Podcasts about seller's journey

In this episode of Tech Sales Insights, Randy Seidl interviews Richard Harris, the author of the upcoming book, "The Seller's Journey." In this episode, they delve into the intricacies of sales, from the importance of understanding the buyer's journey to the art of respecting contracts. Richard shares insights from his extensive experience in sales training and go-to-market strategies, providing valuable tips for both seasoned professionals and newcomers to the field.KEY TAKEAWAYSNavigating the Sales Landscape: Understand the nonlinear nature of the sales process and the importance of having a clear map and compass to guide your journey.Personalization in Sales: Recognize that sales is inherently personal and learn how to effectively connect with prospects on a human level.Respect Contracts: Embrace the concept of respect contracts to set expectations, maintain control of conversations, and foster mutual understanding with prospects and clients.QUOTES"There is no such thing as a buyer's journey. It's all about the buyer's experience through a seller's journey.""Sales is always personal. Don't pretend rejection doesn't sting; acknowledge it and learn from it.""Respect contracts are the foundation of effective communication in sales, setting the tone for productive conversations."Find out more about Richard Harris through the links below:LinkedIn: https://www.linkedin.com/in/rharris415/The Seller's Journey Book by Richard Harris: https://a.co/d/8B9TA9sThis episode of Tech Sales Insights is brought to you by: Sales Community: https://www.salescommunity.com/Spotlight: https://www.Spotlight.ai/

Richard Harris, seasoned sales expert, sales trainer and author of "The Seller's Journey," discusses infusing humanity into sales and offers practical guidance on sales conversations. This episode promises insights on negotiation, handling objections, and adapting to technological changes in sales. Listeners can expect to learn from the dynamic exchange between John and Richard as they share strategies for evolving with the sales industry while keeping their approach customer-centric.Are you interested in leveling up your sales skills and staying relevant in today's AI-driven landscape? Visit www.jbarrows.com and let's Make It Happen together!Connect with John on LinkedIn: https://www.linkedin.com/in/johnbarrows/Connect with John on IG: https://www.instagram.com/johnmbarrows/Check out John's Membership: bit.ly/JBMembershipVisit the HubSpot Website: https://www.hubspot.com/

