Podcasts about sales strategies

What you'll learn in this episode:● Why success is determined by consistent daily activity — not short-term results● How your habits shape your identity and long-term income● How to play to your superpower to stand out in any market● What truly drives sales motivation (vision, discipline, growth, and environment)● How to follow the 12-month roadmap to build predictable income in 2025● Why joining a supportive community accelerates growth and success To find out more about Dan Rochon and the CPI Community, you can check these links:Website: No Broke MonthsPodcast: No Broke Months for Salespeople PodcastInstagram: @donrochonxFacebook: Dan RochonLinkedIn: Dan RochonTeach to Sell Preorder: Teach to Sell: Why Top Performers Never Sell – And What They Do Instead

Watch This NEXT: https://youtu.be/FA8kGL3JXx8 Apply to Work with Voics: https://www.voics.co/schedule-youtube Join Aura: https://www.aura-app.ai/ Guest: Jasmin AlićYoutube: https://www.youtube.com/c/BigBiggaInstagram: https://www.linkedin.com/in/alicjasmin0:00 — LinkedIn in 20266:15 — AI Content and Authenticity9:24 — Commenting vs Posting21:04 — Intentional Growth on LinkedIn22:52 — Why Your Offer Isn't Converting27:40 — Acquisition and Funnel Strategy28:48 — Building and Scaling a Community35:46 — Rotating Offers and Positioning40:29 — Ecosystem Alignment45:20 — Warm Outreach and Lead Generation48:36 — Social Selling and SystemsSupport the show

Ross Bernstein, renowned author of nearly 50 books and celebrated keynote speaker, joins Mark Hunter for an action-packed episode that challenges conventional sales wisdom. Ross brings his energetic perspective on hustle and relationship-building, revealing the tactics that make his sales approach stand out. From leveraging speed, responding to inquiries, or building genuine enthusiasm over the phone, Ross shares the mindset that has helped him connect with clients across all seven continents.  The conversation delves into the importance of customizing every touchpoint, doing deep research, and making the client feel like the hero. Mark and Ross discuss strategies for overcoming rejection, maintaining abundant generosity in competitive industries, and turning "no" into future opportunities.

Send a textWith 44 years in multifamily and a career spanning asset management, development, national sales, technology innovation, and startup leadership, this industry trailblazer has seen it all.In this episode, we talk about why multifamily is serious business, why leasing is sales (period), and why understanding the financial big picture is a non-negotiable for today's teams. She shares lessons from the “old days” that still matter, the importance of mentors, and why empowering women in leadership is about creating opportunity, not competition.This is a back-to-basics, forward-thinking masterclass from someone who doesn't do boring.LinkedIn: https://www.linkedin.com/in/tamelacoval We talk about: ✨ Why back-to-basics still wins ✨ Why leasing is sales (and we should treat it that way) ✨ Why every team member needs to understand the financial big picture ✨ And why empowering women in leadership is about creating opportunity, not competitionThis conversation is part masterclass, part reality check, and completely energizing.

Winning new customers is exciting.But real revenue growth often comes from expanding the accounts you already have.In this episode of Revenue Leaders, we break down how to stop leaving money on the table by using a land and expand strategy to grow revenue from existing customers.You'll learn:How to think about account expansionWhy retention and expansion outperform constant prospectingHow to build a simple account planWhat revenue leaders get wrong about growthIf you work in B2B sales, SaaS, account management, or revenue leadership, this episode is for you.⭐ Unlock free resources (templates, frameworks & prompts):https://coachpilot.beehiiv.com/Join the community & access 157+ templates, frameworks and mega AI prompts used by top revenue teams.Watch Full Episode on YouTube:⁠⁠⁠https://www.youtube.com/@revenueleaders⁠⁠⁠Follow us:⁠⁠⁠https://www.instagram.com/davidfastuca/⁠⁠

Send us a textIn this inspiring episode of Living the Dream with Curveball, we welcome Kai Law, a globetrotting entrepreneur and expert in remote high ticket sales. Kai shares his incredible journey from the bustling streets of Sydney to the vibrant culture of Singapore, detailing his unique path that led him to a fulfilling career in sales while embracing a life of adventure. He opens up about his experiences training in Muay Thai in Thailand and the personal transformations that came from stepping outside his comfort zone. Kai discusses the realities of burnout, the importance of balancing work with personal passions, and how he helps others transition into high ticket sales roles. With practical advice on building rapport, overcoming misconceptions about sales, and the significance of mentorship, this episode is packed with insights for anyone looking to redefine their career path. Join us as Kai empowers listeners to take charge of their lives and chase their dreams on their own terms. Don't miss this opportunity to learn from his journey and discover how you can create a life aligned with your values.Support the show

Doug Brown - CEO Sales Strategies On Knowing What to Look For: "Number one, we help companies find revenue, hidden revenue that they already paid for but they haven't collected in their bank." There's a funny thing about business, and that is that your entrepreneurial journey will take you places you may have never dreamed of.  This can often mean that you are in a situation, with a business, that you may not fully understand.  That can lead to you leaving money on the table.  So how do you make sure your business sis as profitable as possible? Doug Brown learned these lessons early on.  Trial by fire, similar to how many of us entrepreneurs get taught.  After years of experience and some profitable success, he decided it was time to share his knowledge. From sweeping floors at his father's electric machinery repair shop as a young child to discovering multi-million dollar opportunities inside companies, Doug Brown shares his journey through entrepreneurship, the lessons learned from the trenches, and the emotional impact of helping business owners transform not just their companies, but their lives. Listen as Dough explains some things to look for in your business to make sure you keep of the cash you have earned. Enjoy! Visit Doug at: https://ceosalesstrategies.com/   Podcast Overview: 00:00 "Entrepreneurial Journey and Business Insights" 05:29 Early Lessons in Business Leadership 15:06 Medicine to Music Business Shift 16:48 From Medicine to Business Success 25:18 "Straight Talk Changed My Life" 26:58 "Moral Obligation to Guide Others" 33:37 "Connection Builds Rapport" 37:36 "Preventing Revenue Leakage" 43:57 Customer Insights Through Questions 47:42 "Seeking Feedback on Past Missteps" 56:06 Effective Prospecting Leads to Opportunities 01:01:24 "Hiring: Learning and Improvement" 01:03:34 "Preparing for Top Talent" 01:10:10 "Skate to Future Success" Sponsors: Live Video chat with our customers here with LiveSwitch: https://join.liveswitch.com/gfj3m6hnmguz Some videos have been recorded with Riverside: https://www.riverside.fm/?utm_campaign=campaign_5&utm_medium=affiliate&utm_source=rewardful&via=james-kademan Podcast Transcription: Doug Brown [00:00:00]: So what they would do is they did a two and a half hour business training and at the end of the, toward the end of the training, they would go around the room and say, hey James, what did you find here? And you go, Well, I found $600,000 in my business, you know, and they go from person to person to person. They were small rooms, they were only like 10 to 20 people. But what they were doing after that, you know, I mean, they were literally finding sometimes hundreds of millions of dollars in these trainings. Right? James Kademan [00:00:30]: You have found Authentic Business Ventures, the business program that brings you the struggle stories and triumphant successes of business owners across the land. Downloadable audio episodes can be found in the podcast link phone@drawincustomers.com we are locally underwritten by the Bank of Sun Prairie, Calls On Call Extraordinary Answering Service, the Bold Business Book and Live Switch. Today we're welcoming Slash, preparing to learn from Doug C. Brown of CEO Sales Strategies. So Doug, how are you doing today? Doug Brown [00:00:59]: James? I'm doing great. Thanks for having me here. I'm so grateful. James Kademan [00:01:02]: Yeah, you know, it's funny, I just came back from a trade show in Florida, so. And when you work in a booth, the name of the game is sales. So I'm excited to talk to you now because maybe I should have talked to you last week before I went to this thing. Let's just lay the foundation. What is CEO Sales strategies? Doug Brown [00:01:19]: So the company itself is a company that does primarily four things. Number one, we help companies find revenue, hidden revenue that they already paid for but they haven't collected in their bank. And I don't mean, you know, outstanding invoices, I mean in the whole customer journey, there are places where revenue just stagnated, stopped, not optimized. Could be, you know, something as simple as pricing dormant clients, lack of follow up, something like that. Where we get in there, we find what that revenue is and we, we go, you know, identify it and then help collect it and put that money in the bank for the folks. We also do that with margins, ebitda, so profit, if you will, in some capacities. We manage or build, you know, teams of sales people as well for companies. And then we end up coaching CEOs and founder led businesses on how to do all of the above. James Kademan [00:02:28]: All right, and how do you get involved in something like this? Imagine you don't. Just, you're not born with sales strategies for CEOs. Doug Brown [00:02:37]: No, no, I actually it started when I was very young. I didn't realize it until, you know, I'm 63. This year and I was doing a podcast and somebody asked me, how did you learn what you're doing? And I actually started working for my father's business when I was three years. And. Yeah, three, all right. Yeah, I was sweeping floors for 25 cents a week. I loved it because they used to bring me to the, to the lunches, you know, so we'd go to like the, the local, you know, pub and grub, if you will, or whatever. They prop me up on the bar stool, give me my Roy Rogers and they'd sit and have business conversations. Doug Brown [00:03:19]: I hear my mother wasn't too pleased they took me to the bars. James Kademan [00:03:22]: But, you know, you learn in all kinds of places. So it's all. Doug Brown [00:03:28]: So, you know, a lot of that stuff when we're with children, it sets in. Like you hear CEOs and business owners talking and, and so along the path, you know, we started selling at 5 or 6 to clients, but it was a family owned business, so the family helped me. And one day I sold a part for $20 and we paid 10 for it. And I realized I was making 25 cents a week at that point, which was still pretty good for that time. But I had to work a whole week for 10 bucks. And I just did this in like six minutes. Right. So what I realized is you can make money by looking at ratios and numbers and that's where it kind of started. Doug Brown [00:04:10]: So even in my dad's business when I was a young boy, I mean, 10 years old, I'm looking at his inventory and trying to figure out, because, you know, when you have inventory at the end of the year, you got to pay taxes on it. And so I was looking at, like, how do we widen out the margins in the company? And I, I always had my own businesses growing up since 13, and you know, I always worked my dad until I was up to about 19, before I went into the military. And so I was kind of doing this with all these businesses back then and that's how it sort of started. I didn't realize it, but then as I got into larger businesses, you know, tens of millions and hundreds of millions, I realized that they had the same challenges that businesses in the hundreds of thousands or the millions, multi millions still have, just on a different level. But when you look at the math and metrics in all of this, you can find all these great stories that tell you the story of where you're supposed to be going. Once you figure that out, then you just optimize the point. So it's, I guess I Don't know if I was born with this or it just kind of, you know, it certainly the skill grew over, over time, but I enjoy doing it because to me it's like a treasure hunt. James Kademan [00:05:23]: Sure. Fair. It sounds like you were sent on that trajectory with your dad's business. What type of business did your dad have? Doug Brown [00:05:29]: He had an electric machinery repair company, so industrial machinery, and it was sales and service and you know, so I was constantly around all kinds of different businesses from manufacturing to, I mean, you name it, pretty much we were, we were around anything that had a, like even in an office building, they had a commercial fan or something. We would, you know, we would work on that. So it was a great, wonderful part of my life that, you know, I love doing it. And you know, sometimes when you're a little, little kid, you don't realize some of the things that shape you as you get older. But as I start to look back on things, you know, even my dad ended up in the hospital one time. He had a heart attack and I was 17 years old and I had to run the company for a little while and that was a super learning experience. But I got at certain levels of the books I never got at before, so I was able to kind of look at it. So when he came back, I was like, dad, I think we should do this and this and that. Doug Brown [00:06:33]: And one of the things that was successful in my dad's business was actually raising prices because he hadn't done it in over 10 years. James Kademan [00:06:40]: Oh, wow. Okay. Doug Brown [00:06:41]: Yeah, yeah. So my dad was a brilliant guy. He just wasn't the, he was a guy who knew how to build a business around him, but he didn't know how to build a systematic, functional, you know, business without him being present. James Kademan [00:06:57]: Sure, that's fair. So the inspiration for, I guess growing the business or seeing even that the pricing should be different. Imagine a 17 year old. That's not necessarily something that every 17 year old in the world is going to be aware of or even know that it's a thing, let alone no look at it. Doug Brown [00:07:16]: Well, I mean, Most of the 17 year olds I meet are really smart. They just, they didn't, they weren't around it probably for 14 years. Right. And so, you know, and I, I had, you know, I, I could, I could look and see things that, and spot things that could be monetized a lot of times. So for example, even when I was, I think I was 8 years old and I wanted to, you know,

