Podcasts about sales strategies

Welcome to another live discussion, and don't miss out on this week's last episode for more real-world sales and entrepreneurship insights! Today, you'll learn why a disciplined daily structure is vital for personal success, investing in mindset development and networking, preparing for potential exhaustion when building sustainable businesses, and being resilient during early entrepreneurial stages!  

Have you felt like you're hitting the mid-year point and you're not happy with your B2B sales revenue so far and want to improve it moving forward? Perhaps you've got to June and actually feel pretty happy with your sales progress and want to keep your motivation going for the second half? Then you're in luck - because How to Make the Next 6 Months of Your Sales EPIC is exactly what you need to assess your mid-year performance so far and understand exactly what you need to prioritise so that you can start landing corporate clients consistently throughout the year. This episode is helping you to assess your sales performance so far - and figuring out how we can make it even better during the second half of the year. So whether you're happy / unhappy with your current performance, you'll be able to use this episode to guide your next steps to get your best B2B sales results! Introducing her brand new EPIC framework, it's been designed to help you gain clarity on your existing sales strategy, assess your performance from the first half of the year and lay a solid foundation for a healthy end to the year. Whether your first six months were triumphant, challenging, or just plain stagnant, this framework provides the structure you need to get back on track.   The main thing to get focused on is a "Half-Year Reset". Jess advises listeners to detach emotionally from their business for a moment and objectively look at the numbers, allowing you to ask yourself: "Do I want to create more of this or not?". This self-assessment is the springboard for building a resilient B2B sales strategy. It's about figuring out your plan for the next six months because, as Jess puts it, "that's really where you're going to be tested and that's really where you're going to find out do I have what it takes to nail this year, regardless of how it has started".  Jess also shares her own experience of prioritising business development and that consistent effort, even in limited time and ‘personal shenanigans', will get positive results thus achieving your sales goals and encourages you throughout on how to effectively prep your B2B sales process for a powerful September and take actionable steps taken during the summer months that will set you up for success when September arrives. Being part of a network of business friends and peers provides much needed accountability, constructive criticism and a shared motivation to achieve your sales goals. So, whether you've overachieved, felt stuck, or just need a nudge to get back on track, this episode is packed with practical advice, a few laughs and of course, Jess's straight-talking encouragement! Grab your notetakers and get ready to make the rest of your year absolutely EPIC! In this episode, you will learn: How to build a resilient B2B sales strategy for the second half of the year  How to prep your B2B sales pipeline for a powerful September The EPIC Framework: Your blueprint for a profitable second half of the year Summer Sales Planning: Actions now for a game-changing September Why consistent implementation beats social media for corporate sales How to leverage the most profitable time of the corporate calendar   Key Quotes;  "The first thing we have to do with any kind of half year analysis is step back emotionally, you know, detach yourself from the business for a second and start looking at your numbers and start looking at your results and saying, do I want to create more of this or not?" 00:35:1600:35:33 Quitting Social Media Without Losing Business: "But when I started looking at my numbers, posting on social media hadn't brought me any qualified sales calls with companies, so what's the point in doing it?" 00:36:0200:36:11 Half-Year Reset Motivation: Figure out what you're going to do for the next six months because that's really where you're going to be tested and that's really where you're going to find out do I have what it takes to nail this year, regardless of how it has started? 00:08:1100:08:27   Key Resources Mentioned in this Episode:   If you've enjoyed understanding how you can change the second half of your sales year to be more profitable, why not check out other episodes that can help?    Why September is the best time to sell to corporate companies Why organising your sales activity is central to your success when selling to corporate companies How to pep up your B2B sales before the summer slump!   Converting Corporates is the B2B sales event of the year for service based entrepreneurs, copy this link to join the waitlist for 2026! https://smartleaderssell.vipmembervault.com/cc2026waitlist   Join our weekly newsletter if you want to stay in touch with the latest B2B sales tips and techniques - https://sellingtocorporate.com/newsletter    

In this episode of The Kelly Roach Show, I answer one of the most frequently asked questions: When should I use a masterclass versus a Live Launch to sell? If you're selling in today's trust recession, this episode will help you understand the five key considerations that should drive your decision. From price point to lead temperature, segment targeting, and ad spend, I discuss how to choose the right strategy for predictable and profitable sales. Whether you're scaling a trust-building offer or relaunching a high-ticket mastermind, you'll walk away with a clear lens to assess what's right for your offer, audience, and growth stage. TIMESTAMPS: 01:40: Why trust-building offers are the gateway to high-ticket sales 03:15: What is an internal buyers list and why you must build one 05:00: How price point determines format 08:00: The real distinction between a masterclass and an info session 10:45: Selling to warm leads vs. cold leads 13:25: How advertising impacts structure 16:10: Audience segmentation 26:00: How the weekly masterclass strategy was developed 28:40: Offer placement within your product ecosystem Resources: Learn more about the Legacy Leaders Mastermind: https://programs.thebusinessadvisory.com/legacy-leaders  Get the Conviction Marketing book: https://www.amazon.com/Conviction-Marketing-Kelly-Roach/dp/B09S259DWK  Free Guide: The New Trust Building Funnel High Ticket Entreprenurs Are Using to Add 6+ Figures in Revenue: https://kellyroachinternational.kit.com/tbo  Join our upcoming Live Launch Intensive: https://workshops.thebusinessadvisory.com/livelaunchday  

Why Modern B2B Sales Starts with Founders: Insights from Gabe Lullo of AlleyoopOn this episode of The Thoughtful Entrepreneur, host Josh Elledge speaks with Gabe Lullo, CEO of Alleyoop, a leading B2B sales development company. Gabe dives into the critical strategies that modern founders and sales teams need to adopt—covering everything from founder-led sales and shifting lead generation tactics to building authentic engagement through personal branding. This episode is a goldmine for startup founders, sales leaders, and anyone aiming to scale their outbound strategy with more precision and impact.Building a Modern B2B Sales EngineGabe emphasizes that founders must be on the front lines of sales early in their journey. Founders bring unmatched product knowledge and passion that resonates with early customers and helps shape go-to-market messaging. These firsthand sales experiences offer valuable insight into what prospects actually care about, allowing for real-time iteration and refinement. Gabe cautions against hiring a VP of Sales too early—founders need to establish a repeatable, scalable process before expanding the team.In today's sales environment, traditional cold emailing is losing its edge due to regulation and deliverability challenges. Gabe recommends a return to high-impact basics: cold calling and content creation. Phone calls allow for real-time, human interaction, while content—especially on LinkedIn—builds trust and positions founders as thought leaders. Gabe practices what he preaches with his consistent posting strategy and his podcast, Do Hard Things, which highlights authentic stories of grit and resilience.Gabe also explains how Alleyoop helps B2B companies bridge the gap between marketing and sales. Their done-for-you systems manage appointment setting, lead qualification, and process optimization for clients ranging from startups to giants like Adobe and Zoom Info. For founders ready to scale their outreach, Gabe recommends focusing on authenticity, strategic connection building, and consistent engagement to generate high-quality pipeline.About Gabe LulloGabe Lullo is a seasoned entrepreneur and executive with deep expertise in sales, marketing, recruiting, and management. After graduating from the Barney School of Business at the University of Hartford, he launched his own sales, training, and marketing firm, which he successfully ran for over a decade. Gabe has also had a notable career in executive recruiting, expanding placements across IT, software development, sales, customer success, and executive leadership. As CEO of Alleyoop, he focuses on company culture, customer success, and scalable sales systems.About AlleyoopAlleyoop builds high-performing sales development systems for B2B clients. Their services include lead qualification, appointment setting, and outbound process design tailored for scalable growth.Links Mentioned in this EpisodeAlleyoop WebsiteGabe Lullo on LinkedInEpisode HighlightsFounders must lead sales to learn and iterate earlyCold calling and content outperform traditional cold emailLinkedIn content builds brand and trustAlleyoop connects marketing to sales with proven systemsAuthentic storytelling drives long-term engagementConclusionGabe Lullo delivers a compelling roadmap for building and scaling a sales engine rooted in authenticity, process, and founder-led momentum.

In this lively episode of Blue Collar Nation, Larry and Eric sit down with Jeff Jones—Director of Sales & Marketing and business coach at Violand Management—to unpack how trade businesses in the disaster restoration, HVAC, plumbing, and janitorial industries can thrive in today's slower market. Jeff shares his journey from family hardware stores to becoming VP of Everything Amazing, reveals why aggressive sales during downturns can lead to market dominance, and highlights essential future-forward skills: using AI, mastering financial KPIs, and building accountable, multi-generational teams. Plus, dive into Violand's signature training events—Executive Summits, business planning workshops, and targeted manager development programs—to fuel long‑term growth.TITLE SPONSOR:Super Tech UniversityDramatically improve your team's performance with a system of short daily video lessons training your team in soft skills. When you invest in your team and teach them soft skills, your team can make you more profit. Go to https://supertechu.com/ for more info.Click here for a discount: https://supertechu.com/register/podcastoffer/.Here is an entrepreneur's story you will relate to.SPONSOR: C&R MagazineC&R magazine is the leading periodical in the Cleaning and Restoration industry. Owner and editor Michelle Blevins has brought printed copies back from the dead to increase reader experience. Go to www.candrmagazine.com to get your free copy sent directly to your home or business.

In this episode of the Revenue Builders Podcast, hosts John McMahon and John Kaplan are joined by Eric Erston, CRO of RegScale. They explore the characteristics of top sales teams and delve into the importance of focus, understanding the ideal customer and persona profiles, and the balance of technology and human connection in sales. The conversation also highlights the critical role of leadership in fostering vulnerability, accountability, and continuous learning within sales teams. Eric shares valuable lessons from his extensive career, emphasizing the importance of hiring the right people, empowering teams, and adapting sales strategies to evolving market demands. The episode is rich with practical tips and heartfelt anecdotes, making it a must-listen for sales leaders and professionals aiming to elevate their game.ADDITIONAL RESOURCESLearn more about Eric Erston:https://www.linkedin.com/in/ericerston/Read Force Management's Guide to Embedding AI In Your B2B Sales Organization: https://hubs.li/Q03ldrzD0Download the CRO Strategy Checklist: https://hubs.li/Q03f8LmX0Enjoying the podcast? Sign up to receive new episodes straight to your inbox: https://hubs.li/Q02R10xN0HERE ARE SOME KEY SECTIONS TO CHECK OUT[00:02:07] Qualities of Top Performing Sales Teams[00:05:37] Understanding the Ideal Customer Profile[00:07:53] The Importance of Persona Profiles[00:18:43] Creating a Culture of Vulnerability[00:34:17] Leadership Authenticity and Empowerment[00:35:18] Balancing Vision and Execution[00:37:14] Setting Standards of Performance[00:41:14] Accountability and Rewarding Overachievers[00:41:48] The Importance of Simplicity in Leadership[00:44:40] The Role of Coaching and Feedback[00:51:05] Adapting Sales Strategies[00:56:44] The Impact of Video Calls on Sales[01:00:43] Opportunities at RegScaleHIGHLIGHT QUOTES"You have to earn the right to get to that personal discussion.""Enablement without accountability is a failure to lead.""Get the right people, everything is so much easier.""Lots of sales teams aren't focused.""In order to know how to qualify out, we've gotta know what success is.""The most elite people devour the information provided by the company and then invest their intellect and curiosity into getting to know the individual human component.""How you sell can be just as important as what you sell.""In the old days, one of the best pieces of advice I ever got was if it's in print, expect that they expect you've read it.""If you're not making enough calls, you're not going to succeed.""Find a culture where it's comfortable being vulnerable."

