Podcasts about sales reps

In Episode 289 of the Pool Nation Podcast, Edgar De Jesus, John “JJ Flawless,” and Zac “The Pool Boy” recap the energy and momentum from the Western Pool & Spa Show and the Southwest Pool & Spa Show, then dive into powerful conversations featuring some of the brightest rising stars and top sales professionals in the swimming pool industry. This episode highlights: The impact of industry trade shows on pool service businesses Leadership development and next-generation talent in aquatics The importance of customer relationships and pool education What separates top-performing sales reps in the pool industry The Pool Nation Awards 30 Under 40 nominees Sales Rep of the Year nominees and what drives their success You'll hear stories of resilience, entrepreneurship, business growth, and the mindset it takes to build a sustainable and profitable pool service or pool building company. Whether you're a pool service professional, pool builder, sales rep, or industry supplier, this episode delivers insight, motivation, and practical takeaways to help you level up your business. If you're serious about growing your pool company, scaling operations, improving customer retention, and becoming a true Pool Pro — this episode is for you.   ⏱ Episode Timestamps 00:00 – Welcome to the Pool Nation Podcast 01:00 – Western & Southwest Pool & Spa Show Recap 03:00 – Zac's Idaho adventure & team banter 09:00 – Introducing 30 Under 40 Male of the Year Nominees 13:00 – IPSA Education Fund & Investing in Industry Training 15:00 – James Broderick's Journey: From Pandemic Startup to Growth Through Referrals 21:00 – Pool Education & “Pool School” for Homeowners 24:00 – Sales Rep of the Year Nominee Introduction 28:00 – Sales Rep Leadership, Market Growth & Industry Relationships 32:00 – Andrew's Career: Distribution to Manufacturer Rep 40:00 – Daniel's 30-Year Industry Journey: Retail, Service, Building & Manufacturing 48:00 – Relationship-Driven Sales & Building Market Trust 55:00 – Industry Growth, Mentorship & What's Next for Pool Pros

Sales reps earn great money, but never build stability because spending rises with income. In this episode, Brandon breaks down the hidden patterns that keep high performers living paycheck to paycheck — from lifestyle creep to treating commission like salary.You'll learn why wealth is optionality, how financial stress impacts selling behavior, and the simple rules that help reps build reserves, confidence, and long-term freedom. If you want your sales career to create wealth, not just income, this episode is the wake-up call.

Dru talks water softeners through Culligan, lead service line replacement, and more on the WRAM Morning Show.

Civ Robotics is automating construction layout—the process of translating blueprints into physical markers on job sites—using autonomous ground robots instead of traditional surveying crews. Founded by civil engineer Tom Yeshurun after he spent $2 million on a four-person surveying team for a single project, Civ has scaled from initial concept to deploying robots across the United States, Australia, Europe, and the Middle East, with 12 robots currently operating in Saudi Arabia alone. In this episode, Tom breaks down his tactical approach to product-market fit, why he pivoted from aerial drones to ground vehicles based on customer feedback, and how he's building sales teams by recruiting construction professionals rather than traditional sales reps. Topics Discussed: How Tom identified the construction layout automation opportunity while managing $120-500 million infrastructure projects The two-year pivot from aerial drones to ground robots after target customers cited safety concerns Market differences between Israel and the US: subcontracted surveying firms versus in-house EPC operations Converting tier-one contractors like Bechtel and Primoris through persistence and geographic proof points The product development framework: one request = document, two requests = build, three requests = should be done Transitioning from paid digital ads to SEO/AIO optimization with measurable improvements in inbound quality Using AI workflows to audit website metadata and align content with buyer personas instead of investor messaging Sales hiring strategy: grooming construction engineers into customer success and sales roles versus hiring pure sales talent International expansion through remote deployment and a LinkedIn-driven sale that generated 12 robots in Saudi Arabia Product roadmap from layout automation to machine guidance and full construction equipment autonomy GTM Lessons For B2B Founders: Interview customers in your actual target geography, not just accessible markets: Tom built his initial prototype after interviewing Israeli and European companies, but the US market operates fundamentally differently—EPCs like Bechtel and Primoris handle surveying in-house due to volume, while Israeli EPCs subcontract to surveying firms. This changed the buyer persona, sales motion, and value proposition entirely. When he finally interviewed US companies, the feedback was immediate and actionable. Don't optimize for interview convenience—validate where you plan to sell. Let technical decisions be customer-driven, not engineering-driven: Tom's team spent two years developing an aerial drone solution because it was technically more complex and exciting for engineers. Three early adopters said they liked the concept but feared the drone—if it was ground-based, they'd reconsider. Tom scrapped two years of development and rebuilt for ground vehicles. His takeaway: bring both options to target customers before committing development resources. Engineering preferences create technical risk; customer preferences create market risk. Use the "one-two-three rule" for product prioritization: Tom's framework eliminates guesswork in product roadmaps: one customer requests a feature, document it; two customers request it, begin development; three customers request it, it should already be shipped. This prevents building "cool features" that product managers or engineers want but customers don't need, and ensures development resources map directly to revenue opportunities. Deploy proof before the pitch to collapse enterprise sales cycles: When a major contractor asked if Civ's robot could handle Texas mud, Tom responded that they already had a robot deployed "literally a mile away" on an adjacent project. That proximity proof turned a Wednesday discovery call into a Monday deployment, followed by a one-month trial and conversion to a customer now running 15 robots. For hardware or complex B2B sales, having operational deployments near prospects eliminates the biggest objection: "will this actually work in our environment?" Position yourself as a peer, not a vendor: Tom doesn't introduce himself as CEO or founder in sales conversations—he leads with his background as a civil engineer and field engineer who managed the same types of projects his buyers manage. This reframes the conversation from vendor-buyer to peer-to-peer, making it easier to discuss pain points candidly. In technical industries, domain credibility matters more than sales technique. If you lack it personally, your customer-facing team must have it. Audit your website metadata as a conversion optimization lever: Tom discovered his road robot product page was showing solar farm videos in link previews because metadata wasn't optimized per product line. His team systematically reviewed every page's metadata, primary content, and video assets to ensure alignment with the specific buyer viewing that page. This granular optimization improved inbound quality measurably. Most B2B companies ignore metadata entirely—it's a high-leverage, low-effort fix. Hire from industry for sales, hire generalists for marketing: Tom's board challenged him to "duplicate himself" as the company's best seller. His answer: recruit former construction project managers and field engineers who already communicate effectively and understand buyer pain points, then train them on sales process. For marketing, the talent pool with construction automation experience is too small, so he hired a generalist. This isn't about industry knowledge being unimportant—it's about recognizing where domain expertise is essential (customer-facing) versus learnable (content creation). Create reciprocal value loops with influential customers: One customer produces professional-quality content about Civ's robots because showcasing innovation differentiates him with his own clients. Tom reciprocates by cutting the subscription price by 50%, explicitly framing it as "you're a great influencer and helping us spread the word." This relationship generated Civ's Saudi Arabia opportunity—12 robots sold—when the customer's LinkedIn post drew a comment from a prospect. Identify which customers benefit from being seen as early adopters, then structure commercial terms that reward amplification. // Sponsors: Front Lines — We help B2B tech companies launch, manage, and grow podcasts that drive demand, awareness, and thought leadership. www.FrontLines.io The Global Talent Co. — We help tech startups find, vet, hire, pay, and retain amazing marketing talent that costs 50-70% less than the US & Europe. www.GlobalTalent.co // Don't Miss: New Podcast Series — How I Hire Senior GTM leaders share the tactical hiring frameworks they use to build winning revenue teams. Hosted by Andy Mowat, who scaled 4 unicorns from $10M to $100M+ ARR and launched Whispered to help executives find their next role. Subscribe here: https://open.spotify.com/show/53yCHlPfLSMFimtv0riPyM Meta Description: Tom Yeshurun, Co-Founder & CEO at Civ Robotics, shares his framework for product-market fit, hiring construction pros into sales roles, and scaling robotics deployments internationally on BUILDERS.