Most companies don't fail to win clients because of their product.They fail because they don't have a system.In this episode of Revenue Leaders, we break down how organizations win more clients by building a clear, repeatable sales and go-to-market process.You'll learn:Why reactive selling kills client acquisitionHow a simple sales system improves consistencyWhat winning more clients actually looks likeHow to guide buyers from conversation to decisionWhy process beats tactics in B2B salesIf you're in B2B sales, professional services, or leading revenue growth, this episode is for you.⭐ Unlock free resources (templates, frameworks & prompts):⁠⁠https://coachpilot.beehiiv.com/⁠⁠Join the community & access 157+ templates, frameworks and mega AI prompts used by top revenue teams.Watch Full Episode on YouTube:⁠⁠⁠https://www.youtube.com/@revenueleaders⁠⁠⁠Follow us:⁠⁠⁠https://www.instagram.com/davidfastuca/⁠⁠

Mark Banfield returns to the PepTalks Podcast for part two of our deep dive into building and scaling a high-performing sales function under PE ownership. In his first appearance, Mark shared how to lay the foundations of an effective go-to-market engine. You can listen to that episode here: https://pep-talks.co.uk/podcast/mark-banfield-cro-teamviewer/ In this episode, the focus shifts to execution. How to raise standards, drive accountability, and create predictable revenue performance once the structure is in place. We discuss practical insights on performance management, lifetime value and account prioritisation, balancing inbound and outbound sales, pipeline discipline, KPIs and board-level reporting.

In this conversation, St John Craner shares his journey from a corporate career to becoming an entrepreneur in the rural sales sector. He emphasizes the importance of consistency, serving customers rather than selling, and understanding the psychology behind purchasing decisions. St John discusses strategies for building trust, winning over cynics, and the significance of being specific in business. He encourages aspiring entrepreneurs to commit to their craft and highlights the value of patience and consistency in achieving success.As you listen:00:00 The Importance of Consistency in Business01:07 Journey to Entrepreneurship: From Corporate to Rural Sales02:51 Mindset Shifts for Aspiring Entrepreneurs06:32 Building Trust and Reducing Risk in Sales10:22 Winning Over Cynics in Sales Conversations12:52 Serving Before Selling: The Key to Success15:59 The Role of Consistency in Business Growth"You must be bloody consistent.""You must commit to your craft.""Sales are about decisions."-St JohnTakeaways:-Serve your customers, be very specific and consistent.-Using neuroscience can help win over tough clients.-Mindset shifts are crucial for aspiring entrepreneurs.-You have time outside your job to start a second job.-Commit to your craft and work harder for yourself.-Find a niche and specialize in it.-Sales should focus on serving, not selling.-Building trust is essential in sales conversations.-Winning over cynics requires understanding their mindset.-Consistency in messaging leads to business growth.Discover more:  www.agrarian.co.nz

SummaryIn this conversation, Krista, a photography business coach, shares practical strategies for photographers to enhance their wall art sales. She emphasizes the importance of personal experience with wall art, early engagement with clients about their needs, guiding them through options, and understanding their financial capabilities without making assumptions. Krista provides actionable tips to help photographers create a more engaging and profitable business model centered around wall art.TakeawaysI help photographers add in products to their businesses.Get some items in your own home first.Plant the seed about wall art from the first touch point.Be the guide, not just the order taker.Overwhelmed clients don't buy.Simplify the options for your clients.You need to know your numbers.It's not up to me to decide what clients can afford.Assume the sale, always.Help them see photos aren't meant to just sit.Thinking about joining Uncapped or Intensive coaching? DM me the word COACH to www.instagram.com/christa_rene for a no pressure convo on if this could help your business grow to the next level.Thanks for listening! We'd LOVE if you left us a review!Connect with Christa on Instagram HERE!Enjoy a free 20-min training on adding $50k in income from products HERE!Apply for Uncapped HERE!

Join host Mark Hayward in this insightful episode of Business Growth Talks as he delves into the intricacies of business growth and sales strategy with Doug C. Brown, a sales and revenue expert. With a history of generating over a billion in sales, Doug shares transformative strategies that CEOs can use to discover hidden profits, enhance EBITDA, and achieve scalable growth. This episode is a goldmine for entrepreneurs eager to transition from volatile sales to predictable, math-based outcomes.Breaking down the essentials, Doug C. Brown emphasizes the importance of money management in business with the straightforward equation: "Money in, money out, equals something." He discusses how businesses can optimize this formula by refining lead generation, appointment setting, and sales closing metrics. Through real-world examples, Doug illustrates how minor improvements in key performance indicators can have compounding effects across multiple business areas, ultimately driving significant revenue increases and improving operational efficiency.Key Takeaways:Understanding the pivotal formula of money management: "Money in, money out, equals something," and its impact on business success.How incremental improvements in sales and marketing metrics can compound for exponential business growth.The significance of having a clear, truthful business goal and aligning strategies accordingly to avoid costly mistakes.Real-world examples illustrating the impact of strategic lead generation and optimizing sales processes on a company's revenue and EBITDA.The critical importance of follow-up in sales and the pitfalls only 13.2% of networking engagements lead to effective follow-ups.SPONSORPodcast Guesting is your best way to get visbility, credibility and trust by sharing how you add value to your clients. If you want to set up a call, go to the websitewww.podcastintroduction.comResources:Doug C. Brown's company website (hidden URL as per transcript guidelines)The Ultimate Sales Machine by Chet HolmesBusiness Growth Talks Podcast: PodcastIntroduction.comTo truly unlock the secrets of measurable and scalable business success, tune in to this episode of Business Growth Talks. Discover how to harness expert strategies and take your company to new heights. Stay connected for more inspiring content from Mark Hayward and future guests who will share their journeys and business insights.Support the showIf you want to watch the full video of this episode go to:https://www.youtube.com/@markhayward-BizGrowthTalksDo you want to be a guest on multiple podcasts as a service go to:www.podcastintroduction.comFind more details about the podcast and my coaching business on:www.businessgrowthtalks.comFind me onLinkedIn - https://www.linkedin.com/in/mark-hayw...Tik Tok - https://www.tiktok.com/@mjh169183YouTube Shorts - https://www.youtube.com/@markhayward-BizGrowthTalks/shorts

In this episode of the Authority Builder podcast, Charlotte is joined by her coach, Steph Crowder, a sales and strategy coach (and former Director of Sales Training at Groupon) who helps entrepreneurs sell with courage, clarity, and confidence. Steph shares why business growth is rarely about doing more, and almost always about doing the right money-making activities consistently, even when it feels repetitive.They unpack how to get out of your head and into action, including practical ways to reduce overwhelm, build sales momentum, and stop chasing novelty. Steph explains her BuzzBlitz framework for repeatable sales campaigns, plus why trust and frequency matter more than perfection in today's noisy market. You will also hear why podcasts and other voice-led content are powerful authority builders in 2025 to 2026, especially for high-ticket offers.Key topics covered:- Prioritisation and the myth of being “done”- Repetition, habits, and daily money-making activities- Warm invitations and reactivating your network- BuzzBlitz, webinars, and sustainable launches- Authority building through podcasts, audio, and video***FREE TRAINING*** On Tuesday 24th February, I'm running a free live training: Attract 100 Perfect-Fit Prospects Every Week: 3X Your Visibility & Create 18 Months of Marketing in 12 Weeks WITHOUT Burnout 8:00 AM Pacific / 11:00 AM EST / 4:00 PM GMT Register here: https://kaffeen.co/free-workshop

Kicking off 2026, EDGE of the Web welcomes Dana DiTomaso back to break down actionable strategies for content analysis, marketing measurement, and adapting to seismic shifts in digital traffic. Erin and Dana dive into the evolving value of website content as AI Overviews and LLMs change what users expect from search. In this episode, explore practical frameworks for identifying content gaps, leveraging engagement metrics, and connecting insights from sales and customer service back into your marketing roadmap. Dana DiTomaso shares tools and methodologies for content gap analysis, from analyzing queries in Google Search Console to using advanced AI pattern recognition on real user data, all while emphasizing the importance of tying marketing efforts to real business results. The discussion also covers how to track and contextualize AI-driven site traffic and why traditional rank tracking is taking a backseat to understanding actual audience needs. A standout moment is Dana DiTomaso's candid reminder that traffic doesn't always equal revenue, and why digital marketers must connect analytics to business impact. Key Segments [00:05:51] Aligning Marketing and Sales Strategies [00:09:15] Listening Enhances Product Insights [00:10:56] Understanding Personas by Job Titles [00:16:05] Addressing Content Gaps Strategically [00:18:42] Fixing Consent Configuration Issues [00:17:36] Identifying Trends via LLM Analysis [00:22:46] AI Queries: Google in Disguise [00:25:18] SEO's Evolving Paradigm Shift [00:30:27] AI Investment for Growth   Thanks to our Sponsors! Site Strategics: http://edgeofthewebradio.com/site Inlinks/WAIKAY: https://edgeofthewebradio.com/waikay    Follow Our Guest Bluesky: @danaditomaso LinkedIn: https://www.linkedin.com/in/dditomaso/ YouTube: @kp_playbook

Most revenue leaders chase numbers they can't actually control.The best ones build systems that compound.In this episode of Revenue Leaders, we break down why revenue is a lagging indicator — and how partnerships and ecosystems are becoming the most reliable way to drive predictable B2B growth.Our guest, Brian Williams, shares real-world lessons from building and scaling partner ecosystems, including what worked, what failed, and why most companies misunderstand partnerships completely.You'll learn:Why you can't control revenue — and what you can control insteadHow partner ecosystems drive pipeline, retention, and larger dealsWhy partnerships fail when treated like a short-term sales channelHow revenue leaders should think about 12–18 month growth strategiesHow founders, CROs, and sales leaders can build a partner-led GTM motionThis episode is for founders, CROs, revenue leaders, sales managers, and RevOps teams who want to stop chasing short-term wins and start building durable, scalable growth engines.If you sell complex or B2B deals, manage sales teams, or lead go-to-market strategy, this episode is for you.⭐ Unlock free resources (templates, frameworks & prompts):⁠https://coachpilot.beehiiv.com/⁠Join the community & access 157+ templates, frameworks and mega AI prompts used by top revenue teams.Watch Full Episode on YouTube:⁠⁠https://www.youtube.com/@revenueleaders⁠⁠Follow us:⁠⁠https://www.instagram.com/davidfastuca/⁠

Join our next BoldBrush LIVE! Webinar by signing up here:register.boldbrush.com/live-guestLearn the magic of marketing  with us here at BoldBrush!boldbrushshow.comGet over 50% off your first year on your artist website with FASO:FASO.com/podcast---For today's episode, we sat down with Miriam Schulman, a New York–based artist, author of the book Artpreneur, and host of The Inspiration Place podcast. Miriam left a Wall Street career after 9/11 and has since built a long-term, sustainable art business while coaching other artists on marketing and mindset. She explains how sales training at a gym gave her the “aha” moment that sales skills are transferable and can be used to successfully sell art. A core theme of her book Artpreneur is choosing to believe you are an artist, claiming that identity early and confidently rather than waiting for external permission. Miriam identifies common mistakes artists make, especially underpricing their work and assuming “cheaper is easier to sell,” arguing instead that higher prices signal trust, quality, and a better collector experience. She strongly advocates for email marketing over social media, detailing why email vastly outperforms Instagram in engagement and how artists should collect addresses and email weekly in a personal, story‑driven way. Finally, she recommends LinkedIn and YouTube (used thoughtfully and collector‑focused) as better long‑term platforms than Instagram, and closes by urging artists to “keep marching forward,” taking consistent steps rather than freezing in fear or blaming external circumstances.Get your free first chapter here!schulmanart.com/believe/Order Artpreneur here:artpreneurbook.comThe Inspiration Place Podcast:schulmanart.com/podcast/Episodes mentioned:The Inspiration Place Episode 342: How She Sells Art on YouTube ft. Aramis HamerThe Inspiration Place Episode 357: The Artist's Guide to Growing on Patreon ft. Aramis Hamer

Are you looking to level up your gym sales strategy in 2026? Taylor Robbins is one of the leading sales strategists in the industry, and on this episode we discuss what you need to do in your gym to convert more leads, close more sales and win in 2026 You can learn more from Taylor himself @theTaylorRobbins Subscribe today!

