Podcasts about sales process

In this episode, we unpack why becoming an expert in the annuity industry isn't the finish line—it's the starting point. Having a solid grasp of products, strategies, and regulations is the bare minimum every agent should strive for. But what separates the average from the elite is what you do beyond that—going the extra mile for your clients, working closely with carriers, and constantly leveling up your knowledge and effort. If you want to be a top producer, it starts with expertise, but it takes much more to truly stand out.

This week, Lance Tyson, founder of the Tyson Group sales consultancy, talks about how he's using generative AI in his own business along with his suggestions for owners who are just getting started with AI. Among his suggestions: ask ChatGPT how best to use ChatGpt. Lance also talks about how salespeople can best navigate a business environment struggling with tariffs, uncertainty, rising prices, and talk of recession. One tip: don't just accept an email rejection. Try to get them on the phone.

In this week's episode of "Maximize Business Value," Dave Casey discusses the sales process with Darren Williams. Tune in weekly to hear more from Mastery Partners and to receive relevant key content on your journey to maximizing your business value! #maximizebusinessvalue #maximizebusinessvalue #MBVPodcast #PodcastForEntrepreneursLearn More about Dave CaseyDave Casey is a partner at Mastery Partners, working with owners to maximize the value locked up in their businesses. Using his background and experience, he utilizes the four-part process Mastery has perfected to analyze, assess, map out, and execute plans to ensure the business owner realizes the very top valuation for their enterprise. Casey is an engaged business leader with an eye for business transformation, particularly in the verticals of technology, cyber security and IT managed services.  Dave previously founded and grew an IT managed services company, brought it through a successful exit, and today helps companies develop long range plans with an eye to sound security and operational processes. Dave serves on the board of Business Navigators, a business servant leadership non-profit in the DFW area. He is also a founder and board member of Biz Owners Ed, a 501 (c)(3) enabling serious entrepreneurs to dramatically scale and improve their businesses.Learn More about Darren Williams  With over 30 years of leadership in management, operations, and sales, Darren Williams is a seasoned business advisor specializing in business value growth, leadership development, and operational efficiency. As a Certified Partner with Mastery Partners, he helps business owners optimize their companies, increase profitability, and prepare for successful transitions. Darren's extensive experience includes 18 years in the construction industry, where he led and scaled roofing companies, most notably as President & CEO of a private equity-backed firm. There, he played a key role in evaluating acquisitions, driving strategic growth, and strengthening business structures for long-term success.Learn More about Mastery PartnersElevating Businesses to Achieve The Business Owner's Dream ExitThe unfortunate reality is that for every business that comes on the market (for whatever reason), only 17% of them achieve a successful exit. You read that right. 83% of attempted business transitions never reach the closing table. Mastery Partners is on a mission to change that. We ELEVATE businesses to achieve maximuMastery Partners Elevating Businesses to Achieve The Business Owner's Dream Exit The unfortunate reality is that for every business that comes on the market (for whatever reason), only 17% of them achieve a successful exit. You read that right. 83% of attempted business transitions never reach the closing table. Mastery Partners is on a mission to change that. We ELEVATE businesses to achieve maximum value and reach that dream exit. Our objectives are simple - understand where the business is today, identify opportunities for dramatic improvement, and offer solutions to enhance the business, making it more marketable and valuable. And that all starts with understanding the business owner's definition of his or her dream exit. Mastery has developed a 4-Step Process to help business owners achieve their dreams. STEP 1: Transition Readiness Assessment STEP 2: Roadmap for Value Acceleration STEP 3: Relentless Execution STEP 4: Decision: Now that desired results are achieved, the business is ready for the next step in the journey! CONNECT WITH MASTERY PARTNERS TO LEARN MORELinkedInWebsite© 2025 Mastery Partners, LLC.

In this episode of the Revenue Builders Podcast, hosts John McMahon and John Kaplan are joined by Matt Maloney, SVP of Global Sales at Fireblocks. The discussion dives deep into Matt's background in B2B sales, his journey into the world of cryptocurrency, and how Fireblocks is revolutionizing blockchain security. Matt shares insights on the importance of adaptable, coachable sales teams and the application of traditional sales disciplines to new and emerging markets. The conversation also touches on strategic decision-making when entering new markets, the relevance of a strong ideal customer profile, and how foundational sales processes like MEDDPICC contribute to scaling success. The episode concludes with a nod to the influential book 'Inside the Tornado' by Geoffrey Moore and its relevance to Fireblocks' strategy.ADDITIONAL RESOURCESLearn more about Matt Maloney:https://www.linkedin.com/in/matt-maloney-75698/Read Force Management's Guide to Embedding AI In Your B2B Sales Organization: https://hubs.li/Q03ldrzD0Download the CRO Strategy Checklist: https://hubs.li/Q03f8LmX0Enjoying the podcast? Sign up to receive new episodes straight to your inbox: https://hubs.li/Q02R10xN0HERE ARE SOME KEY SECTIONS TO CHECK OUT[00:02:13] Matt Maloney's Journey into Crypto[00:02:55] Understanding Fireblocks and Blockchain[00:06:36] The Role of Stablecoins[00:10:28] Security Challenges in Crypto[00:23:18] Adapting Traditional Sales Disciplines to Emerging Markets[00:34:44] Mitigating Risk in Emerging Markets[00:35:07] The Importance of Continuous Development[00:37:11] Building Trust and Credibility[00:38:07] Characteristics of Successful Salespeople[00:39:41] Company Responsibility in Employee Development[00:41:02] Aligning Company Goals with Sales Strategies[00:46:05] Avoiding Shiny Object Syndrome[00:48:36] The Role of Ideal Customer Profiles[00:49:43] Lessons from Mentorship and Experience[00:58:00] The Innovator's JourneyHIGHLIGHT QUOTES"Your job is to figure out hitting the number and making sure you're calibrating your resources, that you hit the number, because that's foundation to our jobs as sales leaders.""If you can be part of a disruptive movement... it could be game-changing.""You need people that are coachable that will take the time to listen and learn about what this market is."

In this throwback episode, originally aired on January 4, 2023, Josh Gurley, Insurance Agency Owner at HM Advisors, redefines what it means to be an advisor. Josh explains how truly understanding your clients' risks and proactively servicing them sets top-tier advisors apart, turning your sales process into a relationship-building tool for long-term success.Episode Links:Ellerbrock-Norris: https://www.ellerbrock-norris.com/Ellerbrock-Norris Wealth Strategies: https://www.ellerbrock-norris-ws.com/HM Advisors: https://www.hm-advisors.com/LAUNCH: https://getlaunch.io/ LinkedIn:Elliot BassettRyan BrottJosh Gurley This episode is sponsored by LAUNCH. In the world of insurance, independent agencies fight to survive. Brokers are forced to compete by blocking markets and bid for the lowest price. Worse yet, the industry is fragmented. Agencies find it difficult to collaborate across division on the same client. Millions of dollars in potential revenue are left on the table. And agency owners lie awake at night wondering how to scale. THAT'S WHERE LAUNCH COMES IN. Access the full-revenue potential in your existing book of business. See opportunities other agencies can't. Offer more value. Gain a competitive advantage in a commoditized market. Visit https://getlaunch.io/ to learn more.

In this throwback episode, originally aired on January 4, 2023, Josh Gurley, Insurance Agency Owner at HM Advisors, redefines what it means to be an advisor.Josh explains how truly understanding your clients' risks and proactively servicing them sets top-tier advisors apart, turning your sales process into a relationship-building tool for long-term success.Episode Links:Ellerbrock-Norris: https://www.ellerbrock-norris.com/Ellerbrock-Norris Wealth Strategies: https://www.ellerbrock-norris-ws.com/HM Advisors: https://www.hm-advisors.com/LAUNCH: https://getlaunch.io/LinkedIn:Elliot BassettRyan BrottJosh GurleyThis episode is sponsored by LAUNCH.In the world of insurance, independent agencies fight to survive. Brokers are forced to compete by blocking markets and bid for the lowest price. Worse yet, the industry is fragmented.Agencies find it difficult to collaborate across division on the same client. Millions of dollars in potential revenue are left on the table. And agency owners lie awake at night wondering how to scale.THAT'S WHERE LAUNCH COMES IN.Access the full-revenue potential in your existing book of business. See opportunities other agencies can't. Offer more value. Gain a competitive advantage in a commoditized market.Visit https://getlaunch.io/ to learn more.