  Attention all sales professionals! Do you want increased success in sales conversations and negotiations? we'll be sharing the solution so that you can achieve that result. Get ready to level up your sales game! Get ready for a jaw-dropping insight into negotiation tactics and buyer psychology. Uncover the shocking truth behind procurement strategies and the real power dynamics at play. You won't believe what really goes on behind the scenes. Buckle up for an eye-opening conversation with Richard Harris, where the hidden secrets of sales success are revealed. Are you prepared to challenge everything you thought you knew about sales? Get ready to be blown away. Meet our guest: This week's Modern Selling Podcast guest is Richard Harris, a veteran in the world of sales and CEO & founder of The Harris Consulting Group. Listen as he unfolds his journey of embracing the impactful use of "and" in sales conversations. With a childhood rooted in a family immersed in the sales domain, Richard's early exposure to business and ownership in Texaco stock at a tender age laid the groundwork for his eventual foray into the sales arena. His diverse experiences, from working at the Gap to venturing into sales training and go-to-market strategies, provided a rich tapestry of knowledge that shaped his understanding of negotiation and collaboration in sales. Richard's unique perspective on the human element of the sales process and the significance of earning the right to ask questions showcases his deep insight into the art of sales conversations. His engaging storytelling skillfully captures the essence of his journey, resonating with the audience and illuminating the transformative moments that led him to recognize the power of "and" in sales conversations. I do not believe there's anything called a buyer's journey. I think it's a lie and a myth. The only thing the buyer has is an experience. - Richard Harris Richard Harris, brings a wealth of sales expertise with a touch of humor and relatability. With a lifelong passion for sales, Richard's journey from working at the Gap in high school to owning stock in Texaco at the age of six, has shaped his deep understanding of the human side of the sales process. Through his company, he specializes in sales training and go-to-market strategies, emphasizing the importance of earning the right to ask questions and the humanity behind each sales interaction. Richard's approachable and engaging style makes him a trusted advisor for those looking to enhance their negotiation and collaboration skills in the sales landscape. Enhance sales conversations Mario and Richard delve into a fascinating discourse on the strategic use of the words "and" and "but" in sales conversations. Sales conversations often require a delicate approach, utilizing the correct words that can maintain a positive, collaborative tone and foster more intensive customer engagement. By tweaking these small but significant aspects of your conversation techniques, you'll be able to reduce potential friction and bolster the effectiveness and conviviality of your sales dialogues. In this episode, you will be able to: Master the Neat Selling method and close more deals. Enhance your sales conversations with strategic use of "and". Successfully negotiate with procurement teams and win big contracts. Skillfully handle pricing discussions to maximize sales opportunities. Navigate contract negotiations with procurement for mutually beneficial outcomes. The key moments in this episode are: 00:00:08 - Introduction to the Podcast 00:01:24 - Welcome Richard Harris 00:04:12 - Richard Harris's Background 00:08:31 - Writing "The Seller's Journey" 00:12:22 - Navigating Procurement 00:13:45 - The Power of "And" vs "But" 00:17:55 - The Importance of Agreement in Sales Conversations 00:21:05 - Slowing Down for Strategic Thinking 00:23:43 - The Role of Procurement in Negotiations 00:27:19 - Navigating Negotiations with Procurement 00:28:45 - Overcoming Adversarial Negotiations 00:29:43 - Handling Discount Requests 00:32:53 - Importance of Economic Impact 00:34:35 - Leveraging Pricing in Negotiations 00:40:36 - Unbundling Contract and Pricing 00:42:46 - Procurement's Unusual Contract Clause 00:46:17 - Negotiating with Procurement and Legal 00:49:41 - Procurement Tactics and Training 00:51:18 - Personalized Connection Requests and Judging 00:51:57 - Favorite Movie and Final Thoughts Timestamped summary of this episode: 00:00:08 - Introduction to the Podcast Mario Martinez Jr. introduces the podcast and explains that it features sales leaders, practitioners, and influencers to help listeners grow their sales numbers at scale. 00:01:24 - Welcome Richard Harris Mario Martinez Jr. welcomes Richard Harris to the show, discussing that they are in the 7th season with over 250 episodes. They talk about Richard's new book, "The Seller's Journey." 00:04:12 - Richard Harris's Background Richard Harris shares his background, growing up in sales and his work with the Harris Consulting Group. He talks about his approach to sales training, focusing on the humanity of the sales process. 00:08:31 - Writing "The Seller's Journey" Richard Harris discusses the inspiration behind writing "The Seller's Journey," explaining his belief that there's no such thing as a buyer's journey. He emphasizes the importance of the seller's journey and the tactics shared in the book. 00:12:22 - Navigating Procurement Richard Harris delves into the topic of negotiating with procurement, highlighting that procurement is not the enemy and discussing the importance of engaging with them early in the sales cycle to understand their needs and challenges. 00:13:45 - The Power of "And" vs "But" Richard Harris discusses the significance of using "and" instead of "but" in sales conversations. He explains that "and" signifies agreement, while "but" can be perceived as disagreement, turning people off. 00:17:55 - The Importance of Agreement in Sales Conversations Richard emphasizes the importance of showing agreement when speaking with buyers, influencers, and coaches. He explains that using "and" can help reduce confrontation and friction in uncomfortable conversations, ultimately improving the buyer's experience. 00:21:05 - Slowing Down for Strategic Thinking Mario and Richard discuss the impact of intentional changes in thinking processes, such as using "and" instead of "but," to slow down and strategically approach sales conversations. Richard shares how this tactic can help salespeople better connect with buyers and improve their overall experience. 00:23:43 - The Role of Procurement in Negotiations Richard shares his experience negotiating with procurement and provides insights into the role of procurement in sales. He highlights that procurement is not always the enemy and discusses the dynamics of negotiation in larger contracts involving procurement teams. 00:27:19 - Navigating Negotiations with Procurement Richard offers strategies for navigating negotiations with procurement, emphasizing the importance of early engagement and seeking permission from champions to involve procurement sooner. He also addresses the power dynamics and decision-making authority within procurement processes. 00:28:45 - Overcoming Adversarial Negotiations Richard Harris discusses the challenge of negotiations feeling adversarial and shares strategies to shift the conversation to commercial terms, emphasizing the value exchange. 00:29:43 - Handling Discount Requests Richard explains the importance of using the term "commercial terms" and shares a role play scenario to demonstrate handling discount requests effectively by focusing on economic impact. 00:32:53 - Importance of Economic Impact Richard emphasizes the significance of understanding economic impact in negotiations and differentiates it from ROI. He highlights the importance of discovery skills in uncovering economic impact. 00:34:35 - Leveraging Pricing in Negotiations Richard provides insights on leveraging pricing in negotiations by offering additional benefits in exchange for discounts, such as marketing support, case studies, and prepayment of contracts. 00:40:36 - Unbundling Contract and Pricing Richard cautions against the unbundling of contract and pricing in negotiations, emphasizing the importance of including elements such as customer references and logos in contracts to avoid internal conflicts. 00:42:46 - Procurement's Unusual Contract Clause Procurement redlined the contract to include a clause allowing termination for convenience, with a strange twist of prepaying and getting a refund for unused services. 00:46:17 - Negotiating with Procurement and Legal A two-hour negotiation session with procurement and legal resulted in an agreement on a termination for convenience clause. However, they later denied agreeing to it, but a recorded snippet proved otherwise. 00:49:41 - Procurement Tactics and Training Procurement tactics include intentional delays and denial of agreed terms. These tactics are frustrating but can be navigated with evidence and strong negotiation skills. 00:51:18 - Personalized Connection Requests and Judging Richard judge's LinkedIn connection requests and uses them for sales training. Personalizing connection requests is crucial to make a good impression. 00:51:57 - Favorite Movie and Final Thoughts Richard's favorite movie is Shawshank Redemption. The episode concludes with a call to action to rate and review the podcast. Master Neat Selling technique Hone your sales skills with the Neat Selling technique. This method urges sales professionals to delve into the buyer's need, economic impact, their access to authority, and timeline. Elevating your expertise on this technique can propel your sales success by facilitating a deeper understanding of buyer's needs and economic considerations, thereby aligning your product or service to provide maximum value. Ace negotiations with procurement For sales professionals, negotiations with procurement teams can be challenging. In this episode, Mario and Richard share insightful strategies, tactics, and experiences to help you navigate these discussions more confidently and effectively. From framing the conversation to anticipate individual needs, understanding your customer's perspective, and being well-prepared with quick information, these valuable strategies can position you for more successful negotiations with procurement teams. The resources mentioned in this episode are: The book The Seller's Journey by Richard Harris is available on Amazon and other online platforms. It covers tactics for closing deals and is a valuable resource for sales professionals. Connect with Richard Harris on LinkedIn and send a personalized connection request mentioning that you heard him on the modern selling podcast. Download FlyMSG for free to save 20 hours or more in a month and increase productivity. It's a text expander and personal writing assistant. Give the Modern Selling Podcast a five-star rating and review on iTunes to show support and help the podcast reach a wider audience.  

What's the best way to offer a discount to a client? Find out in this exciting episode of The Sales Evangelist Podcast. Host Donald Kelly speaks with sales expert Richard Harris about his new book, "The Seller's Journey," and dives into the intricacies of mastering sales strategies.  Richard shares valuable tactics around sales, pricing, negotiation, and creating win-win scenarios with customers. He also addresses the critical role of understanding procurement and highlights the importance of qualifying for discounts and leveraging them as a sales rep. Hear why you should pick up a copy of Richard's new book and how it can help you in your sales career. Richard's Background Richard is a sales strategist and trainer with extensive experience in go-to-market and founder-led sales strategies.  He is also the author of the recent book, "The Seller's Journey," which encapsulates his decade-long expertise in sales. Earning the Right to Ask Questions Richard discusses his niche in sales training, where he emphasizes the importance of earning the right to ask questions, which questions to ask, and the timing of these questions in the sales process.  Through his extensive experience in consulting, Richard has honed his framework for enabling sales professionals to navigate the intricacies of engaging buyers effectively. Highlights from "The Seller's Journey" Book Richard delves into the core concepts of his book, "The Seller's Journey." The book is divided into two parts: the mindset and framework, followed by 13 tactics that delve into critical aspects of sales strategies.  These tactics include addressing respect in sales, effective negotiation techniques, and the art of framing questions around needs, economic impact, access to authority, and timelines. Richard emphasizes that the book delves into the mindset needed for navigating the sales domain effectively. With the right mindset, sales professionals can approach their roles with confidence and strategic insight. Roleplay and Pricing Strategies Richard and Donald engage in a roleplay scenario that unveils strategic pricing communication tactics.  Richard's approach illuminates how sales professionals can effectively address pricing discussions while adding substantial value to the offerings.  The roleplay also demonstrates the power of emotionally driven questions and strategic shifts to add value and establish a market-based price anchor. Handling Discounting Requests Donald and Richard discuss the challenging aspect of handling client discounting requests amidst a cautious investment environment.  Richard provides actionable insights into handling clients' discount requests, balancing sales leaders' expectations to maximize deals, and the art of leveraging discounts for mutual gain. Understanding Procurement Dynamics Richard sheds light on understanding procurement dynamics and emphasizes the need for early engagement with procurement teams.  He explains that procurement isn't the enemy. Taking the time to build rapport and understand client's needs can lead to mutually beneficial outcomes. The Role of Win-Win Scenarios Donald and Richard also explore the role of win-win scenarios in sales negotiations. Richard offers practical insights into leveraging discounts, additional value adds, and testimonials to foster positive outcomes that benefit both the sales professional and the client. This episode provides a wealth of knowledge for new and seasoned sales professionals. However, you must grab a copy of his book to learn his best sales tactics.  In Richard's book, you'll discover the importance of cultivating the right mindset and building client relationships. He provides comprehensive strategies to help you become a master in sales.  Gain instant access to the first two chapters of "The Seller's Journey" below. "They're not the enemy, and they actually do want to work with you. They actually want you to talk to them way sooner than the end of the deal." - Richard Harris.  Resources “The Seller's Journey” by Richard Harris Richard Harris on LinkedIn The Harris Consulting Group Sponsorship Offers This episode is brought to you in part by Hubspot. With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales. 2.            This episode is brought to you in part by LinkedIn. Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse. 3.            This episode is brought to you in part by the TSE Sales Foundation. Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin. Credits As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We'd love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.