Growth doesn't slow because you're not closing enough—it slows because your business resets the moment the deal is done. In this episode of the CEO Sales Strategies Podcast, Doug C. Brown talks with strategist and advisor Dave Boyce about why companies lose momentum after the sale—and how post-sale execution determines whether growth compounds or stalls. We explore how customer experience drives renewals, referrals, and long-term value, and why the most important part of the revenue engine begins after the contract is signed. What You'll Learn • Why growth resets after the sale • How customer experience shapes long-term revenue • The emotional drivers behind renewals and referrals • What separates leverage-building customers from drag-heavy ones • Why recurring revenue requires recurring impact • How to build continuity instead of restarting after every close Listen to the Audio Version https://ceosalesstrategies.com/million-dollar-mistake-after-you-close More Leadership and Sales Resources https://ceosalesstrategies.com Connect With Us youmatter@ceosalesstrategies.com Learn more about your ad choices. Visit megaphone.fm/adchoices

Procore just wrote a 9-figure check. Autodesk just cut 1,300 people. And someone called the best salespeople "the laziest."In this episode of Bricks, Bucks & Bytes, Owen, Dustin, and Patric sit down with Mike Powers, Kevin Halter, and Anton Glance to dissect the most chaotic week in construction tech. A founder just landed his second major exit. A website launched with zero mention of "AI." And a former Autodesk exec didn't hold back on who's winning the platform war.We get into:The real reason Procore acquired DataGrid — and why they won't make another bet like this for yearsAutodesk's layoffs and the "buy, build, buy" cycle that keeps repeatingKevin Halter's unfiltered take on Procore vs AutodeskWhy Mike removed every mention of "AI" from BuildVision's websiteThe warning sign AI startups need to hear right nowAnton's vision for BuildDroid — the robot simulation platform backed by Tim DraperKey quote:"Autodesk historically has been buy buy buy. Okay, we bought a bunch. Now we're going to build, build, build. And then they realized we're not good at building. So then we go buy buy buy." — Dustin DevanWatch the full episode on Youtube and Spotify. Link in the comments!Our Sponsor:Aphex is the multiplayer planning platform where construction teams plan together, stay aligned, and deliver projects faster – check out aphex.coArchdesk -  “The #1 Construction Management Software for Growing Companies - Manage your projects from Tender to Handover” check archdesk.comBuildVision -   streamlining the construction supply chain with a unified platform - www.buildvision.ioChapters00:00 Intro01:06 Industry Shifts and Acquisitions 03:53 Procore's Strategic Moves 07:06 Autodesk Layoffs and Market Reactions 09:54 Sales Strategies and Organizational Changes 12:50 AI's Impact on Construction Tech 15:51 Website Innovations in Construction Tech 18:53 Future of Startups in AEC Tech 21:56 Final Thoughts and Upcoming Events 32:58 Introduction to Build Word AI 34:40 Customer Engagement and Project Execution 37:44 Monetization Strategies and Business Model 39:26 Founding Story and Team Dynamics 41:14 Timing and Market Readiness 43:46 Global Expansion and Market Validation 45:21 Investment Insights and Fundraising Journey 47:26 Industry Trends and Future Outlook 49:51 Sales Strategies and Market Dynamics

What if the key to breaking through in your business isn't another tactic, but understanding how you're wired to show up?In this episode, I sit down with my business bestie, Sabrina Gebhardt, and we dive into how our respective Human Design types and profiles are actively informing how we run our businesses. From offer structure and messaging to launches and audience connection, listen in as we go deep into what our charts say and how that's showing up in real life and our businesses.Find It Quickly00:23 - Introduction to Human Design with Sabrina01:48 - Discovering Our Human Designs03:45 - The Impact of Human Design on Business04:27 - Human Design Profiles: Generator and Manifester07:20 - Practical Applications of Human Design13:48 - Sales Strategies and Human Design19:52 - Long-Term vs. Short-Term Offers22:13 - Ideal Client Types and Human Design23:21 - Discovering the Perfect Client Match23:49 - The Role Model and Investigator25:04 - Client Success Stories26:09 - Human Design Insights27:00 - Empowering Women Leaders29:29 - Tailored Systems for Success35:18 - Brutal Honesty in Business Coaching38:58 - Future Projects and Human DesignMentioned in this EpisodeShoot It Straight Episode 162: Human Design Energetics and Business with Breanna OwenBusiness-First Creatives: Using Human Design to Transform Your Business Strategy with Breanna OwenBusiness-First Creatives: What's the Best Way To Set Up Your CRM? CRM Blueprint vs. Systems in Session with Megan NormanConnect with SabrinaWebsite: sabrinagebhardt.comInstagram: instagram.com/sabrinagebhardtphotographyPodcast: sabrinagebhardt.com/podcast

On this episode, Daniel Murphy, founder of Alcove Media, joins the podcast. His company helps companies turn trade shows from expensive branding exercises into measurable revenue engines. Daniel works closely with technology companies that invest heavily in expos but struggle to connect booth traffic to real sales outcomes. In this conversation, Daniel breaks down why most trade shows […] The post Trade Show ROI Explained: Lead Generation, Sales Strategy, and Follow-Up first appeared on Composites Weekly. The post Trade Show ROI Explained: Lead Generation, Sales Strategy, and Follow-Up appeared first on Composites Weekly.

Cold email isn't dead — but doing it the old way is.In this episode of Liftoff with Keith, we sit down with AJ Cassata, Co-Founder of Revenue Boost, to break down what's actually working in outbound lead generation today. AJ has helped 440+ startups, agencies, and SaaS companies build predictable revenue pipelines without relying on paid ads, social media algorithms, or massive budgets.We dive into:Why cold email still works — and why most people fail at itHow to build the right outbound list (and why tools matter less than strategy)Writing cold emails that stand out in crowded inboxesThe role of AI in personalization, research, and outbound scaleHow to turn cold outreach into a reliable top-of-funnel growth engineIf you're a founder, marketer, consultant, or agency owner looking to generate leads consistently — this episode is packed with practical insights you can apply immediately.

Episode 411 of The VentureFizz Podcast features Madeleine Smith, CEO & Co-Founder of Civic Roundtable. We all know that building a startup is incredibly hard. But building a startup for the government sector? Many would say that's insanely hard. The reputation of slow-moving bureaucracies, limited budgets, and legacy tech is enough to scare off most founders. However, where others see obstacles, entrepreneurs like Madeleine see a massive, untapped opportunity. True disruption often comes from those who come into the equation with a fresh look and a different perspective.  The result, an underserved industry that is hungry for modern tools to help them with their day to day workload. That is the origin of Civic Roundtable, a government operations platform purpose-built for federal, state, and local agencies. Emerging from the Harvard Innovation Labs, the company is already trusted by public servants at over 1,500 agencies across all 50 states. With funding led by General Catalyst, they are modernizing how millions of government workers across 90,000 agencies collaborate and achieve their mission. Chapters: 00:00 Intro 02:17 How Entrepreneurs Should Think About Adding AI Into Their Platform 04:37 Madeleine's Background & Early Career 05:24 Working at Mark43 07:38 Transitioning to Product Management 09:47 The Journey to Civic Roundtable 12:03 Customer Discovery and Validation 14:49 Initial Proof of Concept 17:04 Building the Government Operations Platform 20:14 Creating a Successful Company in the Government Sector 22:01 Achieving Compliance and Security Standards 23:25 The Benefits of Working with Past Colleagues 24:42 Funding Details from General Catalyst 25:42 The Latest at Civic Roundtable 26:47 Sales Strategy and Market Positioning 28:32 Fast Company Recognition 29:12 Looking Ahead 30:25 Advice for First-Time Founders as CEO 31:31 Building a Company as Non-Technical Founders 33:29 Advice & Encouragement for Female Founders 34:54 Involvement in Charitable Organizations 37:24 Personal Interests and Hobbies

Hey friends! Would you do us a super quick and super helpful favor? We'd be so grateful if you'd leave us a quick review on iTunes or wherever you like to listen to your podcasts. Every review helps get the word out on Confessions of a Terrible Leader. Thank you so much! Now, on with the show. In this episode of "Confessions of a Terrible Leader," host Layci Nelson welcomes Glenn Sandifer, a seasoned executive in the security industry with over 20 years of experience. Glenn shares his journey of leading teams and the importance of effective communication, empathy, and adaptability in leadership. He emphasizes the need for leaders to understand their teams' dynamics, especially when many team members may not come from traditional security backgrounds. Glenn discusses the common misconceptions about the security industry and the critical role of sales in business, urging business owners to embrace their sales responsibilities and understand their value propositions deeply.The conversation delves into the challenges of scaling teams and the pitfalls of rapid growth without proper planning. Glenn reflects on his own experiences, highlighting the importance of documented processes and the need for leaders to be hands-on in their sales strategies. He encourages small business owners to invest in sales coaching rather than relying solely on marketing tactics. The episode concludes with Glenn's insights on how sales can significantly impact a family's financial trajectory, reinforcing the idea that effective sales strategies are essential for long-term success.Keywordsleadership, sales strategies, security industry, business growth, empathy in leadership, team dynamics, small business, value proposition, coaching, communicationChapters00:00 Introduction to Confessions of a Terrible Leader00:21 Meet Glenn Sandifer: A Leader in Security01:55 Leading Non-Security Professionals04:11 Misconceptions About the Security Industry06:29 Understanding Sales for Business Owners11:07 The Importance of Sales Ownership21:45 Leadership Mistakes: Scaling Challenges25:53 Final Thoughts and Insights from GlennWatch on YouTube!EPISODE LINKS:https://www.glennsandifer.com/https://www.linkedin.com/in/glennsandifer/

Grant Winstead is an expert in home service, renovations, leadership, coaching, and sales based in the Washington DC-Baltimore area. He is the CEO of Renovation Experts and operates as a transformational coach. With over 40 years of experience, Grant has built his multi-million dollar company from the ground up, starting as a door-to-door canvasser. Throughout the interview, Grant shares his personal journey from a challenging upbringing in Pittsburgh, Pennsylvania, to becoming a successful home service operator. He emphasizes the importance of mindset over tactics in achieving growth and success. Grant discusses overcoming obstacles, the impact of mentorship, and the critical role of self-belief. He also touches on his current focus on coaching and mindset development, detailing his 12-week coaching program designed to help individuals and entrepreneurs break limiting beliefs and achieve their highest potential. 00:00 Introduction to Grant Winstead 02:35 Grant's Early Life and Career Beginnings 08:59 Transition to Leadership and Mentorship 17:47 The Importance of Mindset in Success 25:42 Sales Strategies and Overcoming Obstacles 28:51 The Role of Mindset in Achieving High Performance 35:00 The Importance of Self-Belief in Interviews 35:57 Challenges in Finding Driven Individuals 38:00 The Role of Family Support 40:47 The Power of Repetition and Curriculum 45:45 The Will to Win and Discipline 59:22 The Role of Books and Mentors

In episode 167 of On the Whorizon, SWCEO founder and host MelRoseMichaels breaks down why so many adult creators feel overwhelmed, behind, or burned out during holidays and major sales moments. She explains why successful creators don't treat holidays as one-off posting events, but as intentional revenue seasons built around planning, boundaries, and energy management.This episode covers how to decide which holidays are actually worth your time, how far in advance you should realistically plan, and how to stop chasing every sales moment out of fear. If you've ever felt pressure to “do it all” during holidays or blamed yourself for not capitalizing on every event, this conversation will help you build a smarter, more sustainable sales strategy that supports long-term income instead of short-term exhaustion.