Your top sales reps may look loyal, productive, and locked in—but many of them are quietly considering leaving. In this episode, Ray Higdon breaks down the real reasons why high-performing sales reps walk away from organizations they helped build. Contrary to popular belief, retention is not about compensation plans or luck. It is about leadership, culture, and trust. You will learn the five most common leadership mistakes that push top producers away, including lack of recognition, control-driven leadership, taking credit for others' success, and failing to keep the environment fresh and inspiring. This episode is essential listening for sales leaders, network marketing leaders, managers, and entrepreneurs who want to improve sales team retention, protect their top performers, and build a culture people do not want to leave.   —  

In today's episode of Home Business Profits with Ray Higdon, Ray reveals the surprising reason why most sales reps fail and how to overcome it. Discover inspiring stories of perseverance and learn why patience is the key to long-term success in sales. Tune in now and find out how to stay in the game and achieve your sales goals. ——

"That chip on my shoulder made me less empathetic, more rushed, too eager to solve things too fast, and less thoughtful. That chip built me, but then it started to tear me down." I said that recently in a conversation with Harriet Mellor of Your Sales Co, and it captures something every sales leader needs to understand.  I grew up in the sales training business. My dad literally wrote THE book on prospecting—several of them, actually. I worked at Paycom, Comcast, and various startups where I consistently crushed my numbers. But what I learned is that knowing the right techniques and getting your team to actually implement them are two completely different challenges. Sales training resistance is rarely about bad content. More often, it is about ego and pride standing in the way of growth. I had to recognize that in myself before I could address it in the people I lead. Why Your Top Performers Resist Training the Most When I was a rep, I was terrible at taking coaching. Not because I didn't understand the concepts. I understood them better than most. But when someone tried to coach me, I tuned out. The problem was I'd already figured out a system that worked. I was hitting my numbers. Why would I mess with it? Think about learning golf. You chunk the ground twenty times, then suddenly you make contact. The ball doesn't go straight or very far, but it goes. Someone tries to teach you proper form, your first thought is, "I already figured out how to hit the ball." That's where many top performers live. They've reached an equilibrium. Not peak performance, but functional competence. Training feels disruptive because it threatens what is currently working. They're not resisting because they're stubborn. They're resisting because they have something to lose. What if they try something new and their numbers drop? They'd rather stay at 85% effectiveness than risk dropping to 60%, even if it means eventually reaching 120%. https://www.youtube.com/watch?v=XjAra5yiRYM Two Ways Ego Hurts Performance Creates Rush Instead of Curiosity At Paycom, I carried a massive chip on my shoulder. I carried the same name as my dad. People knew who he was. I felt pressure to prove I belonged. So I rushed. I skipped discovery. I pushed toward proposals. I talked more than I listened. Every call felt like a test I needed to pass. You can hear this on your team's calls. Reps who are trying to prove something move too fast. They stop asking questions. They perform instead of selling. That behavior is driven by ego, and it costs deals. Telling them to slow down will not fix it. You need to understand what they feel compelled to prove and why they associate speed with competence. Blocks From Actually Learning When I was carrying a quota, I thought I was a lifelong learner. I read every sales book. I listened to podcasts. I sat through hours of training sessions. But when it came to changing what I did on Monday morning, I defaulted right back to what I knew. I'd hear a new objection handling technique and think, "Yeah, I basically already do that." I didn't. But ego wouldn't let me see the gap. Your salespeople are doing the same thing right now. They're taking in your coaching but filtering it through their existing beliefs. They're protecting the system that's currently working. And they're developing blind spots they can't see. Watch for the reps who stop recording their calls because they "know what they sound like." The ones who skip role play because it's "not realistic." The ones who tune out your coaching because you "don't understand their territory." Reps who do this aren't trying to be difficult, but instead trying to protect their self-image instead of improving their performance. Why Your Team Listens to Outside Trainers But Not You One of the most frustrating parts of leadership is to preach a methodology for six months and nothing changes. Then an outside consultant shows up and says the exact same thing. Suddenly, everyone's taking notes and engaged. I experienced this firsthand with my dad. He would offer advice, and I tuned out. Days later, I would hear the same message from someone else and think it was brilliant. It wasn't about the message. It was about who was delivering it. When you try to coach your team, there's history. There's baggage. Maybe you've given conflicting directions before. Maybe they see you as "management" instead of someone who gets it. Maybe they just don't like admitting to their boss that they need help. Outside trainers don't carry that weight. They show up with a clean slate and credibility that's granted just by being an outsider. The real question isn't how to make your team listen to you. It is how to create an environment where learning feels safe, regardless of who delivers it. How to Break Through Sales Training Resistance Frame Training as Addition, Not Correction I stopped resisting coaching when my leaders stopped making me feel like I was doing things wrong. Instead of pointing out flaws, the best managers invited experimentation. Instead of "you need to improve your discovery process," the best managers said, "try asking this question in your next three calls and see what happens."  Position new techniques as tools to add to what's already working, not corrections to what's broken. Your team will actually try them. Make It Safe to Fail On the marketing team, I got my team members on sales calls. Yeah, marketers are making prospecting calls alongside me. It felt like a crazy concept until it started working. Importantly, I let them hear my wins and my mistakes so they knew I was in it with them the entire way. I wanted them to see me stumble over a question. Get flustered. Say the wrong thing. Then watch me debrief it and do better on the next call. When I started doing this, something shifted. My team stopped being afraid to try new things. If I could screw up a cold call and laugh about it, they could too.The tide turned when they asked to jump in with me and started booking appointments. The win unlocked a new level of understanding. These marketers suddenly believed that they could, instead of simply being told that they could. Your salespeople need to see you fail. Not in a performative way. In a real, vulnerable, "I'm still learning too" way. That's when they'll give themselves permission to be imperfect. And that's when actual learning happens. Change One Small Thing at a Time I didn't transform my sales approach overnight. The managers who got through to me asked me to change one thing every few weeks. One question to add to discovery calls. One way to handle a specific objection. After six months, I'd transformed my entire process. But I never had to risk everything at once. Pick one behavior for your team. Make it specific. Make it small. Give them three weeks to practice it. Then add something else. Stop trying to overhaul their entire approach in one training session. Let Them Experience the Win You can tell your team a technique works until you're blue in the face. They won't really believe you until they feel it themselves. My marketing team didn't enjoy making calls at first. They were uncomfortable. They were bad at it. But then they got their first yes. That moment when someone on the other end of the phone said, "Yeah, let's set up a time to talk"—everything changed. That lift in your chest when you close a deal? That high you get from hearing yes? You can't explain that. Your people have to experience it. Stop trying to convince your team that new approaches work. Create low-risk situations where they can discover it themselves. Role-play early, followed by real calls together. Small wins. Repeat. When Ego Stops Being Their Engine Every salesperson reaches a moment when the traits that fueled early success start creating friction. The confidence that helped them pick up the phone becomes arrogance that stops them from listening. The drive that made them a top performer becomes anxiety that makes them rush. For me, that moment came when I realized that chip on my shoulder wasn't serving me anymore. It had driven early success. Then it started tearing me down. I was less empathetic, more rushed, less thoughtful. Most salespeople never recognize that moment. They keep pushing the same way they always have, wondering why it's getting harder to hit their numbers. Your role as a leader is to help them spot it. Not by calling it out directly—that triggers defensiveness—but by creating an environment where they feel safe enough to recognize it themselves. The best salespeople develop the ability to notice when pride is shielding them from feedback. They know when to trust instinct and when to slow down and listen. What to Do This Week Look at who is hitting their numbers while quietly resisting coaching. Those are rarely problem reps. They are people protecting what feels safe. Start with one person and one behavior. Keep the change small enough that it does not threaten their confidence. Model your own learning openly. When people see that improvement does not require perfection, they are more willing to try. I spent years proving I was good enough instead of getting better. Many salespeople do the same thing. Ego does not disappear with success. It just gets quieter. The leaders who drive sustained performance create environments where learning feels normal, progress is visible, and growth does not require losing face. If you are leading a small sales team, coaching resistance gets magnified. Download our Free Small Business Guide to Sales Training, which gives you a clear framework for building coachable habits, consistent execution, and sustainable performance without overwhelming your team.