Imagine this: You've poured your heart and soul into building a successful business. You've navigated the highs and lows, celebrated victories, and weathered storms. Your company isn't just a source of income; it's your legacy, your pride, your life's work. And then, the time comes to part ways. It's a moment of profound significance, not just in financial terms, but in emotional and personal ones. This is where Denise Logan, known as the Seller Whisperer, steps in. She's not your typical business expert focused solely on numbers and deals. Denise delves deep into the intricate interplay of work, finance, and purpose when it comes to selling businesses. Her insights have transformed countless lives, helping business owners navigate the emotional rollercoaster of letting go. On episode 26 of The True Wealth Project podcast, Sascha Janzen sits down for the second time with Denise Logan to continue the insightful discussion they had in episode 15 by delving even deeper into the secrets of successful business transitions. Denise shares her transformative insights that have a global reach, impacting mindsets, preventing deal breakdowns, and adding profound meaning to this pivotal life transition. She will emphasize the importance of acknowledging the emotional attachments, concerns, and values of business owners, going beyond the financial aspects. The two of them also discuss strategies for uncovering the true motivations of business owners in sales conversations, focusing on building trust, setting realistic expectations, and aligning with the client's goals. You will learn about the delicate balance between financial and non-financial priorities in business sales and transitions, and how understanding the emotional and personal aspects of the seller's decision is key to making an offer that resonates with their values and aspirations. You will find out that business is not just about profits and losses; it's about the people, legacies, and values that define it. Denise's approach stands as a testament to the power of empathy, trust, and lasting relationships, and she encourages meaningful conversations about legacy, shared values, and motivations. Listen now and enjoy this thought-provoking episode as we uncover the profound wisdom of Denise Logan, the Seller Whisperer, and learn how to navigate the emotional rollercoaster of letting go and achieve a more meaningful and successful business transition. Resources: How to find Denise: Website: https://deniselogan.com  LinkedIn: https://www.linkedin.com/in/deniselogan  Twitter: https://twitter.com/DeniseLoganUSA Denise's book:The Seller's Journey: https://deniselogan.com/the-sellers-journey/ --- Send in a voice message: https://podcasters.spotify.com/pod/show/sascha47/message

The transition of selling your business involves more than just leaving and walking away with a good deal. Leaving your work, whether through your own plan or unexpectedly, involves so many emotions as so often we equate who we are with what we do. On today's What Works Wednesday, Matt is joined by the author of The Seller's Journey, Denise Logan, to discuss why you should have your own exit strategy, the importance of working through the emotions that come with selling your business, and why planning for your own exit can help you connect and provide more value to your business owner clients. https://bit.ly/3L5t4mm

You've heard of a ‘horse whisperer', perhaps a ‘dog whisperer', but you've probably never heard of a ‘seller whisperer' - but that's exactly what Denise has become known as.With a background as a mental health professional turned lawyer who went on to build her own legal practice, she then sold her business. Rather unsuccessfully, in her own words.During this time, she learned a lot of lessons and has now carved out a role  as a specialist adviser, coach, consultant, speaker, and writer on the complex subject of selling your business - the emotional journey as well as the business journey.I've often referred to the content of this podcast as being at the intersection of business, money, family and life and, honestly, no one is better qualified to speak on that precise intersection than Denise.One of the best storytellers you're ever likely to encounter, she is the author of an incredible book called The Seller's Journey, which is essential reading for anyone who's building a business and anyone who advises business owners.Denise reminds us that, whether you like it or not, you are leaving your business one day. It's not ‘if', it's ‘when' - and the worst thing that you can do for yourself, your business, your employees and your family is to be unprepared.In a wide-ranging conversation, we cover a lot of issues including.What are the key attributes to look for in a trusted adviser and someone that will help you navigate the challenging process before, during and after the business sale?Understanding something she calls “O-MY Syndrome” and how to avoid the hidden road bumps that will kill your deal.A process to help you get clear on everything that your work currently provides for you - other than money and financial security. Understanding this and preparing for life after your sale is essential in ensuring a successful transition.Towards the end, Denise shares a deeply personal story which will help you focus on what's truly important in your own life.A wonderful conversation with a lady who's been there, seen it, done it and come out the other side - and now spends her life sharing her insights and wisdom with other entrepreneurs.The links to her book, website and contact details are all in the show notes.I give you -  Denise LoganLinks:https://deniselogan.com/https://www.linkedin.com/in/deniselogan/https://twitter.com/DeniseLoganUSAhttps://deniselogan.com/the-sellers-journey/This podcast is produced by GR Media Sponsored by Capital Asset Management

Joseph is the CEO of Uvaro, a tech sales career accelerator. A graduate of the University of Waterloo's Computer Engineering program, Joseph's a five-time technology Founder & CEO, and with multiple successful exits, and speaks frequently on the topics of sales leadership, diversity, and corporate social responsibility. He is the host of The Seller's Journey podcast, has launched multiple grassroots community programs, and is an active early-stage investor who ensures that the majority of his investments are into women-led companies. Joseph also sits on the board of Communitech and led Uvaro's commitment to Pledge 1%, where the company has donated a portion of its equity to charities focused on diversity & inclusion.   During the show we discuss: The Brand Strategy and Business Model behind Uvaro How to Redefine Your Startup Success The 5 Key Elements of a Startup Success The Most Important Factor in the Startup Industry The Top 3 Sales Practices You Should be Practicing Why a Company's Culture is Important How to Create a Startup Culture The Keys to Defining & Scaling a Successful Startup Culture What Sales Generational Change is What You Need to be Successful in Sales Today How to Boost Your Employees' Productivity How You Can Elevate Sales with Productivity Tools or Platforms That Will Help Redefine Your Startup Success How to Maximize Your Marketing Strategies How to Choose the Future of Your Startup (Scaling or Sale)   Show resources: https://uvaro.com/

Welcome back to the From Vendorship to Partnership podcast, season 2 – Seller's Journey! Our guest this week is Chris Bondarenko, VP of Sales - North America & APAC at Docebo. He talked to Ross about trends in B2B sales, his experience in sales from small hyper-growth startups to an 800+ person org, and why creating an environment of constant learning is so important in sales. Subscribe to our newsletter to stay updated on new episodes and more B2B sales content like this!

