Podcasts about salespeople

Most salespeople think their role is to complete a bunch of semi-random activities to “hopefully” get a deal over the line. They set targets to complete a specific number of cold calls, business cases, sent proposals, discovery calls… And this is not how high performing salespeople operate. Having our focus spread across lots of non-connected […] The post How to Get Ahead of 99% of Salespeople appeared first on Salesman.com.

Would you like access to our advanced agency training for FREE? https://www.agencymastery360.com/training Are you stuck chasing new clients while ignoring the goldmine in your past customer list? Does your agency feast on projects but starve for predictable revenue? Today's featured guest knows what it's like to hit a growth ceiling and being tired of the one-and-done client hamster wheel. He shares how he pivoted his agency after becoming a HubSpot partner, why he turned to project-based work after customer habits changed following the pandemic, and how he got out of the dreaded “no man's land”. Eric Baum is the CEO and founder of Bluleadz, a HubSpot Onboarding and Implementation Agency dedicated to transforming the way companies market, sell, and service their customers through the power of the HubSpot platform. He'll discuss his cash flow challenges, pricing mistakes that almost tanked the business, and how EOS helped him escape “no man's land.” If you're stuck in the fulfillment hamster wheel or scaling past $5M feels like pushing a boulder uphill... listen up. In this episode, we'll discuss: Reinventing his agency as a HubSpot partner. The real scaling struggle: cash flow. Why project-based doesn't mean profitless. Strategic partnerships are the future. Subscribe Apple | Spotify | iHeart Radio Sponsors and Resources E2M Solutions: Today's episode of the Smart Agency Masterclass is sponsored by E2M Solutions, a web design, and development agency that has provided white-label services for the past 10 years to agencies all over the world. Check out e2msolutions.com/smartagency and get 10% off for the first three months of service. Accidental Founder, Intentional CEO Back in the Yellow Pages era, Eric was running two service-based franchises and needed a better way to market them. He brought marketing in-house for PPC, SEO, web dev, and that hire didn't just turn things around. It turned into a new business. Fast-forward a few months, and other franchise owners across the country started asking for help. Eric spun that in-house team into an agency, and had 50 clients out of the gate. As many owners before have admitted to, Eric started out charging way too low—$250 to $500/month. “I don't know how I didn't go broke right out of the gate,” he laughs. And if you've ever undercharged in the early days, you'll feel that one deep in your soul. Reinventing the Agency (and Himself) Around HubSpot The turning point came when Eric discovered HubSpot and pivoted Bluleadz to become a certified partner. That's when the “real” agency began, as he started to study the industry and figure out what he had to do to be profitable, take care of his team, and do it without necessarily doing all the sales work all the time. From there, Eric leaned into strategy, profitability, and systems. He stopped trying to be the everything guy and started building an agency that didn't need him in the trenches every day. Fifteen years later, his agency isn't just thriving. It's structured, profitable, and on track to hit 8 figures. Life in “No Man's Land” – The $1M to $5M Plateau After fifteen years in the industry and getting closer to the eight-figure mark, one of the things that most surprised Eric was getting stuck in the ugly middle: the zone between $1M and $5M where a lot of agency dreams go to die. Many call it “no man's land,” and if you've been there, you know the pain. “It was up, down, up, down,” he says. “I'd grow, then lose key employees. Revenue would spike, then tank. I kept asking, ‘What am I doing wrong?'” The answer: a lack of structure. So about nine years ago, Eric implemented EOS (Entrepreneurial Operating System). That gave his agency the foundation it needed—vision, accountability, and a cadence to scale. It didn't fix everything overnight, but it got the business out of reaction mode and into growth mode. The Real Scaling Struggle: Cash Flow Even with all that success, Eric's biggest constraint today isn't clients or talent. It's cash. In the agency world, sometimes you can grow so fast that you can actually outpace your ability to fund it. As Eric explains, “Receivables stack up. You can't hire, build, or invest without the cash reserves in place to hit the down terms.” For instance, just this year his agency was down 20% compared to last year because of all the uncertainty for businesses. Sound familiar? So far, Eric's solution has been airtight payment terms. They moved away from waiting on client deliverables and toward milestone-based billing. They typically charge: 50% upfront 25% after month one 25% at month two or fixed date Not based on deliverables. Based on time. Why? Because waiting on clients kills momentum (and your margin). “We used to wait months to get that final 50%. Now we're often 100% paid before a project is even done.” Moral of the story? Set clear terms and stop letting clients hold your agency hostage. Project-Based Doesn't Mean Profitless If You Structure It Right Five years ago, 85% of Bluleadz's revenue came from retainers. Then COVID hit. Buying behavior shifted fast. Clients wanted results without long-term commitments. So Eric pivoted hard into project work—today, 80–85% of their revenue comes from one-off HubSpot onboarding and implementation projects. That means 50–75 new customers per month, each on 30 to 90-day timelines. The lesson: project-based doesn't have to mean chaos - if you systemize delivery and payment. However, Eric does admit he and his team had been failing to recapture clients for a second or third project. “We were just focused on getting new clients through the door.” Instead of nurturing clients post-delivery, they handed off the project and moved on. Meanwhile, past clients drifted—only to come back a year or two later in total chaos saying, “We lost our HubSpot guy. Can you help?” The opportunity cost was massive. They are currently working on recapturing these relationships. By reselling past clients, his agency could double or triple revenue in a year. The Triple-Team Model: Sales, CSM, Implementation In their efforts to start creating more lifetime value for customers, Eric's agency introduced Customer Success Managers (CSMs)—not just to check in, but to hunt for value. CSMs dig into each client's needs post-project, surface upsell or cross-sell opportunities, and feed them back to the sales team. Now they're farming the base, increasing LTV, and stacking wins without chasing cold leads. This third new role adds a new layer to his team's structure, which he now breaks down as: Salespeople close net-new deals and join key milestone calls.           Implementation Specialists own delivery and are the client's main point of contact. CSMs sit above delivery, watching for success gaps, retention issues, and upsell opportunities. “Salespeople are hunters, not farmers. Trying to make them farm didn't work. So we changed the model.” This layered structure gives clients clarity, keeps teams focused, and ensures no growth opportunity slips through the cracks. Strategic Partnerships Are the Future Another key reason Bluleadz is scaling so quickly is partnerships. They're one of HubSpot's top onboarding partners, and at one point this partnership drove most of his agency's net new leads. More recently, however, as they start to expand their efforts to engage past clients, only 40% of their leads come from HubSpot, while 30% comes from existing customers, and another 30% from their inbound marketing efforts, other strategic partners, and referrals. This makes for a more balanced pipeline: “Inbound, outbound, and strategic partnerships”. Those are the three pillars in the Playbook. You've got ‘em dialed in. As for Eric, he's all in on strategic partnerships, which he considers to be the way of the future. The One Thing Eric Would Do Differently If he could go back and give his younger self advice on agency ownership, Eric would say “Let go faster.” He held on too long to sales, finance, client services… all of it. And every time he finally let go, the agency grew again. Today, Eric has zero departmental responsibilities. His job is vision, strategy, and leadership—and it's paying off. Do You Want to Transform Your Agency from a Liability to an Asset? Looking to dig deeper into your agency's potential? Check out our Agency Blueprint. Designed for agency owners like you, our Agency Blueprint helps you uncover growth opportunities, tackle obstacles, and craft a customized blueprint for your agency's success.

I welcome back renowned persuasion expert and bestselling author Jay Heinrichs. Jay, widely celebrated for his book “Thank You for Arguing,” returns to share insights from his latest book: “Aristotle's Guide to Self-Persuasion: How Ancient Rhetoric, Taylor Swift, and Your Own Soul Can Help You Change Your Life.” Jay dives into the personal journey that inspired the book—a year-long experiment where he applied the classical tools of rhetoric not just to business or negotiation, but to overcoming his own struggles with motivation, self-doubt, and a significant physical setback. Using a daunting mountain-running challenge as the backdrop, Jay explores how reframing your internal dialogue and negotiating with your mind and body can lead to surprising breakthroughs, both professionally and personally. Outline of This Episode [03:41] How Jay improved his negotiation skills through personal adversity. [07:04] An overview of mastering negotiation skills overview. [10:22] Honing negotiation skills while coping with chronic pain and limited mobility. [15:37] Evaluate desires vs. needs, question materialism, and align actions with one's true self for self-worth and persuasion. [19:04] Ancient Greeks explored self-dialogue, changing negative self-talk, and reframing thoughts can improve one's mindset. [23:32] Mind training is the practice of convincing your body to go beyond its perceived limits. The Art of Persuading Yourself After years spent teaching organizations how to persuade, he was challenged to turn those tools inward during a period marked by low motivation, self-pity, and a debilitating physical ailment. Jay explains how much harder it is to separate yourself as a negotiator and client when you are both the persuader and the persuaded. Inspired by Aristotle's teachings and his desire for change, Jay embarked on an experiment: Could the classical tools of rhetoric, updated for the modern age, help him overcome deep-seated doubts and achieve what seemed impossible? The Self-Persuasion Experiment The crux of Jay's journey was a literal mountain—Mount Moosilauke in New Hampshire, an Olympic training ground with a 3.7-mile run and a 2,800-foot elevation gain. At nearly 58 years old, told by doctors he might never walk again, Jay set a goal to become the first person over 50 to “run his age” up the mountain, climbing it in fewer minutes than his age in years. The process was nothing short of transformational. It demanded significant lifestyle changes: losing an eighth of his body weight, training for hours each day, giving up alcohol, and enduring a groundbreaking (and painful) medical procedure. As he struggled to reach his goal, Jay leaned on rhetorical strategies—not just to stay motivated, but to redefine his relationship with challenge, pain, and self-doubt. Reframing Reality Through Rhetoric One of the episode's standout lessons is the power of “reframing”—a quintessential rhetorical move. Jay describes how hyperbole, often dismissed as mere exaggeration, can become a tool for motivation: “What if you can believe in throwing something beyond yourself and then chase after it like a dog after a ball?” In this way, ambitious (even seemingly impossible) goals can become motivational hyperboles, stretching our perceived limits and moving us beyond inertia. He also draws from Aristotle's lesser-known work, On the Soul. Here, the concept of the “ideal self” or “soul” becomes the internal audience you must convince. The three classical elements of ethos—craft, caring, and cause—become the benchmarks of persuasion, not just with others, but with that idealized version of yourself. Negotiation as a Daily Practice Whether you're persuading a client, navigating a difficult deal, or pushing your limits in training, the process is the same: a series of negotiations with your goals, excuses, fears, and aspirations. Jay's year of self-persuasion wasn't about achieving physical greatness; it was about discovering happiness and gratitude, negotiating, ultimately, for a better relationship with oneself. Watts highlights the universal nature of this lesson, referencing cinematic moments of grit and perseverance, and reminds us that the real challenge is not just winning the deal, but winning yourself over, again and again. Resources & People Mentioned Peter M. Loescher, MD  Connect with Jay Heinrichs Jay Heinrichs  Connect With Paul Watts  LinkedIn Twitter    Subscribe to SALES REINVENTED Audio Production and Show Notes by PODCAST FAST TRACK https://www.podcastfasttrack.com

This week, in episode 259, Jaci Russo tells David C. Barnett and Kate Morgan how the hiring of her agency's first top-level sales person went wrong. About four months ago, when Jaci first told us about this big step, she sounded thrilled. She said her new sales chief was a delight to be around, had hit the ground running, and had already lined up at least one impressive client. Unfortunately, none of that panned out. But Jaci, who is hardly the first business owner to have an important placement go off the rails, offered to walk us through her process to see what lessons we can all learn: Were the interviews flawed? Was the onboarding effort insufficient? Was it the executive recruiting firm she used? Was it the compensation structure? Or was it the remote-work arrangement? Plus: We also discuss the mounting evidence that companies have stopped filling entry-level positions. And should that trend continue, where will owners find the next generation of leaders?