In this episode of the Medical Sales Podcast, Samuel sits down with endoscopy leader and author Jon Alwinson. John shares insights from his bestselling books on sales, faith, and leadership, and explains the role of endoscopy in modern medicine. He discusses the daily life of an endoscopy sales rep, the importance of building strong relationships with physicians, and key strategies for sales success—such as territory planning, speed, time management, and developing winning systems. The episode offers practical advice for both aspiring and experienced medical sales professionals.   Connect with Jon Alwinson: LinkedIn Connect with Me: LinkedIn Love the show? Subscribe, rate, review, and share! Here's How »

Recorded live at CiderCon, this episode brings listeners into a rare, in-depth conversation about Chile's living cider tradition—one shaped by more than 450 years of apple fermentation, deep regional biodiversity, and community-based agriculture. Moderated by Eli Shanks, this panel features cider makers, cooperative leaders, and academics from southern Chile who explore how apples arrived, adapted, and endured across Araucanía, Los Ríos, and the Chiloé archipelago. Rather than a "new" cider movement, Chile offers something far rarer: a cider culture that never disappeared. At the heart of the discussion is Chicha—the traditional name for fermented apple beverages in Chile—and the cultural weight that language carries. Panelists unpack how Chicha and cider share the same roots, why heritage orchards matter, and what's at stake as aging farmers, development pressure, and climate change threaten seed-grown apple diversity. Listeners will also hear about: Heritage apple orchards over 100 years old, many grown from seed The role of women as primary stewards of orchards and biodiversity Native fermentation vessels made from Raulí and other Chilean woods Cooperative cider making on the island of Chiloé The challenges of valuing cider beyond "cheap, rural" perceptions The future of Chilean cider on the global stage, including education, competitions, and potential export This episode offers an essential perspective for anyone interested in cider as culture—not trend—and in how place, people, and history shape what ends up in the glass. Panelists & Contributors Eli Shanks – Co-founder, Punta de Fierro Fine Cider; Head Cider Maker, Western Cider Gicella – President, Cooperative Chilwe (Chiloé) René Galindo – Third-generation cider maker, Araucanía Carlos Flores – Co-founder, Punta de Fierro Fine Cider; Orchardist, Valdivia Fabián Lara – Cider & beer consultant; INDAP (Chilean Ministry of Agriculture) José Antonio Aldea – Professor and fermentation educator Key Themes Chilean cider and Chicha traditions Heritage apple orchards and seed-grown ecotypes Women's roles in orchard preservation Cooperative models and island agriculture Native materials and spontaneous fermentation Preserving cider culture in a changing landscape Timestamps ⏱️ Detailed timestamps are listed above to help you jump to specific topics, speakers, and cider discussions. 00:00 Introduction to Chicha and Cider 00:26 News Out and About  Ciderville  00:43 Episode Overview: Chilean Cider Panel 03:30 Upcoming Events and Announcements 07:42 Introduction to the Chilean Panel 10:44 Chilean Cider Regions and History 16:11 Traditional Cider Making in Chile 18:11 Modern Chilean Cider and Future Prospects 20:16 Cider Tasting and Panel Discussion 29:32 Consumer Perception of Cider in Chile 30:07 Challenges and Efforts in Differentiation 30:34 Traditional and New World Ciders 31:13 Exciting Apple Varieties and Characteristics 32:19 Naming and Regional Varieties 35:40 Incorporating Local Fruits into Cider 38:09 Historical Context and Apple Lineages 41:47 Fire Blight and Disease Resistance 42:57 Modern vs. Traditional Cider Making 44:15 Collaborations with Winemakers 47:12 Preserving Heritage Apple Orchards 52:10 Forming a Cooperative in Chiloé 54:53 Market Development and Sales Strategies 57:03 Generational Gaps and Preservation Efforts 59:08 Future Goals and International Connections Support Cider Chat® If you value independent, long-form conversations that preserve cider history and amplify global voices, consider supporting Cider Chat® on Patreon. Your support helps keep these stories accessible and the podcast on the air.  

