Podcasts about sales process

In this episode, we unpack one of the most crucial—yet most commonly mishandled—stages of the Sales Process: quote follow-up. While many salespeople assume the job is done once the quote is sent, top-performing sales pros know the real story:Deals are won in the first meeting.Today, you'll discover the three key skills your team needs to sharpen in order to significantly lift their quote follow-up success. You'll also learn exactly when and how your team should follow up so customers feel genuinely supported—not hounded—and so your deals move forward far more consistently.These principles tie directly into the structure, discipline, and preparation we covered in Wednesday's episode on Tom Hopkins—highlighting, once again, that high-level sales performance isn't about luck. It's about planning, process, and precise execution.Key Takeaways:Deals are won or lost in the first meeting—not during the follow-up.Great follow-up requires clarity about what's important, who decides, and when. Quotes should be presented live (face-to-face, video, or phone).The follow-up plan should be agreed upon before the quote meeting ends.When teams script these questions and follow the structure, consistency and Results improve rapidly.Time Stamps:0:00 Intro0:49 Closing Deals1:45 Understanding What's Important To The Customer3:24 When and How We Follow Up4:49 Wrap-Up5:50 Call To Action6:45 OutroTo learn more about our Coaching Program that is seriously growing our Customers sales: https://strongersalesteams.com/program/To book a time to Meet with Ben directly: https://strongersalesteams.com/strategy/This podcast helps the entrepreneur, founder, CEO, and business owner in the trade, construction and industry segments, regain focus, build confidence, and achieve measurable results through powerful sales training, effective sales strategy, and expert sales coaching—guiding every sales leader, sales manager, and sales team in mastering the sales process, optimizing the sales pipeline, and driving business growth while fostering leadership, balance, and freedom amidst overwhelm, stress, and potential burnout, creating lasting peace of mind and smarter decision making for every California business and Australia business ready to scale up with excellence in sales management.

John McMahon is widely regarded as one of the greatest enterprise-software sales leaders of all time. He's the only person to have served as Chief Revenue Officer at five public software companies: PTC, GeoTel, Ariba, BladeLogic and BMC Software. He helped scale BladeLogic from a startup into a public company — ultimately leading to its ~$880M sale to BMC — and drove GeoTel into a multi-billion dollar acquisition. Today he sits on the boards of top names such as Snowflake and MongoDB, while also mentoring and influencing a who's-who of modern SaaS sales leaders. AGENDA: 03:33 The Art and Science of Sales: Insights from a Veteran 04:29 Adapting Sales Strategies in the Age of AI and PLG 07:47 The Ultimate Framework to do Deal Qualification 14:13 How to Drive Urgency and Maintain Sales Process 20:06 How to Hire the Best Sales Reps 25:11 Step-by-Step Guide to Training Sales Reps 45:22 The Mindset of the Best Sales Reps 54:55 Single Most Important Skill to Win in Sales  

The status quo is a lack of desire to do something different simply because what you've always done is comfortable. In the insurance industry, this mindset is a death sentence. Agencies are still training producers on sales tactics from two decades ago, ignoring the reality that the game has completely changed.If you want to scale, you have to kill the status quo. In this episode, I'm giving you the framework to modernize your entire sales process. We break down how to use AI to automate your pre-meeting research, the 7-step formula to take total control of the discovery meeting, and why your current proposal strategy is losing you deals. This is the guide to stop doing what's comfortable and start doing what works.▶▶ Sign Up For Your Free Discovery Callhttps://calendly.com/aneary/strategy-sessionKEY MOMENTS(00:00:00) The "Status Quo" Sales Process is Killing Your Growth (00:05:35) Stop Evaluating AI: It's Here to Stay (00:07:46) Stage 1: Using Tech to Prepare Your Prospect for a Win (00:14:06) Stage 2: Controlling the Discovery Meeting (The 7 P's) (00:19:51) Stage 3: The 3-Step Proposal FrameworkCONNECT WITH ANDY NEARY

In this episode, Jack interviews Edward Morales, second-generation owner of Tropical Landscaping Services in Buckeye, Arizona. After years of the company relying on hard work and word-of-mouth without a clear sales process, Edward stepped back into the business and realized it needed structure, clarity, and consistency. He rebuilt their sales process from scratch and discovered how communication and predictable workflows create a better client experience.Edward also shares how he uses AI as a thinking partner—clarifying decisions, improving communication, and refining processes without replacing the personal touch. If you're a landscape or snow contractor looking to modernize your operations, sharpen your sales process, or understand how AI actually fits into a real-world company, this conversation is full of practical takeaways.You'll Learn:How Edward rebuilt TLS's first-ever sales processWhy structure and clarity are essential to a great client experienceHow AI can enhance communication and leadershipWhat it takes to grow a multi-decade family businessWhy refining processes separates pros from amateursConnect With Today's Guest

