Podcasts about sales process

In this episode of Grow a Small Business, host Troy Trewin interviews Petar Lackovic, founder of The Sales Institute of Australia. Petar shares his remarkable journey from sleeping on a couch to running a lean, 7-figure profit business that helps entrepreneurs master sales and pricing with confidence. He reveals how 85% of clients in his Convert Club raise prices and boost conversion rates within just weeks and months. Petar opens up about his early struggles, leadership lessons, and how simplifying sales systems transformed his business growth. Tune in to learn practical, real-world lessons from a real and down to earth entrepreneur who's worn every hat on his journey Why would you wait any longer to start living the lifestyle you signed up for? Balance your health, wealth, relationships and business growth. And focus your time and energy and make the most of this year. Let's get into it by clicking here. Troy delves into our guest's startup journey, their perception of success, industry reconsideration, and the pivotal stress point during business expansion. They discuss the joys of small business growth, vital entrepreneurial habits, and strategies for team building, encompassing wins, blunders, and invaluable advice. And a snapshot of the final five Grow A Small Business Questions: What do you think is the hardest thing in growing a small business? According to Petar Lackovic, the toughest part of growing a small business is getting out of your own way. Many entrepreneurs unknowingly block their own progress by being stubborn, not acting quick enough, overthinking, or avoiding new learnings needed to succeed. He emphasizes the importance of self-awareness – identifying weaknesses, gaining new skills, and focusing on the “best next step.” Petar believes true growth happens when business owners let go of ego, stay adaptable, and take consistent, forward-moving action. What's your favorite business book that has helped you the most? Petar Lackovic says the business book that helped him the most in his early days is      “The E-Myth” by Michael E. Gerber, as it completely changed how he viewed entrepreneurship. The book taught him the power of creating systems and processes so a business can operate independently of its owner. It helped him shift his mindset from working in the business to working on it, allowing for sustainable growth and long-term success. Are there any great podcasts or online learning resources you'd recommend to help grow a small business? Petar Lackovic recommends learning from podcasts and resources that focus on sales mastery and business growth. He's featured on shows like Super Obvious with James Tuckerman and Inspiring Business for Good, where he shares insights on converting leads, mastering sales language, and understanding the stages of entrepreneurship. For structured learning, his Reverse Selling Method™ Cheat Sheet and his Reverse Selling Method™ Short Course is available through his Globally award winning program CONVERT Club™ and offers practical frameworks to help business owners boost conversions, increase speed of sale, raise prices confidently (charging your true worth), and build strong, repeatable sales systems. What tool or resource would you recommend to grow a small business? Petar Lackovic recommends the Reverse Selling Method™ as the most powerful tool to grow a small business's revenue and cashflow. This framework helps business owners transform how they sell by shifting from chasing clients to attracting them through trust and clarity. It focuses on lowering buyer resistance, framing conversations around customer needs, being seen as the prize in the sales conversation and having customers buying from you instead of you feeling you're selling to them by creating a repeatable, scalable sales system that drives consistent results. By mastering this method, entrepreneurs can boost conversions, increase prices confidently, and build long-term customer relationships without relying on pushy sales tactics. What advice would you give yourself on day one of starting out in business? Petar Lackovic says the advice he'd give himself on day one of starting out in business is simple: keep moving forward. He believes success isn't about having all the answers from the start but about taking consistent steps, learning, and adapting along the way. Even when things feel uncertain or difficult, progress - no matter how small - builds momentum and clarity. His message is that everything works out if you stay focused, keep learning/outgrowing yourself, and never stop moving forward. Book a 20-minute Growth Chat with Troy Trewin to see if you qualify for our upcoming course. Don't miss out on this opportunity to take your small business to new heights! Enjoyed the podcast? Please leave a review on iTunes or your preferred platform. Your feedback helps more small business owners discover our podcast and embark on their business growth journey.     Quotable quotes from our special Grow A Small Business podcast guest: Success in business isn't about knowing it all, it's about moving forward even when you don't know what's next — Petar Lackovic When you learn how to sell with confidence, you'll never have to discount your worth — Petar Lackovic The faster you act, the faster you learn, and speed is the secret weapon of every successful small business — Petar Lackovic  

What if the worst mistakes of your past became the fuel for your greatest success?

A candid, behind-the-scenes chat about building a business that actually fits your life. We dig into what's really changed in the market (especially in the last 6 to12 months), and Jess's Ordinary Business movement, a refreshing change to the sensational online “seven-figure in seven minutes” online business model. What You'll Learn The Case for the “Ordinary” Business Why sustainable, profitable, low-overhead businesses deserve more spotlight than vanity metrics. The hidden math behind big revenue screenshots (and how ad & team spend change the story). Market Shifts You Should Actually Act On How buyers' trust and attention have changed since 2020 and what that means for your funnel. Why specific > generic: niche offers that solve one clear problem are outperforming broad “everything” courses. Designing for Your Life, Not the Algorithm Building to your energy and capacity (e.g., solo by choice, tiny teams, or seasonal support). Different ways to win: more profit with fewer people, same income with fewer hours, or thoughtful growth that doesn't torch your calendar. Learn More The Ordinary Business (virtual summit & community) at theordinarybusiness.com Jess on Instagram: @jesscreatives OR @theordinarybusiness About Jess Jess Freeman is a web & SEO pro serving health and fitness entrepreneurs. She's proudly remained a solo operator (with light support), prioritizing profit, margin, and a business that fits real life, which inspired her to launch The Ordinary Business.

