Podcast appearances and mentions of Steve Richard

Welcome to OrchestrateSales.com's Inside Sales Enablement Season 3 Enablement History. Where we hop in the Enablement Time machine and explore the past, present, and future of the elevation of a profession.On Episode 11, Erich Starrett hosts Bob Perkins, the Founder AAISP, the American Association of Inside Sales Professionals (now Emblaze) in the Orchestrate Sales Studios on the eve of the #digitalnow conference in Chicagoland next week (including a special promo code if you have not yet RSVP'd!) We begin with his origins in telesales to Inside Sales to forming the AAISP. And from where he first crossed paths with #SalesEnablement in the journey to modern day where Emblaze is partnering with the Revenue Enablement Society for track next week. Highlights from the episode include...PAST:⌛️ Bob was on the first ever Inside sales implementation of Siebel. "We used to pull out a stopwatch and time how long it would take to pull up a customer record."⌛️ Bob and Larry Reeves held the first AAISP conference for 50 people in Minneapolis in 2009 using a sound system borrowed from Bob's church.⌛️ By year two they had 200 and started getting calls from places like Japan, Afghanistan, France begging to start a chapter in their location.⌛️ The explosion of Inside Sales created a need to scale the training of less experienced reps. Which created demand for Sales Enablement.⌛️ Bob reflects on how Jill Rowley "The EloQueen" ushered the social selling mix onto the sales scene.⌛️ In Bob's early experience the SES he talked with Scott Santucci about the similarities and differences between the two organizations. PRESENT

Get ready for an action-packed episode of the Negative Camber, the Motorsport Show, we dive into recent races, controversies, and interviews, including a chat with Bathurst 1000 champion Nick Percat, while sharing our own exhilarating experiences and discussing the ups and downs of motorsport competition From discussing balance of performance in Supercars and Ferrari's struggles in Formula One to celebrating Italian victories at Le Mans and in motorcycle racing, this episode is a captivating blend of insights and excitement. The hosts also share their own karting experiences, reflect on the significance of Formula Ford racing, and explore the impact of mechanical knowledge on a driver's performance. Prepare for a rollercoaster of emotions as they recount unexpected triumphs, including winning the Bathurst 1000 race, and navigate the challenges of transitioning to Carrera Cup. Despite setbacks, their unwavering optimism shines through, setting the stage for the upcoming races. For more thrilling discussions spanning Formula 1, V8 Supercars, MotoGP, NASCAR, and the exciting world of go-karting subscribe to Negative Camber, the Motorsport Show negativecamber.co, YouTube or wherever you listen to podcasts.   Chapter Summaries(0:00:00) - Recent Races and Parity ReviewWe discuss Toyota and Ferrari's successes at Le Mans and Mugello, Gen 3 Supercars controversy and an upcoming interview with Nick Percat. (0:08:29) - Italian Racing and Bathurst 1000 WinnerFerrari's 2023 Le Mans win, potential for a world championship title, Fizzy's potential for the hypercar squad, and the intense South Australian hire kart championship are discussed. (0:18:41) - Passion for Karting and Family TiesKarting provides a level playing field, strong sense of comradery, family, and friendships, and the same thrill regardless of age. (0:23:53) - Karting Career and Signing With TWRKarting provides unique opportunities, with host signing a contract with Tom Walker and Joe, facing pressure of high expectations, and breaking Steve Richard's record. (0:36:04) - Winning Bathurst and Its ImpactHost's budget constraints, intimidating Bathurst debut, intense race against Skaife and Coyle, and eventual win are discussed. (0:45:10) - Transitioning to Carrera Cup and New CarNegative Camber discusses transitioning to Porsche Carrera Cup Australia, finding a car and multi-year contract, Super 2 race opportunities, and driving style differences. (0:52:37) - Mechanical Issues and Parity in MotorsportNick Percat shares his experience with reliability issues, discusses parity in motorsport, advises fans to be patient, and wishes luck for the rest of the year. (1:04:10) - Intense Grand Prix Racing and OvertakesLewis Hamilton's drive, wheel-to-wheel battles, Miles Botus, Lando Norris, Oscar Piaz Tree, Fernando Alonso, George Russell, Kevin Magwite and Nick DeFries' dramatic moments are discussed on Negative Camber. (1:10:31) - Red Bull's Dominance and Mercedes' ImprovementsMax Verstappen's Red Bull win, Sergio Perez's decline, Mercedes and Ferrari's improvement, team favouritism, and track type differences are discussed. (1:19:57) - Motorsport Updates and Williams' StrugglesWe debate Williams' outdated software, cost cap, Albon/Logan's qualifying, Norris' punishment and Williams' 20-year journey. (1:29:14) - Gynecologists, MotoGP, and Racing HighlightsMotoGP, Formula One, and Williams' outdated software are discussed, highlighting Peco Show Lee and Marini's success, Lewis Hamilton's drive, Max Verstappen's 100th victory, and parts falling into a black hole. (1:40:01) - MotoGP Analysis and Lane FrustrationsWe explore Peco Show Lee's success story, rider intelligence, Mark Mark's tendency to drop his bike, potential of Mark Mark staying with Honda, and Peco Show energy drinks. (1:50:02) - Plans for Future EpisodesNick Percat's success, host's brother's car, getting big names on board, and delaying the show discussed.See omnystudio.com/listener for privacy information.

Steve Richard, SVP, Value Realization at Mediafly sits down with Susan to talk about sales and sales training in a recession. He says, "Really good demand gen marketers that are super targeted with what they do and have very little scrap rate have never been higher demand. That's one thing I'm definitely seeing that's critically important right now. And everyone's going outbound." Key points in this episode: SDRs, SBRs, are you in the top third, mid-range third, or bottom third? Time to start self-sourcing opportunities How many times do you need to repeat training materials, three, seven, 50, or 100 times?  The sins that steady renewals can cover. Is this current market downturn isolated to tech to tech, or is it across the board? Steve's advice to take from this episode: "If you're good at generating opportunities, you're always going to be fine.  That's it. It's simple. So learn how to generate opportunities no matter what customer-facing role you're in." ----more---- About our guest: Steve Richard is SVP of Sales Excellence at Mediafly following their acquisition of ExecVision, the company he founded, in 2022.  Steve also founded Vorsight which he sold in 2021. Steve's mission and life's work is to help as many sales teams as possible become wildly successful.  He has been featured in numerous publications, including The Harvard Business Review, The Washington Business Journal, and The Washington Post.  Outside of work, Steve enjoys scuba diving, skiing, running, and watching lots of football.  He lives in Arlington, VA with his wife Ellen and their four kids ages 6, 9, 11, and 13. Follow Steve's one-minute sales tips of the day on LinkedIn.

This week's show is entitled, "You Have a Ton of Sales Data. What to Do With it?!" and my guest is Steve Richard, Senior Vice President, Value Acceleration at Mediafly.  Tune in to hear more about: Sales intelligence and the increase in sales transparency The process of raising and training a sales rep Key tips for entrepreneurship Listen in now for this and MORE, watch the video or read the transcript on the Heinz Marketing blog (search "Steve Richard".  I interview the best and brightest minds in sales and Marketing.  If you would like to be a guest on Sales Pipeline Radio send an email to Sheena@heinzmarketing.com.