“That chip on my shoulder made me less empathetic, more rushed, too eager to solve things too fast, and less thoughtful. That chip built me, but then it started to tear me down.” I said that recently in a conversation with Harriet Mellor of Your Sales Co, and it captures something every sales leader needs to understand.  I grew up in the sales training business. My dad literally wrote THE book on prospecting—several of them, actually. I worked at Paycom, Comcast, and various startups where I consistently crushed my numbers. But what I learned is that knowing the right techniques and getting your team to actually implement them are two completely different challenges. Sales training resistance is rarely about bad content. More often, it is about ego and pride standing in the way of growth. I had to recognize that in myself before I could address it in the people I lead. Why Your Top Performers Resist Training the Most When I was a rep, I was terrible at taking coaching. Not because I didn’t understand the concepts. I understood them better than most. But when someone tried to coach me, I tuned out. The problem was I’d already figured out a system that worked. I was hitting my numbers. Why would I mess with it? Think about learning golf. You chunk the ground twenty times, then suddenly you make contact. The ball doesn’t go straight or very far, but it goes. Someone tries to teach you proper form, your first thought is, “I already figured out how to hit the ball.” That’s where many top performers live. They’ve reached an equilibrium. Not peak performance, but functional competence. Training feels disruptive because it threatens what is currently working. They’re not resisting because they’re stubborn. They’re resisting because they have something to lose. What if they try something new and their numbers drop? They’d rather stay at 85% effectiveness than risk dropping to 60%, even if it means eventually reaching 120%. Two Ways Ego Hurts Performance Creates Rush Instead of Curiosity At Paycom, I carried a massive chip on my shoulder. I carried the same name as my dad. People knew who he was. I felt pressure to prove I belonged. So I rushed. I skipped discovery. I pushed toward proposals. I talked more than I listened. Every call felt like a test I needed to pass. You can hear this on your team's calls. Reps who are trying to prove something move too fast. They stop asking questions. They perform instead of selling. That behavior is driven by ego, and it costs deals. Telling them to slow down will not fix it. You need to understand what they feel compelled to prove and why they associate speed with competence. Blocks From Actually Learning When I was carrying a quota, I thought I was a lifelong learner. I read every sales book. I listened to podcasts. I sat through hours of training sessions. But when it came to changing what I did on Monday morning, I defaulted right back to what I knew. I’d hear a new objection handling technique and think, “Yeah, I basically already do that.” I didn’t. But ego wouldn’t let me see the gap. Your salespeople are doing the same thing right now. They’re taking in your coaching but filtering it through their existing beliefs. They’re protecting the system that’s currently working. And they’re developing blind spots they can’t see. Watch for the reps who stop recording their calls because they “know what they sound like.” The ones who skip role play because it’s “not realistic.” The ones who tune out your coaching because you “don’t understand their territory.” Reps who do this aren't trying to be difficult, but instead trying to protect their self-image instead of improving their performance. Why Your Team Listens to Outside Trainers But Not You One of the most frustrating parts of leadership is to preach a methodology for six months and nothing changes. Then an outside consultant shows up and says the exact same thing. Suddenly, everyone’s taking notes and engaged. I experienced this firsthand with my dad. He would offer advice, and I tuned out. Days later, I would hear the same message from someone else and think it was brilliant. It wasn’t about the message. It was about who was delivering it. When you try to coach your team, there’s history. There’s baggage. Maybe you’ve given conflicting directions before. Maybe they see you as “management” instead of someone who gets it. Maybe they just don’t like admitting to their boss that they need help. Outside trainers don’t carry that weight. They show up with a clean slate and credibility that’s granted just by being an outsider. The real question isn't how to make your team listen to you. It is how to create an environment where learning feels safe, regardless of who delivers it. How to Break Through Sales Training Resistance Frame Training as Addition, Not Correction I stopped resisting coaching when my leaders stopped making me feel like I was doing things wrong. Instead of pointing out flaws, the best managers invited experimentation. Instead of “you need to improve your discovery process,” the best managers said, “try asking this question in your next three calls and see what happens.”  Position new techniques as tools to add to what’s already working, not corrections to what’s broken. Your team will actually try them. Make It Safe to Fail On the marketing team, I got my team members on sales calls. Yeah, marketers are making prospecting calls alongside me. It felt like a crazy concept until it started working. Importantly, I let them hear my wins and my mistakes so they knew I was in it with them the entire way. I wanted them to see me stumble over a question. Get flustered. Say the wrong thing. Then watch me debrief it and do better on the next call. When I started doing this, something shifted. My team stopped being afraid to try new things. If I could screw up a cold call and laugh about it, they could too. The tide turned when they asked to jump in with me and started booking appointments. The win unlocked a new level of understanding. These marketers suddenly believed that they could, instead of simply being told that they could. Your salespeople need to see you fail. Not in a performative way. In a real, vulnerable, “I’m still learning too” way. That’s when they’ll give themselves permission to be imperfect. And that’s when actual learning happens. Change One Small Thing at a Time I didn’t transform my sales approach overnight. The managers who got through to me asked me to change one thing every few weeks. One question to add to discovery. One way to handle a specific objection. After six months, I’d transformed my entire process. But I never had to risk everything at once. Pick one behavior for your team. Make it specific. Make it small. Give them three weeks to practice it. Then add something else. Stop trying to overhaul their entire approach in one training session. Let Them Experience the Win You can tell your team a technique works until you’re blue in the face. They won’t really believe you until they feel it themselves. My marketing team didn’t enjoy making calls at first. They were uncomfortable. They were bad at it. But then they got their first yes. That moment when someone on the other end of the phone said, “Yeah, let’s set up a time to talk”—everything changed. That lift in your chest when you close a deal? That high you get from hearing yes? You can’t explain that. Your people have to experience it. Stop trying to convince your team that new approaches work. Create low-risk situations where they can discover it themselves. Role-play early, followed by real calls together. Small wins. Repeat. When Ego Stops Being Their Engine Every salesperson reaches a moment when the traits that fueled early success start creating friction. The confidence that helped them pick up the phone becomes arrogance that stops them from listening. The drive that made them a top performer becomes anxiety that makes them rush. For me, that moment came when I realized that chip on my shoulder wasn’t serving me anymore. It had driven early success. Then it started tearing me down. I was less empathetic, more rushed, less thoughtful. Most salespeople never recognize that moment. They keep pushing the same way they always have, wondering why it’s getting harder to hit their numbers. Your role as a leader is to help them spot it. Not by calling it out directly—that triggers defensiveness—but by creating an environment where they feel safe enough to recognize it themselves. The best salespeople develop the ability to notice when pride is shielding them from feedback. They know when to trust instinct and when to slow down and listen. What to Do This Week Look at who is hitting their numbers while quietly resisting coaching. Those are rarely problem reps. They are people protecting what feels safe. Start with one person and one behavior. Keep the change small enough that it does not threaten their confidence. Model your own learning openly. When people see that improvement does not require perfection, they are more willing to try. I spent years proving I was good enough instead of getting better. Many salespeople do the same thing. Ego does not disappear with success. It just gets quieter. The leaders who drive sustained performance create environments where learning feels normal, progress is visible, and growth does not require losing face. If you are leading a small sales team, coaching resistance gets magnified. Download our Free Small Business Guide to Sales Training, which gives you a clear framework for building coachable habits, consistent execution, and sustainable performance without overwhelming your team.

