: "I need more leads."   But if…   Sales calls turn into free consulting instead of clear next steps You struggle to explain why your monthly bookkeeping, tax planning, or CFO advisory fee is worth the investment You don't have a plan for handling "I'll think about it" Follow-up depends on whoever remembers to do it …You're going to lose good opportunities even when the leads are coming in.  If any of those apply to you, then the real way to see growth in your accounting practice is by fixing your sales process. In this episode of the ProMarketer Podcast, Christian Jones talks with Michelle Weinstein, a seasoned entrepreneur, sales strategist, and founder of The Abundant Accountant. Michelle helps accounting, tax, fractional CFO, and bookkeeping firm owners sell high-level services with confidence. Her clients have collectively added over $28 million in additional revenue to their firms. Listen to hear Michelle break down why you may need to learn how to close the opportunities already in front of you to grow your accounting practice. You'll learn how to stop undercharging, talk through pricing objections without getting defensive, use AI to support preparation and follow-up, and build a sales process that helps you win better clients instead of chasing every prospect who asks for a quote.

Most contractors lose jobs before they ever walk on site — and they don't even realize it.In part 1 of this two-part series, Clark and James break down the front half of the sales process: from the first call to the desk estimate review. This is where you either build a relationship that lands the job or get treated like every other contractor sending out bids.They cover:Why you're not selling a kitchen — you're selling the experienceHow to flip a transactional client into a real conversation in the first 60 secondsThe "guide vs. transaction" mindset that separates pros from everyone elseHow to build a desk estimate that actually moves the sale forwardWhy the pre-construction line item makes you more money and earns more trustHow to align the client's budget and expectations with them, not at themWhy texting numbers and details is killing your close rateThe early seeds of the CEA that you should be planting from day oneWhere contractors lose the job between first contact and site visit — without even knowing itIf you've ever felt like you're just one of three bids on a spreadsheet, this is the episode that changes the game.Part 2 drops next week — we talk on site, revise the estimate, and walk through how to land the signature.If you're doing $350K–$2M a year in revenue, coaching pays for itself. A 5% efficiency gain alone covers the cost — and that's before we even talk about growth. We help contractors stop losing money on crews, change orders, and inefficient operations — and start scaling. Ready to have the conversation? Set up a free call at contractorcuts.comContractor Cuts is a weekly podcast for contractors who want to build a better business — covering sales, operations, hiring, finances, and everything in between.

On this episode of the Jered Williams show, the hosts dive into boosting average tickets in plumbing from $200 to $7,000 jobs via a 4-step sales process: diagnosing root causes (e.g., high water pressure behind dripping faucets), educating customers with visuals (e.g., snake vs. jetter for drains), implementing clear trained processes for techs, and offering ethical add-ons/upsells like water softeners. They emphasize why high avg tickets ($1,500+ minimum) are vital for covering $100-150 lead costs, labor, and growth—low tickets erode profits—using real math and examples from past jobs. Shoutouts go to PlumbLineAnswers.org for 24/7 answering and Mammothforplumbers.com for marketing. The episode wraps with a Wahoo Plumbing update: $32K (Mar), ~$80K (Apr), scaling PPC in key zips toward $5M potential with 4 trucks, lean systems, and lessons on avoiding key-man risk.

Pipeline generation breaks down when sales organizations rely on individual performance instead of building controlled, repeatable systems. In this episode, Greg Casale shares how his background in engineering shaped a system-first approach to sales, applying principles of process control, data capture, and structured training to reduce variability and improve consistency. The conversation explores why outbound phone remains a critical channel despite its difficulty, how over-automation has saturated the market and reduced conversion rates, and where AI fits as a tool to strengthen preparation and execution without replacing human interaction.  Greg Casale is the Founder and CEO of Reveneer Inc., where he leads a system-driven approach to outbound pipeline generation through embedded SDR teams. He began his career as a chemical engineer and brings a manufacturing and process control mindset to building repeatable, data-driven sales operations. Connect with Greg: LinkedIn Resources mentioned: Hyperbound TitanX Key takeaways from this episode:  03:00 – Why many CROs over-index on hiring instead of addressing the system driving performance 33:30 – What it really takes to build an outbound channel competitors can't easily replicate 49:00 – Why leaders risk losing differentiation when AI replaces human-driven sales behavior 01:00:00 – A look inside how top SDRs control conversations in the first 30 seconds of a cold call 09:33 – The mistake many CROs make when relying on fractional SDR models for pipeline generation 01:07:24 – Why cutting SDR capacity during downturns quietly weakens your ability to recover 18:11 – What leaders often overlook when measuring SDR success beyond meeting volume Hosted by five-time CRO John McMahon and Force Management Co-Founder John Kaplan, the Revenue Builders podcast goes behind the scenes with the sales leaders who have been there, done that, and seen the results. This show is brought to you by Force Management. We help companies improve sales performance, executing their growth strategy at the point of sale. Connect with Us: LinkedInYouTubeForce Management