In today’s episode of the ‘Sales Samurai’ podcast, host Sam Capra, who helps marketing leaders in the retail space go beyond the sale/transaction, talks with guest, Steve Richard, Founder @ExecVision: Sales Coaching & Conversation Intelligence Software. Steve's sharing 8 Cold Calling Tactics that have the potential to work for you. Episode Highlights 03:34 – Steve shares his background, how he didn't make it as an Investment Banker, and so he mimic what better people were doing at the time, which made him better. 04:20 – Steve realized that sales are about having the ability to impact and influence how people's lives go in some strange way. 07:25 – If you're not constantly trying new things and testing, experimenting, you're missing the boat, says Steve. 10:11 – It is about understanding all those different nuances to your business that you should understand and then testing it. 12:40 - You take a spreadsheet, you put your personas in your rows, you put your industry verticals, and then you fill in the use case and customer story for each of those. 14:01 – Sam asks, how to leverage a new initiative from a Cold Calling Tactics? 16:30 – Steve shares, they had clients who over time started comparing people in terms of their experiences, but they outperformed their people. 20:19 – People are motivated by fixing a problem, accomplishing a goal, or avoiding risks, states Steve. 23:41 – Steve questions, what about the fact that the seller has more information than ever before? What about the fact that the salesperson could know far more about their prospective customers and prospects than they ever could have before? 25:40 – Sam asks Steve about his thoughts around the title ‘X’. 27:00 – Steve discusses where you get to ask your qualification questions, your pain questions, or your goal questions. 29:30 – Steve points out about second vendor options and their two flavors. 31:30 - We do coaching and behavior change, tracking manager coaching, calibrating with multiple scorecards, some specific concrete things, reveals Steve. 34:10 – There are going to be situations that depending on what you sell and who you sell to, don't want to do the second vendor option, they use a certain competitor. 35:35 – Sometimes with clients, you would hear the same object every time. It was like you literally could predict which objection was going to be before you pick up the phone. 37:25 – Sam says, let's take 30 minutes to figure out if there's a path forward. 42:20 - Some solutions have to be seen to be understood. 43:50 – Steve mentions, in the last 3 to 4 years buyer behavior has changed. 45:55 – Never say pricing even arranger pricing until you have these 35 fields filled out in Salesforce that's not how the modern buyer will work, highlights Steve. 47:30 – Sam asks Steve to give some context behind Crawl Walk Run. 49:01 – Crawl Walk Run makes people feel okay to admit they suck at something. Three Key Points Steve had a sales training company and the clients were telling him that they want the sales training content, but how do you reinforce it? What are you going to do to help reinforce the sales training content? That was the origin of ExecVision, so they started using this in their company and realized that they can reinforce this mastery training. So, it was the marketplace that was asking for this new niche and now they have a new initiative to bring technology to reinforce sales training to a point of mastery. Every time Steve has a scheduled call with some

Sales, like any discipline, is something you learn and it is a lifelong process. In this episode, Steve Richard, co-founder of Vorsight and ExecVision, reveals his thoughts on the natural-born salesperson, the power of testing, and how sales leaders, as well as individual performers, can improve their overall efficacy. It always comes back to lifelong learning. He discusses training, coaching, the importance of learning from people around you, and more with Lance Tyson. Give this episode a listen, and you'll come away with timeless lessons applicable to all aspects of your sales career. Love the show? Subscribe, rate, review, and share! https://www.lancetyson.com/podcast

Steve Richard is the Chief-Evangelist and Co-Founder of ExecVision, a conversation intelligence platform built to drive change in human behavior. We talk about the sales management code, practical prospecting strategies, and the effectiveness of cold calling in today's sales environment.    Time Stamps [00:40] Steve's entrepreneurial journey [03:43] Steve's experience with management blueprints  [06:58] The ROA sales framework  [08:42] Sales prospecting definition, techniques, and why it's important [10:54] Cracking the sales management code [12:43] Steve's “Outbound In” marketing strategy [13:30] Is cold calling really dead? [16:12] Data on the effectiveness of cold calling in diverse types of industries [18:23] Practical and effective alternatives to cold calling [21:49] The three by three sales research technique  [23:58] Defining the unscheduled expected call  [27:05] Pattern recognition and human intelligence in sales [28:16] How to change behaviour and create a better sales culture within an organization [32:02] Parting thoughts    Links and Resources Steve's LinkedIn ExecVision.io Cracking the Sales Management Code by Jason Jordan and Michelle Vazzana Steve Preda's Book: Buyable Complete the Buyability Assessment for Your Business https://StevePreda.com

https://youtu.be/rjmDyl7DaDs Steve Richard is the Chief-Evangelist and Co-Founder of ExecVision, a conversation intelligence platform built to drive change in human behavior. We talk about the sales management code, practical prospecting strategies, and the effectiveness of cold calling in today's sales environment.    --- Be a Sales Diagnostician with Steve Richard Our guest is Steve Richard, the co-founder and chief evangelist of ExecVision, a SaaS platform that leverages pattern recognition and human intelligence to allow organizations and develop their sales teams and drive behavior change to increase revenue. Welcome to the show, Steve. Steve, you're hired for a sales job, done. I'm not for hire, but thanks for the offer. I'll consider it. So listen, I'm not for hire because I'm an entrepreneur like you are. And I'm always very curious about these journeys and what took you to be a co-founder and chief evangelist of a SaaS company. You had another business, at least one other business before. So tell us a little bit about your journey. Yeah, real short story here. Like many people who graduate college, I didn't know I want to go into sales. Sales found me. I didn't find sales. All of my classmates were getting jobs in investment banking in New York. I was undergraduate Georgetown Business School, so not an MBA undergrad. And I had 60,000 in school loans, our family business in septic tanks, literally Richard's Septic Systems, you can look it up in Connecticut. So I didn't wanna go work for Uncle Jim in the septic business. So I got a job in sales, went five for five in sales interviews when I went O for 22 for investment banking. This to me was God's way of saying go over here and I, and I initially was failing and then I came to love it. I really, I did. I worked for corporate executive board. That's where I met my business partner and I was fortunate to work with all these incredible salespeople that I was able to learn from when I was failing, do more of what they were doing, less of what I was doing, test and measure, test and measure. We'll come back to that theme later on. From there, my business partner looked at me and said, you know, you know, we're okay at selling, but what we're really good at is getting the meetings. So we founded this outsourced appointment setting business called Voresight and Voresight we recently sold. So we sold it in May, 2021, 16 years later. And along the way of building our, our company built a sales training company because the clients were saying, what are you guys doing differently over there? Like you guys are doing better than our team. She teaches your secrets. But what happened is when I was doing all the sales training, I was working with hundreds of clients in the field, you know, flying all over. I'd visit them later, six months later, and sometimes they implemented what they learned and they'd really mastered it and they had really significant breakthrough performance, double, triple, pipeline, like versus before on a per rep basis. And then sometimes I'd go visit them maybe two thirds of the time and they hadn't changed a darn thing. They went back to all their old bad habits and they didn't implement any of what they learned. All their training books were collecting dust on the shelf. So if I look at the difference, it was all about consistency and accountability and management, and they also used call recordings. So the people who got the changes, they were listening to call recordings and using that as a way to shift the performance curve, close those performance gaps that exist, and actually get people to change behavior. So they mastered the new way of doing it and they stopped the old habit. So that was the aha light bulb moment. We became a, my appointment setting business became a customer of this technology called at the time, Team Visibility. They were messing it all up. We bought the company. That's how we got into tech. We fixed it all up. And now,

Steve discusses how he plays by the rules of his own "personal dogma", and his meticulous attention to detail when creating fine art imagery. The post Breaking and Making Rules, with Steve Richard appeared first on This Week in Photo.