Send us a textJeff "Raccoon Man" Padilla returns to the show to set the record straight. The episode kicks off with a hilarious listener review from Jeff's nine-year-old daughter, asking why Scott and Mike are "tasting feet" instead of "tasting defeat."Once the laughter subsides, the trio tackles the most expensive and risky challenge in sales leadership: Hiring.Jeff breaks down why "Ability" trumps "Knowledge" and "Skills" every time.The group debates the pros and cons of hiring fresh college graduates (blank slates) versus seasoned veterans (who may come with bad habits). They discuss the difficulty of uncovering "invisible" traits like curiosity and work ethic during a standard interview process.Finally, Scott proposes a radical new hiring tactic: The "Reverse Ride-Along," where the hiring manager shadows the candidate in their daily life for two days to see if their hustle matches their resume.Key Takeaways:The "Tasting Feet" Blooper: A reminder that even your intro needs a refresh if it sounds like you are eating toes.Curiosity & Business Acumen: These are the two non-negotiable traits Jeff looks for. Can the rep understand the customer's business model, not just the product specs?The KSA Debate: You can teach product knowledge and sales skills, but you cannot teach "Ability" (intrinsic potential) or desire.The Risk of the Unknown: Hiring is a two-way street of risk. The company risks revenue; the candidate risks walking into a toxic culture.The "Reverse Ride-Along": A proposed method to verify work ethic by observing the candidate's natural routine before making an offer.Support the showScott SchlofmanMike Williams - Cell 801-635-7773 #sales #podcast #customerfirst #relationships #success #pipeline #funnel #sales success #selling #salescoach

PraxisPro, founded by a former pharma sales rep, offers small language model AI training specifically designed for medical product sales. Learn more about your ad choices. Visit podcastchoices.com/adchoices

Welcome to the most chaotic cold call competition you've ever seen. Two elite sales teams go head-to-head in a live 3v3 battle to see who can book the most meetings. Watch as the top sales minds from 30 Minutes to President's Club (and a special celeb dialer) bring their best cold call tactics to life. From permission-based openers to clever objection handling, you'll witness what makes a cold call *land* versus *crash*. ✅ Expires this Friday, get $60 off the #1 Cold Calling Course with code "3v3": https://shop.30mpc.com/30mpc-cold-calls-to-presidents-club-course/?coupon=3v3

Talent and knowledge don't guarantee results in sales. In this episode, Brandon explores why many capable reps stall despite strong fundamentals. He breaks down fear loops, the difference between hesitation and rejection, and why intelligence can sometimes slow execution.You'll learn how action generates confidence, why exposure beats reassurance, and how to shorten the distance between thought and execution. This episode reframes stagnation as a fear-based pattern, and shows how consistent action is the fastest way out.

In today's episode, Vince Perri sits down with Ian Kofford — founder of Rep2Owner — to break down one of the biggest shifts a sales rep can ever make: the transition from “high-earning rep” to true business owner. Ian shares his unbelievable journey from selling buckets of dirt as a kid… to making $7,000 in a single day at 18… to recruiting and building sales teams… all the way to launching Rep to Owner, a company dedicated to helping reps finally achieve real freedom. This episode is packed with lessons on belief, leadership, resiliency, and the philosophy behind scaling a business the right way — with people, systems, collaboration, and vision. Whether you're a sales rep, entrepreneur, business owner, or someone ready to level up your life… this conversation is the blueprint. WHAT YOU'LL LEARN IN THIS EPISODE: • Why Vince believes success requires collaboration, not isolation • Ian's journey from solar sales to building a recruiting company • The mindset shift from rep → owner → leader • How belief (in yourself + your product) drives sales • The real volume required to win in sales • Why rejection is your greatest teacher • The trap of becoming a “high-paid employee” instead of a true business owner • Ian's two-phase system: Prep to Launch + Built to Exit • How great company culture is actually built • Why Rep to Owner is expanding internationally • How AI will help bring this message worldwide ABOUT IAN KOFFORD (REP TO OWNER) Ian Kofford is the founder of Rep to Owner — a company helping sales reps transition into business ownership through a proven, structured, step-by-step process. Their mission: give reps control, freedom, and long-term wealth by helping them build something that lasts. ABOUT VINCE PERRI Vince Perri is a serial entrepreneur, certified exit adviser, and business owner based in Tampa, FL. His mission is to help founders build companies that scale, systems that last, and businesses that can eventually be sold (or kept) as true assets. If you're a rep thinking bigger, or a business owner ready for the next level — this episode will shift your perspective. Subscribe for more interviews, breakdowns, and playbooks for building a business that works for you. Thank you for being a vital part of our channel