In this curated episode of the Revenue Builders Podcast, John McMahon and John Kaplan dive deep into the concept of negativity bias and its impact on sales performance. Joined by Jim “Pouli” Pouliopoulos, a seasoned sales management facilitator and author of "How to Be A Well-Being," the conversation explores the roots of negativity bias, its evolutionary significance, and practical strategies to counteract it. The hosts emphasize the importance of focusing on the sales process rather than fixating on closing deals, offering valuable insights for sales professionals looking to enhance their mindset and performance.KEY TAKEAWAYS[00:00:57] Understanding Negativity Bias: Jim explains negativity bias as a hardwired human tendency to interpret external events negatively, rooted in evolutionary survival instincts.[00:02:25] Impact on Sales: The hosts discuss how negativity bias can adversely affect sales professionals, leading to self-doubt, fear of rejection, and a negative spiral in their approach.[00:03:27] Counteracting Negativity Bias: Jim suggests countering negativity bias by training the brain to focus on positive aspects daily, cultivating gratitude for small things.[00:06:28] Shifting Focus to Process: The conversation shifts to the idea of focusing on the sales process rather than fixating on closing deals, emphasizing the importance of controlling what can be controlled.[00:08:13] Empathy in Sales: Jim advises sellers to approach conversations with empathy, asking, "How do I help this person right now?" instead of being overly concerned about closing deals.[00:09:21] Managerial Support: The hosts discuss the role of managers in fostering a positive mindset, encouraging them to shift their focus from demanding closed deals to understanding and supporting the seller's efforts to help their clients.HIGHLIGHT QUOTES[00:01:20] "Negativity bias is hardwired into us; it gave us the tools to evolve, but we need to recognize and manage it in sales."[00:03:45] "Training our brains to focus on daily positives can counteract the immediate negative interpretations of events."[00:07:53] "Instead of fixating on closing deals, ask, 'How do I help this person?' – it leads to better questions, rapport building, and positive outcomes."[00:09:21] "Managers play a crucial role; shifting focus from closing deals to understanding and supporting the seller's efforts leads to better results."Listen to the full episode with Jim “Pouli” Pouliopoulos through this link:https://revenue-builders.simplecast.com/episodes/how-to-be-a-well-being-in-salesCheck out John McMahon's book here:Amazon Link: https://a.co/d/1K7DDC4Check out Force Management's Ascender platform here: https://my.ascender.co/Ascender/ Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

In this episode of the Stronger Sales Teams podcast, Ben Wright unpacks the art of B2C sales management through lessons from a Melbourne-based coaching session. He reveals practical strategies to lift sales teams from good to exceptional, with a strong focus on customer outcomes and clear communication. Listeners gain insights into lead qualification, managing expectations, and building value in the very first consultation. Ben shows how to reduce price-driven decisions and instead foster trust and stronger close rates. The episode delivers a fresh perspective on creating a culture of curiosity and growth within sales teams.Key Takeaways:• Understanding and focusing on customer outcomes is crucial for aligning communication and increasing sales success.• Identify all decision-makers early in the process and include them to enhance value creation and approval rates.• Set clear expectations for follow-ups and maintain consistent communication to nurture leads effectively.• Customization and personalization in sales pitches can significantly sway customer decisions beyond pricing considerations.• Continuous learning and openness to feedback are integral for long-lasting sales success and team development.Timestamps:0:00 Intro4:16 Getting Clear on What The Customer Wants7:35 Bringing In Those Involved in the Decision10:44 Understanding What's Next14:29 Recap16:02 OutroRate, Review, & Follow If you're liking what you're hearing, make sure you ‘follow' the show wherever you listen to your podcasts…so you never miss an episode! I'd also love to hear what you think, so drop us a review after you close that next deal…tell me what you're liking, and what you want more of so I can look to cover it in a future episode.

The epidemic of overworking and underearning in accounting is costing professionals both time and financial freedom, but breaking the cycle is possible. This time, our very own Michelle Weinstein takes the hot seat with Molly Murphy, the company's chief enrollment officer, to share how accountants can shift from transactional work to building profitable, freedom-driven firms. Drawing on Michelle's journey from Moss Adams to entrepreneurship and sales mastery, they reveal proven strategies to package services, raise prices, and attract high-value clients without fear of selling. Through powerful client success stories and actionable insights, this conversation uncovers how accountants can reclaim their worth, transform their businesses, and finally escape the trap of long hours for little pay.

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In this episode of Against the Sales Odds, Lance Tyson breaks down the very first sales process — the foundation every deal is built on. Too often, sales is overcomplicated with jargon, shortcuts, and “hacks.” But at its core, sales is a simple game of following the basics. Lance shares how top performers win not by reinventing the wheel, but by executing the fundamentals with consistency: building trust, asking the right questions, and moving prospects through a proven process. Whether you're a new rep or a seasoned leader, this episode is a reminder that success in sales doesn't come from complexity — it comes from discipline, clarity, and sticking to the process.

Want to double your Realtor referrals without chasing, cold-calling, or paying for leads?See how Travis Newton grew his production by $40 million!Check Out myAgent Classes HereEpisode Summary:Most mortgage professionals think their biggest challenge is inventory or affordability, but the real problem might be hiding in plain sight: your sales process. In this episode, I sit down with Jake Vermillion, CMO of Mortgage Champions, to unpack why most loan officers are still selling like it's 2021… and how that's quietly destroying trust, pull-through, and long-term loyalty.Jake reveals how misalignment between marketing and sales is creating a broken borrower experience—and what to do instead. From replacing “Apply Now” with value-first engagement, to knowing where AI belongs (and doesn't), this episode is a must-listen for any LO or leader who wants to stay relevant and competitive in 2025 and beyond.Connect WIth Jake on LinkedInLearn More About Mortgage ChampionsDouble Your Agent ReferralsCheck out myAgent Classes HereConnect With GeoffA Connect on InstagramS Connect on LinkedInK Subscribe on YouTubeSAY THANKS Leave a review on Apple PodcastsG Leave a rating on Spotify

Send us a textYou've got content, followers, and zero clients? Build a simple sales process that moves people step-by-step from click to call to conversion.

In this episode of the Medical Sales Podcast, Samuel Adeyinka sits down with Kat Hurd, medical device sales coach and former Fortune 500 leader with 15 years of experience. From athletic training to rep of the year, to VP-level leadership and now founder of her own coaching business, Kat's journey is proof that you don't need a biology degree to thrive—you need grit, process, and the right mindset. Kat shares the pivotal moment that led her to leave corporate leadership and launch her coaching business, why so many reps fail without a clear sales process, and the three biggest gaps she sees holding reps back: lack of process, lack of ownership, and inconsistent follow-through. She also unpacks the truth about work ethic, limiting beliefs, and how managers can spot red flags before making a bad hire. Whether you're trying to break into med device, hit President's Club, or grow into leadership, this episode is packed with real-world strategies from someone who's been a top rep, a respected leader, and now a coach guiding the next generation of sales professionals. Connect with Kat Hurd: LinkedIn Connect with Me: LinkedIn Love the show? Subscribe, rate, review, and share! Here's How » Want to connect with past guests and access exclusive Q&As? Join our EYS Skool Community today!

