Podcasts about sales reps

In this episode of our Coaching and Counseling podcast, we dive into the murky waters of apartment investment sales with the help of ChatGPT and over 30 years of real-world experience in apartment financing and ownership. We asked ChatGPT to help uncover the truth behind common rumors about how apartment sales brokers treat buyers. Are brokers really overinflating property values? Do they hide conflicts of interest? Misrepresent operating expenses? Gatekeep quality opportunities? Together with insights from AI and our seasoned team, we break down the top 10 shady tactics sometimes used in the industry—and give you the real story behind each one. Whether you're a first-time buyer or a seasoned investor, this episode will help you approach apartment deals with sharper eyes and better questions. Are you ready to unlock the potential of Multifamily Syndications? Discover how Michael Becker's proven real estate syndication business can open doors to financial growth and your long-term success. Visit SPIADVISORY.COM today and start your journey toward smarter investing!

In this episode of Talk Commerce, Brent Peterson interviews Aaron Sheehan, Head of Product Marketing and Strategic Alliances at Oro Commerce. They discuss the origins of Oro Commerce, its focus on B2B e-commerce, the importance of no-code solutions, and the evolving role of AI in the industry. The conversation also touches on the significance of sales reps in the e-commerce landscape, buyer intent in B2B transactions, and the impact of Hyva on the Magento ecosystem. Aaron emphasizes the need for businesses to adapt to changing buyer expectations and the importance of owning data and code in e-commerce platforms.TakeawaysOro Commerce was founded by the original Magento team to serve the B2B community.B2B commerce has unique challenges that differ from B2C, including longer sales processes and approval workflows.No-code solutions empower business users to make changes without relying on developers.AI can enhance the buying process but trust is crucial in B2B transactions.Sales reps play a vital role in B2B e-commerce, providing trust and support to buyers.Buyer intent is critical in B2B, as many orders start with online searches.Hyva has revitalized the Magento ecosystem, providing modern solutions for merchants.Owning your data and code is essential for long-term success in e-commerce.E-commerce platforms must adapt to provide a seamless experience for buyers.The future of commerce may involve agentic buying agents, but human interaction remains important.Chapters00:00Introduction to Oro Commerce and Its Origins06:53The Importance of No-Code Solutions12:13Introduction to Case Studies as a Sales Tool48:19TC - Outtro All AV version 1.mp4

Ron Gabrisko is the Chief Revenue Officer at Databricks, where he joined in 2016. Under his leadership, Databricks has scaled from $0 to over $4BN in annual revenue. He has grown the sales team from 0 to over 1,000 globally, leading expansion into enterprise, government, and international markets. Ron previously held senior sales roles at Cloudera and IBM, bringing deep experience in data and AI infrastructure. His tenure at Databricks has been defined by hypergrowth, multi-product adoption, and world-class GTM execution. Agenda for Today: 00:04 – The Databricks Origin Story: Ali, Ben Horowitz & 7 PhDs 00:08 – Ali vs JPMorgan: Turning Down $10M to Stay Cloud-First 00:13 – Prospecting Day: How Ron Scaled the GTM Culture 00:16 – Why Databricks' Pricing Model Was Its Secret Weapon 00:19 – Enterprise vs SMB: The Risky Bet That Paid Off 00:23 – From $2M to $13M ARR: How Ron Built the First Sales Engine 00:29 – Can AI Replace Salespeople? Ron's Brutally Honest Take 00:36 – How to Get Your First Million-Dollar Rep (and Keep Them) 00:42 – The Culture Secret Behind Scaling to 5,000 Sales Reps 00:45 – Why Databricks Waited Until $500M ARR to Go International 00:52 – What Makes a Great Sales Meeting? Ron's Gold Standard 00:58 – The Snowflake Wars: Why Ron Says Databricks Is 5 Years Ahead  

If you're only showing up in one place, you're not showing up at all, which is why top sales reps are making multi-channel prospecting a priority and leveraging LinkedIn to get ahead.  "The reality of buying and selling is that everyone has different preferences, and as a salesperson, we need to use as many tools as possible. If you are only making calls or sending emails, you're missing [prospects] that don't answer calls or reply to emails," says Daniel Disney, one of the world's leading social selling experts and founder of The Daily Sales. In today's sales landscape, understanding and navigating the "Prospecting Maze" is no longer optional—it's essential. The Prospecting Maze: Why Single-Channel Fails The modern buyer isn't linear. They don't follow a step-by-step funnel. Instead, they're zig-zagging across digital touchpoints: social feeds, emails, websites, calls, review sites, podcasts, webinars, and peer referrals. A prospect might first see your company mentioned in a LinkedIn comment, hear about you from a colleague, get a cold call later that week, and convert after reading third-party reviews.  This is where multi-channel outreach gives you a powerful edge. And in the world of B2B, LinkedIn often becomes your competitive advantage. Why Using LinkedIn in Your Multi-Channel Prospecting Works Among your core outreach tools—phone, email, social—LinkedIn stands out. It doesn't replace cold calling. It reinforces it. Used strategically, it extends your credibility, warms up cold conversations, and drives responses other channels can't. Here's what makes LinkedIn a powerhouse in your multi-channel approach: Professional Credibility: A strong LinkedIn presence builds instant trust. Prospects see who you are, what you've done, and how you show up in your industry. Deep Prospect Insights: LinkedIn offers unmatched visibility into a buyer's job history, interests, content, and network. That context powers personalization that cuts through the noise. Soft-Touch Engagement: You don't have to push. LinkedIn allows you to comment, share, and message in a way that builds rapport, without asking for time or commitment right away. Message Amplification: Your posts and interactions can reach 2nd- and 3rd-degree connections. That passive visibility compounds your prospecting efforts. The LINK Framework: Your Multi-Channel Prospecting System You don't need to spend hours scrolling LinkedIn. In fact, you can see results in just 15 focused minutes a day — if you have a plan. That's where the LINK Framework comes in. It's a repeatable system for integrating LinkedIn with your outreach strategy and making every touchpoint count. L – Leverage LinkedIn for Insight Your first call sets the tone. Before you pick up the phone, use LinkedIn to gather quick intelligence such as your prospect's role, recent posts, company news, and shared connections. Example Cold Call Opener: “Hi [Prospect Name], this is [Your Name] with [Your Company]. I'm calling because I saw [Your Company] recently [published an article on X / celebrated a milestone / hired new talent], and it made me think about how other leaders in [their industry] are grappling with [specific problem that your solution solves].” I – Integrate Channels with Purpose Don't silo your outreach. Each touch should build on the last, referencing LinkedIn in your emails, following up calls with connections, and weaving consistent messaging across every interaction. Example Touch Pattern: Touch 1: Phone call + voicemail Touch 2: Immediately after your call, send a LinkedIn connection request Touch 3: Email referencing LinkedIn or voicemail Touch 4: Comment on their recent post or share a relevant industry article Touch 5: Second phone call Touch 6: LinkedIn message with relevant insight or asset N – Nurture Through Engagement Your prospects see who shows up. Stay in their world by regularly interacting with their content.

What would make a top sales rep walk away from a $250k career to chase a whisper she couldn't ignore?In this episode of Look What She Built, I sit down with the incomparable Melissa Bauknight, former corporate sales leader turned sacred business catalyst and founder of The Nova Global, a growing constellation of communities for soul-led women who are rewriting the rules of leadership and success.We explore Melissa's decade-long journey from closing deals in corporate boardrooms to co-creating sacred business circles in Tulum. What started as a nudge of curiosity became a full-blown movement helping women integrate strategy with soul, trust their inner knowing, and create communities rooted in values, not transactions.In this conversation, we talk about:Leaving a high-paying sales career to travel South America and start freshHow Melissa built The Nova Global from the ground up, and how ChatGPT played a role in naming itWhy so many women are craving depth, not just networkingThe role of the sacred feminine in business (and how we're all relearning what power really looks like)What to do when you're in the messy middle of change and don't know what's nextPractical tools to reclaim your voice and reconnect with your purposeWhether you're in transition, dreaming of something more, or ready to lead with your whole self—this episode will remind you that you're not lost, you're remembering.Contact Information:Explore Nova Constellations or request a chapter in your city: The Nova | A Global Women's CommunityConnect with Melissa: Website: https://www.instagram.com/melissa_bauknight/Loved this episode?Share it with three women who need to hear it, and leave us a review so more soul-led leaders find the show.

In this episode of the East Coast Elite series, we sit down with Brian Trowbridge, VP of Sales at FireHydrant, to explore the brutal truths of startup life. From making high-stakes decisions with limited runway to navigating board dynamics and founder alignment, Brian unpacks what it really takes to succeed in an early-stage company. We dive deep into how he evaluated FireHydrant before joining, what he looks for in founders and boards, and how sales leaders should think about burn rate, valuations, and growth expectations. If you're in sales and considering a startup role, this episode is a must-watch.  