Get the full playbook (60 minute video masterclass) 100% free right here: https://www.pipedrive.com/en/30mpc-masterclass --- Deal velocity is a huge driver of win rates, which is why Armand and I partnered with the easy and effective CRM, Pipedrive, to film a 60 minute video masterclass that covers all of the different ways that you can drive velocity in each individual stage of your sales process. Literally, from opening call all the way to contract review, we documented our favorite tactics in this Pipedrive and 30MPC masterclass, which you can get for free right here: https://www.pipedrive.com/en/30mpc-masterclass --- Most reps think progress = meetings. Discovery, demo, proposal…❌ In this video, we break down why traditional sales stages like "Discovery → Demo → Power" are actually slowing your deals down — and what top AEs do instead to accelerate pipeline velocity. Learn the stage-based mindset, how to combine exit criteria, and stop wasting time with meetings that don't move the deal forward. ✅ You'll walk away knowing: * The 5 critical sales stages — and what *actually* matters in each * Why meeting ≠ progress (and what to track instead) * How to combine sales stages to close faster

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Watch This NEXT: https://youtu.be/FA8kGL3JXx8Apply to Work with Voics: https://www.voics.co/schedule-youtubeJoin Aura: https://www.aura-app.ai/Guest: Josh TroyYoutube: https://www.youtube.com/@joshuatroy Instagram: https://www.instagram.com/troy.joshua/0:00 Preview & Intro5:04 Call Economics Basics15:48 Golden Revenue Formula20:36 Funnels & Traffic23:14 Cold vs Warm Leads31:02 Lead Awareness Training34:27 Two-Part Close System43:51 Ramping Sales Reps58:49 Skill vs Will1:00:44 Comp Plan DesignSupport the show

Today's episode is special because I'm sitting down with someone who made one of the boldest, most intentional transitions I've ever seen in real estateNicole Shaffer will close on 40 homes in her first full year in real estateAnd if you're a parent… an agent… or someone who's ever thought “there has to be more than this,” her story is going to hit you right in the gut… in a good way of course :)Nicole didn't leave her 10-year operations career for more moneyShe left for time, time with her kids, time for growth, time to build a life she actually wantedAnd instead of trying to “figure it out” alone, she chose a team with structure, training, and accountability… Because that's how you shorten the learning curve and reduce the riskNow she's on track to close 40 homes in her first full year While gaining more time and flexibility for her familyThis episode is packed with real, actionable takeaways to help you improveTune in, you'll want to hear this one

This week's episode of Win The Hour, Win The Day Podcast interviews, Wesleyne Whittaker. Selling your service can feel heavy. In this talk, Wesleyne Whittaker shows you how to make sales simple, clear, and easy to follow. In this powerful chat, you will learn:-Why picking a small, clear niche helps you sell faster.-How a two-call sales process makes closing easier.-Why you should never show a slide deck on your first call.-How to use your client's own words to build a strong proposal.-Why fewer offers help people say “yes” faster.-How clear deliverables make your work smoother every week. Get ready for simple steps, clearer sales, and ideas you can use right away. This episode will help you sell with more ease and less stress. Win The Hour, Win The Day! www.winthehourwintheday.com  Podcast: Win The Hour, Win The Day Podcast  Facebook: https://www.facebook.com/winthehourwintheday/LinkedIn: https://www.linkedin.com/company/win-the-hour-win-the-day-podcast You can find Wesleyne Whittaker at:Website:  https://transformedsales.com/speaker/Book:  https://books.google.com.ph/books/about/The_Sales_Reset.html?id=LMmb0QEACAAJ&redir_esc=y

If you want to grow and scale your trades or construction business, you first need to become two things: Content creatorSales person If your competitors create better content and can sell better than you, they'll be stealing all the work.And the annoying thing is they could be cowboys but still winning all the work. In this episode, I break down the exact marketing content you must create to generate consistent leads and the sales techniques you need to convert them fast. Master these, and you'll dominate your town while your competitors play catch-up.WHAT YOU WILL LEARN AND KEY ACTIONS FROM THIS EPISODE:1. Uncover the deadly mistakes killing your lead generation and conversion rates 2. Learn how to become an expert content creator to get more leads 3. Discover the 5 most valuable pieces of content you need to create now4. Steal our proven 5-step sales strategy to increase your conversion rate 5. What to do and say to customers during a home or site survey to win more jobs BECOME A MEMBER: Join our ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Growth Club and get instant access⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ to live marketing training, business coaching, courses and a thriving community of professional trades. Guaranteed to help you to achieve time and financial freedom. JOIN OUR FACEBOOK GROUP: Join our free and thriving ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Facebook group and community ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠APPLY TO JOIN OUR INNER CIRCLE: Apply to join our 12-month ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠business and marketing coaching programme ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠LeadZilla - Marketing and Sales Software: ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Start your 14 day free trial now⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ServiceM8 - Job Management Software: ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Start your extended 28 day free trial and bonuses ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠WHO WE HELP AND SUPPORTAt the Trades Freedom Club, we help tradesmen and tradeswomen such as Plumbers, Heating Engineers, Electricians, Renewable Energy, Plasterers, Builders, Joiners, Roofers, Flooring, HVAC, Glazing, Scaffolders, CCTV, Security companies and Sub Contractors to build, grow and scale their trades or construction businesses.