Send us a textEver feel like a sales call was a total waste of time? This week on "The Selling Podcast," Mike and Scott reveal the antidote: a powerful framework built on just four essential questions that turn every conversation into a strategic advantage.They introduce the "Strategic Flight Plan," a simple yet powerful methodology that ensures every sales call is intentional and directly tied to your quota. You'll learn to ask:"Why are we stopping here?" to avoid the easy but pointless meetings and focus on genuine opportunities."Who are we going to see here?" and "What questions are we going to ask them?" to stop flying blind and start planning for a truly impactful conversation.And the most critical question of all: "Why is that information you are after important?"—the secret to tying every detail back to a bigger business outcome.This isn't just about asking questions; it's about building a feedback loop where your daily actions directly feed into your overall sales success. Tune in to transform your calls from busywork into purposeful, revenue-driving conversations.Support the showScott SchlofmanMike Williams - Cell 801-635-7773 #sales #podcast #customerfirst #relationships #success #pipeline #funnel #sales success #selling #salescoach

What happens when a boutique gym doubles its website traffic and sign-ups—without adding more staff hours?Welcome to Gym Marketing Made Simple, the podcast built for boutique gym owners who want to attract more members and increase revenue without becoming full-time marketers.Episode HighlightsThis episode breaks down the marketing and sales systems every boutique gym needs to scale. From knowing your baseline numbers to dialing in your sales process, we cover the tools and tactics that turn leads into long-term members.Key TakeawaysWhy tracking key metrics like sign-ups, churn rate, revenue, and lifetime value is non-negotiable.How paid marketing creates a “halo effect” that boosts overall growth.The role of a CRM system in nurturing leads over 6–12 months.Why responding to leads within five minutes dramatically improves conversions.The importance of a professional, updated website that drives credibility and leads.How confirmation sequences reduce no-shows and keep your pipeline moving.Episode Chapters00:00 Intro00:05 Understanding the Baseline and Paid Marketing01:47 Knowing Your Numbers and Key Metrics03:09 The Halo Effect and Attribution of Marketing Success11:14 Dialing in the Sales Process and Front-End Offer11:56 Challenges of Paid Marketing and Lead Management 15:47 Importance of a CRM and Long-Term Nurturing19:36 Optimizing Website and Organic Marketing22:30 Confirmation Sequences and Appointment ManagementCall to Action (CTA)If this episode gave you clarity on where to focus your marketing efforts, make sure to follow Gym Marketing Made Simple so you never miss an update. Share it with another gym owner who's ready to scale smarter.Supporting Information

Welcome to another episode of GSR Place! This time, host B.D. Dalton is joined by Walter Crosby—Michigan Wolverine, B2B sales expert, and the voice behind the "Sales and Cigars" podcast with over 225 episodes under his belt. Walter's journey from fending for himself in the wild world of sales in New York City to coaching teams to boost their numbers by up to 43% is nothing short of inspiring. Together, B.D. and Walter dive into the realities of building and coaching successful sales teams, the must-have traits for high performers, and the common mistakes business owners make when hiring and managing salespeople. Get ready for actionable advice on hiring, training, and retaining the best sales talent, plus Walter's take on the most expensive mistakes you can make in sales—and how to avoid them. If you're looking to grow your business or just sharpen your sales edge, this conversation is packed with straight talk, useful takeaways, and a touch of Big Ten rivalry. Tune in and let's get growing!https://helixsalesdevelopment.com/https://www.linkedin.com/in/walterlcrosby/

In the 173rd episode of Kitces and Carl, Michael Kitces and client communication expert Carl Richards discuss how to handle receiving the "soft no" after meeting with a client who seems like a great fit. For full show notes, see kitces.com and thesocietyofadvice.com.

Send us a textAre your "just checking in" emails getting you ghosted? This week, Mike and Scott get straight to the point on one of the biggest deal-killing mistakes in sales. They reveal why this common phrase is a total waste of time and introduce the Golden Rule of Follow-Up—a framework that transforms your outreach from an annoyance into a valuable part of the sales process.In this episode, you'll learn how to:Add Value, Not Just Nudges: Discover how to share industry insights, client success stories, or helpful resources that make your prospect smarter, not just annoyed.Move the Process Forward, Relentlessly: Get the exact questions to ask and next steps to set that keep the momentum going, even when they're busy.Make Every Touchpoint Personal: Learn how to use company wins, promotions, or their specific needs to create a genuine connection that makes you impossible to ignore.Mike and Scott provide concrete, ready-to-use phone call openers and email templates that are designed to teach something new, remind them of their goals, or simply make their decision easier. Tune in to ditch the check-in and start building a follow-up process that closes deals.Support the showScott SchlofmanMike Williams - Cell 801-635-7773 #sales #podcast #customerfirst #relationships #success #pipeline #funnel #sales success #selling #salescoach

In this episode of 7 Figure Annuity Sales, hosts Caleb North and Chad Owen explain why the most effective agents don't just take client requests at face value—they dig deeper to understand why clients are asking for what they're asking. Clients often come in convinced they need a specific product or feature, but the truth is those requests may not align with their actual goals. By uncovering the reason behind the request, you can get to the root of the problem and provide a solution that truly meets their needs.

Most business owners think they have a sales funnel… but it's missing the pieces that actually make it work. In today's livestream, I'm revealing the 4 parts of a sales process that quietly turn strangers into paying clients: 1. The customer journey map nobody creates – Without this, you're just throwing offers at people who don't know you. 2. The “second offer” secret – Why your first offer should never be the one you want them to buy. 3. The pre-call follow-up that doubles show-up rates – The simple step that turns time-wasters into committed prospects. 4. The numbers that change everything – Track these and you'll spot exactly where your funnel is leaking cash. If you're still trying to sell straight from a Facebook ad, you're missing out on most of your potential sales.