How do you build a sales culture where top performers are empowered and poor performers are not protected? In this episode, CJ is joined by Daniel Lentz, whose career has spanned sales, taking an e-commerce platform public during a global pandemic, and, interestingly, seminary. Daniel Lentz is the CFO of BigCommerce and an expert in designing comp plans that work. In this episode, he breaks down his approach to this and how to avoid the pitfalls that can easily discourage your salespeople. He explains how to align sales and marketing efforts, touching on multi-touch attribution models, before discussing why he focuses on input metrics over output metrics. The conversation covers the importance of having an operator-first mindset, the skill of having a BS detector, the challenges of navigating macroeconomic factors, the role of mentorship, and why teaching your team how the company actually makes money is the ultimate unlock.—LINKS:Daniel Lentz on LinkedIn: https://www.linkedin.com/in/daniel-lentz-5ba8134/BigCommerce: https://www.bigcommerce.comCJ on X (@cjgustafson222): https://x.com/cjgustafson222Mostly metrics: RELATED EPISODES:Customer-First Finance: PagerDuty's Secret to “Small” Public Company Success — —TIMESTAMPS:(00:00) Preview and Intro(02:28) Sponsor – Brex | Aleph | RightRev(07:04) Daniel's Unconventional Career Arc(11:40) Being an Operator-First CFO(14:05) The Skill of Having a Good BS Detector(15:45) Sponsor – Navan | NetSuite | Pulley(19:16) Why People Make Things Sound More Complicated Than They Are(21:33) Transitioning From a Top Sales Rep to a Top Sales Leader(24:46) Daniel's Philosophy When Designing Comp Plans(28:53) A Hot Take on Capping Big Deals(35:01) Onboarding Great Sales Leaders(38:17) Multi-Touch Attribution Models(42:36) How Finance Can Reduce Sales Versus Marketing Turf Wars(44:52) The Metrics That Matter: Input Versus Output(47:30) Misdiagnosing Problems in SaaS Go-to-Market Models(49:00) Why Benchmarking Can Be Misleading(51:06) How Small Companies Can Compete With Big Companies(52:22) The Power of Explaining to Employees How the Company Makes Money(55:56) Why Daniel Doesn't Want Employees To Be Distracted by the Macro(57:19) Explaining Rational Interest Rates to Employees Under 30(59:24) How Mentorship Has Influenced Daniel's Career(1:01:12) Advice for Taking Investor Advice(1:03:04) Long-Ass Lightning Round: A Big Career Mistake(1:04:51) Advice to Younger Self: Careerism Is a Trap(1:06:49) Finance Software Stack(1:10:32) Craziest Expense Story—SPONSORS:Brex offers the world's smartest corporate card on a full-stack global platform that is everything CFOs need to manage their finances on an elite level. Plus, they offer modern banking and treasury as well as intuitive expenses and accounting automation, bill pay, and travel. Find out more at https://www.brex.com/metricsAleph automates 90% of manual, error-prone busywork, so you can focus on the strategic work you were hired to do. Minimize busywork and maximize impact with the power of a web app, the flexibility of spreadsheets, and the magic of AI. Get a personalised demo at https://www.getaleph.com/runRightRev automates the revenue recognition process from end to end, gives you real-time insights, and ensures ASC 606 / IFRS 15 compliance—all while closing books faster. For RevRec that auditors actually trust, visit https://www.rightrev.com and schedule a demo.Navan is the all-in-one travel and expense solution that helps finance teams streamline reconciliation, enforce policies automatically, and gain real-time visibility. It connects to your existing cards and makes closing the books faster and smarter. Visit https://navan.com/runthenumbers for your demo.NetSuite is an AI-powered business management suite, encompassing ERP/Financials, CRM, and ecommerce for more than 41,000 customers. If you're looking for an ERP, head to https://netsuite.com/metrics and get the CFO's Guide to AI and Machine Learning.Pulley is the cap table management platform built for CFOs and finance leaders who need reliable, audit-ready data and intuitive workflows, without the hidden fees or unreliable support. Switch in as little as 5 days and get 25% off your first year: https://pulley.com/mostlymetrics.#SalesComp #SalesCompPlan #InputMetrics #SalesCulture #SalesLeaders Get full access to Mostly metrics at www.mostlymetrics.com/subscribe

In this episode of Home Business Profits, Ray Higdon unveils a three-step framework to help struggling sales reps become top earners. He stresses the importance of instilling hope in team members by sharing stories of overcoming adversity. He cites 'Psycho-Cybernetics' as a key resource for this. Ray then discusses the importance of providing simple steps for reps to follow and the power of consistent encouragement. This approach aims to boost performance and happiness within an organization.   ——

In this episode of Home Business Profits, Ray Higdon shares valuable strategies for coaching underperforming sales reps across different industries, including network marketing. He covers Jack Welch's philosophy on mentoring versus firing and offers insights on maintaining a positive culture within the organization. Ray emphasizes expressing gratitude, understanding individual desires, and praying for guidance. Additionally, he explores the distinction between managing salaried salespeople and network marketers and discusses how to provide effective support tailored to each group. Throughout the episode, Ray also reflects on personal experiences and offers practical tips for leaders.   ——

Join Verideal co-founder Donny Hackett and Army veteran Jason Thompson for an inspiring conversation on transformation, grit, and reinvention. Donny reflects on his time in the Coast Guard, the challenges of civilian life, and his unconventional pivot from wine sales to tech. Now, he's driven by a mission to empower every employee in their career journey and talks about Verideal, creating a platform that allows each employee control over their professional careers. Starting with Sales Reps. Reps will be able to have customer verification for each deal they have closed. This episode is a deep dive into personal growth, veteran resilience, and building a business with meaning.https://www.verideal.io/

What happens when data-driven decision-making meets the chaos of tariffs, AI disruption, and a retiring workforce?In this episode, Kevin Brown and Tom Burton sit down with Mark Gilham of Enable to unpack the big shifts impacting manufacturers, distributors, and the global supply chain.From trade policy to pricing strategy, sales transformation to skilled labor shortages, this wide-ranging episode explores how wholesale leaders can future-proof their organizations using AI-enabled tools, smarter rebate programs, and cross-functional data insights, all while staying resilient in an evolving economy.What You'll Learn:Why most distributors are absorbing, not passing on, the full impact of tariffsHow intelligent rebate management creates agility in pricing without damaging trustThe rising importance of contextual data and why Ralph the “institutional memory” employee matters more than everWhy skilled labor shortages may delay reshoring and how automation both helps and complicates thisWhat B2B buyers really want from your sales teamEpisode Highlights:03:22 – How the podcast was born from a LinkedIn Live experiment12:41 – Mark Gilham on why clean rebate data changed everything25:07 – Are tariffs really driving up prices? A look beneath the macro data33:50 – Why “Ralph” is the key to contextualizing data for AI systems46:18 – Robots vs. the trades: The future of skilled labor in reshoring1:06:02 – How to evolve your brand value and CRM strategy for B2B buyers1:19:33 – Change management as the #1 success lever in digital adoption

How many times do you actually attempt to reach out to a prospect before you give up? On the Sales Gravy Podcast, Jessica Stokes calls out a common sales reality when prospecting: “We all know the average salesperson typically stops after three, maybe four attempts before moving on. We assume they're not interested. We want to find a juicier lead.” This common behavior defines The 3-Call Fallacy—the flawed belief that if someone doesn't respond after a few tries, they're not interested. It's where you probably tap out and tell yourself you've done enough. You haven't. Persistence is key.  Why Salespeople Quit Prospecting Too Early The premature retreat from prospecting isn't about laziness; it's rooted in fundamental misconceptions and fear. The Fear of Being Annoying The most common excuse? “I don't want to be a pest.”  You leave a voicemail, send an email, maybe try LinkedIn, and then you back off. You tell yourself you're giving them space. But your prospect doesn't remember you. When you're looking at your CRM thinking, "This is my sixth attempt—I'm going to tick this guy off," your prospect likely has no idea who you are. To them, today's call feels like the first time you've reached out. The Momentum Killer Spacing out your touchpoints destroys any traction you might have built. Waiting a week—or worse, a month—between messages forces you to restart every time. That familiar name? Forgotten. That compelling message? Gone. Momentum is built with consistency. Familiarity breeds trust, but only if you stay in front of them long enough to become familiar. The 4 Steps of Building a Fanatical Prospecting Sequence The fix? Being fanatical about sequencing.  It's about consistent, well-timed, multi-channel outreach that keeps your message fresh and front of mind. Stay Consistent: Don't let more than a few days pass between touchpoints. Regular rhythm creates recall. Think of it like a steady drumbeat—not a one-time boom. Use Multiple Channels: Your prospect may ignore emails but answer LinkedIn. Or they may screen unknown numbers but reply to a personalized video. Use all the tools available: Phone calls Emails LinkedIn messages Video messages Direct mail (for high-value prospects) Track Your True Attempt Rate: Most reps overestimate their persistence. Implement a rigorous tracking system, whether in your CRM or a simple spreadsheet, to log every single touchpoint. Reframe Your Mindset: You're not bothering people—you're offering help. If you believe in your product and know it can solve their problems, persistent outreach is a service, not a nuisance. The Prospecting Challenge Ready to put this into action? Take 20-50 leads and run a sequence over the next 30-45 days. Make contact attempts every few days using multiple channels. Track your progress. You'll likely discover: Responses after 8, 10, even 12 attempts. Prospects saying things like "I'm glad you reached out again" or "I was thinking about calling you back." Booked appointments you never would have gotten with the traditional 3-call approach. 3 Common Personal Objections (And Why They're Wrong) This is where self-sabotage shows up. Let's break down the common excuses: "I don't want to be annoying." Your prospect deleted your voicemail in 10 seconds. They're not sitting there with a map of all your attempts, getting angrier with each one. "If they were interested, they would have called back." People are busy. Interest doesn't always translate to immediate action.  "I need to focus on warmer leads." Every lead starts cold. The difference between a cold lead and a warm lead is often just consistent, value-driven follow-up. You make them warm. The Discipline Factor: Every Attempt Counts Just like you can't run a 10K after one day of training, you can't expect immediate results from prospecting. It's a cumulative effort that builds momentum over time.

