Podcasts about sales process

What happens when you build a company specifically to sell it—and then execute that plan? Liz Saunders went from running registration at Seller Summit to delivering the closing keynote, all while building Fluencer Fruit, the Chrome extension that helps Amazon Influencer creators optimize their content strategy. In this powerful episode, Liz reveals her entire exit playbook, from reading "Exit Preneur" before she even started building to keeping GAAP-compliant books from day one. But this isn't just an acquisition story—it's a masterclass in understanding the Amazon Influencer ecosystem, where creators earn 1-4% commissions and brands are discovering that video converts better than text, and UGC converts better than brand videos.—Sponsored by OMG Commerce - go to (https://www.omgcommerce.com/contact) and request your FREE strategy session today!—Chapters: (00:00) Re-Introducing Liz Saunders (03:30) The Journey of Fluencer Fruit(07:20) Amazon Influencer Program Insights(10:09) Shifts in Influencer Marketing(13:35) Brand Strategies for Influencer Engagement(19:05) Multi-Channel Selling(21:31) Building and Selling Fluencer Fruit(28:03) Insights from the Sales Process(32:05) Future Endeavors—Connect With Brett: LinkedIn: https://www.linkedin.com/in/thebrettcurry/ YouTube: https://www.youtube.com/@omgcommerce Website: https://www.omgcommerce.com/ Relevant Links:Liz's LinkedIn: https://www.linkedin.com/in/liz-saundersFluencer Fruit: https://fluencerfruit.com/_Past guests on eCommerce Evolution include Ezra Firestone, Steve Chou, Drew Sanocki, Jacques Spitzer, Jeremy Horowitz, Ryan Moran, Sean Frank, Andrew Youderian, Ryan McKenzie, Joseph Wilkins, Cody Wittick, Miki Agrawal, Justin Brooke, Nish Samantray, Kurt Elster, John Parkes, Chris Mercer, Rabah Rahil, Bear Handlon, JC Hite, Frederick Vallaeys, Preston Rutherford, Anthony Mink, Bill D'Allessandro, Jeff Oxford, Bryan Porter and more

In This Episode What if your next sales hire wasn't a person, but an AI agent? In this episode of Systems Simplified, host Adi Klevit sits down with Frank Sondors, Co-founder of Salesforge AI, to discuss how autonomous AI agents are revolutionizing the way businesses handle outbound sales. Frank introduces “Agent Frank,” an AI sales development rep that crafts personalized outreach emails, sources leads, and even adapts tone and language by region or industry. The conversation dives into how companies can integrate AI agents alongside human reps to create more scalable and efficient systems. Frank explains the legal and operational limits of automation—and how to work within them. Together, Adi and Frank emphasize the importance of documenting and optimizing processes before automating them, ensuring the AI operates within clear, strategic frameworks. Listeners will walk away with an understanding of how AI can power sales growth, where to start, and why well-defined processes are the backbone of any automation initiative.  

In this episode of 7 Figure Annuity Sales, host Caleb North delivers a powerful message every agent needs to hear: stop trying to make one annuity do everything. Whether it's a MYGA, FIA, or income rider product, each annuity has a core strength—and your job is to match that strength to your client's primary need, not chase a “Swiss Army knife” solution. ➡️ In this episode, Caleb breaks down: Why trying to cover growth, income, safety, and liquidity in one product often backfires The importance of identifying a product's true purpose—and staying disciplined in how you present it How to avoid analysis paralysis when selecting annuities for clients Real-world examples of how agents get it wrong—and how to get it right A mindset shift that will lead to better client outcomes and cleaner sales If you're trying to build a business based on clarity, confidence, and consistent results, this episode will help you stop overcomplicating and start strategically positioning the right product for the right reason.

Monday Sales Kickoff: Seeing yourself as a leader can inspire confidence and integrity. This episode highlights the significance of lifting those around you and bringing insight into both your professional and personal life. You'll learn how being a respected sales leader can lead to referrals and unexpected opportunities, elevating your sales effectiveness to new heights. Listen in as Mark discusses the critical importance of understanding customer needs to create urgency in the sales process. Drawing from a personal experience with erosion issues at home, Mark emphasizes the necessity for salespeople to ask the right questions to uncover a customer's true motivations and needs.  

If you're curious about how AI is truly shaping B2B sales, whether it can—or should replace human interaction, then this is an episode you won't want to miss.  From her extensive experience in the tech and sales world, Jess takes us through the realities of AI in corporate sales—what works, what doesn't and provides you with a clear perspective on how artificial intelligence, when misused, can hinder your efforts to sell to corporate clients and undermine your overall corporate sales process. What's Inside This Episode: Why AI is unlikely to replace human salespeople due to the inherent human desire to buy from people.   An over-reliance on AI can lessen critical thinking and problem-solving skills which are essential for effective B2B sales.   Practical risks of using AI can lead to lower performance levels in outreach, sales calls, and proposals due to generic or inaccurate AI advice Using AI for proactive outreach can lead to breaches of terms of service and lower conversion rates in your corporate sales process, affecting client proposals and sales proposals.  The big question to ask yourself is, "Will AI replace salespeople?" And Jess's answer is a resounding "No!" Why? Because people buy from people, and until AI can truly replicate unique personalities, we're safe!  However, there is potentially a massive danger with open-source AI according to a Microsoft report that found consistent use of generative AI can negatively impact critical thinking, problem-solving, and even self-confidence – all vital sales skills! Basically, relying on AI too much is diminishing our ability to think critically, objection-handle, and negotiate. Another huge red flag is confidentiality. Top salespeople aren't plugging their entire sales strategies, negotiation tactics, or objection-handling techniques into open-source AI because it would be "career suicide." Companies, especially in the tech sector, are banning employees from using open-source AI on company devices and Wi-Fi to protect proprietary information, this means the "best and brightest" sales insights aren't what you're getting from AI; you're getting information from "whoever else has plugged it in," and that information isn't filtered for quality or accuracy. So beware, AI can even give you wrong information.… repeatedly! The Bottom Line AI-generated content is becoming increasingly recognisable, making it harder to distinguish real, personalised interactions from automated ones, leading to lower conversion rates from calls to sales, proposals to closed deals, and outreach messages to booked calls. Jess's advice? Ultimately, unless you have a lot of expertise in both AI and B2B sales strategy, she strongly advises against relying on AI for your proactive sales process or to formulate your core B2B sales strategy and to be very cautious regarding custom GPTs, given concerns about them "going rogue" and the potential for intellectual property vulnerability. So, use AI wisely, lean on proven strategies, and stay tuned for new ways to generate quality leads, like the brand new Expert Services Directory. Want to level up your sales game? Listen now!   Key Resources Mentioned in this Episode:   If you've enjoyed understanding how improper use of AI is hurting your B2B sales process MASSIVELY why not check out other episodes that can help?    Make content creation simple and successful when selling to corporate companies - https://podcasts.apple.com/gb/podcast/make-content-creation-simple-and-successful-when/id1469526548?i=1000467412701   Is corporate jargon your biggest problem when selling to corporates - https://podcasts.apple.com/gb/podcast/is-corporate-jargon-your-biggest-problem-when-selling/id1469526548?i=1000493327069   Join the waitlist here - https://smartleaderssell.mvsite.app/coming-soon   Converting Corporates is the B2B sales event of the year for service based entrepreneurs, use the following link to join the waitlist for 2026! https://smartleaderssell.vipmembervault.com/cc2026waitlist   Join our weekly newsletter if you want to stay in touch with the latest B2B sales tips and techniques. https://sellingtocorporate.com/newsletter/   Content Disclaimer The information contained above is provided for information purposes only. The contents of this article, video or audio are not intended to amount to advice and you should not rely on any of the contents of this article, video or audio. Professional advice should be obtained before taking or refraining from taking any action as a result of the contents of this article, video or audio. Jessica Lorimer disclaims all liability and responsibility arising from any reliance placed on any of the contents of this article, video or audio. Disclaimer: Some of these links are for products and services offered by the podcast creator.    