In this episode, I share tips on how to get more leads from your Facebook group. We'll talk about common problems people face, like feeling their group is too small or their posts aren't being seen enough. I'll explain the importance of having a clear plan to nurture, identify, and convert leads.   You'll also learn why it's useful to keep track of potential leads and how being active in your sales process can help. By the end, you'll know how to make your Facebook group a steady source of new clients.   Happy listening! Sarah   Next Steps: Join the FREE Community: www.sarahbeisel.com/community Grab your FREE Facebook Group Launch Checklist: www.sarahbeisel.com/checklist Contact me: info@sarahbeisel.com   Work with Sarah: Want to know exactly what steps to take to create an engaged Facebook group that makes you money consistently? Join the Profitable Facebook Group Program now! --> www.sarahbeisel.com/program   Timestamps: 00:00 Introduction and Interactive Session Setup 02:17 Understanding Lead Generation Challenges 03:21 Common Misconceptions About Lead Generation 11:46 The Importance of a Sales Process 12:20 Nurturing and Identifying Leads 16:54 Converting Leads into Clients 20:09 Becoming an Active Participant in Your Sales Process 24:16 Conclusion and Invitation for Support

In this episode, we talk about the deeper mission behind Retirement Realized—building high-character individuals first, because true success in this industry starts with who you are, not just what you achieve. The goal isn't just to create top producers, but people who lead with integrity, generosity, and a genuine desire to serve others. That kind of character shows up before the big numbers ever do, and it's exactly what sets the foundation for lasting success in the annuity business and beyond.

Today I'm sharing why updating your B2B sales process is crucial right now. The market is rapidly changing—referrals aren't enough anymore, and only a best-practice, proactive sales approach will help you land those high-value corporate clients. I'm talking about the importance of reviewing your metrics, getting honest about what you want from your business, and why taking action before the summer slowdown is essential. If you want sustainable, predictable results in 2025 and beyond, now's the time to make those smart changes. If you're a coach, consultant, trainer, or service provider selling to companies, you need to harness best practices—nothing “sleazy or gross”—and create a predictable, sustainable revenue stream, no matter what's happening in the consumer market. Tune in for honest advice, market insights, and your nudge to step things up! In this episode I'm sharing; The B2B market is changing—fast. Are you updating your sales process to match? Why midyear is a pivotal time to review your pipeline. Sales slowdowns are coming: If you don't close opportunities before mid-July, expect long delays due to summer decision-maker holidays. The B2B opportunity is bigger, but only for the prepared. Is your sales process designed for today's reality—or stuck in 2015? Why referrals are no longer sufficient in B2B. Cold -> Closed - specifically created for this market to fast-track your outreach, objections and closing before the summer slowdown. Best-practice, proactive sales processes are more important than ever, especially as referrals dry up.   Key Quotes; The Shifting Coaching Market: "And over the last few months, I've been talking quite openly on the podcast about how the business to consumer market has really shifted. And in some cases, the bottom is completely falling out of it." 00:03:1500:03:27 Entrepreneurial Focus Shifts in a Changing Market: “I very consciously moved my business to be focused on maximum revenue generation from corporate clients. And that's been really fun and really interesting.” 00:15:5300:15:54 Why Reviewing Your Numbers Feels Different This Year: "So for some people, you might be reviewing your numbers in June thinking, actually, this has been my best year to date. You know? Actually, this has been the year where I've made the most revenue, where I've set the best boundaries in my business, where I have, you know, worked on things that were actually meaningful to me, and impactful to organisations that I work with." 00:27:3500:28:44 Boosting B2B Sales This Season "If you want to spend the next six weeks building out your B2B sales for the next ninety days so that you are actually getting better outreach results, higher response rates, more calls being booked with you, more proposals going out of the door before the summer hits, then you need to go ahead and check out the Cold -> Closed link again. "00:44:3600:45:03 The Reality of Wanting High-Paying Clients Quote: "If you're somebody who's saying, yes. I absolutely want companies to pay me £5,000, 10 thousand pounds, 20 thousand pounds, 50 thousand pounds per engagement, but you are not willing to put in the time that it takes to do proactive outreach to book sales calls that are going to be worth tens of thousands of pounds, then you need to take a real look at whether you are saying you want something, but you're not indicating that you are willing to do the work or invest the time, energy, and money required to get that result." 00:27:3500:28:44   Key Resources Mentioned in this Episode:   Click here for Cold -> Closed. Click here to join the waitlist for the Converting Corporates Event 2026! Click here for the Cold Email Outreach Conversion Course.   Grab your Sales Tracking Spreadsheet here.   Click here to watch my video on how to troubleshoot your sales process.!   Join The C Suite ® Self Study now! If you're looking to get the best support in selling your services to corporate organisations, not to mention email templates and proposal outlines so that you really can convert at much higher rates and sell your services more successfully then click here now.   Take the Selling to Corporate ® offer quiz and find out what the best offer is that you could sell to corporate.    Sign up here for the webinar on Five Simple Steps to Landing Corporate Clients.   Top 5 Business Development Questions: If you're looking to convert more business development calls into sales? You need to be asking the right questions and getting the best information to support future work. Download my Top 5 BDQs here and start getting quality information from your prospects.   Connect with me on LinkedIn.   If you've been consuming the content and LOVE the show, please make sure you take five minutes out of your day to leave a review.    Click here if you would like to listen to my TEDx talk.  

keywordscybersecurity, leadership, startups, failure, vendor trust, HACKERverse, communication, investment, innovation, beginner's mindset, job search, LinkedIn, networking, AI, personal branding, cybersecurity, lifestyle polygraph, superheroes, career advice, mentorshipsummaryIn this episode of No Password Required, host Jack Clabby and co-host Kaylee Melton engage in a thought-provoking conversation with Mariana Padilla, co-founder and CEO of HACKERverse.AI. The discussion revolves around the importance of embracing failure as a learning opportunity, the role of leadership in fostering a positive work environment, and the challenges faced in the cybersecurity vendor landscape. Mariana shares her insights on the need for better communication in the industry and the importance of a beginner's mindset in driving innovation. The conversation also touches on the future of investment in cybersecurity and the necessity of rebuilding trust within the industry. In this engaging conversation, Mariana discusses the challenges of job searching in the current landscape dominated by AI and the importance of networking and personal branding. She emphasizes that building trust and connections is crucial in the cybersecurity field. The discussion transitions into a fun segment called the lifestyle polygraph, where Mariana shares her thoughts on superheroes and their relevance to personal and professional growth. The episode concludes with Mariana providing insights on how to connect with her and her work.takeawaysEmbracing failure is crucial for personal and professional growth.Leadership should focus on transparency and learning from mistakes.A beginner's mindset can lead to innovative solutions in cybersecurity.The cybersecurity industry struggles with communication and trust.Venture capital influences the direction of cybersecurity startups.Sustainable business practices are essential for long-term success.The sales process in cybersecurity needs to be more efficient.Understanding vendor interoperability is critical for security.Cybersecurity vendors must demonstrate product viability effectively.The industry must evolve to meet the rapid pace of technological change. You're competing against AI for some of these jobs.Networking is so, so, so important.The online application system has been dying for quite some time.Your personal brand matters and you have to have one.Conferences are a prime opportunity to peacock a little bit.Batman has real feelings and real demons.The correct answer is Star Trek.Margot Robbie, I really like her.You're on the fantasy cybersecurity squad.Come follow me on LinkedIn for lots of shenanigans.titlesEmbracing Failure in CybersecurityThe Importance of Leadership in StartupsInnovating with a Beginner's MindsetHACKERverse: Revolutionizing CybersecuritySound Bites"It's all about leadership and leading by example.""I think we have a gap here.""We should focus on sustainably built businesses.""It's just a bunch of nonsense.""Networking is so, so, so important.""Batman has real feelings and real demons.""The correct answer is Star Trek.""Margot Robbie, I really like her.""You're on the fantasy cybersecurity squad."Chapters 00:00 Introduction to Cybersecurity Conversations02:00 Embracing Failure as a Learning Opportunity06:02 The Role of Leadership in Startups09:00 The Value of a Beginner's Mindset11:58 Understanding HACKERverse's Mission13:59 Challenges in the Cybersecurity Vendor Landscape17:08 Shaking Up the Status Quo in Cybersecurity21:52 The Future of Investment in Cybersecurity24:36 Navigating Job Searches in the Age of AI29:35 The Importance of Personal Branding30:23 Lifestyle Polygraph: Fun and Games39:05 Superheroes and Their Lessons43:45 Connecting with Mariana: Final Thoughts