In dieser Folge erzähle ich (Jiri Siklar) dir meine echte Geschichte: Vom Außenseiter mit Angst vorm Telefon zum Nr 1 Software Sales Rep in ganz Europa. Du lernst: 1) Welche Muster erfolgreiche Sales Reps wirklich erkennen müssen, 2) Warum die meisten im SaaS- und Software Sales scheitern, 3) Wie du mit System und Struktur deine Win-Rate verdoppelst. Ressourcen: zur Software Sales Formula: https://www.softwaresalesformula.com kostenlosen Termin buchen: https://2ly.link/24kPi WhatsApp Gruppe: https://chat.whatsapp.com/Dkw26T32xdNBGSVTLfLoro  Kickscale: Kickscale Extended Free Version: https://2ly.link/1zdl4  Timestamps: (0:00) – Meine Geschichte (2:00) – Außenseiter zum Top Seller  (5:00) – Die ersten Cold Calls: Angst, Fehler und Aha-Moment (8:00) – Mein Sales System: Muster, Frameworks & Struktur (11:00) – Amazon & MongoDB: Von der Komfortzone zur Champions League (15:00) – Zweifel & der mentale Shift (18:00) – Kraftsport, Eisbaden & Sales Performance (21:00) – Warum System wichtiger ist als Talent (24:00) – Mein größtes Learning für dich (27:00) – Outro & Call-to-Action Infos: jiri@softwaresalesformula.com https://www.softwaresalesformula.com 

“How can you help a customer solve their problem if you only sell one thing?” This week, Tim has a Podcast first with four guests from Newfoundland after the Compact Appliances Trade Show in New Brunswick Canada. Inspired by a captivating late night conversation, Tim brings together Peter Parsons, owner of The Tin Man, Adam Hunt, owner of The Wood Shed, Tim Brake, owner of Brakes Heating, and Kim Davis, Sales Rep for Compact Appliances to discuss the hospitality, community, and “scrappiness” of the hearth industry in Newfoundland. The group discusses: The importance of the industry staking the claim on energy efficiency and a proactive approach to addressing efficiency standards. Clearly listing and discussing the operational costs of appliances. What Newfoundland can show the rest of the industry and what makes them truly unique in the terms of diversity, independence, versatility, and opportunity. How prioritizing service over sales plays into continuing to grow a strong customer base. Check out the Traeger belt referenced in this conversation: https://www.facebook.com/100063798490735/videos/1520407712063775 ------ Become a supporter of The Fire Time Network and get access to awesome rewards: ⁠⁠⁠⁠⁠⁠⁠https://itsfiretime.com/join⁠⁠⁠⁠⁠⁠⁠ To hear more audio articles from our magazine, subscribe to the Fire Time Magazine Podcast: ⁠⁠⁠⁠⁠⁠⁠https://www.itsfiretime.com/magazine⁠⁠⁠⁠⁠⁠⁠ Read The Fire Time Magazine Reader Edition online: ⁠⁠⁠⁠⁠⁠⁠https://magazine.itsfiretime.com⁠⁠⁠⁠⁠⁠⁠ Download The Fire Time Magazine app to get full access to the magazine (for free): ⁠⁠⁠⁠⁠⁠⁠https://www.itsfiretime.com/app⁠

If you live in Barranquilla, its business scene is changing fast and there is a wealth of new job openings coming up for sales development representatives that can speak English as well as Spanish.More information is available at https://www.ttecjobs.com/en/search-jobs/Barranquilla%2C%20Atl%C3%A1ntico/44028/4/3686110-3689436-3689152-3689147/10x96854/-74x78132/50/0 TTEC City: Greenwood Village Address: 6312 S. Fiddler's Green Circle Website: https://www.ttecjobs.com/en

Have you ever wished you could clone your best sales rep? Imagine having a team member who never sleeps, never takes vacation, and consistently delivers your perfect pitch to prospects 24/7. Sounds too good to be true, right? The challenge facing most business leaders today isn't just about growing their sales - it's about scaling their team's expertise and maintaining quality customer relationships while expanding their reach. Traditional solutions like hiring more staff or implementing basic chatbots often fall short, leading to inconsistent experiences and missed opportunities. That's why I'm thrilled to introduce today's guest, Natalie de Groot, who's revolutionizing how businesses approach AI-powered customer engagement. As the founder of Authentic AI Marketing and a pioneering AI Marketing Strategist, Natalie has been helping businesses optimize their strategies since 2009. But it was her groundbreaking work with AI-powered brand representatives that really caught my attention. Natalie has worked with countless businesses across the US, Canada, and UK, showing them how to leverage AI to scale their operations while maintaining that crucial human touch. She's not just talking theory - she's actually created and implemented AI-powered representatives that are transforming how businesses engage with their customers. Today, she's here to share her insights and practical strategies that you can implement in your business. The AI Hat Podcast host Mike Allton asked Natalie de Groot about: ✨ 24/7 Brand Consistency - AI representatives ensure your brand message and values are consistently delivered across all customer touchpoints. ✨ Scalable Expertise - Strategic implementation of AI representatives allows businesses to multiply their team's impact without sacrificing quality. ✨ Human-AI Collaboration - Success comes from properly balancing AI capabilities with human oversight and intervention points. Learn more about Natalie de Groot Connect with Natalie de Groot on LinkedIn Resources & Brands mentioned in this episode Authentic AI Marketing Chris Carr AI Bootcamp Redefining Brand Strategy: AI Tools for Businesses of All Sizes with Ruheene Jaura AI Work Buddy AI Primer: A Comprehensive Guide Explore past episodes of the The AI Hat Podcast podcast CHAPTERS: 00:00 Empowering Employees with AI 00:59 Introduction to The AI Hat Podcast 02:08 Meet Natalie de Groot: AI Marketing Pioneer 04:12 Natalie's Journey into AI 05:14 The Evolution of Nat GPT 06:47 AI Personas and Their Applications 11:37 Advanced AI Strategies and Use Cases 23:52 Leveraging AI for Brand Building 25:19 Creating an AI Work Buddy 32:32 The Importance of Clean Data 36:53 Training Teams to Work with AI 39:23 Future of AI in Business 41:51 Conclusion and Final Thoughts SHOW TRANSCRIPT & NOTES: https://theaihat.com/how-smart-business-leaders-are-creating-ai-sales-reps-that-never-sleep/ Start your AI journey with the AI Marketing Primer. Brought to you by The AI Hat - Get Your AI On. Interesting in sponsoring an episode? Learn more here. AI Training for Business Leaders & Teams: https://theaihat.com/ai-training-for-business/ Powered by Magai - why choose one AI tool when you can have them all? And Descript, the magic wand for podcasters. Produced and Hosted by Mike Allton, AI Consultant & Trainer at The AI Hat, where he's tirelessly helping businesses and marketers get ahead of the AI Revolution and apply advanced technologies to their roles. He's spent over a decade in digital marketing, bringing an unparalleled level of experience and excitement to the fore, whether he's delivering a presentation or leading a workshop. If you're interested in helping business owners with AI in an upcoming episode, reach out to Mike. Powered by the Marketing Podcast Network. Learn more about your ad choices. Visit megaphone.fm/adchoices

Lightning Round: Top 10 Qualities of a Successful Sales Professional Question: Steve from Atlanta GA asks, “I am a senior executive in a large manufacturing corporation, I handle the Eastern Region. We are struggling with our sales people, more than 40% are not hitting quota. We just redid our sales training, but wondering if you have any thoughts.” Book: Hire Right, Fire Less by Kelly Riggs  

Lightning Round: Top 10 Qualities of a Successful Sales Professional Question: Steve from Atlanta GA asks, “I am a senior executive in a large manufacturing corporation, I handle the Eastern Region. We are struggling with our sales people, more than 40% are not hitting quota. We just redid our sales training, but wondering if you have any thoughts.” Book: Hire Right, Fire Less by Kelly Riggs  

Bryan Charlton joins the show to break down how great reps spot deal risks early and keep momentum all the way to close. He shares real examples, practical tactics, and the mindset his team uses to win complex deals.