On this solo episode:Stacey explains that most sales challenges aren't caused by poor closing skills, but by misaligned, outdated sales processes that ignore how modern buyers think and make decisions. Key Takeaways:-Selling is about alignment, not tactics.-Curiosity is a terrible buying signal.-Energy precedes influence.Tweetable Quotes:"Most conversations don't fail at the close—they fail long before the close ever happens, in the parts of the process you're not even paying attention to." -Stacey O'Byrne"Today's buyer is emotionally intelligent, skeptical, overstimulated, and highly informed, which means your process must shift from transactional to transformational." -Stacey O'Byrne"Selling at a mastery level isn't persuasion—it's pattern interruption that shifts old decision patterns anchored in fear into new neural pathways of possibility." -Stacey O'ByrneResources: Instagram: @pivotpointadvantageFree Strategy Session: text Success to 646.495.9867Schedule a 15-minute call with Stacey: http://pivotpointadvantage.com/talktostaceyIf you're ready to take yourself and your business to the next level and are interested in a coaching program that will get you there check out: http://pivotpointadvantage.com/iwantsuccess Join an interactive environment to help you build the success you've always wanted with other like-minded, success-driven entrepreneurs, business owners, and sales professionals: https://facebook.com/groups/sellwithoutselling

In the wedding industry, your clients don't get a test drive. They have to hand over control, spend a lot of money, and trust that it will all work out. That means your real job in the sales process is not to impress people. It is to make them feel safe.In this episode, we talk about what actually builds trust fast. It is not perfection. It is proof, transparency, and humanity. You will learn how to use both direct and indirect trust builders to help clients feel seen, secure, and confident saying yes. We cover how to show credibility without sounding salesy, how transparency builds trust faster than polish, and why consistency across your website, calls, and emails matters more than you think.By the end, you will have a clear framework for building trust in every step of your sales process so clients feel at ease choosing you.Takeaways:Clients do not buy perfection. They buy trust.Trust comes from empathy, authority, and consistency.Direct trust builders include testimonials, press, metrics, and clear process steps.Indirect trust builders include calm confidence, active listening, and transparent communication.Transparency builds trust faster than polish ever will.Every interaction should communicate, “You can trust me to take care of you.”

How much effort does it really take for your customers to do business with you? Are you asking for too much information up front, hiding fees, or making simple tasks needlessly complicated? In this episode, I dig into the ways we unintentionally add friction—“sludge”—that drives prospective customers away, and share strategies for making it easier for people to choose you.Listen to this new 10-minute episode for practical tips on reducing friction and making your business the easiest—and most appealing—choice for couples planning their wedding.If you have any questions about anything in this, or any of my podcasts, or have a suggestion for a topic or guest, please reach out directly to me at Alan@WeddingBusinessSolutions.com or visit my website Podcast.AlanBerg.com Please be sure to subscribe to this podcast and leave a review (thanks, it really does make a difference). If you want to get notifications of new episodes and upcoming workshops and webinars, you can sign up at www.ConnectWithAlanBerg.com  View the full transcript on Alan's site: https://alanberg.com/blog/Have you ever wondered... "What would Alan say or do about this?" - well, now you can ask my AI Alter-Ego "Ask Alan Anything" the things you'd ask the real Alan, any time of the day or night. And as a listener of this podcast, you'll save 50%, so starting at only $10 per month you can "Ask Alan Anything"!Go to www.WhatWouldAlanSay.com and use the 50% off coupon code - podcast - to start asking Alan anything today. I'm Alan Berg. Thanks for listening. If you have any questions about this or if you'd like to suggest other topics for "The Wedding Business Solutions Podcast" please let me know. My email is Alan@WeddingBusinessSolutions.com. Look forward to seeing you on the next episode. Thanks. Listen to this and all episodes on Apple Podcast, YouTube or your favorite app/site: Apple Podcast: http://bit.ly/weddingbusinesssolutions YouTube: www.WeddingBusinessSolutionsPodcast.tv Spotify: https://spoti.fi/3sGsuB8 Stitcher: http://bit.ly/wbsstitcher Google Podcast: http://bit.ly/wbsgoogle iHeart Radio: https://ihr.fm/31C9Mic Pandora: http://bit.ly/wbspandora ©2025 Wedding Business Solutions LLC & AlanBerg.com