Send us a textIn episode fifty-nine of Podcasts Suck, Sebastian Rusk explores the critical concept of building trust in podcasting and how it can drive sales. He also shares insights on the importance of certainty in the buying process, emphasizing that potential buyers need to trust you before they make a purchase. Tune in for insights on how to establish a strong foundation of trust that encourages engagement and sales in the world of podcasting.TIMESTAMPS[00:01:14] Certainty drives podcast sales.[00:08:16] Podcasting as a certainty vehicle.[00:08:37] Who do you get to become?QUOTES"The faster you can get them to trust you, the faster you're going to get them to buy from you.""Trust is built through repetition, being consistent, consistently showing up in people's minds so that they feel like they know you.""Podcasting lets people hear your voice every single week and consistently you're in their ears, solving their problems, showing up consistently. And when you do that, you win. Podcast builds certainty in people's minds. When people are certain, they trust you."==========================Need help launching your podcast?Schedule a Free Podcast Strategy Call TODAY!PodcastLaunchLabNow.com==========================SOCIAL MEDIA LINKSInstagram: Instagram.com/PodcastsSUCKFacebook: Facebook.com/sruskLinkedIn: LinkedIn.com/in/sebastianrusk/YouTube: Youtube.com/@PodcastLaunchLab==========================Take the quiz now! https://podcastquiz.online/==========================Need Money For Your Business? Our Friends at Closer Capital can help! Click here for more info: PodcastsSUCK.com/money==========================

Trade shows are full of energy, great conversations, and promising connections — but too often, those leads go cold once the event ends. In this episode, I share a practical 3-step approach to help you turn those moments into momentum.Drawing on real-world experiences and conversations I've had with industrial teams, we'll walk through:How to pre-target the right audience so you're not just showing up — you're showing up prepared.Why onsite storytelling matters more than sales pitches.What it takes to do timely, personalized follow-up that actually moves the relationship forward.I'll also show you how tools like ChatGPT can help you and your team streamline these steps, making the post-show process faster, more consistent, and more human. Whether you're a solo marketer or part of a lean sales team, this episode will give you ideas you can use right away.Episode Breakdown:00:00 – The Trade Show Follow-Up Dilemma01:49 – Step 1: Audience Pre-Targeting05:06 – Step 2: Onsite Storytelling10:06 – Step 3: Post-Event Follow-Up11:03 – Leveraging AI for Effective Follow-Up15:51 – The Importance of Timely Follow-Up17:39 – Final Thoughts and Real-Life ExampleIf you'd like help setting up your own AI follow-up strategy, I offer 1:1 sessions and team training that's tailored to your goals. Let's make your next trade show your most productive one yet.* Connect with me on LinkedIn: https://www.linkedin.com/in/donna-peterson-world-innovators* Visit World Innovators: https://www.worldinnovators.com*** Watch on our YouTube Channel: https://www.youtube.com/@WorldInnovatorsAnd don't forget to hit subscribe to stay inspired and make your marketing more meaningful.I'm thrilled to be speaking at FABTECH 2025, September 8–11 in Chicago!This is where the brightest minds in manufacturing come together. Join me for four days of learning, inspiration, and connection.Grab your 20% off conference pass now with code SPEAK20!https://i.snoball.it/p/ksiGQ/s/2

Tired of sleazy sales tactics and bro marketing that just don't feel right? In this episode of the Booked & Visible series, Michelle Thames reveals the five authentic sales strategies that are working for women entrepreneurs and coaches in 2025.Learn how to sell with confidence, build genuine connections, and attract clients who want what you offer no pressure, no gimmicks, just results. Michelle shares her real-life receipts, client wins, and the simple mindset shifts that help you stop dreading sales and start converting with ease. If you're ready to ditch outdated hustle culture and start selling in a way that feels good—and gets results—this episode is your new sales playbook. In this episode, you'll learn: Why bro marketing is dead (and what's replacing it) Five authentic sales strategies for modern entrepreneurs How to teach first, sell second (and why it works every time) How to use social proof, DMs, and storytelling to drive conversions Real-world examples from Michelle's business and clients The art of using soft CTAs to invite—not push—your audience to work with you Why making it safe to buy from you increases your sales and referrals Let's Connect & Get Your Freebie! Stay inspired and get daily visibility tips—follow Michelle everywhere: Instagram: @michellelthames Threads: @michellelthames LinkedIn: Michelle L Thames YouTube: Michelle L Thames Podcast: Social Media Decoded Get your FREE $200-a-day Story Strategy guide HERE! Want my proven story strategy that's helping women earn $200/day from their audience? DM “STORY” to me on Instagram (@michellelthames) and I'll send you my favorite visibility and sales framework—free for listeners! authentic sales, how to sell online, no bro marketing, women entrepreneur sales tips, social proof selling, content that converts, selling in the DMs, sales strategies for coaches, visibility podcast, Michelle Thames, Booked & Visible series

Join Todd Miller, Seth Heckman, and their guest Randy Chaffee from Source One Marketing in this engaging episode of Construction Disruption. Randy shares insights from his extensive experience in the sales industry, discussing his new book "Asphalt and Algorithms: A Road Warrior's Playbook for Winning Results in the Hybrid Sales Arena."Randy dives deep into the inspiration behind the book, his father's lasting influence, and how COVID-19 prompted him to adapt to a hybrid sales approach. The conversation covers the importance of building authentic relationships, being customer-centric, and leveraging both traditional and modern sales strategies. Tune in to gain valuable lessons and hear Randy's heartfelt anecdotes.Timestamps00:54 Challenge Words and Guest Introduction02:41 Randy Chaffee's New Book03:26 Honoring My Dad: The Inspiration Behind the Book08:09 Lessons from Dad: Customer Commitment11:48 The Hybrid Sales Approach18:04 Building Genuine Relationships in Sales25:14 Adapting to New Sales Methods30:09 Core Business and Product Lines32:39 Customer-Centric Manufacturing34:47 Customer-Centric Manufacturing35:34 The Importance of Repeat Business36:27 Choices and Competition39:31 Engaging at Trade Shows43:02 Networking Beyond the Industry52:26 Rapid Fire Questions01:00:03 Final Thoughts and Contact InformationConnect with Randy OnlineLinkedIn: https://www.linkedin.com/in/randychaffee/Website: https://ibuyfromrandy.comBuy Randy's Book: Coming Soon!!!Building Wins Live Podcast: https://www.sourceonemarketingllc.com/building-wins/YouTube: https://www.youtube.com/@LetsChatWithRandyChaffeeFor more Construction Disruption, listen on Apple Podcasts or YouTubeConnect with us on Facebook, Instagram, or LinkedInThis episode was produced by Isaiah Industries, Inc.Construction Disruption was recently featured in this 15 Best Podcasts for Contractors list!This podcast uses the following third-party services for analysis: Podtrac - https://analytics.podtrac.com/privacy-policy-gdrp

What's slowing your sales team down isn't your people—it's your process.In this episode of the CEO Sales Strategies Podcast, Doug C. Brown sits down with Frank Sondors, founder of Salesforge.ai, to explore how AI sales agents and WhatsApp automation are helping B2B teams move faster, cut CAC, and scale without overhiring.Here's what you'll learn:✅ Why AI sales agents outperform traditional SDRs✅ How WhatsApp delivers 10x more responses than emai✅ What it takes to build systems that support human sellers instead of replacing them✅ How Frank scaled Salesforge from $0 to $3M ARR in under 12 monthsWhether you're running a lean sales org or scaling a high-ticket outbound team, this episode will show you how to combine automation with strategic selling for speed and results.

In this episode, we're diving deep into the art of connection with Doug Brown from CEO Sales Strategies. He is an expert at driving results, uniting teams, and delivering unforgettable customer experiences. You'll learn why today's customers are clamoring for connection, and how your business can meet that need by aligning your teams, sharpening your message, and understanding your buyers better than ever. We'll explore: Why great teams move in the same direction (and how to get yours there) How leaders set the tone for performance and culture by setting the example The power of understanding client objections before they derail your sale The secret to identifying your right-fit buyer and fine-tuning your messaging and marketing Why follow-up is the most overlooked part of both the sales and service cycle How to eliminate silos between sales, marketing, and customer service to create a seamless, connected experience Whether you're a business owner, CX leader, or growth-focused professional, this episode will challenge your thinking and offer practical strategies you can implement today.

How do you keep clients coming back—even when times get tough financially? In this episode of the Sales Maven Podcast, Nikki Rausch shares actionable tips on how to retain clients during economic downturns. Learn how to stay top of mind, introduce effective downsell offers, and communicate proactively to meet your clients where they are—without losing the relationship (or the revenue). If client retention is part of your business strategy, this episode is packed with insights you can use right away. Timestamps: 00:43 – Welcome to the Sales Maven Podcast 01:04 – Why budget concerns shouldn't mean goodbye 01:59 – Stay ready: Planning for client pushback 03:31 – What is a downsell offer (and why you need one) 05:28 – Communicating with confidence and compassion 06:26 – Creative examples of downsell offers in action 11:55 – Keep the connection: proactive engagement strategies 14:20 – Final thoughts and next steps Nikki invites you to join the Sales Maven Society. Take advantage of this opportunity to work together with you and Nikki. Bring your questions, concerns, and sales situations; she provides answers and guidance. Join the Sales Maven Society here, click Join Today, and then checkout and use coupon code 47trial to get your first month for $47.00! For more actionable sales tips, download the FREE Closing The Sale Ebook. Find Nikki: Nikki Rausch nikki@yoursalesmaven.com Facebook | Twitter | LinkedIn | Instagram Sales Maven Society https://calendly.com/salesmaven/work-with-nikki-discussion

Doug C. Brown, CEO of CEO Sales Strategies, joins us for a captivating exploration into the world of sales optimization and scalable revenue. With his roots in sales beginning at his father's business, Doug has transformed into a visionary leader in sales strategies. In our discussion, Doug unveils the core principles of CEO Sales Strategies, stressing the necessity of a structured and systematic approach to secure predictable revenue streams. As we navigate the common hurdles businesses face, like setting clear goals and identifying right-fit buyers, Doug shares his invaluable perspective on the evolving role of AI in sales processes. He emphasizes the human aspect of selling, the importance of customer care, and how a structured sales process can be a game-changer. Our conversation also highlights the vital importance of business clarity and metrics in sustaining growth and avoiding chaos. Doug delves into how unmanaged growth can lead to business implosion and shares personal anecdotes, including a profound story about congenital hip dysplasia, underscoring the urgency of addressing root issues early. By examining micro measurements and uncovering hidden issues, Doug illustrates that real improvement calls for dedication and deep understanding, not just superficial fixes. Whether you're a seasoned sales veteran or new to the field, this episode is packed with actionable insights and strategies to enhance your sales success and business outcomes. Doug C. Brown, CEO of CEO Sales Strategies, is a renowned Sales Revenue and Profit Growth Expert. He is the creator of a predictable, reliable, measurable, math-based model for sales revenue growth. Using this system, Doug helps businesses and independent business professionals dramatically increase their sales. Doug has served as the independent President of Sales and Training for Tony Robbins and Chet Holmes, achieving a 143% increase in close rates and a 4150% sales boost in six months. He has built over 35 businesses, generating over $900 million in sales for himself and his clients. His expertise has benefited companies like Intuit, CBS Television, Procter & Gamble, and thousands of other businesses. He has earned Top Sales Professional Awards and led high-performance teams. Doug's latest venture, Vibitno, is a revolutionary sales automation software designed to increase sales revenue by enhancing follow-up efficiency, boosting client retention, and increasing sales productivity. For four decades, Doug has shared his knowledge to help others achieve extraordinary sales growth through simple, effective steps.   Quotes: "Predictable sales revenue growth starts with clarity. Without it, chaos will eventually consume your business." "Selling is human. It's about solving a problem, gaining an opportunity, or achieving a goal, not just pushing a product." "If you want to make more sales, you need a process. It's like a dance—without a rhythm, you'll step on your partner's toes." "The key to scalable revenue is understanding your numbers. Wishful thinking won't hit your targets; clear metrics will."   Links: Website (CEO Sales Strategies): https://ceosalesstrategies.com/ Vibitno: https://vibitno.com/ Facebook: https://www.facebook.com/Dougcbrown123/ LinkedIn: https://www.linkedin.com/in/dougbrown123/ Instagram: https://www.instagram.com/dougcbrown_/ CEO Sales Strategies LinkedIn: https://www.linkedin.com/company/ceosalesstrategies Follow-Up Masterclass: http://ceosalesstrategies.com/stoptheleak   Find this episode and all other Sales Lead Dog episodes at https://empellorcrm.com/salesleaddog/ Tired of your CRM sucking the life out of your team? Visit https://crmshouldntsuck.com to get the book, get your CRM Impact Score, and discover how to rescue your system—and your sanity.