Steve discusses how he plays by the rules of his own "personal dogma", and his meticulous attention to detail when creating fine art imagery. The post Breaking and Making Rules, with Steve Richard appeared first on This Week in Photo.

The 1 Year Birthday Of The 20% Podcast Episode!! This has been such a fun and rewarding year, and I want to thank everyone so much for your incredible support on this journey. I have met so many fantastic people, and have build so many incredible relationships. This podcast has allowed me to speak to: Ex-Navy Seals TedX Speakers Best Selling Authors Shark Tank Contestants Olympic Gold Medalists Sales Legends CEOs , the list goes on. I have learned so much on this journey, and I hope you all have too! Today's guest is Steve Richard is the Founder at ExecVision, which is a conversation intelligence platform. It is Steve's Mission to help sales professionals become wildly successful. If you follow Steve on LinkedIn you will see him sharing tips of the day everyday, but they are all aimed at actionable things you can do that very day, so thanks Steve! In this episode, we discussed: Wearing Multiple Hats The Importance of Influence Lessons learned in Acting Class Consistency, Accountability, and much more Enjoy this episode with Steve Richard!

The worst call is the call you don't make. - Luigi Prestinenzi High Performing Sales Professionals can be summed up with one word. Choice. They choose to be proactive and focus their time on high payoff activities. And a major focus of those activities is prospecting. The relentless focus on making sure their pipeline is robust and active. One thing we learnt over the past 18 months is the phone is still the number 1 way for sellers to self generate pipeline. During this episode we are joined by Cold Calling Expert Steve Richard who has spent his career self creating opportunities for himself using the phone. Connect with Steve https://www.linkedin.com/in/saleskickoffspeaker/ (https://www.linkedin.com/in/saleskickoffspeaker/) Connect with Luigi https://www.linkedin.com/in/luigiprestinenzi/ (https://www.linkedin.com/in/luigiprestinenzi/)

Steve Richard is the Chief Evangelist and Co-Founder of ExecVision. A conversation intelligence platform that is built on a simple, almost inarguable premise. It aims to improve performance by changing human behaviours with insights-based sales coaching and applies it to uncovering actionable insights from customer-facing conversations, allowing organizations to make better decisions, coach and develop their team at scale, and ultimately generate more revenue through performance improvement. Steve just recently sold an award-winning sales training firm focused on prospecting, qualification, and discovery called Vorsight in which he co-founded. You can follow and connect with Steve on LinkedIn and check out his huge library of “tip of the day”.LinkedIn: https://www.linkedin.com/in/saleskickoffspeaker/Join the Sales Hustle Community! Text “Hustle” to 424-401-9300!If you're listening to the Sales Hustle podcast, please subscribe, share, and we're listening for your feedback. Also, if you are a sales professional looking to take your sales career to the next level, please visit us at https://salescast.co/ and set a time with Collin and co-founder Chris.Please make sure to rate and review the show on Apple.

Sales 2.0, cold outreach, sequencing, social selling… We hear a whole bunch of sales tips every day, but which of them should we actually use? What's going to work best for our respective organizations? Today's guest for Coffee with Closers is convinced that it depends on what you sell and who you sell it to. Meet Steve Richard, a serial entrepreneur, speaker, and sales consultant. Steve's story is a perfect example of how failure breeds success. He went from being the only person in his class that couldn't get a job after graduation, yet ended up as co-founder and CEO of a couple of super successful businesses. During our conversation, Steve shares some of the lessons he learned while building a high-performing company. * Why is leadership alignment important for every business and how to get it? * What's the difference between the sales process and sales methodology? * How to build a high performing sales team in a much smaller organization? * How to make sure your sales team stays productive? Tune in for an episode! ------------------------------------------------------------------------------------------------------------------------------- ► Find Steve Richard on LinkedIn https://www.linkedin.com/in/saleskickoffspeaker/ ► Visit ExecVision at https://www.execvision.io/ ► Visit Vorsight at https://www.vorsight.com/ ------------------------------------------------------------------------------------------------------------------------------- This series is brought to you by OneIMS - a leading digital marketing agency helping businesses win new customers. ►Request your FREE marketing ROI audit at https://www.oneims.com/ ►Follow OneIMS online! Facebook:https://www.facebook.com/OneIMS/ LinkedIn: https://www.linkedin.com/company/oneims/ Instagram: https://www.instagram.com/oneims/ If you enjoyed this video, please share it. To make sure you never miss an episode of Coffee with Closers, please subscribe. #coffeewithclosers #entrepreneurship #salestechniques

On Today’s episode we have Steve Richard, the Chief Evangelist and Co-founder of Execvision, to discuss the importance of call recordings and why this ought to be incorporated into customer support. Plenty of people thought the phone, or calling in to companies for customer support would die out, but if anything, especially with the pandemic over the last year, customer phone calls have increased and this continues to be a necessary tool for companies to have in order to work with their customers. What Steve does at Execvision 0:45Why call recordings matter 1:58Predicting email would die out 6:54How people are using the data to change 12:17Scorecard/best practices on collecting data 16:34“So I think there’s a lot that now companies are able to do that technology has improved, but they can take thousands, millions of calls, do their analysis on it, and actually make business decisions and those business decisions aren’t limited to the enablement of the agent. It’s change in policy, change in product, change in marketing offers. That richness of data is something that’s now available to the business at large.” 11:14https://www.linkedin.com/in/saleskickoffspeaker/

Communication is a powerful and essential tool for any business conversation. It is an essential element to winning sales and nurturing relationships. But do you know what those conversations are? Are your sales representatives hitting the right touchpoints? With the conversation intelligence platform from ExecVision, you can unlock valuable conversation insights to drive better decision-making and improve performance. As Pathmonk works to analyze buyer-persona behavior and increase conversions ExecVision works to offer insightful and useable data to convert those leads into sales. Chatting to Steve Richard, the co-founder, we discovered his marketing growth channels and insights into the marketing world. As they have received excellent generation from their LinkedIn strategies they are working to discover those anonymous customer personas who occupy the dark funnel on their website. Although they use tools to reveal web visitors there is still data that is missing. They hope to identify the correct customer personas and adjust the all-important Call to Actions accordingly. Offering targeted advertising and frictionless content on LinkedIn they aim to discover the customer personas on their web even further.

Kingdom Come continues dialoguing with local believer Steve Leifheit from York, ME. Steve years ago was a part of a thriving house church movement here in New England. He shares the high's and low's, mistakes and victories he learned from hand's on situations. The great sense of community so many long for can really only be met through body ministry, of which Steve refers to. Steve say's it best, "not everyone is called to do house church. It is in fact something you must be called to. It takes on a life of it's own. It's not coming and sitting to consume, it's really getting up close and personal with other's....it's family."Host's Steve Richard and Scott Spiewak share their stories and learning's that the three men all have in common. We learn from each other and realize we have all been doing similar threads of Kingdom in different facets. Some of the strategies shared and very well thought out and meaningful. Join in on growing with us and we step out in real life Christianity for the first time in many, many years. We are all having 'awoke' moments in each of our lives and families.

Kingdom Come host's Steve Richard and Scott Spiewak had the honor of hosting local church house planter from York, ME Steve Leifheit. Steve has deep spiritual roots of moving to New England after having joined the Air Force stationed in Portsmouth, NH during his early teen years. He was engaged before leaving high school to the girl of his dreams. They moved here to New England with very little and took a risk. Little did they know they'd still be living here after all this time. Like many of us, Steve's journey spiritually has had twist's and turns. Embarking on starting a home gathering of believers would ignite something in him that had never been ignited before after being in the American Church for 25 plus years.Today's broadcast will bless you and teach you the elements of the early church. How to start one and some strategies for reaching your neighborhood for Christ. Good news, you don't need a degree or any letter's behind your name....just an ability to love someone.