Welcome back to Season 2: Seller's Journey! Our guest this week is Nick Casale, Director of Sales at Sendoso. Nick was an early sales hire at Talkdesk when his coworker, Kris Rudeegraap, began having success sending coffee gift cards to his customers and decided to start his own company. He talked Nick into joining him at Sendoso, and Nick became their first sales hire five years ago. Since then, Nick's seen Sendoso grow from a pre-seed company to raising their Series C round last year – and has seen himself grow from an AE to the Director of Sales. In this episode, he chats with Ross about how to start building your early sales process and the importance of knowledge transfer when your team begins scaling. Want more content like this? Subscribe to the From Vendorship to Partnership newsletter for bi-monthly tactics, resources, and events for sales & revenue leaders: https://inaccord.com/from-vendorship-to-partnership#newsletter

Welcome back to the Seller's Journey! This week, we're talking to Conor Dragomanovich, Director of Commercial Sales at Productboard. Conor joined Productboard in 2018 as a founding AE, and since then he's moved up to lead and scale the commercial sales team of 20+ AEs. He and Ross talked about common mistakes in startup sales, how to successfully partner with your reps, and future trends in B2B sales. Want more content like this? Subscribe to the From Vendorship to Partnership newsletter for tactics from sales pros, info about upcoming masterclasses, and more resources for startup sales leaders today. About Conor Conor Dragomanovich is a Founding AE & Director of Commercial Sales at Productboard, an industry leading customer-driven product management system. Before Productboard, Conor was a Founding AE at Dealpath as well as a top performing rep at AppFolio. Before entering the world of Startups, Conor managed surf shops in Santa Barbara, CA.

Welcome back to the From Vendorship → Partnership podcast, Season 2: Seller's Journey. This week, we're sharing a masterclass we held with a panel of top revenue leaders on how to maximize NRR – the new startup North Star! We talked about best practices to action expansion opportunities & mitigate churn, who should own upsells & customer relationships, and NRR tactics for different sales motions. Get key takeaways from the masterclass here! Meet the experts: Brian Reuter, Director of Account Management at Figma – 10+ years GTM experience across the customer journey in sales, marketing, and CS Alex Heller, Head of Account Management at NYSHEX – 10+ years in sales & leadership at Flexport, Athena Health, etc. Connor Fee, CRO at Shortcut – 10+ years GTM & leadership experience at Clearbit, Winning by Design, UserVoice, & more

Welcome back to the From Vendorship → Partnership podcast, Season 2: Seller's Journey! This week, we're sharing a masterclass we held with a panel of veteran B2B sales leaders on how to hit your sales goals during a downturn. We talked about making the most out of every lead and opportunity, managing timelines & stakeholders when budgets are tight, and positioning your product as a “need to have” in this challenging time for tech. Get key takeaways from the masterclass here. Meet the experts: Renu Gupta, VP of Sales at Thrive – 15+ years sales leadership at Slack, Dropbox, Google, Cisco, etc. Elizabeth Andrew, Head of Sales at Netomi – 10+ years sales & leadership experience at Skillsoft, Dropbox, Parley Pro, etc. Jamie Wheeler, Head of Sales at MessageBird – 2 decades of experience (Twilio, Braze, Layer, etc) across sales, leadership, and founding startups

Welcome back to the From Vendorship → Partnership podcast, Season 2: Seller's Journey! Jared Robin is the CEO & Co-Founder of RevGenius, a community of 27,000 sales, marketing, rev ops, and CS professionals to get inspired, learn, and grow. Previously he worked in sales and leadership roles for 15+ years, including FedEx and various VC-backed startups. Listen to hear Jared & Ross' conversation about partnering with customers, building RevGenius, and the future of B2B sales. About Jared & RevGenius Jared Robin is co-founder & CEO at RevGenius, Winner of Best International fashion Film Awards, homie of revenue professionals worldwide, and proud Ny'er. RevGenius is a community of 27k sales, marketing, revops and cs professionals worldwide. Our mission is to bring inspiration and creativity to all revenue professionals. Before founding RevGenius, Jared spent 15+ years in various sales and leadership roles in both fortune 100 (FedEx) and early-stage VC-backed startups (Peter Thiel backed etc).

Welcome back to the From Vendorship → Partnership podcast, Season 2: Seller's Journey! Our guest this week is Swapnil Shinde, CEO & Co-Founder of Zeni. Zeni is an AI-powered startup bookkeeping and accounting service. Swapnil is a 3x founder and led Zeni's sales for its first two years, closing over 100 customers single-handedly. Swapnil chats with Ross about founder-led sales, what to look for in your first reps, and his top book recs for startup/sales leaders. Want more content like this? Subscribe to the From Vendorship to Partnership newsletter! Every other Thursday, we'll share conversations with top sales leaders, invites to masterclasses & other events, and more. You can check out past editions here.

Welcome back to the From Vendorship → Partnership podcast, Season 2: Seller's Journey! This week, we're sharing a “jam session” we held recently with Marissa Fuhrer, Senior Manager of Enterprise Sales at Figma. Figma has built a winning sales-assisted motion on top of their PLG core to move up-market seemingly overnight. One of the secrets to their sales success? Making the most of every deal through buyer collaboration. In this jam session, Ross talked to Marissa live on Zoom, and sales leaders had the chance to ask questions about collaborating with buyers and building a scalable, customer-first sales process. If you want to watch the session instead, check it out on YouTube. For more content like this, subscribe here to get podcast updates and the From Vendorship to Partnership newsletter! About Marissa Marissa Fuhrer is a Senior Sales Manager at Figma. Prior to Figma, Marissa spent a few years at Dropbox, Scoop and BrightEdge, where she helped lead sales efforts in the Education space as well as public companies around the US. In her free time, Marissa enjoys spending time with her 4 legged daughter, Winnie.