“There's No Good Roofing Salespeople” — How to Build Them Anyway | Dominic CaminataStruggling to find good roofing salespeople? You're not alone. In this episode, Tim Brown sits down with Dominic Caminata, CEO of Renaissance Roofing, to break down why great roofing sales reps are so rare—and exactly how to develop them in-house.You'll learn:Why the roofing industry has a sales talent shortageThe traits to look for when hiring sales repsHow to create a training system that actually worksWhy culture beats commission in long-term performanceHow Dominic built one of the most respected roofing sales teams in the countryIf you want to grow your roofing business beyond yourself, this episode is a must-watch.

Mike Keene shares an awesome story of how we learn to sell at a VERY young age.Global Dealer Solutions offers a network of high-performance providers while remaining product agnostic. Knowing which tools to deploy makes a big difference. Having a trusted adviser; priceless. Schedule your complimentary consultation today. https://calendly.com/don-278. BE THE 1ST TO KNOW. LIKE and FOLLOW HERE www.linkedin.com/company/fixed-ops-marketinghttps://www.youtube.com/channel/@fixedopsmarketingGet watch and listen links, as well as full episodes and shorts: www.fixedopsmarketing.com/wtfJoin Managing Partner and Host, Russell B. Hill and Charity Dunning, Co-Host and Chief Marketing Officer of FixedOPS Marketing, as we discuss life, automotive, and the human journey in WTF?!#podcast #automotive #fixedoperations

Once considered a glamorous career among the clouds, the role of cabin crew has evolved into one increasingly focused on sales.Flight attendants, once seen purely as caretakers of passenger comfort, are now often viewed as frontline salespeople, offering everything from snacks to duty-free goods mid-flight.But, has this shift changed the way we perceive cabin crew?Terry Prone, Columnist with the Irish Examiner & Chair of the Communications Clinic, has been writing about this, and joins Andrea as well as former Air Hostess and Author of ‘Confessions of an Air Hostess' Marisa Mackle and Travel Journalists Joan Scales and Yvonne Reddin to discuss.

From Strangers to Sales: How Data Enrichment Helps Nigerian Salespeople Build Rapport and Close Deals

Here's a question that'll drive you absolutely crazy: How do you sell professional services without giving away everything for free? That's the burning question from Laura and Adam, attorneys who are struggling with the classic professional services dilemma. Their intake team and attorneys want to showcase their expertise by giving away everything for free during sales conversations. Meanwhile, they're also trying to figure out what kind of salesperson they need to hire to sell high-value legal services effectively. If you're nodding your head right now, you're not alone. This is the most common trap I see professional service providers fall into, and it's bleeding them dry while their competitors who keep their mouths shut are crushing them in conversion rates. The Professor Problem: Why Being Smart Is Making You Broke Laura nailed it when she described their current approach as "professorial." They show their talents and knowledge, thinking, "How can they not want to hire us because we're so brilliant?" But here's the brutal, kick-you-in-the-gut truth: The more you teach on sales calls, the lower your closing ratio becomes. Period. No exceptions. The less information you give, the higher your closing ratio goes. This isn't just theory—it's what I've learned from years of training consultants and professional service providers. When practitioners get on sales calls, it's incredibly hard not to show all our cards or teach people during the conversation. But you're not running a free consultation. You're running a sales process. Why Information Is Your Leverage—Not Your Gift Here's what Laura and Adam's team needs to understand: Information is your leverage. Are you going to give your leverage away for free? The key is teaching your intake team how to ask questions and bring the person through a process. You're connecting with prospects, learning about them, getting them talking about their fears, helping them articulate what they want, and then building a quick value bridge to why they should sign with your firm. Then—and only then—do you ask for the commitment. When prospects start fishing for free legal advice, you shut it down fast with this exact response: "That's a really, really good question. And that's exactly why we need to get you booked with an attorney so that you can sit down with a professional who can walk you through that strategy. Let's go ahead and get you signed up." The High-Stakes Hire: What to Look for in Professional Services Salespeople When you're selling high-value services instead of products, you need a special type of salesperson. Here are the three make-or-break qualities that will determine whether your hire is a rockstar or a disaster: They Need to Be Street Smart - Not book-smart—street-smart. They need to think on their feet because you've got different types of people coming to you with different cases. If someone is used to just following a script, they're not the right person for you. High Emotional Intelligence with Outcome Drive - This is the tricky balance. They need high emotional intelligence to quickly connect with people and build relationships. But they also need enough outcome drive to ask for the commitment and not let people off the hook. You're essentially running a one-call close. A person comes in, you take them through the journey, and then you ask them to make a commitment. If they don't commit on that call, your chances of signing them as a client go down exponentially over time. The Goldilocks Zone - If you hire someone too far on the outcome-driven side, they'll be pushy schmucks who pressure people, strongarm prospects, and destroy your reputation. You'll end up with buyers' remorse and angry clients. If you hire someone too relationship-driven with too much empathy, they'll have great conversations and make wonderful friends—but they won't convert anybody into customers.

 was studying an online learning programme from Professor Scott Galloway, where he talked about Appealing To Human Instincts.  His take was from the strategy angle, but I realised that this same framework would be useful for sales too.  In sales we do our best to engage the client.  We try to develop sophisticated questions to help us unearth the stated and unstated needs of the buyer.  Professor Galloway's pedagogical construct can give us another perspective on buyer dynamics. The first Human Instinct nominated was the brain.  This is our logos, our rational, logical, analytical mode.  What are the unanswered questions and key internal conversations occupying the minds of our buyers.  If we can meet the buyer in their thought process, then we are more likely to be able to understand their needs and then be in a position to meet those needs.  We know that some buyers will be analytical types, for whom three decimal places is unremarkable when considering data.  Often though salespeople are big picture. Macro types who shun this level of detail because they feel it is boring.  They love the sale and abhor the paperwork which goes along with it.  I had two insurance salesmen in my home trying to get me to buy various policies.  What astounded me was they were middle aged, well experienced gentlemen and yet they couldn't fill out the paperwork correctly, so we had to do it again.  They loved the conversation with me but not the conversation with the fine print in the contract. The next instinct was the heart.  Our emotions are there for all to see, if the right stimulation is provided. We laugh, cry, get angry, become determined and give up, based around our emotional configuration at any point in the day.  Salespeople walk into a mine field of buyer emotions, with no way of knowing which particular configuration we have bumped into today.  Our job is to gauge as quickly as possible where the buyer is emotionally and how they prefer to communicate at that moment.  We know our tempers once frayed, tend to trigger a supreme impatience with everything.  Woe be tied a salesperson who cannot “kuki wo yomu” or read the air, as we say in Japanese, to understand this client needs another visit on a better day for them. Instinct number three was the gut.  This reminded me of Maslow's hierarchy of needs where survival was at the bottom and became the prism through which information and ideas were judged.  Company buyers are always bound firmly by risk reduction, budget stringencies, cash flow imperatives and fears for the future.  Everyone loves a bargain except salespeople, especially those salespeople who have commissions attached to the sale price.  Value is the only antidote for this price discount swamp fever infecting buyers.  Babbling on about features won't cut it.  Yet amazingly this is the step where many salespeople check out.  They never even attempt to consider scaling the summit. We had better migrate up the value scale and talk about the application of the benefits.   We need to lock in the evidence where this has worked magnificently somewhere else, for this buyer to feel safe that there are precedents.  The fourth instinct was sex appeal.  Buyers want to attract attention to themselves as capable, highly promotable, sexy beasts attracting a lot of favourable accord.  Our role is to make them look like heroes, legends, masters of the universe.  They want to elevate their worth, status and value within the organisation.  “Look at me, I am clever” they want to say. We become their instrument to promote that message by giving them our product or service, which becomes a game changer inside the client company. Salespeople have to be master jugglers, elevating many balls in the air at the same time.  We need to see our buyers in a holistic manner, to fully appreciate the tack we need to take buyer by buyer, because they are all different.  This takes a change in the sales mindset because most salespeople are focused on themselves, their commission, their Beemer upgrade and a thousand other things, which the buyer couldn't care less about.  So next time we sit down with a buyer, we need to make sure we are engaging all of their human instincts and appealing to them from many angles. 

The post 5 Things Broke Sales People Do, That High Performers Have Worked Out appeared first on Salesman.com.

If you want to stop chasing prospects and start closing with authority, this episode is your blueprint. I sat down with Armand Farrokh, founder of 30 Minutes to President's Club the #1 sales podcast in the world and we broke down how top 1% sellers diagnose deeper problems, dismantle objections with tone (not pressure), and use identity reframes that make prospects sell themselves.  Armand didn't just grow revenue from $0 to $13M at Pave he engineered it with precision-level sales skills most reps never learn. This episode goes beyond surface-level tactics to show you how to disarm resistance, create urgency, and get buyers to fight for your solution. Watch this and you'll understand why most salespeople are stuck in the shallow end and how to get out fast. Chapters (00:00) Introduction (03:38) Building the Gap: Roleplay with Live Audiences (04:42) How to Clarify Objections Without Triggering Defensiveness (08:25) Reframing Price Objections with Results-Based Thinking (12:12) Why You Should Push Prospects Away (at First) (17:00) The Power of Tone to Trigger Curiosity and Doubt (20:14) Turning Surface-Level Problems Into Emotional Stories (25:38) Magic Moment Questions That Unlock Real Pain (30:03) The 4 Types of Salespeople (Which One Are You?) (33:34) Identity Framing: Making Prospects Justify the Sale (42:17) Why Prospects Buy From You—Even If You're More Expensive

Most sales hiring failures aren't about the rep. They're about the missing structure.In this episode of the CEO Sales Strategies Podcast, Doug C. Brown sits down with David Sliman, CEO of Sales Performance, to explore why sales teams underperform—and how to fix it before your next hire.You'll learn:✅ Why KPI clarity is non-negotiable before hiring✅ How to build onboarding that drives early wins✅ The 4-part sales execution model that scales✅ Why great coaching requires structure, not pressure✅ How to create a system where top producers thriveIf your business depends on 1:1, high-ticket B2B sales—this episode will change how you build and lead your team.

