Podcasts about strategic sales

Randy Crabtree connects with business development specialist Chris Cocca on Episode 210 of The Unique CPA. The President of Strategic Sales and former actively practicing CPA, Chris now specializes in helping accounting firms grow and scale by identifying and leveraging their rainmakers, implementing effective business development processes, and formalizing sales methodologies. Focusing on efficiency in business development and highlighting the importance of having a sales leader within the firm, Chris emphasizes the need for a tailored approach to coaching salespeople and aligning business development with firm growth goals on a person-to-person level. Get the full show notes and more resources at TheUniqueCPA.com

Domino's leaders, Jim Zimmer and Kris Holley, along with DMI's Rebecca MacKay Allen, speak with DMI's Scott Wallin about the success of the Domino's Smart Slice program with schools. They highlight the 16-year partnership, which has grown from 300 to 21,000 schools, serves over 59 million slices of pizza, and sells an additional 3 million pounds of cheese. They also discuss future goals, including international expansion and improving pizza crust to enhance cheese sales. The long-time partnership's success is attributed to shared values and community focus between dairy farmers and Domino's franchisees.   Tune in to find out! To learn more about the national dairy checkoff and your local dairy checkoffs, please visit dairycheckoff.com Host & Guest: ·      Host: Scott Wallin, Vice President of Farmer Communications & Media Relations, Dairy Management Inc. ·      Guest: Jim Zimmer, Marketing Manager for Domino's Strategic Sales. ·      Guest: Kris Holley, Director for Domino's Strategic Sales. ·      Guest: Rebecca MacKay Allen, Senior Vice President, Growth Platforms and Partnerships for Dairy Management Inc.

This week on Revenue Rehab, Brandy Starr is joined by Jamie Walsh, a seasoned expert in go-to-market strategies with over 10 years in B2B SaaS. Together, they break down how a company overcame the entrenched challenge of sales and marketing misalignment, turning a reactive and fractured go-to-market approach into a proactive, revenue-aligned engine. They discuss Jamie's strategic use of empathy and targeted alignment with top sales performers, sharing real-world insights on achieving cohesive team operations and driving significant revenue growth. If you're looking to enhance alignment and efficiency in your sales and marketing teams, this episode is for you.  Episode Type: Case Study  Revenue leaders who've been in the trenches share how they tackled real challenges—what worked, what didn't, and what you can apply to your own strategy. These episodes go beyond theory, breaking down real-world implementation stories with concrete examples, step-by-step insights, and measurable outcomes.  Bullet Points of Key Topics + Chapter Markers:  Topic #1: Overcoming Sales and Marketing Misalignment [00:00:35] Brandy Starr introduces sales and marketing misalignment as a costly challenge resulting in inefficiency. Jamie Walsh recounts his experience with siloed teams and how he built a proactive revenue-aligned machine. The discussion emphasizes the importance of co-owning success and consistent messaging to avoid expensive pitfalls.  Topic #2: Leading Through Empathetic Leadership [00:08:55] Jamie Walsh shares how his unique background in various roles within the company enabled him to lead with empathy. By understanding different team motivations, he fostered trust and credibility, essential for aligning sales and marketing. His approach included open conversations and understanding, which helped bridge the gaps between departments.  Topic #3: Strategic Competitive Enablement [00:22:34] Jamie Walsh discusses the introduction of a competitive enablement program that targeted top competitors. He highlights how focusing on the top five competitors led to significant wins, including closing the largest deal in company history. This strategic decision showcases the impact of prioritizing resources and aligning efforts for maximum competitive advantage.  The Big Win  Through strategic deal support and competitive enablement, Jamie Walsh helped his company close the largest deal in its history, demonstrating the power of proactive sales and marketing alignment.  Key Learning If you were talking to someone with the same challenge that you were before solving this, what's the first thing you'd tell them?  Jamie emphasized the importance of having clarity on objectives right from the start. He advised identifying the biggest problems that need tackling within a short time frame, like 90 days, to make a noticeable impact. Building a plan that focuses on efficiency and alignment with clear goals ensures meaningful progress.  Buzzword Banishment Jamie's buzzword to banish is "optimize." He dislikes this term because it is overused and implies that the opposite would be to degrade, which doesn't make much sense. Jamie believes that the constant use of "optimize" doesn't add value, as it's a given that everyone wants things to work at their best.  Links:  LinkedIn: https://www.linkedin.com/in/jamiepwalsh/   Subscribe, listen, and rate/review Revenue Rehab Podcast on Apple Podcasts, Spotify, Google Podcasts , Amazon Music, or iHeart Radio and find more episodes on our website RevenueRehab.live  