Does talking about your product or service make you feel salesy or uncomfortable? Then today's episode of the Delight in the Limelight Podcast is for you!I chat with Darren Mitchell - former sales leader, coach, mentor, and host of The Exceptional Sales Leader Podcast - about how sales is truly the ultimate form of service. Darren shares his approach to selling with confidence, authenticity, and a genuine desire to help, while letting go of desperation and attachment to the outcome.Listen in to discover:- Why selling is really about helping, not convincing- The danger of “commission breath” (and how to avoid it!)- Practical strategies to build real relationships with your audience or customers- What to do when you lose a sale or face rejectionIf you've ever struggled with selling or talking about your work, this episode will really help!Click here to check the full show notes.

In this episode of 7 Figure Annuity Sales, host Caleb North breaks down one of the most critical—and misunderstood—components of fixed indexed annuities: index strategies. If you're selling annuities without fully grasping how caps, spreads, participation rates, and crediting methods work, you're leaving both value and trust on the table. ➡️ In this episode, you'll discover: The core index strategies used in modern annuities (and when to use each) How to explain performance triggers, point-to-point crediting, and volatility control indices to clients Why not all index strategies are created equal—and what to look for in carrier design How to evaluate client suitability based on strategy, not just sizzle Proven tactics to position index strategies with clarity and confidence in your sales process Whether you're a new agent or already writing consistent premium, this episode is your complete guide to understanding and using index strategies to maximize client outcomes and build trust through transparency.

Send us a textIn this insightful episode of "Business Growth Talks," host Mark Hayward engages with John Noonan, a seasoned sales and marketing expert and president of Growth Plan Partners. They delve into high-impact strategies to accelerate business revenue by implementing effective sales and marketing systems. John discusses how businesses with revenues between $5 to $75 million can break through growth barriers without hiring full-time staff by optimizing their sales engines. His personal journey from a corporate leader to a fractional Chief Revenue Officer offers valuable lessons for entrepreneurs striving to achieve sustainable growth.With a focus on building strong processes and leveraging CRM systems, John Noonan shares his proven methods for increasing sales by 20 to 35% in under a year. He highlights the importance of developing clear target client profiles, understanding the buyer's journey, and crafting a unique value proposition. The conversation highlights practical steps entrepreneurs can take to refine their sales methodologies and enhance business performance. As businesses seek to uncover what truly drives revenue, John's expertise sheds light on overcoming growth challenges and implementing long-term, effective sales strategies.Key Takeaways:Implementing structured sales processes and systems like CRM can dramatically enhance growth for businesses in the $5 to $75 million revenue range.A clear understanding of your ideal client profile and unique value proposition is critical to effectively targeting and engaging potential customers.Sales success is tied to ensuring alignment with the customer's buying process and timing rather than just the sales process itself.Networking and building strong referral partnerships are vital for business development, particularly for consultant roles that rely on client introductions.Making bold career transitions, such as shifting from corporate roles to entrepreneurship, requires willingness and the courage to navigate financial uncertainties.Resources:John Noonan on LinkedInGrowth Plan Partners (Email: JNoonan@growthplanpartners.com)Tune into the full episode to learn more about optimizing sales processes, breaking growth barriers, and developing successful sales strategies with insights from industry expert John Noonan. Stay connected with "Business Growth Talks" for more enlightening episodes to take your business to new heights.Support the showIf you want to watch the full video of this episode go to:https://www.youtube.com/@markhayward-BizGrowthTalksDo you want to be a guest on multiple podcasts as a service go to:www.podcastintroduction.comFind more details about the podcast and my coaching business on:www.businessgrowthtalks.comFind me onLinkedIn - https://www.linkedin.com/in/mark-hayw...Tik Tok - https://www.tiktok.com/@mjh169183YouTube Shorts - https://www.youtube.com/@markhayward-BizGrowthTalks/shorts

In this episode of Remodelers on the Rise, Kyle sits down with Rob Fisher of Fisher Custom Builders for a refreshingly honest look at what it's like to start and grow a remodeling business from the ground up. Just three years in, Rob shares what sparked his entrepreneurial journey, the hard (and expensive) lessons he's learned about pricing and profit margins, and the steps he's taking to build a business that runs without him on-site every day. From mentorship and mindset to systems, sales, and stepping back from the tools, this conversation is packed with insights for any remodeler in the trenches asking, “Am I doing this right?” Spoiler: You're not alone—and Rob proves it. ----- Ready to connect, learn, and grow alongside other remodelers? Join us at the Rise Conference on August 5–6 for two days of practical insight, real conversations, and proven strategies to build a better remodeling business. Sign up here: https://remodelersontherise.com/rise/ ----- 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 Rice Conference is a source of energy and inspiration. Building relationships is key in the remodeling business. Understanding financials is crucial for success. It took Rob two years to figure out his pricing strategy. Delegating responsibilities is essential for business growth. Mentorship can provide valuable insights and encouragement. Patience is necessary when building a business. Creating a positive work environment leads to better employee retention. Rob's journey reflects the common struggles of new entrepreneurs. Continuous learning and adaptation are vital for success. ----- Chapters 02:46 From Ministry to Remodeling: Rob's Path 05:45 Lessons from Phil: The Entrepreneurial Seed 08:58 Building Experience: The Early Years in Construction 12:01 The Reality of Business: Hard Work and Patience 14:53 Understanding Financials: The Importance of Margins 17:53 Sales Process: Tracking and Accountability 20:47 Implementing Changes: Design and Project Development 23:55 Final Thoughts: Confidence and Growth 26:50 Lessons Learned the Hard Way 29:03 Transitioning from Field to Office 30:20 Building a Team and Delegating Responsibilities 36:18 The Importance of Mentorship 42:05 Vision for the Future and Business Growth