In this episode, I'm joined by Virginie Raphael — investor, entrepreneur, and philosopher of work — for a wide-ranging conversation about incentives, technology, and how we build systems that scale without losing their humanity. We talk about her background growing up around her family's flower business, and how those early experiences shaped the way she thinks about labor, value, and operating in the real economy. That foundation carries through to her work as an investor, where she brings an operator's lens to evaluating businesses and ideas. We explore how incentives quietly shape outcomes across industries, especially in healthcare. Virginie shares why telehealth was a meaningful shift and what needs to change to move beyond one-to-one, supply-constrained models of care. We also dig into AI, venture capital, and the mistakes founders commonly make today — from hiring sales teams too early to raising too much money too fast. Virginie offers candid advice on pitching investors, why thoughtful cold outreach still works, and how doing real research signals respect and fit. The conversation closes with a contrarian take on selling: why it's not a numbers game, how focus and pre-qualification drive better outcomes, and why knowing who not to target is just as valuable as finding the right people. If you're thinking about the future of work, building with intention, or navigating entrepreneurship in an AI-accelerated world, this episode is for you. And for more conversations like this, join us at Snafu Conference 2026 on March 5th, where we'll keep exploring incentives, human skills, and what it really takes to build things that last. Start (0:00) Reflections on Work, Geography, and AI Adoption Virginie shares what she's noticing as trends in work and tech adoption: Geographic focus: she's excited to explore AI adoption outside traditional tech hubs. Examples: Atlanta, Nashville, Durham, Utah, Colorado, Georgia, North Carolina, parts of the Midwest. Rationale: businesses in these regions may adopt AI faster due to budgets, urgency, and impatience for tech that doesn't perform. "There are big corporates, there are middle and small businesses in those geos that have budget that will need the tech… and/or have less patience, I should say, for over-hub technologies that don't work." She notes that transitions to transformational technology never happen overnight, which creates opportunities: "We always underestimate how much time a transition to making anything that's so transformational… truly ubiquitous… just tends to think that it will happen overnight and it never does." Robin adds context from her own experience with Robin's Cafe and San Francisco's Mission District: Observed cultural and business momentum tied to geography Mentions Hollywood decline and rise of alternative media hubs (Atlanta, Morocco, New Jersey) Virginie reflects on COVID's impact on workforce behaviors: Opened a "window" to new modes of work and accelerated change: "There were many preexisting trends… but I do think that COVID gave a bit of a window into what was possible." Emphasis on structural change: workforce shifts require multi-year perspective and infrastructure, not just trends. Investor, Mission, and Capital Philosophy Virginie clarifies she is an investor, not a venture capitalist, resisting labels and prestige metrics. "I don't call myself a venture capitalist… I just say investor." Focuses on outcomes over categories, investing in solutions that advance the world she wants to see rather than chasing trendy tech sectors. "The outcome we want to see is everyone having the mode of work that suits them best throughout their lives." Portfolio themes: Access: helping people discover jobs they wouldn't otherwise know about. Retention / support: preventing workforce dropouts, providing appropriate healthcare, childcare, and caregiving support. "Anyone anywhere building towards that vision is investible by us." Critiques traditional venture capital practices: Raising VC money is not inherently a sign of success. "Raising from a VC is just not a sign of success. It's a milestone, not the goal." Concerned about concentration of capital into a few funds, leaving many founders unsupported. "There's a sense… that the work we do commands a lot less power in the world, a lot less effectiveness than holding the capital to hire that labor." Emphasizes structural, mission-driven investing over chasing categories: Invests in companies that prevent workforce dropouts, expand opportunity, and create equitable access to meaningful work. Portfolio strategy is diversified, focusing on infrastructure and long-term impact rather than quick wins. "We've tracked over time what type of founders and what type of solutions we attract and it's exactly the type of deal that we want to see." Reflects on COVID and societal trends as a lens for her investment thesis: "COVID gave a bit of a window into what was possible," highlighting alternative modes of work and talent distribution that are often overlooked. Labor, Ownership, and Durable Skills Virginie reframes the concept of labor, wages, and ownership: "The word labor in and of itself… is something we need to change." Interested in agency and ownership as investment opportunities, especially for small businesses transitioning to employee ownership. "For a very long time… there's been a shift towards knowledge work and how those people are compensated. If you go on the blue-collar side… it's about wages still and labor." Emphasizes proper capitalization and alignment of funds to support meaningful exits for smaller businesses, rather than chasing massive exits that drive the VC zeitgeist. AI fits into this discussion as part of broader investment considerations. Childhood experience in family flower business shaped her entrepreneurial and labor perspective: Selling flowers, handling cash, and interacting with customers taught "durable skills" that persisted into adulthood. "When I think of labor, I think of literally planting pumpkin plants… pulling espresso shots… bringing a customer behind the counter." Observing her father start a business from scratch instilled risk-taking and entrepreneurial spirit. "Seeing my dad do this when I was seven… definitely part of that." Skills like sales acumen, handling money, and talking to adults were early lessons that translated into professional confidence. Non-linear career paths and expanding exposure to opportunity: Concerned that students often see only a narrow range of job options: "Kids go out of high school, they can think of three jobs, two of which are their parents' jobs… Surely because we do a poor job exposing them to other things." Advocates for creating more flexible and exploratory career pathways for young people and adults alike. Durable skills and language shaping work: Introduction of the term "durable skills" reframes how competencies are understood: "I use it all the time now… as a proof point for why we need to change language." Highlights the stigma and limitations of words like "soft skills" or "fractional work": Fractional roles are high-impact and intentional, not temporary or inferior. "Brilliant people who wanna work on a fractional basis… they truly wanna work differently… on a portfolio of things they're particularly good at solving." Work in Progress uses language intentionally to shift perceptions and empower people around work. Cultural significance of language in understanding work and people: Virginie notes that language carries stigma and meaning that shapes opportunities and perception. References Louis Thomas's essays as inspiration for attention to the nuance and power of words: He'll take the word discipline and distill it into its root, tie it back into the natural world." Robin shares a personal anecdote about language and culture: "You can always use Google Translate… but also it's somebody learning DIA or trying to learn dharia, which is Moroccan Arabic… because my fiance is Moroccan." Human-Positive AI, Process, and Apprenticeship Virginie emphasizes the value of process over pure efficiency, especially in investing and work: "It's not about the outcome often, it's about the process… there is truly an apprenticeship quality to venture and investing." Using AI to accelerate tasks like investment memos is possible, but the human learning and iterative discussion is critical: "There's some beauty in that inefficiency, that I think we ought not to lose." AI should augment human work rather than replace the nuanced judgment, particularly in roles requiring creativity, judgment, and relationship-building: "No individual should be in a job that's either unsafe or totally boring or a hundred percent automatable." Introduces the term "human-positive AI" to highlight tools that enhance human potential rather than simply automate tasks: "How do we use it to truly augment the work that we do and augment the people?" Project selection and learning as a metric of value: Virginie evaluates opportunities not just on outcome, but what she will learn and who she becomes by doing the work: "If this project were to fail, what would I still learn? What would I still get out of it?" Cites examples like running a one-day SNAFU conference to engage people in human-centered selling principles: "Who do I become as a result of doing that is always been much more important to me than the concrete outcomes of this thing going well." AI Bubble, Transition, and Opportunity Discusses the current AI landscape and the comparison to past tech bubbles: "I think we're in an AI bubble… 1999 was a tech bubble and Amazon grew out of it." Differentiates between speculative hype and foundational technological transformation: "It is fundamental. It is foundational. It is transformative. There's no question about that." Highlights the lag between technological introduction and widespread adoption: "There's always a pendulum swing… it takes time for massively transformative technology to fully integrate." AI as an enabler, not a replacement: Transition periods create opportunity for investment and human-positive augmentation. Examples from healthcare illustrate AI's potential when applied correctly: "We need other people to care for other people. Should we leverage AI so the doctor doesn't have to face away from the patient taking notes? Yes, ambient scribing is wonderful." Emphasizes building AI around real human use cases and avoiding over-automation: "What are the true use cases for it that make a ton of sense versus the ones we need to stay away from?" History and parallels with autonomous vehicles illustrate the delay between hype and full implementation: Lyft/Uber example: companies predicted autonomous vehicles as cost drivers; the transition opened up gig work: "I was a gig worker long before that was a term… the conversation around benefits and portability is still ongoing." AI will similarly require time to stabilize and integrate into workflows while creating new jobs. Bias, Structural Challenges, and Real-World AI Experiments Discusses the importance of addressing systemic bias in AI and tech: Shares the LinkedIn "#WearThePants" experiment: women altered gender identifiers to measure algorithmic reach: "They changed their picture, in some cases changed their names… and got much more massive reach." Demonstrates that AI can perpetuate structural biases baked into systems and historical behavior: "It's not just about building AI that's unbiased; it's about understanding what the algorithm might learn from centuries of entrenched behavior." Highlights the ongoing challenge of designing AI to avoid reinforcing existing inequities: "Now you understand the deeply structural ingrained issues we need to solve to not continue to compound what is already massively problematic." Parenting, Durable Skills, and Resilience Focus on instilling adaptability and problem-solving in children: "I refuse to problem solve for them. If they forget their homework, they figure it out, they email the teacher, they apologize the next day. I don't care. I don't help them." Emphasizes allowing children to navigate consequences themselves to build independence: "If he forgets his flute, he forgets his flute. I am not making the extra trip to school to bring him his flute." Everyday activities are opportunities to cultivate soft skills and confidence: "I let them order themselves at the restaurant… they need to look the waiter in the eye and order themselves… you need to speak more clearly or speak loudly." Cultural context and exposure shape learning: Practices like family meals without devices help children appreciate attention, respect, and communication: "No iPad or iPhone on our table… we sit properly, enjoy a meal together, and talk about things." Travel and cultural exposure are part of teaching adaptability and perspective: "We spent some time in France over the summer… the mindset they get from that is that meals matter, and people operate differently." Respecting individuality while fostering independence: "They are their own people and you need to respect that and step away… give them the ability to figure out who they are and what they like to do." Parenting as a balance of guidance and autonomy: "Feel like that was a handbook that you just offered for parenting or for management? Either one. Nobody prepares you for that… part of figuring out." Future of Work and Technology Horizons Timeframes for predicting trends: Focus on a 5-year horizon as a middle ground between short-term unpredictability and long-term uncertainty: "Five years feels like this middle zone that I'm kind of guessing in the haze, but I can kind of see some odd shapes." Short-term (6–18 months) is more precise; long-term (10–15 years) is harder to anticipate: "I'm a breezy investor. Six months at a time max… deal making between two people still matters in 18 months." Identifying emerging technologies with latent potential: Invests in technologies that are ready for massive impact but haven't yet had a "moment": "I like to look at technologies that have yet to have a moment… the combo of VR and AI is prime." Example: Skill Maker, a VR+AI training platform for auto technicians, addressing both a labor shortage and outdated certification processes: "We are short 650,000 auto technicians… if you can train a technician closer to a month or two versus two years, I promise you the auto shops are all over you." Focuses on alignment of incentives, business model innovation, and meaningful outcomes: "You train people faster, even expert technicians can benefit… earn more money… right, not as meaningful to them and not as profitable otherwise." Principles guiding technology and investment choices: Solving enduring problems rather than temporary fads: "What is a problem that is still not going to go away within the next 10–15 years?" Ensuring impact at scale while creating economic and personal value for participants: "Can make a huge difference in the lives of 650,000 people who would then have good paying jobs." Scaling, Incentives, and Opportunity Re-examining traditional practices and identifying opportunities for change: "If you've done a very specific thing the exact same way, at some point, that's prime to change." Telehealth is an example: while helpful for remote access, it hasn't fundamentally created capacity: "You're still in that one-to-one patient's relationship and an hour of your time with a provider is still an hour at a time." Next version of telehealth should aim to scale care beyond individual constraints: "Where do we take telehealth next… what is the next version of that that enables you to truly scale and change?" Incentives shape outcomes: "Thinking through that and all the incentives… if I were to change the incentives, then people would behave differently? The answer very often is yes, indeed." Paraphrasing Charlie Munger: "Look for the incentives and I can tell you the outcome." Founders, Pitching, and Common Mistakes Pet peeves in founder pitches: Lack of research and generic outreach is a major turn-off: "I can really quickly tell if you have indeed spent a fraction of a minute on my site… dear sir, automatic junk. I won't even read the thing." Well-crafted, thoughtful cold inbound pitches get attention: "Take some time. A well crafted cold inbound will get my attention… you don't need to figure out an intro." Big mistakes entrepreneurs make: Hiring too early, especially in sales: "Until you have a playbook, like don't hire a sales team… if you don't have about a million in revenue, you're probably not ready." Raising too much capital too quickly: "You get into that, you're just gonna spend a lot more time fundraising than you are building a company." Comparing oneself to others: "You don't know if it's true… there's always a backstory… that overnight success was 15 years in the making." Sales Strategy and Non-Sales Selling Approach is contrarian: focus on conversion, not volume: "It is not a numbers game. I think it's a conversion game… I would much rather spend more time with a narrower set of targets and drive better conversion." Understanding fit is key: "You gotta find your people… and just finding who is not or should not be on your list is equally valuable." Recognizes that each fund and business is unique, so a tailored approach is essential: "The pitch is better when I'm talking to the quote unquote right people in the right place about the right things." Where to Find Virginie and Her Work Resources for listeners: Full Circle Fund: fullcirclefund.io  Work in Progress: workinprogress.io  LinkedIn: Virginie Raphael  Where to Access Snafu Go to joinsnafu.com and sign up for free.  

Send us a textIf you've been jumping between offers, changing your niche, or wondering what to sell next, this episode is your sign to ground in.I'm sharing how I created one signature offer that now brings in daily sales, why I stopped reworking my product suite, and what actually builds long-term momentum in an online business.We talk launch patterns, personal branding, decision fatigue, and the real reason entrepreneurs keep pivoting their offers.This is the most anchored I've ever felt in business, and I want to help you get there too.

A FREE COPY OF JEFF'S Book DiscernmentVisit: https://JeffDudan.com If you run a business that lives on leads, quotes, and callbacks… this conversation could change your revenue. In this episode, I sit down with marketing and customer experience expert Jay Baer to talk about the advantage most small businesses keep missing: speed. Not just speed to close — speed to respond. We get into why “first contact” sets the tone for the entire relationship, the difference between being fast and being too fast, and how word-of-mouth actually works in the real world (hint: “competent” doesn't create conversations). We also talk talk-triggers — the simple operational choices that turn customers into volunteer marketers — plus what AI is changing (and what it can't replace): the human touch. If you want more leads, better close rates, and customers who actually stick… start here. Subscribe for more episodes built for business owners who want real-world tactics they can use immediately. A FREE COPY OF JEFF'S Book DiscernmentVisit: JeffDudan.com Learn more from Jay Baer: 

A FREE COPY OF JEFF'S Book DiscernmentVisit: https://JeffDudan.com If you run a business that lives on leads, quotes, and callbacks… this conversation could change your revenue. In this episode, I sit down with marketing and customer experience expert Jay Baer to talk about the advantage most small businesses keep missing: speed. Not just speed to close — speed to respond. We get into why “first contact” sets the tone for the entire relationship, the difference between being fast and being too fast, and how word-of-mouth actually works in the real world (hint: “competent” doesn't create conversations). We also talk talk-triggers — the simple operational choices that turn customers into volunteer marketers — plus what AI is changing (and what it can't replace): the human touch. If you want more leads, better close rates, and customers who actually stick… start here. Subscribe for more episodes built for business owners who want real-world tactics they can use immediately. A FREE COPY OF JEFF'S Book DiscernmentVisit: JeffDudan.com Learn more from Jay Baer: 

From bourbon and cigars to business, fitness, and relationships, we get into what consistency actually looks like when life gets busy. We talk about identity vs “New Year, New Me,” why motivation fades, how burnout really happens, and why stacking small wins beats going all-in for 30 days and quitting. No highlight-reel advice—just real perspective on building habits, discipline, and a life that actually lasts.----00:00 - Guest Introduction and Warm-up01:51 - Brock's Elevator Pitch and Personal Background02:36 - Family, Relationships, and Daily Routines05:39 - New Year Reset and 2026 Goals06:18 - Consistency and Personal Development08:53 - Identity Shift and Consistency Practices10:54 - Asking for Help and Gratitude12:26 - Fitness, Business Discipline, and Identity14:46 - Work-Life Balance and Personal Reflections16:41 - Regret, Relationships, and Personal Growth18:37 - Dreams, Gratitude, and Lifestyle21:06 - Sales Strategies and Business Insights22:24 - Marketing Consistency and Personal Discipline24:45 - Consistency Struggles and Personal Accountability27:28 - Ego, Gratitude, and Personal Growth30:13 - Fitness Challenges and Motivation31:46 - Value in Relationships and Work33:53 - Comparisons and Life Reflections36:09 - Helping Others and Seeking Support37:34 - Leadership, Roles, and Team Dynamics40:00 - Podcast Authenticity and Personal Authenticity41:53 - Gratitude and Daily Reflections43:30 - Burnout and Work Challenges45:13 - Personal Struggles and Support46:49 - Help and Business Mentorship49:40 - Life Purpose and Future Outlook51:32 - Ego and Personal Development53:32 - Sales Mindset and Personal Stories56:31 - Relationships and Value Perception58:21 - Leadership Challenges and Business Pressure60:03 - Regret and Personal History61:30 - Life Pyramid and Personal Evolution64:10 - Confidence and Personal Insight64:56 - Imposter Syndrome and Vulnerability66:30 - Gratitude and Audience Connection67:36 - Personal Reflections and Future Plans68:41 - Future Outlook and Takeaways69:14 - Closing Remarks and Call to Action70:18 - Next Steps and Community Engagement71:30 - Networking and Community Building73:28 - Offering Help and Community Support74:47 - Gratitude and Personal Journey77:10 - Reflection on Success and Growth79:27 - Values and Life Balance82:54 - Gratitude and Support85:40 - Advice and Guidance87:04 - Personal Stories and Future Vision89:02 - Leadership and Organizational Insight90:33 - Challenges and Workload91:41 - Lifestyle Choices and Reflections93:57 - Closing Wrap-up, Takeaways, and Final Thoughts96:04 - Final Reflections and Future Plans98:42 - Personal Growth and Identity102:04 - Family and Gratitude104:45 - Self-Reflection and Regrets107:23 - Life Pyramid and Status109:59 - Support and Community111:45 - Final Call to Action113:29 - Offering Help and Networking114:33 - Final Remarks and Outro115:49 - Outro and Contact Information----Follow Us Here! Instagram - https://www.instagram.com/mossmarketinggroup/Facebook - https://www.facebook.com/MossMarketingGroupWebsite -  https://www.mossmarketinggroup.com/#Marketing #Business #Podcast