In this episode, we take a fresh look at what a sales process is really  for, and how to make it feel clear, calm, and aligned for both you and the person on the other side of the conversation. You will hear practical ideas to help you evaluate what is working, spot where things get clunky, and make improvements without turning your sales conversations into a script. In this episode you will learn: How to tell when the issue is not you or the market, but the process itself What a strong, trustworthy sales experience feels like from the buyer's perspective Why "polished selling" can fall apart if delivery and client experience do not match the promise How to identify the parts of your sales flow that build connection and the parts that create friction A simple way to review recent sales flops for patterns and insight What it can look like to replace a traditional sales call with something more useful Why you might not want to use your internal team as your sales thinking partners for this process If you are ready for your sales process to be more effective and aligned with your business, you need to hear this episode. And if you are ready to rethink your process, book a Superabound Start Session here.

SHOW NOTES:In this episode, Matt Zaun sits down with Jason Kramer of Cultivize to talk about sales process, CRM systems, AI, follow-up, and the costly mistakes companies make when they try to scale without a clear process. Jason shares how businesses can simplify the path from lead to close, reduce wasted time, and create more profitable systems for both sales and customer management.The conversation also dives into Jason's entrepreneurial journey, what he learned from building and selling a marketing agency, and why having the right experts around you can dramatically change the trajectory of a business.

Why has earning a conversation become the hardest part of staffing sales? In this featured session from the FDE+ Q1 Virtual Conference, Kortney Harmon sits down with Brad Bialy to unpack why today's buyers are more skeptical, distracted, and informed—and what that means for relationship-driven revenue.Brad challenges outdated sales playbooks and introduces a system-first approach to winning attention. He breaks down the reality of the 72-touchpoint journey, along with the role of trust, consistency, and buyer psychology. The result is a clear path for how top firms are aligning sales and marketing to earn—not chase—conversations and build meaningful engagement in today's skeptical market.Key Takeaways • Build systems, not just sales goals • Use marketing to support and scale outreach • Reduce risk to overcome buyer skepticism • Create clarity to stand out in a crowded market________________Follow Brad Bialy on LinkedIn: LinkedIn | BradSubscribe to the secrets of success hereFollow Crelate on LinkedIn: CrelateWant to learn more about Crelate? Book a demo hereSubscribe to our newsletter: The Full Desk Experience

The first thing a prospect sees from your firm could shape whether they stick around. Here's how to make it work in your favor.

What you'll learn in this episode Why your business should always have backup talent ready The 3 types of talent: potential, emerging, and proven Why proven talent, though costly, is worth the investment How to evaluate a candidate's record of success The cultural fit questions to ask in every interview Why “if it's not a hell yes, it's not a yes” is the golden rule in hiring  

Sales process problems often hide behind activity. The real issue is whether buyers are committing to change. In this episode, Harry breaks down how buyer commitment, cost of inaction, and stronger conversations can improve win rates and strengthen your B2B sales strategy. Too many teams mistake meetings, emails, and pipeline movement for real progress. In this solo episode of B2B Sales Trends, Harry shares how modern sellers shift from internal stages to buyer agreements, uncover business pain points, and create momentum that actually closes deals.

Preparation does not become less important as sellers gain experience. It becomes more visible as a differentiator. In this replay segment with John Rowell, he breaks down of how disciplined pre-call preparation sharpens positioning, turns cold outreach into meaningful engagement, and allows reps to stay fully present in the moment. The conversation highlights why preparation is not just about information gathering, but about earning credibility, accelerating sales cycles, and creating the conditions for authentic customer conversations. John Rowell is the Co-Founder of Pinned Golf and a former enterprise sales leader with experience at EMC and Lacework. He brings a practitioner's perspective on applying enterprise sales discipline to startup growth. Connect with John: LinkedIn Pinned Golf Website Resources mentioned: Pin Golf's Caddie GPS Tablet Catch the full conversation, here:  Pinned Golf: Making the Shift from Sales to Entrepreneurship Hosted by five-time CRO John McMahon and Force Management Co-Founder John Kaplan, the Revenue Builders podcast goes behind the scenes with the sales leaders who have been there, done that, and seen the results. This show is brought to you by Force Management. We help companies improve sales performance, executing their growth strategy at the point of sale. Connect with Us: LinkedInYouTubeForce Management