Welcome back to the From Vendorship → Partnership podcast, Season 2: Seller's Journey! Our guest this week is Clay Bentley, VP of Sales at Metadata. Before joining Metadata two and a half years ago, Clay led sales at G2 Crowd for four years, and previously worked as an AE at several SF-area companies and startups. He told Ross: “Startups are my thing – they get me out of bed in the morning.” Listen to the episode for insights & advice from Clay on common early stage sales mistakes, balancing priorities, and coaching your reps. About Clay & Metadata Clay is the VP of Sales at Metadata, and was formerly the VP of Sales at G2. His journey has taken him from SF → Chicago → Nashville, where he currently lives. Metadata automates paid campaign execution and strategy, eliminating manual and repetitive work for B2B Marketers. Metadata is hiring! Check out their open roles here.

Welcome back to the From Vendorship → Partnership podcast, Season 2: Seller's Journey! Our guest this week is Christian Borrelli, VP of Global Sales at CaptivateIQ! Christian joined CaptivateIQ as one of the first employees, and has scaled the sales team to 100+ since then. In this episode, Christian & Ross chat about the future of B2B startup sales, what most people get wrong about sales at startups, and using data to iterate on your sales process. About Christian: Christian Borrelli leads the sales organization at CaptivateIQ, the leader in commission management software. Prior to joining CaptivateIQ as one of its first employees and scaling the sales team to 100, Christian held finance and operations roles at Siemens, Cybereason, and EMC. He currently resides in Austin, TX.

Welcome back to the From Vendorship → Partnership podcast, Season 2: Seller's Journey! Our guest this week is Kevin Nothnagel, VP of Sales at Clockwise. Kevin is a multi-time sales and revenue leader with a wealth of sales and PLG knowledge from his time at Dropbox, Productboard, and now growing the team at Clockwise. He and Ross talk about building playbooks, celebrating your losses, and other sales teams they look up to. About Kevin and Clockwise: Kevin Nothnagel is VP Sales at Clockwise, and previously built sales teams at Productboard, Facebook, and Dropbox. He joined Clockwise to build the sales team and help organizations everywhere find more Focus Time to be happy & productive at work. Clockwise automates many of the everyday chores of managing your team's calendars and is used by over 10,000 organizations such as Netflix, Atlassian, and Uber.

Welcome back to From Vendorship → Partnership, Season 2: Seller's Journey! Our guest this week is the one and only Mark Roberge: co-founder at Stage 2 Capital, author of the best-selling The Sales Acceleration Formula, senior lecturer at Harvard Business School, and former CRO at HubSpot Sales. To say the least, Mark has a ton of incredible sales insights to share (way more than we could cover in 20 minutes!) Subscribe for more content like this, and check out the Stage 2 Capital Accelerator that Mark mentions in the episode. About Mark: Mark Roberge is Co-Founder at Stage 2 Capital, the first VC fund run and backed by go-to-market executives. He is also Senior Lecturer at the Harvard Business School. Prior to these roles, Mark served as Chief Revenue Officer at HubSpot where he scaled annualized revenue from $0 to $100 million and expanded his team from 1 to 450 employees. Mark is the author of the bestselling book, The Sales Acceleration Formula, and has been featured in the Wall Street Journal, Forbes Magazine, Inc. Magazine, Boston Globe, TechCrunch, Harvard Business Review, and other major publications for his entrepreneurial ventures.

Welcome back to From Vendorship to Partnership, Season 2: Seller's Journey! Today we have a special episode: we're sharing a masterclass with former Stripe sales leaders (and Ross' former colleagues!) who are now leading sales at other top orgs & startups: Ryan O'Holleran, Director of Enterprise Sales at Airwallex Geraud Gonzales, Director of US Partner Sales at PayPal Abby Westby, Head of Platforms at Parafin They talked to Ross about their experience building and scaling the Stripe sales team together, tips for moving into leadership roles, and other advice for startup sales teams. For more startup & sales content like this, subscribe to our email list at https://inaccord.com/from-vendorship-to-partnership

Welcome to the first episode of Season 2: Seller's Journey! This season, our host and Accord CEO & Founder Ross Rich talks to startup sales leaders – diving deep into their experience building winning processes, coaching & scaling teams, and partnering with customers. Our guest this episode is Andrew Bothwell, SVP of Sales and Success at Spekit. Andrew has been scaling sales teams for the past 17 years, and is a Salesforce, Zendesk, Talkdesk, and WalkMe alum. He and Ross chat about common mistakes from startup sales leaders, how to approach building your sales team in today's competitive job market, and the importance of having a growth & learning mindset. Subscribe to From Vendorship to Partnership for more episodes like this!

In this bonus episode, we're sharing a masterclass on How Today's Revenue Leaders Win. Get tips from leaders at Figma, Metadata, and Scratchpad about successfully building & leading your sales org and collaborating cross-functionally. Get more takeaways from the masterclass: https://inaccord.com/blog-posts/advice-from-3-veteran-revenue-leaders-balancing-sales-marketing-cs-product Season 2: Seller's Journey is launching next Wednesday, March 30! Subscribe to the podcast here or at https://inaccord.com/from-vendorship-to-partnership#podcast for the latest episodes and other startup & sales insights.

In this bonus episode, we're sharing a masterclass on Selling to Modern B2B Buyers. Get practical tips and strategies for adapting to today's shifting buyer expectations and creating a more transparent, collaborative sales process. Get more takeaways from the masterclass here. Exciting news – Season 2: Seller's Journey is launching in 2 weeks, on Wednesday, March 30! Ross will talk to startup sales leaders – diving deep into their experience building winning processes, coaching & scaling teams, and partnering with customers. Subscribe to get notified about Season 2 launch and the latest episodes!