SummaryIn this episode, Kevin Downey shares his entrepreneurial journey, discussing the founding of his agency and the principles that guide his work ethic. He emphasizes the importance of lead generation and effective email outreach, while also differentiating between the roles of sales reps in business development. Kevin provides insights into building a successful sales team and the necessity of having a structured approach to prospecting. We also discuss the complexities of building an effective email marketing infrastructure, the importance of understanding what businesses don't know about their marketing strategies, and the role of sales reps in driving business development. He emphasizes the need for a scalable email system, the risks associated with using main domains for cold emailing, and the significance of data preservation in email marketing. Additionally, he highlights the advantages of hiring sales reps and the process of recruiting them, particularly in the context of engaging with diverse markets, including bilingual representatives.TakeawaysKevin grew up in an entrepreneurial family, which influenced his career path.Leading by example is crucial in building a strong team.Pre-planning lead generation is essential for new entrepreneurs.Email outreach should be targeted and personalized to be effective.Most companies misuse email marketing strategies.Business development in B2B will always yield results if done correctly.Sales reps should focus on their strengths: either hunting or farming.Building a sales team requires understanding the roles of different sales reps.A structured lead-generation system is vital to success.Cold outreach can be effective in any industry with the right approach. Seeing is believing.Companies often don't know what they don't know.A prospect list should ideally be 50,000 or larger.Cold calling is sometimes more effective than cold emailing.Using the primary domain for cold emails can damage reputation.Building a scalable email system is crucial for growth.Data preservation is key in email marketing.Sales reps can drive leads more effectively than email alone.Narrowing the target audience can enhance marketing effectiveness.Bilingual reps can open doors to new markets.Chapters00:00 Introduction to Kevin Downey and His Agency02:00 The Entrepreneurial Journey: From Family Business to Agency Founder04:58 Developing a Work Ethos: Be Better and Work Harder06:04 Starting Fresh: Lead Generation Strategies for New Entrepreneurs08:59 Manual Lead Generation: The Basics of Prospecting12:09 Email utreach: Best Practices for Effective Communication14:56 Sales vs. Marketing: Understanding the Difference19:00 The Role of Sales Reps: Hunters vs. Farmers24:13 Building a Sales Team: Strategies for Small to Large Companies31:15 Understanding the Unknowns in Business32:01 Building Effective Email Infrastructure34:07 Cold Calling vs. Cold Emailing36:10 The Risks of Using Main Domains for Cold Emails38:45 Creating a Scalable Email System41:13 Brute Force Email Strategies44:10 The Importance of Data Preservation46:19 The Role of Sales Reps in Business Development48:00 When to Engage with Sales Reps50:42 Recruiting Sales Reps: The Process52:39 Bilingual Reps and Cultural InsightsCredits:Hosted by Ryan Roghaar and Michael SmithProduced by Ryan RoghaarTheme music: "Perfect Day" by OPM  The Eggs Podcast Spotify playlist:bit.ly/eggstunesThe Plugs:The Show: eggscast.com@eggshow on X and InstagramOn iTunes: itun.es/i6dX3pCOnStitcher: bit.ly/eggs_on_stitcherAlso available on Google Play Music!Mike "DJ Ontic": Shows and info: ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠djontic.com⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠@djontic on twitterRyan Roghaar:⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠rogha.ar

We put Evan Greek (Commercial AE at Gong) and Florin Tatulea (Head of Sales Development at Common Room) in a cold email cage match: 10 minutes per round, weird prompts, and you have to write something that would actually get a reply. Jason Bay (CEO at Outbound Squad) judges based on [The Reply Method](https://www.30mpc.com/course/cold-email-course) framework.  Evan and Florin show how they use AI in real time to research accounts and draft highly personalized emails in minutes (not hours), then do the human edits for finishing touches. These Courses Will Get You to President's Club

In this episode, we sit down with Mike Root—an award-winning sales representative who has raised the bar across the furniture industry. Known for continually sharpening his marketing expertise, Mike is endorsed by some of the most elite retailers in the country and widely regarded as an indispensable partner to his dealers. Passionate about lifting up fellow reps and helping retailers grow, he has become a trusted resource for business development and strategy. We also dive into his book, From a Sales Rep's Perspective, which is taking the industry by storm and reshaping how professionals think about sales, relationships, and long-term success.  

In this episode of the Medical Sales Podcast, Samuel sits down with Amy Harrington, a seasoned sales training and enablement leader who has built and scaled training programs across startups and global medtech organizations. Amy shares her unconventional path from surgical tech to nurse to orthopedic rep, and ultimately into becoming a trusted architect of sales education and practice development. She breaks down what truly makes sales training effective, why confidence comes from knowledge, and how reps can sell with science instead of scripts. This conversation pulls back the curtain on how great training bridges clinical complexity and real-world selling, why acronyms and rigid sales models often fall short, and how emotional intelligence, curiosity, and practical learning separate average reps from top performers. Whether you're a rep looking to sharpen your edge or a leader building sales teams that actually perform, this episode delivers real insight into how sales training should work in today's medical sales landscape.   Connect with Amy Harrington: LinkedIn Connect with Me: LinkedIn Love the show? Subscribe, rate, review, and share! Here's How »

In this episode, Adam Ochart, #1 sales rep from Gong breaks down the exact demo framework that helped him earn 8 promotions, consistently win enterprise deals, and maintain a 30%+ win rate. He walks through how to prep demos, align with buyers before clicking anything, run discovery during the demo, and frame every feature using a why-before-what approach so prospects experience a true “test drive.” This is a tactical, repeatable demo playbook for sellers who want higher conversion rates and faster promotions. These Courses Will Get You to President's Club

Send us a textWe break down why holding a signed deal for the next quarter backfires and how to build habits that weather quota changes. Then we share our pivot to a simpler community platform, a long-term coaching model, and a clarity-first framework that helps buyers decide.• striking while the iron is hot on late‑Q4 deals• the cost of waiting illustrated by pandemic losses• systems, processes, and habits over quota anxiety• information overload and buyer paralysis in 2025–2026• simplification and clarity as the new sales edge• shifting from vendor to long‑term consultant• building repeatable systems that protect pipeline• moving coaching to skool.com for community and ease• group coaching, VIP options, live calls, and replays• interview prep insights and ongoing training gaps• referral bonuses and early pricing for membersGo to skool.com/survivingoutsidesales to join the free community or upgrade for coaching. “Monday the 29th is going to be a webinar about how to set your goals for 2026"Support the showTo connect with the show: Subscribe, Download & Share!Would appreciate a 5-Star Rating if deserved on Spotify & Apple Podcasts!!!Connect with Mike:Mike@survivingoutsidesales.comLinkedIn: Mike O'Kelly | LinkedIn Click to join the Surviving Outside Sales community on SKOOL: Skool.com/survivingoutsidesales______________________________________________________________________If you are in outside sales and have had any of the following:- New to Outside Sales- New to an industry, new product, new territory - any type of change- Experienced, but have lacked training and business development- Seasoned but feel like you have hit your ceiling and need a rebootIf any of those descriptions sound like you or someone you know,join the FREE Surviving Outside Sales Skool community skool.com/survivingoutsidesales