Why sales friction makes the whole process feel heavier How unclear reps create buyer delay Why weak handoffs destroy momentum The difference between activity and decision movement How leaders can catch friction before it compounds Why simpler sales motions close faster

In this episode, Tyler McLay shares his insights on restoring authority in real estate, building a strong team culture, and leveraging frameworks for success. Discover practical strategies to elevate your real estate career and adapt to market changes.   Professional Real Estate Investors - How we can help you: Investor Fuel Mastermind:  Learn more about the Investor Fuel Mastermind, including 100% deal financing, massive discounts from vendors and sponsors you're already using, our world class community of over 150 members, and SO much more here: http://www.investorfuel.com/apply   Investor Machine Marketing Partnership:  Are you looking for consistent, high quality lead generation? Investor Machine is America's #1 lead generation service professional investors. Investor Machine provides true 'white glove' support to help you build the perfect marketing plan, then we'll execute it for you…talking and working together on an ongoing basis to help you hit YOUR goals! Learn more here: http://www.investormachine.com   Coaching with Mike Hambright:  Interested in 1 on 1 coaching with Mike Hambright? Mike coaches entrepreneurs looking to level up, build coaching or service based businesses (Mike runs multiple 7 and 8 figure a year businesses), building a coaching program and more. Learn more here: https://investorfuel.com/coachingwithmike   Attend a Vacation/Mastermind Retreat with Mike Hambright: Interested in joining a "mini-mastermind" with Mike and his private clients on an upcoming "Retreat", either at locations like Cabo San Lucas, Napa, Park City ski trip, Yellowstone, or even at Mike's East Texas "Big H Ranch"? Learn more here: http://www.investorfuel.com/retreat   Property Insurance: Join the largest and most investor friendly property insurance provider in 2 minutes. Free to join, and insure all your flips and rentals within minutes! There is NO easier insurance provider on the planet (turn insurance on or off in 1 minute without talking to anyone!), and there's no 15-30% agent mark up through this platform!  Register here: https://myinvestorinsurance.com/   New Real Estate Investors - How we can work together: Investor Fuel Club (Coaching and Deal Partner Community): Looking to kickstart your real estate investing career? Join our one of a kind Coaching Community, Investor Fuel Club, where you'll get trained by some of the best real estate investors in America, and partner with them on deals! You don't need $ for deals…we'll partner with you and hold your hand along the way! Learn More here: http://www.investorfuel.com/club   —--------------------