Door-to-door salespeople are finding success amid skepticism of online scams Learn more about your ad choices. Visit megaphone.fm/adchoices

There's a theory that if a seller focuses on a buyer's inner feelings, then they'll be more effective in closing a deal. This will require you to put your therapist cap on to tap into the customer's emotions.My guests, Jack Frimson and Zac Thompson, sales professionals and co-authors of Selling Is Therapy, share their techniques from their latest book. Listen to learn more about how you can start selling like a therapist to close more deals.Meet Jack Frimson & Zac ThompsonJack and Zac are seasoned sales professionals and co-founders of an agency specializing in helping clients book more high-quality appointments. Together, they have worked with hundreds of clients, developing practical, actionable strategies to make sales conversations more empathetic, effective, and rewarding for everyone involved. Why the Therapist Approach?Salespeople often default to outdated, aggressive tactics that leave both parties feeling slimy.Drawing inspiration from therapy, Jack and Zac discovered that the best sellers act less like “persuaders” and more like thoughtful guides, catalyzing customer self-discovery.Permission-Based Questions & “Softening the Blow”Simply asking before posing tough or blunt questions disarms prospects, making conversations feel safer and more genuine.This approach helps navigate tough topics, such as budget or decision-making authority, without sounding confrontational.Levels of ListeningGreat salespeople distinguish themselves by noticing what isn't said—body language, hesitations, or changes in tone.Calling out the “elephant in the room” (with empathy) opens space for honesty and trust.The “Test Close”Instead of forcing meetings or pushing agendas, the “test close” invites prospects to design the most valuable meeting for themselves (“What would make a call next week worthwhile for you?”).This boosts the chances of attended and effective appointments—and prospects are more invested because they helped build the agenda.The IKEA CurveWhen prospects participate in creating the solution (“If you could design your perfect platform/campaign/vendor, what would it look like?”), They feel a greater sense of ownership and buy-in.This technique is especially effective in competitive sales situations and discovery calls.Low-Stakes Practice & Continuous ExperimentationJack and Zac encourage sellers to experiment with these tactics in everyday settings, like at a coffee shop, to build confidence before using them in sales calls.Letting Go of AttachmentThe healthiest sales approach is one where you're unattached to the outcome—focused instead on helping, not convincing.If you're struggling with this, evaluate your alignment with the product, company, and your belief in the impact you deliver."Softening the blow is when we seek permission before we ask one of those big, big questions." - Jack Frimson."You always want to be calling out the elephant in the room. Another chapter of the book talks about the levels of listening. It shares how salespeople tend to miss the things that aren't being said." - Zac Thompson. ResourcesGrab a copy of their book on Amazon.Follow and reach out to Jack and

The Unvarnished Truth About Sales: Lessons from the UK's Most Hated Sales Trainer, Benjamin DennehyIn the world of sales, few voices are as candid—or as controversial—as Benjamin Dennehy, widely known as the UK's most hated sales trainer. In this episode, hosted by Josh Elledge, Benjamin pulls no punches as he exposes the uncomfortable realities of sales, debunks persistent myths, and offers actionable strategies for founders, salespeople, and small business owners. This blog post distills the key themes and expert advice from their conversation, providing a comprehensive guide for anyone looking to elevate their sales game.The Realities of Sales and Building Repeatable SuccessBenjamin starts by addressing an uncomfortable truth: most people in sales didn't choose the profession—they stumbled into it. This lack of passion often leads to mediocrity, with many salespeople operating at a “seven out of ten” level, performing just enough to get by. To break through this, Benjamin advocates for treating sales as a craft that demands continuous improvement and investment in proper training. He emphasizes the importance of building a repeatable sales process, focusing on long-term relationships rather than just closing deals.Benjamin also talks about the “founder-led sales trap” where entrepreneurs, passionate about their products, often dread the sales process. Founders frequently hesitate to delegate or hire the right salespeople, leading to burnout and stagnation. He encourages founders to invest in structured sales training, create a clear sales process, and treat sales with the same importance as product development or finance. This shift in mindset is crucial for scaling a business beyond the founder's efforts.Finally, Benjamin discusses the common pitfalls businesses face when hiring salespeople. He warns against hiring based on charisma alone and stresses the need to look for candidates who demonstrate solid sales processes and results. Without a clear and documented sales approach, businesses will continue to struggle with underperforming teams. He advises on setting clear metrics and ensuring new hires are onboarded with proper training to drive predictable and repeatable sales success.About Benjamin DennehyBenjamin Dennehy is the Founder of Sales Matrix Courses, a platform offering comprehensive training and coaching for sales professionals. Known for his blunt, no-nonsense approach, Benjamin helps businesses confront uncomfortable truths about sales, break through mediocrity, and achieve repeatable success.About Sales Matrix CoursesSales Matrix Courses is a sales training platform created by Benjamin Dennehy. The courses are designed to help professionals and businesses develop stronger sales foundations, overcome common challenges, and create repeatable, predictable sales outcomes.Links Mentioned in This Episode:Sales Matrix Courses WebsiteBenjamin Dennehy on LinkedInEpisode Highlights:Why most salespeople fall into the profession without passion or preparationThe “founder-led sales trap” and how to avoid itThe importance of treating sales as a craft and investing in ongoing trainingWhy hiring the right salesperson requires more than just charismaHow big companies fail at...

Sales leader and author Nigel Green joins Scott Leese and Richard Harris on the Surf and Sales podcast and discuss the critical skill of hiring elite salespeople. Nigel shares his expertise on why this is the single most important sales leadership skill, and how to effectively identify, attract, and integrate top talent onto your team. The conversation covers a range of valuable topics, including: Why elite salespeople don't apply to job postings, and how to proactively recruit them Techniques for uncovering the non-obvious behaviors that separate top performers from the rest Strategies for aligning your executive team and compensation plans to land elite talent The dangers of promoting your best salesperson into a leadership role Why small teams of elite reps can outperform larger average teams    

All links and images can be found on CISO Series. Check out this post for the discussion that is the basis of our conversation on this week's episode co-hosted by me, David Spark, the producer of CISO Series, and Steve Zalewski. Joining us is Jason Thomas, senior director, technology security, governance, and risk, Cystic Fibrosis Foundation. In this episode:  The trust deficit Defending the non-technical roles The business accountability gap The communication imperative Huge thanks to our sponsor, Query.ai Query is a Federated Search and Analytics platform that builds a security data mesh, giving security teams real-time context from all connected sources. Analysts move faster and make better decisions with AI agents and copilots that handle the grunt work and guide each step. Learn more at query.ai