There's a powerful link between physical fitness and professional sales performance, and my guest, Nick Kane, founder and managing partner of Janek Performance Group, joins me to dig into the details this week. With over 25 years of experience, Nick shares compelling insights on how building healthy habits and maintaining physical well-being can sharpen your focus, increase energy, boost confidence, and fortify resilience—essentials for thriving in the demanding world of sales. From morning routines and movement throughout the workday to the importance of treating health as an investment, Nick doesn't just talk the talk—he walks the walk, sharing his personal story of losing 80 pounds and how that transformation supercharged both his personal and professional life.  Whether you're struggling to find time for fitness or looking for inspiration to up your performance game, this episode is packed with actionable advice and motivational tips to help you align your well-being with your sales success.  Outline of This Episode [00:00] Exercise regularly for discipline, energy, and mind-body connection [04:26] Morning exercise, micro breaks, stretching, and standing while working boost focus and energy [06:38] Sedentary lifestyle from remote work causes physical stress [10:22] Treat health as an investment, prioritize consistency in physical activity, and integrate sustainable habits into your lifestyle [13:24] Nick's story of learning consistency and resilience through fitness [14:51] Treat health like an investment, not an expense The Science-Backed Connection: Fitness Fuels Sales Results Physical fitness has an impact on your life in general and, more importantly, on your performance—whether that's in sales or other roles. Why? For starters, boosting your health elevates your overall energy, raises your stamina for those marathon days, and sharpens focus. Kane points out that fitness isn't just about appearance; it's about maintaining your "energy and stamina, which directly translates into sharper focus and endurance during long work days." But that's not all. Exercise is proven to increase blood flow to the brain, supporting memory, problem-solving, and creative thinking. In sales, where thinking on your feet is critical, these mental benefits translate to stronger presentations, negotiations, and relationship-building with clients. Most importantly, maintaining fitness builds something crucial for any salesperson: resilience. As Nick explains, the discipline required by consistent exercise creates "mental toughness," helping professionals push through setbacks both in the gym and at work. Real-World Habits for Sales Professionals You don't need to be a marathon runner to see results. Nick shared the four pillars of his personal wellness routine, easily adaptable for any high-performer: Strength Training: Beyond the physical benefits, Kane finds strength training to be a motivating reminder that "progress is earned through consistency." Repeated action, not occasional bursts, builds both muscle and momentum—for your body and your business. Morning Movement: Starting each day with a walk or light exercise, especially getting outside within 30 minutes of waking, can set the tone for clarity and focus. Active Networking: Nick is a fan of pickleball—not just for fitness, but also for building meaningful and energizing relationships with others. Sauna and Recovery: Prioritizing recovery with practices like sauna use helps with relaxation, reduces stress, and improves sleep—fueling productivity and emotional balance the next day. Nick's favorite daily routines also include micro-breaks, stretching, and maximizing time on his feet during work hours—all simple ways to stay energized and engaged. Overcoming the Common Obstacles What holds most sales professionals back from better fitness? The top two culprits are no surprise: a sedentary lifestyle and a lack of time. With remote work more common, it's easy to stay glued to a desk. Nick advises creative solutions, like scheduled movement breaks, standing desks, and integrating activity into daily routines (even as simple as parking farther away from the office entrance).  He emphasizes that the key isn't perfection—it's consistency. Choose activities you enjoy and can realistically sustain. "Small, repeatable habits always beat sporadic intensity." Spotting the Warning Signs and Reclaiming Your Edge How do you know when poor habits are affecting your professional life? Classic symptoms include fatigue, irritability, brain fog, excessive reliance on caffeine, and disengagement at work. The first step to improvement is recognizing these trends before they impact your sales numbers—or your well-being. Sleep should be non-negotiable. Combined with sensible nutrition, moderation in lifestyle choices, and regular recovery, better habits compound over time, powering both mind and body. Performance Do's and Don'ts Nick's top three "do's": Treat health as an investment, not an expense. Build consistency with sustainable habits, not extreme changes. Align your fitness and career goals—they're partners, not competitors. And his "don'ts": Don't sacrifice sleep for more work hours. Don't chase unsustainable fads. Don't neglect rest, nutrition, and recovery. The Payoff: One Leader's Story Nick's own journey delivers proof: losing 80 pounds over 18 months changed his energy, confidence, and sales performance. The lesson is that improving physical fitness isn't separate from career success. It really becomes the foundation for it. In high-stakes sales, your greatest asset is yourself. Make the time—block it on your calendar if you must—and begin treating your well-being as the core of your professional growth. The dividends are real: more energy, greater focus, and consistently superior results, both in and out of the office. Resources & People Mentioned Critical Selling: How Top Performers Accelerate the Sales Process and Close More Deals Connect with Nick Kane Nick Kane on LinkedIn  Connect With Paul Watts  LinkedIn Twitter    Subscribe to SALES REINVENTED Audio Production and Show Notes by PODCAST FAST TRACK https://www.podcastfasttrack.com