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

This week on Swimming with Allocators, Earnest and Alexa chat with Regina Green as she shares her journey from growing up as “the different one” in Georgia to spending 17 years at Goldman Sachs and leading the Launch With GS initiative focused on channeling capital to underrepresented founders and fund managers. She explains how that experience led her to Catalyze, where she now supports “capital entrepreneurs” through a GP fellowship and the GP Runway Fund, providing working capital loans to emerging managers building institutional-quality firms. Key takeaways include the importance of context and empathy in investing, why diversity strategies must start early in the capital stack, how GPs should think about firm-building beyond deal-making, and why Regina is optimistic about the rise of innovative capital products and more inclusive asset management over the next three to five years. Also, Michael Podolny of Sidley explores how secondary and tender offer markets have evolved into a standard part of late-stage private companies' path to IPOs, highlighting who's buying these shares, how deals are structured, and the legal/structural pitfalls GPs and companies need to navigate. Highlights from this week's conversation include: Identity, Perspective, and Being Different In Predominantly White Institutions (0:21) Southern Upbringing, Magnet Schools, and Becoming a Listener (3:04) Launch with GS and Diversity in Venture (4:09) Rethinking Institutional Diversity Programs in 2020 (9:44) Equipping New Managers and Filling Early Stage Capital Gaps (12:32) Catalyze, Capital Entrepreneurs, and Innovative Capital Products (16:02) Firm Infrastructure, Service Providers, and GP Working Capital (19:07) Strategic Investors and Secondary Only Funds In Growth Stage Deals (24:29) Blended Valuations Across Primary and Secondary Rounds (27:36) Staying High Touch with Capital Entrepreneurs at Catalyze (29:09) GP Stakes Versus Non-Dilutive Working Capital Loans (31:55) How LPs View GP Stakes and GP Loans (35:50) Treating LP Outreach Like a Sales Process (39:06) Signals of Enduring Firms and Long-Term Orientation (42:00) Innovative Capital, Wealth Building, and Future Optimism (45:40) Catalyze is a national platform that provides Capital Entrepreneurs with the capital and support they need to build enduring firms. Catalyze also operates capital solutions including the GP Runway Fund, extending flexible working capital loans to underrepresented and innovative investors raising funds one through three. https://catalyze.community/ Sidley Austin LLP is a premier global law firm with a dedicated Venture Funds practice, advising top venture capital firms, institutional investors, and private equity sponsors on fund formation, investment structuring, and regulatory compliance. With deep expertise across private markets, Sidley provides strategic legal counsel to help funds scale effectively. Learn more at sidley.com. Swimming with Allocators is a podcast that dives into the intriguing world of Venture Capital from an LP (Limited Partner) perspective. Hosts Alexa Binns and Earnest Sweat are seasoned professionals who have donned various hats in the VC ecosystem. Each episode, we explore where the future opportunities lie in the VC landscape with insights from top LPs on their investment strategies and industry experts shedding light on emerging trends and technologies.  The information provided on this podcast does not, and is not intended to, constitute legal advice; instead, all information, content, and materials available on this podcast are for general informational purposes only. Learn more about your ad choices. Visit megaphone.fm/adchoices

On this podcast Jerry and tony discuss step 3 to go from your first deal to $100k in revenue: Exactly how to follow a sales process. Learn how to go from the initial conversation all the way to getting an executed contract. $0 to $100k Wholesaling Masterclass Playlist:https://www.youtube.com/playlist?list=PLNDQ7qfA7mTjAIyDBeaSLgq6DHSwZVJPXWith over 500,000 subscribers, this is the #1 channel on YouTube for all things wholesaling and flipping. SUBSCRIBE NOW! https://www.youtube.com/@FlippingMastery Podcast fan? Listen to your favorite Flipping Mastery TV videos on your favorite podcast platform! http://FlippingMasteryPodcast.com Jerry Norton went from digging holes for minimum wage in his mid 20's to becoming a millionaire by the age of 30. Today he's the nation's leading expert on flipping houses and has taught thousands of people how to live their dream lifestyle through real estate. **NOTE: To Download any of Jerry's FREE training, tools, or resources… Click on the link provided and enter your email. The download is automatically emailed to you. If you don't see it, check your junk/spam folder, in case your email provider put it there. If you still don't see it, contact our support at: support@flippingmastery.com or 888) 958-3028.Get Access to Unlimited Free Property Searches and Downloads: https://flippingmastery.com/propwireWholesaling & House Flipping Software: https://flippingmastery.com/flipsterpodMake $10,000 Finding Deals: https://flippingmastery.com/10kpodGet 100% funding for your deals: https://flippingmastery.com/fspodMentoring Program: https://flippingmastery.com/ftpodFREE 8 Week Training Program: https://flippingmastery.com/8wpodGet Paid $8700 To Find Vacant Lots For Jerry: https://flippingmastery.com/lfpodFREE 30 Day Quickstart Kit https://flippingmastery.com/qkpodFREE Virtual Wholesaling Kit: https://flippingmastery.com/vfpodFREE On-Market Deal Finder Tool: https://flippingmastery.com/dcpodFREE Wholesaler Contracts: https://flippingmastery.com/wcpodFREE Comp Tool: https://flippingmastery.com/compodFREE Funding Kit: https://flippingmastery.com/fkpodFREE Agent Offer Sheet & Scripts: https://flippingmastery.com/aspodFREE Cash Buyer Scripts: https://flippingmastery.com/cbspodFREE Best Selling Wholesaling Ebook: https://flippingmastery.com/ebookpodFREE Best Selling Fix and Flip Ebook: https://flippingmastery.com/ebpodFREE Rehab Checklist: https://flippingmastery.com/rehabpod LET'S CONNECT! FACEBOOK http://www.Facebook.com/flippingmastery INSTAGRAM http://www.instagram.com/flippingmastery