Sales doesn't have to feel slimy or stressful. In fact, when you treat it as service, selling becomes a natural extension of helping people. In this episode, Carly and Joe break down the planning side of sales for solopreneurs, from understanding levels of touch to qualifying leads and nailing your quick pitch. If the thought of selling makes you cringe, this conversation will help you rethink the process and build a sales plan that actually feels good.Important Questions Answered In This EpisodeHow can solopreneurs approach sales without feeling sleazy? By reframing sales as service. Instead of trying to push a product, focus on finding people who have problems you can genuinely solve. When you approach conversations with the goal of helping rather than selling, it becomes natural, authentic, and far less intimidating, even for introverts.What does “level of touch” mean in sales planning? The level of touch refers to how much interaction you have with a potential customer. High-touch sales involve more personal engagement, like coaching calls or consultations, while low-touch or no-touch sales rely on things like websites, emails, or quick transactions for lower-priced products. Solopreneurs need to match their sales process to both their offering and the time they can realistically invest.Why is qualifying leads so important? Not every prospect is worth your time. By qualifying leads, making sure they have a problem you can solve, the authority to make a decision, and the budget to buy, you avoid wasting hours chasing “tire kickers.” A simple system for filtering leads upfront saves time, energy, and frustration later on. Okay, this might be the craziest offer we've ever made. We're giving away a solopreneur platform that normally costs five hundred dollars a year…For twenty-five bucks. And not for a month, not for a year… forever.All you have to do is pre-order our new book: Solopreneur Business for Dummies.When we first went solo, we thought we could just Google our way through it. But the advice out there? It was built for startups with teams and money, not someone trying to do it all themselves. We kept thinking: “There's gotta be a better way.”So we made one. LifeStarr Premier is the system we wish we had back then: the tools, the strategy, the community, all in one place.Go to book.lifestarr.com to lock it in.This deal goes away when the book drops, October 6, 2025, and it's not coming back.Pre-order the book. Upload your receipt. You're in. For good.

Check out the TIES Sales Showdown at www.tx.ag/TIESVisit The Sales Lab at https://thesaleslab.org and check out all our guests' recommended readings at https://thesaleslab.org/reading-listTo listen to The Sales Lab Podcast on your favorite apps, visit https://thesaleslab.simplecast.com/ and select your preferred method of listening.Connect with us on Facebook at https://www.facebook.com/saleslabpodcastConnect with us on Linkedin at https://www.linkedin.com/company/thesaleslabSubscribe to The Sales Lab channel on YouTube at  https://www.youtube.com/channel/UCp703YWbD3-KO73NXUTBI-Q 

One of the most urgent and interesting questions in business today: How does AI affect the sales process? From product discovery to referrals and recommendations, AI is making its way into customers' hearts and minds. Whether B2B or B2C, the implications are enormous.   Marketing legend Sandy Carter joins the Marketing Companion to explore these new commercial realities. What is the new role of brand, trust, and human relationships in the commercial process?

In this episode of 7 Figure Annuity Sales, host Caleb North challenges agents to shift their focus from what they're doing to how they're doing it. Too many people in the industry get caught up in the actions themselves—making calls, running appointments, following up—without realizing that the process, intent, and execution behind those actions are what truly set top producers apart.

Does selling sometimes feel like you're pushing prospects too hard? Closing more HVAC jobs can be stress-free for you and your customers when you lead with their priorities and turn selling into problem-solving. This week on Cracking The Code, David Holt, Contractor University's General Manager and a former contractor, demonstrates his proven stress-free HVAC sales […] The post Stress-Free HVAC Sales Process That Works first appeared on My Contractor University | Dashboard.

In this series titled "Success Frameworks", Mark DeFrancesco of MDF Painting will be discussing his journey from young painter to veteran business guru. It is a 5-part series. In episode 4, Mark will lay out sales fundamentals and deliver an action plan for how you can sell effectively starting today.

Today, we're cutting through the noise and getting straight to a sales strategy that actually works. We're joined by Katie Nelson, a sales veteran who has helped countless businesses—and her own—achieve extraordinary results by doing one thing differently: niching down. Katie shares her step-by-step framework for success. You'll learn how to move past the myth of the broad pipeline and get granular with your targeting. She'll provide actionable advice on identifying your ideal clients, speaking their specific language, and aligning your sales and marketing efforts for maximum impact.

Sales is moving faster than ever—so how do leaders keep pace without losing the fundamentals that drive real results? In this Industry Spotlight, host Kortney Harmon sits down with sales leadership expert Shad Tidler to explore how AI is transforming strategy, team dynamics, and decision-making while amplifying—not replacing—the human touch. Drawing on more than a decade of experience with Lushin, Shad shares practical insights and “aha moments” from helping organizations rethink how they lead, train, and grow in an AI-driven world.Key insights you can't miss:How AI is reshaping sales leadership, from faster strategic planning to streamlined operationsWhy fundamentals like trust, consultative selling, and decision-making still matter more than everReal-world examples of using AI for role-play training, forecasting, and workflow redesignHow leaders can free up time for high-value work by letting AI handle repetitive tasksWhether you're a recruiting sales leader curious about AI's impact or a professional ready to amplify your results, this episode offers a clear roadmap for thriving in today's fast-changing sales landscape. Press play now to hear Shad's proven insights and discover how to combine human connection with AI-driven tools for long-term success.____________________Follow Shad Tidler on LinkedIn: LinkedIn | ShadFollow Crelate on LinkedIn: https://www.linkedin.com/company/crelate/Want to learn more about Crelate? Book a demo hereSubscribe to our newsletter: https://www.crelate.com/blog/full-desk-experience 

Firm owners are expected to wear many hats and look after numerous clients at the same time. But without the right processes and boundaries, you could experience client chaos and overwhelm. Michelle Weinstein shares how The Abundant Accountant can help you resolve this hurdle with one of her clients, Melissa Schroder of Melissa's Advisory Service, LLC. Melissa reflects on how the eight-week sales mastery course helped her take control of her finances, determine which clients to let go, and add up to $27,000 to her revenue. Tune in as she shares how embracing such a huge change allowed her to bring her career to greater heights and get out of the hamster wheel.