In this episode of Confessions of a B2B Entrepreneur, Sam Dunning, host of Breaking B2B, interviews Tom Hunt, CEO and founder of Fame, to uncover the actionable steps for building a 7-figure B2B service business. Tom outlines a practical, six-step framework for growth, starting with gaining expertise by working in an existing B2B company and securing the first client. He stresses the critical role of sales, defining it as one-on-one influence, and provides a simple four-step sales conversation framework to fast-track learning. As the business scales, Tom highlights the importance of strategically delegating operations through effective hiring and system building, identifying the least liked or easiest tasks to outsource first. Finally, he discusses smart marketing investments, advocating for demand-driven channels like Google Ads and SEO to capture clients actively searching for services.

Not all advice business sales are equal and many require meticulous planning to achieve the desired result but when the right decisions are made, the outcome can be very satisfying. In this episode of the FT Adviser Better Business podcast Broadway Financial Planning's Keri Carter shares her M&A journey and what she has learned along the way Hosted on Acast. See acast.com/privacy for more information.

In this episode of the Contractor Growth Network podcast, Logan Shinholser sits down with Peter Rainey, co-founder and managing partner of Ranney Blair Weidman, to unpack their unique and refined pre-construction process. Peter walks through how his team shifted from traditional estimates and disjointed design experiences to a highly structured, 100-page client journey that establishes trust, transparency, and efficiency. By controlling the design narrative, focusing on true client advocacy, and emphasizing clear expectations, Ranney Blair Weidman now delivers high-end remodels with alignment and clarity from start to finish. Key Takeaways: The Shift from Outsourced Design to Full Ownership Early in their journey, Peter's team relied on external designers, often leading to miscommunication, delays, and poor client outcomes. The transition to a fully integrated design-build approach allowed them to control timelines, eliminate misalignment, and focus on client experience. Start the Sales Process in the Living Room, Not the Kitchen Instead of jumping straight into measurements, Peter initiates consultations in the living room to foster creativity and uncover the client's real problems. This sets the tone for trust, collaboration, and bigger-picture thinking beyond surface-level design requests. The Power of the Project Summary Letter After the in-home consultation, Peter presents a formal, typed letter on letterhead recapping client frustrations and goals. This old-school touch confirms the client feels heard, sets expectations, and serves as the north star for all design decisions moving forward. 100-Page Process Document Builds Trust Through Transparency At the showroom, clients are walked through a highly visual and interactive document showing past projects, pricing structure, punchlists, and processes. This immersive experience shifts the conversation from price anxiety to partnership and problem-solving. Design to Solve, Not to Budget Ranney Blair Weidman focuses first on solving problems through creative design, not fitting within arbitrary budgets. Pricing is presented by area with modular options, giving clients control over scope while preserving the integrity of the design. Memorable Quotes: “We're not designing to a budget. We're designing to solve your problem.” “If they don't want to follow our approach, we are not the right fit for them.” “Quit trying to save the client money. That's not our job. Our job is to present options.” Actionable Advice: Control the Narrative Avoid being just another bidder. Guide clients through a structured process that builds trust and reinforces your authority as the expert. Start with a Conversation, Not a Tape Measure Begin in a neutral space like the living room to hear their story before inspecting the space. This approach unlocks deeper insights and establishes rapport early. Document What You Hear Use a project summary letter to confirm and reflect back what clients said during your visit. This builds confidence and becomes the foundation of your design strategy. Provide Options, Not Ultimatums Break pricing into modular packages or room-by-room breakdowns. Allow clients to see the value and make decisions collaboratively without feeling boxed in.

Full Name: Jeff Greenfield Email: jeff.greenfield@provalytics.com Phone Number: +16038661342 Social Media Links: https://www.facebook.com/provalytics/ Bio: Jeff Greenfield is an entrepreneur, advisor, and disruptor with three decades of strategy, growth, and marketing leadership. Jeff is currently building the next generation of AI-driven attribution as the co-founder and CEO of Provalytics, which is a 'cookie-less' attribution & measurement solution that enables marketers to prove the impact from upper-funnel channels like CTV and grow their budgets. Connect with David LINKS: www.davidhill.ai    SOCIALS:  Facebook:  https://www.facebook.com/davidihill/ LinkedIn:  https://www.linkedin.com/in/davidihill YouTube: https://www.youtube.com/c/DavidHillcoach  TicTok: www.tiktok.com/@davidihill Instagram: https://www.instagram.com/davidihill  X: https://twitter.com/davidihill   RING LEADER AI DEMO CALL 774-214-2076  PODCAST SUBSCRIBE & REVIEW  https://podcasts.apple.com/us/podcast/the-persistent-entrepreneur/id1081069895  

Check out https://www.brevitypitch.com/    - HOW AI SOLVES THE SALES PRACTICE PROBLEM Here is a FAQ Video on the Courses: https://youtu.be/0F7imrzjXWs Here is a deep dive into which course is best for you: https://youtu.be/JM_jgS8M-iU https://www.b2bRevenue.com - Get Your Free E-Book on How Companies make Decisions. FAQ: 1 YEAR ACCESS, PAY MONTHLY OR ANNUALLY NOT A SUBSCRIPTION OFFICE HOURS EVERY  OTHER WEEK VIA ZOOM. 1 HOUR GROUP Q&A. UNLIMITED 1-ON-1'S  ARE FREE AS LONG AS THEY CAN BE SHARED IN THE COURSE. 1-ON-1 ARE FULL ACCESS ON DAY ONE - NOTHING IS GATED OR TIME RELEASED. ALL CONTENT IS VIDEO BASED AND SELF PACED I RECOMMEND TAKE COURSE ONCE WITHOUT NOTES OR APPLYING IT SO YOU UNDERSTAND THE BIG PICTURE FIRST. THEN TAKE AND APPLY IT STEP BY STEP. YOU START WHEN YOU WANT AND GO AS FAST OR SLOW AS NEEDED.   Email me additional questions: briangburns@me.com     — SAMPLE EMAIL TO EXPENSE THE COURSE MGR,   I have been listening to the brutal truth about sales podcast for X months and it speaks to the issues we face.   They currently offer a course that includes video instruction, group Q&A and One-on-One coaching. I'm committed to my own personal development and would like your help in expensing the course.   It would pay for itself if I closed only one new deal of $X value.   Please let me know by Friday if I can move forward with this 1 year course.   Thanks, ME Here are some student interviews from the courses:      ———————————————————————————————————— Audible 30 day Free Trial: http://www.audibletrial.com/BrutalTruth  

