Podcasts about sales reps

In this episode of the Medical Sales Podcast, host Samuel Adeyinka sits down with Heather Hansen, a former medical malpractice defense attorney of 25 years, communications consultant, keynote speaker, and coach, to explore the three C's of effective communication in medical sales: compassion, credibility, and charisma. Heather shares practical strategies for understanding healthcare professionals from their perspective, building trust with physicians, nurses, and gatekeepers, and using storytelling, metaphors, tone of voice, and belief to become a more persuasive communicator. She also reveals insights from her legal career, including how medical sales reps can become involved in malpractice cases and what reps should know if they are ever called to testify. This episode is packed with actionable communication strategies and real-world lessons that can help medical sales professionals build stronger relationships, communicate with greater confidence, and become more effective in the field. A must listen. Connect with Heather Hansen: LinkedIn Connect with Me: LinkedIn Love the show? Subscribe, rate, review, and share! Here's How »

The best salespeople don't “hard close” at all. They simply guide the homeowner naturally toward the next step. So if you're not closing as much as you want to, or if you feel awkward, sleazy, or pushy, then this new video is for you. Watch to learn my top 7 closing techniques:1) The Comfort Close 2) The Options Close 3) The Ask-less Close 4) The If-Then Close5) The Install Date Close 6) The Negative Agreement Close 7) The From-To Close Every roofing sales rep should know these because they actually work.Feel free to share this with your team or play this video in your next sales meeting.P.S. Want to improve your close rates? Join me inside the Roofing Strong Alliance™: https://rsa.pro/=============Join The Roofing STRONG Alliance by TAMKO™ (RSA): https://rsa.pro/Exclusively available to The TAMKO Edge® Certified Contractors at no additional cost.FREE Starter Membership (RSA): https://rsa.pro/freePODCASTApple Podcasts: https://apple.co/3fSQievSpotify: https://bit.ly/3eMAqJeFOLLOWFacebookInstagramTikTokLinkedInViews and opinions expressed are based on the speakers' personal experiences in the roofing industry prior to  working with TAMKO. As such, their views are intended for general informational purposes only and should not be considered professional advice regarding insurance, insurance claims, financing, legal matters, compliance, or business transactions. All references to insurance policies, claims processes, deductibles, depreciation, or coverage are general in nature and for illustrative purposes only — actual insurance terms, coverage, deductibles, policy exclusions, and claim outcomes vary by carrier, policy, state, and individual circumstances. This video does not constitute insurance, public adjusting, or claims-handling advice. Contractors must independently ensure that their communications with homeowners regarding insurance claims, coverage, deductibles, and out-of-pocket costs comply with all applicable federal, state, and local laws, including state-specific restrictions on contractor involvement in insurance claims, public adjuster licensing requirements, anti-rebating statutes, and consumer protection regulations. Financing examples are illustrative only; terms, availability, and required disclosures vary by lender and state. Viewers are encouraged to consult qualified legal, insurance, and compliance professionals before applying these concepts or making any decisions related to their business operations.Content produced on or before 5/13/26 was previously produced by The Roof Strategist, TAMKO Building Products LLC makes no representations or warranties regarding its accuracy, completeness, or applicability to current products, programs, or operations.

Losing a homeowner's trust is a one-and-done deal that, in most cases, sales reps can never recover from. This episode gives you important pointers and some of my own experiences of painstaking trust-building ruined by oversights that cost me entire deals. CLICK HERE: https://apply.solarpreneurs.com/ https://zendirect.com/ https://crmx.app/ https://zapier.com/ https://www.solarscout.app/taylor https://www.youtube.com/@solarpreneurs goals.solarpreneurs.com oneliners.solarpreneurs.com https://solciety.co/ - JOIN SOLCIETY NOW! SIRO APP - LEARN MORE

What does it really take to go from working the trade show floor to owning a successful jewelry store? In this inspiring episode of the Pearls of Wisdom Jewelry Podcast, Guy Pineda sits down with Cole Rowland, owner of Ware's Jewelers in Bradenton, Florida, to discuss the exciting and challenging journey of purchasing a long-established family jewelry business. Cole shares how he and his wife, Makayla, transitioned from the vendor side of the jewelry industry at Inox Jewelry to becoming business owners after acquiring Ware's Jewelers from its second-generation owner. Their story highlights the importance of preparation, communication, financial planning, and having the right mentors when navigating a business acquisition. Throughout the conversation, Cole opens up about the realities of ownership, from negotiating the purchase, managing a team, building a strong company culture, and handling the unexpected responsibilities that come with running a retail jewelry store. He also explains why clear communication between buyers, sellers, families, lawyers, and accountants is essential to making a successful transition. The episode also highlights the invaluable support of organizations and industry leaders, including IJO (Independent Jewelers Organization), Stephen Barnes, Edge Retail Academy, Punchmark, and Cole's experience with Inox Jewelry, all of which helped shape his entrepreneurial journey. Their guidance demonstrates the power of mentorship and industry collaboration in building long-term success. Whether you're a jewelry store owner, sales representative, aspiring entrepreneur, or simply someone dreaming of owning your own business, Cole's honest insights on overcoming challenges, embracing opportunity, and working hard offer valuable lessons for every stage of your career. Don't miss this motivating conversation filled with practical advice, real-world experiences, and encouragement to chase your ambitions. Be sure to watch the full episode, subscribe to the Pearls of Wisdom Jewelry Podcast, and discover why the next great opportunity may be closer than you think! Brought to you by: Southern Jewelry News: https://southernjewelrynews.com/  Jewelry Store Marketers: https://jewelrystoremarketers.com/  Learn more about the Pearls of Wisdom Jewelry Podcast https://southernjewelrynews.com/podcast  Subscribe on your favorite podcast platform: • Apple Podcast = https://podcastsconnect.apple.com/my.-.. • Amazon Music/Audible = https://www.audible.com/pd/Pearls-of.-.. • iHeartRadio = https://www.iheart.com/podcast/263-pe... • Spotify = https://open.spotify.com/show/6IU1OHw... • Google Podcast = https://podcasts.google.com/feed/aHR0...