Are you losing deals and not even realizing why? Bryan Charleton (Sales Manager @ Otter.ai) shares the two most critical moments in the sales process where deals are either won—or fall apart: 1️⃣ The first discovery call: Learn how elite reps build trust from the first question and become indispensable to buyers. 2️⃣ Stakeholder coverage: Stop going single-threaded. We show you how to cover all the right personas—IT, business leaders, and end users—to close airtight deals. RESOURCES DISCUSSED: ⁠⁠Join our weekly newsletter⁠⁠ ⁠⁠Things you can steal⁠⁠ ⁠⁠Save $50 on any 30MPC course⁠⁠ with code “PODCAST” ⁠⁠Free Sales Templates, Scripts and Guides

Jordan Chavez shares a proven coaching framework to unlock what motivates your reps, build targeted skill plans, and dig deep with the ‘5 Whys' to fix what's really holding them back.

Want to steal my Objection Handling Cheat Sheet? ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Click here. ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠In this episode, we discuss the integration of AI tools in door-to-door sales, emphasizing how they can enhance sales strategies and efficiency. We introduce various AI tools, including ChatGPT and Manus, and explains how they can be utilized for research, follow-ups, and improving sales techniques. The conversation highlights the importance of maintaining a human connection in sales while leveraging technology to optimize performance.Hope you enjoy. Connect with Tyler Evertsen: ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Instagram⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ | ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠tryd2dsales.com⁠⁠⁠⁠

Kyle Norton is the Chief Revenue Officer at Owner.com, where he scaled revenue from $2M to $40M ARR in under 3 years while selling to one of the toughest markets: SMB restaurants. Before Owner, Kyle led sales at Shopify, where he helped architect one of the most operationally elite GTM orgs in SaaS.  Agenda: 00:00 – From Shopify to $40M ARR at Owner.com 06:40 – Why Founders Who Skip Sales Get Burned 11:50 – 90% Inbound, Then 70% Outbound — And Why Neither Is Enough 17:40 – How to Use AI in Sales to Massively Increase Outbound 24:30 – BDRs Don't Get Paid for Demos. Only Closed Revenue. 30:50 – The 3-Part Sales Scorecard That Replaced My Gut 36:20 – I Posted a Job on LinkedIn and Got 1,200 Applicants 42:15 – I Fired a Rep on Day 11. Here's Why. 49:40 – We Don't Do Pipeline Reviews. The Secret... 55:00 – The One Call Close Script That Wins in 99% of Cases 1:03:10 – Why YouTube Is Our Underrated Growth Weapon 1:14:30 – Sales Is a Personal Development Exercise Disguised as a Career 1:20:45 – The Night We Closed Until 1AM and Hit the Number  

Some people think they can get away with shoplifting just by loading a bunch of stuff into a cart . . . and pushing it through the front door. But this guy put a little more creativity into it. That's why it's a Setting the Bar story! Source: https://www.wfmj.com/story/52806381/posing-as-company-rep-warren-man-accused-of-dollar4k-shoplifting-attempt-at-austintown-home-depot

You may price a job for two years just to get the chance to build it."That's the brutal reality Trey Darnell shared about construction sales today.In today's episode of Bricks & Bytes, we had Trey Darnell, Director of Sales at Ediphi, and we got to learn about why construction tech sales is completely broken, how most salespeople get it wrong, and why the industry desperately needs a new approach... and many more!Trey went from writing user guides on construction sites to becoming a sales leader at one of the hottest pre-construction tech companies. His journey reveals hard truths about our industry.Tune in to find out about:✅ Why 90% of construction salespeople fail at their job ✅ The hidden cost of pricing jobs for years without winning them ✅ Why platforms are becoming "jack of all trades, master of none" ✅ How to sell construction tech without being another annoying vendorThis episode will change how you think about buying and selling construction technology.Listen now on Spotify and let us know what you think in the comments.---------------Chapters# Chapters00:00 Intro00:03:00 Introduction and Background of Trey Darnell00:06:02 Challenges in Construction and BIM Advocacy00:08:50 Transition to Construction Tech and PlanGrid Experience00:12:10 Sales as a Consulting Approach00:15:14 Joining Edify and the Evolution of Pre-Construction Solutions00:20:58 Go-to-Market Strategy for Edify00:27:01 Building Relationships and Understanding Client Needs00:33:07 Understanding Time to Value in Construction Tech00:37:01 Successful Go-to-Market Strategies00:41:10 Sales Cycle Dynamics and Compression Strategies00:46:38 Navigating Small vs. Large Accounts00:52:02 Pricing Strategies and Negotiation00:54:29 Traits of Successful Salespeople in Construction Tech00:57:36 Gaining Experience in the Construction Industry00:59:13 Advice for Newcomers in Construction Tech Sales01:00:41 When to Hire a Sales Leader

Courtney Turich shares the journey of Cooler Heads, the startup behind a scalp cooling device that helps chemo patients keep their hair and dignity.   From early challenges to reaching over 100 infusion centers, she reveals how awareness, advocacy, and social media-fueled their growth.   We explore the emotional impact of scalp cooling, the barriers to oncologist adoption, and the company's commitment to patient education.   Courtney also offers career advice for breaking into medical sales, thriving in startups, and leading with purpose.   This is a must-listen for anyone who wants to build a mission-driven career, create a real impact in healthcare, or understand what it takes to grow a successful medical startup.   Connect with Courtney: LinkedIn Connect with Me: LinkedIn   Love the show? Subscribe, rate, review, and share! Here's How » Want to connect with past guests and access exclusive Q&As? Join our EYS Skool Community today!

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In this episode of the Goats of Growth, candidate 3 shares his unique journey from a technical background in computer science to a successful sales career. He discusses the challenges of transitioning from a sales engineer to a full sales role, the importance of mentorship, and how he adapts to the ever-changing landscape of sales, particularly with the rise of technology and AI. He emphasizes the significance of daily habits, continuous improvement, and the need to believe in the products one sells. Finally, he also reflects on his motivations for pursuing a career in sales and offers valuable advice for aspiring sales professionals. What to expect and when: 00:00 Introduction to the Goats of Growth 00:40 Candidate Background and Sales Journey 03:10 Transition from Sales Engineer to Sales Rep 04:38 Finding Your Zone in Sales 06:10 Learning from Mentors and Peers 08:46 Measuring Growth and Overcoming Challenges 09:54 Adapting to Technology and AI in Sales 11:12 Seeking Insights for Success 12:56 Advice for Aspiring Sales Professionals 13:47 Daily Habits for Sales Success 15:15 Ideal Job Description and Compensation Expectations 18:01 Motivation for a Career in Sales 21:13 Current Motivations and Future Aspirations

Want to leave me a Question for next quarter's AMA episode (OR leave me a little podcast love note)?! CALL IN TO THE ‘BUYER HOTLINE' HEREIntroducing… the very first Buyer Hotline Episode! Answering YOUR questions on product collections, pitching retailers & working with sales reps.If you grew up in the late 80s/early 90s, you know that calling a hotline was the ultimate thrill. Radio contests, cheesy infomercials, you name it. Fast forward to 2025, and we're bringing those hotline vibes straight to your earbuds - but product based business edition. I opened up the line to you - my Buyer Insiders - and you delivered some amazing voice questions. I'm answering them LIVE on the podcast today, covering:How to actually build a strategic product collection (beyond just throwing products on Faire)How to confidently make the ask with retailers (without feeling like an awkward sales robot)And... should you work with a sales rep? How do you even know if it's the right time?This episode is packed with actionable advice because you deserve wholesale strategies that actually move the needle - without the guesswork or burnout.So let's dive into the very first Buyer Hotline!What you'll learn:Why curation and "reason for being" matters more than ever when launching a product collectionA simple DM script to pitch retailers without feeling salesyHow to vet a sales rep (and why a bad one could mess with your brand reputation)Why "failed" promotions or ideas might just be the best thing for your business growthHow to plan your next product collection strategically, not emotionallyEpisodes referenced:Episode 81: When (and How) to Launch a Product CollectionEpisode 82: Understanding the Product Lifecycle to Boost Your ProfitabilityEpisode 59: A Wholesale Buyer Outreach Strategy That Actually ConvertsCONNECT FURTHER WITH KRISTIN!Want to leave a Question to air on the podcast (OR leave a little podcast love note)? CALL IN TO THE ‘BUYER HOTLINE' HEREListen to the private podcast series UNLOCKING FAIRE - Get instant access HEREReady to scale on Faire? Check out The Faire BootcampWebsite: kristinfishercoaching.comInstagram @kristinfishercoachingContact: hello@kristinfishercoaching.com

On this episode of the Village Well Podcast, we sat down with Dave Ehrlich, a Sales Rep from the book publisher Chronicle Books. We talked about the publishing world and exciting new releases for 2025.Dave's Picks for 2025:100 Afternoon Sweets by Sarah KiefferOne Week in January by Carson EllisTaste In Music by Luke Pyenson and Alex BleekerPalace Costume by Mimi HaddonThey Hold the Line by Dan Paley and Molly MendozaA Fearless Eye by Barbara Ramos, Sally Stein, and Steven HellerThe Village Well Podcast is brought to you by Village Well Books & Coffee⁠⁠⁠⁠⁠⁠ in downtown Culver City, CA. Each episode, we interview authors and readers about books that capture our imagination. New episodes every Wednesday.If you'd like to get in touch, you can email us at ⁠⁠⁠⁠⁠podcast@villagewell.com⁠⁠⁠⁠⁠.If you love the show and want us to keep creating, please consider subscribing on YouTube or leaving us a review wherever you listen!

