Podcasts about sales reps

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/

Sales Bottleneck Misidentified: The true bottleneck was not a lack of reps but inefficient lead management. Hiring more reps increased overhead and risk without improving sales.Leadership is the Primary Lever: Business success depends on a strong leader who provides an "area of effect" buff to the team. The top priority is finding a leader who can replicate this impact.Incentives Must Be Individualized: Financial incentives are insufficient. Use Amer's "Motivational Guide" to align incentives with individual needs (e.g., recognition, leisure) for maximum impact.Focus on Marginal Gains: Use the "10 Appointments" model to target the 6th, 7th, and 8th closable jobs, as the first two are easy and the last two are impossible.Initial Flawed Thesis: More sales reps → more sales.Reality: The bottleneck was inefficient lead management.Problem: A top rep with a large territory developed poor habits (e.g., no follow-ups), filtering for only the easiest leads.Result: High Customer Acquisition Cost (CAC) and increased operational leverage, making the business riskier.Solution: A rep with a smaller territory developed superior habits, maximizing value from each lead and achieving a lower CAC.Conclusion: Success requires efficient lead management, not just more reps.Core Insight: A strong leader provides an "area of effect" buff, improving team performance.Analogy: Rose Blumpkin, who built Nebraska Furniture Mart into a $100M business from a single location, demonstrates the power of a single, effective leader.Application: The business requires this type of leader. The top priority is finding someone who can replicate this impact.Problem: Financial incentives alone are insufficient and can be too complex.Solution: Use Amer's "Motivational Guide" to align incentives with individual needs.Process: Onboarding employees rank motivators (e.g., independence, recognition, money) 1–10.Outcome: This reveals true drivers, enabling leaders to offer targeted, non-financial incentives.Needs vs. Wants: A person's consistent actions reveal their true needs, which are more powerful than stated wants.Framework: A sales coach's model for improving close rates.Premise:Appointments 1 & 2: Easy to close; require minimal skill.Appointments 9 & 10: Impossible to close; unqualified leads.Appointments 3–5: Closable with good systems and leadership.Appointments 6–8: The target for elite performance.Action: Focus on systems and coaching to consistently close the 6th, 7th, and 8th appointments.John:Implement new sales processes to improve lead management efficiency.Prioritize hiring a leader who can provide the "area of effect" buff.Austin:Apply the "Motivational Guide" with current team members to better understand their needs.Amer:Refine the "Motivational Guide" by adding questions for each motivator.All:Use the "10 Appointments" model to frame sales coaching and performance goals.

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

In this episode of the CRO Spotlight Podcast, Warren Zenna sits down with Dan Goodman, Founder and CEO of Dan Goodman Employee Advisory. Known for his candid advocacy for sales professionals and executives, Dan shares his transition from a corporate insider to a fierce defender of employee rights. He outlines the foundational issues that revenue leaders face when navigating complex employment agreements and one-sided compensation plans.A major part of the conversation focuses on the critical concept of leverage during the hiring process. Dan explains why newly appointed or transitioning Chief Revenue Officers must ask tough questions after receiving a written offer. By identifying their leverage, executives can proactively negotiate vital clauses that protect their scope of authority, safeguard their equity, and establish strong baseline career security from day one.The dialogue tackles the difficult reality of being managed out of an organization. Dan unpacks the subtle signs that a honeymoon phase is ending, such as sudden exclusion from meetings or unwarranted nitpicking. Rather than internalizing these shifts or reacting emotionally, he advises leaders to take a step back, document the overarching behavioral patterns, and use the employer's actions strategically to negotiate a fair separation agreement.Ultimately, this episode serves as a practical playbook for revenue leaders aiming to level the playing field in corporate environments. Warren and Dan emphasize the importance of pragmatic self-advocacy over blind loyalty, urging executives to recognize their value. Listeners will walk away with actionable strategies to handle restrictive clauses, manage unexpected role transitions, and ensure their professional exits are handled with respect.

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.

Most MSP leaders wildly underestimate how long it takes a new sales rep to actually produce.On a recent coaching call with 15 MSPs, someone asked me a simple question: How long should it really take to ramp a full-cycle outside sales rep? The common answers—“six months,” “nine months,” “once they learn the product”—all miss the point.In this episode, I break down a rule of thumb I've used for years: your real ramp time is 2.5–3× your average sales cycle. That ratio captures the hidden work most leaders forget—learning the company, building pipeline, and then actually running deals through your process.If you're hiring sales reps, planning headcount, or trying to figure out whether a new rep is actually behind—or just on a realistic timeline—this framework will change how you think about ramp time.What You'll Learn in This EpisodeWhy the real ramp time for a sales rep is 2.5–3× your average sales cycleThe three phases of ramp most companies underestimate: learning the company, building pipeline, and running dealsWhy using a fixed ramp number like “nine months” creates bad expectations for leadership and reps//Welcome to The Ray J. Green Show, your destination for tips on sales, strategy, and self-mastery from an operator, not a guru.About Ray:→ Former Managing Director of National Small & Midsize Business at the U.S. Chamber of Commerce, where he doubled revenue per sale in fundraising, led the first increase in SMB membership, co-built a national Mid-Market sales channel, and more.→ Former CEO operator for several investor groups where he led turnarounds of recently acquired small businesses.→ Current founder of MSP Sales Partners, where we currently help IT companies scale sales: www.MSPSalesPartners.com→ Current Sales & Sales Management Expert in Residence at the world's largest IT business mastermind.→ Current Managing Partner of Repeatable Revenue Ventures, where we scale B2B companies we have equity in: www.RayJGreen.com//Follow Ray on:YouTube | LinkedIn | Facebook | Twitter | Instagram