Sales reps who cannot speak the language of business are going to get exposed fast.In this episode, John sits down with Kevin Cope, founder of Acumen Learning and co-author of Business Acumen for Sales Success and See the Big Picture, to talk about why business acumen is now one of the most important skills in sales. Kevin shares lessons from his time at the Covey Leadership Center, the start of Acumen Learning, and 25 years helping companies close the gap between functional expertise and real business understanding.If you are in sales, leadership, RevOps, enablement, or any role where you need to speak with executives, this conversation gives you a practical way to think about cash, profit, assets, growth, people, discounting, cashflow, AI, and how to connect your solution to the business results buyers actually care about.Want to build stronger business acumen and sell with more executive relevance? Visit www.jbarrows.com and learn how you can Make It Happen.What You'll LearnWhy business acumen is one of the first skills sales reps need to buildWhy round-number discounts can signal weak negotiation and weak business understandingHow a small discount can create a much larger hit to profitabilityWhy cash, profit, assets, growth, and people give reps a clearer business lensHow salespeople affect cashflow before and after a deal closesWhy AI research only matters if reps can translate it into business relevanceHow curiosity helps reps use AI as a learning tool instead of a shortcutKevin Cope is the founder of Acumen Learning and co-author of Business Acumen for Sales Success and the bestselling See the Big Picture. He built his career at the Covey Leadership Center, joining just before the release of The 7 Habits of Highly Effective People, and later served as president of international for the combined organization following its 1997 merger with Franklin Quest to form Franklin Covey. Through Acumen Learning, Kevin helps organizations close the business acumen gap and connect everyday decisions to cash, profit, assets, growth, and people.Connect with Kevin Cope on LinkedIn (https://www.linkedin.com/in/kevinrcope/) and grab his book, Seeing the Big Picture: Business Acumen to Build Your Credibility, Career, and Company, at https://www.amazon.com/Seeing-Big-Picture-Business-Credibility-ebook/dp/B07DPWFK7T?ref_=ast_author_mpb, to build the business acumen that earns you a seat at the table. Learn more about Acumen:Website: https://www.acumenlearning.com/Instagram: https://www.instagram.com/acumenlearning/Youtube: https://www.youtube.com/user/AcumenLearningFacebook: https://www.facebook.com/AcumenLearning/LinkedIn: https://www.linkedin.com/company/acumen-learning/?viewAsMember=trueJohn Barrows is a sales trainer, speaker, and founder of JB Sales with over 25 years of experience in the industry. He has made hundreds of cold calls a week, led startups to acquisition, and trained high-performing teams at companies like Salesforce, LinkedIn, Amazon, and Okta. Through JB Sales, John focuses on practical sales execution—helping reps fill pipeline, close deals, and build trust with buyers in today's AI-driven sales environment.Connect with John Barrows:LinkedIn: https://www.linkedin.com/in/johnbarrows/ Instagram: https://www.instagram.com/johnmbarrows/ TikTok: https://www.tiktok.com/@johnmbarrows Check out John's Membership: https://learn.jbarrows.com/pages/individual-packages?utm_source=youtube&utm_medium=social&utm_campaign=podcast Join John's Newsletter: https://www.jbarrows.com/newsletter

AI isn't just changing sales. It's completely rewriting how revenue teams operate. In this episode of Topline Spotlight, Sam Jacobs sits down with Justin Shriber, CEO of Terret AI, to break down how modern revenue organizations are using AI to improve forecasting, shorten sales cycles, ramp reps faster, and operationalize winning sales behavior in real time. Justin shares: Why traditional sales enablement is broken How AI helped reduce rep ramp time by 40% The "answer-to-action" engine powering modern RevOps The hidden dangers of decentralized AI adoption Why companies are struggling with inconsistent AI-generated data The real debate: build your own AI stack vs buy from vendors How leading teams are using AI agents today One of the most interesting conversations in GTM right now. If you're a CRO, RevOps leader, founder, or GTM operator trying to understand where AI is actually delivering value, this episode is worth your time. Chapters: 00:00 Intro 00:40 Meet Justin Schreiber and Terret 04:17 How AI is changing sales productivity 06:07 The biggest problem in revenue execution 09:37 Why great strategies never get executed 11:01 Building AI that's secure, accurate, and scalable 13:32 Buy vs. build: The future of enterprise AI 16:25 Why AI needs centralized governance 17:35 Jurassic Park, AI agents, and organizational chaos 20:15 Justin's biggest inspirations for building great companies 22:58 Where to find Justin and Terret Try Terret: terret.ai

Sam Levy's first sales job involved a phone book, a rotary phone, and 200 cold calls for one yes. He was still in college when he started a telemarketing gig with no playbook, no CRM, no email. Eighteen months in, the company went public, and the telemarketing kid was sipping champagne in the boardroom. This episode reveals everything that happened between that room and the one he sits in now: head of go-to-market strategy and execution at Oracle NetSuite, running a business that's grown from $250 million to $4 billion. Sam walks Devin through how to build a career in software sales, rung by rung: how to pick your first sales job and your first boss; why hustle gets you started but cadence gets you promoted; why the top rep usually makes a rough first-time manager. He tells us when to leave a job, when to let a rep go, and what to do with the lone wolf who crushes quota but poisons the room. Plus, a prediction: 90% of the next generation of software CEOs will come out of sales and marketing, not engineering. Whether you're an operating partner, an SDR in your first seat or a CRO wondering what's next, this is the insider's guide to success. Discover more at NetSuite.ai

In this episode of The Friday Habit, Mark sits down with Kevin Downey, a Kansas City-based entrepreneur and recruitment leader who helps B2B companies build high-performing sales teams and create scalable lead-generation systems.Kevin shares how his early career in golf equipment sales eventually led him into entrepreneurship, recruiting, outbound sales, and email marketing. He explains why his first attempts at email outreach failed, what changed when he began writing emails like real phone conversations, and why properly structured email campaigns can deliver an unmatched return on investment.The conversation also explores how small businesses should approach their first sales hire, why commission-only roles frequently fail, and how Latin American business development representatives can help companies scale outbound activity at a manageable cost.Kevin also challenges one of the most common beliefs in modern sales: that cold calling no longer works. According to Kevin, activity still creates opportunities. The problem is not that calling has stopped working—it is that many representatives are not consistently making the calls.Whether you are building your first sales process, hiring a business development representative, or trying to generate more qualified B2B leads, this episode offers a practical look at the systems, activity, and execution required to grow.