Most people think being CEO means having all the answers. James Thornton would say it means knowing when to shut up and listen.James is the CEO of Intrepid Travel – the world's largest adventure travel company and a certified B Corp that's been walking the talk for decades – but he didn't start at the top. Nearly 20 years ago, he applied for a job at Intrepid, got rejected, and eventually got his foot in the door as a sales rep. Since then, he's worked his way up to the CEO role, crediting his rise to listening, learning, and communicating even when it's uncomfortable. Now, under his leadership, Intrepid is on track to hit $800 million in revenue, but James believes the real key to leading a business across seven continents isn't just strategy – it's communication.In this episode, we dive into what it's like leading a company you didn't found, why purpose and profit aren't mutually exclusive, and the leadership style James calls “casual intensity.”Connect with us: Follow The Lazy CEO podcast on Instagram: @thelazyceo_podcast Stay updated with our host, Jane Lu: @thelazyceo Follow James on LinkedIn: James Thornton Follow Intrepid Travel on Instagram: @intrepidtravel Hosted on Acast. See acast.com/privacy for more information.

Michael Wagman is the Managing Partner and Co-Founder at Nimble Capital Group, a boutique private-equity firm investing in multifamily real estate acquisitions and developments. He also mentors students on how to raise more capital and transform their lives. He is the host of Beyond the Deal, a podcast about mindset, success, and overcoming challenge in life and business. When he's not focusing on real estate Michael is an active music producer in the Dubstep genre, releasing his music on Spotify.RANDY SMITHConnect with our host, Randy Smith, for more educational content or to discuss investment opportunities in the real estate syndication space at www.impactequity.net, https://www.linkedin.com/in/randallsmith or on Instagram at @randysmithinvestorChapters00:00 Introduction to Michael Wagman and Market Insights03:33 Michael's Journey: From College to Real Estate07:04 The Transition to Sales and Entrepreneurship09:58 Building a Real Estate Portfolio and Lessons Learned12:46 Current Ventures and Future Plans21:19 The Journey to Real Estate Success29:00 Transitioning to Development Projects37:24 Advice for New Investors and Resources46:38 outro SummaryIn this episode of the Gentle Art of Crushing It podcast, host Randy Smith interviews Michael Wagman, co-founder of Nimble Capital. They discuss Michael's journey from being a digital nomad to building a successful real estate portfolio focused on multifamily development. Michael shares insights on the current market cycle, his experiences in sales, and the importance of systems in business. He also talks about his future plans in real estate development and offers advice for new investors.Keywordsreal estate, multifamily, investment, capital raising, entrepreneurship, market trends, personal growth, sales experience, development projects, passive income

Colton Medlin reveals how his experience as a Ferris Mowers sales rep paved the way for launching his own dealership in Newton, NC—selling top-tier equipment, servicing the community, and chasing the dream of building a mower empire from the ground up.

In this episode, we're joined by Ken Akers, Partner at Midwest Sleep—manufacturers of trusted mattress brands Restonic and Spring Air. With over three decades in the mattress industry, Ken shares his incredible journey from starting out as a Sales Rep to becoming an Owner and Partner. We dive into his career evolution, the lessons he's learned along the way, and what it takes to build a lasting legacy in a competitive market. Whether you're in the sleep industry or just love a good entrepreneurial story, this episode delivers insight, inspiration, and a behind-the-scenes look at what it takes to thrive in business over the long haul.

Ross from Houston faces a common challenge in channel sales: how do you create brand preference for your product when you're selling through distributors who carry multiple competing lines and competitors who undercut your price? His company builds industrial dust-collection equipment and ducting, but they don't sell direct—meaning they rely heavily on distributors, contractors, and engineers to choose their brand over cheaper alternatives. Below, you'll find key insights on how to drive more “pull-through” sales to your channel partners and convince every stakeholder—from designers to installers—to pick your product. Why Pull-Through in Channel Sales Matters When you sell through distribution, you lose a lot of direct control. Your product is on the shelf (literally or figuratively) alongside competitors, and the distributor or contractor can often steer buyers toward any brand they choose. Pull-through happens when the end user, contractor, or engineer specifically requests your brand—making your distributor the middleman who fulfills the preference you created. Educate & Collaborate With Specifiers Ross' sales team already does lunch-and-learn sessions with engineering firms. Those engineers create the specs that contractors must follow, so if your product is “baked in” early, that's a massive advantage later when the contractor goes shopping. But the real test comes when the contractor or installer sees a cheaper alternative on the distributor's line card. Key Steps: Educate engineers on the deeper value and functionality of your product, so they'll insist on it in their specs. Collaborate with contractors. Even if they're not the final decision-maker, they can heavily influence whether your premium line or a cheaper knockoff is chosen. Brand Preference vs. Price Objections The toughest hurdle for a premium brand is the classic price objection. If the competitor's line undercuts you, how do you prove your extra value? Unearth the Real Cost of Going Cheap. Show specifiers and end users the Total Cost of Ownership—that cheaper or less-robust solutions can lead to higher maintenance, safety issues, or inefficiencies down the line. Highlight Success Stories. Gather testimonials or case studies from buyers who saved time, boosted reliability, or lowered total cost of ownership by choosing your brand. Create Tools and Guides. Develop clear documentation or ROI calculators that help buyers see beyond sticker price—especially useful if the distributor's rep isn't fully equipped to present your value. Dealing with the Distributor as a Gatekeeper You can do all the contractor or engineer training you want, but if the distributor's inside salesperson steers a buyer to a cheaper product, you still lose. That's why building the distributor relationship is non-negotiable. Action Items: Train the Distributor's Sales Reps. Show them exactly how to pitch your brand's advantages, from installation ease to long-term reliability. Reward Them for Advocacy. If possible, offer spiffs or incentives when they successfully sell your line. In some cases, highlight how your product can reduce their support headaches and returns, making their life easier. Co-Sell on Big Deals. Bring major opportunities to the distributor, or volunteer to go on key calls together. When you help them close deals, they become more loyal to you. Get Proactive and Strategic One pitfall in channel sales is that your rep can become just a “help desk” for the distributor—always fixing problems instead of actively driving new deals. But a proactive approach can turn that support into a competitive edge: Offer On-Site or Virtual Coaching. Whenever the distributor or contractor hits a snag, your rep steps in, demonstrating expertise. This builds trust and brand loyalty. Balance Support with Hunting. While your reps should help,

ACTIONABLE TAKEAWAYS: SPFs for Short-Term Change: Use SPFs to drive short-term behavior changes. Long-term shifts should align with consistent metrics in your "iron square" framework. Strict Holdover Rules: Allow one quarter for closing open opportunities after a territory change if they're past stage two. No exceptions ensure fairness and consistency. The Iron Square: Track rep productivity with win rate, AE-sourced pipeline, total pipeline generation, and forecast accuracy, with quota attainment as the central North Star. Customer-First Processes: Avoid letting internal rules disrupt customer experience. Build buffer zones in ROEs and territories to minimize deal handoffs. ELEANOR'S PATH TO PRESIDENTS CLUB: Head of Sales @ Retool Global Head of Commercial Retention & Regional Director of Commercial Sales @ Segment Global Head of Commercial Renewals and Retention @ Segment Head of Customer Success and Solutions engineering @ Clever Inc RESOURCES DISCUSSED: Join our weekly newsletter Things you can steal

Wonderful opportunity as Gill Athletics is searching for two new awesome Servant Leaders to join our growing team. We're looking for the right people to join us as we influence and lead the sports equipment markets. Sports Construction Sales Estimator (click for job description, pay scale, bonus eligibility, and more!)Sales Rep for Gill Athletics T&F Division (click for job description, pay scale, bonus eligibility, and more!)Both positions are based out of our Champaign, Il manufacturing facilities and offices.