According to research from Revenue Grid, organizations see a 25-40% increase in average deal size and win rates with better coaching. So how can you build a strong coaching program that helps your team win, especially with the support of new technologies like AI? Riley Rogers: Hi, and welcome to the Win-Win podcast. I’m your host, Riley Rogers. Join us as we dive into changing trends in the workplace and how to navigate them successfully. Here to discuss this topic is Carrie Kuhrt, who leads sales enablement in the Americas for FCM Travel. Thank you so much for joining us. Carrie, I’d love if we could just start by talking a little bit about yourself, your background, and your role. Carrie Kuhrt: Lovely to be here again. My name’s Carrie Kuhrt, based in Denver. Most of my professional journey has been within sales, whether that’s inside sales, outside sales. Been with FCM for nearly six years now, and just for over two years, I’ve been in the enablement function for the Americas region. Just been an adventure for the last six years with FCM, and I am just all team enablement now. RR: Awesome. Well, we’re so excited to have you here, especially knowing that you’ve kind of bridged that gap from sales to sales enablement and can bring that dual perspective to this conversation. So I know before your current role as an enablement leader, as you mentioned, you worked in sales at FCM Travel, so can you share a little bit about how you made that transition into enablement and then how that background maybe shapes your enablement approach today? CK: Yeah, well, kind of a funny story. I actually rejoined FCM after the pandemic the same day Highspot was rolled out with FCM. So it was just really kind of funny timing, how it’s all come really full circle. So I’ve always found myself wanting to help others succeed, and I have just a really big — like, I just really love all of the enablement tech stack and thought it just is an absolute game changer for the selling role and found myself always helping or always wanting to lend a helping hand to my peers.And so when the opportunity came up to join the enablement team, I eagerly embraced it, wanted to help fine-tune our sellers and using that enablement tech stack that the business has invested in. RR: Amazing. I love that take, and I love that this full-circle moment. I’m so happy you could join us and kind of bring this story almost to its conclusion.I’d love to maybe double-click a little bit into your approach and talk specifically maybe about how you develop your teams. So I know you lead the development of training and coaching at FCM Travel, so I’m wondering if you could talk to us a little bit about some common challenges you’ve faced when creating effective learning programs and then maybe some solutions you’ve created to address ’em. CK: Yeah, just knowing myself as a learner, we all learn in a different way, so I wanted to make sure that when creating something, it’s important to incorporate all the different learning styles that people have, whether that is through videos for people who’d like to watch, or people who like to read, or just a little bit of a mixture, and then including the hands-on approach.I really like the knowledge checks that you can do where it’s a little bit less test-centric and a little bit more of just making sure everyone is understanding that information and having it kind of connect the dots in their mind. So I think that’s always really good to incorporate in having like a welcoming and affecting learning environment for everybody.Just knowing that not every single person is the same. You wanna be able to have the ability to kind of touch everybody in the way that they need to help understand any initiatives. RR: Yeah, I think one of those biggest challenges too — any sort of learning program — is the assumption that one-size-fits-all works.It never does. I love that approach and that acknowledgement that everybody learns differently, and in order to get where you need to go, you need to meet them where they are. I think definitely a very actionable take that listeners can take away.Shifting gears a little, I’d like to touch on an aspect of enablement’s role that I think maybe goes a little bit unspoken, which is that in addition to creating effective programs, enablement is often tasked with building a culture of ongoing learning and development. So do you have any best practices for creating that culture and driving that culture of ongoing learning? CK: Yeah, I like to talk about it as kind of like an internal sell.So having that sales background kind of comes into play here, and we’ve actually branded our training and coaching as Take Flight. Being a travel management company, we love the puns. It worked perfectly. And so with Take Flight, we have created logos that you’ll see everywhere within Take Flight, as well as the same imagery over and over again, just kind of helping to reinforce this is where you go to learn, to upskill, to onboard, whatever it might be.And so using those on all of the training materials, helping everything remain consistent, it helps kind of guide your users to where they need to be for that training and coaching, because training and coaching — sometimes people might be like, oh, I don’t wanna do that — but Take Flight sounds so much more fun.I mean, who doesn’t wanna take a flight, hop on, and go somewhere new or learn something new? So that’s kind of the approach we have taken. RR: Yeah, the internal sell. I love it, and I love the branding. That’s so much fun. Your sellers are your customers, and I think you’re serving them well.I’d like to maybe chat a little bit about how you’re using technology to support programs like these.I know that in May, actually, you joined us here in Seattle for a workshop in the Highspot office. We chatted about real-world coaching capabilities, and you shared that you’re working on a pilot program to roll some of them out to your teams. So can you talk us through how you’re developing this pilot program and how you plan to leverage these capabilities to help with that ongoing learning culture? CK: Yeah, so we like to roll out all of our initiatives through pilot programs. We are leveraging Highspot across all of our sales organization globally now. And so having the peers involved — for my customers, our internal sellers — it’s really helped involve them and being able to be more impactful and engaging, understanding they are in the seat, they are utilizing it, and so using those pilot programs to help reinforce what’s gonna work best and being able to kind of test things out before full rollout globally.It’s just incorporating even those champions, as we like to call them, in part of the training so they’re able to talk about their experiences during the pilot testing as well. RR: Yeah, that sounds like a really thoughtful approach to a pilot program. You know, you build buy-in with a few, and then that kind of disperses out, and then all of a sudden you’ve won over the entire team.I’d love to know a little bit more about that like early getting-started phase — so how you’re planning to identify and select users for your pilot, and then maybe once you have selected those soon-to-be champions, how you enable them on your new approach. CK: Yeah, so we tend to select champions based on those who use the platform quite a bit.So our top users, they help guide us. And for the meeting intelligence pilot that we’re working on right now, we’ve chosen about five champions in different roles within the sales org and each region to start using the feature. So they’re gonna collaborate with myself and my partner in enablement that sits in Europe to help navigate those best practices, figure out what does work well, where we can improve, and like just sharing the feedback on the process because it is something brand new, something that we’ve never done before.But why not have like a test phase to work out those kinks before you roll out something globally? Just wanting to make sure that we have everything sorted and ready to go to make it as easy of a change as possible with — I mean, change management being key. It’s a new feature. Not everybody’s gonna be comfortable with it. You’re gonna make some people a little uncomfy, so why not bring in people who are in their same role, who can help kind of drive the value of it home? RR: Yeah, again, because you know when you are making that internal sell, you do need that evidence. And so when you have people in those roles speaking to it, you have a little bit more validation than just you kind of top-down being like, “Hey, let’s do a thing.” So I love that approach. And it seems like you and the team have obviously put a lot of work into this new strategy.So I’d love to know, maybe as you’re progressing, what outcomes you’re hoping to see and then what success looks like for you. What, at the end of the day, would make you be like, we did what we needed to do? CK: Yeah, I think for kind of the initiative, initial purpose is — as we all know — technology is fantastic except when it doesn’t like to play nicely.So working out those bugs is a huge part of it. That’s not something that might need our attention, but we carefully check and make sure all the platform integrations are working smoothly, kind of working those out beforehand, even before the pilot group even starts.To be completely honest, I’ve been within meeting intelligence since I could — I mean, just trying it out so I can figure it out, understand it, ’cause I am that hands-on learner, kind of talking back to how we approach that. But making sure that we have everything for the AI part of it — we are very much invested in AI. We have an AI Center of Excellence here within Flight Centre Travel Group, and so really leaning on that and making sure that the results that we’re getting do work for our business, as well as kind of those topics that meeting intelligence does use, making sure that we have everything listed that makes the most sense.And until we have users actually in-platform using it, we won’t know that. And so that’s kind of where we’re looking to make sure everything's — all the boxes are checked, that it’s gonna have the most impact on that feedback portion, because at the end of the day, that is what it’s all about — being able to get that feedback from an AI perspective to then have their manager come in and help drive home that feedback. RR: Awesome. Well, I think you guys are looking at all of the things you need to, to set yourself up for success, and I'm excited to check back in a couple months and see how things are going and see, you know, kind of the early wins you’re achieving.But speaking of success and wins, I know you’ve actually found quite a bit already. For instance, we’ve heard that you’ve already achieved a really impressive 67% active learner rate in Highspot, so I’d love to know how you’re driving that adoption. CK: Yeah. Again, I think this goes back to that branding aspect of Take Flight. Everybody knows where to go, and having it in like one centralized spot — just knowing that. But also, we do a lot of group enrollment for courses and things of that nature so that it’s everybody globally is doing it. It’s not just singling out certain people or certain regions — everyone is taking part of it.And I mean, I don’t think I’ve ever been in a sales role where every one of my peers doesn’t have that competitive spirit. So we do throw in some contests in there — some incentives. Salespeople love the incentives. So when we can make it a friendly competition, it even helps drive it home, ’cause it’s like, I wanna beat you.Like, you have that competition, and it helps really drive that end result of getting people involved in the training and the coaching, the lessons, all of that adoption. I mean, I know our adoption across Highspot in general is really, really high, which I think kind of talks about what the platform has done for us as a business. RR: Well, amazing. I love to hear that. And so what I’m taking away is that adoption is purely just a combination of branding and competition. That’s what you need to get your salespeople activated. CK: You can make it more complicated than that, but at the end of the day, they need to know where to go and who to beat. And so I think that really plays a huge part of it, for sure. RR: Wonderful. I love it. Well, aside from, you know, the impressive active learner rate that we just chatted about, I’d love to know what metrics you’re looking for when you’re evaluating the success of an enablement program — and in particular, down the line as you’re evaluating the success of your new real-world coaching program.You know, as you were saying, you wanna make sure the metrics are working towards what the business is looking for. So what will you be looking for when you’re making that call? CK: I think a huge thing — and it’s something that I got to see back in Seattle in May — was the initiative scorecard. To be able to link what we’ve rolled out as an initiative, whether that be training and coaching, or the meeting intelligence and that real-world feedback — being able to see that directly reflect.We finally worked out all the kinks with the Salesforce integration to making sure everything is linked. So now we can see, all right, based on this date and this initiative rolling out, we can see those wins populating and compare it to where we were last year.So being able to see the just direct correlation between the two and positively influencing our conversion rate equals won business. RR: Awesome. So it’s that tracking activity all the way through outcome — so important to prove your impact as an enabler and really tell that your programs are doing what you hope they will.Again, excited to see how in a few months, as you’re setting that up, how it goes. We’ll certainly have to check back and see how things are going.Thinking a little bit — we’ve been talking about the future — but let’s talk about the present maybe, which is, I’d love to know how, since launching Highspot, how things are going, what results you’ve seen, any key wins, notable business outcomes you could share? Anything that you and your team have accomplished recently that you’re super proud of? CK: Yeah. To be completely honest, Highspot has been a game changer for us at FCM. It’s made a remarkable difference, saving our sales team so much time. I won’t talk about other platforms, but they can find things a lot faster than they used to be able to, and so they can pull information in 30 seconds if they’re on a call with someone or they wanna share that information with a prospect — they can do that very, very quickly and find what they need.And I think that’s like a collaboration between sales enablement and marketing to make sure all of that is housed and easy to find for our sellers. I think it’s also really helped us connect more on a global scale. We can see what’s going on in other regions instead of being siloed between regions with the time zone conflicts and all of that. It’s just made an enormous difference.And then the other thing, which we’ve rolled out — I’d say probably in the last six months or so, maybe even… maybe it’s almost been a year, gosh, time flies — a lot of our RFP submissions, so our business proposals, if it’s not through a specific platform, we utilize Highspot. And that is a differentiator.Because we like to say we are not just another vendor for our clients. We are a true partner. And so we can actually put forth our proposal and have that partnership show through — whether it’s the co-branding of our logo with their logo. Sometimes we get a little fun and have a little bit more of that collaboration in terms of the coloring and things like that in the Digital Room.It’s definitely marked us as a clear differentiator. We’ve heard feedback from our — previously prospects, now customers — that it is something that has made a huge difference because it does show that we want to partner with them. We don’t just want to be another vendor. We’re not just another contract for them to sign. We truly have a partnership with our clients. RR: Amazing. I love to hear how Highspot kind of fits into your goals as an organization to be that partner, and I’m so happy that we can kind of help along the way where we can.Just one last question for you. So to wrap up, what is one, maybe two pieces of advice that you would offer to enablement leaders who are looking to build successful coaching programs? CK: I think there’s no necessarily need to reinvent the wheel. A lot of us already have a lot more of that material — the training materials — in our arsenal. It's existed.We haven’t been able to onboard people without having training and coaching. It exists. And so being able to just improve upon it — having gone through and recently taken just our very static playbooks for onboarding and turned them into courses and lessons just to make it more interactive and not just as stagnant — but keeping kind of those playbooks in place so that they can refer back to them whenever they need to.But like, not having to reinvent the wheel. You have the wheel. Let’s just grease it up a little bit and make it run a little bit smoother. Just to be clear, thoughtful, and driving the impact that you have with that feature. It just — it makes things so much easier, and you are able to see the exact results from it when you’re able to transition it from just viewing, okay, how long has someone viewed a playbook, to seeing them actually understanding the information to be able to present it back.One of the big things that we’ve used is that recording option within a lesson, so I’ve been able to have new hires go through, learn about FCM, to then present back their elevator pitch — and being able to help guide them and help them improve upon it.And we kind of revisit it a lot. So we have them do it six months later — how has it changed? How much more have you learned about the business?So just — you don’t need to reinvent the wheel. It already exists. RR: Just improve it. Amazing. I think that’s fantastic advice. And also I think advice everybody wants to hear — you don’t need to build more things from scratch. You already have them. Just use them to your advantage. CK: Yeah. We don’t have time in enablement. We know — I know very well that you are very limited in the amount of time in a day. Unfortunately, we can’t make that change for people, but we can improve upon what we have. RR: Awesome. Well, thank you so much, Carrie. It’s been so wonderful to chat with you today, and I think I speak for myself and our listeners when I say that it’s been really delightful to learn from you.To our audience, thank you for listening to this episode of the Win-Win podcast. Be sure to tune in next time for more insights on how you can maximize enablement success with Highspot.

Salespeople ask me all the time: “Jen, do you still teach the 10 Steps to the Sale?” The answer is YES — but with a modern spin for today's showroom and remote selling environments. In this episode, I break down the first two steps: ✅ Meet & Greet — Creating instant comfort, using body language, and ditching robotic openers. ✅ Build Rapport & Discovery — Going deeper than small talk with powerful, curiosity-based questions. Plus: I share real-world examples of salespeople shifting their approach and closing more deals by simply changing how they say hello. Whether you're on the lot or behind a phone, this one's a must.

Points Define Your KPIs Sharpen Your Skills Gain Your Competitive Edge Beat Your Competition

Summary In this episode of the AI for Sales podcast, Chad Burmeister and Townsend Wardlaw explore the profound impact of consciousness on business growth, the evolution of user interfaces in the age of AI, and the critical role of empathy in sales and personal transformation. Townsend emphasizes that IQ is becoming obsolete, while emotional intelligence and empathy are paramount for success. The conversation delves into the importance of understanding trust and integrity, and how true transformation comes from shifting one's consciousness rather than merely acquiring information. Townsend shares insights on how to cultivate empathy and the necessity of looking beyond surface-level problems to uncover deeper truths in coaching and sales. Takeaways Consciousness is the ultimate tool for growing your business. In the age of AI, emotional intelligence is more valuable than IQ. Empathy is essential for effective coaching and sales. Transformation comes from applying information, not just acquiring it. Trust is about the degree to which someone will do what they say. Empathy allows us to see the world from another's perspective. Salespeople must engage beyond the customer's initial problem. Consciousness shifts can lead to profound personal and professional growth. AI cannot replace the human experience of empathy and transformation. Understanding one's own consciousness is key to helping others. Chapters 00:00 The Role of Consciousness in Business Growth 02:39 The Evolution of User Interfaces and AI 05:39 Empathy vs. IQ in the Age of AI 08:35 The Importance of Transformation Over Information 11:16 Understanding Trust and Integrity 14:14 Demand Creation vs. Demand Response in Sales 17:07 Consciousness as a Tool for Transformation Proudly brought to you by Nooks.ai and BDR.ai, we share proven strategies and cutting-edge technologies that enable sales teams to dramatically accelerate outcomes. Learn how to leverage AI, automation, and conversational intelligence to 5X, 10X, or even 100X your impact. The future of sales is here—let's build it together.

Steve Heroux is a sales thought leader, author of The Sales Contrarian, and founder of The Sales Collective. Known for his humorous and no-fluff approach, Steve challenges outdated sales methodologies and champions a people-first philosophy. With roots in comedy and admiration for icons like Bob Ross and Larry David, Steve brings heart and honesty into the world of sales, coaching, and leadership. "He didn't paint to show you how good of a painter he was. He painted to show you how good of a painter you could be." – On Bob Ross's influence and philosophy. "Selling ice to an Eskimo doesn't make you a great salesperson. It makes you an asshole." – On ethical, value-driven sales. "You have to teach people how to swing like them, not like you." – On individualized coaching and leadership. Steve Heroux joins the podcast to dismantle traditional sales myths, challenge robotic training, and advocate for purpose-driven selling. From detaching from outcomes to building self-awareness, Steve shares personal stories and strategies that ignite self-leadership and redefine success—proving that joy, ethics, and humility are the real game changers in sales.