Type image caption here (optional)"What does work provide for me other than financial security and money?" - Denise Logan.Denise Logan knows that to business owners, selling a business is more than a transaction. To them. It's an emotionally fraught period of transition filled with unexpected highs and lows with no clear vision of what waits at the other end for them and their family. Her passion for this work is colored by her own experience of being an unprepared business owner who made an abrupt and choppy exit from her company after ignoring the signs that it was time for several years.She is the author of The Seller's Journey: A Business Fable about Navigating the Emotional Obstacles to Selling Your Business and has addressed more than 5,000 audiences on three continents about the psychology of business owners and how to make it easier when the time comes to let go.Denise provides advanced training to advisors employed by some of the world's largest financial institutions, law firms, and accounting firms, helping their clients successfully transition their businesses to new owners, and most importantly, without regret.Please enjoy! Click here to subscribe to The Sell My Business Podcast to save time and effort. SELECTED LINKS FOR THIS EPISODETwitter: @deniseloganusaDenise on LinkedIn www.deniselogan.comDenise's book: The Seller's JourneyThe Deep Wealth ExperienceFREE Deep Wealth eBook on Why You Suck At Selling Your Business And What You Can Do About It (Today)Book Your FREE Deep Wealth Strategy Call Did you enjoy this episode of The Sell My Business Podcast? Please leave a review. Reviews help me reach new listeners, grow the show, and continue to create content that you'll enjoy.Please click here to leave a review on The Sell My Business Podcast. This podcast is brought to you by Deep Wealth. Your liquidity event is the most important financial transaction of your life. You have one chance to get it right, and you better make it count. But unfortunately, up to 90% of liquidity events fail. Think about all that time, money and effort wasted. Of the "successful" liquidity events, most business owners leave 50% to over 100% of their deal value in the buyer's pocket and don't even know it.Our founders said "no" to a 7-figure offer and "yes" to a 9-figure offer less than two years later. Don't become a statistic and make the fatal mistake of believing that the skills that built your business are the same ones for your liquidity event. After all, how can you master something you've never done before? Are you leaving millions on the table? Learn how the 90-day Deep Wealth Experience and our 9-step roadmap helps you capture the maximum value for your liquidity event.  Click here to book your free exploratory strategy session.Enjoy the interview! 

We have a few special bonus episodes for you while we get ready to launch Season 2: Seller's Journey! This week, we're sharing a masterclass on How to Win More Deals with Mutual Action Plans. Our panel includes expert sales trainers Skip Miller & Alice Heiman, plus Figma's top Enterprise rep, Aaron Cramer. We talked about why every sales team should be using mutual action plans for their deals, and shared tips for how to get started. Meet the Experts: Alice Heiman, Founder & Chief Sales Energizer Starting her own company in 1997, Alice is nationally known for working with B2B companies that have exceptional growth potential to elevate their sales and increase their valuation. Skip Miller, Expert Sales Trainer & Founder of M3 Learning As President of M3 Learning, Skip has provided training to hundreds of companies in over 35 countries. He created M3 Learning to “make a salesperson better on each individual call.” Aaron Cramer, Enterprise AE at Figma As a founding member of the Figma sales team, Aaron has spent the last 3 years partnering with mid-market and enterprise customers to help them find value and be successful.

Denise Logan—who is called The Seller Whisperer—coaches leaders and business owners on how to leave or sell their businesses successfully without feeling empty afterward. She is a speaker who regularly talks about the emotional rollercoaster of business selling and making sure a plan is in place in the event of an untimely passing. Denise is also the author of The Seller's Journey, which she describes as a business fable. Denise joins me today to discuss the emotional aspect of exiting a business and why some owners have trouble letting go. She describes what readers can expect from her book and the client experiences it's based on. She explains why owners find difficulty with expressing their emotions when they sell their business and why they end up buying a new one soon after. Denise also reveals her regrets from when she sold her firm and what she would have done better.   "Leaving our business is a transition point." - Denise Logan   This week on Priorities Lifestyle: What makes The Seller's Journey a business fable What business owners can learn from reading The Seller's Journey Denise's experience living in a motorhome and traveling Exiting your business and why most business owners don't have an exit plan Denise's regrets from selling her firm What work provides for you other than money Why owners can feel exposed when they leave the business What the end of a company means to its owner Denise's experience helping various clients cope with exiting Why passing the company to your kids isn't a sign of success Planning for the owner's death when transitioning a business   Resources Mentioned: Book: Every Family's Business: 12 Common Sense Questions to Protect Your Wealth by Thomas William Deans   Our Favorite Quotes: "It's always about having a plan and knowing the plan is going to change." - Denise Logan "One thing business owners do when they sell their business is they buy another business." - Rob Schulz "What we do as a profession is not necessarily what we do for ourselves." - Rob Schulz     Connect with  Denise Logan: Official Website Book: The Seller's Journey Denise Logan on LinkedIn   About Rob Schulz and P&L Podcast The P&L Podcast is a show for business owners. In each episode, host and financial planner Rob Schulz sits down with business owners and the professionals that serve them to talk about business building, life, money — and the all-important transition out of the business, which inevitably happens to everyone who has ever founded a company.    Email Rob at rob.schulz@schulzwealth.com with questions, comments, and to schedule a one-on-one conversation.  Follow Rob on LinkedIn. Follow Schulz Wealth on Facebook Order Rob's book, Thoughts on Things Financial, on Amazon | Barnes & Noble | Kobo | iBooks | Kindle   Subscribe here: Apple Podcast  Spotify Google Podcasts Stitcher Audible    And, if you enjoy the show, please leave a review on iTunes to help others discover the podcast.

Joseph is the CEO of Uvaro, a tech sales career accelerator. A graduate of the University of Waterloo's Computer Engineering program, Joseph's a five-times technology Founder & CEO, and with multiple successful exits, and speaks frequently on the topics of sales leadership, diversity, and corporate social responsibility. He is the host of The Seller's Journey podcast, has launched multiple grassroots community programs, and is an active early-stage investor who ensures that the majority of his investments are into women-led companies. Joseph also sits on the board of Communitech and led Uvaro's commitment to Pledge 1%, where the company has donated a portion of its equity to charities focused on diversity & inclusion.https://uvaro.com/https://www.linkedin.com/in/josephfung/

There's a classic, popular line in business sales – “Time kills all deals.” But when Denise Logan hears that, she knows the person who said it is actually scared – scared that if they don't push, they will lose out and the deal will fall through. Denise has another saying that challenges this mantra – “Unaddressed emotion kills deals.”Every single seller has an emotional drama around the sale of their practice. If things happen too fast and their emotions aren't addressed, then they will likely walk away from the deal. You can keep those transactions together as long as you help people to process the emotion that otherwise trips their fears. Sometimes it means slowing down so that their emotions can catch up.The million dollar question becomes how do you drill down to find the unaddressed emotion in a way that won't offend people? We discuss that and more in our final episode with Denise Logan. Denise Logan is on a mission to help sellers and advisors to understand the change that's happening, and to increase the number of advisors that have the ability to care about people, along with transactions. Weaving together her background as a lawyer, mental health professional and business owner has enabled Denise to deftly guide hundreds of business owners and their professional teams as they navigate the complex emotional journey of selling your business and letting go into your own version of what's next.Questions discussed:What is the best way to drill down to find unaddressed emotion in a way that will not offend others?What are some examples of unaddressed emotion leading to sellers actually sabotaging their own deals?  What % of sellers have a difficult time with the emotional side of practice sales?How can practice sellers self-diagnose to determine if the emotional side of a transaction will be an issue in their deal?What is a seller's best course of action to remedy challenges with the emotional side of selling their practices?What practical and intangible steps can a practice owner take to avoid the immortality mindset trap?What is the best way for a practice owner to emotionally prepare for the transition of their practice to new ownership?If you had to sell in the next year, what 1 THING would you do to guarantee success?Contact Denise online at: deniselogan.com, or email her at: denise@deniselogan.com. Denise's book, The Seller's Journey is available on her website, and on Kindle and Audible.Learn about dental practice transition specialists in your area by messaging: office@longinthetooth.infoLong in the Tooth provides non-clinical gems of wisdom for older dental practice owners. Learn more about this podcast at: longinthetooth.info