What if the secret to more leads wasn't just more ads, but the way your message shows up everywhere?Welcome to Gym Marketing Made Simple—where marketing meets clarity, and client growth is finally within reach. This show is your go-to resource for making smart, straightforward moves to grow your gym and increase revenue without getting lost in complex tactics.Episode Highlights:In this episode, David Rubin, owner of Courage Fitness in Durham, NC, shares how his gym went from 30 organic leads a month to over 80 and how pairing paid ads with a clear, consistent message helped drive over $83,000 in monthly revenue. He discusses the halo effect of advertising, the importance of message alignment across all platforms, and how gym owners can utilize both automation and a human touch to nurture leads effectively.Key Insights:Paid ads don't just bring in paid leads—they also boost organic traffic when done right.A consistent message across your website, social media, and ads builds trust and improves conversions.The halo effect of ads enhances brand awareness and amplifies its impact across all channels.Automation is helpful, but keeping it personal is what makes clients feel seen.A high barrier to entry (like personal training) can attract better-quality leads.Manual tracking gives clearer insights into the sales journey.A diversified marketing strategy is more sustainable than relying on one source.Long-term gains often come from short-term patience and consistency.Episode Chapters:00:00 Intro01:40 Dave Rubin's Client Experience and Success.05:04 The Halo Effect and Marketing Strategy.23:15 Lead Nurturing and Sales Process.23:46 The Role of Technology and Personal Touch.28:33 Advice for Gym Owners on Paid Marketing.If this episode has helped spark new ideas for your gym's growth, please share it with someone who needs it, or join the conversation with us. Marketing doesn't have to be overwhelming when you're not doing it alone.Thanks for tuning in to Gym Marketing Made Simple. We're grateful to have you here. Make sure to catch the next episode—we're just getting started.

In this short segment of the Revenue Builders Podcast, we revisit the discussion with George Mogannam, CRO of Celigo, to explore the foundational gaps that hinder scalable growth—particularly in recruiting, onboarding, and team cohesion. George unpacks what most companies miss when trying to scale, including the absence of ideal hiring profiles, lack of onboarding discipline, and broken internal processes. He also emphasizes the power of in-person connection, the hidden cost of remote culture, and the importance of aligning internal teams during growth surges.KEY TAKEAWAYS[00:00:25] Common Gaps in Scaling Sales Teams: Many organizations lack ideal hiring profiles, onboarding processes, KPIs, and operational rhythms.[00:01:40] Remote Work's Cultural Void: Remote work has eroded the informal peer-to-peer learning and camaraderie critical to high-performing sales teams.[00:02:37] Why In-Person Teams Outperform: George shares research that shows 4x higher churn in remote teams versus co-located ones—highlighting the need for centralized sales orgs.[00:03:37] The True ROI of Sales Kickoffs: More than training, it's the peer interaction, story-sharing, and cross-learning that drive culture and performance.[00:04:30] The Overlooked Bottleneck in Scaling: Many CROs underestimate internal readiness for hiring sprees, especially around slow offer letter processes and internal misalignment.[00:06:59] Fixing Internal Bottlenecks: George details how his team automated contract counter-signatures to reduce booking delays and avoid customer disruptions.QUOTES[00:01:14] “There's a sales process, but no one's really utilizing it… there's no discipline around it.”[00:02:01] “You will get four times higher churn when everybody's remote versus when people are together.”[00:03:37] “The priceless part comes from them all engaging together... more powerful than all the formal training.”[00:04:59] “Companies don't realize they're a walking audition for what it's going to be like to work for them.”[00:06:41] “That's how you burn cash in an organization—when internal readiness doesn't match external hiring urgency.”[00:07:27] “If the order isn't executed at the proper time, we can accidentally shut the customer off.”Listen to the full conversation through the link below.https://revenue-builders.simplecast.com/episodes/scaling-high-growth-sales-organizations-with-george-mogannamEnjoying 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/

Most sales training is outdated, and if you're still following the same “always be closing” playbook, you're probably pushing clients away.In this episode of the Garlic Marketing Show, John "Small Mountain" Hill, bestselling author of Selling From Scratch, exposes why most sales advice is failing you, why referrals might actually be hurting your business, and the seven reasons people won't buy from you.If you're running an agency, coaching business, or selling any service, this episode will change how you think about sales.Want to master sales without outdated tactics? Connect with John "Small Mountain" Hill on LinkedIn and check out his book Selling From Scratch.What You'll Learn:The biggest sales myths that are costing you dealsWhy you'll hate your next salesperson if you don't fix this firstThe huge gap between lead magnets and selling high-ticket offersThe biggest mistakes founders make when hiring closersWhy referrals might actually be hurting your businessThe seven reasons prospects don't buy and how to overcome themHow bad CRM habits are ruining your follow-upsWhat Dr. Seuss can teach you about selling the right wayConnect with John Hill:Website - https://adaptedgrowth.com/LinkedIn - https://www.linkedin.com/in/johnblanehill/Book - https://adaptedgrowth.com/selling-from-scratch/Resources:Connect with IanDownload a Tackle Box!Supercharge your marketing and grow your business with video case stories today!Book a Discovery Call Today with Our ExpertsSubscribe to the YouTube Channel Hosted on Acast. See acast.com/privacy for more information.

In this episode of the Revenue Builders Podcast, hosts John McMahon and John Kaplan are joined by Eric Erston, CRO of RegScale. They explore the characteristics of top sales teams and delve into the importance of focus, understanding the ideal customer and persona profiles, and the balance of technology and human connection in sales. The conversation also highlights the critical role of leadership in fostering vulnerability, accountability, and continuous learning within sales teams. Eric shares valuable lessons from his extensive career, emphasizing the importance of hiring the right people, empowering teams, and adapting sales strategies to evolving market demands. The episode is rich with practical tips and heartfelt anecdotes, making it a must-listen for sales leaders and professionals aiming to elevate their game.ADDITIONAL RESOURCESLearn more about Eric Erston:https://www.linkedin.com/in/ericerston/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[00:02:07] Qualities of Top Performing Sales Teams[00:05:37] Understanding the Ideal Customer Profile[00:07:53] The Importance of Persona Profiles[00:18:43] Creating a Culture of Vulnerability[00:34:17] Leadership Authenticity and Empowerment[00:35:18] Balancing Vision and Execution[00:37:14] Setting Standards of Performance[00:41:14] Accountability and Rewarding Overachievers[00:41:48] The Importance of Simplicity in Leadership[00:44:40] The Role of Coaching and Feedback[00:51:05] Adapting Sales Strategies[00:56:44] The Impact of Video Calls on Sales[01:00:43] Opportunities at RegScaleHIGHLIGHT QUOTES"You have to earn the right to get to that personal discussion.""Enablement without accountability is a failure to lead.""Get the right people, everything is so much easier.""Lots of sales teams aren't focused.""In order to know how to qualify out, we've gotta know what success is.""The most elite people devour the information provided by the company and then invest their intellect and curiosity into getting to know the individual human component.""How you sell can be just as important as what you sell.""In the old days, one of the best pieces of advice I ever got was if it's in print, expect that they expect you've read it.""If you're not making enough calls, you're not going to succeed.""Find a culture where it's comfortable being vulnerable."