What if the thing keeping your coaching business stuck isn't your content but the way you're thinking about sales?   In this episode of The Divorce Revolution Podcast, I'm kicking off a brand-new five-part series called Sold Before the Call, where I'm breaking down the sales mindset and systems I believe the coaching industry has been missing.   When I first started my coaching business, I thought my biggest job was becoming a great coach. What I wasn't prepared for was all the other hats I'd have to wear—copywriter, content creator, marketer, CEO...and the one role nobody really talks about: salesperson.   The truth is, being a great coach and building a successful coaching business are two completely different skill sets. So today I'm sharing why sales isn't a one-time event that happens on a discovery call. It's a mindset. It's a daily practice. And it's the difference between coaches who hope clients show up and coaches who know how to create consistent revenue.   I'll also walk you through the daily habits of top-performing sales professionals, how to shift from passive to active energy, and why learning to think like a sales rep doesn't make you pushy—it makes you a better business owner.   If you've been spending more time perfecting your content than intentionally creating sales opportunities, then this episode is for you.   Resources Mentioned: Join The Selling Sprint interest list: https://products.ambershaw.com/signature-waitlist   What I Discuss: 00:59 The many hats coaches wear and the one most people avoid 02:26 Why sales isn't a single event, but a daily mindset 03:10 Why I created the Sold Before the Call series 07:00 A preview of my new Selling Sprint program 07:59 The trap of avoiding sales by staying "busy" with other tasks 10:25 The commission-based mindset that changed how I approach business 13:13 The daily habits every coach can borrow from great sales reps 16:47 Why follow-up, tracking your numbers, and knowing your pipeline matter 21:03 A self-audit to help you identify where you're being passive in your business 22:26 Your homework before Part 2 of the series 24:04 What's coming next in Sold Before the Call   Find more from Amber Shaw: Instagram: @msambershaw Website: ambershaw.com 

I spent a decade being selfish. It made me rich. Then I tried to lead people, and it almost cost me everything.I've knocked doors in Brazil as a missionary. I've sold pest control, solar, and coaching. I've made millions in commissions and trained thousands of sales reps. Somewhere along the way, I made the single most expensive mistake of my career.I promoted my best salesperson into leadership.He had a 90% close rate. He was one of the most talented reps I'd ever seen. Within six months, our culture was deteriorating, retention was falling, and the team I'd spent years building was unraveling.That mistake cost me over $1 million.More importantly, it completely changed the way I think about leadership.In this episode, I break down the biggest differences between being a great salesperson and becoming a great leader.We cover: • What skills transfer from sales to leadership—and which ones become liabilities. • Why every leader must make the shift from selfish to selfless. • Why sales makes you dangerous, but leadership makes you durable. • The Rule of 7 and why most leaders try to coach too many people. • The 70% Delegation Rule that changed how I build leaders. • Why reactive leaders stay stuck while proactive leaders build scalable businesses. • The Boss, Mentor, Friend framework. • How to transition from top producer to full-time leader without destroying your income or your culture.If you're a salesperson, entrepreneur, manager, or business owner trying to build people—not just close deals—this episode is for you.If it helps you, send it to someone who's making the jump into leadership. It might save them from making the same mistake I did.

Patrick Ferris has spent six years as a sales rep at Herc Rentals in Richmond, Virginia, spending 90% of his time in the field. In this episode, he breaks down how deep knowledge of construction stages became his biggest differentiator, why trust compounds over time in a small market, and what traits actually separate the sales reps who last from the ones who don't.

In this revelatory episode, Ben Wright, Director of Stronger Sales Teams, shares why relying on one superstar sales rep can put your entire business at risk. If you're in stage 4 feeling dangerously dependent on a top performer, worried about what happens if they leave or burn out, you won't want to miss it.You will discover:- Why depending on a single high-performing sales rep creates massive vulnerability for your company- How to build simple, repeatable processes so your sales engine runs without any one person- What multi-layer customer relationships look like to protect key accountsThis episode is ideal for for Founders, Owners, and CEOs in stage 4 of The Founder's Evolution. Not sure which stage you're in? Find out for free in less than 10 minutes at https://www.scalearchitects.com/founders/quizBen Wright is a seasoned sales team builder, strategist, coach, and an avid believer that the best sales leaders must constantly sharpen their tools to maintain a competitive edge. He has built high-performing sales teams from the ground up across the corporate world, fast-growth startups, and mature businesses alike. Notably, his last venture was recognized as an Australian Growth Company award winner for two consecutive years, scaling from $0 to $40M in ARR in just over seven years. Defined by grit, Ben is a leader who truly thrives when stepping up to a challenge. Ben is a published contributor to HubSpot and LinkedIn who brings immense energy to everything he does. Want to learn more about Ben Wright's work at COMPANY? Check out his website at http://www.strongersalesteams.com/Connect with Ben through his LinkedIn at https://www.linkedin.com/in/coachbenwright/

https://www.linkedin.com/in/mariam-sarwari/https://www.linkedin.com/in/christophkarger/https://www.linkedin.com/company/gotonetworkNach einer längeren Pause kehrt Christoph mit einer sehr persönlichen Episode zurück. Gemeinsam mit Mariam geht es zunächst um die wohl unbequemste Frage im Sales: Warum kaufen Kunden eigentlich nicht bei mir?Ausgehend von dieser Frage sprechen beide über Selbstreflexion, Deal Reviews und die Bedeutung ehrlicher Analyse statt Ausreden.Ein zweiter Schwerpunkt ist persönliche Performance. Mariam erklärt, warum Tagesform, Energie und mentale Belastung häufig einen größeren Einfluss auf Vertriebserfolg haben als reine Methoden oder Gesprächstechniken und wie sie bewusst Routinen nutzt, um sich auf wichtige Gespräche vorzubereiten.Anschließend blickt sie auf ihr erstes Jahr bei Kickscale zurück. Dabei wird deutlich, dass moderne KI-Tools und Notetaker nicht nur Prozesse automatisieren, sondern vor allem wertvolle Zeit zurückgeben. Statt abends CRM-Dokumentation nachzuholen, bleibt wieder Raum für Erholung und Familie.Ein weiterer großer Themenblock beschäftigt sich mit Vereinbarkeit von Familie und Vertrieb. Mariam erzählt offen von den Herausforderungen während der ersten Berufsjahre mit kleinen Kindern, fehlender Flexibilität und den organisatorischen Herausforderungen im Alltag. Gleichzeitig argumentiert sie, dass genau diese Erfahrungen Eltern häufig zu besonders guten Vertriebsmitarbeitern machen.Im weiteren Verlauf sprechen beide offen über Diskriminierung im Vertrieb, Sexismus und Vorurteile sowie darüber, warum Unternehmen mehr Frauen im Sales benötigen und welche Rahmenbedingungen dafür geschaffen werden müssen.Zum Abschluss geht es um KI im Alltag. Mariam erklärt ihren pragmatischen Ansatz bei der Tool-Auswahl und plädiert dafür, Kinder frühzeitig an KI heranzuführen, statt ihre Nutzung zu verbieten. Die Zukunft werde ohnehin von KI geprägt sein – entscheidend sei deshalb, kompetent damit umgehen zu können.00:00Wieder zurück im Podcast03:21Die unbequemste Wahrheit im Sales06:04Selbstreflexion und persönliche Performance09:08Erkenntnisse aus einem Jahr bei Kickscale11:56Der Balanceakt zwischen Familie und Beruf17:30Herausforderungen im Sales und Diskriminierung23:49Diskriminierung im Vertrieb30:48Die Rolle von Frauen im Vertrieb37:15Technologie und Zeitmanagement im Vertrieb42:30Künstliche Intelligenz und ihre Bedeutung für die Zukunft