Japan's image as a sophisticated country with a solid, unique traditional culture is well placed.  For example, every year around 130,000 Shinkansen bullet trains run between Tokyo and Osaka, bolting through the countryside at speeds of up to 285 kilometers an hour and boast an average arrival delay of 24 seconds.  Think about that average, sustained over a whole year!  Such amazing efficiency here is combined with basically no guns, no drugs, no litter, no graffiti, very little crime and the people are so polite and considerate. If you step on their foot in the crowded subway cars, they apologise to you for getting their foot in the wrong place. If you drop your wallet there is a close to 100% chance of you getting it back, intact. Considering all of the above and with the biggest concentration of Michelin three star restaurants in the world, no wonder Tokyo is the best city in the world to live in.  Once Covid is contained, put Japan on your bucket list folks, you won't regret it. Yet sales professionalism is still so far behind, by Western standards. I am going to make incredibly broad, general statements here, but actually they are true for most salespeople in Japan.  How do I know this?  We have been teaching sales training here since 1963 and these are the things companies consistently ask us to fix.  Let's highlight a few things which may surprise you about sales in Japan. Asking for the order is avoided.  Saying “no” is culturally taboo, so the best way to avoid having to say it or to hear it, is to save everyone's face and leave the outcome deliberately vague.  There are shelves of books in English on how to close the sale,  many are in translation, but not a great take up here as yet.  When the seller meets any resistance from the buyer, the first reflex is to drop the price by 20%. Western sales managers would be apoplectic if this was the default objection handling mechanism.  Here defending your price, through explaining the value, is thrown overboard and simple price point reductions are the preferred lever. Objection handling skills are weak, because the seller sees the buyer not as a King but as a God. The seller's job is to do everything God wants.   The salespeople are predominantly on base salary and bonus remuneration arrangements, so not much commission sales “fire in the belly” going on here. Salespeople love the spec, the data, the detail and are not so keen on the application of the benefits. How do we know this?  I am a buyer here too and in they come bearing their catalogue, flyer or their slide deck to take me through all the details. Surprisingly, they never rise above the spec waterline to talk about value or benefits or how to apply the benefits.  It is the same in our sales classes and we see this phenomenon in the role play sequences.  Salespeople struggle to think about what the spec represents in terms of the benefits to the buyer. This opens up the can of worms about understanding buyer needs. By any definition, getting straight into the detail of the product or service, without asking the buyer any questions, is insanity.  Yet this is normal here.  So much for all that slick American consultative sales jive. We are back to the God problem. The seller must not brook God's displeasure by rude behaviour, such as asking questions about what are their firm's problems. Ergo, the buyer completely controls the sale's conversation. They demand the pitch be made straight up, so that they can lacerate it, to make sure all the risk has been cut out.  Buyers are incredibly risk averse in Japan. This a zero default, no errors, no mistakes business culture.  This is great as a consumer of course. However, the seller is not considered a partner here, more of a slave to the buyer's every whim and demand. So the Japan business sales process is pretty “refined”. There are only three steps. The salesperson opens with their pitch, then we move immediately to client objections.  Next, the buyer will get back to you, but probably not.  How does any business get done here?  Please see the next section! Sellers really prefer to concentrate on existing clients, rather than running around trying to find new clients. They rely on the firm brand to do all the prospecting work, rather than their skill as a professional in sales. Hunters are a rare breed of salesperson in Japan, as everyone prefers being a farmer.  This is probably true of everywhere, because obviously it is much easier to keep the business going, than to start a new piece of business.  Japanese salespeople just take it to new heights of speciality. Salespeople never think to ask permission of the buyer to ask questions. Such a simple thing, but so hard to break out of your own cultural context to actually execute.  Once we teach them how easy it is, the scales literally fall from their eyes and they become true believers in asking questions, before introducing anything about the detail of their solution line up. The first foreigners who lived in Japan in the late 19th Century often described Japan as a “topsy turvey” world, because so many things were opposite to what they were used to back in Europe and America.  The differences are what makes it so fascinating and why I have been here for 36 years and am never leaving.  These differences are also a big business opportunity too, as many companies have found, including ourselves.  See you over here after Covid!  

In today's episode of Bacon Bits with Master Happiness, we dive into the legendary mind of Carl Jung, a giant who unlocked the secrets of human connection. What can a psychologist teach us about sales and marketing? Plenty!with special Guest:Nate FilippelliJung's groundbreaking idea of archetypes, a kind of storytelling DNA rooted in the collective unconscious, holds the key to connecting with your customers on a deeper level. Imagine crafting messages that speak to their inner Hero, their nurturing Caregiver, or their curious Magician. It's not just about selling a product, it's about selling a story, a feeling, a connection.Get ready to explore how these timeless patterns can help you turn casual customers into loyal believers. After all, who wouldn't want to tap into that universal magic to stay top-of-mind and heart? Let's dig in!Sales is rooted in storytelling and connection.Understanding your own archetype can enhance sales effectiveness.Reflection on past interactions leads to personal growth.Authenticity is crucial for building trust with customers.Emotional engagement is key to successful sales.Different archetypes resonate with different customers.Salespeople should adapt their approach based on customer archetypes.Carl Jung's theories provide valuable insights for sales.The hero archetype is powerful in sales narratives.Being true to oneself is essential in sales.www.MasterHappiness.comwww.WhatsYourBacon.comwww.BaconBitsRadio.com

In this powerful and engaging talk from The Builders Summit 2025, Seye Bandele breaks down one of the most underrated yet absolutely essential skills every founder must master: sales. Titled “The Best Founders Are Salespeople – How to Sell Anything,” this session isn't just a presentation, it's a wake-up call for every startup founder, builder, and visionary who thinks product alone will carry them to success.Seye opens the session with an unexpected but effective icebreaker, asking the audience to turn to their neighbors and sell them a pretend laptop. He shows how every conversation, pitch, or meeting is an opportunity to sell: your idea, your product, your team, your vision.At the heart of Seye's message is this truth: a founder who can't sell won't survive. The early days of any startup demand traction, validation, and most importantly paying customers. As Seye puts it, “You need someone to give you money in exchange for the value you bring. And no one else can sell that better than you.” Founders must learn to translate abstract ideas into emotionally compelling stories that build trust. It's not enough to talk about features or markets. You have to connect at a human level, and that means mastering the art of selling.Throughout his talk, Seye unpacks the key skills every founder must develop to become a great salesperson: storytelling, active listening, building rapport, having thick skin, and deal closure. These aren't just techniques—they're mindsets. Sales is more than persuasion. It's about understanding needs, navigating objections, and moving people from awareness to action.He emphasizes that great salespeople get conversion rates of about 20%, which is excellent in real-world terms. So founders must get comfortable with rejection, learn from it, and keep showing up. In selling, You must start with your "why". It's not enough to lead with product specs or competitive advantages. What do you believe? What future are you inviting people into? That's where trust begins.Seye also introduces the SELL Framework, a practical mental model for approaching sales. While the full breakdown is best experienced in the video, the core idea is that sales isn't about manipulation, it's about belief. You first have to believe deeply in the thing you're selling before anyone else will. He even challenges founders to start with their own team: “If you're not actively selling to your social media marketer, you're missing a big opportunity.” Getting your team to truly buy in is the first layer of external persuasion.This talk is a must-watch for anyone building something from scratch. Whether you're a solo founder, a startup operator, or just someone trying to get better at persuasion, this video will reshape how you think about sales—not as a dirty word, but as your most powerful tool.If you've ever felt stuck at the early stage, unsure of how to get people to pay attention, trust you, or convert—this is the talk you need to watch.Timestamps:00:00 - Intro00:30 - Icebreaker activity02:45 - Why Founders Must Be Salespeople07:50 - Key skills you need to be a great sales person11:47 - How to sell anything15:00 - The SELL Framework15:40 - Q&AsDon't forget to like, share, and subscribe for more insightful talks from The Builders Summit 2025.#SeyeBandele #StartupSales #Founders #HowToSellAnything #BuildersSummit2025 #StartupTips #SalesFramework #Storytelling #Entrepreneurship #FoundersMindset #StartupGrowth #EarlyStageFounder #Leadership #SalesForFounders #BuildSellGrow

We knew that limiting international student visas would be bad for post-secondary schools, but we couldn't have known it would cause one of the largest mass layoffs the sector has ever seen. The performance of mutual funds might be falling, but that isn't stopping salespeople at Canada's largest banks from selling them to customers.

You've seen him in your LinkedIn feed, now hear how he got there. In this episode, we sit down with Tom Boston, Brand Growth Manager at MySalesCoach, to explore how one sales rep became one of the most recognizable faces in B2B sales.Tom shares his journey from cold calling to content creation, explaining how humor and relatability helped him connect with buyers and build a brand that delivers measurable impact. He opens up about navigating corporate skepticism, empowering sales teams to post confidently, and why your email outbox is the best place to find content ideas.Whether you're building an employee advocacy program or trying to get your team to post just once a week, Tom's stories and advice are a masterclass in making personal branding work in real life.Expect to learn:Why consistency is the real secret to building a personal brandHow to get buy-in from skeptical sales leadersThe importance of fun and authenticity in social contentCoaching tips for sales teams to find their own voice onlineDon't forget to follow Tom and check out MySalesCoach for more sales insights and the occasional sales meme.

Just because someone excels in their role doesn't mean they should interview new hires—especially if they're a salesperson. In this episode, Dan Sullivan and Shannon Waller reveal why great salespeople often make the worst hiring decisions, how to spot the right evaluators for your team, and the mindset shift that separates a persuasive seller from a discerning buyer. Here's some of what you'll learn in this episode:The role of a job seeker in an interview.The role that an interviewer should be playing.Why Dan isn't involved in the hiring process at Strategic Coach®.A secret ingredient in the Strategic Coach hiring process.The powerful question you should ask every prospective customer and team member. Show Notes: Salespeople shouldn't conduct interviews because they'll treat every interaction like a sale—focused on overcoming objections rather than evaluating fit. Great salespeople are wired to close deals, which means they'll prioritize getting a "yes" over finding the right candidate. A sales-driven interviewer risks hiring the wrong person simply because they couldn't resist "winning" the interaction. As the person doing the hiring, you're the buyer, not the seller. It's the job of the applicant to convince you they're the right fit. It's not the interviewer's job to get the applicant excited about the position. Your hiring team should be dispassionate evaluators—think poker players, not persuaders. The best hires are those who sell you on their ability to contribute to your company's future. Confidence in hiring comes from being decisive, not from convincing someone to join. Trust your instincts—if a candidate feels off early on, that feeling rarely improves over time. Resources: Unique Ability® Free Zone Frontier by Dan Sullivan How To Improve Business By Asking Good Questions Always Be The Buyer by Dan Sullivan Your Business Is A Theater Production: Your Back Stage Shouldn't Show On The Front Stage

In Episode 252, Kelly is joined by Ben Wise and Darren Chiu—two senior leaders at Google and co-founders of Captivate—for a raw and insightful breakdown of what truly drives persuasion in today's world. They reveal why facts alone don't move people, and how emotional strategy, trust, and authenticity are the real keys to influence. From sales calls to boardrooms, they show how mastering emotional connection will radically transform how you pitch, sell, and lead.Packed with powerful concepts like the Pratfall Effect and the Maya Principle, this conversation digs into how the best communicators choose the emotion they want to elicit—before they speak. You'll learn how to make people feel, how to build trust through imperfection, and how to stop pitching and start persuading. This episode isn't just advice—it's a playbook for anyone who wants to connect deeper, sell smarter, and lead with impact.Key Takeaways: 1. Emotion is the first trigger in any decision-making process, and facts only come into play after the emotional choice is made.2. Building trust and genuine human connection will always outperform even the most logical, fact-filled pitch.3. Before you pitch, define the exact emotion you want your audience to feel—then tailor everything around creating that feeling.4. Storytelling is a persuasion superpower because it activates emotion, builds relatability, and makes your message memorable.5. Showing imperfection, like spilling coffee or tripping on stage, can make you more likable and trustworthy to your audience.6. The MAYA Principle teaches that the best ideas feel new but still familiar—too much innovation too fast creates rejection.7. True persuasion happens when you listen actively and adjust your message based on what the other person feels and needs.8. Salespeople who focus less on impressing and more on understanding are consistently more effective and trusted.9. Even cold outreach can create trust if it's written with warmth, relevance, and emotional awareness.10. Long-term success in persuasion doesn't come from learning every trick—it comes from practicing and mastering a few core principles.