In this episode of Business Growth Talks, host Mark Hayward interviews Patrick Seaton, a pioneering sales coach who seamlessly merges neuroscience with sales processes. With over three decades of experience, Patrick reveals the compelling science behind making effective sales pitches by tapping into the brain's natural response mechanisms. His innovative tool, Ask Alex, serves as a real-time sales thought partner, leveraging AI to refine sales pitches by analyzing conversations through a neuroscience lens. Discover how understanding the brain's inner workings can transform your sales approach and significantly improve your connection with prospects.Throughout the episode, Patrick elaborates on the application of neuroscience in sales, focusing on the "crocodile brain" and its critical role in decision-making. Listeners gain insights into how the brain processes information and why addressing prospects' problems is more effective than bombarding them with product features. Patrick underscores the importance of guiding customers through their buying journey, rather than forcing them into a decision. Emphasizing a shift from selling to solving, Patrick shares actionable strategies for solopreneurs to realign their sales processes and achieve substantial business growth.Key Takeaways:Understanding neuroscience can significantly enhance your sales process by aligning your pitch with how the brain processes decisions.The crocodile brain, which acts as a gatekeeper, requires simple and engaging communication to open pathways to deeper emotional and logical engagement.Ask Alex is an AI tool designed to assist sellers by analyzing and optimizing sales pitches through a neuroscience and AI-driven framework.Solopreneurs struggle due to a lack of sales expertise; by reorienting their approach to focus more on customer challenges, they can substantially boost engagement and sales.Cultural and contextual awareness is essential in sales communication to ensure messages are received positively across different audience types.SPONSORSGet a professional website built fast with Up in a Day, then book a call and see how easily you can elevate your online presence. https://upinaday.co/book-mark-haywardResources:Patrick Seaton on LinkedIn: Patrick Seaton LinkedInBook: "A Crocodile Brain Can Make or Break Your Sale"AI Tool: Ask AlexWebsite: Innovative Management ToolsPodcasSupport the showIf you want to watch the full video of this episode go to:https://www.youtube.com/@markhayward-BizGrowthTalksDo you want to be a guest on multiple podcasts as a service go to:www.podcastintroduction.comFind more details about the podcast and my coaching business on:www.businessgrowthtalks.comFind me onLinkedIn - https://www.linkedin.com/in/mark-hayw...Tik Tok - https://www.tiktok.com/@mjh169183YouTube Shorts - https://www.youtube.com/@markhayward-BizGrowthTalks/shorts

You can't just throw up AI slop and call it content. AI may be flooding your inbox, but does it still have a place in authentic sales outreach? Mandy McEwen, digital marketing expert and founder of Mod Girl Marketing, joins Mark Hunter to help sales professionals navigate the evolving landscape of LinkedIn and social media in the age of artificial intelligence. Mandy unpacks the biggest shifts happening in buyer behavior, offering fresh insights into how sales teams can leverage AI without losing the human touch. Listen in to discover why personalization alone isn't enough and how genuine relevance can help you stand out. Mark and Mandy probe the growing importance of building a visible, trustworthy personal brand on LinkedIn. They explore common pitfalls in sales prospecting, from lazy automation to the dangers of spammy messaging that threatens your reputation. Tune in for tips on optimizing your LinkedIn presence, using buyer intent signals, and why slowing down could be the smartest move for your team this year.  

From Complexity to Consistency: Doug C. Brown on Predictable Revenue, Follow-Up & Sales Systems In this episode of SAaes Simplified, I sit down with Doug C. Brown, CEO of CEO Sales Strategies and a renowned sales revenue and profit growth expert, for a deeply honest conversation about what really drives sales performance and what silently holds it back.Doug has built 35+ businesses and helped generate over $960M in sales for himself and his clients. But this conversation goes beyond numbers. We explore how truth, accountability, systems, and follow-up can completely transform results  including one powerful story where a single mindset shift helped a salesperson go from $140K to $2.1M in commissions in one year.Rather than relying on hype, pressure, or “10X” promises, Doug breaks down a predictable, math-based approach to sales growth that prioritizes clarity, consistency, and human connection even in an AI-driven world.We cover:How honesty with yourself can unlock exponential growthWhy most sales teams struggle (and why it often starts with leadership)The real reason follow-up is where deals are won or lostHow Doug's math-based model creates predictable revenueWhy “10X thinking” often hurts more than it helpsThe compounding power of small, consistent improvementsDetaching from desperation and selling without pressureHow systems create freedom instead of burnoutWhere AI supports sales and where humans still matter mostWhat founders must focus on before scalingTakeaways:Growth accelerates when truth replaces ego.Follow-up is one of the most overlooked revenue drivers.Predictable sales come from systems, not motivation.Small improvements compound into massive results.Sales works best when it's rooted in service, not pressure.

Schedule a Meeting with Joshua TODAY!Are you stuck closing only 2 or 3 out of every 10 projects—and wondering why homeowners keep saying “we'll think about it”?If you're a contractor or outdoor living professional spending hours on free designs, long proposals, and jobsite meetings that go nowhere, this episode hits home. Joshua Gillow and John Valenta break down why hard work alone doesn't lead to growth—and how a lack of sales process quietly keeps business owners stuck in survival mode.You will:Learn how sales training helped one contractor go from a 30% close rate to nearly 90%Discover how to stop wasting time on tire kickers and focus only on qualified clientsUnderstand how better sales conversations improve not just revenue—but work-life balanceIf you're ready to stop guessing, close more projects, and enjoy your business again, press play and learn how sales training can change everything.For more information about Jon Valenta and his services visit: https://generalpavingstones.com/Interested in being the first to know when The CORE 10 drops? Sign up HERE: https://yes.express/core-10/Connect with Joshua at:The WebsiteThe Facebook GroupSales Master ClassesHow to work with Joshua - https://yes.express/apply/Tune into this podcast where a seasoned craftsman shares expert communication skills, strategies for overcoming stress and overwhelm, and insights on building a profitable business in landscaping and hardscaping, with tips on how to sell, close more deals, and achieve financial freedom to retire early as a successful business owner in the design/build and outdoor living industry.

SUMMARYMany speakers, coaches, and consultants say they hate sales. In reality, what they hate is manipulative, impersonal, high-pressure selling that feels out of alignment with who they are.In this episode of Present Influence, sales expert Katie Nelson dismantles the myth that selling high-ticket offers has to feel sleazy. We explore why sales is fundamentally human, not transactional, and why relationship, curiosity, and courage matter far more than funnels, scripts, or AI shortcuts.We cover how speakers and coaches can sell premium services ethically, why relying solely on referrals is risky, how fear and rejection really work in sales, and why the founder must stay involved in selling longer than they think. Katie also challenges the overuse of “sales mindset” rhetoric and explains why action, not affirmation, is what actually builds confidence and cash flow.If you sell your expertise, your voice, or your presence and want a sales process that feels honest, effective, and sustainable, this episode will change how you think about selling.Find Katie on LinkedIn https://www.linkedin.com/in/thesalescatalyst/ or go to SalesUprising.comHere's the link for Katie's video series Feed The Fire: https://youtu.be/WfYrsNgSRoA?si=PaL5n0tRByqnJiOYTakeawaysSales is not a personality flaw; it's a human process.Embracing sales leads to quicker business success.Referrals should be seen as gifts, not strategies.Sales is about people before it's about systems.Mindset is important, but action is crucial in sales.You can't outsource your courage as a business owner.Sales is a service in both directions.Understanding your target audience is key to sales success.Fear and rejection are part of the sales journey; learn to overcome them.Building relationships is essential for effective sales. CHAPTERS00:00 The Human Element in Sales06:57 Reframing Sales: From Fear to Service10:47 Sales as a Reflection of Humanity17:27 Building Resilience in Sales21:20 The Evolution of Sales Models26:48 Simplifying Sales Funnels for Success32:25 Sales Strategies for Speakers35:17 The Power of Referrals in Business40:04 Mindset vs. Action in Sales43:54 Embracing Sales as a Business Owner44:45 The Importance of Referrals and Stability in SalesVisit presentinfluence.com/quiz to take the Speaker Radiance Quiz and discover your Charisma Quotient.For speaking enquiries or to connect with me, you can email john@presentinfluence.com or find me on LinkedInYou can find all our clips, episodes and more on the Present Influence YouTube channel: https://www.youtube.com/@PresentInfluenceThanks for listening, and please give the show a 5* review if you enjoyed it.

In this episode of The Pilates Business Podcast, host Seran Glanfield breaks down one of the biggest misconceptions holding boutique fitness studio owners back: the belief that discounts will fix long-term revenue problems. Spoiler alert — they won't. Instead, Seran reveals how a clear, intentional sales process can help Pilates studios and boutique fitness businesses fill classes, improve retention, and grow predictable revenue without racing to the bottom on price. From understanding why discounts attract the wrong clients to learning how your sales process actually begins long before someone walks through the door, this episode is a must-listen for Pilates studio owners who want sustainable growth, aligned clients, and a business that feels calmer and more profitable.

Theresa Bassett is CEO of The Diamond Group and an expert in relationship sales. With a background in construction, real estate, and digital marketing, she's driven over $550M in transactions across various sectors. Theresa's expertise spans working with Fortune 500 companies like Pulte Homes and GE Aviation, and she's passionate about helping businesses grow through a proprietary system for sales and marketing. As a thought leader, entrepreneur, and speaker, she also focuses on team development and fostering growth-driven cultures, embodying her Progress = Happiness philosophy. "With the onset of AI and all of the generational things that you've talked about, I think credibility more and more is being challenged... People don't know what to trust. So even more to the point that the personal communication, the interpersonal FaceTime conversations... are even more important because people are looking for transparency, authenticity." - Theresa Bassett KEY TAKEAWAYS -The core principle behind effective relationship selling strategies -How organizations should structure their sales and marketing processes for maximum efficiency and lead conversion -What inbound marketing tip can dramatically improve trust and engagement with potential clients -Maintaining face-to-face interaction is still important in the digital age, especially with the rise of AI CONNECT WITH THERESA BASSETT https://www.diamond-group.co/ https://www.linkedin.com/in/theresalbassett CONNECT WITH MANAGE SMARTER AND ITS HOSTS Website: https://salesfuel.com/manage-smarter/ LinkedIn: https://www.linkedin.com/in/audreystrong/                                                https://www.linkedin.com/in/cleesmith/ X: https://x.com/tallmediamaven  https://x.com/cleesmith  Connect with SalesFuel  Website:  https://salesfuel.com/ X: https://x.com/SalesFuel Facebook: https://www.facebook.com/salesfuel/ #sales #relationshipselling #theresabassett #salestips #salesfuel #salescred #cleesmith #audreystrong #salesAI Learn more about your ad choices. Visit megaphone.fm/adchoices