In this short segment of the Revenue Builders Podcast, we revisit the discussion with Matt Maloney, SVP of Global Sales at Fireblocks, to dissect a critical lesson in sales leadership: the unwavering focus on hitting the number. Maloney recounts a pivotal mentoring moment at CloudLock that reshaped his approach to sales strategy, team structure, and market calibration. The episode also explores common missteps in early-stage startups—like trying to pursue too many use cases or building teams misaligned with the product's true market fit. It's a candid and practical masterclass for CROs, sales leaders, and founders navigating go-to-market chaos.KEY TAKEAWAYS[00:01:52] The #1 job of a sales leader isn't building teams—it's figuring out how to hit the number.[00:02:41] Calibration of resources is critical: Balance dominance in core markets with smart expansion into emerging ones.[00:03:41] A hard lesson: Building the wrong sales team for the product's actual market fit can derail everything.[00:04:24] Why focusing on 3-4 key use cases is more effective than spreading thin across many[00:05:50] Avoid copying old playbooks—be objective about your current product and ICP[00:06:35] Collaborate with technical founders: Align sales goals, use data, and define outlier strategies together.[00:07:24] Operating without a clear ICP is dangerous—know how to scale, train, and forecast from it.QUOTES[00:02:15] "Your job is not to build an enterprise sales team or an SMB team—it's to build the right team to hit the number.[00:03:41] "I was convinced our guiding light was to build an enterprise team. What I didn't realize was that our product was really suited for mid-market."[00:05:08] "You can't build world-class products, marketing, or sales training for 13 use cases. Focus is everything.[00:07:00] "Outliers are okay, but you need a plan for them. Don't pretend they're your core ICP."[00:07:47] "If you can't identify your ICP and scale from it, you're operating in dangerous water."Listen to the full conversation through the link below.https://revenue-builders.simplecast.com/episodes/blockchain-the-future-of-finance-with-matt-maloney-loysynttEnjoying the podcast? Sign up to receive new episodes straight to your inbox:https://hubs.li/Q02R10xN0Check out John McMahon's book here:Amazon Link: https://a.co/d/1K7DDC4Check out Force Management's Ascender platform here: https://my.ascender.co/Ascender/

Max Porter is a seasoned business leader and operations strategist with a strong track record in scaling organizations through intentional culture, streamlined processes, and servant leadership. With a background in marketing, consulting, and executive operations, Max brings a people-first approach to business growth.As the author of Self, for Christ's Sake: Biblical Principles for Sales and Business, Max is passionate about aligning faith with professional excellence. He helps companies create sustainable systems and healthy teams while fostering environments where people thrive and feel valued.SHOW SUMMARYIn this episode of the Selling from the Heart Podcast, Larry Levine and Darrell Amy are joined by Max Porter to explore how faith can influence strategy and authenticity in sales. Max shares powerful insights from his book and personal journey of integrating his Christian faith into his professional life. He discusses the value of transparency, servant leadership, and viewing one's sales territory as a personal business. The conversation offers actionable takeaways for sales professionals seeking to align their values with their work and elevate their impact by selling from the heart.KEY TAKEAWAYSAuthenticity Is Everything – Sales success begins by showing up as your true self.Faith and Strategy Can Coexist – Biblical principles like stewardship, servant leadership, and empathy can enhance business outcomes.Own Your Territory – Treat your role like you're the CEO of your region or vertical.Delegate with Intention – Leveraging virtual assistants can help you stay focused on what matters most: building trust.Creativity and Transparency Win – In today's skeptical market, openness and innovation go a long way in building relationships. HIGHLIGHT QUOTES"If you're not selling your authentic self, the customer picks up on that.”“So for me, selling from the heart is finding out what makes you, you—and doubling down on that during the sales cycle.”“You are the CEO of your territory. Treat it like your company.”“Faith isn't separate from business—it's the foundation of how I show up every day.” 

In this conversation, John Harcar interviews Nelson Morris, who shares his journey from HR and recruiting to becoming a successful real estate wholesaler and entrepreneur. Nelson discusses the challenges he faced in the real estate market, the importance of effective communication, and the creation of his new lead generation tool, Newly. He emphasizes the significance of follow-up in sales and the need for a structured CRM process. The conversation concludes with Nelson sharing his vision for Newly and the keys to his success in business. Professional Real Estate Investors - How we can help you: Investor Fuel Mastermind:  Learn more about the Investor Fuel Mastermind, including 100% deal financing, massive discounts from vendors and sponsors you're already using, our world class community of over 150 members, and SO much more here: http://www.investorfuel.com/apply   Investor Machine Marketing Partnership:  Are you looking for consistent, high quality lead generation? Investor Machine is America's #1 lead generation service professional investors. Investor Machine provides true ‘white glove' support to help you build the perfect marketing plan, then we'll execute it for you…talking and working together on an ongoing basis to help you hit YOUR goals! Learn more here: http://www.investormachine.com   Coaching with Mike Hambright:  Interested in 1 on 1 coaching with Mike Hambright? Mike coaches entrepreneurs looking to level up, build coaching or service based businesses (Mike runs multiple 7 and 8 figure a year businesses), building a coaching program and more. Learn more here: https://investorfuel.com/coachingwithmike   Attend a Vacation/Mastermind Retreat with Mike Hambright: Interested in joining a “mini-mastermind” with Mike and his private clients on an upcoming “Retreat”, either at locations like Cabo San Lucas, Napa, Park City ski trip, Yellowstone, or even at Mike's East Texas “Big H Ranch”? Learn more here: http://www.investorfuel.com/retreat   Property Insurance: Join the largest and most investor friendly property insurance provider in 2 minutes. Free to join, and insure all your flips and rentals within minutes! There is NO easier insurance provider on the planet (turn insurance on or off in 1 minute without talking to anyone!), and there's no 15-30% agent mark up through this platform!  Register here: https://myinvestorinsurance.com/   New Real Estate Investors - How we can work together: Investor Fuel Club (Coaching and Deal Partner Community): Looking to kickstart your real estate investing career? Join our one of a kind Coaching Community, Investor Fuel Club, where you'll get trained by some of the best real estate investors in America, and partner with them on deals! You don't need $ for deals…we'll partner with you and hold your hand along the way! Learn More here: http://www.investorfuel.com/club   —--------------------

What if your dealership's existing systems held the key to 5x sales efficiency—and you didn't even know it? In this episode, Kim Phelan sits down with Nick Mavrick, a seasoned industry insider and founder of BiltData, to uncover how construction equipment dealers can unlock powerful customer insights already hiding in plain sight. From the early days of NationsRent and Volvo Rents to building data-driven tools exclusively for the CE industry, Mavrick has seen it all—and he's on a mission to eliminate the guesswork that keeps sales teams stuck. Discover how top reps are using precision data to dominate their markets, and why knowing your top 15 targets—by name, not hunch—is the difference between average and unstoppable. Join us for a no-fluff conversation that will challenge your assumptions and give your sales strategy a serious wake-up call!   Connect with Nick: LinkedIn Company Website   Connect with IEDA: Visit IEDA Group Website IEDA Events   Produced By: Social Chameleon

This episode of the NEGOTIATE X Podcast explores how negotiation preparation serves as a strategic advantage in today's complex sales landscape. David Chapnick of Vantage Partners shares insights on frameworks like FOCUS, the rise of AI in sales training, and the shift toward virtual negotiations.  He emphasizes aligning internal teams, building trust with clients, and balancing collaboration with co-opetition. Listeners will learn why effective preparation—not just tactics—drives better outcomes, deeper relationships, and long-term value.  With real-world examples and practical advice, the conversation underscores that meaningful negotiation capability is built over time through intentional practice, coaching, and investment in people—not quick fixes.  

Send us a textGet ready for another electrifying episode of "The Selling Podcast" as Mike and Scott welcome back a true show legend: Damien Cooke! Known for his unparalleled expertise in leadership and sales, Damien dives deep into the core tactics that drive peak performance within sales teams. This isn't just about managing; it's about leading your way to exceptional results.Damien shares one of his absolute key takeaways: the vital importance of having an outcomes-based mindset. He emphasizes that true success comes from focusing relentlessly on the specific activities that directly drive revenue, cutting through the noise of busywork to prioritize what truly moves the needle.But it's not just for managers. Damien passionately argues that sales reps can and should take an active role in team leadership, regardless of their title. He outlines the essential qualities of an effective leader in a sales context: the profound ability to listen intently, to observe behaviors and patterns that others miss, and to cultivate humility as a foundational strength. Damien reveals how a great leader possesses a clear vision – not just of where the team is, but where each individual and the group as a whole can get to.Tune in for a powerful conversation packed with actionable leadership tactics, strategic insights, and the signature engaging banter from Mike and Scott. Discover how Damien Cooke's principles can help you lead yourself, your team, and your sales career to unprecedented heights.Scott SchlofmanMike Williams - Cell 801-635-7773 #sales #podcast #customerfirst #relationships #success #pipeline #funnel #sales success #selling #salescoach

Join hosts Todd Miller and Seth Heckman in an engaging episode of Construction Disruption featuring Scott Berman, President of Florida Window and Door, and the innovator behind Heavyset Technologies. Dive deep into Scott's journey from a window manufacturer's son to leading Florida's foremost replacement window contractor. Scott shares insightful experiences about navigating business challenges, especially during the COVID-19 pandemic, and how his company adapted and thrived.Additionally, discover how Scott's newest venture, Heavyset Technologies, revolutionizes lead acquisition with tech-based solutions. Filled with practical business advice, data-driven strategies, and innovative marketing ideas, this episode is a must-watch for contractors and home improvement professionals.Timestamps00:00 Introduction00:21 Dad Jokes and Challenge Words01:26 Guest Introduction: Scott Berman02:59 Scott Berman's Journey in the Window Industry06:40 COVID-19 Impact and Adaptations15:08 Sales Strategies and Retention27:01 Shelly's Impact on Brand Recognition29:59 Transition to Heavyset Technologies30:25 The Birth and Evolution of Heavyset32:02 Heavyset's Unique Features and Benefits33:53 Challenges and Adaptations for Small Companies36:36 Future of Heavyset and AI Integration41:42 Advice for the Industry and Personal Insights46:19 Rapid Fire Questions and Closing RemarksConnect with Scott OnlineLinkedIn: https://www.linkedin.com/in/scott-berman-aa129052/Email: scott@floridawindowanddoor.comFlorida Window & Door Website: https://www.floridawindowanddoor.com/HeavySet Website: https://www.heavyset.tech/For more Construction Disruption, listen on Apple Podcasts or YouTubeConnect with us on Facebook, Instagram, or LinkedInThis episode was produced by Isaiah Industries, Inc.Construction Disruption was recently featured in this 15 Best Podcasts for Contractors list!This podcast uses the following third-party services for analysis: Podtrac - https://analytics.podtrac.com/privacy-policy-gdrp