In this episode of the Revenue Builders Podcast, hosts John McMahon and John Kaplan are joined by Meghan Gill to discuss the pivotal role of sales operations in scaling a company from $100 million to a multi-billion-dollar enterprise. Drawing on her 15 years at MongoDB, Megan shares valuable insights on evolving RevOps functions, the complexities of comp planning, the integration of AI in sales, and the importance of maintaining a robust management operating rhythm. The conversation covers a breadth of topics, including the transition to a consumption-based model, the challenges and strategies in aligning sales and client success teams, and best practices for selecting and consolidating sales tools. Megan emphasizes the necessity of detailed planning and communication, as well as the need to balance protecting the company with serving the sales organization effectively.ADDITIONAL RESOURCESConnect with Meghan Gill:https://www.linkedin.com/in/meghanpgill/Download the CRO Strategy Checklist: https://hubs.li/Q03f8LmX0Watch Force Management's Panel Discussion on AI in Sales Leadership: https://hubs.ly/Q03rlW4Z0Enjoying the podcast? Sign up to receive new episodes straight to your inbox: https://hubs.li/Q02R10xN0HERE ARE SOME KEY SECTIONS TO CHECK OUT[00:02:41] Evolution of Sales Operations[00:03:58] Field Operations and Territory Planning[00:06:45] Rev Ops vs. Sales Ops[00:08:20] Effective Territory Management[00:18:08] Metrics and KPIs in Sales Ops[00:22:55] Building a Successful Sales Ops Team[00:33:54] Deep Dive into Sales Ops Challenges[00:34:22] Diagnosing Sales Problems[00:35:05] Trust but Verify: Ensuring Data Integrity[00:37:36] Balancing Protection and Service in Leadership[00:39:51] Choosing the Right Sales Tools[00:43:50] The Role of AI in Sales[00:51:21] Compensation Plans and Their Complexities[01:01:25] Lessons from Scaling MongoDBHIGHLIGHT QUOTES[00:26:06] "The hardest part, to be honest, is getting the data right, because nobody has a perfect CRM with perfectly scrubbed data."[00:35:37] "Every analysis that I've done throughout my years running sales ops is very counterintuitive. It's like the fewer accounts you have, the more productive you are because you can really focus and narrow in."[01:32:06] "People with AI experience and leverage on how to do these roles are going to replace people that don't do that. And I see that happening really, really fast."[01:41:50] "Keep it simple. You want to have one, maybe two elements in the comp plan... Any more than that, they're not gonna know where to focus."

Send us a textEver wonder what separates the good sales reps from the truly great ones—the ones who consistently meet and exceed their quota, quarter after quarter? This week on "The Selling Podcast," Mike and Scott pull back the curtain on the top three things elite sales professionals do to achieve consistent success. No guests, no fluff, just actionable wisdom you can implement immediately.We dive deep into three core principles:They Own Their Pipeline Like a CEO: Elite reps don't sit back and wait for leads to land in their lap. We'll show you why the best in the business act like the CEO of their own sales territory, taking full ownership of their prospecting. Learn to understand the value and velocity of every opportunity in your pipeline, ensuring a steady, predictable flow of business that you control.They Sell with Purpose, Not Just Products: Quota crushers are more than just product experts—they are customer-centric problem solvers. We explain why focusing on features is a rookie mistake. Instead, learn how to ask smart, situational questions that uncover your prospect's pain points and allow you to tailor your pitch to their specific needs. Remember, people buy outcomes, not options.They Follow Through and Follow Up Relentlessly: The final secret to success isn't just about closing, but about finishing. We reveal why the most successful sales reps are masters of follow-up. Discover how to set clear next steps in every interaction and relentlessly circle back on old leads. We'll prove that in a world full of distractions, your persistence is your most professional asset.Tune in to learn the three habits that will transform your sales game and help you start crushing your own quota.Support the showScott SchlofmanMike Williams - Cell 801-635-7773 #sales #podcast #customerfirst #relationships #success #pipeline #funnel #sales success #selling #salescoach

Lightning Round: 10 Ways to Update Your Sales Process Question: Shawn from Madison Wisconsin asks, “So heard your podcast last week—congratulations on 250 shows. I heard you all talking about the sales process and how both are making adjustments and doing things differently. What is changing and why—I am curious.” Book: The Sales Rhythm Playbook by Steve Powell    

In this episode of 7 Figure Annuity Sales, hosts Caleb North and Chad Owen discuss how personal challenges can influence and even improve the way you approach business. Chad shares some of the difficulties he's faced recently and explains how those experiences have helped him relate more directly to clients, understand their concerns, and guide them toward the most effective solutions. This conversation shows how business success often comes from simplifying, listening, and staying focused on solving client problems the right way.

Book a free strategy call to see how we can help you hit your goals and beyond: https://bit.ly/3TvGiNW or call us at: (214)-453-1591   

How Pennant Moldings Uses AI and Traditional B2B MarketingB2B Marketing Excellence & AI Podcast with Donna PetersonIndustrial marketing isn't like selling shoes or software. It takes time, trust, and a strong understanding of how real relationships drive long-term results.In this episode, I sit down with Brian Contini, VP of Sales and Marketing at Pennant Moldings, to hear what's actually working for their team right now. We talk about how they're combining traditional methods—like trade shows and in-person visits—with smart use of AI to support research, improve outreach, and build stronger customer connections.Whether you're in metals, plastics, or any industrial space, this episode is full of practical takeaways you can use right away.Top 5 Topics We Cover:Why traditional marketing still works—and when to use itHow Pennant is using AI to streamline sales researchWhat's working in email marketing todayThe importance of knowing your audience in technical industriesHow to maintain trust while integrating new tools like AIWhat You Can Do Today:Revisit your email outreach—are you focusing on the recipient's challenge first?Identify one traditional tactic (like trade shows or phone calls) that deserves renewed attention.Choose one AI tool that could save you time with research or outreach—start testing it in a small way.Talk to your sales team: Where do they feel AI supports their efforts—and where does it get in the way?Let's keep the conversation going:How are you helping your industrial brand stand out and build stronger relationships?Leave a comment, send me a message, or reach out at dpeterson@worldinnovators.com. I'd love to hear what's working for you.If this episode helped you in any way, consider leaving a quick review. It helps us continue sharing real strategies that support industrial brands doing meaningful work.