Jordan DiPietro is the former CEO of Hampton, a community business that's scaled to over $10M in annual revenue. Episode Topics & Timestamps00:00 Introduction to Hampton and Community Business Models03:07 Marketing Strategies for Community Growth05:56 Sales Process and Lead Conversion Techniques09:12 Content Marketing and Lead Generation12:09 The Role of MoneyWise Podcast in Community Engagement15:06 Building Relationships in Community Spaces18:04 Core Groups and In-Person Retreats21:12 The Evolution of Community Dynamics25:51 The Importance of In-Person Connections26:40 Confidentiality and Community Integrity27:57 Balancing Exclusivity and Growth30:57 Criteria for Membership in Exclusive Communities33:29 Staying Focused as a CEO35:38 The HubSpot Acquisition of The Hustle42:07 The Future of SaaS Companies Acquiring Media45:47 Jordan's Next Chapter: Writing and CoachingLinks MentionedJordan's newsletter: https://jordandipietro.beehiiv.com/ Jordan's website: https://jordandipietro.com/

Send us a textIn this essential episode of "The Selling Podcast," your hosts Mike and Scott tackle a critical yet often mishandled aspect of sales: the framework of effective follow-up. We've all been there – a great initial conversation, but then the follow-up falls flat, or worse, pushes the prospect away. This week, we break down how to master your follow-up strategy to keep deals alive and ultimately, close more sales.We dive into three common pitfalls and how to avoid them, ensuring your follow-up is always impactful and professional:Don't Act Overly Grateful or Apologetic: We discuss why expressing excessive gratitude or apologies in your follow-up can inadvertently undermine your position and value. Mike and Scott explain how to convey appreciation and professionalism without appearing desperate or weak, maintaining a strong, confident posture that reflects your expertise.Don't Go Into Sales Mode Too Fast: The biggest mistake? Immediately launching into another pitch. We emphasize the importance of pacing your follow-up. Learn how to nurture the relationship, provide value, and build continued rapport before pushing for the next step or reiterating your offering. This approach keeps the conversation relational and prevents you from becoming just another sales rep.Keep It Relational: At its core, effective follow-up is about building and maintaining a genuine connection. Mike and Scott share tactics for keeping your communication human, relevant, and focused on the prospect's needs and context, rather than just your agenda. Discover how to provide helpful insights, share relevant content, or simply check in thoughtfully to demonstrate ongoing value and interest.This episode provides a clear, actionable framework for sales professionals to refine their follow-up techniques, ensuring every touchpoint builds momentum, reinforces value, and moves the sales process forward with grace and effectiveness.Scott SchlofmanMike Williams - Cell 801-635-7773 #sales #podcast #customerfirst #relationships #success #pipeline #funnel #sales success #selling #salescoach

In this powerful episode of 7 Figure Annuity Sales, host Caleb North pulls back the curtain on the often-misunderstood world of annuity bonuses. While bonus features can look enticing on paper, Caleb highlights the hidden pitfalls that many agents overlook—costly strings, limited use cases, and client outcomes that fall short of expectations. ➡️ What you'll learn in this episode: - The real mechanics behind annuity bonuses and how carriers apply them - 3 key scenarios when a bonus actually benefits your client (and why they're rare) - How to calculate the true cost of a bonus, factoring in surrender charges, crediting rates, and policy terms - Common sales myths around bonus-driven annuities—and how to avoid falling for them - Tactical advice on when & how to position bonus features as a genuine value-add Whether you're a seasoned annuity advisor or just getting started in the financial planning space, this episode gives you a clear-headed, no-nonsense approach to assessing bonus-driven products. Caleb's insights can help you protect your clients' interests—and your credibility as their trusted advisor.

In this episode of The Full Arch Podcast, Dr. Steven Vorholt is joined by Dr. Stacy Farley, Head of Sales Coaching at Shared Practices, for a real-talk breakdown of the Full Arch sales process. They dive into what really moves patients to say yes, why confidence and clarity matter more than persuasion, and how consults can build lasting trust—or quietly lose the case. Stacy shares practical coaching tips, common mistakes, and the mindset shifts doctors and treatment coordinators need to close cases ethically and consistently. Whether you're new to consults or trying to improve case acceptance, this episode is a must-listen for anyone selling Full Arch the right way. Key Highlights

In this episode of the No Broke Months Podcast, Dan Rochon shares the importance of leadership, accountability, and setting standards for high-performing sales teams. He explains how to align personal and team goals, create meaningful accountability, and implement actionable steps that lead to consistent and predictable results. If you want to elevate your leadership, improve team performance, and build a business that delivers No Broke Months, this episode offers the strategies to help you do it.What you'll learn on this episodeThe difference between management and leadership—and why it mattersHow setting and upholding high standards influences team performanceWhy personal accountability starts with leading by exampleThe role of effective communication and prescriptive language in building trust with clientsHow to foster team collaboration and support members who are strugglingThe true impact of accountability meetings on progress and course correctionWhy leadership is about teaching others how to think and succeedHow to focus on finding win-win solutions in sales, rather than being “right”If you're ready to lead your clients—and your team—with greater clarity, influence, and purpose, this is the next step.Teach to Sell provides the leadership frameworks, language patterns, and influence strategies that top agents and leaders use to create lasting trust and consistent results. It's not about managing transactions—it's about leading people to better decisions and building a business that thrives.Preorder Teach to Sell today and learn how to lead in a way that drives both relationships and results.https://www.nobrokemonths.com/teach-to-sell-preorderResources mentioned in this episodeGoogle Calendar Invitations: Set up calendar invitations to help prospects commit to appointments.Gary Keller's "The One Thing": A resource on focusing on the most impactful actions in life and business. To find out more about Dan Rochon and the CPI Community, you can check these links:Website: No Broke MonthsPodcast: No Broke Months for Salespeople PodcastInstagram: @donrochonxFacebook: Dan RochonLinkedIn: Dan RochonTeach to Sell Preorder: Teach to Sell: Why Top Performers Never Sell – And What They Do Instead

This podcast features Josh Phegan and Alexander Phillips on the skill in sales process, methodology and buyer behaviour, making sure your vendor understands the process, the three reasons why someone should buy, and the benefit of listing several similar properties at the same time. 