Donny Hackett is the founder of VeriDeal.He is launching this with a friend/partner because when he got laid off from AWS, he found his job efforts thwarted by other sales reps who had no problem lying about their accomplishments.So he created a new SaaS platform for sales reps to verify and track their closed deals. We get into Donny's background in sales, the importance of trust and verification in the sales process, and how technology, particularly AI, is changing the landscape of sales. I grilled Donny pretty hard about how he has developed VeriDeal and how it solves the problem he says it does.Whether you need the app or not, you will benefit from listening to how he has balanced a growing family, his day job, and entrepreneurship.He's excited about the launch as am I, so let's get this party started.00:00 Introduction to Truth in Deals18:23 Donny Hackett's Sales Journey21:05 The Need for Verideal24:00 Challenges in Hiring and Verification26:49 Building Verideal: The Technical Side29:48 Balancing Day Job and Startup32:33 Preparing for Launch35:28 Future of Verideal and Market ImpactUnlock the secrets of sales success by understanding what makes people do the things they do—access your free training: https://wesschaeffer.com/dailyBecome unstoppable in 12 weeks for free, with the 12 Weeks To Peak™ habit tracker: https://wesschaeffer.com/12wConnect with me:X -- https://X.com/saleswhispererInstagram -- https://instagram.com/saleswhispererLinkedIn -- http://www.linkedin.com/in/thesaleswhisperer/#12WeeksToPeak #SalesTraining #GoalSetting #PersonalDevelopment #GrowthMindset

Clarence is probably the only insurance broker willing and able to help small business owners learn how to add new clients. The online networking session is absolutely free.

Most salespeople know how to pitch. Fewer know how to handle the moment everything shifts. In this episode, sales expert Lance Tyson joins Kwame Christian to reveal the exact skill that transforms average closers into elite negotiators. You'll learn: – How to recognize the hidden moment when a sale becomes a negotiation – Why objections aren't problems—they're opportunities – The deadly mistake most salespeople make when pressure shows up – And how to build guardrails that protect your profit without killing the deal If you've ever lost a deal you thought you had, this episode will show you why—and how to fix it. Connect with Lance Tyson Buy the Book: The Human Sales Factor By Lance Tyson⁠ ⁠Follo Lance on LinkeIn⁠ ⁠Tyson Group⁠ Contact ANI ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Request A Customized Workshop For Your Company⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Follow Kwame Christian on LinkedIn⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠negotiateanything.com⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Click here to buy your copy of Finding Confidence in Conflict: How to Negotiate Anything and Live Your Best Life!

Salespeople have sales tools which often are not thoroughly thought through enough.  These can be flyers, catalogues, slide decks, etc.  They can also be proposals, quotations and invoices.  Usually the salespeople are given the tools as they are and either don't ask for improvements or don't believe the marketing department has much interest in their ideas about the dark art of marketing.  Consequently, there are some areas for improvement which go begging. Flyers, catalogues and slide decks tend to be very evenly arranged.  Every page is basically presented in the same way.  Yet, as salespeople we know that there are going to be certain products which are more popular than others.  These items and corresponding pages should be up the front.  It might mean breaking away from the sectional approach, of all the bits and bobs being collected together in their respective places, separate and cordoned off.  Also, on important pages of these most important products or services, there are bound to be key words or key paragraphs that, over time, we have learnt are of the most relevancy to our clients.  There will also be key data tables, diagrams or photos which should be drawn to the buyer's attention.  Why don't we have marketing do something with this information.  Maybe make the font larger, or add bold or highlight using colour.  This is only a matter of adjusting the layout of the page and getting the next round of printing or soft copy to reflect these updates. Generally speaking, we don't want to be handing our materials over to the client, in the first instance.  We want to spin the item around, so that they can easily read it. With our nice pen we draw their attention to the areas we want them to see.  Not everything on that page has equal value.  Some sections will be more important than others.  They can read the whole thing later at their leisure, but while we are there with them, we want to go through the content  and determine what they need to focus on.  When we leave the materials with them the highlighted areas will draw their attention to where we need them to be looking for information. If this is so easy, why are all the sales materials we see all look the same – flat, undifferentiated and no attempt to direct the eye of the reader?  Everyone has their job.  Marketing is there to produce the materials, but they don't know which are the key sections for buyer purview.  Salespeople are busy running around seeing clients and just take what they have been given.  They never think to make requests to marketing to change the materials. What if the buyers have different interests?  That will be true, but it will also be true that 20% of the key information will suit 80% of the buyers, so we should concentrate on that content.  If there are particular sections which are not highlighted, then we can deal with that problem when we are with the buyer. The other areas for some marketing effort are around how we present quotations, invoices and proposals.  We should be advertising our services or goods on the quotations and invoices.  Key people in the buyer's company will see these materials and here is a chance to get our information in front of them.  If there are soft copies involved this allows us to add links to the website where more information can be found.  QR codes are also good for taking information on a page to a website. Proposals can be very florid or very flat.  Something in the middle is a good idea.  We don't want the presentation of the information overwhelming the messages.  We also don't have to just rely on text. Visual stimulation is very powerful and photos of people are always attractive to us.  This is where we salespeople need marketing's help.  We need someone who has great layout skills and knows how to assemble the look and feel of the pages. Let's rethink our sales materials and ask what more could we get from them?  

TRY ANDY'S DIGITAL MIND FOR FREE: https://elliott247.com/free-30-smIn this episode of Sales Mastery, Andy Elliott exposes the #1 mistake salespeople make, they try to sell too soon.Most reps jump straight into pitching, but the truth is: people don't like being sold… they like buying.And they buy for their reasons, not yours.Andy breaks down exactly how to stop pushing products and start discovering the real reason your customer showed up. What do they want? Why now? What's driving them to make a decision?The top closers don't just sell, they uncover. Learn how to ask the right questions, unlock emotional triggers, and lead the customer to a “YES” that feels like their idea.This is the game-changing mindset shift that separates amateurs from killers in the sales game.If you want to:✔️ Close more deals✔️ Stand out✔️ Build strong customer retention✔️ Turn one-time buyers into lifetime clients✔️ And grow a 6-7-figure sales career...This is the video that can flip the switch.Whether you're new to the game or leveling up, these automotive sales tips will give you an edge that most salespeople will never have.Subscribe for more Weekly Sales Training Videos!!!Set Up a FREE “Business Game Plan” with Andy here: https://elliott247.com/gameplan-yt?el...Follow Andy Elliott on other socials HERE:  / officialandyelliott    / theandyelliott  https://www.tiktok.com/@officialandye...General Disclaimer:https://elliott247.com/general-8652

That's the question every sales leader, CEO, and HR department is wrestling with as AI tools flood the market with promises to automate everything from prospecting to closing deals. Meanwhile, salespeople are panicking, wondering if their jobs are about to disappear to some algorithm that can write emails faster than they can type "Dear Valued Customer." If you're losing sleep over this, take a deep breath. The fear is real, but it's also completely misplaced. Here's the brutal truth: AI isn't going to replace you. But salespeople who understand how to leverage AI absolutely will replace those who don't. When Robots Try to Sell It's Not Authentic Remember when email prospecting worked? When a well-crafted subject line could get you a meeting, and personalization meant more than just mail-merging someone's first name? Those days are over, and AI killed them in about nine months. Here's what happened: Marketing departments discovered they could use AI to blast out thousands of "personalized" emails that sounded human but weren't. They could fake voicemails using voice cloning technology. They could create sales sequences that felt authentic but were completely artificial. The result? Complete market saturation with fake outreach that destroyed trust across every communication channel. Humans Have a BS Detector for Fakeness Here's what these AI-obsessed companies don't understand: People have an incredibly sophisticated BS detector. We can sense inauthenticity from a mile away, even when the technology is nearly perfect. When you receive an email that sounds too polished, too perfect, or follows a pattern you've seen before, your brain immediately flags it as fake. When you hear a voicemail that sounds just slightly off—even if you can't pinpoint why—you delete it. But here's the real killer: Once people realize you were too lazy to write your own email or leave your own voicemail, they lose all respect for you. They think, "If this salesperson can't be bothered to put in the effort to reach out to me personally, then why would I want to do business with them?" The One Thing AI Can Never Do This is where the magic happens, and it's where your competitive edge lies. AI can write emails. It can analyze data. It can even fake phone calls (poorly). But it cannot engage in real-time, empathetic, synchronous conversation with another human being. It can't read micro-expressions during a video call. It can't pick up on the subtle hesitation in someone's voice that signals an unspoken objection. It can't pivot in real-time when the conversation takes an unexpected turn. Most importantly, it can't build the kind of authentic human connection that makes people want to buy from you instead of your competitor. The AI + Human Intelligence Formula Smart salespeople aren't running from AI—they're running toward it—but they're using it as a tool to make themselves better, faster, and stronger, not as a replacement for actual selling skills. Here's where AI excels in sales: Research and Preparation: AI can analyze a prospect's 10-K filing, research their competitors, and create discovery questions in minutes instead of hours. It can build detailed company profiles and identify potential pain points before you ever pick up the phone. Data Organization and Analysis: That timeline your manager needs for a customer service issue? AI can pull data from your CRM, email, and support tickets to create a comprehensive summary in seconds instead of the hours it would take you to compile it manually. Writing Enhancement: Most salespeople aren't great writers. Don't shoot the messenger. AI can help you craft better emails, proposals, and follow-up messages, but only if you edit them, personalize them, and make them authentically yours. The Holy Grail: Intelligent Prospecting Lists: The biggest opportunity is using AI to build high-quality prospecting lists. Imagine walking into the office and having AI presen...