Most sales reps think they have a sales problem.They don't.They have a conviction problem.There's a reason two reps can say the exact same words, sell the exact same product, and get completely different results. It isn't their script. It isn't their technique. It isn't even their work ethic.It's how sold they are on what they're selling.In this episode, I break down the conviction framework that transformed my sales career and helped me produce over $200,000 per month in commissions. We dive into why conviction, not confidence... Is the greatest competitive advantage in sales, leadership, and recruiting, and how to build it from the inside out.We'll cover: • Why the best sales reps don't rely on better scripts—they build deeper conviction. • The three levels of conviction every top producer needs to master. • The difference between confidence, conviction, and certainty. • Why your personal life directly impacts your close rate. • How buying into your own product changes the way prospects perceive you. • Why loving your prospects leads to more sales than trying to convince them. • How to stop selling features and start selling transformation.You sell to the degree that you're sold.That isn't just a quote.. It's one of the biggest lessons I've learned after years in sales, leadership, and building high-performing teams.If this episode helps you, share it with one salesperson who's working hard but isn't seeing the results they deserve.

Want to Break Into Medical Device Sales. Learn More Here: https://click.newtomedicaldevicesales.com/yt-502

Want to Break Into Medical Device Sales. Learn More Here: https://click.newtomedicaldevicesales.com/yt-502

In this episode of the Medical Sales Podcast, Samuel Adeyinka sits down with Dr. Diego Lima, an orthopedic surgeon, to unpack what medical sales reps need to understand about working with surgeons in and outside the operating room. Dr. Lima shares how his career in orthopedics has shaped the way he prepares for surgery, builds trusted teams, and evaluates the reps who support him during complex procedures. He breaks down why the best reps think ahead, anticipate workflow problems, take ownership before mistakes happen, and become true partners in the surgeon's long term career, not just product representatives in the OR. This episode is a must listen for medical device reps, especially those in orthopedic sales, who want to build stronger surgeon relationships, bring more value to the surgical team, and understand what it really takes to earn trust in high pressure clinical environments. Connect with Dr. Diego Lima: LinkedIn Connect with Me: LinkedIn Love the show? Subscribe, rate, review, and share! Here's How »

According to Salesforce, 60% of a sales rep's time is not spent selling. If you've got someone on $200K, a significant portion of that salary is going to admin — not revenue.In this episode, Dave and Regan dig into the most offensive stat in sales right now, where that time is actually going, and the exact steps sales leaders can take to get admin time down to 5% — without buying another tool.What you'll learn:→ Where the 60% of lost selling time actually goes — the breakdown will surprise you→ Why 5% admin time is the real goal and what a rep's week looks like when you get there→ How to treat your revenue operations like an F1 car — always looking for 1% improvements→ The difference between what a high performer does vs a low performer and what it tells you about admin→ Why reps default to data entry when they don't know their next step→ The internal bureaucracy silently killing your team's selling time→ How AI cold outreach and personalized list-building is changing what's possible for sales teams→ The one thing you can do right now without buying another tool→ Why sales enablement starts with removing noise — not adding more toolsIf you manage a sales team and you're pushing activity metrics instead of fixing the system — this episode is for you.

Will AI replace ad sales reps? The answer increasingly seems to point to yes. In this episode, the head of IAB's Tech Lab, Anthony Katsur, warns that AI is becoming capable of handling media planning, budget allocation, and campaign analysis, potentially allowing publishers and agencies to do more with fewer salespeople. How soon might that happen? Corey & Gordon unveil new research indicating AI adoption of advertising tasks are progressing more slowly among local advertisers than most think. Stay in the loop with all things Borrell when you join our Research Alert Lists. As always, thank you for listening. If you like the episode, leave us a review!  Want to join the conversation? Share your comments at borrellassociates.com/podcast.

Join Our Medical Device Sales Program: https://click.newtomedicaldevicesales.com/yt-498

Join Our Medical Device Sales Program: https://click.newtomedicaldevicesales.com/yt-498

Lightning Round:  Top 10 Most Important Skills to Have in Sales Question: Charlotte in Omaha asks, "I have 10 Sales Reps. We started the year out strong, but between the war, economy, and ongoing uncertainty, over half my team is struggling to hit their numbers. I have tried everything. What advice do you have?"  Book: Growing Your Business by  Mark LeBlanc

Lightning Round:  Top 10 Most Important Skills to Have in Sales Question: Charlotte in Omaha asks, "I have 10 Sales Reps. We started the year out strong, but between the war, economy, and ongoing uncertainty, over half my team is struggling to hit their numbers. I have tried everything. What advice do you have?"  Book: Growing Your Business by  Mark LeBlanc