In Day 3 of DBE Live, Jess is walking you through Creating Your Irresistible Offer.  Listen in as Jess breaks down the difference between great marketing and coaching, the 3 things that need to happen before the “yes”, the 8 phases of launch and the importance of list building and how to get started! This training is a MUST if you want to ensure your sales machine is set up for success! Register for DBE Live Experience here: https://www.jessglazer.com/dbelive2025 Get on the VIP Priority list to be the first to know doors open! Join here.  As always, cheers to your evolution! Connect with Jess Instagram: @iamjessicaderose  TikTok: @iamjessicaderose YouTube: Jessica DeRose 

Why might hiring junior sales reps be the best first step for scaling your business?In this episode of The Hard Corps Marketing Show, Casey reconnects with JP Rinylo, Founder & Principal Consultant at Starting Point Associates. They explore why hiring junior sales reps instead of senior VPs may be the key to successful scaling for early-stage B2B startups. JP explains the common pitfalls of relying too much on senior hires and highlights the benefits of investing in junior talent who can grow with your company.They also discuss the importance of creating strong foundational sales processes and pitch decks, aligning your team with company culture, and how to maintain a healthy work-life balance for long-term success. To wrap up, JP offers practical advice for CEOs and business owners on how to transition from founder-led sales to a scalable, sustainable growth model.In this episode, we cover:Why junior sales reps can be a smarter choice for early-stage B2B startupsHow building foundational sales processes and pitch decks drives growthThe role of company culture in scaling sales effortsTips for transitioning from founder-led sales to scalable growthIf you're looking to scale your business effectively, tune in for expert strategies and tips that will set you up for lasting success!