In a deal, many people will try to say, “Let's keep emotion out of it.” But did you know that's actually impossible? Emotions are always present and fear especially can show itself in five ways on both sides of the transaction – fight, flight, freeze, fawn, and submit.In this episode, we examine with Denise Logan the psychology and emotions of dealing with buyers. When you deal with the emotion in the room instead of pushing past it, you create a safe environment which builds trust and keeps your deal from ending in disappointment. Denise Logan is on a mission to help sellers and advisors to understand the change that's happening, and to increase the number of advisors that have the ability to care about people, along with transactions. Weaving together her background as a lawyer, mental health professional and business owner has enabled Denise to deftly guide hundreds of business owners and their professional teams as they navigate the complex emotional journey of selling your business and letting go into your own version of what's next.Questions addressed on this episode:Transparency: What are your thoughts on concealing information in a transaction?Deception: What signals are being sent out by a seller to buyers when a seller is not forthcoming with information?Dual representation: What are your views on dual representation in dental practice brokerage?Dual agent: How can a dual agent/practice broker represent a seller's best interest as a dual agent?Fear: How can managing buyer's expectations and identifying buyer's emotions and motivations impact a deal?Good fit: What if a seller cannot find a buyer that is a perfect fit? Flexibility: How flexible should a seller be in accepting someone as a buyer?Change: What if a prospective buyer wants to make changes in a practice? Does this mean that the seller was doing things wrong?Contact Denise online at: deniselogan.com, or email her at: denise@deniselogan.com. Denise's book, The Seller's Journey is available on her website, and on Kindle and Audible.Learn about dental practice transition specialists in your area by messaging: office@longinthetooth.infoLong in the Tooth provides non-clinical gems of wisdom for older dental practice owners. Learn more about this podcast at: longinthetooth.info

For most practice owners, selling their practice is the single biggest professional transition of their life. It's a complex emotional journey that involves way more than money. If an advisor says to you, “Oh you'll figure it out. You'll have plenty of money.” That's not a good advisor. Run away. They are only focused on the transaction and don't care enough about you. In this episode, we're talking all about advisors. It's a topic we're passionate about and so is our special guest, Denise Logan.Denise is on a mission to help sellers and advisors to understand the change that's happening, and to increase the number of advisors that have the ability to care about people, along with transactions. Weaving together her background as a lawyer, mental health professional and business owner has enabled Denise to deftly guide hundreds of business owners and their professional teams as they navigate the complex emotional journey of selling your business and letting go into your own version of what's next. Denise's two decades of research and thought leadership on the subjects of work, money and meaning and how executives navigate the waters of transition and reclaim their sense of identity outside of their business has made her a popular speaker to audiences on three continents and a frequent commentator on the subjects of business succession planning, transition and legacy. She has also provided advanced training to advisors employed by some of the world's largest financial institutions, law firms and accounting firms, helping their clients successfully transition their businesses to new owners. And she is the author of the book, The Seller's Journey.Questions addressed in this episode:How would you advise a seller on selecting a practice broker that cares for their practice transition, as much as the transaction itself? What would you say is the percentage of dental practice brokers that are able to put the seller before themselves in a transaction?What are your thoughts about practice owners selling their practices directly themselves, without a qualified broker?When a seller does not use a qualified broker who can build a good market for their practice? How does that playout with seller emotions and a seller's prospects for a good outcome? What should practice sellers be looking for in attorneys?How can practice sellers and their brokers best work with attorneys to manage expectations of both their client/sellers and those of buyers?Contact Denise online at: deniselogan.com, or email her at: denise@deniselogan.com. Denise's book, The Seller's Journey is available on her website, and on Kindle and Audible.Learn about dental practice transition specialists in your area by messaging: office@longinthetooth.infoLong in the Tooth provides non-clinical gems of wisdom for older dental practice owners. Learn more about this podcast at: longinthetooth.info

We welcome next to the podcast, the Seller Whisperer, Denise Logan. It is a complex emotional journey to sell your business and let go into your own version of what's next. Many get trapped in their businesses and miss out on other important parts of life. Many tend to omit or ignore the personal growth and emotional side of this practice sale journey. Weaving together her background as a lawyer, mental health professional and business owner has enabled Denise Logan to deftly guide hundreds of business owners and their professional teams as they navigate this complex emotional journey.Denise's two decades of research and thought leadership on the subjects of work, money and meaning and how executives navigate the waters of transition and reclaim their sense of identity outside of their business has made her a popular speaker to audiences on three continents and a frequent commentator on the subjects of business succession planning, transition and legacy. She has also provided advanced training to advisors employed by some of the world's largest financial institutions, law firms and accounting firms, helping their clients successfully transition their businesses to new owners. And she is the author of the book, The Seller's Journey.Questions addressed in this episode:What is the “lizard brain” and how does it affect practice sales?How do you navigate the conversation about “what the work provides” for a business owner, and what exactly does that mean?What's O-MY (One More Year) Syndrome, and how can you spot it and solve for it?How does a practice owner answer the question, “Who Am I if I am not practicing dentistry? How is this question relevant when it comes to selling? What advice do you have for practice owners so they don't get trapped in their businesses and miss out on other important parts of life?Why do people tend to omit or ignore the personal growth and emotional side of the practice sale journey?Get in touch with Denise online at: deniselogan.com, or email her at: denise@deniselogan.com. Denise's book, The Seller's Journey is available on her website, and on Kindle and Audible.Learn about dental practice transition specialists in your area by messaging: office@longinthetooth.infoLong in the Tooth provides non-clinical gems of wisdom for older dental practice owners. Learn more about this podcast at: longinthetooth.info

After moving to the US from Ukraine, this Amazon seller learned both the easy way and the hard way, what it takes to run a successful matcha tea brand.