The sales playbook is being rewritten and product-led growth is at the center of it.In this episode, John sits down with Adam Carr, CRO at Apollo.io, to dig into how PLG has evolved, what AI is doing to the sales rep's role, and why the best sellers today need to think less like closers and more like go-to-market architects. From hiring smarter to building SDR programs that actually stick, this one's packed with real talk from two people who've lived it.If you're in sales leadership, trying to figure out how to build and develop a team in this new world, this episode will give you a framework to work with.Want to level up your team before the market moves on without you? Visit www.jbarrows.com and learn how you can Make It Happen.What You'll Learn:Why people don't buy from people they like but from people they trustHow to hire intentionally and slow down when everyone's pushing you to scale fastThe difference between PLG, product-led sales, and sales-led growthWhat product signals actually matter when deciding when to bring in a sales repThe three skills every modern sales rep needs to stay relevant in an AI-first worldAdam Carr is the CRO of Apollo, where he leads the company's go-to-market strategy and revenue growth initiatives. Since joining in 2025, he has focused on scaling a modern GTM engine that blends product-led and sales-led growth, aligning sales, marketing, product, and customer success into a unified customer journey. Under his leadership, Apollo continues to support millions of users and hundreds of thousands of businesses in accelerating growth through a scalable, customer-centric platform.LinkedIn: https://www.linkedin.com/in/adamhcarr/John Barrows is a sales trainer, speaker, and founder of JB Sales with over 25 years of experience in the industry. He has made hundreds of cold calls a week, led startups to acquisition, and trained high-performing teams at companies like Salesforce, LinkedIn, Amazon, and Okta. Through JB Sales, John focuses on practical sales execution—helping reps fill pipeline, close deals, and build trust with buyers in today's AI-driven sales environment.Connect with John Barrows:LinkedIn: https://www.linkedin.com/in/johnbarrows/ Instagram: https://www.instagram.com/johnmbarrows/TikTok: https://www.tiktok.com/@johnmbarrowsCheck out John's Membership: https://go.jbarrows.com/Join John's Newsletter: https://www.jbarrows.com/newsletter

Can you break into Medical Device Sales without a background in sales?In this episode, Vidhi Patel shares the exact roadmap she used to transition from a Biology major and Clinical Researcher to an On-Site Specialist at Stryker, and finally landing her dream role in Breast & Skeletal Health Sales at Hologic.If you've been told you "don't have enough experience" or you've been stuck in a clinical role wanting to pivot to the business side, this interview is for you. Vidhi and I break down the tactical tools—from 30-60-90 Day Plans to the "About Me" PDF—that make a candidate undeniable to hiring managers.In this video, you will learn:Why the "On-Site Specialist" role is the best backdoor into sales.How to use LinkedIn to get noticed by top-tier recruiters.The secret to the "About Me" page that builds instant rapport with surgeons.Why you should let your company pay for your MBA (and why you don't need it to get hired).How to handle the grueling Stryker/Hologic interview process and the Gallup test.TIMESTAMPS:0:00 - Intro: Meet Vidhi Patel2:15 - Why Ohio State? (The OSU Connection)4:10 - From Clinical Research to Stryker On-Site6:45 - The Reality of the OR: Managing 3 Different Shifts9:30 - How LinkedIn and Networking Landed the Interview12:00 - Working with External Recruiters: What You Need to Know14:50 - The 30-60-90 Day Plan: Don't Just Copy/Paste!17:30 - The "About Me" PDF: The Secret Weapon for Rapport21:00 - Soft Skills: Reading the Room vs. Following a Script23:15 - Why Hologic? (A Personal Connection to Breast Cancer)25:30 - National Parks & Work-Life Balance in Med Sales29:00 - MBA vs. Experience: Which one matters more?31:30 - Advice for those stuck: "You just need one YES."Connect with Vidhi Patel:LinkedIn: https://www.linkedin.com/in/vidhipat/

There are TWO super important opportunities that most sales reps miss during the second quarter and they pay for them dearly for the rest of the year. In this week's episode of The Sales Playbook podcast, we're gonna go there! One more thing . . . During the podcast I mention our upcoming webinar 10 Sales Plays To Run Before Q2 Ends. Here's what you'll gain by attending; How To Set 15 More Appointments Before June 30th The Low Hanging Fruit Top Performers Target How To Keep Your Deal From Going On Vacation With The Team The Main Thing That Economic Buyers Are Concerned With This Time Of Year and How To Get Them On Board. 5 Ways To Ramp Up Your Sales Efforts Before Q2 Ends My 3 Best Emails For Setting Appointments My 3 Best Emails To Send While You're Working A Deal When? May 15th, at 11:30 am EST. What do you get? (1) 60-75 Minute Webinar With ACTIONABLE Tips Webinar Replay If You Can't Join Us Live Or If You'd Like A Second Helping 6 Templates Bonus PDF With Summer Specific Sales Strategies IMPORTANT IMPORTANT IMPORTANT My webinars sell for $99 but let's call it an even $74 if you register ASAP before May 5th. Click HERE to reserve your spot!  

Most pipeline problems are actually messaging problems Activity without direction leads to wasted effort Visibility builds trust before the first conversation Conversations—not leads—drive revenue Strong ROI positioning is the foundation of closing deals

Brian Strong scaled Ten Hats from $2M to $19M in five years. His team now closes over 50% of deals without him in the room. Here is what he changed. Your MSP sales rep is not the problem. Your process is. If you built your sales process around how you close deals as the founder, no rep will ever replicate it. This episode is the one to send your sales team. IN THIS EPISODE: Why MSP sales reps keep failing and who is actually to blame The one thing keeping MSPs stuck below $10M Why 10 qualified prospects beat 30 bad ones every time The KPIs every MSP sales leader needs to track How to build a sales process that works without the founder in the room Why going upmarket changes everything about how you sell ABOUT BRIAN STRONG: Brian Strong is the CEO of Ten Hats, an MSP based in Knoxville, Tennessee. He scaled Ten Hats from $2M to $19M in five years by building a repeatable sales process that works without him. Twenty years in MSP sales. Sandler trained. Connect with Brian: linkedin.com/in/brian-strong ABOUT LAURA JOHNS: Laura Johns is the CEO of The Business Growers. She spent nearly a decade as the marketing leader inside an MSP before founding TBG. Author of Know Grow Scale. Host of Get More MSP Leads podcast. Book a free Growth Session at thebusinessgrowers.com. Get the book at amazon.com/dp/B0DFW781ZT