Sponsors: ◦ Visit Buildertrend to schedule a demo ◦ Marvin Windows and Doors ◦ Sub-Zero Wolf Cove Showroom Phoenix Connect with Fernando Duque:  ◦ https://www.getparallex.com/brad Connect with Brad Leavitt: Website | Instagram | Facebook | Houzz | Pinterest | YouTube

Today, we're revisiting a segment from our episode on selling enterprise software and connecting technical capabilities to business outcomes with John Donnelly. John is a seasoned enterprise sales leader with deep experience scaling complex sales motions across organizations like MobileIron and Kana. In this clip, he breaks down why so many sellers default to features, where discovery goes wrong, and how the best reps connect technical differentiation to real business impact to win complex deals. John Donnelly is a seasoned enterprise sales leader and CRO with a track record of scaling high-growth organizations through IPOs and acquisitions, known for helping teams translate technical capabilities into measurable business outcomes. Connect with John: LinkedIn Hosted by five-time CRO John McMahon and Force Management Co-Founder John Kaplan, the Revenue Builders podcast goes behind the scenes with the sales leaders who have been there, done that, and seen the results. This show is brought to you by Force Management. We help companies improve sales performance, executing their growth strategy at the point of sale. Connect with Us: LinkedInYouTubeForce Management

This episode was originally recorded on The Kirk Miller Podcast.I enjoyed this discussion so much, I figured I'd put it on CamBro Conversations too.This is a practical conversation on what it really takes to build a high-performing sales function in today's business environment.From mindset and identity to modern outreach and personal brand, this episode breaks down the systems, behaviours, and principles that help founders and leaders generate consistent revenue without relying on luck, motivation, or outdated tactics.I shares my journey into sales, the lessons he's learned working with business owners and teams, and why the future of sales is human, structured, and driven by conviction.Expect to learn:Why sales is a critical skill for every founder and business ownerThe mindset and identity required to perform consistently in salesWhy mass, impersonal outreach no longer worksHow to use personalised, multi-channel outreach to stand outThe role of AI in sales and why transparency mattersHow to build a consistent pipeline and avoid revenue plateausWhy rejection is part of the process, not a problemThe importance of personal brand in building trust before the saleHow health, energy, and environment impact sales performanceKirk's show - https://podcasts.apple.com/be/podcast/the-kirk-miller-podcast/id1624973158Get 20 lessons from 330 CamBro Conversations - https://colcambro.kit.com/60ed1b527b Get my Linkedin for Sales Guide - https://colcambro.kit.com/products/linked-in-personal-brand-for-sellingGet my Productivity BLUEPRINT - https://colcambro.kit.com/products/peak-performance-blueprint Fuel your focus with COLIN10 and Neutonic - https://www.neutonic.com?sca_ref=9669547.luRRrQVs1D2aX&utm_source=uppromote&utm_medium=affiliate&utm_campaign=263773Shop Puresport supplements with CAMBRO10 - https://puresport.co/CAMBRO10 Connect with Kirk:Instagram: https://www.instagram.com/kirkmiller_/LinkedIn: https://www.linkedin.com/in/menshealthcoach/Website: https://kirkmiller.co.uk/Connect with ColInstagram: https://www.instagram.com/col.cambro/Email List: https://colcambro.kit.com/30bde23b0c Patreon: https://www.patreon.com/ColCampbell

About Business for Unicorns Business for Unicorns helps gym owners and fitness studio operators build profitable, sustainable businesses without burning out. Founded by Mark Fisher and Michael Keeler —who built and sold the $34-million Mark Fisher Fitness —BFU provides coaching, mentorship, courses, and events for gym owners ready to grow revenue, systemize operations, and create more freedom in their lives. To learn more, check out businessforunicorns.com. Get More BFU In Your Life: Claim your FREE copy of Gym Marketing Secrets HERE Follow BFU on Instagram HERE Subscribe to MF's YouTube Channel HERE Ready to Grow Your Gym? If you're a gym owner with 30+ clients looking to add $5k-$10k/month in the next 90 days, book your FREE Brainstorm Call HERE.