✅ Discover your Personal Myth with our Ultimate Handbook; for anyone who has a yearning deep in their very genome to become who they truly feel they should be, this guide is utterly indispensable https://gumroad.com/l/jtlb1 James narrates a section from the Personal Myth guide, all about creativity and the personal myth, using Steve Richard's Lilith: The Last Temptation of Adam, as a 'Jungian' case study. The transcript, diagrams, and Personal Myth guide were written by Steven T Richards. Credit to Pauline Richards and Steve Simmons for some of the artwork, and Matt Milburn and Freya Lund for their depictions of von Hesse and Lilith respectively. Pick up your copy of the over 400 A4 page guide here: https://gumroad.com/l/jtlb1​ Timestamps: 00:00​ - 03:01​ = Intro 03:01​ - 10:27​ = Creativity & the Personal Myth 10:27​ - 18:33​ = The Jungian Mythos of Lilith 18:33​ - 32:52​ = Animus, The Masculine Spirit 32:52​ - 40:32​ = Anima, The Feminine Spirit 40:32​ - 48:30​ = Personal Transformation and Lilith 48:30​ - 51:08​ = Pacific Road Studios ⚔️ Our cutting-edge suite of Individuation Tools ⚔️ ✅ Join our Discord server ✅ Submit questions for our podcasts ✅ Book a consultation https://www.patreon.com/jungtoliveby ✅ Integrate your Shadow with the most advanced guide ever written on the topic - completely free! https://mailchi.mp/b88a956828b8/jungtoliveby ✅ Visit our bookshop, for professional and personal development manuals, and mythic Jungian fiction! https://gumroad.com/jungtoliveby --- Instagram: @JungToLiveBy https://www.instagram.com/jungtoliveby Twitter: @JungToLiveBy https://twitter.com/JungToLiveBy Facebook: @JungToLiveByPodcast https://www.facebook.com/JungToLiveByPodcast --- Music by Mike Bastow and Luke Jennings: 'The Valiant of Albion'

The wholesaling journey of today’s inspirational guest started just like many others. He once worked for corporate America and decided he wanted something else and so he decided to take a leap of faith. Steve Richard’s journey has been nothing short of inspirational. While his journey started just this August, he has already accomplished a lot. In this episode, Steve shared what prompted him to take a leap of faith and how he was able to generate amazing results in just a short amount of time. If you would like to know how Steve made it all happen, this is one episode you should not miss! RESOURCES: REI Radio Program BiggerPockets The Art of War by Sun Tzu The 4-Hour Workweek by Timothy Ferriss Chris Arnold - Real Estate Youtube Channel

This is yet again another dramatic story of water baptism. The power of being freed from suicide, depression and anxiety through an 'open heaven' spontaneous moment. Hope's life has done a complete 180 degree turn towards life, good and HOPE! Her name that was given to her is being now formed in her. After years of torment, cutting herself and being bullied at public school, shamed and spit on to being completely loved, welcomed and a place that felt like home. Listen along to her whole story with co-host Steve Richard and Scott Spiewak to the story of Hope Aldrich and her journey through the struggle of dealing wiht thoughts that are not from God but satanic spirits. We've said on this show over and over again. The spirit world is real. We should be hearing these types of stories from believers themselves on a daily basis....but we lost the art of true spirit filled living due to the birth of a system masked in religion. If this doesn't inspire you or bring you to tear, please reach out to me right away...I'd like to speak with you....Ha! Reach out to Hope herself through social media and tell her how amazing she is. I am sure proud to call her a friend.

Mental Illness is up 30-38% in New England across the board in many of the health clinics around the region. With the Covid battle happening it has worsened on many fronts people face on their own homefronts. This struggle is for real.We want to help provide some tools for you biblically which can help you on a day to day life. You don't have to be alone or 'feel' lonliness. The lifestyle of being a Christian takes work. It takes making choices all of us have to make on a daily basis. Never for one second do we believe what some of you are facing is your own fault. Some of you listening, something was done to you or you were put in an enviroment growing up which was something you didn't choose.Listen in on things that co-host's Steve Richard and Scott Spiewak walk out themselves. We want to help you! Get in touch with us personally if your desperate for some freedom! The Kingdom of God is at hand, the Kingdom of God is within.

In episode twenty seven host Brett Stanley is talking with Fine Art Photographer Steve Richard. Steve has an amazing take on underwater photography, his approach is quite unique and results in a beautiful painterly feel to his images.They chat about building a personal dogma to help find your artistic voice, and how people can approach work in very different ways. Oh, and Steve is a demon with the delete button!Follow: Website, FacebookDiscuss the episode in our facebook group.Donate to the podcast.Support the show (https://www.buymeacoffee.com/brettstanley)

Steve Richard on the show today for episode 8! Thrilled to have him. Steve's mission in life and life's work is to help sales professionals become wildly successful. I believe that the quality of sales conversations matters, yet the profession of sales largely misses the mark on teaching sales reps how to have great conversations. After 10 years as a sales trainer I learned that the only way to achieve my mission was through the use of technology to help more sales professionals worldwide. JOIN THE CALL CAMP MOVEMENT: https://www.execvision.io/call-camp/ GRAB A CALL WITH ME: www.meetme.so/steverichard Can you imagine a sports coach who doesn't use game tape? Seems absurd. Yet it happens every day in sales organizations around the world. Many tools exist to capture sales practice, and practice is great. Which would you rather have: practice tape or game tape? More on ExecVision below... Outside of entrepreneurship and business, I volunteer for Columbia Lighthouse for the Blind and am an avid scuba diver, skier, runner, football watcher, dad to 4 little kids, and husband to the best wife in the world.

In this episode of Customer Service Secrets, we talk with Steve Richards, co-founder of ExecVision. Throughout his career, Steve has been committed to helping companies understand the data behind customer service calls and developing strategies for a continuous improvement around the actual interaction that is happening with the customer. Listen to the full podcast for his valuable insights on the steps to an effective customer service call and how to make sure your agents have the resources they need to improve their performance. Steve’s Background 1:04What is Broken in Customer Experience 2:15How are People Thinking out of the Box? 8:08How to Be Successful with Calls 14:30“Why do you measure a sprinter? Why do you time a skier? And the answer is to improve performance… It’s funny, I’ll get caught in this, where you start measuring to measure and you’re not actually looking at how it can affect the ultimate performance.” 3:45

We had the priviledge of having 17 year old Autumn Nudd from Concord, NH on Kingdom Come today. Autumn has an amazing story of being water baptized a week and half ago at a gathering called The Collective based in Concord, NH. It was very special to hear how God used many pieces of different things people shared the week before to trigger Autumn saying YES to getting baptized. The teaching that Steve Richard shared and the word of knowledge Scott Spiewak shared...both played a part...that's Kingdom. The first time she was baptized several years ago as a ritualistic act of checking a box in the church world. This time was different. Something happened when she went under the water.This young woman has an amazing future ahead of her...and so do you!