Christyne Gray is a distinguished accountant, inventory planning expert, cash flow efficiency coach, certified tax specialist, and the visionary founder of She Profits Now. With a career spanning over 25 years, she has been a serial entrepreneur focusing on the retail industry since her college days. She has dedicated her career to helping high-achieving retail industry entrepreneurs create profitable and impactful businesses through her Financially Fabulous Coaching Program and her extensive experience in financial directorship and leadership.Highlight Bullets> Here's a glimpse of what you would learn…. Importance of a profitability-focused mindset for e-commerce entrepreneurs.Overview of the "infinite financial loop" framework for financial management.Analyzing past sales metrics to identify strengths and areas for improvement.Recognizing opportunities and gaps in performance to inform strategic decisions.Planning for future profitability through actionable goal setting.Significance of effective inventory management and its impact on cash flow.Continuous evaluation and adjustment of financial strategies as businesses evolve.Creative approaches to financial management to engage entrepreneurs.Key financial metrics to monitor for better decision-making.Strategies for categorizing expenses to identify potential cost savings.In this episode of the Ecomm Breakthrough Podcast, host Josh Hadley interviews Christyne Gray, founder of She Profits Now, to discuss an "infinite financial loop" designed to boost e-commerce profitability. Christyne shares her expertise in accounting, inventory planning, and cash flow efficiency, emphasizing the importance of a profitability-focused mindset. Key takeaways include the 40-20-40 cash flow management rule, strategic inventory control, and the necessity of regular financial assessments. By following Christine's actionable steps, entrepreneurs can better manage their financials, optimize spending, and drive their businesses toward sustainable growth and higher profitability.Here are the 3 action items that Josh identified from this episode:Regular Financial Reviews & Profitability FocusSchedule consistent financial reviews to monitor your business's financial health and embrace a profitability-focused mindset. Invest in financial education to better understand key metrics and use that knowledge to make informed decisions that drive long-term sustainability.Strategic Sales & Inventory AnalysisContinuously analyze your sales and inventory metrics. Use customer segmentation and tools like Google Analytics to track performance. Apply the 40-20-40 rule for inventory pricing: 40% to cover cost, 20% for profit, and 40% for expenses to maintain balanced cash flow.Goal Setting & Continuous OptimizationImplement a SMART goal-setting process to plan for growth based on your sales data and inventory insights. Treat financial management as a continuous loop, revisiting and adjusting strategies regularly to stay adaptable and responsive to market conditions.Resources mentioned in this episode:She Profits NowAtomic HabitsChatGPT (Pro Version)Special Mention(s):Adam “Heist” Runquist on LinkedInKevin King on LinkedInMichael E. Gerber on LinkedInRelated Episode(s):“Cracking the Amazon Code: Learn From Adam Heist's Brand Scaling Secrets” on the eComm Breakthrough Podcast“Kevin King's Wicked-Smart Tips for Building an Audience of Raving Fans” on the eComm Breakthrough Podcast“Unlocking Entrepreneurial Greatness | Insider Secrets With E-myth Author Michael Gerber” on the eComm Breakthrough PodcastEpisode SponsorSponsor for this episode...This episode is brought to you by eComm Breakthrough Consulting where I help seven-figure e-commerce owners grow to eight figures. I started Hadley Designs in 2015 and grew it to an eight-figure brand in seven years.I made mistakes along the way that made the path to eight figures longer. At times I doubted whether our business could even survive and become a real brand. I wish I would have had a guide to help me grow faster and avoid the stumbling blocks.If you've hit a plateau and want to know the next steps to take your business to the next level, then go to www.EcommBreakthrough.com (that's Ecomm with two M's) to learn more.Transcript AreaJosh Hadley 00:00:00  Welcome to the Ecomm Breakthrough podcast. I'm your host, Josh Hadley, where I interview the top business leaders in e-commerce. Past guests include Kevin King, Aaron Cordova's and Michael E Gerber, author of the E-myth. Today I am speaking with Christyne Gray. She is the founder of She Profits Now and today we are going to be talking about an infinite financial loop to make your business more profitable. This episode is brought to you by Ecomm Breakthrough, where I specialize in investing in and scaling seven figure e-commerce companies to eight figures and beyond. If you're an ambitious e-commerce entrepreneur looking for a partner who can help take your business to the next level, my team and I bring hands on experience, strategic insights, and the resources needed to fuel your growth. So if you or someone you know is ready to scale or looking for an investment partner, reach out to me directly at Josh at Ecomm Breakthrough dot com. That's e-comm with two M's. And then let's turn your dreams into re...

"2025 is the year of inference." Todd Pond, AWS Director of Strategic Sales, is out in the field with commercial customers every day, helping them leverage technology to solve their biggest problems, accelerate innovation and transform their businesses with AI. He and his team have a deep understanding of these companies - the challenges they're up against, their limited resources, their unique value propositions, and how to enable their growth with maximum ROI. In this episode, we are happy to have Todd back again to discuss what were the 2024 trends, what were the pleasant surprises, his actionable insights and some recipe for success in 2025 and beyond.