Manny introduces his podcast on targeted lead generation and discusses the potential of artificial intelligence to enhance sales processes, noting a reported 50% increase in closing rates for companies using AI. He emphasizes that AI is not just for large tech companies but can be a game-changer for businesses of all sizes, particularly small businesses. Manny invites listeners with AI-related products or tools for sales to connect with him for potential podcast appearances.   AI Tools for Sales Efficiency Manny explained that AI refers to software capable of analyzing data, spotting patterns, and automating tasks, essentially acting as a smart assistant to help sales professionals focus on building relationships. He shared his experience of reducing the number of assistants needed from three to one by leveraging AI tools. Manny emphasized that the goal of AI implementation is to enhance efficiency rather than replace human workers, particularly benefiting small business owners. AI-Driven Sales Process Transformation Manny discussed how AI transforms the sales process, focusing on lead prioritization and scoring, which helps identify prospects most likely to convert. He emphasized the ability of AI to personalize outreach through hyper-personalized communication and improve response rates. Manny also highlighted AI's role in predictive analysis and sales forecasting, enabling better trend prediction and deal closure likelihood. AI-Powered Sales Pipeline Optimization Manny discussed the importance of effective resource allocation and pipeline prioritization for sales teams, emphasizing the use of AI-powered chatbots to handle inquiries and schedule meetings 24/7. He highlighted the benefits of media engagement to keep prospects warm and mentioned that his company, Covert Leadership Training, focuses on servant leadership and AI technology. Manny encouraged listeners to visit CovertLeadershipTraining.com to learn more about their services. AI-Driven Sales Behavior Analysis Manny discussed the importance of behavior analysis in sales, highlighting how AI can review social media and online activity to understand customer needs and tailor pitches accordingly. He shared his experience working on a 10-article series with AI to address leadership issues and improve the sales process. Manny also mentioned the benefits of automating routine tasks to enhance efficiency. AI's Impact on Sales Automation Manny discussed how AI will transform work by automating manual tasks like data entry and reporting, while creating new job opportunities. He emphasized that AI can help sales professionals by automating follow-up messages and managing long sales cycles, using tools to track and nurture prospects effectively. AI in Sales: Enhancing Human Connection Manny discussed the role of AI in sales, emphasizing that it should be used as a tool to enhance human connection rather than replace it. He suggested starting with affordable tools like chatbots, customer analytical platforms, and email automation solutions. Manny stressed that AI can help salespeople serve prospects better, nurture relationships, and ultimately close more deals in today's competitive landscape. AI Tool Evaluation Guidance Manny advised listeners to carefully evaluate AI tools for their business needs, warning against rushing into decisions due to the overwhelming number of options available. He emphasized the importance of finding the right tool or process that aligns with business goals, and encouraged listeners to reach out if they need further assistance. Manny concluded by reiterating his contact information and expressing his willingness to help with any questions or concerns.

What does it really mean to sell cars in the digital retailing era?In this 360° LIVE session, David Farmer — founder of Intice, Inc. and creator of the pioneering desking solution ePencil — breaks down the VIP Express Sales Process, a modern approach that aligns perfectly with how customers actually want to buy cars today: fast, transparent, and fair.From his early days in the 1990s automotive trenches to leading today's digital transformation, David shows how the old-school sales process still haunts many showrooms — and how to replace it with a system built for modern buyers and modern tools.You'll learn:✅ How to model your sales process after a “friend of the dealer” VIP experience✅ Why integrating your website and showroom experience is essential✅ How to create consistency between digital retailing tools and in-store flow✅ The psychology behind the “information overload” transition technique✅ How to present figures confidently with the Circle & Sign method✅ Why speed, transparency, and personalization define the next generation of dealership successWhether you're a sales leader, GM, or digital marketing professional, this episode gives you the blueprint for modern automotive selling — from online to the showroom floor.Because digital retailing isn't technology — it's a mindset.