Want to steal my Objection Handling Cheat Sheet? ⁠⁠⁠⁠⁠⁠⁠⁠⁠Click here. ⁠⁠⁠⁠⁠⁠⁠⁠⁠"You don't get what you want. You get what you tolerate." - Tony RobbinsIf you listen to this episode, you should end it inspired to become a member of the elite sales reps. You should be tired of playing small and ready to accomplish your true potential. In today's episode, we're going to unlock that fire that takes you from average to elite in D2D sales. By the end of the episode, you'll be committed to a plan of action to creating self-evidence of the sales rep you want to become. Hope you enjoy. Connect with Tyler Evertsen: ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Instagram⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ | ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠tryd2dsales.com⁠⁠⁠⁠

Ishan Mukherjee is the Co-Founder/CEO of Rox, a Sequoia-backed AI-powered sales productivity platform. Before Rox, he was the Chief Growth Officer at New Relic where he scaled the self-serve business from $0-$100M in ARR. Prior to New Relic, Ishan founded Pixie Labs (acq by New Relic). Before that he led product at Siri Knowledge Graph at Apple, Lattice Data (acquired by Apple), Premise Data, and Amazon Robotics. Ishan was also an early engineer in Kiva (acquired by Amazon) where he joined after graduating from MIT. In Today's Episode We Discuss: 04:50 Biggest Lessons Scaling New Relic's PLG to $100M in ARR 05:59 How to Do PLG and Enterprise at the Same Time 07:00 How to do Content in a PLG World 08:50 Performance Marketing or Organic Content: What Works for PLG 10:27 Why You Should Stop Marketing at Events 11:47 Why SEM is a Cartel 14:15 Why Unpaid Design Partners are BS 17:17 How AI Changes the World of Enterprise Sales: Commit-Based vs. Usage-Based  20:49 How to do Sales Compensation Plans 24:44 How to Ramp New Sales Reps 25:03 The Impact of AI on Sales Research 29:18 How to do Deep Customer Research in an AI World 35:56 Changing Spending Patterns in SaaS 41:41 Retention and Churn in Enterprise AI 43:31 The Future of Sales Teams with AI 44:45 Hiring and Scaling Sales Teams 54:28 Quickfire    

All's fair in love and war—and sales. At the end of the day, what really matters is whether the deal closed or if you were left holding the bag.  Did you make quota this quarter? Did you crush your numbers? Or did you fall short? If you missed quota, chances are you played it too safe. You followed the so-called 'best practices'—the ones that average reps cling to. Top performers don't just follow the playbook. They know when to bend the rules, take calculated risks, and do what it takes to win. Be a Pattern Breaker The greatest don't stick to rules and expectations. They forge their own path in a sea of conformity. They constantly reinvent themselves and their practices to push boundaries and find new ways to win. What you won't see is an elite sales rep following the same script day after day and struggling to escape mediocrity. As venture capitalist Mike Maples Jr. put it on this week's Sales Gravy Podcast, “People who are winning are the ones who change the rules and tell people how to think about it.” Now's the time to shake up your own sales routine and adopt the practices of Ultra High Performers. Fanatically Prospect You don't have an option—prospect every day, or get left behind. The pipe is life. If you're not feeding it, you're starving. Fanatical prospectors don't just carve out time—they demand it. Every single day. You make calls, period. Distractions? They don't exist.  But too many sales reps think they need to follow traditional suggestions: Prioritize research over calls; call when you think your prospects will be available; warm leads up with social touches and emails. These “rules” are screaming to be broken. There's no room in sales to avoid cold calling. The telephone is still the single most powerful weapon you have when it comes to selling. Sure, the norm is to hate cold calling, avoid the phone, and send out dozens of emails because it's easy. Rule breakers don't do easy—they're on the phone every day. The best reps value prospecting and know that—even when they're closing deals—they need to be watching out for tomorrow. Mediocre reps make fewer calls, qualify fewer prospects, and close fewer deals. Don't be mediocre.  Ruthlessly Disqualify; Pursue Those Who Will Buy Never waste your time on a prospect who simply won't pull the trigger. There are lots of tire kickers out there who will intentionally or unintentionally waste your time. Recognize early the deals that will never be done. Most sales reps chase every lead because they're told to ‘always be closing.' The best reps break that rule by disqualifying early. Be intentional in your discovery; ask all pertinent questions before spending precious time wooing a lead.  You don't have time to find out weeks down the road that your prospect wasn't the decision maker or that there's no budget for the deal. You can even disqualify before you start prospecting. When generating cold calling lists, zero in on a subset of your market that is most likely to buy—don't squander energy parsing through every single business simply to tell your boss you called everyone.  Jerome, a media rep in Texas, covered all of Austin. Instead of cold calling tens of thousands of businesses, he zeroed in on the ones most likely to be in the market for his services and who could afford them. He weaned out businesses that weren't strictly his target demographic and saved himself thousands of useless calls.  Break the norm by cutting deadweight fast. Play the Long Game  Mediocre reps make useless calls and let the fear of annoying prospects sabotage their follow up game.  Forget the outdated advice about not being ‘too persistent.' Elite pros break that rule and keep showing up until they hear ‘yes' or ‘no.' They bend the rules of social niceties (i.e. don't annoy your prospect) and keep calling, no matter how long it takes. Xant found that 50% of sales happen after the 5th follow-up,

Most entrepreneurs are losing deals—not because of bad products, but because of bad sales strategy. In this conversation, sales expert Jeremy Miner breaks down the #1 mistake business owners make when trying to close clients—and branding expert Kap Chatfield reacts with real-time insights. You'll discover: Why traditional sales tactics don't work in today's market The simple mindset shift that changes everything How to sell without sounding “salesy” What top-performing entrepreneurs do differently Whether you're building a personal brand or scaling your sales team, this is a must-watch breakdown on modern sales psychology and persuasive branding. Subscribe for more content that helps entrepreneurs grow smarter, not harder.

Richard and Kevin go head-to-head in an epic battle of sales tactics, AI hype, and generational warfare. Discover the secret to booking meetings on Discord and why email will never die (no matter how hard we try). And how the future of the top of funnel will begin in Reddit more than Google This episode has it all - don't miss out!

In this short segment of the Revenue Builders Podcast, we revisit the discussion with Parm Uppal, CRO at Benchling, to discuss the critical shift from measuring sales activities to tracking accomplishments. Parm shares insights on setting clear expectations for reps, training them for high-impact meetings, and aligning their daily actions with business outcomes. The conversation explores strategies for reaching economic buyers, adapting to shifting funding landscapes, and simplifying sales execution for maximum effectiveness.KEY TAKEAWAYS[00:00:26] The power of simplifying expectations for sales reps.[00:01:19] Training reps for high-impact meetings to close deals.[00:02:13] Why accomplishments matter more than activity metrics.[00:03:16] Aligning rep performance with business goals using a proven framework.[00:04:52] Adapting to shifts in funding and decision-making authority.[00:05:45] Setting clear expectations: the three-to-four things reps must always know.[00:07:07] Keeping sales execution simple and focusing on small wins.QUOTES[00:01:45] “If we know these are the toughest meetings, we have a duty as leaders to be training reps for them.”[00:02:32] “If you got an EB meeting, chances are you already have a champion. To get a champion, you probably did proper discovery.”[00:04:07] “Are you the chief problem officer, or are you just running deals? Your sales strategy depends on how well you define the problem.”[00:05:45] “I want my reps to wake up and immediately know the three to four things I expect from them—without having to write them down.”[00:07:24] “We keep it simple: What's the biggest red flag in MEDDIC today, and who do we take the Three Whys to?”Listen to the full conversation through the link below.https://revenue-builders.simplecast.com/episodes/data-driven-decision-making-with-parm-uppalEnjoying the podcast? Sign up to receive new episodes straight to your inbox:https://hubs.li/Q02R10xN0Check out John McMahon's book here:Amazon Link: https://a.co/d/1K7DDC4Check out Force Management's Ascender platform here: https://my.ascender.co/Ascender/Force Management is hiring for a Sales Director. Apply here: https://hubs.li/Q02Zb8WG0Read Force Management's eBook: https://www.forcemanagement.com/roi-of-sales-messaging

What are the 3 Questions that the Top Sales Reps always ask? In this episode, Clark passionately discusses effective sales strategies, highlighting the importance of discerning client readiness before initiating a sales pitch, establishing clear agendas for sales calls, and the significant role of permission-based questioning.He meticulously details the need for salespeople to intuitively gauge the client's psychological state and preparedness to actively participate in sales interactions, as well as the crucial importance of outlining a comprehensive agenda and respecting clients' boundaries by providing them with the space to comfortably decline.The episode concludes with a powerful call to action, urging listeners to implement these valuable strategies within their own sales practices.TakeawaysSales is about understanding the client's predicament.Asking strategic questions can lead to win-win solutions.Gauge the client's readiness before diving into sales pitches.Setting an agenda helps manage client expectations.Permission-based questioning fosters better communication.Clients should feel comfortable saying no to avoid wishy-washy responses.Time management is crucial in sales conversations.Understanding client motivation can save time and effort.Sales strategies should be adaptable to different personalities.Effective questioning can lead to valuable insights.Sound Bites"Real estate is still a widget.""It's a win-win either way.""You can say no, it's okay."Chapters00:00 The Importance of Asking the Right Questions in Sales01:49 Understanding Client Readiness and Engagement05:51 Setting the Agenda and Purpose for Conversations08:54 Gaining Permission to Ask Questions12:52 The Power of Yes or No in Sales Conversations13:58 Navigating the Real Estate Market14:21 Engaging with Our Community14:51 Introduction to Burn Your Boats Wealth Podcast15:20 Engagement and Community Buildingkeywordssales strategies, client readiness, agenda setting, permission questioning, sales efficiency#salesstrategies #clientreadiness #agendasetting #permissionquestioning #salesefficiency #burnyourboatswealthpodcast #realestateinvesting #toolsforsucess #sales101 #investormindset #podcast #clarklunt Hosted on Acast. See acast.com/privacy for more information.