What if sales could be transformed from a high-pressure, toxic grind into an uplifting, collaborative, and deeply rewarding experience? In this insightful episode of Leaders of Transformation, host Nicole Jansen welcomes Max Cates—award-winning author, nationally recognized sales leader, and founder of Servant Leaders in Sales—for a powerful conversation on revolutionizing the world of sales through the principles and practices of servant leadership. Drawing from 37 years of proven sales management success, Max reveals how empathy, sacrifice, teamwork, and accountability can supercharge your sales teams and turn conventional wisdom on its head. Dive deep into practical strategies for fostering lateral accountability, building a culture of constructive competition, and leading sales conversations with authenticity and lasting value. Discover how the Four Steps to Supercharged Sales Teams can change not only how you approach sales, but how you lead in every area of your life. Tune in for actionable wisdom—whether you're a seasoned sales manager, a business owner, or someone eager to transform their relationships and results through service-based leadership. What We Discuss in This Episode What propelled you to combine servant leadership with sales management—and what did you discover along the way? How can sales leaders remove toxicity and build a joyful, team-oriented environment? What are the three core words that define servant leadership in sales? Why is lateral accountability a game-changer, and how do you actually implement it? How do you reward teamwork without sacrificing individual motivation and fairness? What does it look like to apply servant leadership in a real sales conversation with a prospect? How do you reconcile metrics/scoreboards with long-term vision and purpose? Why do humility, empathy, and sacrifice give your team and sales process a decisive edge? What mindset shift can move your organization toward win-win, “worthy competitor” thinking? How do you integrate spiritual principles with everyday business leadership? Podcast Highlights 0:00 – Introduction: Transforming Sales Through Servant Leadership 2:07 – Max's Journey: From Toxicity to Teamwork in Sales 6:25 – The Heart of Servant Leadership: “Help Others Succeed” 9:40 – Ego vs. Service: The Power of Sacrifice in Leadership 11:52 – Redefining Success: Vision, Purpose, and Metrics Addiction 14:56 – Constructive Competition: Teamwork vs. Lone Wolves 20:10 – Lateral Accountability: A New Standard for Sales Teams 28:45 – Rewarding Teamwork: Assessment, Pay, and Culture Shifts 33:02 – The Servant Leader's Sales Conversation: The PERC Model 46:00 – Humility, Authenticity, and Service as the True Sales Superpowers 49:50 – Final Thoughts, Closing Prayer, and Action Steps Join us for this transformative conversation with Max Cates and discover how servant leadership can elevate your sales—and your life—to their highest potential. Favorite Quotes “There are three words that describe servant leadership in sales: help others succeed.” “The scoreboard is not your goal. The metrics system is a tool. Your goal is your vision.” “Love and seek the best for others. That's servant leadership—at work and everywhere else.” Episode Show Notes: https://leadersoftransformation.com/podcast/business/537-cultivating-servant-leadership-in-sales-with-max-cates/ Check out our complete library of episodes and other leadership resources here: https://leadersoftransformation.com ________

Lightning Round: Top 10 Ways to Use Client Testimonials Question: Lanora from Toronto, Canada asks, “ I am struggling with my sales managers—I feel like he wants me to focus on the wrong sales strategies for our market and I have been doing HIS sales process for more than six months—and I am not getting results. I have tried to talk with him about my ideas - but he is NOT open. I am also about to go on a PIP for not hitting my numbers.. HELP what do I do?” Book: Building A Story Brand 2.0 by Donald Miller  

How do you turn a simple insight, “that warm introductions close more deals”, into a high-growth tech company?In this episode of Sales Talk for CEOs, Drew Sechrist shares the journey from being a top enterprise seller at Salesforce (working under Marc Benioff in the early days) to co-founding Connect The Dots. He reveals the selling motion that consistently helped him win big deals and how he transformed it into a powerful sales tool that helps teams get to the right people, faster.

Lightning Round: Top 10 Ways to Use Client Testimonials Question: Lanora from Toronto, Canada asks, “ I am struggling with my sales managers—I feel like he wants me to focus on the wrong sales strategies for our market and I have been doing HIS sales process for more than six months—and I am not getting results. I have tried to talk with him about my ideas - but he is NOT open. I am also about to go on a PIP for not hitting my numbers.. HELP what do I do?” Book: Building A Story Brand 2.0 by Donald Miller  

In this episode, we dive into the differences between management and leadership and how they impact business success. Learn how effective leadership isn't about being right but empowering others to think and act in alignment with a shared vision. We also discuss how to recognize your strengths and weaknesses and how to complement them with the strengths of others to build successful partnerships. This episode provides insights into how to approach negotiations and transactions with empathy and persuasion for better results.What you'll learn on this episodeManagement focuses on accountability and overseeing tasks.Leadership inspires and guides others toward a shared vision.The Scarlet Method highlights five key traits: Self-starters, Competitive, Assertive, Relationship-based, and Team players.Recognize your strengths and weaknesses and surround yourself with complementary talent.Managing details like timelines and negotiations is essential for smooth transactions.Negotiation success comes from empathy and persuasion, not just being right.Salespeople are paid to influence, not to be right.Take responsibility for the outcomes of your transactions, even when others are involved.Leading by example means teaching others how to think and achieve what they want.Personal growth is key to leading effectively and empowering others to succeed.If you want to build a business based on influence, trust, and scalable leadership—this is your blueprint.Teach to Sell gives you the tools to lead buyers, sellers, and teams without pressure or posturing. It's about understanding people, guiding decisions, and creating alignment that drives results. Whether you're closing deals or growing a team, this book will help you lead with power, purpose, and predictability.Preorder Teach to Sell today and discover how the best salespeople lead—not manage—their way to No Broke Months.https://www.nobrokemonths.com/teach-to-sell-preorderResources mentioned in this episodeScarlet Method: Learn more about the five key traits in the Scarlet Method (Self-starters, Competitive, Assertive, Relationship-based, Team players). This method is an essential guide for identifying the right people to lead and build a successful team.Teach to Sell: Discover more about leadership in sales and how understanding people's needs and aligning with their goals will help you grow your sales and leadership skills.Effective Negotiation: Explore strategies for improving negotiation skills, focusing on empathy, persuasion, and flexibility in the face of challenges. 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

In this powerhouse episode, I sit down with Doug Brown — CEO of CEO Sales Strategies and Vibitno — a sales legend who has generated over $1 billion in revenue and trained alongside icons like Tony Robbins. As the former Independent President of Training for Robbins, Doug has helped thousands of small to mid-sized businesses master the art of client acquisition and scale with precision.We dive deep into:Doug's proven strategies to grow sales teams that actually performHow to build a repeatable and scalable client acquisition systemThe biggest mistakes founders make in sales (and how to fix them)Lessons from the front lines of billion-dollar sellingWhether you're a founder, sales leader, or entrepreneur looking to level up, this episode is packed with real-world wisdom you can put into action immediately.

In this weeks' Scale Your Sales Podcast episode, my guest is Laura Erdem.   Laura is a sales manager with a flavour for marketing. Joined a Dreamdata startup almost 5 years ago after a long sales career in Enterprise companies like Gartner and Red Hat. Recently moved with the family from Copenhagen to New York to continue the Dreamdata company growth in the US.   In today's episode of Scale Your Sales podcast, Laura shares how data-driven strategies and precise audience tracking can bridge the persistent gap between sales and marketing. She explore the modern B2B buying journey, where buyers often engage with marketing content long before speaking to sales. Laura explains how DreamData helps revenue teams track every touchpoint, optimize spend, and measure pipeline impact. Discussing the evolving profile of today's successful salesperson, the enduring power of content, and how aligned teams drive sustainable growth—even in tough markets.   Welcome to Scale Your Sales Podcast, Laura Erdem.     Timestamps: 00:00 Building Measurable Sales Impact 05:10 Effective Social Selling Strategies 08:21 Challenge: Effective Marketing Tracking 09:52 Optimizing Marketing and Sales Alignment 14:44 Marketing Strategy: Data vs. Gut Feeling 17:21 Prospect Questions Drive Content Creation 21:09 Optimizing Sales Metrics Effectively 25:16 Rethinking Sales: Seniority & Diversity 27:01 Introverts Succeed in Sales 29:39 Data-Driven Recruitment Strategy 33:12 Prioritize Quality Content     https://www.linkedin.com/in/lerdem/     Janice B Gordon is the award-winning Customer Growth Expert and Scale Your Sales Framework founder. She is by LinkedIn Sales 15 Innovating Sales Influencers to Follow 2021, the Top 50 Global Thought Leaders and Influencers on Customer Experience Nov 2020 and 150 Women B2B Thought Leaders You Should Follow in 2021. Janice helps companies worldwide to reimagine revenue growth thought customer experience and sales.   Book Janice to speak virtually at your next event: https://janicebgordon.com LinkedIn: https://www.linkedin.com/janice-b-gordon/ Twitter: https://twitter.com/JaniceBGordon Scale Your Sales Podcast: https://scaleyoursales.co.uk/podcast More on the blog: https://scaleyoursales.co.uk/blog Instagram: https://www.instagram.com/janicebgordon Facebook: https://www.facebook.com/ScaleYourSales And more!   Visit our podcast website https://scaleyoursales.co.uk/podcast/ to watch or listen.

In this episode of the Real Estate Pros podcast, Christian Bowman shares his journey from a successful sales career in construction to becoming a thriving real estate entrepreneur. He discusses the challenges and triumphs of his first year in business, including his strategies for finding buyers, closing deals, and scaling his operations. Christian emphasizes the importance of learning, adapting, and investing in oneself to achieve success in the competitive real estate market.   Professional Real Estate Investors - How we can help you: Investor Fuel Mastermind:  Learn more about the Investor Fuel Mastermind, including 100% deal financing, massive discounts from vendors and sponsors you're already using, our world class community of over 150 members, and SO much more here: http://www.investorfuel.com/apply   Investor Machine Marketing Partnership:  Are you looking for consistent, high quality lead generation? Investor Machine is America's #1 lead generation service professional investors. Investor Machine provides true ‘white glove' support to help you build the perfect marketing plan, then we'll execute it for you…talking and working together on an ongoing basis to help you hit YOUR goals! Learn more here: http://www.investormachine.com   Coaching with Mike Hambright:  Interested in 1 on 1 coaching with Mike Hambright? Mike coaches entrepreneurs looking to level up, build coaching or service based businesses (Mike runs multiple 7 and 8 figure a year businesses), building a coaching program and more. Learn more here: https://investorfuel.com/coachingwithmike   Attend a Vacation/Mastermind Retreat with Mike Hambright: Interested in joining a “mini-mastermind” with Mike and his private clients on an upcoming “Retreat”, either at locations like Cabo San Lucas, Napa, Park City ski trip, Yellowstone, or even at Mike's East Texas “Big H Ranch”? Learn more here: http://www.investorfuel.com/retreat   Property Insurance: Join the largest and most investor friendly property insurance provider in 2 minutes. Free to join, and insure all your flips and rentals within minutes! There is NO easier insurance provider on the planet (turn insurance on or off in 1 minute without talking to anyone!), and there's no 15-30% agent mark up through this platform!  Register here: https://myinvestorinsurance.com/   New Real Estate Investors - How we can work together: Investor Fuel Club (Coaching and Deal Partner Community): Looking to kickstart your real estate investing career? Join our one of a kind Coaching Community, Investor Fuel Club, where you'll get trained by some of the best real estate investors in America, and partner with them on deals! You don't need $ for deals…we'll partner with you and hold your hand along the way! Learn More here: http://www.investorfuel.com/club   —--------------------

Many fall prey to overly lengthy AI-generated emails that miss the mark entirely. Join Mark on this episode as he explores the biggest mistake sales professionals make with AI-driven emails. Learn from successful A-B testing results that show the power of brevity in stimulating high response rates. ⭐ Leave us a rating or review on your favorite podcast app. We actually read them!  