An award-winning professional speaker and author of The Seller's Journey (https://deniselogan.com/the-sellers-journey/): A Business Fable about Navigating the Emotional Obstacles to Selling Your Business, Denise Logan (https://deniselogan.com/) has addressed audiences on three continents about the psychology of business owners and how to make it easier when the time comes to let go. Known as The Seller Whisperer, she draws upon a twenty year body of work focused on the intersection of work, money, and meaning and how it is reflected in the legacies of today's business leaders. She has rightly observed that while work is where we spend the majority of our time, much of it is spent wishing we were somewhere else, doing something else. Divorcing meaning from our work too often leaves us blindly trudging through a mediocre life using money as the miserly arbiter of success in matters of soul and meaning. It leads to an endless chase for more, hoping to outsmart death and desperately prove that our life somehow mattered. Even worse, when work is how we define ourselves and we are faced with job loss or impending retirement, it can seem terrifying. What happens when your old answer to the question “What Do You Do?” no longer fits? If you thought you are what you do, and suddenly you don't do it anymore, do you not exist? Standout Quotes: * "Every family's dynamic is slightly different and always the same" - [Denise] * "So as fear starts to escalate, our thinking is disrupted" - [Denise] * "The best transitions happen 5 years before someone is ready" - [Denise] * "The reality is that every owner will exit their business, voluntarily or involuntarily... so you will either transition to someone or you will leave your business with it being unprepared" - [Denise] * "if we look at mortality issues, often the more mortality resistance that someone has , the higher the likelihood is that they will also be avoiding succession planning" * One of the questions I start early on with an owner is ''what does work provide for you, beyond the money?... where will you get those needs met outside the business?" - [Denise] * "Succession happens at all different ages" - [Denise] * "Are we simply creating roles in the business so family members have work to do, as opposed to are they the right people in the business?" - [Denise] * "Change is hard at first, messy in the middle and gorgeous at the end" - [Mike] * "Transparency always works, it is always better" - [Denise] * "The arc of the journey for an owner is the same, whether we're talking about a $50000 hair salon or 500 million-dollar company, the arc of transition that's happening for someone is the same" * "Transition will happen no matter what, so the question is 'what kind of transition do you want to have as a business owner?'" * "Success is often determined by how prepared you are rather than just letting it be" - [Mike] * "Our legacy comes from our daily actions, it is not just the amount of money that we leave behind or the money that we have accumulated" - [Denise] * "We can often get completely spun up on what our number is, the number is not the number in the bank account, the number is the number of memories that we have left behind because that is truly how we will be remembered" - [Denise] Key Takeaways: * Denise started as a mental health professional and then moved into practicing Law where she started her firm but sold because she lost interest in the business. This prompted her to start a road trip till she was invited to help build a friend's business before the sale, an experience that kick-started her work of helping owners transition during the sale of their businesses. It also inspired her book, "The Seller's Journey". * Using the analogy of a fist, Denise likens the fear center in the brain, 'the Amygdala' to the thumb of the hand, pointing out that while the other fingers could restrict the thumb's movements the same way the frontal cortex can restrict the Amygdala, excessive pressure from the thumb or the Amygdala, in this case, can break free of the restraint, leaving the fear to roam free. This explains the chaotic nature exhibited by people, typical of family dynamics. * Another description using the hand involves the 5 ways through which fear shows up, the 5 fingers are used to represent them; Fight Flight Freeze Fawn, and Submit. Individually, there are often 2 or 3 of them that function more as natural go-to responses when facing fear, anger, or stress. * The anchor, Wave, and Island styles of attachment: An Anchor attachment is someone who can tolerate too close or too far. An Island attachment is the type of person who pulls away or isolates themselves when things get rough. A wave attachment describes a person who reacts to disruption by continually checking on others. * It is necessary to identify needs that are met by the business beyond the money because there is concern about how these needs will be met outside the business, and this could often form the basis for the continuous attachment to the business. * Addressing the handling of messy parts of the conversation, Denise emphasizes the importance of honesty and transparency in allaying the fears that may misguide people's actions in the family. * The 'O-MY' syndrome (One More Year) occurs where a seller repeatedly creates reasons to delay their exit from the business whenever they get closer to the agreed time of sale. This is a signal that something else is going on, a different existential crisis and there are needs to be met. * The moment that you cease to exist is when the last person who has a story to tell about you passes. * Money matters, but it's not the only thing that matters. * There will always be a story that is told about you, the question is "is it the story that you would like to have told about you?" * From Denise to her kids: The way you will know that you were loved was by how you were held and how you were cared for, not by what I left you. Episode Timeline: * [00:49] Meet today's guest, "Denise Logan" a.k.a 'the Seller Whisperer'. * [01:45] An overview of the journey to becoming "the Seller Whisperer". * [08:52] Denise's 'fist' analogy in describing the role of fear in the brain. * [11:30] The 5 Appearances of Fear. * [14:10] The anchor, Wave, and Island styles of attachment. * [18:10] Do families typically find you when a transition is already underway or as they're contemplating a transition or an exit? * [33:23] How do you handle the messy aspects of the discussion? * [45:30] How often do sellers get caught up on a particular figure that they will only sell at? * [50:39] Discussing the success of transitions generally. * [01:00:56] A letter from Denise For more episodes go to BusinessOfFamily.net (https://www.businessoffamily.net/) Sign up for The Business of Family Newsletter (https://www.businessoffamily.net/newsletter) Follow Mike on Twitter @MikeBoyd (https://twitter.com/MikeBoyd) If you feel it's appropriate, I'd so appreciate you taking 30 seconds to Leave a Review on iTunes (http://getpodcast.reviews/id/1525326745), I receive a notification of each review. Thank you! Special Guest: Denise Logan.

Denise Logan is the founder and speaker at Chase What Matters. She has a background as a lawyer, social worker, and business owner. She knows that to business owners, selling a business is more than a transaction. To them, it is an emotionally fraught period of transition, filled with unexpected highs and lows, with no clear vision of what waits at the end for them and their family. She has provided advanced training to advisors employed by some of the world's largest financial institutions, law firms and accounting firms, helping their clients successfully transition their businesses to new owners. And she is the author of The Seller's Journey. In this episode, we discuss: ·     Denise's start in law and what she learned about opening her own firm and exiting the businesses the wrong way ·     When to start thinking of developing an exit strategy and how to develop a timeline ·     Why knowing how to talk to a business broker can get you what you want when exiting a business, such as the wealth from the sale ·     How to make the journey to retiring a happy one I hope you will find this episode as exciting and informative as I have. Denise knows exactly how to exit a business the right way by experiencing what not to do herself. Please let me know your thoughts!   Connect with Denise Website: https://deniselogan.com/ Connect with Steve Eschbach Website: https://www.tworld.com/locations/naperville/ or https://eschbachassoc.com/ YouTube Channel: https://www.youtube.com/channel/UCWqgICqaSI8xE2GRYY1HWJA LinkedIn: https://www.linkedin.com/in/speschbach/ Instagram: https://www.instagram.com/steveeschbach/ Twitter: @ SteveEschbach   Learn more about your ad choices. Visit megaphone.fm/adchoices