Alex Goldfayn is the CEO of a high-performance revenue growth consultancy that helps companies boost sales by 15–30% annually. A three-time Wall Street Journal bestselling author, his works include Pick Up The Phone & Sell, 5-Minute Selling, and Selling Boldly.Known as one of the most sought-after keynote speakers in the industry, Alex is famous for shifting mindsets from fear to confidence and from selling to helping. He is driven by a mission to help organizations turn ordinary outreach into extraordinary, predictable growth.SHOW SUMMARYIn this episode of the Selling from the Heart Podcast, Larry Levine and Darrell Amy are joined by Alex Goldfayn, Founder and CEO of Outgrow. Alex shares actionable strategies from his latest book, Outgrow: How to Expand Market Share and Outsell Your Competition, focusing on how to boost sales by being proactive rather than reactive.The conversation dives deep into the "miracle tool" of the telephone and the importance of purposeful outreach when nothing is wrong, rather than only calling when there is a problem. Alex provides powerful insights on overcoming the fear of rejection and maintaining the consistency required to achieve significant organic growth while selling with genuine heart.KEY TAKEAWAYSService-First Mindset: Selling from the heart is a shift in perspective, it is about helping your clients, not just closing a deal.The Proactive Edge: Predictable, organic sales growth is driven by proactive outreach, not by reacting to urgent or stressful problems.Purpose Over Pressure: Meaningful growth is the result of consistent, purposeful actions rather than increased pressure.Reframing Rejection: Rejection is a natural part of the sales process; remember that every “no” brings you one step closer to a “yes”.The Power of the Phone: Using the phone proactively sets you apart in a digital world because most of your competitors simply aren't doing it.Trust as a Catalyst: Building authentic relationships and deep trust is the primary driver of long-term professional success.HIGHLIGHT QUOTESWe are the helpers, we're the salespeople. It's righteous work.Proactive is when nothing is wrong; reactive is in response to something urgent or stressful.Sales growth doesn't come from more pressure, it comes from more purpose.If the phone came out after email, we would all think it's a miracle tool.

Love the show? Subscribe, rate, review, and share!Here's How »Join the Capital Gains Tax Solutions Community today:capitalgainstaxsolutions.comCapital Gains Tax Solutions FacebookCapital Gains Tax Solutions TwitterCapital Gains Tax Solutions Linked In

Rabbit the CEO is on today's podcast to share the process and results of his genuine and organic hustle in the sales industry. Coming from humble beginnings, he puts honesty and ethics first in every step of the deal: creating a transparent and communicative work environment that keeps both his employees and the end customers involved.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

Description:  In this New Year episode, Bill Levinson & Scott Perry speak about the evolving insurance brokerage distribution channel, technology/AI changing the landscape, improving the agent/consumer experience, what it's like partnering with AmeriLife, the latest industry M&A, the vision moving forward, Life/Health/Wealth diversification strategies & much more.  Levinson & Associates was established in 1972 and AmeriLife began in 1971. Together we bring over 100 years of combined insurance distribution experience!  Biography:  As AmeriLife's Chairman & Chief Executive Officer and with more than 30 years' industry experience, Scott Perry leads a multi-channel distribution business with a national network of over 300,000 insurance agents and financial advisors. Prior to joining AmeriLife in 2016, Scott was Chief Business Officer of CNO Financial Group and President of Bankers Life. Before that, he held leadership roles with Golden Rule, Anthem Blue Cross Blue Shield and Premera Blue Cross. Scott is a board member with Vericity Inc., a publicly traded insurance holding company, and Insurance Technologies, a leading fintech solutions company in the THL portfolio. Check us out online: Agent Back Office Site: LevinsonAndAssociates.com Facebook: @levinsonandassociates X: @levinsonassoc Instagram: @levinsonandassociates Threads: @levinsonandassociates LinkedIn: @bilevinson  Podcast: levinson.libsyn.com YouTube Library: @thelevinson1

Joel Goldberg is a veteran TV broadcaster for the Kansas City Royals, serving as the in-game reporter and anchor for every pre-game and post-game show. With over 30 years in television, Joel has covered everything from Super Bowls to World Series, interviewing icons like Will Ferrell and Wayne Gretzky—while also reporting on quirky moments like tick racing on a pool table.He is the host of the podcast Rounding the Bases and the author of two books: Small Ball Big Results and Small Ball Big Dreams, where he shares stories of success through consistency, teamwork, and trust.Beyond the broadcast booth, Joel runs a thriving speaking business, helping organizations build cultures grounded in trust and connection. His practical, story-driven approach to leadership has helped companies improve morale, strengthen teamwork, and foster authentic engagement.A proud Emmy Award winner and storyteller at heart, Joel brings a unique blend of sports wisdom, business insight, and real-world perspective to every stage he steps on.SHOW SUMMARYIn this episode of Selling from the Heart Podcast. Larry Levine and Darrell Amy are joined by Joel Goldberg, a seasoned TV broadcaster and author, who shares his insights on storytelling and building trust in both sport and sales. Joel recounts captivating stories from his career, highlighting the power of small consistent actions to achieve big results. The episode emphasizes the importance of genuine and effective storytelling in sales, providing practical advice for sales professionals to connect better with their audience.KEY TAKEAWAYSAuthenticity and trust are the foundation of successful sales and relationships.Everyone is in the people business and, in some way, a storyteller.Consistency, small daily actions (“small ball”), and attention to detail lead to big results.Know your audience and listen before telling your story.Effective storytelling is about making your message relevant and emotionally resonant.Building trust with your team and clients enables you to achieve more together.QUOTES“We are all in the people business, and we are all storytellers.”“Authenticity sells.”“When people believe you have their best interests at heart before your own, it becomes a lot easier to sell.”“Small ball is the little things you do consistently that add up to big results.”“If you don't know what your audience wants, it becomes a lot harder to sell.”“You have to earn trust—once you have it, you can do anything.”Learn more about Joel Goldberg.LinkedIn: https://www.linkedin.com/in/joelgoldbergkc/Learn more about Darrell and Larry.Darrell's LinkedIn: https://www.linkedin.com/in/darrellamy/Larry's LinkedIn: https://www.linkedin.com/in/larrylevine1992/Website: https://www.sellingfromtheheart.net/ADDITIONAL RESOURCESDiscover Heart-Centered Leadership:Explore the Culture from the Heart Podcast and uncover the secrets to thriving workplace cultures. Know a visionary CEO? Nominate them today at

Here's a truth that'll make you uncomfortable: Getting rejected isn't the real problem. The real problem is that you're not doing the work upfront to lower the probability of rejection in the first place. That's the insight that hit when Wendy Ramirez, a leading Mexican sales expert and author of Lo que nadie habla de las ventas: Estrategias para no ser llamarada de petate or What Nobody Talks About in Sales: Strategies to Avoid Being a Flash in the Pan, joined this week's episode about handling rejection on Ask Jeb on The Sales Gravy Podcast. After forty years in sales, I've been rejected yesterday, I'll get rejected tomorrow, and I've been rejected so many times that I almost don't even feel it anymore. But that doesn't mean you can just "let it roll off your back" like some sales trainers tell you. If you're struggling with rejection, you're not alone. And more importantly, you're not broken. There's a biological reason it hurts so badly, and there are concrete techniques you can use to handle it. The Biology of Rejection: Why Your Brain Is Working Against You Here's what most sales trainers won't tell you: Rejection is supposed to hurt. It's baked into your DNA. Forty thousand years ago, human beings lived in small groups around campfires. If you got kicked out of the group and walked away from that campfire into the dark, you were in danger. You were part of the food chain. There were things out there hunting you, rival tribes fighting over scarce resources, and being alone meant you probably weren't going to pass on your genes. So human beings who avoided rejection were more likely to survive. This fear of rejection became an evolutionary advantage, and it's still with us today. That's why selling is so hard. It's why most people don't want to go into sales. Walk into the accounting department and ask if anyone wants to make cold calls with you. They're going to look at you like you've got four heads because nobody wants to be in a profession where you have to do something that unnatural. This avoidance of rejection serves us really well in most of our life. You need to get along with your family, your coworkers, other people in the world. Knowing where the line is that would get you rejected is super important to being able to work as a team. But in sales? It's killing your performance. The Truth About Objections: You're Creating Them When people reject you or give you an objection, what they're expressing is their fear. They're expressing their fear of moving forward, their fear of change, their fear about whether or not you'll do what you say you're going to do. And here's the brutal part: Most of the time, you created that fear. The easiest way to deal with an objection is to do good discovery and do a good job in the selling process. When salespeople make the mistake of not doing any discovery, they don't have any ammunition. So the rejection sounds like this: "Your price is too high." That's the only way a person really knows how to explain it. If they don't like you, they'll say, "We need to go think about this." Think about it this way. If you do a great job of building the relationship, asking questions, listening, getting all of their pain and aspirations on the table, and then telling their story back to them in the context of how you can help them solve their problems, then you've earned the right to ask them. When you ask and they give you an objection, you know what to do because you already have that information. You're just bringing back and putting on the table the things that they already told you. The worst rejections I've gotten? They're usually when I lost a deal because I didn't do discovery. And then I found out after the fact that I missed something I shouldn't have missed. It's not so much the rejection that hurts. It's the shame and the gut punch that I didn't do my job as a salesperson, and therefore I created the environment that made that objection so big that I couldn't get past it because I had no information to work with. The Ledge Technique: Your Magic Quarter Second Let's get practical. You're on a prospecting call, you're engaging another person, and they hit you with an objection which feels like rejection. What do you do? Use a technique called the ledge. Neuroscientists would call it the magic quarter second that allows your executive brain (your prefrontal cortex) to get in control of your emotional brain (your limbic system) and that little structure inside your brain called the amygdala that triggers the fight or flight response. The ledge is just something you've memorized that you say automatically whenever you get that particular objection. The thing about prospecting objections is that we know every potential one. They're not surprising. People are going to say, "I don't have any time," "I'm not interested," "I'm already working with someone," "Your prices are too high," "This is not a good time for me," "I'm not the right person." So if someone says, "I'm too busy right now," I just say, "I figured you would be. And that's exactly why I called." That's all I say. The reason I have that memorized is because when they say that, rather than getting consumed by the fight or flight response, I know exactly what to say. In that magic quarter second, my brain that's smart takes over and says, "This is not a threat. This is just a person who says they don't have enough time right now, and you know exactly how to handle it." Relating: The Slower Form of the Ledge If you're in a slower type of objection (let's say you're asking someone to buy from you), use a form of the ledge by relating with them. When someone gives you an objection, they're expecting conflict because we're just human beings. If I tell you no, I'm expecting you to come back at me. So they give you the objection and they're ready for it. If you punch back, they're going to punch back. Everybody loses. But instead, if you relate to them, you lower the temperature. You get on their side of the table. You show empathy without agreeing with them. Here's what that sounds like in practice: Someone says, "This is more than I wanted to pay." You could say, "Well, look, it's really not that expensive and you're going to get so much out of it." Or you could say, "I totally get where you're coming from. It sounds to me like you're someone who makes really good decisions with their money." You're not agreeing that the price is too high. You're agreeing that they're a person who makes good decisions with their money. You're lowering the conflict level and increasing the collaborative level. You're diffusing them and breaking their pattern. Then you can go into, "When you say it's a little bit more than you wanted to pay, how do you mean? What does that mean to you?" But you always start with relating to them. The One Basic Truth About Objections Here's something you need to understand: In every sales conversation, while facing every objection, it is the human being that has the greatest emotional discipline that is most likely to have control over the conversation. And if you control the conversation, you can handle the objection. This is called relaxed assertive confidence. When you demonstrate this behavior, it almost acts like a magnet. People lean into you. And emotionally (because emotions are contagious), it causes them to respond in kind. When you come off as relaxed and confident, suddenly they lower their conflict level and they become more confident in you as well. There's nothing that handles objections better than pure old confidence. Persistence Always Finds a Way to Win Let me leave you with this: Persistence always finds a way to win. Always. In the US, 44 percent of salespeople only face rejection once before they give up. 78 percent give up after asking twice. 91 percent give up after asking only four times. But on average, it takes eight asks to get someone to say yes to you. So think about that. The statistics are in your favor. The more you're persistent, the more you keep asking, the more likely you're going to get what you want. The more you face rejection, the more likely you're going to get what you want. The inspirational part? Doing that is really hard. It takes discipline, and discipline is defined as sacrificing what you want now for what you want most. The easiest, fastest way to put on that emotional armor and dive into objections and rejections is to know exactly what it is that you want. So that in that moment when your brain is saying to you, "Run, don't do this, don't face it," you remember that on the other side of that rejection is the one thing that you want more than anything else in the world. And you're willing to go through it, around it, under it. No matter what it takes. You're willing to do whatever it takes to get that thing that you want. That's when rejection stops being the problem and starts being just another step in your process. Ready to transform your prospecting approach and fill your pipeline? Grab a copy of The LinkedIn Edge, Jeb's latest book on combining LinkedIn, AI, and proven outbound strategies to sell more and close bigger deals.