Andrew Cohen, the Executive Vice President of Strategic Sales at Netsurit, steps into the spotlight to share his fascinating journey from a digital transformation company to a global managed service provider. With a wealth of experience and an entrepreneurial spirit, Andrew delves into the world of AI innovations at Netsurit, aiming to boost productivity and profitability for small to medium enterprises. He discusses how the challenges of the COVID-19 pandemic sharpened his resolve and highlights the crucial role of continuous learning in overcoming obstacles and achieving success.  Listeners get a front-row seat as Andrew recounts his unexpected career transitions, from an aspiring athlete and fine art major to a sales leader. Hear firsthand how he navigated the exhilarating shift from entrepreneurship to sales after an acquisition, discovering a natural affinity and passion for the latter. Despite initial hesitations, Andrew found joy and authenticity in connecting with clients and solving their business challenges, demonstrating that even introverts can thrive in sales with the right approach.  This episode also delves into the transformative aspects of Andrew's career, including the importance of strategic hiring and motivation in driving business growth. Andrew opens up about the complexities of transitioning sales roles, revealing the insights he's gained from managing both small businesses and being part of larger organizations. From balancing work and family life to engaging with customers, Andrew's story offers invaluable lessons on authenticity, personal growth, and the power of CRM systems in streamlining sales activities. Join us for an inspiring conversation with a sales leader whose journey is as compelling as his strategies are effective. Andrew earned his BA in Studio Arts from the University of North Carolina, Chapel Hill where he also was a four-year varsity soccer player.   Since 1997, Andrew had been the CEO and Managing Partner at EVOKE, an award-winning Digital Transformation company that partners with our clients to build modern workplace solutions for nearly every common organizational and technological challenge imaginable. In 2019, Andrew launched the EVOKE Engage division that focuses on automation and streamlining of processes. This now allows Netsurit to provide our clients with guidance and solutions on using technology to maximize ROI.  Andrew also serves on the following boards:  Red Cross (Hudson Valley): Board of Directors (Chair)  People USA: Board of Directors (Chair)  Pathfinder FC: Board of Advisors  An avid soccer fan and player, Andrew can be found watching or playing soccer when not in the office as well as spending time with his family.    Quotes: "I never imagined my path would lead me to sales, but the transition from being an athlete and fine art major to a sales leader has been exhilarating and rewarding."  "The COVID-19 pandemic sharpened my resolve and taught me the invaluable lesson that continuous learning is key to overcoming obstacles and achieving success."  "Despite being an introvert, I've discovered a natural affinity for sales, finding joy in connecting with clients and solving their business challenges."  "Leveraging AI for business growth isn't just about technology; it's about understanding and enhancing the business processes for small to medium enterprises."    Links:  Andrew's LinkedIn - https://www.linkedin.com/in/andrew-cohen-91945a4/ Netsurit - https://netsurit.com/en-us/ Get this episode and all other episodes of Sales Lead Dog at https://empellorcrm.com/salesleaddog 

In today's episode of The Story of a Brand, I interview Neal Goyal, a passionate leader and VP of Strategic Sales at Disco.  Neal shares his fascinating journey from sales executive to mentor and industry leader alongside his insights on the evolving e-commerce landscape. From driving innovation in customer acquisition to helping brands unlock new revenue streams, Neal offers a wealth of knowledge and inspiration. Here are some highlights from our conversation: * From Sales to Leadership: Neal's career shift from a top-performing sales executive to an advocate for mentorship and team success. * The Power of Post-Purchase: How Disco Network helps brands monetize post-purchase real estate for added profitability. * Customer-Centric Advertising: Using AI and machine learning to target high-value customers across an integrated ad network. * Driving LTV Growth: Why lifetime value is critical for profitability and how brands can achieve it with innovative tools. * Monetizing Real Estate: Turning underutilized website spaces into profit centers with Disco's retail media network capabilities. Join me, Ramon Vela, in listening to this insightful episode as Neal shares his passion for leadership, customer-centric innovation, and how Disco Network is helping brands thrive in an ever-competitive market. For more on Disco, visit: https://www.disconetwork.com/ If you enjoyed this episode, please leave The Story of a Brand Show a rating and review.  Plus, don't forget to follow us on Apple and Spotify.  Your support helps us bring you more content like this! * Today's Sponsors: Compass Rose Ventures - Advisor for CPG Brands: https://compassroseventures.com/contact/ Compass Rose Ventures can help your CPG brand increase customer lifetime value, Expand into the US market, Create an omnipresent and omnichannel footprint, Optimize customer journeys, Build brand communities, and more. Visit the link above.  SARAL - The Influencer OS for Brands: https://storybrandoffer.com/ SARAL is the all-in-one influencer platform that finds brand-aligned creators, automates outreach, and manages everything in one place. Try it risk-free with an extended 14-day trial, exclusively for The Story of a Brand Podcast listeners. Start today! Visit the link above. 