If you've ever wondered what really drives elite performance in sales—and life—this is the episode to watch. Jeremy Miner flips the mic and gets interviewed on his own show, revealing the exact mindset, habits, and experiences that took him from broke teenager to one of the top-ranked salespeople in the world. You'll get never-before-heard stories, his raw perspective on leadership, legacy, AI, and what he actually thinks of haters, branding, and his competitors. This episode is loaded with tactical gems, emotional insights, and powerful reflections that will rewire how you think about selling, success, and personal growth. Chapters: (00:00) Introduction (01:45) The "Brand Box" and Why Image Matters (06:17) Becoming a Sales Legend and Building Seventh Level (13:40) Selling $1.1M in 90 Minutes + Speaking Strategy (16:03) The 4 Types of Salespeople and the Path to Mastery (24:09) Sales Impact on Family, Legacy, and Fulfillment (29:50) The AI Jeremy Miner: Next-Gen Sales Training (36:03) The Mission Behind Seventh Level (42:43) Life Happens For You: Lessons in Growth (52:18) The Chip That Drove Jeremy + The Transition to Impact (56:23) Experience Over Hype: Why Mastery Can't Be Faked (01:01:15) Pre-Order: Insurance Black Book of Questions

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

According to The Times, employees now face an average of nine organizational changes per year, up from two before 2020, leading to increased change fatigue. So, how can you lead a change management strategy to help reps effectively navigate these changes?Shawnna Sumaoang: Hi, and welcome to the Win-Win podcast. I’m your host, Shawnna Sumaoang. Join us as we dive into changing trends in the workplace and how to navigate them successfully. Here to discuss this topic is Sobia Younus, the senior manager of sales learning and enablement at ApplyBoard. Thank you for joining us, Sobia. I’d love for you to tell us about yourself, your background, and your role. Sobia Younus: Sure. I really appreciate this opportunity. So I’m leading the sales learning and enablement team at ApplyBoard, a leading ed-tech platform that’s reshaping how international students access global education. So I lead a global sales enablement framework that focuses on performance process and people and my role. Spans everything from onboarding and ever boarding to performance improvement initiatives that firsthand impact the revenue. But to rewind a bit, my journey has never been linear, and I believe that’s been my strength. So while I’ve always been rooted in international education, my niche has always been B2B and B2C sales, and that helped me build a strong understanding of client behavior, market trends, and grow through meaningful engagements. I have been with ApplyBoard for almost six years. I initially joined the CX team, which gave me insight into the student journey and operations side of how applications are being processed. From there, I transitioned into the sales role where I gained the firsthand experience of navigating the field. Finally in 2021, I moved into sales enablement, and that’s where everything came together. It blended my passion for education, my CX foundation, and my love for sales performance into one purpose driven role. I think today I focus more on building scalable strategic enablement programs that build and drive revenue, empower people, and connect the dots between learning, growth and results. Personally, to me, and I really wanna share that, I believe that for me, enablement is where storytelling meets the strategy. That’s what make it so exciting, and what excites me the most about my work today is the blend of strategy and human behavior. Most importantly, understanding how people learn, they stay motivated, and how the right tool and messaging can turn a sales team into a high performing empowered force. That’s why I’m so excited to be here today because platforms like Highspot make a real difference. SS: Amazing. Well, we’re excited to have you here, and given your extensive experience in education management, I’d love to learn from you what are some of the unique challenges that reps in the industry face, and how can enablement help them navigate these challenges? SY: So that’s a very important subject. So one of the most unique aspects of international education industry is how deeply it influenced by external elements like immigration reforms, global mobility trends, and even geopolitical shifts. So unlike other industries where salespeople can rely on relatively stable products or markets, education is often at the mercy of forces beyond control. And as a result, salespeople in this space aren’t just selling a service. They’re actually navigating constant change, managing expectations, and often having to realign their strategy in real time. And a great example is what recently we saw last year, the government introduced caps on your international student permits and tightened eligibility for post-graduation work. Permits. So these changes had an immediate impact on student demand, also program selection and school preferences. So practically overnight, our sales rep has to understand the implications, shift focus away from programs that no longer align with student goals and reposition alternatives that still offered strong appeal to students. This is where enablement became mission critical. And an apply board. We don’t just see enablement as a static function. It is a real time strategic engine that basically supports business agility. So within days of those updates, our team not only delivered the sessions, so we created and rolled out sales plays and updated talk tracks and Highspot. We designed objection handling strategies on Highspot to help our. Salespeople reposition options with clarity and assurance. So in short, we didn’t just inform, we equipped, so that is important. Our goal was to turn uncertainty into clarity so that salespeople could keep on building trust and drive impact through their communication. And I believe that enablement also reinforces a culture of agility. So in industries like ours, change is inevitable. But when enablement is done right. It actually becomes a competitive advantage. SS: Amazing. And I know that at ApplyBoard, you actually switched off a previous enablement platform and moved to Highspot. What motivated you to reevaluate and change your enablement tech stack? SY: So when we initially built our enablement infrastructure at Apply board. Our primary focus was on structured learning. So naturally our, you know, tech stack leaned towards a traditional LMS. It served its objective at that time, like building, onboarding courses and track completion. But as our sales organization matured. So did the scope of our needs. So we realized that enablement couldn’t just live in siloed training modules. It had to be integrated into the daily flow of work. And our sales team needed not just learning, but relevant and up to date resources and real time support to navigate, you know, fast-paced industry changes. So in short, we needed more than an LMS. We needed a true enablement platform that could function as a CMS, a single source of truth, and I would love to call Highspot a strategic one-stop shop. So that’s what motivated our ship to Highspot. We wanted a one-stop solution where onboarding and ever boarding training and sales plays and competitive insights all could live together. A platform that doesn’t just share knowledge, but it gives. To our salespeople when they need it in a way that fits how they work. So it was a mindset shift from how do we train people to how we enable performance? And Highspot gave us the ash to just do that. SS: Change management is absolutely crucial, especially during major product or policy updates. What are some of the common pitfalls that organizations can face during change and how can they avoid them? SY: It’s a very crucial issue, and it is often underestimated and not because organizations don’t recognize its importance, but because they assume communication alone is enough. One of the most typical pitfalls is treating change as an announcement rather than a proper process. So when major product updates or you know, changes happen, especially in the industry like international education where external shifts can be sudden and high stake, simply informing teams isn’t enough. You need to enable them. So, and other pitfall that I wanna mention over here is failing to connect the why behind the change. So, if sales reps or CX teams don’t understand how an update or change a product shift ties back to their goals or the client’s goals. It usually creates resistance. Or worse disengagement. So change without clarity leads to confusion. And I always believe that change without a proper plan leads to chaos. So one more typical misstep that I wanna mention over here is not planning for reinforcement. So even when the rollout goes smoothly, but without a continuous enablement, like quick one pages or talk tracks, or life scenarios and sales place, trust me, all behavior will return. People default to what they know when things get tough, you know? But at ApplyBoard, we’ve learned this through the hard way, that effective change management start with empathy and end spend with enablement. So we ensure teams understand the work, the why, and how of every change, and we don’t stop at emails. We provide field ready tools, align managers as change champions, and use platforms like Highspot to make resources easily accessible and track the engagement, which is very important. So we all know that change is inevitable, but chaos is optional and you can do wonders if you treat enablement as a bridge between strategy and execution. SS: In your opinion, what is the strategic advantage of an enablement platform when navigating change? SY: So, in my opinion, the strategic advantage of an enablement platform during especially the time of change, is simple. It turns information into action at scale and in real time. So change, especially in the fast moving industries like international education. Often creates a gap between what the business knows and what the field needs. So product evolves, policies, they change and market fluctuates. But if your sales teams can’t access the right information at the right moment, trust me, execution suffers. So this is where an enablement platform becomes mission critical. It just centralizes the word, the why and how of change into one cohesive experience. So instead of scattered emails, you know, outdated decks or reactive training sessions, you get a single source of truth, which is updated, which is searchable, relevant, and embedded in the daily workflow. I’m so glad to say that at Highspot has given us the ability to roll out updates with precision and speed, and when major changes hit, you know, like the recent PGWP reforms, we can respond with focus sales plays, updated talk tracks, training modules, and enablement briefs in one place. We are not just informing the salespeople, we are empowering them to act immediately with clarity, with the right message. So that’s the advantage of a strong enablement platform like Highspot, that it turns change into action. It aligns teams to keep a clear narrative, gives clear visibility into what’s working, also helping you execute with assurance and stay ahead. SS: And I know Plays have been a key lever in helping your reps navigate change, such as, you know, with a recent government policy update that impacted your go-to-market strategy, how did you leverage plays to support this initiative and, and ensure global team alignment? SY: So to be very honest, Sales Plays have become one of our most powerful tools for driving clarity during moments of change. A great example, as you said, and I mentioned earlier as well, the IRCC updates last year, that significantly impacted which programs and institutions were feasible for students creating a sudden shift in our go-to market approach as well. So we knew that without quick and organized actions, this could lead to inconsistent messaging, confusion in the field and you know, lost trust with our clients as well. So we leaned heavily on sales plays and Highspot to bring structure to the chaos. So first we worked cross-functionally with the product team CX and the market expert to streamline these changes into actionable insights. So we took it this way, so we help them understand what it meant. What was changing and how it impacted our clients and the students. Then we created some tailored sales place that included updated talk tracks to help salespeople position alternatives with with clarity and empathy and segmented school lists like highlighted eligible and ineligible programs, suggested outreach. Templates and objection handling approach. Also, we did some live enablement sessions to walk them through our strategy and create some space for q and a as well. But most importantly, next steps for the salespeople. And because the sales play lived in Highspot, we could monitor. The engagement, the usage, and the adoption globally. So this gave us clear visibility into where reinforcement was needed and allowed the regional leaders to support their teams more effectively. And honestly, in moments like these sales plays are a vehicle for alignment, clarity, and assurance. They help us go from reactive to proactive insurance. Our teams aren’t just informed, but they’re ready. SS: That’s impressive. And you also implemented a Learning Tuesday initiative to drive engagement, which has helped you achieve a remarkable 91% recurring usage in Highspot. Could you share more about this practice and, and how you’re driving adoption of the platform amongst your reps? SY: So one of the most important lessons that I have learned in my enablement journey is this. If you want to build a culture of learning, don’t push your salespeople, walk in their shoes. So understand their reality, their pressures, and how they spend their day and apply aboard are salespeople are constantly engaging with clients, pitching multiple destinations, helping clients navigate multiple schools and programs. So for them to be effective, clarity is everything. And it comes from knowing your product, your destination, your message by heart. And that insight shaped our approach to drive Highspot adoption as well. So instead of just treating enablement as a checklist, we focus on making learning relevant, timely, and useful. So that’s where Learning Tuesday was born. It’s a recurring initiative, you know, to share short, impactful learning that fits easily into the flow of the week. So each Tuesday we choose a specific focus area of our sales team, whether it’s like a destination or a school or a program or any product update and build a supporting asset and a quick quiz in Highspot to provide timely, practical resource that aligned with what salespeople are actively navigating in the field. So the goal was simple. Like make learning part of their workflow, not an interruption to it, you know? And it’s very important to understand. And because we use Highspot to highlight success stories across the teams. So this approach helped us reach a 91% recurring usage rate and Highspot, because salespeople weren’t being told to learn. They chose to learn and it was because the assets and focus areas were so relevant, timely, and help them, uh, do their jobs. And I believe that and its score that enablement isn’t just about sharing information. It is about supporting people by giving them the right tools and add the right time and helping them see the difference it makes SS: Again, impressive. And as a results driven leader, what are some of the key metrics that you track to effectively drive change initiatives? SY: That’s a great point. And you know, one that really reflects how enablement has evolved as a function, especially in ApplyBoard, so early in our en enablement journey. Like many other teams, we are primarily focused on the surface level metrics, like number of views and number of assets viewed, and or how often an asset was viewed. But we quickly realized those numbers can be misleading. For instance, if two people viewed three assets a hundred times, the view count may look impressive, but it doesn’t tell you anything about who’s engaging, how many people are engaging or whether it is actually driving behavioral change. So we took a step back and asked ourselves that, what does meaningful engagement look like? What actually signals that our enablement efforts are influencing performance. So that led us to create a more focused Highspot performance, you know, engagement framework, one that actually prioritizes impact over bulk. So we started tracking. Metrics that showed the full picture of how salespeople were using and applying enablement in their work. I will share some examples, like number of unique people viewing the assets, not just the total views, monthly and weekly hours spent on Highspot, both overall and segmented by the projects. Also, the completion rates of assessments and the onboarding courses. Especially tied to the onboarding milestones and also initiatives like Learning Tuesdays. Also, engagement with the sales players and the field tools, especially during the moments of change. And when I say engagement, I mean time spent on these assets and how many people viewed the assets, and most importantly, a correlation. Between Highspot engagement and sales OKRs, like win rates or ramp-up time. So this shift actually helped us move from reactive reporting to proactive decision making. So instead of just knowing what’s being clicked or now we understand what’s actually being used. What is actually being retained and you know, what is actually impacting their performance. So it has helped us improve our, you know, Highspot approach by removing the low performing resources and focusing more on what actually helps our salespeople in the field. And I believe that an enablement metrics shouldn’t just measure activity. They should measure momentum. And when you focus on the right ones, they become a powerful lever for driving lasting change. SS: Amazing. Well, Sobia, I’m hoping you can share with me. Since implementing Highspot, what business results have you achieved and do you have any wins you can share? SY: So many. I can gladly say that. So many wins since we started using Highspot. So many wins. So we have seen some clear improvements in key sales. Performance metrics that support our business goals. While many things can influence results like market changes or team growth, but enablement has played a very important role in keeping that progress going. Like I said earlier in international education and ed tech sector, things move fast. We are always dealing with changes, immigration updates, and new information, and at the same time, we are growing quickly and bringing in people from all sorts of industries. So some with sales experience, but little international education experience and knowledge and others with the opposite. So enablement helps bridge that gap early on. This mix actually led to longer ramp up times, like longer than typically 50 to 60 days. As a new hire, they were learning about both the product and the education sector. So you know, it was taking a lot of time for them to learn all of that. But by building a structure. Role specific onboarding program within Highspot. We changed the game, our onboarding program. Now delivers destination training, platform fluency, and process enablement all in one centralized, searchable space, high sport. So as a reserve, we’ve successfully brought ramp up time just under 30 days on average. So the acceleration has had a clear impact on early client engagement and revenue readiness. Highspot just didn’t, you know, help us organize the asset. It helped us succeed. Successfully execute onboarding, scale their learning across borders, and you know, prepare salespeople to thrive in one of the most dynamic industries out there. Also, I can say this with assurance that enablement helped translate change into action, and Highspot was the strategic engine that allowed us to do that with speeds, scale and clarity. SS: Last question. If you could share one crucial lesson learned from your experience supporting teens through change, what would it be? SY: So, one very crucial and important lesson that I’ve learned is that successful change isn’t about having all the answers. It’s about creating alignment, trust, and momentum. So I’ve seen that teams respond best when they understand the why. Feel heard in the how. Can see themselves in the what’s next? So change sticks when it’s not just implemented, but truly internalized. And you know, that’s where sales enablement plays a crucial role by equipping teams with the right messaging, timely training, and actionable resources to navigate change with clarity and assurance and platform like Highspot make that happen successfully at scale. SS: Sobia, again, thank you so much for joining us. I really appreciate your insights. SY: I really appreciate that you having me here. It’s a pleasure and I truly enjoyed sharing, you know, all of the experience and learning. SS: To our audience, thank you for listening to this episode of the Win-Win podcast. Be sure to tune in next time for more insights on how you can maximize enablement success with Highspot.