We were honored and humbled today as co-host Steve Richard had his own son as a guest, Jordan Richard. The courage and bravery it took for Jordan to share his personal journey through some very dark days will inspire you to embrace LIFE.We are planning on continuing to use Rev. 19:10 going forward. The testimony of Jesus is as the spirit of prophecy. Something happens when another person hears a story such as this one....HOPE get's released. Both inside the one sharing and the one listening.What Jordan came through will both inspire and release HOPE that isolation, depression and suicide can be dealt with through biblical principles. If you are alone or isolated and listening to this story, please call someone, send a text or make a phone call to a friend. If you are a friend to someone and are feeling PROMPTED to call or text someone, please do it...it might just SAVE THEIR LIFE! Thank you Jordan for your realness and being raw with the power of your story! It will now very likely save someone else's life too!

Read the complete transcript on the Sales Game Changers Podcast website. This is a replay of the Sales Game Changers Panel Webinar hosted by Fred Diamond, Host of the Sales Game Changers Podcast, on May 13, 2020. It featured sales leaders Dan Cole (The Spy Museum) and Steve Richard (ExecVision).] DAN’S TIP TO EMERGING SALES LEADERS: “If you feel your empathy to your customers is getting stale I would say take a day or a week off because nothing’s changed in sales. Empathy should always be a part of what we do whether we’re in a pandemic or not. It is what is going to allow us to move our business forward.”  

Think about the number of performance metrics and data that you have access to at any given moment. For salespeople, sales managers, sales leaders, and other business people, there is an enormous amount of metric; so much so that CRM systems and other organizational software are prioritized as one of the most important things that you can do for your business. But there is one very important thing that we’re not collecting data on the conversation. In sales, the conversation has always been this black box where no one really knows what is going on. But now, with the advances of speech to text and AI technologies, we can analyze one of the most important pieces of selling. These insights can help to close the performance gap if we use the insights to change behavior through training and coaching.

For the first time ever, Julie Spiewak shares her incredible story of being delivered and healed of mental illness. The severe trauma Julie dealt with of tormenting voices and catatonic behaviorial patterns was broken and healed by Jesus. Steve Richard and Scott Spiewak listen into Julie's transparency and talk scripture and life learned lessons in this never before heard story. Julie will be sharing more down the road as her heart to help others THROUGH this has been stirred. Mental Illness is a spirit and Jesus showed us how to deal with spirits. We've been given the keys to death, hell and the grave by Jesus himself...using your authority as a believer is possible.

This episode is full of amazing testimonies and stories from walking with our lives put back on Jesus and not an organization. Steve Richard shares a heartfelt story of walking into the market and Holy Spirit showing him something about a person in the store. You'll be amazed at what happens after this. It's inspiring. Scott as well, shares some stories from street festivals they host prayer tents at and what God does when we take risks listening to a life put on Jesus....and not a system.Jesus went through all He did to model a lifestyle of walking in a spiritual life rich with tangible fruit. His own small group did it and so can you. We'd love to help you grow in walking out your own path to Jesus. Get ready for one of the greatest adventures of your life. Because as you do, you'll find out, God wants to use you too! Not just the guys standing up front talking....but all of us.

Steve Richard is a legend in sales leadership, training, and coaching. But it didn't always start out that way. Long before ExecVision, Vorsight and Corporate Executive Board there was the big donut of 0 for 22, yes, TWENTY-TWO consecutive failed interviews. He then figured it out and went 5 for 5. Fast forward a few years and you now get the wisdom that is Steve Richard. In this episode learn about: 1. Cowboys, Librarians, and Snipers on your sales team 2. Why you should NOT call coach your bottom 20%. 3. Defining Good reps from bad

American Christianity has been around a long, long time. Over time, like anything things change. Successful things change over time and are not afraid to face those changes to avoid crashing. The American Church model is quite different than the New Testament Church model. We have to ask ourselves the question why? Not only why, but now what's next?Steve Richard and Scott Spiewak dive into scripture and talk about it. This episode is full of transparent hard truthts all taken from scripture and real life examples of being on a church staff as well as being a church elder. Learn what scripture points out as a healthy leadership model and how it will bring about change - affecting you where you are in your understanding the mindset of American religion.

Kingdom Come co-host Steve Richard and Scott Spiewak talk by phone with Trip Nine. Trip is a software engineer from Manchester, NH who is a self taught evangelist of Jesus who shares the gospel everywhere he goes. You'll hear stories today from Trip on a business excursion, to a quick arrand at Walmat to a healing that occurred in Subway after a gym workout. Trip will share some tools with you of what he does that have proven to produce results for people on his path of daily life.

We hear discipleship in a ton of circles today from different churches to teachers across the country. Many, many of these circles teach about discipleship. Discipleship is not a dirty word. Steve Richard and Scott Spiewak will dealve into modeling what Jesus did and how it differes from today's American Western mindset of Jesus ministry. It might surprise you what Jesus did and didn't do. Real discipleship will lead people to feeling a sense of belonging and building community without having to take a class on it. We don't need more classes - we need more people modeling Kingdom.

Host Tristan of the Tech Qualified Podcast talks with Steve Richard, Chief Evangelist and Co-Founder of ExecVision. Steve Richard discusses the vision behind ExecVision, the solutions that it provides, the concept of conversation intelligence, and becoming a professional authority in his area of expertise.  Episode Highlights: Steve Richard expresses his mission statement.    What is the smartest decision Steve has ever made as a professional?  What is the ideal customer for ExecVision and the types of solutions it provides?  How did ExecVision originate?  How was the ExecVision title of Chief Evangelist decided for Steve Richard and what does that mean for a tech company?  What is the backstory of ‘conversation intelligence?’ How has Steve Richard become an authority in his space?   How has Steve’s high profile helped to increase revenue with ExecVision? How does he fit in his own content generation with everything else he is doing? Steve Richard shares what he means by ‘always put the buyer in the center’ from the perspective of a B2B company.     3 Key Points:   Steve Richard identifies the four different demand types as being: even angelical, same old same old, better mousetrap, and government regulation.   Conversation intelligence stems from the question of, ‘Imagine the amount of information, insight, and intelligence that exists in your conversations with your customers and prospects?’ Most of the time, when you pick up some information, your brain will purge it or forget it when you are sleeping.     Tweetable Quotes:   “My mission in life has been to help as many sales teams as possible become widely successful. I really do believe in that.” – Steve Richard (ExecVision’s ideal customer) “Anybody that has a lot of people that live and die by the phone, where they need to increase performance. They tend to be inside sales organizations.” – Steve Richard “ExecVison leverages artificial intelligence and surfaces coachable moments so people don’t have to dig through the big pile of call recordings.” – Steve Richard     Resources Mentioned: Steve Richard: Linkedin ExecVision.io MotionAgency.io/ultimate

Steve Richard and Scott Spiewak discuss what in the world it means today to be going to church. With the decay of our culture falling apart, it's time for the church to awaken and be what Jesus called us to be. We have some unlearning to do from what we've been taught.

Steve Richard and Scott Spiewak dive deeper into Ephesians 4:11. More specifically, Steve shares his analogy of an NFL football team. Find out how to become a believer that does the work of the ministry of Jesus versus staying in the locker room of American Christianity.