This episode covers two often overlooked but critical areas for annuity agents: tracking your numbers and understanding Roth conversions. We explore why consistently monitoring your activity and performance metrics can lead to smarter decisions and better results. Then we break down the value of Roth conversions, how they fit into retirement planning, and why they can be a powerful tool in client conversations. Packed with practical insights, this episode is all about tightening your process and adding more value to every appointment.

In this short segment of the Revenue Builders Podcast, we revisit the discussion with John Rowell, co-founder of Pinned Golf and a former enterprise sales leader, to explore the timeless value of preparation in both sales and entrepreneurship. Rowell breaks down how his enterprise sales discipline shaped his startup success, sharing tactical wisdom on transforming cold calls into warm connections, creating repeatable processes, and winning buyer trust from the very first interaction. Whether you're a rep, a sales leader, or a founder, this is a playbook for showing up like a pro.KEY TAKEAWAYS[00:00:44] Preparation Builds Confidence: Rowell shares how structured pre-call prep creates clarity and control in high-stakes sales interactions.[00:01:06] Hypothesize Before You Call: Great reps make educated assumptions about the buyer's needs before they ever get on the phone.[00:02:21] Preparation Is the Message: How you prep shows who you are and how you'll show up for the customer.[00:02:57] Cold Calls Shouldn't Be Cold: Transform outreach by researching industries, personas, and proof points before dialing.[00:04:09] Sales Is a High-Performance Sport: Like elite athletes, the best reps obsessively prepare to perform at their peak.[00:05:31] Preparation Builds Trust Early: First impressions matter—showing up prepared signals reliability.[00:06:24] Presence Over Performance: When you're prepped, you can truly listen and be present instead of trying to sound “interesting.[00:07:29] Process Equals Speed: Rowell unpacks how process-driven sales teams outpace the competition by removing guesswork and bottlenecks[00:08:34] Apply Process to Entrepreneurship: From startup KPIs to sales funnels, the mindset of structure translates directly to building a business.QUOTES[00:00:44] “Process equals speed. If you can build what you're gonna do every day into a defined process, you're gonna move faster.”[00:01:46] “I saw 50-year-old President's Club winners still taking time to read 10-Ks before calls. That prep never stops being valuable.”[00:02:57] “They shouldn't be cold calls. They should be warm calls because you should figure out ways to make them warm.[00:04:09] “If you're an enterprise rep, that's your NFL. You should be prepping like Patrick Mahomes watches film.[00:05:55] “Preparation allows you to be present, not scrambling to sound interesting.[00:06:45] “When you're prepared, you're not performing. You're just being yourself—and that's when trust is built.[00:08:34] “Dialing in a process and measuring success—whether in sales or startups—gives you repeatable wins.”Listen to the full conversation through the link below.https://revenue-builders.simplecast.com/episodes/pinned-golf-making-the-shift-from-sales-to-entrepreneurshipEnjoying 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/

In this episode of the Revenue Builders Podcast, hosts John McMahon and John Kaplan are joined by Tony Marino, a senior advisor and executive coach with a storied career as CHRO for major global companies like Fiserv. The discussion revolves around the critical aspects of corporate leadership, the parallels between athletics and business, and the importance of maintaining physical and mental well-being for optimal performance. Marino introduces the concept of 'five-tool players' in a corporate context, emphasizing the need for well-rounded leaders proficient in six key areas: financial and business acumen, client focus, people and team leadership, risk and controls, operational excellence, and innovation. The episode also covers practical strategies for establishing priorities, key lessons from transformative sales effectiveness initiatives, and the impact of habits and routines on leadership success.ADDITIONAL RESOURCESLearn more about Anthony Marino:https://www.linkedin.com/in/anthony-s-marino-94a6476/Read Force Management's Guide to Embedding AI In Your B2B Sales Organization: https://hubs.li/Q03ldrzD0Download the CRO Strategy Checklist: https://hubs.li/Q03f8LmX0Enjoying the podcast? Sign up to receive new episodes straight to your inbox: https://hubs.li/Q02R10xHERE ARE SOME KEY SECTIONS TO CHECK OUT[00:01:59] Corporate Athlete: Balancing Leadership and Well-being[00:04:13] Transferable Lessons from Athletics to Business[00:06:31] The Importance of Physical and Mental Health for Leaders[00:09:56] Setting and Achieving Goals: The 6% Club[00:12:34] Prioritizing and Managing Time Effectively[00:28:11] Real-life Examples and Practical Advice[00:33:54] The Importance of Operating Rhythm in Corporations[00:35:43] Predictable Management Routines for Leaders[00:38:18] Understanding the Concept of Five Tool Players[00:40:17] Six Key Traits of Successful Leaders[00:47:49] The Role of Feedback and Coachability[00:51:07] Identifying Team Archetypes[00:59:36] The Impact of Sales Effectiveness on Company SuccessHIGHLIGHT QUOTES"The greatest leaders are well-rounded, like five tool players.""If you don't take care of yourself, you lose perspective.""The best leaders I've ever met are self-aware.""Every leader should evaluate all the activities on their desk regularly to ensure they are adding value.""Sales productivity should be the number one metric for any company."

One of my clients has the dream setup: A solid YouTube following Tens of thousands of people visiting his site every month A clean, self-checkout flow for his freelance services Sounds awesome, right? But when we looked under the hood… He was making just $0.23 per visitor. Twenty. Three. Cents. Let that sink in. That's LESS than $5k/month from 20,000 website visitors. I nearly threw my laptop. That same traffic, with a real sales process? Could be worth $20k… even $50k. This is the myth of passive sales. It feels efficient. It looks scalable. But for service businesses? It's an income-killer. Passive sales feel great… until you realize you're leaving tens of thousands of dollars on the table. Every. Single. Month. Your income per website visitor is way more important than your total traffic. That single metric—earnings per visitor—exposes how effective (or broken) your sales process really is. Most freelancers think more eyeballs = more money. In this episode, I break down why you don't need more traffic. You need more $$$ per visitor. I'm talking: The full sales strategy spectrum (passive → async → real convos) How to balance your time and make more per visitor And how a small tweak to your sales flow can 10x your earnings per visitor If you're serious about hitting $100k, $250k, or beyond, this is the lever to pull. For full show notes, visit https://6figurecreative.com/361

In this episode, you'll learn another effective strategy to simplify and optimize your sales as a freight broker with Salesdash CRM's founder, Josh Lyles! Josh highlights the benefits of using Salesdash CRM, the vital role of cold calling in freight sales, consistent follow-ups, and building relationships, and the importance of targeting small to medium-sized shippers, qualifying and disqualifying leads efficiently, and continuous prospecting!   About Josh Lyles Josh Lyles is the founder of Salesdash CRM, which is a sales CRM specific for freight brokerages, agencies, and asset-based companies. Josh has previous experience in sales management within freight brokerage and also at Tesla.    Connect with Josh Website: https://salesdashcrm.com/  LinkedIn: https://www.linkedin.com/in/joshlyles/   

In this episode, we unpack why the carrier behind the product matters just as much as the product itself during the fact-finding process. While several annuity products might check all the boxes for a client's needs, the carrier you choose can have a major impact on the client experience—from service and support to long-term stability and trust. Chad shares why digging deeper into carrier differences is a crucial part of doing what's truly in the client's best interest, and how being intentional with this step can set you apart as a top-tier agent.