In this episode of the Revenue Builders Podcast, our hosts John Kaplan and John McMahon dive deep into the world of Sales Kickoff (SKO) events. They discuss the critical importance of aligning SKO content with sales rep needs, emphasizing that it should be more than just an event—it should be a holistic process aimed at motivating and educating the sales force. The conversation covers the significance of training, the role of tools and AI in sales, and the pivotal role of frontline managers in driving sales team performance. They also share practical advice on crafting effective compensation plans and highlight the essential skills and knowledge that sales reps need for success. The episode is a must-listen for B2B sales leaders who are preparing for the upcoming SKO season and looking to drive impactful results.ADDITIONAL RESOURCESExplore Force Management's Free SKO Planning Resources: https://hubs.li/Q03K94cs0Read the Guide on Six Critical Priorities for Revenue Leadership in 2026: https://hubs.li/Q03JN74V0See Force Management's SKO Results: https://hubs.li/Q03RQM-V0Enjoying the podcast? Sign up to receive new episodes straight to your inbox: https://hubs.li/Q02R10xN0HERE ARE SOME KEY SECTIONS TO CHECK OUT[00:01:15] Kickoff: SKO Season Insights[00:01:45] The Importance of SKO Planning[00:02:29] Effective SKO Content and Structure[00:08:28] Leveraging AI and Tools in Sales[00:18:58] Challenges in Sales Processes and Tools[00:28:13] Training and Development for Sales Success[00:37:11] The Brady Rule and Skill Development[00:37:52] Role Playing and Live Interactions[00:39:17] The Importance of Leading by Example[00:45:09] Essential Sales Skills[01:00:53] The Role of Frontline Sales Managers[01:06:16] The Importance of Comp PlansHIGHLIGHT QUOTES[00:02:29] "It's a process, not an event. As a CRO, use the SKO to motivate, align on goals, and focus on training—not just boring org charts."[00:04:37] "If you don't sit in the seat of the participant, you are going to bore people to tears."[00:11:18] "Don't tell me about another tool unless it's really going to help me sell."[00:47:21] "You have to figure out who is sitting in that audience, resonate with them, and know what outcome you want when the meeting is over."[01:20:21] "Listening is number one. Most people are awful listeners, and most salespeople can't wait to talk."[01:53:06] "The job of the frontline sales manager is so critical, and they're the last people to get trained."[01:59:45] "I cannot fathom going into an SKO at the beginning of the year and not having comp plans done." 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, Tina dives deep into the psychology and strategy behind selling high-ticket courses and masterminds. She explains why selling high-ticket can actually be easier and more rewarding than selling low-ticket offers, and uncovers the essentials needed to communicate, create, and deliver transformational high-end programs. Key Topics Covered Why High-Ticket Is Easier to Sell Tina reveals that selling a $15,000 program often takes the same effort as selling at much lower price points—so why not aim higher? High-ticket programs typically foster greater transformation and deeper relationships. Conversion Psychology for High-Ticket Offers Selling high-ticket is not about slick marketing—it's about true connection and deep understanding. Buyers of premium offers are looking for certainty, transformation, relevance, trust, and community. Sales Process for High-End Programs Instead of mass marketing, Tina emphasizes personal connections and outreach. She shares how she fills her masterminds (Impact Mastermind, Empress Circle) through curated invitations and powerful relationships—no need for public sales pages or social media blasts. What High-Ticket Buyers Really Want Certainty and confidence that the offer delivers results Transformation, not just information Relevance to their situation and goals Trust in the mentor or facilitator Real connection and belonging in a curated community Positioning and Messaging High-ticket offers require clarity, confidence, and authority. Focus messaging on attracting the perfect-fit client—you're not trying to be everything to everyone. Conversion Triggers & Emotional Drivers Status, certainty, safety (including confidentiality), belonging, and urgency are all powerful triggers for high-ticket buyers. Foster a safe environment and screen participants carefully. Discovery Calls & Webinars The goal of calls is to find the right fit, not just "make the sale." Tina shares a personal story of a mastermind misfit and stresses the importance of proper screening for energy and alignment. Mindset of the Premium Seller Detach from needing the sale, focus on leadership and conviction, and price based on value and transformation, not just deliverables or hours. Selling high-ticket offers isn't about harder selling—it's about leading with confidence, connection, and conviction. When you focus on transformation over transaction, your offers—and results—elevate naturally. Resources mentioned:  High-End Offer Menu: https://www.herempirebuilder.com/menu Apply for Tina's Masterminds (2026 intake): Visit herempirebuilder.com/mastermind     Where to find Tina: Her Empire Builder: https://www.herempirebuilder.com/ Instagram: https://www.instagram.com/tina_tower/ YouTube: https://www.youtube.com/@herempirebuilder

Most agents think rejection means the end of a deal, but the truth is, it's just redirection. Your lead conversion struggles aren't about bad leads; they're about how you communicate, follow up, and earn trust. It's time to fix the process that's been holding you back and finally master real estate lead conversion once and for all.✅ Discover why most real estate lead conversion efforts fail, and what top agents do differently✅ Build a consistent real estate follow up strategy that keeps you top of mind✅ Learn how to convert leads through trust, not pressure✅ Strengthen your sales skills so every call moves you closer to closing✅ Understand how to build trust with clients to rely on for repeat business✅ Design a follow up system that creates long-term relationships✅ Apply proven techniques to increase conversion rate real estate professionals swear by✅ Get expert-level lead conversion tips for real estate agents if you're ready to scaleThe best agents don't just chase leads, they understand people. From learning your client's goals and speaking their language to mastering the art of follow-up, this episode breaks down how to turn every “no” into a “not yet.” You'll see how patience, clarity, and empathy transform lead conversion into a repeatable process.If you're serious about improving your process, stop calling once and hoping for the best. Build a real system. Follow up seven times. Diagnose before you pitch, and watch your conversions take off.