In this episode, we dive into the key difference between leadership and management in real estate. Dan shares his journey from being a food and beverage director at a luxury hotel to leading successful real estate teams. He reflects on how leadership is about guiding people to think for themselves to help them achieve their goals, while management is about overseeing tasks. Through personal anecdotes and real-world examples, Dan teaches the value of leading with heart and the importance of not just being right but helping others lead themselves. Tune in to learn how this approach can change your business.What you'll learn on this episodeLeadership is about guiding others to think for themselves and achieve their goals.Management oversees tasks; leadership inspires and motivates toward a shared vision.Celebrating consistent actions over the outcome fosters a mindset of success.Lead generation is crucial to maintaining business flow, especially in challenging markets.Successful leadership empowers people, while management focuses on operational tasks.True leadership attracts those seeking guidance and fosters trust.Leadership is about setting standards and modeling behavior for others.Focus on the process, not just the results, to build sustainable success in sales.Sales professionals don't get paid to be right but to guide clients and lead them to decisions.Leadership requires patience, communication, and helping others see the bigger picture.If you're ready to move beyond just managing transactions—and start leading people to better decisions and bigger breakthroughs—this is your next step.Teach to Sell reveals the exact strategies, scripts, and mindset that top agents use to lead with heart and win with consistency. Whether you're guiding a team or helping buyers and sellers, this book gives you the tools to become the kind of leader people trust—and follow.Preorder Teach to Sell today and transform how you lead, sell, and grow.https://www.nobrokemonths.com/teach-to-sell-preorderResources mentioned in this episodeTeach to Sell: A framework for building trust and leading clients effectively in real estate sales. 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

In this episode, Dan Rochon discusses the importance of focusing on consistent activities, such as lead generation, to build a successful real estate business. He shares the "bullseye script" and emphasizes how setting expectations with buyers can lead to better results. Through daily activities like prospecting, networking, and role-playing, Dan highlights how agents can take control of their business, earn trust, and ultimately succeed in a competitive market.What you'll learn on this episodeCelebrate activity, not just outcomes.Use the "bullseye script" to manage buyer expectations.Focus on lead generation to ensure future results.Trust and consistency are key to success.Growth comes through developing unconscious competence.Setting clear expectations leads to trust and better client relationships.You control your success with daily, consistent activities.Celebrate the effort you put into your business, not just the results.If you're ready to move beyond unpredictable closings and build a business that thrives through structure and trust, this is where it starts.Teach to Sell isn't about scripts alone—it's a complete methodology for mastering influence, setting expectations, and creating a sales process that feels natural, ethical, and effective. Inside, you'll find the exact tools top agents use to build No Broke Months—one consistent day at a time.Preorder Teach to Sell today and take control of your real estate career with confidence.https://www.nobrokemonths.com/teach-to-sell-preorderResources mentioned in this episodeBullseye Script: A method to manage buyer expectations by focusing on price, location, or style of home when a perfect match doesn't exist.Teach to Sell: A philosophy for real estate agents to guide clients and earn trust, leading to consistent sales. 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

In this episode, Dan Rochon discusses the importance of celebrating the right activities in real estate, focusing on daily tasks over final outcomes. He highlights the significance of consistent lead generation, marketing, and prospecting in building a successful real estate business. Dan encourages focusing on actions like listing appointments, conversions, and negotiations, rather than just the number of closings, to foster long-term success and consistent results.What you'll learn on this episodeCelebrate daily actions, not just the outcome.Consistent lead generation is key to success.Inconsistent sales lead to feelings of inadequacy.Focus on celebrating the job you do every day.Success comes from doing the right activities consistently.Your actions today will reflect in your results months later.Lead generation is non-negotiable, even with clients.Celebrate the work you do, not just the closing.90 to 120 days of lead generation leads to results.Develop habits that align with your goals.If you want a business that doesn't leave you wondering where your next deal is coming from, the answer isn't working harder—it's working consistently.Teach to Sell is your blueprint for doing the right things daily and trusting the process. Inside, you'll learn the systems, scripts, and psychology that empower agents to lead with integrity and build a business that produces No Broke Months—on repeat.Preorder Teach to Sell today and discover how top performers turn consistent actions into consistent income.https://www.nobrokemonths.com/teach-to-sell-preorderResources mentioned in this episodeTeach to Sell: A framework to guide people through trust-building and consistent sales. 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