MARKETING MESSAGE WITH EMOTION When you create your call to action in your podcast, you need a powerful marketing message. You need to inspire your audience into action. People buy with emotion. Then they justify that purchase with logic. Your marketing message needs to stir emotion within your potential clients.   00:00 "Stir Emotions to Attract Clients" 06:11 Corporate Sales Journey Reflection 06:54 Entrepreneurial Challenges and Marketing Insight 12:17 Hewlett Packard's Transformative Culture 14:22 Affordable Marketing Feedback Strategy 17:52 Product Brand Clarity Essentials 22:05 Cheese and Crackers Surprise 25:33 Importance of Market Research 30:05 "Master Your Message Program" 32:01 "Opinion Diversity in Marketing" 36:55 Realtor Specializing in Divorce Sales 39:15 Defining Your Target Audience 41:21 "30 Seconds to Impress" 44:27 "Podcast Coaching Session Offer"   GET YOUR MARKETING MESSAGE TO LAND Do you ever feel like your podcast marketing message just isn't landing with your audience? You're crafting awesome content, but somehow your message isn't converting listeners to clients. This week, I sit down with business strategist Nicki Chang-Powless to dig into the secrets behind creating a compelling, actionable marketing message for your podcast and business. If you want your audience to grow—and more importantly, move them to action—this episode is tailor-made for you. LEAD WITH CONNECTION, NOT CONTENT Your audience listens for companionship. They aren't downloading your latest episode just to be informed—they want to feel connected, understood, and guided. If your call to action only shows up at the end of your show, you're missing out! Listeners don't always make it to the last minute. We break down how to bake your call to action and marketing message throughout your show. This allows you meet your audience where they are and inspire them to take the next step. It's not about dumping information. It's about creating relatable, emotionally resonant moments that build trust and authority. THE POWER OF TARGETED MESSAGING In the episode, Nicki drives home the essential truth: if you're marketing to “everyone,” you're speaking to no one. We talk about how getting laser-focused on your target audience changes everything. Imagine you're a massage therapist—what you say to a stressed-out parent versus a retired senior makes all the difference. Nicki lays out how to tailor your marketing message so it resonates with the exact audience you want to attract. We dig into practical strategies for clarifying your product brand, refining your offer, and using feedback and collaboration to fine-tune your pitch. COLLABORATION & CONSISTENCY WIN Nicki reveals her biggest lessons from corporate life at Hewlett Packard: the magic of collaboration and consistency. We explore actionable ways you can bring group feedback into developing your marketing message, A/B testing your ideas—without the massive budgets of big brands. We also talk about the increasing competition for attention in today's digital world. The average prospect needs 62 touchpoints with your brand before they're ready to take action. That's why consistency in your podcast message, branding, and calls to action is more important than ever. TURNING LISTENERS INTO CLIENTS So, how do you make your marketing message truly work? It starts by knowing your audience, articulating your unique value, and making every touchpoint count. Whether you're working on your website, your 30-second intro, or speaking at a networking event, we share real-world examples and simple frameworks. Plus, don't miss Nicki's free gift... “How to Impress When You Only Have 30 Seconds”. This is perfect for nailing your introduction and getting prospects to lean in and say, “Tell me more!” Download this resource at www.PodcastTalentCoach.com/impress. LET'S CREATE YOUR MARKETING MESSAGE If you're ready to transform your podcast—and your business—by creating a marketing message that inspires action, this episode of Podcast Talent Coach is your blueprint. And if you want personalized help building your strategy, apply for a free coaching call at www.PodcastTalentCoach.com/apply. Let's start making your message matter!

In this episode, Dan Rochon discusses the importance of celebrating the right activities in real estate, focusing on daily tasks over final outcomes. He highlights the significance of consistent lead generation, marketing, and prospecting in building a successful real estate business. Dan encourages focusing on actions like listing appointments, conversions, and negotiations, rather than just the number of closings, to foster long-term success and consistent results.What you'll learn on this episodeCelebrate daily actions, not just the outcome.Consistent lead generation is key to success.Inconsistent sales lead to feelings of inadequacy.Focus on celebrating the job you do every day.Success comes from doing the right activities consistently.Your actions today will reflect in your results months later.Lead generation is non-negotiable, even with clients.Celebrate the work you do, not just the closing.90 to 120 days of lead generation leads to results.Develop habits that align with your goals.If you want a business that doesn't leave you wondering where your next deal is coming from, the answer isn't working harder—it's working consistently.Teach to Sell is your blueprint for doing the right things daily and trusting the process. Inside, you'll learn the systems, scripts, and psychology that empower agents to lead with integrity and build a business that produces No Broke Months—on repeat.Preorder Teach to Sell today and discover how top performers turn consistent actions into consistent income.https://www.nobrokemonths.com/teach-to-sell-preorderResources mentioned in this episodeTeach to Sell: A framework to guide people through trust-building and consistent sales. To find out more about Dan Rochon and the CPI Community, you can check these links:Website: No Broke MonthsPodcast: No Broke Months for Salespeople PodcastInstagram: @donrochonxFacebook: Dan RochonLinkedIn: Dan RochonTeach to Sell Preorder: Teach to Sell: Why Top Performers Never Sell – And What They Do Instead