"The best salespeople don't need to talk about their successes - they focus on what went wrong and how to improve. At Joist AI, we don't want to hear about past wins, only lessons learned."In today's episode of Bricks and Bytes, We had Anton Marinovich from Joist AI and he shared his construction tech go-to-market journey from my father's masonry business to leading sales at Contentful, HoloBuilder, and now Joist AI.Tune in to find out about:✅ Why matching your product to workflows is crucial in construction tech✅ How simplicity in sales compensation drives the right behaviors✅ Why grit and consistency separate average salespeople from top performers✅ The importance of transparency in building trust with construction clientsListen now on Spotify to hear insights on building effective go-to-market strategies in construction tech!--------Chapters00:00 Intro00:04 Introduction and Background07:01 Journey into Construction Tech10:00 Sales Strategies and Lessons Learned13:10 Revenue Operations and CRM Importance15:59 Building a Successful Go-To-Market Strategy18:53 Understanding Customer Segmentation22:02 Sales Process and Buyer Behavior24:58 Defining Sales and Building Processes27:59 Ideal Customer Profile and Messaging38:14 Leveraging LinkedIn for Networking39:06 The Power of Video in Sales41:27 Professional Persistence in Sales43:55 Common Mistakes in Go-to-Market Strategies45:09 The Impact of AI on Sales48:12 Customer Acquisition vs. Expansion53:31 Sales Compensation Strategies01:00:20 Effective Pricing Strategies01:03:07 Future Trends in Construction Tech Sales

Ever had a customer walk in, get chased for months, and your team still greets them like it's Day One? Yikes. In this episode of Dealer Talk with Jen Suzuki, we're calling out the CRM habits that are quietly killing your deals—and showing you how to fix them. Jen breaks down how internal notes create smooth BDC-to-sales handoffs, how to log objections and buying triggers that actually close, and why skipping CRM updates might be why your customer disappeared. If you want loyal buyers and not just new leads, it starts with smarter follow-ups, stronger recaps, and tighter processes. Let's make your CRM your best closer. Dealer Talk with Jen Suzuki Podcast |

In this episode of the Revenue Builders Podcast, hosts John McMahon and John Kaplan are joined by Marcello Gallo, Chief Revenue Officer at Sigma Computing. The discussion dives into Marcello's extensive experience in enterprise sales leadership, including his non-traditional path, lessons from leading roles at various companies, and the importance of structure, mentorship, and continuous learning. Marcello shares valuable insights on transitioning from technical roles to sales, territory management, and the significance of aligning with customer needs to drive value. The conversation also emphasizes the importance of having a growth mindset, understanding customer environments, and leveraging product-market fit for sustained success.ADDITIONAL RESOURCESLearn more about Marcello Gallo:https://www.linkedin.com/in/gallomarcello/Download the CRO Strategy Checklist: https://hubs.li/Q03f8LmX0Read Force Management's Guide to Increasing Company Valuation: https://hubs.li/Q038n0jT0Enjoying the podcast? Sign up to receive new episodes straight to your inbox: https://hubs.li/Q02R10xN0HERE ARE SOME KEY SECTIONS TO CHECK OUT[00:01:53] Marcello's Journey into Enterprise Sales[00:08:13] The Importance of Structure in Sales[00:28:37] Navigating Major Accounts and Complex Sales[00:34:32] Understanding the Champion's Role in Sales[00:35:15] Building Strong Relationships with Champions[00:37:59] The Importance of Predicting and Preparing for Objections[00:39:14] Role-Playing and Preparation Techniques[00:40:05] Leadership and Helping Teams Get Unstuck[00:42:03] Lessons from Climbing the Corporate Ladder[00:43:21] The Value of Enablement and Territory Management[00:46:20] Adapting to Market Changes and Customer Feedback[00:53:59] Choosing the Right Opportunities and Taking Risks[01:04:50] Sigma Computing's Growth and OpportunitiesHIGHLIGHT QUOTES“If you can't bet on yourself, who can you bet on?"“Knowledge is courage.”“You get delegated to those that you sound like.”“Hire the people commensurate to the territory that you have open.”“Don't confuse position with opportunity.”

Schedule a Meeting with Joshua TODAY!Tired of hearing “I need to think about it” right when you think you've closed a deal? You're not alone—sales objections are one of the biggest hurdles in the industry. In this episode, we reflect on the powerful sales system David Esh shared in our last conversation(LISTEN HERE). If you've ever struggled with clients saying, “It's too expensive” or “I need to think about it,” this breakdown of his approach will show you how to prevent those objections from ever surfacing.Discover how to eliminate objections before they happen—saving you time and frustration.Learn the power of setting expectations early to prevent last-minute deal breakers.Find out how shifting from “selling” to “serving” can transform your closing rate.Stop letting objections derail your sales! Tune in now to learn how to take control of your process and close more deals with confidence. 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

In this episode, we dive into the mindset of working for a lasting legacy instead of chasing instant gratification. Chad shares his perspective on why building something that outlives you—whether it's for your family, your clients, or the impact you leave behind—should be the true motivation behind your work. It's about making decisions today that set up long-term success, rather than focusing only on short-term rewards. Hear how shifting your mindset toward legacy can bring deeper purpose, fulfillment, and lasting impact to everything you do.

Do you feel uncomfortable with the sales process as a creative? In this candid mini-episode, Martine Severin tackles the topic many creatives dread: sales. Martine breaks down practical strategies for artists to sell their work authentically without feeling like "used car salesperson."  Chapters 00:00 Introduction to Creative Life 00:23 The Visibility to Sales Paradox 03:16 Understanding Sales for Artists 10:19 Building Community and Networking 14:00 Cultivating an Audience and Collectors 20:07 The Sales Process Explained 27:35 Transforming Sales Mindset Perfect for: Artists, photographers, designers, and creatives who feel uncomfortable with the sales process but want to improve their results. Danielle Chutinthranond: E28 Maria Bayer: https://members.mariabayer.com/2025-is/ Maria on Instagram KEEP UP WITH MARTINE: Website: Martine Severin Follow on Instagram: @martineseverin | @thisishowwecreate Subscribe to the Newsletter: Martine's Substack This episode of This is How We Create is produced and edited by Martine Severin. #CreativeBusiness #ArtSales #CreativeEntrepreneurship #SalesForArtists  