If you are still doing sales the old-fashioned way in your property management business, or selling the same way you sold 5-10 years ago, you are likely struggling to add doors right now In this episode of the #DoorGrowShow, property management growth expert Jason Hull shares his current model of sales and the sales strategies working for him right now. You'll Learn [02:26] Generating and Nurturing Leads [09:08] The Discovery Phase [14:39] Creating a Sense of Urgency [20:45] The Golden Bridge Formula Quotables “You want to be careful about the type of leads that you're getting on because it actually can limit your growth and hurt your growth.” “There's very few people searching for property management online and the biggest companies are already spending tons of money on that.” “So I want them to be clear on the problem because if they're not clear on the problem, and I'm not clear on the problem, then there's no point.” “There's always a motivator that's driven them to action.” Resources DoorGrow and Scale Mastermind DoorGrow Academy DoorGrow on YouTube DoorGrowClub DoorGrowLive Transcript [00:00:00] I've made millions and millions of dollars, right, doing sales. I've made millions of dollars and it's because I believe in what I do and I love being able to help people and being able to help people and get paid to do it almost feels like cheating, right? [00:00:15] I'm Jason Hull, the founder and CEO of DoorGrow. We are the world's leading and most comprehensive coaching and consulting firm for long-term residential property management entrepreneurs. For over a decade and a half, we have brought innovative strategies and optimization to the property management industry. [00:00:31] At DoorGrow, we have spoken to thousands of property management business owners, coached, consulted, and cleaned up hundreds of businesses, helping them add doors, improve pricing, increase profit, simplify operations, and build and replace entire teams. We are like Bar Rescue for property managers. In fact, we have cleaned up and rebranded over 300 businesses, built websites for hundreds more than that, and we run the leading property management Mastermind with more video testimonials and reviews than any other coach or consultant in the industry. At DoorGrow, we believe that good property managers can change the world, and that property management is the ultimate high trust gateway to real estate deals, relationships, and residual income. [00:01:16] At DoorGrow, we are on a mission to transform property management business owners and their businesses. We want to transform the industry, eliminate the bs, build awareness, change perception, expand the market, and help the best property management entrepreneurs win. Now, let's get into the show. Alright, so what are we talking about today? [00:01:36] This is the first day in a while that I don't have a guest and I don't have Sarah to be on the show with me. So this is just me getting to talk about whatever I want to talk about. By myself. So Sarah is actually flying right now. She has a pilot's lesson. She's working on getting her pilot's license, which is just super awesome, very proud of her, and she's just a badass. [00:01:57] Anyone that knows her, like she just achieves, achieves, achieves. All right, so. What I wanted to talk about today is I just got done with a sales call and I was thinking, what should I talk about on today's podcast that would be really interesting? And I thought maybe some of you would like to know how does Jason sell? [00:02:17] How would he sell to me if I actually ended up getting on a call with him? How does sales go with Jason, like how does DoorGrow do sales? So let me tell you a bit about some of our processes. Okay? So sales includes the first three functions of business, which is lead generation, nurturing those leads, and converting those leads. [00:02:39] So let's start at the beginning and I think you're going to hopefully get some really strong value out of this. And I'll tell you how I sell, some of the things I would say. What I would ask, I'm going to give you a little bit of a quick masterclass on how does DoorGrow do sales? How do we do this? [00:02:55] Okay? All right, so let's talk about this. Very beginning, lead generation. So how are we getting leads? Well, at DoorGrow, we're getting leads from a lot of different channels, a lot of sources. We're doing everything from paid Facebook ads to I do this podcast, and some of these are more nurture tools, like this podcast is more nurture, that second stage, it kind of warms people up, gets people familiar. We're doing short form video. We're doing long form video. We're doing lots and lots of different stuff, right? YouTube... what else are we doing for lead gen? Also, I have three setters currently that they will do about a hundred dials a day, calling colder leads, leads that are in our system. [00:03:40] Maybe you will get a call from them at some point. And they will probably have maybe only about 10 conversations out of all those a hundred in a day, maybe even less because there's a lot of voicemails, a lot of people don't answer, you know, whatever, receptionist. So they'll have like maybe 10 or less conversations, and out of those, they'll usually get one appointment booked a day. [00:04:04] Those are kind of their stats. If they're doing at least that, then we don't fire them. Right? That's the idea. So we've got three setters. They're really great right now. We're about to add a fourth and we may continue to just add setters because we have a lot of people that they could be reaching out to. [00:04:19] So that's kind of the idea. So, they're just filling up my calendar right now. And in the past I've had sales teams, I've had closers, I've had people that would you know, do the calls, but right now I'm doing the sales calls, so if you know, pretty close to hearing this podcast, reach out. [00:04:36] You may actually end up talking directly with me. I talk with basically every single client that joins our program, gets to talk with me and there's some filters. So what happens is the setters do these dials, they schedule these appointments. Some of these appointments end up being with themselves, not with me. [00:04:51] The appointment is with the setter to qualify them, but if they're already qualified, and so this is the first stage is we do cold outreach. Then the next stage is qualification in sales. So the goal is for them to figure out: are these people that could maybe afford our program? There's the financial qualification. [00:05:09] Are they people that maybe do they have a property management business? Is it a type of property management business that maybe we could help? because not every vertical or every type of business may need help growing. Or do they need help with systems and most any property management business, we could help with that side. [00:05:24] So they're trying to figure out like are they qualified? Are they somebody that maybe could use us, that maybe we could help? And do they have enough revenue or just enough money set aside that they can maybe afford to do our program. Otherwise, I end up on a lot of calls with people that are broke, think our stuff's awesome, they can't afford to do anything, and they're starting a business or something like that. [00:05:46] Right. So that's qualification. If they're qualified during that initial quick call that they'll do with one of my setters. And sometimes I call that a fit call or a qualification call or whatever it might be. If they do that call and things go well, then the goal during that call is to book them on a next call. [00:06:06] If they just do that during their first cold interaction or cold call, they qualify the person and ask these questions. And then one of the qualifications that we do is we want to ask, what would lower your stress more as a business owner now? Would it be adding more doors? Another a hundred, 200 doors and more money? Or would it be getting your systems team and processes more dialed in so you felt comfortable adding more doors? What would help you out personally as a business owner. And so based on that answer, then my setters will send you a free training. [00:06:38] They'll send you an email. "I would love to send you this free training," and it helps you understand something that is about lead generation or something that's about process, the process myth. Basically we're breaking down two myths people believe at these stages, the leads myth. "I just need more leads," which you might be thinking if you need to grow and it's not accurate. You might think you need more leads, but we'll explain that and we'll send you free training. Just say, "Hey team, give me the leads training" on any of my social media. I want to see it. And if you want to see that, you can just go to doorgrow.com/leads and you should be able to get to that training and watch that. And that explains why you don't just need more leads and not all leads are equal. And you want to be careful about the type of leads that you're getting on because it actually can limit your growth and hurt your growth. And some leads are really expensive and it's not worth it, or you're losing money, et cetera. [00:07:28] Right. And I explain and break down why most marketing doesn't work, why you don't need to do SEO or pay per click or content marketing or paper lead or social media marketing or any of this kind of stuff to grow your property management business because there's very few people searching for property management online and the biggest companies are already spending tons of money on that. [00:07:47] So I break that all down in that leads training. Otherwise, if it's systems and team, and that's usually more like 200 door plus companies. If you're growing fast, maybe you hit that a little prematurely, like around 150 or something like that, or you break a hundred. But this is where you need team, hiring, systems, processes. [00:08:04] And most people when they get stuck in that stage of 200 to 400 doors, I call the second sand trap. The first sand trap is under a hundred doors. Right? You can't break that a hundred door barrier because you don't really know how to grow and you're taking on too many crappy doors and you get caught in the cycle of suck, et cetera. If you grow past, you get maybe into that 200 to 400 door range, usually then you're stuck because you've built a team around the business and not around yourself, which means you aren't supported. You are working harder the more people you add and the more doors you add. It takes more time and there's more questions and you're getting more stressed instead of less, which means you're doing it wrong. [00:08:42] And so I explain in that the process myth that everybody thinks, "I just need more processes, I just need more KPIs, I need more control, I need to squeeze more blood from the stone, and that will always keep you usually below four or 500 units. I don't see people break 500, 600 units unless they get good culture. [00:09:01] They like go through a lot of pain in figuring out hiring and we can help you collapse time on all of that significantly. Okay, so after that, we will send you one of those trainings and then usually my goal or hope is that you watch one of these trainings, you understand. It disrupts your current thinking, helps you see what the real problems and issues are, and then you make better decisions and you don't go waste a bunch of money with a bunch of marketing companies that exist out there and advertisers that are targeting property managers that people spend a lot of money on, don't get a lot of ROI on, and then come to us a year or two later saying, man, I've spent a lot of money and I haven't added lot of doors from that. Where have you gotten most of your doors? Word of mouth or other warm channels, things we focus on with clients. So you watch those trainings, you get on a call then with me, they'll get you scheduled for a call with me. And then I usually will do, it's usually an hour call, spend an hour, and I spend probably 90% of it asking questions. The last call I was on the. This lady said she had been you know, following me for like six years. I'm like, okay, why now? And so I go through a series of asking questions. [00:10:13] There's the beginning is like, you know, first I go through kind of connecting with them. I want to figure out what their current problem is. Why were they willing to get on a call? What's happened? I want to then figure out their current situation. What are you currently doing about whatever this problem is? Like about growth or adding doors, you know, in this particular case, she said, nothing. [00:10:32] I haven't really focused on this. I've just been getting business these other ways. So I understand the situation. How's your business set up? Sometimes people have a bad split with a broker. Like I'm always digging in. I want to understand their whole business, how it's set up so that I can figure out if I can help them because I see a lot of different problems. So I'm pretty aware of a lot of problems that are pretty common with startups. I'm pretty clear on a lot of problems at all the various stages in property management. You know, first sand trap, second sand trap, and all the other little milestones of transition in between those and everything else. [00:11:04] So. I want to figure out what their current situation is. Where are they? Can I maybe help them? And so then I need to get them aware of their own problems. So I ask questions to help them become aware of their problem. You know? Do you like your current process or what you're doing now? Sounds like things going pretty well. [00:11:20] Is there anything you would maybe change? Or maybe in the results you're getting or how you could, or what do you mean by this? How long has this been a problem? What's causing this problem? What impact is this having? Right? So I get into all these questions. And then the next stage I usually get into what sort of ideal future? So now they're clear on the problem. I've helped them, maybe even I'll reflect back emotionally. Like it sounds like this is really stressful, or it sounds like this is affecting your marriage negatively, or it sounds like whatever. So I reflect back emotion. So I want them to be clear on the problem because if they're not clear on the problem, and I'm not clear on the problem, then there's no point. Right? I can't help them. But I need them to be clear on the problem, so I ask questions to help them get clarity on that. Then I'll ask questions to figure out what do they want? What's the ideal outcome? [00:12:05] What's the ideal solution? If we were to work together for a year, where would they be hopefully? Like what do they want? And so I want to see if I can help them get out of the pain they're in now, and if they're aware of it, and then I want them to become aware of their desire or their goal, some positive future state that I can maybe help them get to. [00:12:24] And then I want to figure out, get into commitment and urgency. So I want to figure out why are you reaching out now? If you've known about this for a while or why now, is this a priority? Sounds like you've had the business for many years. There's always a motivator that's driven them to action. So I want them to be conscious of why it matters to do this now, because that creates a sense of urgency. [00:12:46] I found for a while when I wasn't doing this that I'd talk to people and they would love what we have, and they're like, this sounds amazing, and it would really help me grow, but they didn't connect in their brain why it needed to happen now, and they weren't aware of their pain and they weren't aware of what they wanted, and so there was no urgency. [00:13:03] They're like, yeah, maybe I'll do that in a few months. Or someday. And so I was like, but this is so like helpful and you really need this. But they didn't see it. And I assumed everyone understood their problem. Everybody understood their positive future they wanted. because I usually have pretty strong clarity around this stuff, but most people don't. [00:13:20] So I'm going to ask you, and I'm going to help you get clear. I'm not really trying to sell you, I'm trying to help you figure out what you want and then see if maybe you want what I can maybe help you with. So I get them clear on their ideal outcomes and solution, and I create this positive alternate future with them. [00:13:40] Then I go back to commitment urgency. Why now? You don't have to do this now, so why not put it off? And then they'll tell me they find a reason why it matters to do it now. Well, it's like, what's the main reason for doing this now? Like, you've been aware of us for a long time, six years, you know, or you've been listening to my podcast for a year. [00:13:59] Why now are you doing this? And when I ask why now? It's a powerful sales question. I get some crazy answers. I had one client say, "my fiance passed away a month ago. He would want me to do this," right? Or I've had somebody say, "I have cancer and I need to get this business ready so my wife can take over it because I'm not going to be around much longer." I mean, serious stuff comes out that I never would've known. And I'm like, what's motivating you to do this now? Why does this matter now? And if I'm aware of that, then I can be even more empathetic. I can, you know, understand where they're coming from. And once I get clear on that, then I want to get into consequence. [00:14:39] We've already built up positive alternate reality. Right? Now I want to get into the negative current path they're on, like what's the consequence? Because the consequence is going to be that they don't get this positive future that they're hoping for, right? If they just keep doing this on their own, they'll have more of what they've had in the past. [00:14:58] So usually I get into questions like, what happens if you don't achieve this goal? You said you wanted to achieve X in the next 12 months. What happens if you don't make that? Or what happens if this continues? You don't end up working with us or any other coach or anyone else. And it just continues. [00:15:14] Because if they're not willing to explore failure or a negative future, they're not going to be motivated to take action now. I asked one gentleman this on a sales call after going through all of this, he was really stressed, but he didn't see it. He probably would've continued doing it forever. [00:15:29] You know, he was really stressed and I said, well, after getting clear on his stress and all this, I said, how much longer do you think you could deal with this? He's like, honestly, now that I'm thinking about it, I think I can handle another 30 days and then I'm going to just quit this business and I'm out. [00:15:45] I was like, whoa, that's, that sounds really serious. He's like, yeah, I'm just burnt out. And when you help people get clarity, they can't tolerate it anymore. They're like, I'm done. I don't want this anymore. I want out now. I want to solve this now. Right? Amazon now, give me Amazon things right now, like people get impatient when they recognize there is an alternate, there is a path, there is something else, or they're clear, oh, I am dealing with a problem. [00:16:08] I've just been so comfortable in it. It's kind of like that frog in the water that's warming up a little bit, but you could boil the frog and it won't jump out because it just gets so comfortable that eventually it's cooked, right? You've been in your business so long, you don't even maybe see it until somebody asks you or creates contrast. [00:16:24] Says, well, where are you at now? Where will you be in the future positively if you get help? And where will you be negatively in the future? So this is where we get into the consequence, and then once they're clear on that, then I get into the presentation. Right? And so this is like 90% of the call. The last call I was on like the majority of the whole hour with like maybe the last 13 minutes or something, I got into what some would call the pitch, right? The presentation. I'm like, well, based on what you've told me so far and what challenges that you're having, what we're doing might be a good fit for you. And here's how our program works. Here's what it costs. I usually go over pricing first. [00:17:03] I don't hold that out. I don't try and keep the price a secret. And so let me give you all the value first and then spring the price on you and hope you like it. I'm like, here's what we cost. Here's the pricing, we've got these levels. I think this would make the most sense. This level would make the most sense for you. [00:17:18] Here's what it costs. And based on what you've told me you know, how you're dealing with this particular issue you had mentioned this problem that's stressing you out. Well, we would do this thing and this would be relevant. And so I usually pick three things. And the other thing that I will do is before I go into pricing or anything, I just throw the tug of war rope. This is not a competition where I'm trying to get something from them and they're trying to not do the sale and do the deal with me. Like most salespeople think it's like an adversarial, I got to manipulate them. I throw them the entire tug of war rope. I'm like, here's everything. [00:17:53] And the way I do that is like we use offer documents. So I give them an offer document that has all the details of our program, it has everything. It has a video explaining the offer doc at the top. It has a commercial talking about the benefits of video on that. It has a list of all of the problems that people are dealing with related to this, so it really stings and connects with their problem. It then talks about all the benefits and it lists out all the benefits of people doing that particular level of our program, which usually is exactly what they're hoping for. [00:18:26] Then it gets into our DoorGrow code roadmap and our testimonial videos. It has a link to that. We have more than any other coach or consultant in the industry. And then it has our DoorGrow code roadmap I mentioned, which shows the path and shows where they're at. And it shows, it's like a magic cold read where they can see where their problems are now and what they're dealing with at the door level and revenue level they're at. [00:18:47] And so we have that DoorGrow code roadmap. Then it has a list of everything included in the program. Here's what you get. Three weekly group coaching calls, one related to our rapid revamp where we rebrand, do your website, clean up your business, change your pricing, optimize, put you into a three tier hybrid pricing model. [00:19:04] Like we just, we clean up the whole business, like bar rescue for property managers, right? And then it goes into how we do a call and you get a website and like all the stuff that we do. Our jumpstart session where you meet with us in person at the beginning all of that. I usually start though by saying, here's the offer document, scroll to the bottom where it says investment, and this is where it has the pricing. [00:19:27] And let me go over that real quick with you. So I go over that first, then I go through the offer document and I say, and it lists everything included in the program. There's a lot. Let me make this really simple. because anything other than what you need is a distraction. You don't need everything, especially not right now. [00:19:45] Let's keep it simple on three things. And I focus on the three things that I think they need most to move the needle and solve whatever current challenge they're dealing with. Whether it's getting more business, more leads or getting their systems or team or doing some hiring or whatever, depending on the offer doc, depending on the challenge. [00:20:04] So I go over three things. I'm like, these are the three things. Does that sound like what you're looking for? And do you think that might help? Right? So this is where I'm getting commitment. Does everything make sense? Do you feel like this could help you get from point A to point B where you're wanting to go? And they're like, yeah, this sounds great. [00:20:22] If they say, well, I think so. I say, cool, what would make you a hundred percent? Like what? What do you need? What else do you need? Or what questions do you have? And so then they might bring up some objections. They might bring up some objections or some challenges. But usually at this point, because I've done all of this, there's very few objections. [00:20:42] There's almost nothing. because the main objection is trust. One of the things that I try to do, by the way, that I teach clients to do during the sales process is what I call the Golden Bridge Formula. I explain to them why I do what I do. So my Golden Bridge formula is my personal why. I connect it to my business why. I connect that then to their why. And there's a little more detail to it than that. But in interest of time, I'm helping them understand my motive. And my motive isn't just to get their money. That's the default assumption in sales. I let them know there's a lot of ways I can make money a lot faster off property managers just selling them what they think they need, but instead. [00:21:21] I really want to help people, and my motive is the reason I have DoorGrow. The reason I exist and live my life is I want to inspire others to love true principles. That's my personal why statement, and what that means is I love figuring out what works, sharing it with others. I would do that for free, for fun. [00:21:38] I'm sharing with all of you for free for fun right now because I love doing this and I've made, you know, millions and millions of dollars, right, doing sales. I've made millions of dollars and it's because I believe in what I do and I love being able to help people and being able to help people and get paid to do it almost feels like cheating, right? [00:21:59] Like, I get to benefit people and love what I get to do, and they pay me for that? But that's the way business should always work, right? So I love getting to do what I get to do and our why statement of DoorGrow is to transform property management business owners and their businesses. And so we legitimately, everyone on my team, we believe in helping our clients. [00:22:18] We want to see them win and succeed. Like you don't see it behind the scenes, but we are celebrating. A client sends us like a telegram message saying their wins. Then we're like, yay, look at this. And we share it with each other and we're like, yay, we love that. And we're like, cool. Get a testimony video from that person. [00:22:33] Like, we, your wins are our wins. We want you to win. Our interests are in alignment. This is our why at DoorGrow. And so DoorGrow basically is this golden bridge. That allows you, as a client of ours to get what you want and allows me as a business owner and my team members that love the role that they're in to get what they want out of life. [00:22:53] So there's strong alignment for desires. It's a win-win, win for everybody and that you can trust. That's motive. And so we teach our clients to do that as well. So at some point, I usually share that. You'll see me share it in the leads training. You'll see it shared in our process, myth training and all the other trainings that we have. [00:23:11] Every webinar I do, every podcast I go on, I am relating my Golden Bridge formula typically. And so, that's basically it. There won't be very many objections at that point. They're like, yes, this could help me, but I'll deal with whatever objections there are. And then I say, cool. What do you think the next steps might be? Are you ready to get going on this now? Would that be appropriate? And then I send them a quote with a payment agreement. They sign that. That authorizes payment, then they make the payment, initiate that it. Takes a few days to go through, which is why we do a payment agreement. [00:23:46] There's no contract, no term limit. We don't make people stay for a year or commit to a year. We like clients that want to work with us forever, and our goal is to help support you through every stage of growth forever. But we do not force clients to stay with us. [00:24:00] We make money If you are making money. We want it to be a win-win, and so we have people sign to authorize a payment agreement, get them started, and then we get them right away into DoorGrow Academy. And then we have an amazing onboarding process. We have them come out and hang out with us for a day in Austin doing what we call jumpstart session. [00:24:18] Go deep in their business and usually, if they have enough doors, it's easy, we can optimize or add a maybe sometimes $10 a unit or reduce expenses by a handful of dollars per unit. And we can usually pay for the program on a monthly basis residually. It's already paid for. So we work that magic from the beginning. [00:24:38] So that's basically our sales process. And if they don't sign the agreement right away or they're not ready during that call and they're like, I got to get funds together, then my setters will work that deal. because they set it up, they're responsible to help me move that deal forward and they get a piece of that sales commission. [00:24:59] We'll pay them. So they're incentivized. So they're following up and doing the follow up and getting them on another follow up call with me to deal with things or meet with their spouse or their business partner or whatever it takes to move, help them feel safe, comfortable, and move the deal forward. [00:25:12] Maybe give them trainings to watch so they know what we're all about or how we do what we do and stuff like that. So, and that's it. And we just move them forward. So that's our current process for doing what we do. We basically do coaching calls. That's really what I'm doing is I'm just asking a lot of questions to help them get clarity, which is what coaching is. [00:25:32] And they get to experience that we care. They get to experience empathy. They get to experience clarity. We give them trainings so they get to experience some education, some learning, which poisons the well against most alternatives and most of our competitors' strategies that they're trying to sell. [00:25:48] Because our stuff's better. And that's basically what we do. So hopefully you learn something valuable from this that you can apply to your process for sales. And if you really want to learn to get great at selling, I have training material on all of these things. We have training material on how to identify your golden bridge, how to get clarity on your personal why, how to create the right pitch. [00:26:12] I talk about my four phases of selling. I talk about the different stages of questions to take them through during that pitch stage and like all of this stuff in detail and we have pricing secrets and branding secrets and website secrets and all these different training material in DoorGrow Academy. [00:26:30] And so if you found this helpful or interesting and would like to just really get your business growing and are tired of doing it all on your own. Reach out to us at doorgrow.com. So if you felt stuck stagnant, you want to take your business to the next level, that's reach out to us.  [00:26:49] Also, you can join our free Facebook community. It's just for property management business owners. Everybody helps each other out in there. You know, so it's an easy place to ask questions and feel supported. It's just for business owners. We reject 60, 70% of the applicants that try to join. You have to be a property management business owner or starting one. [00:27:07] And that's at doorgrowclub.com. And if you found this even a little bit helpful, don't forget to subscribe. Leave us a review. Make my day. I'd appreciate it. Reciprocate. Like give something back and we would love that. Thank you so much. And until next time remember, the slowest path to growth is to do it alone, so let's grow together. [00:27:30] Bye everyone. 