Can you teach ethics to a new employee?  That was a question I fielded from a manager in one of my seminars.  You will be surprised at the answer. *****************************************************************************        Dave Kahle's goal is to provide sales leaders and small businesspeople with practical actionable ideas that can make an immediate impact on your sales performance.          Dave is a B2B sales expert, and a Christian Business thought leader.  He has authored 13 books, presented in 47 states and 11 countries and worked with over 500 sales organizations.  In these ten-minute podcasts, his unique blend of out-of-the-box thinking and practical insights will challenge and enable you to sell better, lead better and live better.        Subscribe to these ten-minute helpings of out-of-the-box inspiration, education and motivation. Subscribe to Dave's Newsletters Check out the website The Good Book on Business "Ten Commandments for the Ethical Salesperson"  

Let's uncover the intersection of sales success and AI technology. This episode welcomes Damon Lembi as we stress the importance of mastering sales fundamentals while embracing tools like Fathom and Gong to stay competitive in the digital age. Discover how AI can serve as a supportive partner, enhancing rather than replacing human skills like empathy and customer engagement.  We also explore how becoming a thought leader is more accessible than ever, encouraging sales professionals to build their personal brands and connect with prospects through unique insights.  

Tell your smart speaker to "Play One Oh Three One Austin"

Today, we're joined by Todd Olson, co-founder and CEO of Pendo, the world's first software experience management platform. We talk about:Offloading work from employees to digital workersWhen most people will opt to chat with an AI agent over a humanThe need for SaaS apps to transform themselves into agentic appsAdvice for serial SaaS entrepreneurs, including a big cautionary tale for startupsAI-generated and AI-maintained code and the ease of prototyping

Feeling completely drained by your sales job? That constant rejection, endless objections, and quarterly quota increases can break even the strongest salespeople. I've watched it happen countless times over the past decade. Burnout isn't about being weak, it's about running around like a headless chicken without a clear path forward. After working in medical device […] The post The Real Reason Salespeople Burn Out & How To Fix It appeared first on Salesman.com.

Episode 270: This episode is about the one word our graduates and salespeople have in common: Resilience!   I was having dinner with my niece, Alanna, and celebrating her graduating from the University of Cincinnati - Go Bearcats. I was thinking over her past four years, starting with the challenges of her roommate on day one, a new world of living independently, creating new friends, and navigating school workloads and social calendars. I shared with her at dinner that the one word I felt described her four years was that she was resilient. I was so proud of her learning and growing through each situation.   Big congratulations to all the students! And a special shoutout to the parents and mentors who have been the pillars of support in their journey.   I was thinking about how each of us is Resilient. In our relationships, we all had our first love, which we learned from, and then we had our second love and third love until we found that one person.   I was thinking back to my college days as well. I thought about the one class where we had to learn audio and video when producing a show. My part was to do the soundboard for audio; I had no idea what I was doing. The professor yelled in the class, "Thal, you will never make it in broadcasting." If I wasn't resilient, I would not have created a successful 38-year career in broadcasting. Ironically, I created the Three Word Podcast, which included understanding recording audio.   Resilience isn't just about bouncing back from setbacks but learning, growing, and emerging stronger. Whether you're a student or a sales professional looking for ways to create new clients. Resilience is a universal trait that we all possess and can develop.   It's the secret ingredient to success, whether you're a student pursuing your dreams or a sales professional navigating challenging markets.   What is Resilience   So, what is resilience? At its core, it's the ability to recover quickly from adversity. Resilience is not a trait you're born with; it's a skill you can develop over time. And the amazing thing is, the more you train it, the stronger it becomes. It's like a muscle. For students, resilience may look like managing stress during exam season or bouncing back after a less-than-awesome grade; for sales professionals, it means overcoming rejection, staying consistent, and adapting to a competitive industry.   Resilience is not just about enduring hardships; it's about adapting to them and building success on the other side.   Mini Challenge for you:   For today, think about one situation where you faced a major challenge. In your next sales meeting, discuss situations where your team was resilient. Now ask yourself: What did you learn? How have you grown? Identifying those moments helps us see resilience in action.   How to Build Resilience   Building resilience doesn't happen overnight, but it's doable with the right approach. Here are three strategies tailored for students and sales professionals alike. 1. Shift Your Mindset   Students: View failure as feedback. That C on your biology test? It's not the end of your academic career; it's a wake-up call to refine your study approach. Sales Professionals: Instead of dreading rejection, consider it an opportunity to refine your pitch. Remember, every 'no' brings you closer to 'yes.' 2. Build a Support Network   Surround yourself with people who uplift you. For students, this could be study groups or mentors. For sales pros, lean on your team during challenging times. 3. Practice Adaptability   Life throws curveballs. Learn to pivot. Students might shift their study method partway through a semester while salespeople adapt to changing market trends.   Why Resilience Equals Long-Term Success   Here's the bottom line. Resilience isn't just about surviving difficult situations; it's about thriving because of them. It's about progress, growth, and staying in the game.   Remember this mantra: "I am adaptable. I am strong. I am resilient."   Share this episode with a friend or colleague if it resonates with you. And remember, your growth and success are our top priorities. Subscribe to never miss an episode, and let's continue this journey of resilience and personal growth together!   Stay strong and keep showing up. Because success isn't about never falling down; it's about getting back up every single time. Until next time.   See you in the next episode!   Connect with Lisa: https://www.linkedin.com/in/lisathal/ http://threewordmeetings.com http://threewordpodcast

Check out https://www.brevitypitch.com/    - HOW AI SOLVES THE SALES PRACTICE PROBLEM Here is a FAQ Video on the Courses: https://youtu.be/0F7imrzjXWs Here is a deep dive into which course is best for you: https://youtu.be/JM_jgS8M-iU https://www.b2bRevenue.com - Get Your Free E-Book on How Companies make Decisions. FAQ: 1 YEAR ACCESS, PAY MONTHLY OR ANNUALLY NOT A SUBSCRIPTION OFFICE HOURS EVERY  OTHER WEEK VIA ZOOM. 1 HOUR GROUP Q&A. UNLIMITED 1-ON-1'S  ARE FREE AS LONG AS THEY CAN BE SHARED IN THE COURSE. 1-ON-1 ARE FULL ACCESS ON DAY ONE - NOTHING IS GATED OR TIME RELEASED. ALL CONTENT IS VIDEO BASED AND SELF PACED I RECOMMEND TAKE COURSE ONCE WITHOUT NOTES OR APPLYING IT SO YOU UNDERSTAND THE BIG PICTURE FIRST. THEN TAKE AND APPLY IT STEP BY STEP. YOU START WHEN YOU WANT AND GO AS FAST OR SLOW AS NEEDED.   Email me additional questions: briangburns@me.com     — SAMPLE EMAIL TO EXPENSE THE COURSE MGR,   I have been listening to the brutal truth about sales podcast for X months and it speaks to the issues we face.   They currently offer a course that includes video instruction, group Q&A and One-on-One coaching. I'm committed to my own personal development and would like your help in expensing the course.   It would pay for itself if I closed only one new deal of $X value.   Please let me know by Friday if I can move forward with this 1 year course.   Thanks, ME Here are some student interviews from the courses:     ———————————————————————————————————— Audible 30 day Free Trial: http://www.audibletrial.com/BrutalTruth