Knocking on the holidays might be a turn off for most customers, but it's actually your best chance at creating quality deals: a silver lining for the end of the year. This episode gives you some phrases to use your for next door-to-door and will help solidify them and your momentum for next year.CLICK HERE: https://apply.solarpreneurs.com/ https://zendirect.com/ https://crmx.app/ https://zapier.com/ https://www.solarscout.app/taylor TOP 10 MOST DOWNLOADED EPISODES OF ALL TIME https://www.youtube.com/@solarpreneurs goals.solarpreneurs.com oneliners.solarpreneurs.com https://solciety.co/ - JOIN SOLCIETY NOW! SIRO APP - LEARN MORE

In this episode, Doug and Jess break down the 2025 State of Sales report, exploring how AI, informed buyers, and content trends are reshaping the sales process. They discuss what works, what doesn't, and why human insight is more critical than ever.For updates on new episodes, follow us on:LinkedIn: Lift Enablement, Doug Davidoff, Jess CardenasSubscribe to our YouTube channel!You can access the show notes and watch the video version of the show on our page. Thanks for listening and remember to just say no to shitty RevOps! 

Do you want to get into Medical Device Sales?? If so → https://www.newtomedicaldevicesales.com/youtube-podIf you're new to my channel, my name is Jacob McLaughlin. I'm the founder of New to Medical Device Sales, an exclusive training program designed to help people break into the competitive field of medical device sales. Our average person lands a six-figure role in just 8.5 weeks, earning $105,502 annually. With thousands of success stories from candidates with all kinds of backgrounds, our program equips you with the tools to succeed in this industry.4 years ago I moved out to Arizona not knowing anyone and had $1200 to my name.I came to this exact spot to journal and share how excited I was to be starting my journey in life.Last night I took time to reflect over the past 4 years. It's truly amazing how you can change your life in such a small amount of time.My take aways:1. Go after your dream because even if it doesn't workout like you thought it would, it will bring your right where you're suppose to be.2. Believe in yourself. Nobody is going to believe in you as much as you will, know that good things will happen.3. Change is inevitable. Change is going to happen so you can either accept it and keep moving forward or not.Please bet on yourself and go after your dreams because your life can be better than you ever thought it could be if you do

Do you want to get into Medical Device Sales?? If so → https://www.newtomedicaldevicesales.com/youtube-podIf you're new to my channel, my name is Jacob McLaughlin. I'm the founder of New to Medical Device Sales, an exclusive training program designed to help people break into the competitive field of medical device sales. Our average person lands a six-figure role in just 9.5 weeks, earning $113,760 annually. With thousands of success stories from candidates with all kinds of backgrounds, our program equips you with the tools to succeed in this industry.4 years ago I moved out to Arizona not knowing anyone and had $1200 to my name.I came to this exact spot to journal and share how excited I was to be starting my journey in life.Last night I took time to reflect over the past 4 years. It's truly amazing how you can change your life in such a small amount of time.My take aways:1. Go after your dream because even if it doesn't workout like you thought it would, it will bring your right where you're suppose to be.2. Believe in yourself. Nobody is going to believe in you as much as you will, know that good things will happen.3. Change is inevitable. Change is going to happen so you can either accept it and keep moving forward or not.Please bet on yourself and go after your dreams because your life can be better than you ever thought it could be if you do

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Retail buying doesn't have to be overwhelming—or lonely. This week, Ashley sits down with Angela Schmook (Roadrunners, Reps Are Local Too) and Kelly Bristol (Just Gotta Have It, GHTA leader) to reveal why your local sales reps might be the most powerful, underused resource in your business. Fresh from the GHTA Conference in Park City, they break down how reps support retailers far beyond taking orders: helping with events, securing promos and exclusives, spotting local trends, and giving you insider knowledge you'll never get from ordering online. They also unpack the shift toward lifestyle retail—where home, gift, and apparel collide—and how to approach markets with confidence, even if you've never stepped inside a showroom before. You'll learn: What reps really do and why working with one is free How reps help you buy smarter, plan better, and spot trends early How showrooms actually work (and why you shouldn't feel intimidated) Why home, gift, and apparel are merging into lifestyle retail How to prepare for January markets and build stronger vendor relationships   

***IMPORTANT: Be sure to listen to the intro segment for this installment of the podcast. It provides important context for the interview. Hunter Keegan is joined for the 66th official installment of the Bipolar Recorder podcast by a new guest. Andrew "Smitty" Smith spent nearly three decades working as a sales representative for major pharmaceutical companies that develop and manufacture psych meds (including Risperidone). It wasn't until Smitty reached his late 30s that he received a diagnosis of Bipolar Disorder Type I (BD1) following an acute manic episode. In this interview, Smitty discusses his personal journey with bipolar disorder and explores with Hunter the unique intersection that his personal mental health played in the latter years of his career as a pharmaceutical sales representative. Smitty is not on social media and did not have any projects that he wanted to plug during this interview. SUPPORT THE BIPOLAR RECORDER "GOODBYE, 25' FUNDING DRIVE"!!! LIVE NOW UNTIL 1/2/2026 AT BIPOLARRECORDER.COM/SHOP **** We need your support to continue the production of the Happy Valleys: A Bipolar Journey audiobook and other important projects for 2026 *** YOUR SUPPORT KEEPS THIS MISSION RUNNING STRONG. Hunter Keegan is on Twitter/X: @HHKeegan Email: hunterhkeegan@gmail.com Bipolar Recorder is on Twitter/X and Instagram: @BipolarRecorder Official Site / Shop Link: www.bipolarrecorder.com/shop THANK YOU FOR LISTENING! TELL YOUR FRIENDS ABOUT THIS SHOW! RATE AND REVIEW! SUBSCRIBE! DO ALL THE THINGS!

In this 3–5 minute sneak peek from our full conversation with John Barrows, CEO of JB Sales, he shares the blunt truth every sales rep needs to hear: AI isn't replacing sales… It's replacing sales reps who bring nothing to the table. John explains why: - Inbound SDR roles are disappearing - AI now answers buyers' questions better than reps - Product knowledge and real value matter more than ever - Average reps will be automated out of existence - The top 10–20% will thrive by becoming “Ironman sellers” - Curiosity + EQ will be the ultimate superpower in 2025 If you're in sales, this is your wake-up call. Full episode drops tomorrow at 5pm. Subscribe so you don't miss it. Stay sharp. Stay valuable. Don't get replaced.