High performance mindset, sales psychology, and business growth all come down to one thing most people miss: how the other person feels in the first few minutes. If you are pushing too early, sounding too rehearsed, or trying to force the outcome, you are probably creating resistance before the real conversation even starts.In this episode, Jeremy Miner sits down with Grant Mitt, a young founder who built and scaled a solar sales company after starting in direct sales and adapting fast during Covid. Grant breaks down why top performers do not pitch too early, how tone changes trust, and why perception, certainty, and timing matter more than most people realize. This episode is for ambitious people who want to sell better, lead better, and scale faster without sounding like everybody else.Chapters: (00:00) Introduction(05:59) Learning Sales In Solar(07:07) Starting A Company At 24(11:39) Why Skill Beats The Numbers Game(19:57) Tone, Trust, And Detachment(23:25) Why You Should Not Pitch Early(30:13) Price Versus Real Value(36:37) Where Grant Learned To WinGrant said "playing dumb" closed more deals than expertise ever did. Comment below: do you lead with knowledge or curiosity?Got a question about sales, persuasion, or objection handling? Text me directly: +1-480-481-6755Join the 7th Level University: https://whop.com/discover/7thlevel/Join the waitlist for the Ask Jeremy 7q.AI: https://7q.ai/ The exact NEPQ script I used to earn $2.4M/year as a W-2 sales rep: https://nepqtraining.com/smv-yt-splt-opt-orgPrefer to understand the psychology behind NEPQ first? Grab The New Model of Selling: Selling to an Unsellable Generation on Amazon: https://www.amazon.com/dp/1636980112Book a call with my team: https://7thlevelhq.com/book-demo/Connect with Jeremy MinerYouTube: https://www.youtube.com/@jeremyminerInstagram: https://www.instagram.com/jeremyleeminer/LinkedIn: https://www.linkedin.com/in/jeremyleeminer/Facebook: https://www.facebook.com/jeremy.miner.52Connect with Grant: Instagram: https://www.instagram.com/grantmittFacebook: https://www.facebook.com/grant.mitterlehner/ YouTube: https://www.youtube.com/@grantmitt Linkedin: https://www.linkedin.com/in/grant-mitterlehner-966343a9/Listen to the Next Level PodcastApple: https://podcasts.apple.com/si/podcast/next-level-podcast-with-jeremy-miner/id1534365100Spotify: https://open.spotify.com/show/2kNDyUR7fz9SqBr9iGwfwV

What if everything you thought you knew about high-performance sales was only half the story? In this episode of Predictable B2B Success, we speak with Scott Roy, co-founder of Whitten & Roy Partnership (WRP), a seasoned consultant and author of innovative sales methodologies that have transformed organizations across more than 50 countries. From selling educational books door-to-door as a college student to coaching global giants and social enterprises, Scott has seen firsthand what drives sales teams to predictable, repeatable success. But here's the twist: it's not just about hitting numbers or mastering pitch decks. Scott challenges conventional wisdom, revealing why attitude, culture, and a unique “Decision Intelligence Selling” methodology create lasting change beyond what AI or slick technology promises. Why does the “Race Equation”, a formula blending attitude, competence, and execution, make or break sales teams? And in an age obsessed with fast closings, why does lingering longer in the diagnostic stage actually speed up the sales process? If you're a sales leader, founder, or anyone invested in growth, this episode will change how you think about scaling revenue and building world-class commercial organizations. Get ready for actionable insights and real-world stories that defy the status quo. Some topics we explore in this episode include: How WRP Got Started: The backstory behind Whitten & Roy Partnership, including Speaker B's journey in sales.Sales Reps vs. Sales Managers: Why being good at selling doesn't make you a good manager—and how those roles need different skills.What's This RACE Thing: Results = Attitude + Competence + Execution; it's a formula Speaker B swears by for sales success.The Power of Attitude: Why mindset and willingness to learn matter just as much as—or more than—hard skills.DQ Selling, Step by Step: Their four-step method: get clear on the problem, figure out what it's costing, see if the client actually wants to fix it, then pitch the solution.Precision Listening (Not Just Asking Questions): Inspired by psychologist Carl Rogers, it's all about really listening and playing back what the customer says, not just grilling them.Selling is Selling—Everywhere: Turns out selling in Ghana or Cambodia isn't that different from selling to big Western companies.AI in Sales & Company Culture: AI can help, but it mostly amplifies what's already there—good or bad—in your sales team and culture.Training vs. Real Change: Why one-off training sessions don't stick, and the real secret is embedding new habits through ongoing coaching.Sales Mistakes Leaders Keep Making: Not seeing sales as a science, not coaching enough, and forgetting to keep high performers happy.And much, much more…

Stop applying to medical sales jobs online. You're doing it wrong.In this episode of Medical Sales U, I sit down with Todd Ford, National Sales Director at Guardant Health, to pull back the curtain on what it actually takes to lead and land a role in the high-stakes world of precision medicine and oncology diagnostics.Todd has hired over 150+ people at Guardant alone, and his data is clear: only 1 in 65 successful hires comes from an online application. So, how do you get in? We break down the "networking secret," the evolution of genomic testing (NGS), and the daily habits of the top 10% of sales reps who win President's Club year after year.In this episode, you'll learn:Why B2B sales (like copiers) is the ultimate stepping stone to Medical Sales.The "hidden" criteria Todd uses to hire D1 athletes and top-tier talent.How Precision Medicine shifted from Chemotherapy to Targeted Therapy.The reality of "The Hustle": Managing 160 flights a year while raising a family.Why your resume is the least important part of your job search.TIMESTAMPS:0:00 - Introduction: Meet Todd Ford of Guardant Health2:15 - The 10-Year Evolution: From Chemo to Precision Medicine4:40 - Career Roots: Why a Mentor told Todd to sell Copiers first7:00 - Scaling the MRD (Minimal Residual Disease) Team9:30 - How to Move from Sales Rep to National Director12:15 - The "Ante" to get to the table: Consistent Performance15:00 - Hiring Secrets: The "1 in 65" Networking Rule18:30 - Managing the Autonomy: Habits of a Remote Sales Leader21:00 - The Travel Reality: 160 Flights vs. Family Life24:00 - The President's Club: Ritz-Carlton Yachts & Rewards28:00 - Final Advice: Why Initiative is your best Interview ToolCONNECT WITH THE GUEST:Todd Ford on LinkedIn: https://www.linkedin.com/in/todd-ford-914b34/Guardant Health: https://guardanthealth.com/ABOUT MEDICAL SALES U:We help aspiring and veteran sales professionals break into and level up within the medical device, pharmaceutical, and diagnostic industries. Subscribe for weekly interviews with the leaders shaping the future of medicine. We help professionals transition into top-tier medical sales roles: medicalsalesu.com/#MedicalSales #PrecisionMedicine #Oncology #GuardantHealth #SalesLeadership #MedicalDeviceSales #JobSearchTips #PresidentClub #SalesHabits