About this Episode: In this strategy-packed episode, Cate Stillman speaks with Lauren Schoenfeld, founder of Active Core Consulting, about how fitness and wellness studio owners can transition from operator to CEO—and finally build scalable, profitable, and sustainable businesses. With over a decade in finance, hospitality, and fitness, Lauren helps gym and studio owners systematize their operations, scale with confidence, and step out of burnout. Together, Cate and Lauren break down the missing business foundations that keep passionate wellness pros stuck—plus the mindset and financial strategies that unlock true freedom. Key Takeaways:

When you start a landscape company, you wear every hat — salesperson, account manager, and operations lead. But as your business grows, scaling becomes harder without a defined process.In this episode, 2025 Landscape Leader of the Year Stuart Ward of Buckhead Landscape & Design shares how his Atlanta-based company created a clear and repeatable sales process that drives consistent growth, improves onboarding, and gives every team member a roadmap to success.If you've ever struggled with unpredictable sales or employee turnover, Stuart's practical framework will show you how to build systems that scale — without losing quality or customer experience.You'll Learn:How to eliminate chaos by documenting your sales processWhy consistency and accountability are the foundation of scalable growthHow Buckhead Landscape & Design uses systems to train new employees fasterThe benefits of measuring, refining, and improving your process over timeConnect With Today's Guest:

In this episode of the Revenue Builders Podcast, our hosts John Kaplan and John McMahon are joined by Dan Fougere, a venture partner at Index Ventures and former CRO of Datadog. Dan shares insights from his extensive sales career, emphasizing the importance of developing adaptive and context-specific sales playbooks. He discusses the evolution of PLG (Product-Led Growth) strategies, the integration of AI in sales processes, and the critical need for continuous learning and adaptability. The episode also touches on Dan's philanthropic efforts, including his involvement with Homes for Our Troops and other charitable initiatives.ADDITIONAL RESOURCESConnect and learn more from Dan Fougere.Connect with Dan on LinkedIn: https://www.linkedin.com/in/danfougere/Support Homes For Our Troops: https://www.hfotusa.orgSupport Imagine Reading: https://imaginereading.com/Support No Person Left Behind Outdoors: https://www.nplboutdoors.orgRead the Guide on Six Critical Priorities for Revenue Leadership in 2026: https://hubs.li/Q03JN74V0Enjoying the podcast? Sign up to receive new episodes straight to your inbox: https://hubs.li/Q02R10xN0HERE ARE SOME KEY SECTIONS TO CHECK OUT[00:02:24] Advice for New Sales Leaders[00:02:52] Adapting Sales Playbooks[00:03:27] The Importance of Flexibility in Sales Strategies[00:03:54] Understanding Product-Led Growth (PLG)[00:06:44] Case Study: Datadog's Sales Evolution[00:07:57] Challenges in Scaling Sales Strategies[00:08:51] Building a Sales Organization for the Future[00:12:14] The Role of a CRO in Modern Sales[00:14:48] Adapting to Market Changes[00:26:23] Traits of Effective Sales Leaders[00:34:03] The Tip of the Spear: Leading from the Front[00:34:16] Medallia: Building a Sales Process from Scratch[00:36:58] Profile of a Successful Sales Leader[00:37:47] Recruiting and Building a High-Performance Team[00:39:25] The Importance of High Standards in Hiring[00:52:41] AI's Impact on Sales and Forecasting[01:02:07] Giving Back: Charitable EndeavorsHIGHLIGHT QUOTES[00:03:21] “A big mistake is trying to force fit a playbook from a previous company into a new company.”[00:06:01] “Approach it with a beginner's mind… it's actually an advantage you only get once.”[00:10:55] “Build your outbound before you need it, because at some point you're going to need it.”[00:13:33] “98.5% of companies realize, ‘I wish I had a great sales organization to go with this great PLG motion.'”[00:19:07] “The thing that tops people out is the inability to adapt and collaborate—they become too rigid.”[00:22:25] “If you know in your heart your team is mediocre, you're never going to be great. Raise those standards.”[00:31:36] “Don't just assume you can get rid of BDRs and have AI do it. I don't see anybody telling me that's working yet." 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 Wedding Songs Podcast, host Matthew Campbell interviews Just4Fun DJ's owner Joe Griffith, serving the Philadelphia area, about his DJ business, including his sales process.Follow JoeFacebookInstagramA Word About My Wedding SongsMy Wedding Songs is a resource for wedding music planning. Grab a copy of our Wedding Music Planner for ceremony and reception guides with song suggestions. Join the Wedding MusicLetter for weekly trending wedding songs and ideas.

Another great conversation with Steven Young! This time staying focused around the Qualification & Discovery phase of the MSP Sales Process. Gold nugget after gold nugget in this one!