What if the reason sales feel exhausting in your business isn't because you're bad at selling… but because you don't actually have a sales system?In this episode, I'm breaking down how to turn your sales process into a clear, repeatable system that works every single time someone inquires. Instead of reinventing the wheel with every lead, second guessing your responses, or feeling emotional about whether someone books, I walk you through what it really means to build a sales system and why it changes everything. I also share how inconsistent sales often come down to inconsistent processes and how putting structure in place allows you to show up confidently and guide potential clients through the experience.Topics covered in this episode include:A subtle shift that changes how consultations feel for both you and the clientWhere most proposals quietly lose momentumThe part of the sales process that many people skip but where the real results often happenA small exercise that can instantly reveal the gaps in your current sales processYou don't have to fix everything overnight. Systems are built in layers. Choose one piece of your process to document or improve this week and start there. I would love to connect on Facebook: https://www.facebook.com/JenTaylorConsulting/ & Instagram: https://www.instagram.com/jentaylorconsulting/!Show notes available at: https://jentaylorconsulting.com/design-your-wedding-business-podcast/

You got off the call feeling great. The conversation flowed, they seemed interested, and you said — "I'll send over a proposal." And then you spent the next two hours writing it, the next two days waiting for a response, and the next two weeks following up. Sound familiar? If you are a coach, consultant, brand designer, VA, marketing agency owner, or any kind of service provider who is sending proposals to get business, this episode is your wake-up call. Proposals are not the professional, polished move you think they are. For most service providers, they are quietly killing your close rate, draining your time, and handing control of your sale over to a document that can't answer questions, handle objections, or guide anyone to a decision. In this episode, Jamila breaks down exactly why proposals are working against you and makes the case for package pricing, the shift that speeds up your sales cycle, puts you back in the driver's seat of every sales conversation, and helps you close clients in one call instead of one month. Key Topics Discussed The hidden cost of proposals that most service providers never stop to calculate Why your sales process might be the reason deals are stalling — not your pricing The simple pricing shift that helps entrepreneurs close clients in one conversation A real client story that will make you rethink how you're currently selling The quick audit that tells you exactly where your sales process is breaking down Key Takeaways Proposals hand control of your sale to a document. When you send a proposal and get off the phone, you remove yourself from the most important part of the process — the moment your client is deciding. You can't answer questions, address hesitation, or guide them. The proposal has to do all of that alone. And it can't. Package pricing closes clients faster. When your offers are defined in advance and you walk clients through them on the call, the decision happens in real time. No waiting. No follow-up. No guessing. Two packages is a great place to start. Package A and Package B. Define your deliverables clearly, know the differentiators between each tier, and put it somewhere you can pull up on a sales call. That's it. Your business is not too custom for packages. Your expertise doesn't change client to client — only the context does. Packages exist to give clients a range to find where they fit within what you offer. That's not less personal. That's smart design. Confidence in your offers is part of the sale. Arriving at a sales conversation with clear, defined packages sends a message: I know what I do, I know what it's worth, and here's what it looks like to work with me. That energy closes clients. Resources & Links Mentioned Connect with Jamila on Instagram: @JamilaPayneMBA Learn more about working with Jamila: Schedule a call Join my newsletter, The Productivity Edit  Enjoyed This Episode? If this episode resonated with you, please take 60 seconds to leave a 5-star rating and a written review — it helps Productive & Paid reach more entrepreneurs who need to hear this. Share it with a business owner friend who you know is out here sending proposals and waiting by the inbox. And DM Jamila on Instagram @JamilaPayneMBA with your biggest takeaway. This is the Productive & Paid podcast — real conversations about entrepreneurship and money. Until next week, stay productive and get paid.  

Are you tired of prospects disappearing after you've spent hours giving away free consulting? You're following their process instead of your own.Most salespeople are so afraid of hearing "no" that they accidentally encourage their prospects to lie to them.They accept "maybe" as a victory, when in reality, "maybe" is the fastest way to go broke.In this episode, I'm breaking down why "no" is actually your second favorite word and how to use it to gain total control of the sale. We're covering how to stop being a "free consultant" and start being a decision-maker who respects their own time.I'll show you the exact framework for disqualifying bad prospects before they waste your week. If you want to build massive trust and shorten your sales cycle, you have to be willing to put "no" on the table from the very first minute.IN THIS EPISODE→ Why your prospect's "Let me think about it" is actually a rejection in disguise→ How to set up the "Decision Rule" at the start of every meeting→ The 3 non-negotiable criteria to disqualify a prospect immediately→ Why giving away free consulting is killing your profit margins→ How to stop prospects from "shopping" your proposal to your competitorsTRANSFORM YOUR B2B SALES TEAMConnect on LinkedIn⁠https://www.linkedin.com/in/walkermckay/⁠Personal coaching and training ⁠https://www.walkermckay.com/training-coaching⁠My book⁠https://a.co/d/0h7NGuzJ