Co-host Scott Spiewak and Steve Richard dive into what it means to activate every believer to do the work of the ministry. Using Ephesians 4:11 as their anchor, Kingdom Come will unpack common misunderstandings of today's American Christianity. Stay tuned for real in-person testimonies captured from doing ministry in our every day life. Expect to hear stories of healings, deliverance and freedom inside the birth place of religion - centered in New England

In this episode we interview Steve Richard-Co Founder of ExecVision (www.ExecVision.io), a conversation intelligence platform that ingests, transcribes, and analyzes business conversations, including sales calls. The software surfaces valuable insights and data that can be applied to coaching sales reps on how to close more deals by improving their conversations. ExecVision is used by SMB and enterprise-level clients across a number of industries for inside sales, customer success, quality assurance, and support teams. Resources discussed in this interview www.ExecVision.io www.owler.com Owler is the world's largest community-based competitive insights platform that provides real-time news, alerts & company insights to help you win. Good books: Start with NO, by Jim Camp https://www.amazon.com/Start-Negotiating-Tools-that-Pros/dp/0609608002 Go Giver, by Bob Burg https://www.amazon.com/Go-Giver-Expanded-Little-Powerful-Business/dp/1591848288/ref=sr_1_1?keywords=go+giver&qid=1565207967&s=books&sr=1-1 Resources discussed in this interview www.ExecVision.io www.owler.com Owler is the world's largest community-based competitive insights platform that provides real-time news, alerts & company insights to help you win. Good books: Start with NO, by Jim Camp https://www.amazon.com/Start-Negotiating-Tools-that-Pros/dp/0609608002 Go Giver, by Bob Burg https://www.amazon.com/Go-Giver-Expanded-Little-Powerful-Business/dp/1591848288/ref=sr_1_1?keywords=go+giver&qid=1565207967&s=books&sr=1-1

In this episode we interview Steve Richard-Co Founder of ExecVision (www.ExecVision.io), a conversation intelligence platform that ingests, transcribes, and analyzes business conversations, including sales calls. The software surfaces valuable insights and data that can be applied to coaching sales reps on how to close more deals by improving their conversations. ExecVision is used by SMB and enterprise-level clients across a number of industries for inside sales, customer success, quality assurance, and support teams. Resources discussed in this interview www.ExecVision.io www.owler.com Owler is the world's largest community-based competitive insights platform that provides real-time news, alerts & company insights to help you win. Good books: Start with NO, by Jim Camp https://www.amazon.com/Start-Negotiating-Tools-that-Pros/dp/0609608002 Go Giver, by Bob Burg https://www.amazon.com/Go-Giver-Expanded-Little-Powerful-Business/dp/1591848288/ref=sr_1_1?keywords=go+giver&qid=1565207967&s=books&sr=1-1 Resources discussed in this interview www.ExecVision.io www.owler.com Owler is the world's largest community-based competitive insights platform that provides real-time news, alerts & company insights to help you win. Good books: Start with NO, by Jim Camp https://www.amazon.com/Start-Negotiating-Tools-that-Pros/dp/0609608002 Go Giver, by Bob Burg https://www.amazon.com/Go-Giver-Expanded-Little-Powerful-Business/dp/1591848288/ref=sr_1_1?keywords=go+giver&qid=1565207967&s=books&sr=1-1

Happy July 4th! This holiday has new meaning for us as a newly minted Marine family. This episode is all about Steve … Richard interviews him about life, his grandparents, coming out, and the least favorite food Richard has ever made him. If you have more questions send us a message: http://instagram.com/richardandsteve http://twitter.com/fuckisourmantra
 Meet Steve: http://lifeasdaddy.com Meet Richard: http://richarddedor.com --- Support this podcast: https://anchor.fm/richard-and-steve/support

Notes Sales is an art form. There are many aspects to it and the buying/selling “dance” is amazing. The best way to train/coach sales people is to use real phone calls, not role playing. One of things you should be doing from the start is to record all your calls and video meetings so that you can go back and take better notes as well as to learn from the recordings. At the early stage, you should have a brief before the meeting, have the meeting then have a debrief afterwards so that you can get the best results. For SDR, he is looking for candidates that are hungry, driven and open to coaching. Account executive - Same as above but someone that has experience with the price point and sales cycle. Someone who has the ability to understand all the different software systems being used in their daily tasks. People with little to no experience can sometimes be better hires as they are more foldable and less stuck in their ways. Do reference checks on sales people, they interview well. Call mutual connections, not just the references provided. Interview success is the lowest indicator of potential high performance. During the interview, have a role play and after ask them to change one thing. Then do the role play again and see if they implemented the one thing you asked them to change. If they did not, it may not be a good candidate. You should document the top behaviours that a sales person should exhibit to be a top performer. Then when providing feedback, refer back to those behaviours. Get you customers personal email and cell phone number. When they live their company, you can still contact them as they go to a new company. Final Five What is your favorite sales or leadership book? The Challenger Customer by Brent Adamson Do you have someone that you follow/read for sales/leadership ideas? Jill Konrath, Tom Snyder Are you available 24/7? Do you have strict personal time boundaries? Very strict time boundaries What is your favorite tool used for sales? Truepeoplesearch.com What one piece of advice do you have for all the founders/CEOs/VP Sales out there? Go try things that are out of your comfort zone, study what the best people do differently and approach sales more like a science. Mentioned Books Steve's LinkedIn: https://www.linkedin.com/in/saleskickoffspeaker/ Adam's LinkedIn: https://www.linkedin.com/in/springeradam/ Training: https://startupsales.io/training/

Notes Sales is an art form. There are many aspects to it and the buying/selling “dance” is amazing. The best way to train/coach sales people is to use real phone calls, not role playing. One of things you should be doing from the start is to record all your calls and video meetings so that […] The post Coaching sales people – Steve Richard appeared first on Startup Sales.

Steve Richard, founder at Execvision, joins me to talk about sales training and best practices.   Some topics we hit on are Making training stick beyond onboarding and events The forgetting curve Becoming unconsciously competent   Separating the art and science of sales How to get better as an individual or business with no budget for training