Turn reps into self-sufficient closers with structured call coaching, “based on what” thinking, and problem-solving leadership systems

In this episode of the Medical Sales Podcast, Samuel Adeyinka sits down with Jerry Johnson Jr., a former UCLA and NFL athlete who successfully transitioned into medical device sales and now represents Ambu, the global leader in single use endoscopy. Jerry breaks down what single use endoscopy actually is, how it compares to traditional reusable scopes, and why more clinics are embracing the convenience, efficiency, and patient safety benefits of disposable technology. He also shares what it takes to win in a highly competitive space, from territory management and relationship building to overcoming objections around image quality and cost. This conversation is packed with insight for anyone curious about breaking into medical sales, navigating a career transition, or understanding how to succeed in an industry where consistency, service, and strategy matter every day. Connect with Jerry Johnson Jr: LinkedIn Connect with Me: LinkedIn Love the show? Subscribe, rate, review, and share! Here's How »

Maureen Karb is a field sales rep and with Como Sales, a rep group that focuses on indie publishers selling to indie bookstores. Because of what she does, Maureen has a great knowledge and perspective on what's new and trending at bookstores.From romantasy and horror to new types of bookstores opening all over the country, this week on the pod, join Maureen, Joe, and Elly to talk about what's hot (and what's not) in book world.************Thank you for catching the People's Guide to Publishing vlogcast!  We post new episodes every Thursday about publishing, authors, and the book industry. You can also listen via your preferred podcast app, or by visiting linktree.com/microcosmGet the book: https://microcosmpublishing.com/catalog/books/3663Get the workbook: https://microcosmpublishing.com/catalog/zines/10031More from Microcosm: http://microcosmpublishing.comMore by Joe Biel: http://joebiel.netMore by Elly Blue: http://takingthelane.comSubscribe to our monthly email newsletter: http://eepurl.com/gIXT6vFind us on social media:Facebook: http://facebook.com/microcosmpublishingBlueSky: https://bsky.app/profile/microcosm.bsky.socialInstagram: http://instagram.com/microcosm_pub************

Soon, the use of AI in the sales trenches will no longer be optional, so; In this week's episode of The Sales Playbook Podcast I'm going to share 3 reasons why EVERY sales rep should get on board! For availability and pricing for my speaking engagements, email me paul@yoursalesplaybook.com 

In this episode, Ray Higdon breaks down a common mistake many sales professionals make: chasing prospects instead of closing them. When sales reps chase, they often overwhelm prospects with long explanations, constant messages, and pressure. The result is predictable. Prospects pull away, conversations stall, and deals never move forward. Ray explains that the key to effective sales conversations is shifting from talking more to asking better questions. Instead of trying to convince someone, great closers dig deeper into a prospect's goals, challenges, and motivations. Simple questions like "Why is that important to you?" or "What are you hoping to accomplish?" help uncover the real problem the prospect wants to solve. When you expand their pain and clearly understand their needs, you dramatically increase your chances of closing the sale. This episode also highlights the mindset shift required to become a stronger closer. Ray encourages sales leaders and entrepreneurs to stop relying on pressure or persuasion and instead develop the discipline to ask thoughtful questions, listen closely, and step into a higher level of professionalism in their sales process. If you want to stop chasing prospects and start closing more consistently, this conversation will give you a practical framework you can use immediately. —

Hiring a sales rep can help you grow faster.It can also create a mess if you do it too early or without the right systems in place.In this episode, we break down what painting business owners need to get right before bringing on a sales rep: when the timing makes sense, what responsibilities the role should actually own, how to structure compensation, and why your first rep should be more than just an order taker.We also get into one of the biggest mistakes owners make: hiring before they've documented the process, built a real onboarding system, or defined what success looks like.If you're trying to decide whether it's time to hire, or you want to avoid an expensive mistake, this episode is worth the listen.

Watch the YouTube version of this episode HEREWhat happens when a career in healthcare sales unexpectedly leads to building a successful niche law firm? In this episode, Allyson shares how her unconventional path to law—starting in healthcare sales and marketing before attending law school in her 30s—gave her a unique advantage in running and growing a law firm. Instead of focusing only on legal work, she leaned into operations, marketing, and strategy, discovering that her true strength was building the business behind the practice.Allyson also explains how her partnership with fellow attorney evolved over time. With complementary skill sets—her focus on operations and growth, and his strength in litigation and legal work—they built a firm centered around healthcare and pharmacy law. Their niche developed naturally through their backgrounds in healthcare and pharmacy operations, which eventually even led them to step in-house to run a pharmacy company for several years before returning to grow their law firm full time.Throughout the conversation, Allyson shares practical insights about law firm leadership, including hiring experts from the industries they serve, creating productized compliance services for clients, and using her sales background to build relationships and market the firm creatively. Her story highlights how diverse career experiences, clear communication with partners, and a willingness to think beyond traditional legal services can create a thriving and highly specialized law practice. Listen in.1:37 How sales thinking shapes law firm operations4:45 Hard conversations about the firm's long-term future10:04 How operating a healthcare business improved their legal advice15:35 Hiring experts who previously worked inside the industry20:06 Expanding the firm with productized compliance services27:24 Lessons learned from working in sales31:30 Creative marketing ideas that helped stand out47:11 Complementary leadership styles within the partnership Tune in to today's episode and checkout the full show notes here. Connect with Allyson:WebsiteLinkedin 

Join Our Medical Device Sales Program: https://click.newtomedicaldevicesales.com/yt-457

How do you go from fashion merchandising to the "cream of the crop" in Oncology sales? Marilu Restrepo, an Executive Sales Specialist in Hematology/Oncology, shares her raw, personal journey—from a Division I athlete to losing her cousin to breast cancer—and how that tragedy transformed into a high-stakes career helping cancer patients.Marilu's insights on "Selling with Passion," leveraging AI for pre-call planning, and overcoming rejection are essential listening.TOPICS:* Selling with Passion: Why your "Why" helps you overcome any clinical objection.* The Inside Sales Foundation: Developing the confidence to handle high-volume rejection.* The Oncology Shift: How to manage complex territories and collaborate with clinical teams.* AI Productivity: How Marilu uses ChatGPT to brainstorm probing questions and stay organized.CHAPTERS:00:00 – Meet Marilu Restrepo: From D1 Track to Executive Sales.02:15 – The Turning Point: How a family tragedy changed her career path.04:30 – Inside Sales 101: Why the "grind on the phone" is a lost art.06:55 – Overcoming Rejection: Applying to 40+ jobs and winning.09:20 – The "Fire" of the OR: Navigating high-intensity Cardiac Device sales.12:10 – Making the Leap: Breaking into Oncology and Prostate Cancer.15:00 – Working with the Team: Collaborating with MSLs and Nurse Educators.17:45 – The Modern Rep: Using AI & ChatGPT for elite pre-call planning.20:15 – Life Outside the Lab: Balance, Motherhood, and... the best Italian in Ohio?23:10 – Final Advice: Why your "Why" is your greatest sales tool.