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

Welcome to the first episode of Cheers with Nat – the podcast dedicated to cheering on women in drinks. My first guest, Georgia Kelly, is the person that gave me the push I needed to bring this show (back) to life, after a chat at an event way back in January 2025. (Yes, it took me that long to get myself and this project in motion!) Georgia was working for Lucky Saint at the time and said she'd listened to my Beer with Nat episode with Lucky Saint's MD Emma Heal as part of her interview prep. (She also said she'd fall asleep to the pod, which I'm still not sure if that's a complement or not! lol) She really wanted to see the podcast make a comeback – which I'd been toying with, but I'd been wanting to broaden the scope of the show – and she gave the straight-talking advice I needed to get make it happen. More in the episode! A Key Account Manager at DEYA Brewing Company (at the time of our recording), our focus is on Georgia's career story. From her start as a pot-wash, to working behind the bar, and now to life on the other side of it as a sales rep. We also get into much more, including what she wanted to be when she was little and the thread that runs through all of her roles – her love of people and their stories. --- Editor's note: As of March 2026, Georgia has just started a new sales role elsewhere in the drinks world... more info to follow soon! --- What stuck with me from this conversation: On job searching: 'I didn't know even the words to search for for the job. I kept searching rep, and if you search rep it's not going to come up, because often the words are brand ambassador or account manager' On the Women in Beer mentorship programme: 'I think the main takeaway would be feeling like I have a place in the industry' On how to treat people: 'Making someone else smile makes your day a lot better, too' On confidence: 'You realise you can sort of practice being confident by complimenting somebody randomly' Georgia's advice in a nutshell: Ask questions, pay attention to the people around you that inspire you (and tell them that they inspire you), and practice your confidence   Links & things: Chouffe – traditional & cherry DEYA Brewing Company – beers & taproom in Cheltenham Lucky Saint - beers & pub in London Shout outs to Emma & Kerttu on the team for being super inspiring Georgia's favourite author Jeannette Winterson and book Oranges Are Not the Only Fruit The Women in Beer mentorship programme & annual awards On mental health & hospitality – Mental Health First Aid England & Burnt Chef Podcast & book reccs The Lock In podcast 'Stop! In the name of pubs' episode Tart by Slutty Chef   Recording info: November 2025 at Market Coffee House in London Thank you for hosting us! I hope the background noise from this lovely venue adds a bit of atmosphere and isn't too distracting And apologies for the phone buzzes – I'll make sure all future guests don't have their phones on the table! --- Subscribe | Follow on Instagram | Email

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  

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

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.

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

In this episode of the CRO Spotlight, Warren Zenna sits down with Miya Mee-Lee Dias, Co-Founder of Beyond The Script, to discuss a transformative approach to sales training. Miya shares her unique background blending health science with performance arts, explaining how traditional methodologies often fail because they ignore the human element. She introduces the concept of the "sales gym," where reps practice role-plays like actors preparing for a scene, stripping away bad habits to build authentic character and confidence in their delivery.Warren and Miya dive deep into the parallels between professional acting and high-performance sales. They explore the idea that every salesperson brings personal "baggage" and history that influences their communication style. Miya explains that true proficiency isn't about memorizing lines but about internalizing the script to project a genuine persona. The conversation highlights the importance of adaptability, showing how top performers maintain a "beginner's mind" and remain open to molding their approach regardless of their experience level.A critical portion of the discussion centers on the elusive trait of coachability. Miya reveals her methods for identifying whether a rep is truly ready to learn, often spotting resistance through subtle cues like tone of voice and body language. The dialogue challenges Revenue Leaders to look beyond metrics and address the holistic human factors driving performance. They discuss the necessity of understanding a rep's intrinsic motivations and personal history to unlock their full potential and drive sustainable behavioral change.As technology automates more transactional aspects of business, Warren and Miya argue that human connection and emotional intelligence are becoming the ultimate competitive advantages. They emphasize that modern CROs must develop the "muscle" to have difficult, personal conversations with their teams to foster trust and growth. The episode concludes with a look at the intersection of creativity and business, encouraging leaders to embrace a coaching mindset that empowers their organizations through genuine human development.

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.

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%. 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.

"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.

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

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 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

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

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

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   

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