In our work with sales reps, sales teams, and sales managers, we encounter many people who believe that sales coaching doesn't work, but many of them fail to realize that there are 5 common mistakes sales managers make when coaching. Steve Richard, founder of ExecVision, shares how to avoid those mistakes, and he suggests you start by recognizing that there's a difference between coaching and training. COACHING Training is teaching someone to do something new that the person doesn't know how to do. Coaching is helping someone do something that they do know to the point of mastery. If we expect a rep to embrace a certain behavior, we have to train him. If we don't, that failure is on us. [04:37] Then, after we've trained him, we have to overcome the “forgetting curve” which is a function of our brain's tendency to purge information. Coaching is the act of training iteratively, focusing on the person, and repeating that behavior until it becomes second nature, like tying a shoe. Consider whether your organization is struggling with any of these mistakes. 1. FAILING TO DEFINE WHAT GOOD LOOKS LIKE. We must give our teams a definition of what a call should look like. Include the key things you want them to say, the behaviors you want them to exhibit, and give them a target. Give your team members total clarity on what you want them to do. [06:11] Develop consistency among your team members so you can hit bigger numbers. Also, build a team of people who will identify these steps. Include managers, senior executives, and representatives from operations, enablement, and sales. A varied team can ensure that these decisions aren't being made by people who haven't made calls in a while. Check out the book Cracking the Sales Management Code: The Secrets to Measuring and Managing Sales Performance for clarification about metrics. Learn the difference between activity metrics that you can control — things like making phone calls and sending LinkedIn connection requests — and objectives like having conversations with people which you have less control over. Aside from simply giving your team members goals, give them a roadmap to achieve them. [08:32] How many activities should they achieve in a week to achieve their goals? Many organizations have salespeople who are “unconsciously competent,” which means they don't know why they are successful. Though it's not bad, it's impossible to scale. You can't pair a new employee with someone who is “unconsciously competent” and expect her to learn the right way to do things. 2. NEGLECTING TO TRAIN BECAUSE OF TIME. Most every sales leader intends to coach his team. [10:26] Managers typically know they have to be more consistent as a team, and they know that the way to do that is through coaching. But they also universally say that time is the thing that prohibits them from doing it. They have the greatest of intentions, but something always gets in the way. 3. MISUNDERSTANDING HOW TO TRAIN CORRECTLY. It's shocking to think of the amount of money that is spent on sales rep training. Sales managers, however, typically receive very little training. Many of them have never been taught to coach the right way. Think, for example, of a sales manager who observes a call and then immediately launches into constructive feedback. Basically, he tells you all the things you did wrong. When the sales rep hears it, his system sends a hit of the stress hormone cortisol, which triggers the “fight or flight” response. [11:46] The sales rep either defends himself by digging in his heels or he puts up a wall and stops listening. In either case, it's not good.   People don't change their behavior when cortisol is present. They change when dopamine is present. Sales managers must coach in a way that motivates sellers to learn and change. #SalesTraining CLICK TO TWEET   Instead, try the model that Jim Kennan recommends: observe, describe, prescribe. Leave the judgment on the shelf. Listen to the call. Recount what the rep did during the call. Then ask a question that prompts the seller to figure out what he could have done differently to improve the call. People value more what they can conclude for themselves than what they're told.  4. LACKING OBSERVABLE MOMENTS. If sales reps can't listen to recordings of their calls, they'll have no way to improve their performance. [18:45] They will only have vague ideas of what they think they did during the call. During the 80s, the Japanese beat us in the auto industry because they were continually improving their operational efficiency. Adopt the continuous improvement mindset that served the Japanese so well. 5. MAKING TRAINING AD HOC. Your organization's training must be habitual. It must be part of the rhythm of the company. Make your training such a part of the process that it becomes the gospel. It can be as simple as listening to 5 minutes of a call with a rep and asking for reflections. It will do good things for your company. Instead of feeling like sales managers have to do all the work, involve the sales reps in their own development. [21:15] Run call-of-the-month competitions where reps submit their best call every month with written commentary. Give people an environment in which it's fun to learn and improve. “5 COMMON MISTAKES SALES MANAGERS MAKE WHEN COACHING” EPISODE RESOURCES Connect with Steve via email or call him on his cell phone at (202) 302-3193. Check out ExecVision's Call Camp that breaks down real sales calls like game tape to evaluate what works and what doesn't. It's a free webinar that shares practical advice with sales reps, managers, and leaders to improve their effectiveness. This episode is brought to you in part by mailtag.io, a Chrome browser extension for Gmail that allows you to track and schedule your emails. It's super easy, it's helpful, and I recommend that you try it out. They are offering a 14-day free trial, and half off your subscription when you use the code Donald at checkout. This episode is brought to you in part by prospect.io, a powerful sales automation platform that allows you to build highly personalized, cold email campaigns. To learn more, go to prospect.io/tse. It will help you with your outbound to expand your outreach. It allows you to set it and forget it. Your prospecting will never ever be the same. Previously known as TSE Hustler's League, our TSE Certified Sales Program offers modules that you can engage on your own schedule as well as opportunities to engage with other sellers in other industries. I hope you enjoyed the show today as much as I did. If so, please consider leaving us a rating on Apple Podcast, Google Podcast, Stitcher, or wherever you consume this content and share it with someone else who might benefit from our message. It helps others find our message and improves our visibility. If you haven't already done so, subscribe to the podcast so you won't miss a single episode, and share with your friends! Audio provided by Free SFX and Bensound.

Read the complete transcript on The Sales Game Changers Podcast website. TED'S CLOSING TIP TO EMERGING SALES LEADERS: "There's always going to be an excuse. Some people live by the excuse, other people don't. If you truly want to affect change and if you truly want to make something of your career, in your life in general, don't accept excuses." Ted Martin is the VP of Sales at ExecVision, a leading company in the conversation intelligence space for inside sales teams. We also did a special episode with Steve Richard, the CRO over at ExecVision. Prior to coming to ExecVision, Ted was the VP of Sales at Wealth Engine where he grew a team from 0 to 50 in close to three months. Find Ted on LinkedIn!

Our guest on this episode is Steve Richard. Steve is the CRO at ExecVision which is a conversion intelligence software that empowers organization to coach people efficiently at scale, improving performance and driving revenue.    Steve and I start off the conversion discussing coaching sales reps and the difference between coaching and training. Steve introduces us to “the forgetting curve”. This principle is the foundation of the learning method known as “spaced repetition,” where material is learned then reviewed after increasingly large time gaps. Thus the reason why ongoing and consistent coaching is so important to sales development.

Read the transcript to this and all podcasts on the Sales Game Changers Podcast website. Steve Richard is the co-founder and chief revenue officer at ExecVision, a leading conversation intelligence platform. He's also the co-founder of Vorsight, a leading outsourced appointment setting company. Steve says his mission and life's work is to help sales professionals become wildly successful. He believes that the quality of sales conversations matters, yet the profession of sales largely misses the mark on teaching sales reps how to have great conversations. After 10 years as a sales trainer Steve learned that the only way to achieve his mission was through the use of technology to help more sales professionals worldwide.  Outside of entrepreneurship and business, Steve volunteers for Columbia Lighthouse for the Blind and is an avid scuba diver, skier, runner, football watcher, dad to 4 little kids, and husband to the best wife in the world. Find Steve on LinkedIN!

Whiskey & Cigarettes Interview W/Steve Richard by DJ Nik

Steve Richard is a legend in the Sales Development space. From starting his own Sales Development appointment setting company to teaching countless SDRs how to do their jobs better, Steve has done it all and seen it all with regards to prospecting, team building and entrepreneurship. With his current venture, Execvision, he’s on the front lines of leveraging technology to help Sales professionals get better at their jobs and make a bigger impact to the bottom line. Listen to this legend break it all down on today’s show, and then go sign up for one of his free Call Camps! https://www.execvision.io/call-camp/

Full Notes https://www.salestuners.com/steve-richard/ Takeaways Failure Is Part of the Process: No one remembers the deals they win; they remember the deals they lost. There is a psychological reason for this that is rooted in the scientific makeup of the mind. When emotions are extremely high or there is a high level of anxiety, our brains are essentially programed to make us remember those moments. Instead of letting those moments haunt you, turn them into opportunity. Once you accept that mistakes happen and move on, it’s easier to choose to learn something from almost any sticky situation. You Determine How Successful You Become: It is much more common to fail at the start than it is to become the next overnight success story. What you do with that knowledge determines the path you will take. It’s up to you to decide. You own your own development. If you fail, own it because if you don’t fail, you’re never going to learn. Focus on One Thing at a Time: Make time to review calls either on your own or as a team. Instead of repeating the same mistakes over and over and expecting different results, review your calls, find out what works, and focus on one thing at a time and put it into practice. Book Recommendation The Joshua Principle by Tony Hughes Sponsor Octiv – Transform the way your sales assets are created, distributed and tracked around the world. Because a better sales process is a better buying experience.

In this episode we talk to Steve Richard, Founder and CRO at ExecVision.