Success in sales isn't just about strategy — it's about mindset, discipline, and staying grounded in what actually matters.In this episode, James sits down with Brian Reimer, Regional Sales Director in the cybersecurity space (Cato Networks) and long-time enterprise closer, to break down what it really takes to win million-dollar deals without losing yourself in the process.Brian opens up about:His approach to enterprise sales cyclesHow his faith and family keep him anchoredWhy he chose people and purpose over prestigeWhat most reps get wrong about long-term follow-upAnd the real reason your energy matters more than your pitchIf you're trying to close bigger commercial cleaning contracts, stay patient through long sales cycles, or balance personal growth with business pressure — this episode will hit home.Whether you run a $500K company or manage a team of 200, this one's for the leaders playing the long game.

Send us a textIn this crucial episode of "The Selling Podcast," Mike and Scott sit down with Eddie Dix and Brandon Hoover, the visionary co-founders of RepPrep.ai. For anyone in medical sales, or frankly, any sales professional serious about meticulous preparation, this conversation is a game-changer!We've often stressed the absolute necessity of doing your homework before a sales call – understanding your prospects, their needs, and the market. Eddie and Brandon reveal how RepPrep.io is revolutionizing this process, providing medical sales reps with the cutting-edge information and insights they need to walk into any conversation fully equipped and confident.They discuss the common pitfalls of inadequate preparation and how their platform empowers reps to:Quickly access critical medical industry data and insights.Understand physician and facility needs before the meeting.Identify key talking points and potential objections.Tailor their sales pitches with precision and relevance.Discover how RepPrep.io helps sales professionals move beyond generic pitches to truly personalize their message to a client's specific issues, just as we've advocated in previous episodes. Eddie and Brandon explain how their solution helps reps cut through the selling noise by focusing on specifics, ensuring that every interaction is impactful and value-driven. This conversation underscores how vital specialized preparation is for dominating the competition and ultimately closing more deals in the complex medical sales landscape.Tune in to learn how RepPrep.ai embodies the spirit of doing the proper work, enabling sales teams to be more efficient, effective, and consistently prepared for success.Scott SchlofmanMike Williams - Cell 801-635-7773 #sales #podcast #customerfirst #relationships #success #pipeline #funnel #sales success #selling #salescoach

In this week's episode, Nick sits down with Alex Strauch, CEO & Founder of Conza—a brand that's making waves with their high-quality sourdough breadcrumbs. Together, they dive into the challenges of food service sales and discuss key tactics for growth and market entry, especially for new brands. Alex shares firsthand experience on navigating supply chains, positioning products for food service buyers, and scaling operations while maintaining quality.Whether you're an emerging brand or looking to sharpen your sales approach, this conversation is packed with strategic insights that will help you accelerate growth and carve out your space in the food service landscape.TIMESTAMPS00:00 - Intro00:26 - Food Service Challenges11:26 - Transitioning to the Food Service Industry20:35 - Navigating Food Service Sales: Strategies and Insights21:09 - Sales Strategies in Food ServiceRESOURCESPortillo SalesCONTACT Nick: nick.portillo@portillosales.com

Scaling a business takes focus, consistency, and the right people. Gui Costin, founder of Dakota, built a $40 billion sales and marketing firm by staying committed to long-term strategy and execution. In this episode, he shares how he grew his business, built an effective sales team, and created a system that works. Key insights: ✅ Why most sales teams fail and how to fix it ✅ The key to building a business that scales ✅ How private equity firms can raise more capital If you're serious about growing your company the right way, don't miss this episode. Subscribe and set notifications to our YouTube Channel.   

Episode 463 features the expert builder panel from the 6th Annual Sales Fundamentals Workshop held in April 2025 in Fort Worth. The panel features industry leaders Brent Hull of Hull Millwork, Matthew Schmidt of PulteGroup, Bobby Krueger of The Krueger Group and MAVREK Development, Nathan Marsh of V&M Development, Jose Berlanga of Tricon Homes, and Dennis Casey of Cassity Jones Lumber Co. The panel discusses sales strategies, overcoming challenges in construction, and improving customer relationships in the industry. Special highlights include stories of persistence, the importance of knowing your product and customer, and practical tips on adding value without being pushy. Don't miss the valuable insights and actionable advice from seasoned professionals. 00:55:: Meet the Panelists 02:40:: Sales Strategies and Challenges 04:32:: The Importance of Persistence and Referrals 07:37:: Understanding Builder Needs and Expectations 13:11:: Mentorship and Continuous Learning 15:27:: Proactive Customer Service and Relationship Building 21:13:: Supplier Loyalty and Switching Factors 32:11:: Conclusion and Upcoming Opportunities    This episode is brought to you by The Simple Sales Pipeline® —the most efficient way to organize and value any construction sales rep's roster of customers and prospects in under 30 minutes once every 30 days. *** If you enjoyed this podcast, please leave a review on Apple Podcasts. Your feedback will help us on our mission to bring the construction community closer together. If you have suggestions for improvements, topics you'd like the show to explore, or have recommendations for future guests, do not hesitate to contact us directly at info@bradleyhartmannandco.com.  

The tables are turned today, and I opened up about something that's been weighing on me…securing sponsorships for the Empowered Podcasting Conference this September.  We've been reaching out all year, but so far, no one's signed on. It's been stressful, and honestly, tough to stay optimistic. The team stepped in with ideas, encouragement, and ways to reframe how I'm looking at the situation. We talked strategy, timing, and how to plan ahead for future events. Toward the end of the show, we answered a mailbag question about explicit tags: if you drop an occasional F-bomb or mention adult topics, do you really need to mark your show as explicit? We broke down when it's needed, what platforms like Apple expect, and how it may or may not affect your reach. Episode Highlights: [03:28] Mental and Physical Health Struggles[07:04] Sponsorship Challenges and Strategies[14:41] Community Support and Ideas[26:04] Sponsorship Packages and Sales Strategy[27:11] Courting Future Sponsors[28:05] Handling Sponsorship Challenges[29:52] Exploring Sponsorship Opportunities[33:33] Mailbag Question: Explicit Content in PodcastsLinks & Resources: The Podcasting Morning Chat: www.podpage.com/pmcJoin The Empowered Podcasting Facebook Group:www.facebook.com/groups/empoweredpodcasting⁠Empowered Podcasting Conference 2: www.empoweredpodcasting.comApply to Speak at Empowered Podcasting Conference 2: www.empoweredpodcasting.com/speakersRemember to rate, follow, share, and review our podcast. Your support helps us grow and bring valuable content to our community.Join us LIVE every weekday morning at 7 am ET (US) on ⁠Clubhouse⁠: ⁠⁠ https://www.clubhouse.com/house/empowered-podcasting-e6nlrk0w⁠Brought to you by⁠ ⁠iRonickMedia.com⁠⁠ and ⁠⁠NextGenPodcaster.com⁠⁠Please note that some links may be affiliate links, which support the hosts of the PMC. Thank you!--- Send in your mailbag question at:⁠ https://www.podpage.com/pmc/contact/⁠ or ⁠marc@ironickmedia.com⁠Want to be a guest on The Podcasting Morning Chat? Send me a message on PodMatch, here: ⁠https://www.podmatch.com/hostdetailpreview/1729879899384520035bad21b⁠

Episode Summary: In this high-octane episode, John Kitchens, Jay Kinder, and Al Stasek are joined by Brent Gove, for a powerhouse conversation that throws it back to the early days, unpacks the current state of real estate, and challenges every agent to rise up. From legendary stories of 2010 open house energy to the hard truths about today's market correction, this episode is a wake-up call to get in the right rooms, master lead generation, and paddle for the wave that's building now. Brent Gove delivers pure fire—talking about energy, vision, and how frustration is the real precursor to breakthrough. You'll hear raw truths, real stats, and timeless principles that apply whether you're struggling to survive or ready to dominate. Key Takeaways: Success Leaves Clues:  The secret to breaking through isn't a secret—it's getting in the room with people playing bigger than you and doing what they do until it works. The Force of Average Is Real:  Every time you commit to a higher level, the universe tests you. Expect resistance. Push anyway. That's how transformation happens. Lead Gen or Die:  The #1 skill in real estate—bar none—is lead generation. If you're not mastering it, you're not going to make it through this market. Big Goals Drive Big Growth:  Brent shares how setting a goal to close 30 homes in a month—when he'd never done more than 7—led to him doubling his personal record. Real Market Talk:  77% of LOs didn't renew last year. Most agents are struggling. But the pruning is creating massive opportunity for those willing to step up now. Events and Energy Matter:  The biggest shifts come when you're around high-energy, high-belief people. From Build to Cabo to Cleveland—you need to show up. Resources & Links: Cabo25.com – Get your tickets before it sells out! JohnKitchens.coach – Resources and coaching to help you scale HoneyBadgerNation.com – Gear, recognition, and agent growth community   “Frustration is the precursor to breakthrough. If you're frustrated right now, you're ready.” – Brent Gove   Connect with Us: Instagram: @johnkitchenscoach LinkedIn: @johnkitchenscoach Facebook: @johnkitchenscoach   If you enjoyed this episode, be sure to subscribe and leave a review. Stay tuned for more insights and strategies from the top minds. See you next time!