Unlock the future of executive search operations with this episode of The Full Desk Experience. Dive into actionable strategies and decision points that will help you harness AI to drive your firm's growth and competitive advantage.Key highlights:Discover the six essential decisions for integrating AI in your recruiting workflow, from optimizing at the recruiter or firm level to choosing the right ownership model for your AI tools.Why focusing on mastering core AI platforms is far more valuable than chasing the endless parade of new “wrapper” apps.Practical frameworks for assessing where AI will deliver the highest ROI: from streamlining candidate presentations to enhancing your business development and back-office operations.Insightful guidance on conducting a strategic, firm-wide AI audit versus simply winging adoption as you go.The critical value of “influence over efficiency”—how AI can drive not only productivity but better outcomes in client and candidate management.Is now the time to standardize your firm's AI knowledge, or nurture entrepreneurial recruiters? Will specialized AI tools survive the coming market shakeout?Tune in to get clarity—and learn how to put these strategies to work in your own practice._________________Tools mentioned in this episode:AI Tools & Large Language ModelsChatGPT (by OpenAI)Gemini (by Google)Claude (by Anthropic)CopilotPerplexityDeepSeekRecruiting/Industry ToolsCrelate Copilot (Crelate's AI assistant for recruiting)Zoom (specifically for the AI Companion functionality)MetaviewZoomInfoApolloLinkedIn Recruiter_________________Follow Tricia on LinkedIn: https://www.linkedin.com/in/triciatamkin/Follow Jason on LinkedIn: https://www.linkedin.com/in/jasonthibeault/Learn more about Moore Essentials here: https://mooreessentials.com/Want to learn more about Crelate? Book a demo hereFollow Crelate on LinkedIn: https://www.linkedin.com/company/crelate/Subscribe to our newsletter: https://www.crelate.com/blog/full-desk-experience

On this episode of the Insurance Producers Podcast, Cyrus Jaffery sits down with Patrick McBride to dive into the mindset behind a winning sales process. From why every lead deserves your best to the eternal debate of captive vs. independent, Patrick offers a balanced and insightful take. They talk numbers, client education, consistency, and why sometimes value beats price—even if it's about a Hyundai Palisade. Tune in for a real, practical, and powerful conversation for producers looking to level up.

In this episode of Stronger Sales Teams, Ben Wright introduces his exclusive framework, the “3 Ds”—Deliverables, Decision Makers, and Deadlines—as an essential tool for simplifying the sales process. The episode highlights the significance of clearly defining deliverables, identifying and engaging with decision-makers, and securing commitment to deadlines, all of which help streamline sales activities. By embracing the 3 Ds, sales teams can foster consistency and alignment, ultimately driving improved sales outcomes and cultivating long-term customer relationships. Key Takeaways: Understanding customer deliverables is essential for defining and structuring effective sales strategies. Engaging and being known by decision-makers increase the likelihood of winning deals. Setting and aligning with clear deadlines enhances organizational efficiency and controls the sales process. The 3 Ds framework helps in simplifying complex sales dynamics and driving consistent results. Regular check-ins and questions ensure sales teams remain aligned with clients' expectations and deadlines. Time Stamps: 0:00 Intro 2:50 Mini Framework Around A Sales Process 3:23 The Three D's 5:03 Deliverables 8:37 Decision Makers 11:00 Deadlines 13:31 Recap 14:56 Road to Cairns 16:25 Outro Rate, 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.

In this engaging conversation, Chris Logan, founder of Virtual Wholesaling Made Simple, shares his journey from traditional wholesaling to virtual wholesaling, emphasizing the importance of mindset, building trust with sellers, and streamlining business operations. He provides actionable insights on how to identify profitable territories, the significance of tracking metrics, and the mindset shifts necessary for success in the real estate industry. Chris also discusses his passion for helping others achieve their goals in wholesaling and the impact he aims to make in the coming years.   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   —--------------------

In this episode, Chad shares why he's still expecting a record-breaking year in annuity production—even with market uncertainty on the horizon. He unpacks the mindset, strategies, and opportunities that make strong sales possible regardless of market conditions. From staying proactive with clients to focusing on value-driven conversations, Chad explains how agents can thrive even when the broader financial outlook looks shaky.

You did the hard part. Now finish strong. You led the call with value. You gave them confidence in you. But if you're not setting the appointment—you're leaving money behind. This episode is a deep dive into how to confidently sell the appointment, lock in commitment, and increase your show rate with real-world strategies I teach live every week in my dealership classes. Here's what you'll learn: How to roll into the appointment ask without sounding pushy Why “What time is good for you?” is secretly ruining your schedule Phrases like “You're in good hands” that increase trust How to text, confirm, and stand out with credibility A next-level email confirmation that helps you sell the car before they arrive Why creating obligation on the call gets you less negotiation and more deals This is how top performers get paid in 2025. You'll walk away with fresh tactics, real talk, and a powerful reminder: Car sales is not for the weak—it's for the ones who do more. Dealer Talk with Jen Suzuki Podcast |

Sales is an endless grind when conversations go nowhere and promising leads vanish without a trace. It's frustrating to put in the effort only to see minimal results, leaving you wondering if the problem is the market, the pitch, or something deeper. Sometimes, the very strategies meant to bring in business end up pushing prospects away—too aggressive, too impersonal, or simply not hitting the right pain points. The real challenge isn't just finding more leads, but figuring out why the right ones aren't sticking around. Scott Channell, a B2B lead generation expert and author of Sell the Meeting, has decades of experience in outbound sales and executive appointment setting. Having booked over 2,000 high-level meetings, he now trains companies on sales strategies and process optimization. Today, he shares key tactics for successful outbound sales, emphasizing the importance of targeting high-probability prospects, avoiding common mistakes, and implementing a systematic follow-up approach. His insights highlight the value of preparation and persistence in closing deals effectively. Stay tuned! Resources: More B2B Sales Appointments And Calls That Close Follow Scott Channell on Facebook Connect with Scott Channell on LinkedIn

In this episode of Grow a Small Business, host Troy Trewin interviews Jason Kramer from Cultivate discusses his entrepreneurial journey, starting with a graphic design business before founding his current CRM strategy consultancy. He highlights the impressive growth of Cultivate, averaging 15 to 30% annually and expanding his team. Jason shares valuable insights into CRM strategy for nurturing leads and demonstrating marketing ROI, emphasising the importance of understanding your target audience. He also offers advice on key aspects of business growth, including hiring, the significance of work-life balance, and lessons learned from his experiences. Jason also touches upon the importance of good financial management and the "Profit First" methodology.   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 Jason Kramer, the hardest things in growing a small business are finding quality people who are reliable, dependable experts with good communication skills. He also notes that juggling all the different aspects of the business can be difficult for some, though less so for him due to his organised approach. Reflecting on his early days, Jason would advise himself to seek out those who have experience and made mistakes to learn from them and accelerate success. What's your favorite business book that has helped you the most? Jason Kramer's favourite business book is "Profit First" by Mike Michalowicz. He states that this book has significantly impacted how they manage cash flow in their business using a system of multiple bank accounts. Are there any great podcasts or online learning resources you'd recommend to help grow a small business? Jason Kramer recommends Donald C Kelly's podcast, "The Sales Evangelist", for valuable techniques and ideas. He also finds Jeff Blanto's "Sales Gravy" sometimes interesting. Additionally, Jason's company, Cultivate, offers "Profit Path", a tool with coaching and ebooks for tracking leads and marketing ROI. The "Grow Small Business Podcast" itself, hosted by Troy Trewin, who interviewed Jason, is also a relevant resource, with a past episode featuring Mike Michalowicz, author of "Profit First". What tool or resource would you recommend to grow a small business? Jason Kramer recommends The Sales Evangelist podcast by Donald C. Kelly for practical, actionable sales techniques and Sales Gravy by Jeb Blount for insightful tips on business and selling. He also highlights the importance of mixing in some non-business content for balance, like Conan O'Brien's podcast, which he enjoys for its humor and engaging interviews​. What advice would you give yourself on day one of starting out in business? Jason Kramer's advice to his day-one self would be: “It's going to be a hell of a ride, unexpected but worth it.” He emphasizes the importance of learning from those who've gone before — seeking out people who've made mistakes and grown from them, so you can fast-track your own success by avoiding common pitfalls​. 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: When uncertain, seek out those who have walked the path before, learned from their mistakes, and use their experiences to accelerate your journey to success – Jason Kramer Technology alone doesn't solve problems; having the right people in place is key to effectively addressing those challenges  – Jason Kramer I believe it begins with understanding who you're helping and the problems they face – Jason Kramer  