Here's a truth that'll make you uncomfortable: Getting rejected isn't the real problem. The real problem is that you're not doing the work up front to lower the probability of rejection in the first place. That's the insight that hit when Wendy Ramirez, a leading Mexican sales expert and author of Lo que nadie habla de las ventas: Estrategias para no ser llamarada de petate or What Nobody Talks About in Sales: Strategies to Avoid Being a Flash in the Pan, joined this week's episode about handling rejection on Ask Jeb on The Sales Gravy Podcast. After forty years in sales, I was rejected yesterday, I'll get rejected tomorrow, and I've been rejected so many times that I almost don't even feel it anymore. But that doesn't mean you can just "let it roll off your back" as some sales trainers tell you. If you're struggling with rejection, you're not alone. And more importantly, you're not broken. There's a biological reason it hurts so badly, and there are concrete techniques you can use to handle it. The Biology of Rejection: Why Your Brain Is Working Against You Here's what most sales trainers won't tell you: Rejection is supposed to hurt. It's baked into your DNA. Forty thousand years ago, human beings lived in small groups around campfires. If you got kicked out of the group and walked away from that campfire into the dark, you were in danger. You were part of the food chain. There were things out there hunting you, rival tribes fighting over scarce resources, and being alone meant you probably weren't going to pass on your genes. So human beings who avoided rejection were more likely to survive. This fear of rejection became an evolutionary advantage, and it's still with us today. That's why selling is so hard. It's why most people don't want to go into sales. Walk into the accounting department and ask if anyone wants to make cold calls with you. They're going to look at you like you've got four heads because nobody wants to be in a profession where you have to do something that unnatural. This avoidance of rejection serves us really well for most of our life. You need to get along with your family, your coworkers, and other people in the world. Knowing where the line is that would get you rejected is super important to being able to work as a team. But in sales? It's killing your performance. The Truth About Objections: You're Creating Them When people reject you or give you an objection, what they're expressing is their fear. They're expressing their fear of moving forward, their fear of change, their fear about whether or not you'll do what you say you're going to do. And here's the brutal part: Most of the time, you created that fear. The easiest way to deal with an objection is to do good discovery and do a good job in the selling process. When salespeople make the mistake of not doing any discovery, they don't have any ammunition. So the rejection sounds like this: "Your price is too high." That's the only way a person really knows how to explain it. If they don't like you, they'll say, "We need to go think about this." Think about it this way. If you do a great job of building the relationship, asking questions, listening, getting all of their pain and aspirations on the table, and then telling their story back to them in the context of how you can help them solve their problems, then you've earned the right to ask them. When you ask, and they give you an objection, you know what to do because you already have that information. You're just bringing back and putting on the table the things that they already told you. The worst rejections I've gotten? They're usually when I lost a deal because I didn't do discovery. And then I found out after the fact that I missed something I shouldn't have missed. It's not so much the rejection that hurts. It's the shame and the gut punch that I didn't do my job as a salesperson, and therefore, I created the environment that made that objection so big that I couldn't get past it because I had no information to work with. The Ledge Technique: Your Magic Quarter Second Let's get practical. You're on a prospecting call, you're engaging another person, and they hit you with an objection that feels like rejection. What do you do? Use a technique called the ledge. Neuroscientists would call it the magic quarter second that allows your executive brain (your prefrontal cortex) to get in control of your emotional brain (your limbic system) and that little structure inside your brain called the amygdala that triggers the fight or flight response. The ledge is just something you've memorized that you say automatically whenever you get that particular objection. The thing about prospecting objections is that we know every potential one. They're not surprising. People are going to say, "I don't have any time," "I'm not interested," "I'm already working with someone," "Your prices are too high," "This is not a good time for me," "I'm not the right person." So if someone says, "I'm too busy right now," I just say, "I figured you would be. And that's exactly why I called." That's all I say. The reason I have that memorized is because when they say that, rather than getting consumed by the fight or flight response, I know exactly what to say. In that magic quarter second, my brain that's smart takes over and says, "This is not a threat. This is just a person who says they don't have enough time right now, and you know exactly how to handle it." Relating: The Slower Form of the Ledge If you're in a slower type of objection (let's say you're asking someone to buy from you), use a form of the ledge by relating with them. When someone gives you an objection, they're expecting conflict because we're just human beings. If I tell you no, I'm expecting you to come back at me. So they give you the objection and they're ready for it. If you punch back, they're going to punch back. Everybody loses. But instead, if you relate to them, you lower the temperature. You get on their side of the table. You show empathy without agreeing with them. Here's what that sounds like in practice: Someone says, "This is more than I wanted to pay." You could say, "Well, look, it's really not that expensive, and you're going to get so much out of it." Or you could say, "I totally get where you're coming from. It sounds to me like you're someone who makes really good decisions with their money." You're not agreeing that the price is too high. You're agreeing that they're a person who makes good decisions with their money. You're lowering the conflict level and increasing the collaborative level. You're diffusing them and breaking their pattern. Then you can go into, "When you say it's a little bit more than you wanted to pay, how do you mean? What does that mean to you?" But you always start with relating to them. The One Basic Truth About Objections Here's something you need to understand: In every sales conversation, while facing every objection, it is the human being who has the greatest emotional discipline that is most likely to have control over the conversation. And if you control the conversation, you can handle the objection. This is called relaxed assertive confidence. When you demonstrate this behavior, it almost acts like a magnet. People lean into you. And emotionally (because emotions are contagious), it causes them to respond in kind. When you come off as relaxed and confident, suddenly they lower their conflict level and they become more confident in you as well. There's nothing that handles objections better than pure old confidence. Persistence Always Finds a Way to Win Let me leave you with this: Persistence always finds a way to win. Always. In the US, 44 percent of salespeople only face rejection once before they give up. 78 percent give up after asking twice. 91 percent give up after asking only four times. But on average, it takes eight asks to get someone to say yes to you. So think about that. The statistics are in your favor. The more you're persistent, the more you keep asking, the more likely you're going to get what you want. The more you face rejection, the more likely you're going to get what you want. The inspirational part? Doing that is really hard. It takes discipline, and discipline is defined as sacrificing what you want now for what you want most. The easiest, fastest way to put on that emotional armor and dive into objections and rejections is to know exactly what it is that you want. So that in that moment when your brain is saying to you, "Run, don't do this, don't face it," you remember that on the other side of that rejection is the one thing that you want more than anything else in the world. And you're willing to go through it, around it, under it. No matter what it takes. You're willing to do whatever it takes to get that thing that you want. That's when rejection stops being the problem and starts being just another step in your process. Ready to transform your prospecting approach and fill your pipeline? Grab a copy of The LinkedIn Edge, Jeb's latest book on combining LinkedIn, AI, and proven outbound strategies to sell more and close bigger deals.

Send us a textWhat if authority wasn't about being the best closer, but about creating the safest decision for your buyer? Grant sits down with Doug Brown—CEO of CEO Sales Strategies—to explore how shared context, credible associations, and personal ROI can transform ordinary sales conversations into trust-driven commitments. From New England roots to global brands, Doug shows why familiarity is a strategic lever, not a vanity metric.We dig into the gap between “good” sales teams and those viewed as market authorities. The surprise: status and positioning can tilt the field before price is ever discussed. Using vivid examples—from first-class optics to iconic venues—Doug explains how perception amplifies pricing power. But he also grounds it in craft: speak to the business ROI and the personal ROI driving real human decisions, whether that's safety, reputation, or career risk. Buyers sign when they feel both the numbers and the nerves are addressed.The heart of the conversation is resilience. Doug recounts a costly client pivot that vaporized roughly $2M, then shares the mental and operational playbook that pulled him forward: stop treating symptoms, remove root causes, and take one meaningful step every day toward a clear North Star. We also get practical with a 90-day revenue plan that works without heroics—set a truthful target, do the math on KPIs, reengage dormant clients, increase touchpoints, and define your ideal right-fit buyer to align message and market. We close with a grounded take on AI: use it to accelerate research and outreach, but never outsource the human-to-human moments that make complex deals possible.If you're ready to sell with authority, protect your margins, and build pipeline you can trust, this conversation gives you the mindset and methods to start today. Subscribe, share with a teammate who needs a boost, and leave a review with your biggest takeaway—we read every one.Thanks for tuning in to this episode of Follow The Brand! We hope you enjoyed learning about the latest trends and strategies in Personal Branding, Business and Career Development, Financial Empowerment, Technology Innovation, and Executive Presence. To keep up with the latest insights and updates, visit 5starbdm.com. And don't miss Grant McGaugh's new book, First Light — a powerful guide to igniting your purpose and building a BRAVE brand that stands out in a changing world. - https://5starbdm.com/brave-masterclass/ See you next time on Follow The Brand!

Are you chasing unrealistic sales goals or struggling to scale despite working harder than ever? Sales can feel messy when goals are unclear and the pressure keeps rising. In this episode, Doug C. Brown brings a calm and practical view that helps founders and sales leaders look at growth with a clearer mind. His approach is shaped by years of real work with entrepreneurs, corporations, and fast growing teams. The conversation touches on the moments that decide whether a buyer leans in or steps back, the habits that block progress, and the simple actions that keep revenue steady even in a tough market.Doug shares how most sales challenges begin with unrealistic goals, unclear ideal clients, and teams that freeze when stress climbs. He talks about his early lessons from his father, cases from his consulting work, and the math based approach he uses to help businesses build predictable revenue. You will hear how re engaging dormant clients creates fast results, why the right buyer matters more than the loudest market, and how small wins can shift a team out of fear and back into performance. The episode also includes a candid moment from Doug's own life when he had to rebuild using nothing but his phone and his network.Topics discussed include the sales mindset, predictable revenue, buyer psychology, ideal client identification, prospecting, client retention, outbound strategy, performance habits, realistic goal setting, and relationship driven selling. Entities mentioned in the conversation include CEO Sales Strategies, private consulting clients, and stories from Doug's early work in his family's business.If you are an entrepreneur, a solopreneur, a founder, or someone responsible for sales inside a growing company, this episode gives you practical insight you can use today. Listen in, take a few notes, and you may find that the path to growth is easier than it looks once the mind gets clear.Entities & Resources Mentioned:Doug C. Brown: CEO of CEO Sales Strategies.Don Williams: Host of The Proven Entrepreneur Show.Judge Ziglar: Brother of Zig Ziglar and world-record holder in sales (referenced by Don).Glengarry Glen Ross: Referenced regarding outdated "Always Be Closing" tactics.Book: Romancing Your Customer by Don Williams.Concept: The Rolodex (as a metaphor for your network).