In this episode of the HVAC Know It All Podcast, host Gary McCreadie is joined by Tim De Stasio, the owner and president of Comfort Science Solutions LLC, who has become a popular figure in the industry through his engaging critique videos. In Part 1, they discuss Tim's journey into creating content that humorously but constructively points out errors in other HVAC professionals' videos. These segments are not only entertaining but educational, as they often lead to real improvements and corrections in HVAC practices. Tim shares insights into his motivations and the unexpected rise in his social media following, reflecting on how his light-hearted commentary has made a significant impact on the industry. Tim De Stasio talks about common mistakes people make in HVAC videos and how these errors affect the industry. He explains how he creates fun and helpful videos to correct these mistakes. His videos don't just teach. They also entertain, helping HVAC workers do their jobs better. He also discusses how his content spreads awareness about the right methods and new tools, making HVAC systems last longer and work better by avoiding common problems. This episode delves into the issue of misleading or inaccurate HVAC instructional videos. Tim De Stasio discusses how his corrective videos help clarify these misunderstandings, providing HVAC technicians with accurate knowledge and techniques to highlight system performance and longevity. Expect to Learn: Importance of debunking misinformation in HVAC instructional videos for system functionality. Addressing inaccuracies in online HVAC content through Tim De Stasio's engaging videos. Enhancing HVAC system durability and efficiency with accurate educational content. Correcting common HVAC misconceptions to improve industry standards. Impact of Tim's social media on advancing HVAC practices and technologies. Episode Highlights: [00:00] – Introduction to Tim De Stasio [02:00] – Why critique videos are blowing up and how to choose subjects ethically. [04:45] – Balancing entertainment, honest critique, and industry impact in social media content. [08:43] – Tim's way of using humor to correct mistakes and inspire real improvements. [10:54] – The Shift Towards Sales-Oriented HVAC Training [13:45] – Challenges Facing Newcomers in the HVAC Sales Industry [19:09] – Training and Knowledge Gaps in HVAC Sales This Episode is Kindly Sponsored by: Master: https://www.master.ca/ Cintas: https://www.cintas.com/ Supply House: https://www.supplyhouse.com/ Cool Air Products: https://www.coolairproducts.net/ Lambert Insurance Services: https://www.lambert-ins.com/ Follow the Guest Tim De Stasio on: LinkedIn: https://www.linkedin.com/in/tim-de-stasio-0618824a/ Facebook: https://www.facebook.com/timothy.destasio Instagram: https://www.instagram.com/timdestasiohvac/ YouTube: https://www.youtube.com/@timdestasiohvac Comfort Science LP: https://www.instagram.com/comfortsciencehvac/ Follow the Host: LinkedIn: https://www.linkedin.com/in/gary-mccreadie-38217a77/ Website: https://www.hvacknowitall.com Facebook: https://www.facebook.com/people/HVAC-Know-It-All-2/61569643061429/ Instagram: https://www.instagram.com/hvacknowitall1/

Gaius, who runs an insurance brokerage in Ohio wants to know how to get his new sales agents cold calling and building pipeline earlier in their training cycle, without making them feel overwhelmed and sabotaging their confidence. If you've ever hired a sales class or tried to ramp up new hires in an industry with complex products or strict guidelines, you'll relate to Gaius's dilemma. Below, you'll find the key takeaways from our conversation on accelerating new rep success, establishing realistic expectations, and blending company marketing with individual agent prospecting efforts. The Challenge: New Hires, Big Learning Curves Gaius plans to hire new property-casualty agents in classes of four, each going through about 3–4 months of training. During that time, they have to learn multiple carriers, underwriting guidelines, and compliance rules so they don't accidentally write poor-fit policies or lose deals over technicalities. It's crucial they build confidence before being “thrown to the wolves.” But here's the catch: If new hires only focus on product and system knowledge for months, their pipeline remains empty. By the time they're “ready” to sell, they'll be way behind on prospecting —and might even lose that DAy One enthusiasm for building relationships. The question is, how soon can they start generating leads and setting up sales conversations? Why Pipeline Activities Can't Wait As I shared with Gaius, I've seen many companies assume new reps aren't “ready” to prospect until they've absorbed the entire knowledge library. Yet waiting too long to do real sales activities can backfire. Early Wins Boost Confidence If new hires can set even a few appointments or pass warm leads to experienced agents, it gives them a sense of accomplishment. That momentum helps them stick with the grind of more complex training. Practical Learning Beats Textbook Learning In industries with loads of carriers and underwriting rules, real-life sales scenarios actually teach new reps faster than purely theoretical training. Once they've got a potential client on the hook, the rep has motivation to find the answers. Improved Onboarding Speed Companies that mix early pipeline-building with supported team selling often see new hires reach quota faster—sometimes shaving weeks or months off the usual ramp-up. And yes, there's a risk of missteps. But that's where a collaborative culture (“sell as a team”) ensures mistakes become teachable moments, not deal-killers. The Team-Selling Approach When new agents don't have full carrier knowledge, they'll naturally hit roadblocks. How do you keep them from burning deals (and morale)? Encourage “Hand-Raises” If a new rep snags an interested customer, let them wave the flag: “Hey, I have a lead who needs home and auto coverage. Here's what they're telling me. What do I do?” Then a veteran agent or manager steps in to guide the quote or finalize the sale, with the rookie learning through an actual client scenario. Shared Commissions Make sure new reps see a direct benefit. If they hand off a deal, they might get a partial commission or spiff for their contribution. Over time, they'll rely less on help—but they're still building pipeline from Day One. Hands-On Coaching Each real conversation is a goldmine for coaching. The rep sees how an experienced teammate answers tricky questions, navigates underwriting guidelines, and pivots between carriers. It's in-the-field training, not just theoretical. Structuring Training + Prospecting Gaius is worried that his new agents need a full 3–4 months before picking up the phone. The short answer is no. They can start small while still in training. Here's how: A Few Leads a Day Instead of waiting for them to finish product modules, drip leads early. Let them call 5 or 10 leads each morning, focusing on booking appointments (rather than doing in-depth quoting). This keeps them from drowning in complexity,

If you've ever felt frustrated by disorganized team chats, reps who go off the radar during the day, or miscommunication that costs you deals, you're not alone. Most sales teams rely on free apps or outdated tools that weren't built for the fast-paced world of D2D sales—and it's killing their performance.In this episode, Jaden Lindquist, VP of Sales at Pronto, reveals why most messaging systems set sales teams up for failure and how top-performing teams create accountability, structure, and real-time engagement without micromanaging.Is your current system actually helping your reps succeed—or holding them back?