In this episode of Remodelers on the Rise, Kyle sits down with Mason and Andy to unpack the lessons they've learned growing their remodeling business. From building a solid online presence to navigating the shift toward higher-end projects, they share what's working—and what's not. You'll hear real talk about marketing strategies, hiring the right team, improving sales processes, and why narrowing your focus can actually help you scale. If you've ever wondered how to grow smarter (not just bigger), this episode is packed with practical insights every remodeler can apply. ----- Today's episode is sponsored by Contractor Growth Network. Discover how to build a brand that stands out at contractorgrowthnetwork.com. ----- Explore the vast array of tools, training courses, a podcast, and a supportive community of over 2,000 remodelers. Visit Remodelersontherise.com today and take your remodeling business to new heights! ----- Takeaways The importance of a strong online presence and branding. Utilizing Google reviews to enhance credibility. Narrowing project focus can streamline operations. Strategic partnerships can lead to larger projects. Consistent marketing efforts are crucial for growth. Enhancing client experience can lead to repeat business. Effective communication with past clients is key. Evaluating marketing tactics for better ROI is essential. Hiring strategies should align with business growth goals. Improving the sales process can increase conversion rates. ----- Chapters 00:00 Introduction to Welcome Home Remodeling 04:09 Mason and Andy's Journey in Remodeling 06:57 Marketing Challenges and Opportunities 10:02 The Importance of a Strong Online Presence 13:07 Enhancing Client Experience and Engagement 16:02 Strategic Partnerships for Growth 19:05 Narrowing Focus for Better Results 22:03 Understanding SEO and Google Ads 25:11 Transitioning to Higher-End Projects 28:39 Evaluating Marketing Strategies: Trade Shows vs. Digital 32:01 Enhancing Sales Processes for Better Client Engagement 33:55 Hiring Strategies: Balancing Experience and Growth 37:33 Narrowing Focus for Training and Efficiency 40:29 Identifying Bottlenecks in Growth 44:02 Key Takeaways and Future Directions

In this conversation, Brett McCollum and Kevin Martin explore the intersection of real estate and technology. Kevin shares his journey from marketing to becoming a tech entrepreneur in the real estate sector, emphasizing the importance of innovation and user feedback in developing solutions for real estate professionals. They discuss the lucrative potential of midterm rentals, the challenges of sales in real estate, and the significance of building relationships in commercial lending. Kevin also highlights the features of his platform, Deal Connect, which aims to simplify the investment process for users.   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   —--------------------

Text the show!“Sales really is not about pressuring at all. It's about clarity, and clarity comes from being prepared.” -Victoria MarcouillierWhat if the key to a successful sales call is not just about selling, but about truly understanding your client's deepest needs? This episode of The Branding Business School Podcast takes you behind the scenes of how Victoria prepares for calls that average around $10,000 per project. By sharing insights from personal experiences and lessons from a seasoned sales coach, she highlights the crucial role of effective sales preparation and the power of building trust through a well-crafted sales experience. This conversation dives into the importance of intake forms, industry research and using tailored visual guides during discovery calls to resonate with clients. By aligning examples from your portfolio with client needs, Victoria illustrates how building trust and showcasing value can set you apart in a competitive market.Mastering the art of discovery calls and follow-ups, this episode wraps up with practical advice on how to maintain control over the sales process. Learn the importance of securing a verbal commitment before sending proposals and being the last to follow up, which can significantly enhance your close rate. Victoria also underlines the importance of personal connections, encouraging quick, personalized follow-up messages to reinforce client rapport. By understanding client hesitations and strategically timing proposal submissions, you can increase the likelihood of securing your sales and becoming the go-to expert in your industry without losing your sanity.Links Mentioned in Today's Episode:Episode 109: The Psychology of Selling Ft. My Personal Sales Coach, Gwen TinsleyEpisode 132: 10 Myths You've Been Told About Selling That Are Hurting Your Business and Your Confidence ft. My Sales CoachEpisode 150: Why Aren't They Buying? How to Fix the Sales SlumpBrandWell DesignsFor show notes, head to www.thebrandingbusinessschool.com/thepodcast/ Show notes for episodes 1-91 can be found at www.brandwelldesigns.com/thepodcast/ Follow BrandWell on Instagram. Follow The Branding Business School on Instagram. Save 50% off your first year of Honeybook using this link! Save 50% off your first year of Flodesk using this link! Get $30 off your first month of Nuuly using this link! Get up to $150 off your first box of Factor Meals using this link!

In this episode, Chad shares real-time insights from his day-to-day experience as an active annuity agent in the field. From recent calls, appointments, and sales conversations, he breaks down what he's seeing in today's market—what's working, what clients are responding to, and where agents might be missing the mark. It's a candid look into the patterns, challenges, and opportunities he's observed over the past few weeks, giving you a pulse on what it really takes to succeed right now in the annuity space.

What if tripling your sales pipeline isn't enough in the evolving economy? On this episode of the Sales Hunter Podcast, Mark challenges you to rethink your sales strategy by expanding your pipeline from 3.5X to a daunting 6X volume. But here's the kicker: it's not just about stacking numbers—it's about leveraging the power of your CRM system and getting laser-focused on validating prospects.  Discover how to effectively tap into repeat orders, referrals, and new prospects to reach this ambitious goal, ensuring your pipeline is robust enough to withstand the slower decision-making climate. ⭐ Leave us a rating or review on your favorite podcast app. We actually read them!  

In this episode, Tom Marino and Adam Hurd dive into the psychology behind common business challenges, from overused phrases that drive them crazy to deeper discussions on financial management, mindset shifts, and the long game of sales. They break down why some business owners struggle with cash flow, how a lack mindset leads to financial missteps, and why investing in yourself is crucial for long-term success. Plus, they challenge the way people approach networking, sales, and social media engagement, revealing the key differences between opportunity and your opportunity.Key Takeaways:• The Problem with "I'm Excited About" and Overused Words: Why default phrases may signal a lack of true emotional expression and how to be more intentional with language.• Money Mindset & Cash Flow Challenges: The psychology behind financial mismanagement in business and why some entrepreneurs struggle with paying themselves, payroll, and reserves.• The Emotional Side of Money: How business owners can remove emotion from financial decision-making and move towards a fact-based, strategic approach.• Planning for Payroll & Avoiding Last-Minute Panic: The reality of cash flow planning and why business owners need to prepare weeks in advance, not days.• The Sales Process & The LinkedIn Mistake: Why people misunderstand social media as a selling tool instead of a conduit for conversations and relationship-building.• The Swipe-Left, Swipe-Right Sales Approach: How the online dating mindset has infiltrated networking and why rushing the process leads to failure.• Building a Business You Actually Believe In: Why many entrepreneurs aren't fully aligned with what they're doing and how that affects success.• Investing in the "S&M 500": The importance of continually learning, growing, and investing in yourself as a business owner.• Announcing the 5W-H Selling System Course: A new, efficient, and effective way to master selling, prospecting, and mindset management with Tom Marino and Adam Hurd's latest course offering.Notable Quotes:• "You can't take a shit, take a shower, brush your teeth, and get dressed at the same time—yet people try to run their businesses that way."• "You have to invest in the S&M 500—yourself. If you're not learning and growing, you're falling behind."• "LinkedIn and social media aren't selling platforms. They're bridges to conversations. Treat them that way."• "Is it an opportunity, or is it your opportunity? Knowing the difference changes everything."• "If you're a business owner, there's no room for victim mentality. You have to take ownership of every challenge."Action Steps for Listeners:1. Audit your language—are you using default phrases instead of genuine emotion?2. Take a hard look at your financial habits—are you planning ahead, or just hoping it works out?3. Evaluate your sales approach—are you rushing relationships, or building meaningful connections?4. Reflect on your business alignment—are you doing what truly drives you?5. Check out the 5W-H Selling System Course for a structured way to improve your sales strategy and mindset.Resources & Links:• 5W-H Selling System Course (Coming Soon)• Connect with Tom Marino & Adam Hurd on LinkedIn: Tom's Profile | Adam's Profile• Subscribe & leave a review if you enjoyed this episode