This week we are going to cover what's really at stake in your trades and construction business (or any business for that matter) if you don't document your process for converting enquiries into clients. This episode came out of some recent conversations with a number of trades business owners some who have been on a journey with me to nail their sales process. Most importantly we cover the only 3 possible outcomes of what happens if you DON'T bother PLUS what it really means for your business if you DO.

Watch this episode on You Tube HERE! Are you struggling with sales and wondering why your phone isn't ringing?  In this episode, Kirsten Flory dives into the challenges of sales outreach, why prospects may not be responding, and actionable strategies to turn things around. In this episode you'll learn: How to provide real value to prospects instead of just selling The importance of using multiple communication channels (phone, email, social media, handwritten notes, and more) Why consistency is key in outreach and follow-up How sharing success stories can boost your credibility and attract business Leveraging your referral network to uncover opportunities The power of curiosity: asking questions and understanding your clients' needs Why responsiveness sets you apart from the competition Using downtime strategically to enhance your sales process (podcasts, blogs, social media, and more) Key Takeaways: Focus on helping your prospects first - give before you ask. Mix up communication channels and stay persistent. Celebrate wins, share stories, and respond promptly. *Whether you're in real estate, sales, or any client-driven business, these strategies will help you increase engagement, build trust, and ultimately get your phone ringing again. **Don't forget to subscribe so you never miss a tip that can grow your business! Follow Kirsten at: www.kirstenflory.com LinkedIn Facebook Instagram    

In this episode of 7 Figure Annuity Sales, host Caleb North delivers a timely message for every agent heading into the fourth quarter: don't let up when it matters most. Too many agents assume business slows down during the holidays—and as a result, they stop pushing. But the truth is, this is one of the best times of the year to gain momentum, close cases, and set up your next year for success.

Digital marketing strategist Eleanor Mayrhofer joined me on Ditching Hourly to describe exactly how she productized her web design services. Links:Eleanor's website » https://www.eleanormayrhofer.com/ditchingEleanor's LinkedIn » https://www.linkedin.com/in/eleanormayrhofer/Chapters:(00:00) - Introduction and Guest Welcome (00:14) - Eleanor's Background and Business Model (00:52) - Straight to Non-Hourly (02:01) - Starting a Solo Business During COVID (02:44) - Initial Market Approach and Challenges (03:48) - Developing a Productized Service (04:25) - Current Business Model: Website in a Week (05:31) - Client Interaction and Project Scope (09:40) - Copywriting and Strategy Sessions (16:31) - Handling Project Scope and Client Expectations (21:24) - Marketing and Client Acquisition (23:20) - Client Commissions and Referrals (23:40) - Subscription Maintenance Services (24:53) - Positioning and Target Audience (25:53) - Overcoming Launch Procrastination (27:11) - Client Collaboration and Revisions (28:55) - Technical Setup and DNS Challenges (31:25) - Post-Launch Support and Testimonials (33:13) - Pros and Cons of Productized Services (36:55) - Sales Process and Lead Time (38:55) - Long-Term Plans and Project Juggling (41:01) - Avoiding Boredom with Productized Services (42:20) - Conclusion and Contact Information ----Do you have questions about how to improve your business? Things like:Value pricing your work instead of billing for your time?Positioning yourself as the go-to person in your space?Productizing your services so you never have to have another awkward sales call or spend hours writing another custom proposal?Book a one-on-one coaching call with me and get answers to these questions and others in the time it takes to get ready for work in the morning.Best of all, you're covered by my 100% satisfaction guarantee. If at the end of the call, you don't feel like it was worth it, just say the word, and I'll refund your purchase in full.To book your one-on-one coaching call, go to: https://jonathanstark.com/callI hope to see you there!

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  

The healthcare sales process is more complex than ever — with AI committees, long sales cycles, and multiple stakeholders shaping every deal. In this episode of the B2B Sales Trends Podcast, Harry Kendlbacher sits down with Stacy Faught, National Director of Sales and Marketing, North America, Clinical Decision Support Products at Beckman Coulter Diagnostics, to explore how elite sellers build trust and relationships at every level to win in today's environment.

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

In this short livestream, I explain how to build a sales process that actually converts.    Running ads is only the first step. To turn clicks into clients, you need a complete system that combines nurture campaigns, outbound calls and clear follow-up.   We will look at why so many businesses stop at lead generation and never move into lead conversion, and how you can avoid that mistake. From ad strategy to retargeting, from automated nurture to personal phone calls, I will show you how to create a sales process that keeps revenue flowing.   Learn more here https://daniellatto.co.uk/fbads/

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.

✨ Sales isn't about the numbers—it's about people. In this episode of the Find Your Leadership Confidence Podcast, Gui Costin shares how authentic connections and a people-first mindset scaled Dakota into a $20M business and raised $40B+ for clients.

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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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

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.

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?