In this episode of the Revenue Builders Podcast, hosts John McMahon and John Kaplan are joined by seasoned sales leader Jim Drill to discuss essential aspects of the B2B sales process, career development, and leadership. Jim shares valuable lessons from his extensive career, emphasizing the importance of understanding customer pain points, selling higher in the customer organization, and connecting solutions to concrete business metrics. Through insightful stories from his experience at companies like IBM, PTC, and beyond, Jim highlights how asking the right questions and staying curious can lead to substantial sales success. The conversation also delves into practical advice for young sellers and leaders, stressing the significance of structured training and continuous learning. Jim's anecdotes offer perspective on effectively driving urgency, building strong champions, and implementing impactful sales strategies.ADDITIONAL RESOURCESLearn more about Jim Drill:https://www.linkedin.com/in/jimdrill/Watch Force Management's Panel Discussion on AI in Sales Leadership: https://hubs.ly/Q03rlW4Z0Download 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[00:02:09] Jim's Early Career at IBM[00:05:23] Learning the Sales Process[00:07:13] The Importance of Curiosity and Learning[00:15:34] Advice for Young Sellers[00:21:15] Understanding Business Metrics[00:30:08] High-Level Sales Strategies[00:38:08] Budget Constraints and Problem Solving[00:38:43] The M and W Approach to Organizational Navigation[00:39:12] Connecting Metrics to Urgency and Champions[00:40:12] The Importance of Metrics in Sales[00:41:09] Creating Emotional Connections in Sales[00:45:51] The Power of the Champion Letter[00:56:58] The Role of Sales Leadership[01:00:31] Common Mistakes in StartupsHIGHLIGHT QUOTES"Knowledge builds confidence. Confidence turns into credibility. Credibility turns into enthusiasm. That turns into passion, and passion turns into persuasion. But the foundation is knowledge.""The urgency, lack of champions—if sellers are struggling, go back to your metrics. Where are you with your metrics?""Consultative selling is not just about providing solutions, but deeply understanding the pain points and creating value.""You can either do this, separate yourself and set yourself up for the future, or you're going to end up working for someone that did it.""Fires are going to happen. My job is to make sure the whole forest doesn't burn down."

Join internationally renowned business coach and speaker Adam Stott as he audits a 40-year-old manufacturing company generating £10.8M, but missing key growth leadership. This isn't theory.  It's a real, behind-the-scenes growth audit revealing the exact changes this business needs to scale smarter. When you listen, you'll:

In this episode, we explore the importance of embracing technology to run a more efficient and scalable annuity business. From organizing client data to streamlining your sales process, the right tools can save time, reduce errors, and help you stay focused on what matters most—serving your clients. We talk about how adopting tech doesn't replace hard work; it enhances it. If you want to stay competitive and maximize your impact, learning to use technology effectively is no longer optional—it's essential.

In this episode of the Transform Sales Podcast: Sales Software Review Series, Eddie Bello

In this curated episode of the Revenue Builders Podcast, we delve into the intricate world of sales negotiation with expert Tim Caito from Force Management. We explore the crucial aspects of negotiation, from preparing champions to dealing with procurement and the power of starting early in the sales process. Tim shares valuable insights and strategies to help organizations preserve value in the final deal and achieve successful negotiations.KEY TAKEAWAYS[00:01:07] Starting early in the sales process is crucial for successful negotiation.[00:02:09] Begin the negotiation process before the other side believes you're negotiating.[00:02:58] Having a better alternative gives leverage in negotiations.[00:04:00] Making negotiations about the client's alternative rather than yours is a powerful tactic.[00:05:51] Procurement's role and the importance of preparing champions for the negotiation process.[00:08:23] The significance of creating a powerful cost justification to resist procurement pressure.[00:10:46] The role of champions as the great equalizer in the negotiation process.[00:12:17] Anticipating competitive tactics and preparing champions to handle external pressure.HIGHLIGHT QUOTES[00:01:26] "Start the negotiation process before the other side believes we're negotiating."[00:03:18] "If the rep doesn't have a solid alternative, it gives the power back to procurement."[00:08:48] "You have to have done such a good cost justification that they feel like they're losing every day that goes by."[00:10:27] "Champions are the great equalizer in a negotiation process."[00:13:52] "We have to prep them because it is going to happen, and we have to role play and ask specifically, what are you going to say when they ask this question."Listen to the full episode with Tim Caito through this link:https://revenue-builders.simplecast.com/episodes/the-secrets-of-sales-negotiation-with-tim-caitoCheck 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/

We want to hear from you. If you're open to a quick chat with our producer, it only takes a few seconds to sign up: https://forms.gle/TTdgZ9R6HykpPaEh6In this episode, I sit down with Matt Lakajev — sales strategist, lead gen expert, and creator of Seven Figure Creators—to dismantle the myths about content, branding, and cold outreach. Matt reveals why most creators are stuck posting into the void, and how a tiny, targeted LinkedIn presence can outperform big audiences.We break down the real math of monetizing a service business online—and how to turn every post, profile visit, and DM into an effortless sales system that scales.Timestamps:(00:05) - The Power of a Small Following on LinkedIn (03:02) - Transitioning from Cold Outreach to Warm Leads (16:16) - Setting Up an Effective Email Outreach Strategy (20:02) - Effective Communication in Sales (26:54) - Effective Call Structuring for Sales (35:23) - Lead Generation as a Business Priority (37:27) - Generating Leads: Strategies for Small Businesses (45:35) - Sales Process and Event Strategy (49:55) - Pricing Strategies for Success (55:54) - Sales Strategies and Early Challenges in BusinessCheck out today's guest, Matt Lakajev:Matt's LinkedIn: https://au.linkedin.com/in/mattlakajevMatt's YouTube: https://www.youtube.com/@matthewlakajevCheck out The Futur:Website: https://www.thefutur.com/Courses: https://www.thefutur.com/shopLinkedin: https://www.linkedin.com/company/the-futur/Podcasts: https://thefutur.com/podcastInstagram: https://www.instagram.com/thefuturishere/Facebook: https://www.facebook.com/theFuturisHere/Twitter: https://x.com/thefuturishereTikTok: https://www.tiktok.com/@thefuturishereYoutube:https://www.youtube.com/thefuturishereCheck out Chris Do:Website: https://zaap.bio/thechrisdoLinkedIn:https://www.linkedin.com/in/thechrisdo/Facebook:https://www.facebook.com/BizOfDesignInstagram:https://www.instagram.com/thechrisdo/Twitter:https://x.com/thechrisdoTikTok:https://www.tiktok.com/@thechrisdoThreads:https://www.threads.net/@thechrisdoZaap: https://zaap.bio/thechrisdoClubhouse:

In this episode I dive into the often overlooked topic of founder-led sales. I discuss the common struggle many business owners face in handling various roles, especially holding onto the sales process for too long. I highlight the importance of delegating parts of the sales process, such as discovery calls and lead generation, to create a more scalable and efficient sales machine. I emphasize the need for documented, repeatable processes, clear client qualification guidelines, and the use of enablement materials. Additionally, I provide actionable insights on setting achievable sales goals, tracking key metrics through a CRM, and gradually transitioning to a role of sales coach while hiring sales reps. This episode is filled with practical advice to help you refine your sales strategy and overcome the bottlenecks that hinder your business growth.   What You'll hear in this episode: [00:45] The Importance of Sales in Business [01:20] Challenges of Founder-Led Sales [02:10] Outsourcing and Delegating Sales Processes [04:45] Creating a Scalable Sales Machine [07:00] Setting Sales Goals and Metrics [08:45] Transitioning Out of the Sales Process [11:05] Leveraging Technology and Personal Touch in Sales [12:55] Incentives and Forecasting for Sales Teams   If you like this episode, check out: Increase Your Earnings Without the Sales Struggle Sales Conversations That Convert with Nikki Rausch Stop Waiting and Start Scaling with Sam Vander Wielen   Want to learn more so you can earn more?  Visit keepwhatyouearn.com to dive deeper on our episodes  Visit keepwhatyouearncfo.com to work with Shannon and her team  Watch this episode and more here: https://www.youtube.com/channel/UCMlIuZsrllp1Uc_MlhriLvQ  Connect with Shannon on IG: https://www.instagram.com/shannonkweinstein/   The information contained in this podcast is intended for educational purposes only and is not individual tax advice. Please consult a qualified professional before implementing anything you learn.