President Donald Trump seeks to ease the foreign arms sales process for U.S. defensecompanies. Trump signed an executive order aimed at reducing rules and regulations governing military equipment sales to other countries. Both industry and foreign nations have long complained about the process that has been plagued by bureaucratic delays and lengthy approval procedures. Trump instructed Defense Secretary Pete Hegseth and Secretary of State Marco Rubio to identify top-priority ally nations and the most strategically important weaponsand systems for faster delivery to those countries. The executive order also directs Hegseth, Rubio and Commerce Secretary Howard Lutnick to submit a plan that makes exportability a requirement earlier in the acquisition cycle and consolidates the sales approval process. Learn more about your ad choices. Visit podcastchoices.com/adchoicesSee Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

President Donald Trump seeks to ease the foreign arms sales process for U.S. defense companies. Trump signed an executive order aimed at reducing rules and regulations governing military equipment sales to other countries. Both industry and foreign nations have long complained about the process that has been plagued by bureaucratic delays and lengthy approval procedures. Trump instructed Defense Secretary Pete Hegseth and Secretary of State Marco Rubio to identify top-priority ally nations and the most strategically important weapons and systems for faster delivery to those countries. The executive order also directs Hegseth, Rubio and Commerce Secretary Howard Lutnick to submit a plan that makes exportability a requirement earlier in the acquisition cycle and consolidates the sales approval process. Learn more about your ad choices. Visit podcastchoices.com/adchoices

In this episode of Poised for Exit, Tony Morse, CEO of Proliferate Performance & Profit, shares key insights for preparing your sales process for a successful exit.Tony dives into the critical importance of building a scalable sales program that operates independently of the founder, making the business more transferable and attractive to potential buyers. He outlines three key elements that are often missing in businesses preparing for an exit: reliable forecasting, solid sales processes, and effective sales leadership.Our conversation also touches on growth challenges, emphasizing the need to evaluate sales leaders and implement a professional sales system to address fluctuating growth and ensure sustainability. Tony offers insights into how to optimize sales processes and scale them for a smooth transition.If you're aiming to maximize business value and prepare your sales program for a successful exit, this episode is full of practical, actionable advice that can make a significant impact!Connect with Julie Keyes, Keyestrategies LLCFounder, Consultant, Author, Pod-caster and Instructor

Scale Like A Mother is a 3 day podcast series that drops April 7-9th for mommy coaches who want to learn how to scale their business with strategies and a business model that actually support their life as a mom (no more packing your calendar with sales calls, taking on as many 1:1 clients as possible or sacrificing times with your kids).Throughout this training I will take you through the 3 MOST important areas of your business when it comes to scaling your business as a mom: The backend of your business, your product suite, and your sales process.Today is day three, and we are diving into your sales process. You're going to learn how to ditch icky sales tactics and endless sales calls, and learn how to make sales consistently and effectively with strategies that are flexible to your life as a mom and feels GOOD for everyone. Want to connect with Hailey?Join us inside ⁠The Business Mama INSIDER membership, and use code "SCALE" to save $100 off your first monthFollow me on ⁠⁠Instagram @bossladyhailey⁠⁠ and ask any questions you have about the membership!

When we discuss a step-by-step approach to the sales process, we're taking a scientific approach, which most people don't do. They just keep going out there and getting in front of people, smiling and dialing, whatever it is they're doing. And when you take a more strategic approach, you just get far more consistent results. David: Hi, and welcome back. In today's episode, co-host Kevin Rosenquist, and I will be discussing a step-by-step process to the sales approach. Welcome back, Kevin. Kevin: Great to see you, David. Excited to talk about this. David: Yeah, it's great to see you as well. This actually came up because I saw this question going through a Facebook group. I thought it's an interesting topic because everybody's got their own idea of what that is, what that should be, and very few people actually have what they would describe as a step-by-step approach to the sales process, which I believe is critical if you want to be able to create consistent results. Kevin: Why is it you think that people don't implement a step-by-step process? Is it just because they just like to shoot from the hip a little bit more or what is the reasoning? David: Well, there are a lot of salespeople who do just like to go with the flow and they go with the conversation and everything like that. And there are some people who can do that extremely well. Kevin: Sure. David: But my feeling is that even those who can do that extremely well are essentially harming themselves, by not having at least a framework that they go back to again and again and again, so that when prospects or clients inevitably get them derailed, they know exactly where to come back to so that they're not missing any steps. That's why I think having the sales process in place is pretty important. Kevin: Obviously, there's no universal sales approach for every industry because you know every industry is a little different, so how can a business lay out a good step-by-step sales approach that is suitable for what they do? David: Great question. So in our business, one of the things that we help our clients with is exactly this. And a lot of our clients are in the print and promotional products industries, but this also applies to any other B2B business. It actually applies to a B2 C business. I haven't really found an industry where it doesn't apply. And so when we initially laid this out in a program called Top Secrets of Customer Acquisition, we basically laid out six steps to customer acquisition. I'll put up a graph here to sort of demonstrate it as we're going through. But the first step that we've identified is the targeting. Who exactly is it that I'm going to go after? Because if I don't know who I'm targeting, I've got no one to sell to. I've got to have a really crystal clear idea of who the people are that I would like to go after. And so for me it always starts with that, who is it that I want to sell to? Kevin: And in this day and age, we have so much data, we have so much information that there shouldn't be any reason you can't figure out that pretty precise target. David: Exactly, and a lot of times people want to feel like they sell to everybody. But the problem is that, as the saying goes, if you feel like you're selling to everybody, you're probably not selling to anyone. Because people don't always get it. They don't resonate with something unless they feel like the messaging is actually directed toward them. So, it's a really good idea to. target small, Aim small, miss small, as they said in the movie the Patriot, right? Aim small, miss small. You want to be able to do that with your targeting because when you do that, you can be more consistent in what you're saying to the people that you're approaching. It'll make a lot more sense to them, and you'll be able to get a lot more traction with what you're doing. Kevin: All right, so after targeting the right people, what's next?

Jacob Hicksis a coach and keynote speaker with over a decade of experience transforming lives and businesses. Thanks to 10 years in sales, Jacob has a knack for identifying what drives lasting success and delivering implementable strategies to help clients achieve it. Podcasterslove working with Jacob because of his practical insights and engaging storytelling that leave audiences inspired. Known for his strong follow-up systems and mindset-driven coaching, Jacob empowers clients across industries to overcome challenges, implement sustainable systems, and move forward with confidence. Connect with Jacob Instagram: https://www.instagram.com/jacobhickscoach/ Tiktok: https://www.tiktok.com/@jacobhickscoach?lang=en Connect with David Hill Public Website: www.davidihill.com  Real Estate University: www.realestatelistings.club Facebook: https://www.facebook.com/davidihill/  LinkedIn: https://www.linkedin.com/in/davidihill  20-Minute call: https://www.davidihill.com/strategycall Links: https://davidhill.ai/   FACEBOOK COMMUNITY Please follow and join my Group- https://www.facebook.com/groups/ptmastery  

Explore the challenging yet rewarding journey to top-tier success in the annuity business in this episode, where we delve into the mindset needed to achieve exceptional results. Writing millions in annuity premiums annually is not just difficult; it's a rare accomplishment that requires dedication, resilience, and a strategic approach. We discuss the importance of renewing your mindset to embrace the hard work and persistence necessary to reach these heights. Learn why every bit of effort is worthwhile, given the significant earning potential each sale in this industry can bring. This episode is essential listening for any agent aiming to understand the true nature of success in the competitive world of annuities and how to mentally prepare for the journey ahead.