Join Our Medical Device Sales Program: https://click.newtomedicaldevicesales.com/yt-453

Building a successful sales career isn't just about hitting quotas—it's about intentional career planning, fostering creativity, and creating environments where talent can flourish. Too many organizations focus solely on product training while neglecting the human element that drives revenue growth. In this conversation with Edward Allen, Chief Revenue Officer at Measurabl, we explore how strategic career development and creative thinking can transform both individual trajectories and organizational performance. Edward shares insights from his 30-year journey through financial services and technology, revealing how simple yet structured approaches to talent development can reduce attrition and accelerate growth.          The Power of Structured Career Conversations Edward discusses his quarterly career development framework—a departure from traditional annual reviews that often come too late. These conversations focus on understanding what employees truly want to do, what they don't enjoy, and exploring possibilities they may not even know exist within the organization. Creating Roles That Don't Exist One of the most compelling aspects of our discussion centers on encouraging team members to pitch entirely new roles. Edward shares his own experience of giving up a $400 million book of business to create a new position that ultimately quadrupled revenue for underperforming divisions. Revenue Hackathons and Cross-Functional Innovation We explore how bringing together diverse perspectives—from finance to legal to frontline sales reps—can solve complex business challenges in unexpected ways. Edward explains how cognitive diversity becomes an accelerant for innovation when you create the right forum for ideas to emerge. Here's what you can expect to gain from this episode: ·        A framework for conducting meaningful quarterly career development conversations that reduce surprise departures ·        Strategies for identifying and developing hidden internal talent through cross-functional moves ·        Methods for ensuring junior team members' voices are heard and valued in revenue planning ·        The importance of portable skills training that benefits both current performance and future career growth ·        How to structure feedback systems that encourage innovation from the bottom up Edward's approach challenges conventional hierarchical thinking and demonstrates how investing in people development directly correlates to revenue outcomes. Whether you're managing a small team or leading a large organization, these principles can help you build a culture where creativity thrives and careers flourish. Key Moments of This Episode 00:00:52 - Introduction to Edward Allen and Measurabl Mario introduces Edward Allen, Chief Revenue Officer of Measurabl, a sustainability data and technology company. Edward shares his 30-year career journey from Goldman Sachs to leading revenue teams, highlighting his transition from financial services to fintech and his current role at Measurabl. 00:04:23 - From Acting Dreams to Sales Success Edward reveals his unexpected career path, sharing how he initially pursued acting at the American Academy of Dramatic Arts before pivoting to Goldman Sachs. This personal story demonstrates the importance of taking risks and finding your true calling in professional development. 00:06:48 - Building Structured Career Development Systems Edward discusses implementing quarterly career development conversations with direct reports, moving beyond traditional annual reviews. He emphasizes asking "how do you like your job?" and creating formal processes to understand employee aspirations and reduce regrettable attrition. 00:14:00 - Investing in Portable Skills Training The conversation shifts to training philosophy, with Edward advocating for soft skills development over product training. He shares examples of negotiation training, social psychology, and certification programs that employees can take anywhere, creating value for both current and future roles. 00:20:35 - Creating Accountability for Career Development Edward explains how to systematize career development through metrics and KPIs, including personal development goals, manager scorecards, and tracking regrettable attrition. He emphasizes making career growth visible and celebrated within the organization to drive engagement and retention. 00:32:22 - Unlocking Hidden Internal Talent Discussion focuses on cross-functional moves and international opportunities. Edward advocates for 60-day internal job postings before external searches, sharing examples of unexpected internal candidates who became successful in new roles across different geographies and functions. 00:35:58 - Running Revenue Hackathons for Innovation Edward explains the concept of revenue hackathons, bringing together diverse teams including finance, legal, and sales operations to solve business challenges. He shares a success story of creating email-based contracting for Fortune 100 clients through collaborative innovation. 00:39:25 - Amplifying Junior Voices in Sales Culture The discussion covers strategies for ensuring junior employees' ideas are heard, including reverse-order meetings (starting with junior staff), documenting all feedback, and providing follow-up on suggestions. Edward emphasizes the importance of recognition and creating safe spaces for innovation. 00:54:23 - Contact Information and Closing Edward provides his contact details, and the hosts wrap up with his favorite movie recommendation. The episode concludes with information about the Modern Selling podcast and promotional content for productivity tools. About Edward Allen Edward Allen is the Chief Revenue Officer and member of the Executive Committee at Measurabl. Measurabl is the world's most widely adopted sustainability data and analytics platform, empowering over 1,000 customers across 93 countries to achieve great levels of profitability.  The company serves the needs of investment managers, asset owners, real estate operators and banks and insurance companies. Prior to Measurabl, Edward worked for 20 years at MSCI where he led strategy and grew top line revenue across a multitude of data and analytic businesses.  He started his career in financial services at Goldman Sachs in the Institutional Advisory Services group. Edward received his Bachelor's Degree in Political Science from Boston University, his Master's in Business Administration from HEC School of Management in Paris, also spending time studying at London Business School. Follow Us On: ·        LinkedIn ·        Twitter ·        YouTube Channel ·        Instagram ·        Facebook Learn More About FlyMSG Features Like: ·        LinkedIn Auto Comment Generator ·        AI Social Media Post Generator ·        Auto Text Expander ·        AI Grammar Checker ·        AI Sales Roleplay and Coaching ·        Paragraph Rewrite with AI ·        Sales Prospecting Training for Individuals ·        FlyMSG Enterprise Sales Prospecting Training Program Install FlyMSG for Free: ·        As a Chrome Extension ·        As an Edge Extension  

In this sales leadership masterclass, Marcus Chan breaks down a week-by-week ramp plan, real-play coaching system, and time management framework that turns new hires into consistent revenue producers fast.

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.

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.

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