  If you're feeling overwhelmed by the limitations of traditional SDR methods and struggling to personalize outreach, then you are not alone! Get ready to be blown away. You won't believe how AI SDR bots are revolutionizing the sales process. Discover the unexpected truth behind how AI is transforming sales efficiency and personalized outreach capabilities. It's a game-changer that's shaking up the industry, and you won't want to miss out on this. Stay tuned to uncover the unexpected impact of AI in sales. This is Gaurav Bhattacharya's story: Gaurav Bhattacharya's journey into the world of AI SDR bots and sales automation began with humble beginnings in New Delhi. Growing up in a simple, blue-collar family, Gaurav's early exposure to technology ignited a passion for coding, leading him to build his first video game at the age of 10 and launch his first startup by 17. His experience navigating the complexities of AI in the healthcare space laid the foundation for his innovative approach to sales automation. Gaurav's personal connection to the transformative power of technology fuels his mission to enhance sales efficiency and personalized outreach capabilities through AI-driven solutions. This emotional and inspiring story resonates with anyone striving to harness the potential of technology to drive meaningful change and success in the sales industry. I think AI is going to get more and more powerful and it's not there to replace SDRs yet. It might be there in like 10 years. I don't think it's going to be there next year. - Gaurav Bhattacharya Unlock the Power of AI Unlocking the power of AI in sales development can revolutionize the way reps conduct outreach and engage with prospects. AI can assist in deep research on leads, provide insights for personalized outreach, and prioritize leads for sales reps. By leveraging AI's capabilities, sales teams can unlock new opportunities, increase qualified leads, and improve sales activities' quality and quantity. Ths week's special guest is Gaurav Bhattacharya Gaurav Bhattacharya, the CEO of Jeeva AI, is a seasoned tech entrepreneur with a proven track record in the development and implementation of AI-driven solutions. With extensive experience in building successful startups and a focus on leveraging AI to optimize sales processes, Gaurav brings a wealth of knowledge to the discussion on AI SDR bots. His entrepreneurial journey from founding and leading ventures to his current role at Jeeva AI demonstrates his expertise in navigating the intersection of technology and sales. As a featured guest on The Modern Selling Podcast, Gaurav's practical insights and industry acumen offer valuable perspectives for sales professionals and leaders in the tech sector, shedding light on the effective integration of AI SDR bots for enhanced sales efficiency and personalized outreach capabilities. In this episode, you will be able to: Understand how AI SDR bots revolutionize the sales process for increased efficiency and effectiveness. Discover the significant impact AI has on improving email deliverability in sales outreach. Learn the art of personalization in AI-driven sales outreach to enhance engagement and conversion rates. Explore the possibilities and considerations surrounding the replacement of human SDRs with AI technology in sales. Harness the power of AI tools to streamline sales processes and drive better results with enhanced efficiency.   The key moments in this episode are: 00:00:00 - AI SDRs vs. Traditional SDRs 00:03:39 - Introducing Jeeva AI 00:05:25 - Insider Secret: Gaurav's Love for Eggs 00:08:20 - AI SDRs' Role in Sales 00:11:59 - Jeeva's Impact on Sales Reps 00:12:22 - Mario's Impact on Product Development 00:13:40 - AI-powered Lead Generation 00:18:21 - AI in Sales and SDRs 00:19:00 - Hyper-personalization vs. Scaling 00:24:59 - AI Empowering Sales Teams 00:25:36 - Personalization Challenges in Sales Outreach 00:28:02 - Evolution of Personalization Strategies 00:30:27 - Future of AI in Sales Development 00:31:49 - Role of AI in Improving Sales Efficiency 00:33:14 - Empowering Sales Teams with AI 00:37:48 - The Future of Sales Reps and AI 00:39:58 - The Role of AI in Sales Coaching 00:41:45 - The Importance of Roleplaying in Sales 00:43:02 - The Future of Sales Technology 00:45:37 - Learning English through Movies Timestamped summary of this episode: 00:00:00 - AI SDRs vs. Traditional SDRs Gaurav discusses the difference between AI SDRs and traditional SDRs, emphasizing that AI is meant to augment, not replace, human sales reps. He highlights the potential for AI to automate manual tasks, freeing up reps to focus on high-value activities. 00:03:39 - Introducing Jeeva AI Gaurav provides a background on Jeeva AI, a tool designed to automate manual, repetitive sales tasks. He explains that the platform aims to help salespeople focus on strategic activities like discovery calls and demos by automating prospecting, research, and outreach. 00:05:25 - Insider Secret: Gaurav's Love for Eggs Gaurav shares a quirky personal story about his love for eggs and how he and his brother ran an egg sandwich stand to pay for school. He also reveals his aspiration to build an egg sandwich shop in the future. 00:08:20 - AI SDRs' Role in Sales Gaurav discusses the potential role of AI SDRs in sales, emphasizing their ability to automate prospecting, lead generation, and personalized outreach. He underscores the goal of helping sales reps be more productive and efficient in their daily tasks. 00:11:59 - Jeeva's Impact on Sales Reps Gaurav explains how Jeeva AI assists sales reps by automating lead generation, research, and crafting personalized outreach messages. He envisions 00:12:22 - Mario's Impact on Product Development Mario's extensive feedback has shaped the product significantly, making him a key champion. 00:13:40 - AI-powered Lead Generation The platform aims to provide quality data and automate lead generation using AI, with plans to add more functionalities in the future. 00:18:21 - AI in Sales and SDRs AI may not replace human SDRs as automated outreach through AI faces deliverability challenges, but AI can automate content creation and personalization to some extent. 00:19:00 - Hyper-personalization vs. Scaling Hyper-personalization is crucial, but AI can automate deep research and meaningful messaging. However, human creativity and strategy are still essential in sales. 00:24:59 - AI Empowering Sales Teams AI can help sales teams test hypotheses, bring ideas to market quickly, and enhance productivity, making a 20% AI-powered team as productive as a 100% traditional team. 00:25:36 - Personalization Challenges in Sales Outreach Gaurav discusses the challenge of personalization in sales outreach, highlighting the shallow and generic messages being sent. He explains the initial method of using AI to create personalized lines based on scraped LinkedIn profiles, and the limitations of this approach. 00:28:02 - Evolution of Personalization Strategies Gaurav outlines the evolution of personalization strategies, from shallow personalized messages to hyper-personalized sequences. He emphasizes the shift towards hyper-personalized messages that are deeper and more effective, using AI to gather extensive information about prospects and create tailored outreach. 00:30:27 - Future of AI in Sales Development Gaurav predicts that AI will not replace human SDRs in the next 10 years, emphasizing the complexity of sales and the importance of soft skills. He envisions AI complementing human SDRs, improving efficiency, and enabling smaller teams to achieve greater effectiveness. 00:31:49 - Role of AI in Improving Sales Efficiency Gaurav discusses how AI can enhance sales efficiency by automating prep work, research, and lead identification. He envisions a future where AI-powered systems provide comprehensive insights, signals, and ready-to-use messaging, enabling SDRs to focus on high-quality leads and creating more opportunities for sales reps. 00:33:14 - Empowering Sales Teams with AI Gaurav envisions a future where AI empowers sales teams to create more qualified opportunities and conduct challenger-style sales. 00:37:48 - The Future of Sales Reps and AI Gaurav discusses the shift towards having fewer sales reps who can close multi-million dollar deals, the return of full stack sales reps, and the potential impact of AI on sales roles. 00:39:58 - The Role of AI in Sales Coaching Gaurav shares the acquisition of a sales coaching software that utilizes AI for cold calling and role-playing. He emphasizes the importance of providing tools to help sales reps improve their skills. 00:41:45 - The Importance of Roleplaying in Sales Gaurav explains the significance of role-playing in sales coaching and the introduction of AI role-playing software in their program. He highlights the value of coaching reps in conversation skills and grading their performance. 00:43:02 - The Future of Sales Technology Gaurav discusses the need for all-in-one sales platforms that can help companies scale their sales activities. He emphasizes the importance of providing a comprehensive solution rather than siloed niche products. 00:45:37 - Learning English through Movies Gaurav shares a personal anecdote about learning English by watching the movie Titanic multiple times. This lighthearted moment adds a personal touch to the conversation. Maximize Sales Efficiency with AI By leveraging AI in the sales process, reps can automate manual tasks like prospecting and lead research, allowing them to focus on high-value activities such as engaging with prospects and closing deals. AI SDR bots can streamline the prospecting process, identify leads, and generate personalized messaging, ultimately maximizing sales efficiency. The goal is to free up the rep's time and empower them to enhance productivity through AI-assisted tasks. Elevate Email Deliverability with AI AI can play a crucial role in elevating email deliverability by assisting in crafting highly personalized messages. With AI-powered systems, sales reps can automate the process of creating tailored messages, ensuring that each email resonates with the recipient. By leveraging AI to enhance email deliverability, sales teams can improve engagement, increase response rates, and strengthen relationships with prospects. The resources mentioned in this episode are: Connect with Gaurav Bhattacharya on LinkedIn to learn more about AI-powered sales solutions and strategies. Reach out to Gaurav Bhattacharya via WhatsApp at 424-443-8212 for a direct conversation about AI sales coaching and prospecting. Visit the Jeeva AI website to explore their AI-powered sales solutions and learn how it can enhance your sales process. Download FlyMSG for a free text expander and personal writing assistant to boost your sales productivity. Leave a 5-star rating and review for the Modern Selling podcast on iTunes to show your support for valuable sales insights and tips. Follow Us on: LinkedIn Twitter YouTube Channel Instagram Facebook You might also like: FlyEngage AI - Social media AI engagement tool. FlyPosts AI - Thought leadership AI post generator tool. FlyMSG - Auto text expander (Try it out here for free). FlyMSG Sales Pro for Individuals: On-demand sales training for individual sellers. FlyMSG Sales Pro for Teams: On-demand sales training for sales teams for prospecting.  Install FlyMSG for free: As a Chrome Extension. As an Edge Extension.

A toxic sales rep is like cancer in your company.They sneak their way in undetected at first… Before you know it, they are poisoning your culture. You're losing customers, sleep, and money.So how do you sniff them out before they do damage?Watch this new video to spot the 11 signs of a toxic sales rep.I know these conversations are hard, but we need to have them. I hope this video helps protect your company from toxic people, so you can serve every customer with pride.  P.S. Hard conversations lead to growth. These are the types of conversations we have inside the Roofing & Solar Reform Alliance every day. Because we are value-aligned. We challenge each other. Share our winning secrets. And help each other dominate in today's fast-changing and unpredictable times. Learn more or apply to join: https://www.rsra.org/join/=============FREE TRAINING CENTERhttps://theroofstrategist.com/free-training-centerJOIN 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@roofstrategist.comCall/Text: 303-222-7133FOLLOW ADAM BENSMANhttps://www.youtube.com/channel/UCSVx5TWX-m2dl6yuUVF05Dwhttps://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

Nick Nascimento is on today to share his journey towards channeling one of the toughest solar markets in the country. Through genuine presentations alongside routine and consistent knocking, Nick knows the balance between productivity and self-growth.CLICK HERE: https://apply.solarpreneurs.com/ SOLARCON 25% Off for a Limited Time! 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