Join host Mike Claudio and guests as they share powerful stories, lessons, and principles to help you become that Championship version of yourself. Lessons you can learn from others who will help you avoid unnecessary pain, disappointment, and failure. Every episode will be the shot in the arm, the kick in the ass, and the NO BS inspiration you need, to push through the fog and create the success you want in life. In this episode, we sit down with Dean Curtis, CEO of Engage, to discuss his career journey, leadership philosophy, and the innovative sales enablement software Engage offers to the home services industry.  Dean shares his unique career path, starting as a teacher before diving into corporate roles at Apple. After leaving his stable corporate job, he joined Engage to pursue his passion for making a greater impact and achieving a healthier work-life balance. The biggest challenges Dean faced included managing cash flow and building a strong, effective team.   Follow us and leave a review:   The Big Stud Podcast - BigStudPod.com WinRate Consulting - Winrateconsulting.com Instagram: https://www.instagram.com/winrateconsulting/ YouTube: https://www.youtube.com/@themikeclaudio For guest inquiries: mike@bigstudpodcast.com   Win Fast, Win Often

In this conversation, John Harcar and Steven Hoeke discuss the journey of scaling a wholesale business from the ground up. Steven shares his personal experiences, emphasizing the importance of leadership, effective sales processes, and innovative lead generation strategies. He highlights the transition from being a real estate agent to a successful wholesaler, the significance of building a strong team, and the role of automation and AI in enhancing business operations. The discussion also covers the challenges faced in the industry and offers valuable advice for newcomers looking to succeed in real estate. 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   —--------------------

Mastering Service Drive Walkarounds in Live Role-Play – Real Training for Real Results...COME ON NOW!!! In this episode, I'm opening the door to run through the plays of the most important activity a amanger can do with their selling machines - the Service Advisors! The power of the service drive walkaround—one of the most effective yet underutilized tools for selling service work. I've been training dealership teams across the country, and I've seen firsthand how confidence, engagement, and real-world practice can completely transform how advisors interact with customers. I explain how I do role-plays in Service! Learn the break down on why role-playing is critical, how to avoid overwhelming customers with price breakdowns, and the game-changing impact of presenting financing options at the right moment. Plus, I'll share an easy-to-implement training exercise that managers can use immediately to boost sales and customer experience on the drive.

Dive into the importance of truly understanding your insurance products in this episode, where we emphasize the necessity for agents to have a complete and accurate grasp of the products they offer. Being well-informed is crucial not only for building trust with your clients but also for ensuring that you can confidently answer questions and manage expectations. We discuss the potential pitfalls of misinformation, including the embarrassment and damage to credibility that can occur when incorrect information is given to clients. Learn strategies for keeping your knowledge up-to-date and techniques for verifying the details of each product you handle. This episode is a must for any agent who aims to excel in the insurance field by being thoroughly informed and reliable.

In this episode of Remodelers On The Rise, Kyle sits down with Matt Jenkins from MJ Kitchen and Bath to explore how remodelers can streamline their sales process using smart technology and client-first strategies. Learn how Matt uses new tools to improve efficiency, personalization, and the client experience from the first contact all through the process. Matt also shares how their showroom supports faster design decisions, builds trust, and elevates marketing efforts. From leadership and team culture to business strategy and community support, this conversation is packed with actionable insights for remodeling professionals focused on growth! ----- Today's episode is sponsored by Contractor Growth Network. Discover how to build a brand that stands out at contractorgrowthnetwork.com. ----- Explore the vast array of tools, training courses, a podcast, and a supportive community of over 2,000 remodelers. Visit Remodelersontherise.com today and take your remodeling business to new heights! ----- Takeaways Listening to podcasts is a great start for learning. Implementing technology can streamline the sales process. Personal touch is crucial in client interactions. A showroom enhances credibility and efficiency. Focusing on specific project types can improve business success. Team culture and leadership are essential for growth. Celebrating wins can boost team morale. Regular meetings with the team are necessary for success. Community engagement fosters growth and learning. Continuous improvement is key in the remodeling industry. ----- Chapters 00:00 Introduction to Matt Jenkins and MJ Kitchen and Bath 07:06 Transforming the Sales Process with Technology 12:59 Personalizing Client Interactions 18:45 Streamlining Design and Selection Process 22:51 Finding Your Niche in Remodeling 24:59 The Value of a Showroom 29:10 Leadership and Team Culture 37:01 Final Thoughts and Community Engagement

In this episode of the Revenue Builders Podcast, hosts John McMahon and John Kaplan are joined by Frederik Maris, the Chief Revenue Officer at Atoss Software SE. Frederik shares his extensive experience in B2B sales leadership, offering insights on recruiting top talent, the importance of early career learning, and the critical role of first-line managers. The discussion delves into qualities to look for in sales reps, the significance of qualifying prospects, and how to instill a culture of continuous learning and accountability within sales teams. Frederik underscores the need for conscious competence in sales and leadership, and the value of self-awareness and emotional intelligence in driving success. This episode is packed with actionable advice for current and aspiring sales leaders.ADDITIONAL RESOURCESLearn more about Frederik Maris:https://www.linkedin.com/in/frederikmaris/Read Force Management's Guide to Increasing Company Valuation: https://hubs.li/Q038n0jT0Enjoying the podcast? Sign up to receive new episodes straight to your inbox: https://hubs.li/Q02R10xN0HERE ARE SOME KEY SECTIONS TO CHECK OUT[00:02:26] Early Lessons in Sales: Learning and Networking[00:03:48] The Importance of Qualification in Sales[00:04:39] Becoming Consciously Competent[00:06:13] Building a Strong Network and Recognizing Special Opportunities[00:08:32] The Key to Sales Success: Understanding Pain and Champions[00:09:43] Effective Discovery Process in Sales[00:12:22] The Role of CRO in Aligning Company and Sales Strategy[00:23:02] Knowledge, Skills, and Culture in Sales Organizations[00:33:36] Scaling Challenges in Sales Leadership[00:33:50] The Importance of First Deals[00:34:00] Understanding the Sales Cycle[00:34:15] Conscious Competence in Sales[00:34:39] The Role of Sales Managers[00:34:50] The Science Behind Sales[00:37:15] Champion Building and Sales Science[00:40:13] Recruiting Top Performing Reps[00:41:50] Qualities of Successful Salespeople[00:44:22] Testing for Emotional Intelligence[00:54:42] Why Sales Reps Fail[00:58:13] Accountability in Sales Leadership[01:02:20] The Journey of Sales SuccessHIGHLIGHT QUOTES[00:04:00] "It's incredibly important to qualify everything, from deals to recruits, and even why you are at the company."[00:09:25] "The more you understand the pain points, the better you can build a champion."[00:12:13] "Sales reps need to earn the right to ask questions by being well-prepared and differentiating themselves from others."[00:37:22] "If you don't understand the science behind what you're doing, you can't teach others or replicate success."[00:39:29] "Strong first-line managers who can coach and develop their teams are essential for scaling any sales organization."

The response to “Hannah the Hunter” sharing the simple tweaks she made to transform her results in the previous episode was so overwhelming (30% more listens/downloads in the first week after release than any other episode), Mike was compelled to dedicate Episode 90 to further unpacking the sales gems Hannah so beautifully articulated.  Listen in as Mike shares his take (and takeaways) on these three critical areas where Hannah's slight adjustments produced outsized results: Better Mindset (and motivation) Better Ownership of Sales Process (particularly during sales calls, demos, and presentations) Better Control of the Calendar In addition, Mike challenges sales leaders with the examples Hannah shared about how her managers pushed her, challenged her, calmed her, encouraged her, prepared her, and practiced with her — all of which contributed to her breakthrough success. RESOURCES MENTIONED IN THIS EPISODE: The free guide with the fastest way to increase accountability, reduce complacency, and build a high-performance sales culture  New Sales. Simplified. - Mike's 12-year bestseller __________________________________ This episode is sponsored by Pursuit Sales Solutions. If you are looking for help adding A-player talent to your team, contact Mike's friends at pursuitsalessolutions.com/weinberg