2025-2028 Roofing Market Report: https://roofmarketreport.com/FREE Roofing Sales & Growth Platform: https://adamsfreestuff.com/ -----I used to think roofing sales was all about the pitch.The strategies.The daily habits.And don't get me wrong, those matter.But after years of training top performers, I discovered something unique.The surprising factor isn't in what they do.It's in who they are.Their inner game.Watch this new video breaking down the 7 inner qualities that separate high-earning roofing sales reps from everyone else.These aren't the typical "knock more doors" tips.One quality in particular (#4) is rarely talked about, but every top performer I know has mastered it.Remember… roofing sales is personal development in disguise. The more you grow, the more you earn, so share this one with your team. =============FREE TRAINING CENTERhttps://adamsfreestuff.com/ FREE ROOFING MARKET REPORT:https://roofmarketreport.com/FREE COACHING FROM MY AI CLONEhttps://secure.rsra.org/adams-cloneJOIN THE ROOFING & SOLAR REFORM ALLIANCE (RSRA)https://www.rsra.org/join/ GET MY BOOKhttps://a.co/d/7tsW3Lx GET A ROOFING SALES JOBhttps://secure.rsra.org/find-a-job CONTACTEmail: help@rsra.orgCall/Text: 303-222-7133PODCASTApple Podcasts: https://apple.co/3fSQiev Spotify: https://bit.ly/3eMAqJe Available everywhere else :)FOLLOW ADAM BENSMANhttps://www.facebook.com/adam.bensman/   https://www.facebook.com/RoofStrategist/ https://www.instagram.com/roofstrategist/ https://www.tiktok.com/@roofstrategist https://www.linkedin.com/in/roofstrategist/#roofstrategist #roofsales #d2d  #solar #solarsales #roofing #roofer #canvassing #hail #wind #hurricane #sales #roofclaim #rsra #roofingandsolarreformalliance #reformers #adambensman

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  

This week, we're exploring the unfiltered insights straight from the frontlines of sales — courtesy of over 800 sales professionals who participated in The Voice of the Sales Rep: 2025 Focus Report. Join us each week for a brand new bonus Extra Point episode. In less than 5 minutes, you'll get additional insights about the psychology of leadership and management from the producers of the Manage Smarter podcast. Find all of the Manage Smarter episodes on ManageSmarter.com Learn more about your ad choices. Visit megaphone.fm/adchoices

In this week's episode of Delivering #marketingjoy Kevin Downey joins the show to discuss B2B lead generation, finding the right sales reps, email marketing strategies for B2B, and more! Watch now.

Host Keola Keala sits down with Corey Ganim—Charlotte-based e-commerce founder turned Gator connector—to unpack how he pivoted from IBM's corporate track to creative real estate. Corey shares the moment that sparked his exit from 9-to-5, why he joined Gator in March, and the exact system he used to land his first connector deal in under 60 days

Thanks for listening LIVE all day long at the Advanced Turf Solutions CEU Event in Louisville, KY.

Recruiting is half the effort, while retaining your reps is another challenge in itself. This episode will give you strategies to keep your reps engaged, supported, and provided with genuine growth and fulfillment as a whole within your team.CLICK HERE: https://apply.solarpreneurs.com/ https://zendirect.com/ https://crmx.app/ https://zapier.com/ https://www.solarscout.app/taylor TOP 10 MOST DOWNLOADED EPISODES OF ALL TIME https://www.youtube.com/@solarpreneurs goals.solarpreneurs.com oneliners.solarpreneurs.com https://solciety.co/ - JOIN SOLCIETY NOW! SIRO APP - LEARN MORE

The FHW Is back interviewing Fly Fishing industry territory sales rep Travis Morris.PT2

The Foul Hooked Whitey is back interviewing Fly Fishing industry territory sales representative Travis Morris, owner of Hart Montgomery Outdoor Sales…..

The FHW Is back interviewing Fly Fishing industry territory sales rep Travis Morris.PT1

Episode 154: of the American Grown Podcast in the Colortech Creative Solutions studios with my grandpa Patrick Sullivan Founder & Sales Rep. of Colortech Creative Solutions.In this episode, we sit down with my grandpa Pat Sullivan, founder and longtime sales representative of Colortech Creative Solutions. With decades in the printing and design industry, Pat has built his career on relationships, craftsmanship, and the power of storytelling through print.From the early days of traditional printing presses to today's creative digital solutions, Pat reflects on how sales isn't just about closing deals — it's about connecting with people and understanding their stories.Along the way, listeners will hear about the art of salesmanship, the craft of communication, and the importance of family and legacy in building something that lasts.Colortech Creative SolutionsSHOW SPONSORS:College Knowledge Foundation. Your path to higher education.Cleona Coffee Roasters. A small batch coffee roastery & coffee shop, veteran & first responder owned located inside 911 Rapid Response in Annville PA.Angelo's Pizza. Enjoy mouthwatering Italian dinners.Triggered 22. Support a local veteran and help spread awareness for PTSD & #22aday.Modern Gent Customs. We don't make basics...We make statements.Hains Auto Detailing. Have your car smiling from wheel to wheel.A&M Pizza. Authentic Italian quality meals.Boyer's Tavern. Proper food & drinks made by slightly improper people.Hossler Engraving. Looking for unique handcrafted gifts for all occasions Zach has you covered.Sip or Snack break.SIP: Garage Beer.SNACK: Jurgy.OFFICIAL STUDIO SPONSOR: Colortech Creative Solutions takes your creative projects from visualization to realization. We've been doing so since 1980 all while keeping your budget in mind.To see photos of today's guest follow on social media:IG: AmericanGrownPodcastFB: American Grown Podcast or visits us at American Grown Podcast

Send us a textAre you uncomfortable talking about money with prospects? You're not alone. In this episode, Bill and Bryan tackle one of the biggest challenges sales professionals face: bringing up price, cost, and economic conversations without the anxiety and uncertainty that usually comes with it.Whether you're dealing with technology sales, competitive situations, or demonstrating clear ROI, this episode gives you the confidence to talk about money like the professional you are.Key insights from this episode include:• Why bringing up price early (ideally in the first or second call) leads to better win rates, according to Gong's research data• The importance of establishing economic value before discussing price—and why you're the problem if you can't explain the ROI of your solution• How to have the "math conversation" collaboratively with prospects, showing them when an investment doesn't make sense for their current situation• When to disqualify a prospect based on revenue and business readiness (and why this is actually helping them, not manipulating them)• The fatal mistake of saying "I have no idea" when asked about pricing—and what to say instead=================================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.comThe Insider program is open for enrollment. To check out our small learning group, go to http://advancedsellingpodcast.com/insiderIf you haven't already, join 14,000+ other sales professionals in our LinkedIn group at advancedsellingpodcast.com/linkedinStruggling with money conversations? Join our Insider live training "Confidence When Talking Money" on November 7th at 12pm EST: https://advancedsellingpodcast.com/insider

Nathan invited sales expert Kevin M. Downey to share his B2B lead generation problem. Kevin explains the difference between a Sales Rep and a Business Development Rep. Learn how he created a solution for businesses to stop relying on referrals and build a scalable system using cost-effective, full-time reps, including outsourcing to Latin America, to book more qualified calls for your business. Watch the full episode on YouTube.  Guest Name: Kevin Downey  Title: Strategic Advisor Company: Kevin M Downey Expertise: a sales consultant running a premier recruitment firm providing a faster path to high-performing sales and business development reps. Website: https://www.kevinmdowney.com/ Social: https://www.linkedin.com/in/kevinmdowney/ Watch the LTM Podcast Shorts playlist. Watch the The Entrepreneur Grind playlist.  