What's holding your freight brokerage back from achieving growth? Lack of focus, poor data, or chasing the wrong customers? In today's episode, Dr. James Kenny is back on the show as we speak about why building a clear strategy and defining your ideal customer profile is the real foundation before you even think of bringing AI, automation, or tech solutions into your business! Jim and I talk through the three key components of a modern tech stack: predictive analytics, generative AI, and conversational intelligence, and how refining your vertical focus can drive consistent growth. Clean data, clear direction, and disciplined execution are what give you a competitive edge in freight, so dive in to discover more from our conversation!   About Dr. James Kenny Dr. Kenny taught and researched Strategic Marketing, Professional Selling, Sales Management, and Third-party Logistics. During his twenty-five years at Western Illinois University, he was nominated for Teacher of the Year fourteen times and won three times. He also received the Provost's Award for Teaching Excellence. Additionally, Dr. Kenny has won two Faculty Excellence awards. He has published and presented papers in strategic planning, transportation brokerage, sales management, and professional selling. He earned his Ph.D. from Oklahoma State University. He was a four-time recipient of the McAlister Scottish Fellowship for doctoral students. He completed his academic career by winning the American Marketing Association Doctoral Consortium Fellowship at Harvard University. Professionally, Dr. Kenny has supplied consulting services to over 180 firms (Logistics, Private Equity, Software, Insurance, and Financial Services) and trade associations nationwide. A sample of his client list includes UPS Worldwide, FedEx, Trinity Logistics, Allen Lund Company, Landstar, TransCore DAT, Total Quality Logistics, McKinsey & Co., and AT Kearney. Dr. Kenny has served on the Board of Directors of the Warehouse Education Research Council (WERC). He won the 2001 President's Service Award from the Certified Professional Insurance Association (CPIA) for his Marketing Audit Program and the 1996 Outstanding Service Award from the Transportation Intermediaries Association (TIA) for his Consultative Sales Program. Professor Kenny was presented with the 2010 Horizon Award for lifetime service to the Transportation Intermediaries Association (TIA).  

This week on Dealer Talk with Jen Suzuki, I'm joined by automotive veteran Greg Iverson—a BDC and marketing leader who has worked with some of the nation's top-performing dealerships, including the legendary Norm Reeves Honda and Car Pros Kia. Greg brings 20+ years of experience in internet sales, BDC leadership, and sales training, including time learning under industry icon Tom Stuker. In this conversation, we dive into what separates the frontline reps who struggle from the ones who consistently crush their goals. We cover: How to build and work a sales plan that actually drives results. The role of attitude, consistency, and intention in becoming a top performer. Why hiring right and nurturing team success fuels retention. The overlooked power of call coaching, TO processes, and phone guides. How nationally ranked stores create environments of training, accountability, and fun that keep their teams sharp. Greg shares real-deal strategies for BDC agents, internet managers, and sales leaders to level up and keep their stores competitive in today's market. Whether you're leading a team or working the phones, you'll walk away with actionable tactics to sharpen your edge and drive performance. Dealer Talk with Jen Suzuki Podcast |Jennifer@edealersolution.com | 800-625-1590 | edealersolutions.com | Jen Suzuki, President and Founder of eDealer Solutions, Inc. | Dealership Education | www.edealersolutions.com | Meet me!bit.ly/3J7011t  | Dealer Talk with Jen Suzuki  https://apple.co/38lmHM1  https://spoti.fi/3uQ2nd1 | Loyalty-Based Selling Strategies on CBT News | https://bit.ly/3JlcXAx Check out our sponsors! LotLinx.com is a VIN Management Platform that enables precision automotive retailing via /AI/ technologies that improves dealership profitability. NADA Show Booth #803 Autosled.com is the next-generation automotive transportation logistics platform and marketplace.  CallRevu.com is the leading automotive communications intelligence platform, offering call monitoring and call analysis, with technology optimized for sales, service (fixed ops) and marketing.

In this episode of 7 Figure Annuity Sales, host Caleb North breaks down 9 powerful ways annuity agents can build credibility with clients. Credibility isn't just about knowing your products—it's about how you present yourself, position your expertise, and leverage tools that show clients they can trust you with their retirement future. ➡️ Caleb covers: Why being an actual expert is the foundation of credibility How professional branding sets you apart from other agents The role of media presence—from books and podcasts to guest spots and articles Leveraging established platforms to boost your authority and more! Whether you're new to annuity sales or already established, these strategies will help you build the kind of trust and authority that makes clients eager to work with you—and confident in your recommendations.

In this short segment of the Revenue Builders Podcast, we revisit the discussion with John True, General Partner at Cultivation Capital, to explore the critical role of emotional intelligence (EQ) in sales leadership. From reading the room to eliminating partial listening, John shares insights on why understanding personal and professional wins is as important as the deal itself. He reveals why active listening is a lost art, how group interviews can reveal a candidate's EQ, and why being fully present is the foundation for leadership and influence.KEY TAKEAWAYS[00:00:47] EQ is not optional—it's a core characteristic of great sales leaders.[00:01:16] Understanding personal and professional wins is essential to influence without dictating[00:03:11] Active listening, note-taking, and reading the room set elite salespeople apart[00:04:00] Asking "How do you know?" reveals deeper self-awareness in interviews[00:05:12] Group interviews can uncover a seller's ability to assess multiple stakeholders[00:06:21] Reading the political landscape in the room helps tailor your message effectively[00:07:24] Distractions kill EQ—presence is the foundation of emotional intelligence.QUOTES[00:01:00] "A big part of every interaction as a leader is understanding personal and professional wins as much as what you're up to."[00:03:11] "Active listening is about showing you're engaged—taking notes, bringing insights back into the conversation.[00:04:00] "How are you doing? How do you think you're doing? And most importantly—how do you know?"[00:07:24] "To have EQ, you first have to be here—in the moment, with no distractions."Listen to the full conversation through the link below.https://revenue-builders.simplecast.com/episodes/the-role-of-emotional-intelligence-and-authentic-leadership-in-b2b-sales-with-john-trueEnjoying the podcast? Sign up to receive new episodes straight to your inbox:https://hubs.li/Q02R10xN0Check out John McMahon's book here:Amazon Link: https://a.co/d/1K7DDC4Check out Force Management's Ascender platform here: https://my.ascender.co/Ascender/