In this episode of the Goats of Growth podcast, I had the pleasure of interviewing Candidate 8, a sales professional with a unique background in ministry. We discussed his transition from being a pastor to building a career in technology and cybersecurity, and the vital role that empathy and relationship-building play in sales. Candidate 8 shared powerful insights on personal growth through adversity, the value of in-person communication, and his aspirations for future leadership roles. We also touched on work ethic, life lessons, and the journey of redefining oneself in a new career path. Chapters 00:00 Introduction to the Goats of Growth Podcast 01:16 From Ministry to Technology: A Unique Career Path 03:40 Building Relationships and Empathy in Sales 07:54 Learning from Challenges: Growth in Sales 12:39 Finding Comfort in the Sales Process 16:16 Future Aspirations: Leadership and Growth 19:09 Mantras and Life Lessons 22:55 Redefining Oneself: Skills and Growth

Bill Caskey kicks off a new 12-week series based on his book "12 Bold Moves" by tackling the first bold move: creating a sales process that genuinely benefits prospects, not just salespeople. He challenges the traditional approach of "shoving people through" a process and shares how reframing discovery as mutual understanding can dramatically improve close rates. Caskey includes a real client example of using pre-call assessments to increase closing rates from 20% to 40% while providing genuine value to prospects. Is it time to make a BOLD move in your business? If so, download our brand new book, "12 Bold Moves - Insider Secrets to Reinventing Yourself and Your Business." http://12boldmoves.com The Insider program is open for enrollment. If you have not checked out our small learning group, go to http://advancedsellingpodcast.com/insider to join now.

Andee Hart is an entrepreneur, sales strategist, mentor, and host of the podcast, She Sells Differently. While working as a sales executive for a Fortune 500 company, Andee started a passion project, Hart Design Co., of candle making in her own kitchen. What started out as a side hustle with her candles in a handful of local boutiques quickly blossomed into a wildly successful wholesale business and store front. Within a year, Andee was able to transition from her 17-year corporate sales career to full-time entrepreneurship, now also teaching women entrepreneurs how to master sales.

Is your showroom traffic feeling light lately? You're not alone—and more importantly, you're not stuck. In this episode, Jennifer Suzuki breaks down 10 real, practical ways to get more people through your doors right now. Whether you're in sales or BDC, these aren't theory-based ideas—they're street-tested tactics from dealerships doing it daily. Jen shares what's working across top stores, including strategies for leveraging your sold database, sending custom videos, and tapping into heat-up lists that still convert. No fluff. No boring lectures. Just 10 ways to fill your showroom with actual buyers this week. Dealer Talk with Jen Suzuki Podcast |

Welcome to another episode of The Site Shed! In Episode 456, host Matt Jones sits down with James Hearn of Silver Peak Construction for a powerhouse discussion on scaling a trades business, mastering the sales process, and the surprising role that customer rapport (and even a client's pet preferences) can play in business success.James shares his journey from commercial projects and roadwork to mastering bathroom, laundry, and wet area renovations across Melbourne's western suburbs and rural Victoria. You'll hear real-world tactics Silver Peak uses—like ultra-fast quoting, rigorous client qualification, streamlined operations manuals, and detailed follow-up—to outpace the competition. Plus, discover why James screens customers based not just on budget, but even on whether they own dogs

In this conversation, John Harcar interviews Jon Lallande, who shares his journey from being a sniper in the Marine Corps to becoming a successful real estate investor. Jon discusses the challenges he faced in the real estate market, including significant financial losses, and emphasizes the importance of having a solid sales process. He introduces the NEPQ (Neuro Emotional Persuasion Questioning) method, which focuses on understanding human behavior in sales and how to effectively communicate with sellers. The conversation highlights the significance of mentorship and continuous learning in achieving success 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   —--------------------

In this week's episode of "Maximize Business Value," Dave Casey continues his discussion about 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!Listen to part one on youtube here. #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 reaMastery 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, 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.

Edward MacMillan is a seasoned IT and sales leader with over 25 years of experience in operations, support, and strategic technology solutions. As Director of Sales & Marketing at IMS Solutions Group, he drives customer acquisition, revenue growth, and team development across the Southeast and Midwest regions. His expertise includes cloud services, cybersecurity, managed support, and network infrastructure, with a strong track record in service excellence and organizational leadership. Edward is known for leading high-performance, multicultural teams and delivering impactful business outcomes through innovative IT strategies and integration expertise. Website: https://www.imssolutionsgroup.com/  LinkedIn: https://www.linkedin.com/in/edwardmacmillan/  YouTube: https://www.youtube.com/@IMSSolutionsGroup/    Pamela Sichel is a seasoned Marketing Communications Director at OnPath Testing, bringing over 20 years of expertise to help organizations produce reliable, effective software. She is passionate about crafting engaging marketing strategies that drive real results, combining creativity with a data-driven approach. Pamela's diverse skill set spans content and digital marketing, social media, editorial publishing, project management, and AI prompt engineering across industries including SaaS, CPG, natural health, nonprofit, higher ed, and more. Known for her curiosity and collaborative spirit, she continually explores new trends and technologies to elevate brand storytelling and performance. Website: https://www.onpathtesting.com/  LinkedIn: https://www.linkedin.com/in/pamela-sichel/  Facebook: https://www.facebook.com/OnPathTesting/    In this episode, we discover innovative strategies and discuss AI's role in sales growth with marketing experts Edward and Pamela.   Apply to join our marketing mastermind group: https://notypicalmoments.typeform.com/to/hWLDNgjz   Follow No Typical Moments at: Website: https://notypicalmoments.com/ LinkedIn: https://www.linkedin.com/company/no-typical-moments-llc/ YouTube: https://www.youtube.com/channel/UC4G7csw9j7zpjdASvpMzqUA Instagram: https://www.instagram.com/notypicalmoments Facebook: https://www.facebook.com/NTMoments

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 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.