Steve Richard whose mission in life is to help as many sales professionals as possible to become wildly successful. He has been featured in numerous publications including The Harvard Business Review, The Washington Business Journal, and The Washington Post. Outside of work, Steve enjoys scuba diving, skiing, running, and people-watching. He’s from Arlington, VA, with his wife Ellen and their 4 kids all under the age of 7. Famous Five: Favorite Book? – RSVP Selling What CEO do you follow? –  Tony Bates Favorite online tool? — Owler Do you get 8 hours of sleep?— No If you could let your 20-year old self, know one thing, what would it be? – “You got to start with the technology company in the beginning because you’re going to create much more impact on people’s lives”   Time Stamped Show Notes: 01:58 – Nathan introduces Steve to the show 02:45 – Steve shares the idea of ExecVision 03:17 – ExecVision is a SaaS business 03:20 – There are 50 organizations who are currently using ExecVision 03:34 – ExecVision allows you to access, analyze, and share call records 04:20 – Average pay per user per year and how it ranges per sales person 04:54 – Average MRR 05:24 – Sales professionals love ExecVision 06:04 – ExecVision has coaching requests for their customers 06:37 – Every month there’s a high volume of requests for coaching 07:13 – ExecVision has voice recognition 07:52 – Richard shares how their customers find valuable keywords in ExecVision 09:15 – Richard was running Vorsight before ExecVision 09:50 – People pay per meeting 10:02 – Richard used the profitability of Vorsight to fund ExecVision 10:15 – Richard has raised capital for ExecVision 10:58 – Richard shares what drives them 11:38 – They have raised around $1M 11:50 – Richard acquired ExecVision in April, 2015 12:07 – None of the original people from ExecVision are still working with the company, but they have equity 12:26 – Retention is 90% annually  13:38 – CAC 14:42 – Total head count is 15 14:55 – ExecVision is based in Arlington, Virginia 15:27 – First year revenue 16:08 – Connect with Richard through Call Camp 18:30 – The Famous Five   3 Key Points: Use your stress to CREATE an idea to relieve that stress. Sales professionals who analyze and assess feedback well WILL improve in their field. Make something that adds value to people’s lives.   Resources Mentioned: Acuity Scheduling – Nathan uses Acuity to schedule his podcast interviews and appointments Drip – Nathan uses Drip’s email automation platform and visual campaign builder to build his sales funnel Toptal – Nathan found his development team using Toptal for his new business Send Later. He was able to keep 100% equity and didn’t have to hire a co-founder due to the quality of Toptal Host Gator – The site Nathan uses to buy his domain names and hosting for the cheapest price possible. Audible – Nathan uses Audible when he’s driving from Austin to San Antonio (1.5-hour drive) to listen to audio books. The Top Inbox  – The site Nathan uses to schedule emails to be sent later, set reminders in inbox, track opens, and follow-up with email sequences Jamf – Jamf helped Nathan keep his Macbook Air 11” secure even when he left it in the airplane’s back seat pocket Call Camp – Steve’s Call Camp Movement website Show Notes provided by Mallard Creatives

Steve Richard | CRO, ExecVision | How To Consistently Run the Best Sales Calls by Enterprise Sales Podcast

Game film is a integral part of any football team's activities. Oddly, in sales many don't use game film. With the ability to record calls in an easy-to-use interface companies can create a structure to have managers and reps coaching each other. In this episode, CRO of ExecVision Steve Richard, talks about how companies are creating coaching programs that actually work. In This Episode You'll Learn: How to capture call recordings in compliance with State and Federal laws The one InsideSales.com PowerDialer feature you’re likely not using Step-by-step call coaching playbook: why, who, when, how How to break call recordings like Jon Gruden breaks down game film on ESPN Links and Resources Mentioned in This Episode: 26: Owning the Sales Conversation w/Josh Harcus @TeamHuify 12: How I Broke the Rules and Doubled Oracles' Inside Sales Revenues w/Dan Freund @InsideSales.com Coaching Webinar with Gabe Larsen and Steve Richards ExecVision.io

Reviewing your pipeline, making sure you have your fundamentals in place, taking a look at what's working and making sure your reps and your team are performing optimally...all are vital to your sales success. Today's guest, Steve Richard, is a perfect fit for our recent conversations. Steve Richard is the founder of Vorsight and Chief Revenue Officer of ExecVision. “Chop the dead wood out of your pipeline.”  Sales managers should be identifying what reps could be doing in the field to improve - more isn't always better. The conversations sales reps have with customers is an asset. Get them into your CRM system.  Get Steve's advice on how to coach your sales reps and make sure they are taking ownership of their own work - listen to one of your own sales calls per week. Cull the time spent on coaching. Even the best need coaching - continual improvement is the key. Ask yourself: What do my best reps do differently? This is a powerful episode filled with actionable tips for making the most out of your reps' sales calls. Don't miss it!

I LOVE it when I get seeded! I was seeded a little while back from long time listener Steve Keil from The Laser Group to go to a corporate race day with a Porsche V8 Supercar that The Laser Group sponsors. I think it's fair to say that this episode is the highest octane, adrenalin pumping full throttle show I have ever produced. Have you ever wondered what the ROI on sponsoring a race car is? I've often wondered what the point was in having your logo on a race car that was belting down the race track at 200 km/hr. Is it really good brand awareness? Is it really worth the money? How much does it cost anyway? In this episode I take you along for the ride (literally). I had a microphone on me all day and interviewed Steve Keil about why he decided to sponsor a race car, and it may not be the reasons you think. I also had the chance to interview V8 supercar racing legend Steve Richards about his car which is his business and his approach to obtaining great sponsors. I spoke to some Laser Group staff and some of their clients to really get the full picture on the whole racing car sponsorship thing.   By the end of this episode if nothing else you will be entertained. You will also have a clearer picture of what it means to sponsor a racing car and a whole new perspective on staff and client engagement. The verdict? I'm all for it! Thanks so much to Steve Keil and The Laser Group for seeding me, and also Steve Richards for keeping me alive! Enjoy this one team, I know I did!        EPISODE TIMELINE   02:08  Welcome & overview 02:55  Insights into WebCentral 04:04  Today's introduction to the race day 17:30  Cornerstone Business Solutions 18:50  Race day - Part 2 34:08  My top 3 attention grabbers from the race day 36:46  Wrap-up and insights in to next week's guests      EPISODE SPONSORS (PLEASE SUPPORT THEM)   WebCentral listener offer – Helping your website get found, fast.   Cornerstone Business Solutions Reduce your business running cost by up to 90%    RESOURCES & LINKS MENTIONED   The Laser Group's official website Steve Richard's official racing site Small Business Big Marketing Blog: Seeding, Sponsorship and Social Media Episode 14 - How seeding can help grow your brand Buy Timbo's new marketing book The Boomerang Effect    OVER TO YOU …   What was your biggest marketing learning or ah-ha moment from this episode? Leave your comment below. My guest and I respond to each and every comment. See omnystudio.com/listener for privacy information.

Most companies record their sales calls, but few of them are doing anything with those recordings. Your sales calls hold powerful information that will be able to help future sales reps. It’s not like brand new problems are constantly arising, you’re typically dealing with the same problems different reps. In this episode, Steve Richard, Founder and CRO of ExecVision.io, shares the 5-step process on how to actually use your recorded sales calls and practical advice about sales recording laws. If you’re looking for more information on what works and what doesn’t on real sales calls, and how to apply it in your sales life, register for ExecVision.io’s free Call Camp.

Steve Richard shares how to listen to your customer more and use data to help shape your business using data that comes from unfiltered information and conversations from your customers. ThinkLikeAJournalist.com See the show notes.

In this episode, Steve Richard (co-founder of Vorsight and VorsightBP) discusses using call recording techniques to train sales reps.