In our latest episode of Mastering Modern Selling, Brandon, Carson, and Tom welcome the brilliant Liz Heiman. With deep roots in sales, thanks to her father's seminal book Strategic Selling, Liz brings invaluable insights on how to transform sales operations. Here's a breakdown of her expert advice on building robust sales systems that drive sustainable growth.Sales Strategy Over Process: Liz emphasizes that most companies mistakenly start with sales processes without a clear strategy. For an effective sales operating system, it's crucial to first define your business strategy. Understand your goals, target audience, and market positioning. Without a well-defined strategy, any process you put in place is just guesswork.Lead Generation & Pipeline Clarity: A successful sales system combines marketing and sales efforts to generate quality leads. Liz highlights that organizations need to understand where their leads are coming from (inbound, cold calls, trade shows, etc.) and have a clear plan for lead generation. It's not just about setting revenue targets but knowing how many leads, proposals, and conversations are required to hit those numbers.Sales Management as a Support Function: Effective sales management isn't about controlling salespeople but rather supporting them. Liz points out that management often falls into the trap of funnel reviews that lack substance. Instead, managers should focus on providing clear meeting agendas, timelines, and coaching sessions tailored to individual needs. This creates a supportive environment that helps salespeople thrive.Sales Compensation and Alignment: Misalignment between sales strategies and compensation structures can lead to salespeople prioritizing short-term wins over long-term goals. Liz stresses the importance of incentivizing behaviors that align with company objectives. If your salespeople are not following the strategy, it's often due to a lack of clear expectations and reinforcement.Leveraging Technology Wisely: While technology can enhance efficiency, Liz warns against overwhelming sales teams with multiple tools that create chaos. The goal is to streamline processes, making it easier for salespeople to focus on selling rather than managing tools. Implement technology that truly supports the sales journey and integrates seamlessly into daily workflows.Liz Heiman's insights are a masterclass in designing sales systems that are strategic, scalable, and supportive. By focusing on strategy first, aligning compensation, and using technology judiciously, companies can build a sales ecosystem that drives consistent growth. Don't miss out—your next big idea could be just one episode away! This Show is sponsored by Fist BumpYour prospecting partner to authentically fill your pipeline with ideal customers. Check out our Live Show Events here: Mastering Modern Selling Live ShowSubscribe to our Newsletter: Mastering Modern Selling Newsletter

In this conversation, Ken Lundin and I explore the dynamics of sales growth, the impact of technology on communication, and the importance of curiosity in sales. We discuss the myths surrounding product-led growth, emphasizing the need for a client-centric approach. The conversation also touches on the challenges faced by modern salespeople, the role of AI in sales communication, and the necessity of proper sales training and skill development. And Ken shares insights on launching 'Get Sales Fit', a newsletter aimed at helping sales professionals improve their performance while maintaining a healthy work-life balance. Chapters 00:00 The Power of Technology in Sales and Parenting 03:04 Curiosity and Its Impact on Sales 06:06 The Myths of Product-Led Growth 08:52 Client-Centric Selling: Understanding Customer Needs 12:10 The Challenges of Modern Sales 14:57 The Role of AI in Sales Communication 18:03 Sales Training and Skill Development 21:10 The CRM Conundrum 24:03 Understanding Sales Processes 25:56 Testing and Metrics in Sales 28:06 Cold Email Strategies 29:54 Marketing and Client Engagement 31:58 The Role of Sales in Business 34:02 Advertising Strategies and Trends 35:46 Launching 'Get Sales Fit' GUEST INFO: Get his free book: https://drivingtraction.com/ Guest LinkedIn: https://www.linkedin.com/in/kglundin/ Guest Site: https://revheat.com/ Get Sales Fit: https://newsletter.getsalesfit.com/ Join The Inner Circle: https://info.wesschaeffer.com/inner-circle-silver Market like you mean it. Now go sell something. SUBSCRIBE to grow your sales. https://www.youtube.com/@TheSalesWhispererWes ----- Connect with me: Twitter -- https://twitter.com/saleswhisperer LinkedIn -- http://www.linkedin.com/in/thesaleswhisperer/ Podcast -- https://feeds.libsyn.com/44487/rss BUSINESS GROWTH TOOLS https://12WeeksToPeak.com https://CRMQuiz.com https://MakeEverySale.com