In this conversation with Doug Brown, CEO of CEO Sales Strategies & Author of Win-Win Selling, and the creator of the Double Your Sales Methodology, he shares his wisdom bytes on how business leaders and sales professionals can shift from transactional sales tactics to authentic relationship-building strategies that drive high-value deals.

Mastering the Art of Predictable Sales Growth WHR 3.227: Mastering the Art of Predictable Sales Growth with Doug C. Brown Episode Summary: In this episode of the Work at Home Rockstar Podcast, Tim chats with Doug C. Brown, Founder of CEO Sales Strategies. Doug shares his incredible journey from selling parts at age 5 to building multiple seven-figure businesses and helping clients generate over $960 million in sales. He breaks down how independent professionals can create reliable, math-based sales growth, embrace AI tools, and develop a business mindset focused on acquisition. This conversation is packed with RockStar Tips for entrepreneurs ready to build stable, predictable income streams from home. Who is Doug C. Brown? Doug C. Brown is the Founder of CEO Sales Strategies and the creator of Vibitno, a sales automation platform that increases revenue through efficient follow-up and client retention. Over his career, Doug has founded or built more than 35 businesses, driving more than $960 million in revenue. His math-based model for predictable sales growth has helped clients increase their close rates by 143% and boost product sales by over 4,150%. Doug's mission is to help independent professionals scale ethically and confidently in today's economy. Connect with Doug C. Brown: Website: https://ceosalesstrategies.com Vibitno: https://vibitno.com Instagram: https://www.instagram.com/dougcbrown_ Facebook: https://www.facebook.com/Dougcbrown123 LinkedIn: https://www.linkedin.com/in/dougbrown123 Host Contact Details: Website: https://workathomerockstar.com Facebook: https://www.facebook.com/workathomerockstar Instagram: https://www.instagram.com/workathomerockstar LinkedIn: https://www.linkedin.com/in/timmelanson YouTube: https://www.youtube.com/@WorkAtHomeRockStarPodcast X / Twitter: https://twitter.com/workathomestar Email: tim@workathomerockstar.com In this Episode: 00:34 — Success Story: Helping a consultant add $245,000 in revenue in six weeks 02:38 — Lessons from Failure: Building a SaaS product without pre-selling, costing over $500k 06:02 — Transitioning from corporate employee to business owner and understanding the business of business acquisition 15:44 — The essence of selling and overcoming rejection 27:24 — How value drives buying decisions beyond price 34:09 — Leveraging AI for sales and business growth 38:58 — Doug's mission to help independent professionals add six figures to their income

Transform your sales technique from being a pushy pest to a purposeful strategist. Learn how to craft your outreach so it consistently delivers value and is welcomed by your prospects. This episode promises to equip you with actionable strategies to overcome the fear of being annoying while maintaining momentum in your follow-ups. Discover the vital distinction between trying to sell and genuinely helping your potential clients, ensuring every interaction is rooted in confidence and integrity. ⭐ Leave us a rating or review on your favorite podcast app. We actually read them!  

We want to hear from you. If you're open to a quick chat with our producer, it only takes a few seconds to sign up: https://forms.gle/TTdgZ9R6HykpPaEh6In this episode, I sit down with Matt Lakajev — sales strategist, lead gen expert, and creator of Seven Figure Creators—to dismantle the myths about content, branding, and cold outreach. Matt reveals why most creators are stuck posting into the void, and how a tiny, targeted LinkedIn presence can outperform big audiences.We break down the real math of monetizing a service business online—and how to turn every post, profile visit, and DM into an effortless sales system that scales.Timestamps:(00:05) - The Power of a Small Following on LinkedIn (03:02) - Transitioning from Cold Outreach to Warm Leads (16:16) - Setting Up an Effective Email Outreach Strategy (20:02) - Effective Communication in Sales (26:54) - Effective Call Structuring for Sales (35:23) - Lead Generation as a Business Priority (37:27) - Generating Leads: Strategies for Small Businesses (45:35) - Sales Process and Event Strategy (49:55) - Pricing Strategies for Success (55:54) - Sales Strategies and Early Challenges in BusinessCheck out today's guest, Matt Lakajev:Matt's LinkedIn: https://au.linkedin.com/in/mattlakajevMatt's YouTube: https://www.youtube.com/@matthewlakajevCheck out The Futur:Website: https://www.thefutur.com/Courses: https://www.thefutur.com/shopLinkedin: https://www.linkedin.com/company/the-futur/Podcasts: https://thefutur.com/podcastInstagram: https://www.instagram.com/thefuturishere/Facebook: https://www.facebook.com/theFuturisHere/Twitter: https://x.com/thefuturishereTikTok: https://www.tiktok.com/@thefuturishereYoutube:https://www.youtube.com/thefuturishereCheck out Chris Do:Website: https://zaap.bio/thechrisdoLinkedIn:https://www.linkedin.com/in/thechrisdo/Facebook:https://www.facebook.com/BizOfDesignInstagram:https://www.instagram.com/thechrisdo/Twitter:https://x.com/thechrisdoTikTok:https://www.tiktok.com/@thechrisdoThreads:https://www.threads.net/@thechrisdoZaap: https://zaap.bio/thechrisdoClubhouse:

If you've ever found yourself panicking over a slow sales month and spiraling into self-doubt—this episode is for you. April takes us behind the scenes of a real coaching conversation with a business owner convinced her business was falling apart... only to discover, it was just a predictable cycle. In this episode, you'll learn how to stop reacting emotionally to every dip, zoom out to see your patterns, and plan your growth accordingly. Because your business isn't broken—it might just be winter. What You'll Learn: Why most small business owners are blind to their own business cycles The difference in mindset between a $3M company and a $10M+ company How to track patterns to reduce panic and plan more strategically What to stop doing when things get slow How your emotional state is tied to your P&L (and how to cut that cord) Golden Quotes: “Profits up? I'm a genius. Profits down? I should've gone to law school.” “You're not screwing up your business. You're just in a cycle. Don't burn the house down.” “Strong marketing makes for easy sales. Weak marketing makes for hard sales.” “Don't try to fix everything from street view. Step back—look from the satellite view.” Action Steps: Zoom Out: Review your sales and lead data from the past 2–3 years. Spot trends—your slow seasons, your peaks. Plan With the Cycle: Use slow months for R&D, training, or backend projects. Don't launch major systems when you're in a sales sprint. Know Your Triggers: Recognize when you start to spiral emotionally. Your business isn't broken—your expectations might just be misaligned. --------- Want to be part of a transformative experience for entrepreneurs and leaders?

Today, you'll hear more market trends within the trucking industry, sales prospecting strategies, implementing better financial planning, and leveraging AI for operational efficiency! Tune in so you won't miss an episode that is valuable for your freight business!  

In this episode of the Revenue Builders Podcast, hosts John McMahon and John Kaplan are joined by Paul Capombassis, Chief Revenue Officer at MongoDB. They discuss Paul's extensive career from PTC to MongoDB, focusing on his strategies for creating high-performance cultures in sales. Paul shares his approach to hiring disruptors over domain experts, the importance of developing leaders from within, and the transformational programs like BDR to CRO that MongoDB has implemented. The conversation also highlights the critical role of adaptability, the significance of leadership authenticity, and the necessity of consistent leader enablement. This episode is rich with insights on how to elevate sales teams and drive company growth.ADDITIONAL RESOURCESLearn more about Paul Capombassis:https://www.linkedin.com/in/paul-capombassis-3684b211/Read Force Management's Guide to Embedding AI In Your B2B Sales Organization: https://hubs.li/Q03ldrzD0Download the CRO Strategy Checklist: https://hubs.li/Q03f8LmX0Enjoying the podcast? Sign up to receive new episodes straight to your inbox: https://hubs.li/Q02R10xN0HERE ARE SOME KEY SECTIONS TO CHECK OUT[00:01:59] Building a High-Performance Culture at MongoDB[00:04:45] Characteristics of a Disruptor in Sales[00:06:56] Challenges of Selling Disruptive Technology[00:16:11] Importance of Leadership and Enablement[00:21:57] Adapting to Change in a Fast-Growing Company[00:23:58] Coaching and Developing Leaders[00:30:21] Adapting Leadership for Business Growth[00:31:56] The Importance of Authentic Leadership[00:33:32] Recruitment and Enablement Strategies[00:34:40] Domain Expertise vs. Scaling with Hunters[00:38:22] Leader Development Programs[00:41:51] Challenges in Assessing Team Strengths[00:47:06] Second Line Leadership Responsibilities[00:50:23] Inspiring Through AuthenticityHIGHLIGHT QUOTES"When you lead with authenticity, the value that you get out of that and your organization gets out of that is it's game-changing.""Every time you make a hire... it's a million-dollar bet that you're taking.""Change requires discipline. And discipline is really hard.""High-performing companies set up a great enablement program, not just for your ics, but especially for leader enablement.""Great leaders today are the best coaches.""The best leaders today are the ones that can connect technical capabilities to business outcomes."

If you've ever found yourself dreading the “J months” of January, June, and July, you're not alone. A lot of subscription box owners and product-based business owners see these as slow, even sluggish seasons. But what if that mindset is the very thing holding you back? In this episode of the Launch Your Box podcast, I'm sharing a mindset reset, practical list-building strategies, and five real sales ideas to help you beat the summer slump and build serious momentum heading into fall. Because here's the truth: you don't have to coast through summer. Because your success this fall starts with what you're doing right now. The Real Reason the “J Months” Feel Slow I recently heard a speaker say, “The J months are just bad for business.”And my first thought? That's the problem right there. These months are not the problem. But how you show up for them might be.  As subscription box owners, we often scale back our marketing, stop sending emails, and lower our energy during these months. And guess what? That creates the slowdown we feared. The J months aren't cursed. They're just different. The key isn't to disappear. It's to show up differently. Build Now to Launch Your Subscription Box Strong Later When other business owners are quiet, you have a chance to stand out. This is the time to grow your following and build your list so your next subscription box launch is stronger than ever. Here's how to stay visible and connected all summer long: Share sneak peeks and behind-the-scenes content Reconnect with your “why” and invite your audience in Offer a summer opt-in like a checklist, quiz, or guide Run a giveaway to build your list Start or grow your waitlist Send 1–2 nurture emails per week What you do now will directly impact your future sales and your next launch. 5 Sales Strategies to Beat the Summer Slump If you want to drive revenue during the J months, try one (or more!) of these proven strategies: This is your prep season, your brand-building season, your relationship-deepening season. Join me in all the places:     Facebook Instagram Launch Your Box with Sarah Website  Are you ready for Launch Your Box? Our complete training program walks you step by step through how to start, launch, and grow your subscription box business. Join the waitlist today!

Andee Hart is an entrepreneur, sales strategist, mentor, and host of the podcast, She Sells Differently. While working as a sales executive for a Fortune 500 company, Andee started a passion project, Hart Design Co., of candle making in her own kitchen. What started out as a side hustle with her candles in a handful of local boutiques quickly blossomed into a wildly successful wholesale business and store front. Within a year, Andee was able to transition from her 17-year corporate sales career to full-time entrepreneurship, now also teaching women entrepreneurs how to master sales.