Send us a textHow many times has a deal gone sour because of a simple miscommunication about expectations? This week on "The Selling Podcast," Mike and Scott welcome Pete Howland to break down the critical skill of setting and managing client expectations. This isn't just about good manners; it's about building trust, avoiding disappointment, and ensuring a fantastic customer experience.Pete reveals a simple yet powerful tactic: instead of giving a vague timeframe like "it'll be ready in a few hours," give a concrete time of day. "I'll have that to you by 3 PM" is a game-changer that eliminates ambiguity and shows you're in control.But the real secret, Pete argues, is asking the right questions to uncover the expectations your client already has—and you just don't know about yet. We dive into how to have these crucial conversations upfront to align on goals and build a collaborative, transparent relationship from the very start.This episode is your blueprint for moving beyond vague promises and into a world of clear, confident communication. Tune in as Pete breaks down how mastering this skill will not only save you from headaches but also consistently help you deliver an exceptional experience that keeps clients coming back.Support the showScott SchlofmanMike Williams - Cell 801-635-7773 #sales #podcast #customerfirst #relationships #success #pipeline #funnel #sales success #selling #salescoach

Real talk for service-based business owners who are building systems, teams, and sanity. In this episode of Inside The Wolf's Den, Shawn and Joni Wolfswinkel dive into the exact blueprint you need to scale without burning out. If you run property management, plumbing, construction, or home services—and you're overwhelmed by doing it all yourself, this episode is for you. We take a hard look at whether your sales process is actually scalable. When a new lead comes in, do you know exactly what happens next? How many follow-ups do you send before you give up? Could your team follow a proven process without you being the bottleneck? The goal is a sales engine that closes without you having to be THE “salesperson.” Core topics include the silent killers of sales, missed follow-ups, leads forgotten in the inbox, CRM chaos, and the drag of admin during prime selling time. We uncover practical systems that keep your pipeline healthy and your team performing, so you can grow without losing control. Discover the five habits of a true sales machine, including following up within 24 hours and using pre-written templates in your CRM. You'll leave with a concrete plan to walk into each day with warm leads prepped, a cleaned CRM, and follow-ups that are handled so you can prep your next call, hire the right remote team members, track your pipeline, and send timely follow-ups. If you crave a candid sales conversation, practical systems, and straight answers, this episode will help you build scalable operations that run smoothly, reliably, and without burnout. Listen in and start selling like a machine. YouTube Link: https://youtu.be/itMqLvpkWxk

Increase your income without niching down, rebranding or adding more services or skills. ​Get our 90-Day Revenue Roadmap Training and find out how to go from undercharging and hustling to booking projects you love (at higher prices than you thought possible). Get the full show notes at https://webdesigneracademy.com/155 When you're ready, here are some ways we can help you with your web design business:​

After a brief hiatus, 7 Figure Annuity Sales welcomes back host Chad Owen for one of his most personal and vulnerable episodes yet. Chad opens up about the recent hardships and challenges he's faced in his own life, offering an honest look at how he's navigated those storms while continuing to perform at the highest level in annuity sales. ➡️ In this episode, Chad shares: The personal trials that tested his focus and resilience How he stayed committed to his clients and business through difficult times The mindset and habits that kept him moving forward when quitting felt easier Why vulnerability and authenticity can strengthen your client relationships How adversity can shape you into a stronger, more effective advisor This is more than a sales conversation—it's a raw, real-life example of balancing personal struggle with professional excellence. Chad's story is a reminder that even in the toughest seasons, you can still lead, serve, and succeed.

If you're getting traffic but no inquiries, your marketing might not be the problem.   Too many business owners assume their message isn't working—when the real issue is buried in a sales process that's clunky, confusing, or full of friction. And the longer you try to fix the wrong thing, the more time, energy, and money you waste spinning your wheels.   In this episode of Running With Wolves, host Savannah Jordan shares a behind-the-scenes case study of one of her Accelerator clients—a brand and web designer—who thought she had a lead gen problem. But when they dug deeper, they discovered it was actually her sales process killing conversions. Savannah walks you through what they changed, why it worked, and how you can diagnose what's actually blocking sales in your business.   If this episode hit home—DM Savannah your questions on Instagram @itssavannahjordan or APPLY HERE to work with her.

To get more information about booking a consulting day with Vince, please do one of the following:Send a direct email to Vince to bypass his sales team: vince@gabrielefitness.comClick the link below and fill out the form:https://coaching.vincegabriele.com/ Podcast SummaryIn episode two of the Long Island Gym Tour, Vince visits a gym owner facing one of the toughest challenges in business—having to move his entire operation after 12 years, relocating nearly 600 members on short notice. Despite incomplete renovations and other gyms trying to poach his clients, the owner's strong relational equity has kept members paying, even without access to the facility. Vince breaks down strategies to not only survive such disruptions but also boost revenue by increasing the percentage of higher-paying memberships. He shares specific tactics for upselling current members, improving onboarding processes for new members, and maintaining communication during downtime to keep clients engaged and loyal. Top 5 PointsRelational Equity is Survival Insurance – Build deep relationships with clients and staff so that in times of crisis, members stay committed and supportive.Track Membership Level Ratios – Measure the percentage of clients on higher-value memberships and create goals to increase that share.Upsell Current Clients – Offer existing members upgrades (e.g., from basic to class memberships) through targeted promotions and trial periods.Optimize Onboarding – Give every new member access to your highest-value services for the first month so they experience your best offering upfront.Maintain a Communication Pulse – Regularly update inactive or on-hold members with construction progress, news, and personal touchpoints to keep them connected to your business. To get more information about booking a consulting day with Vince, please do one of the following:Send a direct email to Vince to bypass his sales team: vince@gabrielefitness.comClick the link below and fill out the form:https://coaching.vincegabriele.com/ If you're a gym owner seeking answers on how you can grow your gym, make more money, and have more freedom to do what you love, visit www.vincegabriele.com or book a call by CLICKING HERE!