You know that one salesperson who crushes their quota but leaves everyone else walking on eggshells? It happens more often than leaders want to admit. A “rockstar” rep brings in numbers, but the cost is high — low morale, high turnover, and a team that's quietly burning out. This week on Sales is Not a Dirty Word, I sat down with Randi Deckard, SVP of Growth at Bessler, to talk about what happens when you let toxic high performers run the show, and how to stop letting revenue justify damaging behavior.  Randi shares her firsthand experience managing a top performer who had all the results at the expense of the rest of the team.  And how leadership's decision to finally choose culture over chaos completely transformed their organization for the better. We dig into the uncomfortable truth every sales leader faces: real leadership isn't about keeping your best sellers happy. It's about creating an environment where everyone performs at their best — together. Here's what you'll take away from this conversation: ✔ How to recognize when a high-performing rep has become toxic to the team ✔ Why company culture and profitability are directly linked ✔ The leadership practices that build trust, loyalty, and long-term results ✔ How to shift from ego-driven sales to values-driven growth ✔ What it takes to build a “fit-first” sales team that wins the right way If you like leaders who talk straight and lead with clarity, Randi's LinkedIn is where you'll want to spend your next scroll break. This episode is your reminder that just because a salesperson is good at sales doesn't mean they're good for the company. Choose wisely!

5-Day Storytelling ChallengeWhether you're looking to boost sales, enhance marketing, or captivate audiences in meetings, this challenge is for you.To sign up, go HERE.SHOW NOTESIn this episode of Stories With Traction, Matt Zaun sits down with Gary Braun, Founder and Owner of Pivotal Advisors, to break down what most companies get wrong about sales and how to build a repeatable system that actually works.He also unpacks the biggest myth in sales: “If I just hire a great rep, we'll grow.Spoiler: Great reps without process = chaos.In This Episode, You'll Learn:✅ The #1 reason most companies plateau: no repeatable system✅ “The Rep That Leaves a Wake” and the leadership mistake that enables them✅ Why AI won't replace reps, but it will supercharge the ones who embrace itBIOGary Braun is the Founder and Owner of Pivotal Advisors, a company that helps CEOs and leadership teams build rock-solid sales infrastructure. With deep expertise in sales strategy, leadership development, and performance systems, Gary has worked with hundreds of companies to fix flatlining sales, coach struggling leaders, and build scalable growth engines.Matt Zaun is an award-winning speaker and strategic storytelling expert who shows leaders how to inspire action and drive results through the power of story. He's the author of The StoryBank, a book that teaches people how to utilize strategic storytelling to create a vibrant company culture, boost sales, enhance marketing, and become dynamic public speakers.

Shaun Crimmins reveals how elite sales leaders simplify the math, build winning rhythms, and coach reps with data-driven precision.

Episode 270 Pool Nation Podcast. Welcome to a special Best of Pool Nation Podcast episode! This week, we're celebrating some of the most inspiring and hardworking professionals in the pool industry — the people who embody what it means to be part of a Nation of Pool Pros. In this special feature, Megan Kendrick from Pool Pro Magazine joins Edgar De Jesus to talk with James Broderick, Aiden Dunn, and Nick LaPointe — all nominees for the Pool Nation 30 Under 40 Pool Pro of the Year Award. Hear how James built JB Pools from the ground up, how Aiden grew his family business into a thriving operation, and what drives each of them to raise the bar for service and professionalism. We also feature highlights from powerful interviews with industry leaders like Josh Sandler, CEO of Gold Medal Pools, who shares his family's multi-generation legacy and how they grew through the 2008 recession, and a fun conversation with Brian Croson, Johnny Davis, Andrew Raglin, and Daniel Nicholas, all nominees for Pool Sales Rep of the Year, sharing stories, laughter, and lessons from the field.

Want to steal my Objection Handling Cheat Sheet? ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Click here. ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠This episode is full of stories and analogies from our weekend sales retreat at Rio Marketing. We had a fun reunion and had a few activities that carried meaningful analogies to the sales world. From cold plunging in a lake, to getting dealt bad hands in poker we discuss how these have applicable lessons to you knocking and how you can overcome the urges to fold. I'm confident you will be inspired from this episode to go out and not use any justifications for why you can't compete with the best reps in our industry.I hope you enjoy.

In this episode of the Chase MedSearch Podcast, Jordan Chase talks with RJ Kedziora, AI and healthcare tech expert, about how medical sales reps can leverage AI to work smarter, close more deals, and gain a competitive edge. From summarizing complex clinical studies to coaching reps on territory strategy, AI is already transforming the way reps operate — and those who adopt it early will stay ahead of the competition.RESOURCES

Send us a textWe draw a hard line between a sales rep and a sales professional, and show how to run your territory like a business. Through real stories and simple systems, we map the habits that shrink dry spells, grow revenue, and put you in control of your career.• defining the rep vs professional mindset• treating your territory as a business• action bias over excuses and waiting• planning days, weeks, and months in advance• choosing focused weekend or evening work intentionally• service ethic and availability that earns trust• examples from coaching clients Erica and Brendan• preparing for layoffs and pivots with a live network• managing pipeline from unaware to advocate• reducing droughts with consistent prospectingSchedule a call and reach out to me on LinkedIn. Shoot me a DM.Support the showTo connect with the show: Subscribe, Download & Share!Would appreciate a 5-Star Rating if deserved on Spotify & Apple Podcasts!!!Connect with Mike:Mike@survivingoutsidesales.comLinkedIn: Mike O'Kelly | LinkedIn Click to join: Surviving Outside Sales Page on LinkedIn______________________________________________________________________If you are in outside sales and have had any of the following:- New to Outside Sales- New to an industry, new product, new territory - any type of change- Experienced, but have lacked training and business development- Seasoned but feel like you have hit your ceiling and need a rebootIf any of those descriptions sound like you or someone you know,If you want to have a conversation about:- Scheduling a strategy call for your next move- Help building your business or territoryReach out to me: Schedule a FREE consultationor https://www.linkedin.com/in/mike-o-kelly-44ba352b/mike@survivingoutsidesales.com

In this clip, Cole Gordon breaks down why so many entrepreneurs struggle to hire top-tier sales reps – no matter how many interviews they run or how flashy their job posts are.  Most think they have a hiring problem… but what they really have is an offer problem.  If the right candidates aren't saying yes – or aren't even showing up – it's probably because the opportunity doesn't match what elite reps are actually looking for. If you're stuck cycling through underwhelming hires, you can't miss this one. Tune in! Enjoyed this clip? Check out our full interview with Cole: https://youtu.be/Rk-D-3DnSVA  Beyond A Million,Brad Weimert,BAM,entrepreneur,digital marketing,business mindset,entrepreneur podcast,wealth building,marketing,grant cardone,wes watson,business hacks,marketing hacks,millionaire,beyond a million podcast,bam podcast,Easy Pay Direct podcast,Brad Weimert podcast,sales training,sales funnel,sales team,sales hiring process,Cole Gordon  

Nick Cegelski and Armand Farrokh tackle the biggest sales career questions—from landing your first SDR role to earning promotions, breaking into SaaS, and accelerating your path to President's Club.