In this episode, we're tackling a big one: the idea that constant education and giving away free value is the golden ticket to a successful B2B sales strategy. As someone who has spent 18 years in sales and business development, I've seen this 'give, give, give' mindset cause real sales problems for people trying to sell to corporate clients. I'm going to explain why this approach can actually be a dangerous school of thought and how it can hurt your bottom line. We'll talk about the difference between useful education and harmful free consultancy, and how to make sure your corporate sales process is all about clarity, not just content. We'll also dive into why giving too much away can lead to things like undercharging on your client proposals and a lack of confidence when following up on sales proposals. Plus, I'll be giving you an update on my Expert Services Directory, which is a fantastic opportunity for you to get in front of decision-makers with real buying power across the UK, without the need for constant, proactive outreach. Here are some key takeaways from this episode: Education vs. Free Consultancy: There's a big difference between explaining what you do (education) and giving away all the tailored ideas a client could implement themselves (free consultancy). The Problem of Normalisation: By constantly educating your audience on common problems, you may inadvertently normalise them, making clients feel there's no need to pay for a solution because "everyone has the same issue". The Dangers of Free Advice: Giving away too much free advice trains prospective corporate clients to not pay you, as they've learned they can get your valuable insights for free. Clarity, Not Education, Sells: The goal of a good sales process is not to simply educate, but to give clients the clarity and commercial reasons they need to make a decision, which is what truly drives sales. Join me in this episode as we unpack these crucial points and ensure your approach to business development is both effective and profitable.   Key Resources Mentioned in this Episode:   If you want to learn more about The Expert Services Directory, click here: http://bit.ly/4f3ch1I If you've enjoyed listening to How educating decision makers is screwing your sales process check out these other episodes that may be of interest.   How to price your services like a pro when working with corporations - https://bit.ly/SellingtoCorporate018 5 awkward myths about selling to corporate companies - https://bit.ly/SellingToCorporate111 6 biggest breakthrough moments from Converting Corporates - https://bit.ly/SellingToCorporate121     Join the waitlist here - https://smartleaderssell.mvsite.app/coming-soon   Converting Corporates is the B2B sales event of the year for service based entrepreneurs, if you want to join the waitlist for 202 click https://smartleaderssell.vipmembervault.com/cc2026waitlist   If you would like to sign up for our weekly newsletter to stay in touch with the latest B2B sales tips and techniques click https://sellingtocorporate.com/newsletter/   Content Disclaimer The information contained above is provided for information purposes only. The contents of this article, video or audio are not intended to amount to advice and you should not rely on any of the contents of this article, video or audio. Professional advice should be obtained before taking or refraining from taking any action as a result of the contents of this article, video or audio. Jessica Lorimer disclaims all liability and responsibility arising from any reliance placed on any of the contents of this article, video or audio. Disclaimer: Some of these links are for products and services offered by the podcast creator.  

In this episode, a former top-ranked commercial truck sales rep, Sean Lyden of Systematic Selling, breaks down what actually works in freight sales!  We talk about the 90-day rule in B2B, how to reframe cold calls as shopping for customers, and why your Ideal Customer Profile isn't just about who to target, but also who to avoid. Sean also shares his dial-based prospecting strategy, KPI tracking tips, and why consistency beats intensity every time! If you're a freight broker, carrier representative, or logistics founder, this is the kind of tactical strategy that can immediately shift your sales game. Want better conversions and a stronger pipeline? Tune in and start doing the work!   About Sean Lyden Sean is the founder and CEO of Systematic Selling, where they help SMB owners and their sales teams in the service trades scale their sales (without the chaos). Sean is a former U.S. Top 25 medium-duty truck sales rep (GMC, Chevrolet, Isuzu brands), has been in sales for 28 years, has handled over 1,200 coaching sessions for founders, owners, and their sales teams, and the co-author of Collaboration Effect on Profit: Overcoming Founder's Syndrome to Achieve Sustainable Success (2024).   Connect with Sean LinkedIn: https://www.linkedin.com/in/seanlyden/ Newsletter: https://www.systematicselling.co/  

“You don't have a marketing problem — you have a sales process gap. And if we don't define what success looks like, how will you ever know if your podcast is working?” In this live sales coaching session, Rob helps podcast strategist Vince Quinn uncover exactly why his sales may not be converting — and what to do about it. It's part therapy, part strategy, and all about helping service-based business owners sell smarter. This is what real sales coaching sounds like. Chapters: 00:00 Introduction to the Live Sales Coaching Session 01:25 Why Most Podcasts Fail (getting to know the client) 04:19 Shifting to B2B Strategy 10:19 Identifying Ideal Clients 15:14 Cold Calling That Works 23:52 Closing Gaps in Sales Process

In this episode of 7 Figure Annuity Sales, host Caleb North highlights two critical mistakes that can quietly undermine an agent's entire lead strategy. These aren't just slip-ups—they're foundational errors that can derail your growth if left unchecked. Many agents pull the plug on a new lead system prematurely, basing their decision on initial impressions rather than measured results. Even worse, they point the finger at the leads themselves—when the real issue could be their sales process. ➡️ In this episode, you'll learn: Why abandoning a lead system too early can kill momentum and waste opportunity The key metrics you need to track to fairly evaluate any lead source How to identify whether the real problem is your leads or your process A framework for giving lead systems a structured, data-driven trial How top producers adapt and improve instead of starting from scratch If you're serious about building a predictable, profitable annuity business, you can't afford to make these mistakes. Caleb gives you the clarity and tools to move forward with confidence.

A shocking $50,000 mistake led to a major sales breakthrough for CPA Tim Wijtenburg, a turning point that redefined his approach to building a profitable accounting firm. This episode reveals how Tim, after seven years in corporate at a Fortune 150 company and over a decade in tax planning, initially relied on tech solutions and "sales menus" to grow his practice, only to discover a critical missing piece—a robust sales process. Join Tim as he shares his pivotal journey from feeling stuck, isolated, and contemplating a return to corporate life, to doubling client engagements and drastically increasing revenue by understanding client needs and setting clear expectations. This is the real-world story of how Tim transformed a costly misstep into a pathway to abundance, freedom, and finally building the firm he always dreamed of.

Full Name: Sam Trimble Email: sam.trimble@fnf.com Phone Number: +19152697634 Sam helps companies grow. As Vice President of Strategic Growth and Development with Fidelity National Financial, Sam has worked with hundreds of title companies, law firms, and lenders and thousands of real estate agents across the United States, helping them navigate the constantly shifting sectors of marketing, sales, and technology. One size does not fit all, and Sam brings simple, executable, and attainable steps that can help any real estate industry-related business grow its client base and create raving fans of its current customers, regardless of market conditions. Connect with David LINKS: www.davidhill.ai  SOCIALS: Facebook:  https://www.facebook.com/davidihill/ LinkedIn:  https://www.linkedin.com/in/davidihill YouTube: https://www.youtube.com/c/DavidHillcoach  TicTok: www.tiktok.com/@davidihill Instagram: https://www.instagram.com/davidihill  X: https://twitter.com/davidihill   RING LEADER AI DEMO CALL: 774-214-2076