In this episode Derek Wellington Johnson discusses the importance of vision, strategy, and execution in business and shares insights from his books, 'The Wisdom of Leaders' and 'The Strategic Sales Leader.' Marcus and Derek's conversation covers the gap between theory and action, the significance of congruency between words and actions, and the evolving landscape of sales and leadership. Derek emphasizes the importance of creating transformational relationships over transactional ones and the critical role of integrity in sales. The discussion also delves into human psychology, cognitive load, and the necessity of periodic stillness to sharpen one's mental edge. Episode Highlights: 06:54 Misconceptions in Sales Tactics 11:39 The Three-Legged Stool of Business Success 20:54 The OODA Loop and Business Strategy 24:57 The Rise of a Pizza Empire 29:40 Reducing Friction in Sales Processes 30:44 The Importance of Cognitive Load Management 39:04 The Role of Integrity in Sales 40:12 Navigating the Modern Sales Landscape Derek Wellington Johnson brings a rich legacy of leadership, strategic insight, and tech expertise. With his father having served under General Patton in WWII, Derek's foundation in strategy runs deep. As a military veteran and seasoned leader in the tech and startup worlds, he has over 20 years of sales leadership experience. Mentored by Brian Tracy, he's led sales teams for established firms and cutting-edge startups alike. A recognized expert, Derek has been featured in top publications like Inc. Magazine and CIO Magazine and serves on UC Riverside's advisory board, guiding leaders in transformative, disruptive leadership. Find his books here: https://www.amazon.com/stores/author/B0CPHZ71J2/allbooks?ingress=0&visitId=4b65357d-764f-4f94-94a5-962e371b7d5a Learn more about the gift of Adversity and my mission to help my fellow humans create a better world by heading to www.marcusaureliusanderson.com. There you can take action by joining my ANV inner circle to get exclusive content and information.  See omnystudio.com/listener for privacy information.

Welcome to another episode of Category Visionaries — the show that explores GTM stories from tech's most innovative B2B founders. In today's episode, we're speaking with Scott Dorey, Co-Founder of OpenPath, a payments platform that's raised $25 Million in funding. Here are the most interesting points from our conversation: OpenPath's Unique Approach: OpenPath started as a middleware for merchants, helping them manage checkout processes, accept payments, and mitigate chargebacks and fraud. They've now evolved to offer instant direct payments using real-time bank transfers, eliminating fraud and streamlining payment processing. Evolution of the Product: The initial idea was sparked by a co-founder's vision. Over time, they saw an opportunity to partner with another payments company, leading to the creation of a new product—real-time, fraud-free bank transfers. The Fraud and Chargeback Problem: Scott highlighted the pervasive issue of chargebacks in e-commerce, which can cause significant financial strain on businesses. OpenPath's solution drastically reduces these issues by simplifying and securing the payment process. Seamless Merchant Onboarding: OpenPath has streamlined the process for merchants to integrate its technology, reducing development time and effort. This has enabled even large-scale merchants, like Lululemon, to quickly adopt their platform. Strategic Sales and GTM Execution: OpenPath built a robust sales pipeline well before their product was fully deployed. By dividing sales into industry verticals, they ensured the product reached the right decision-makers from the start. Future Expansion Plans: While OpenPath is currently focused on the U.S. market, with all regulatory approvals in place, Scott shared their plans to expand into Europe in the near future, where regulations are slightly more relaxed, making it an easier market to enter.   //   Sponsors: Front Lines — We help B2B tech companies launch, manage, and grow podcasts that drive demand, awareness, and thought leadership. www.FrontLines.io The Global Talent Co. — We help tech startups find, vet, hire, pay, and retain amazing marketing talent that costs 50-70% less than the US & Europe.  www.GlobalTalent.co  

Recorded live from BigSummit, Phillip and Brian join John Affourtit (Senior Director of Strategic Sales at Attentive) and Melissa Dixon (Senior Director of Content Marketing at BigCommerce) to share expert insights on the future of consumer behavior. Dig into the newest Future Commerce & BigCommerce report: New Modes, Redefining Personalization In the Age of AI and learn how brands can stay ahead of ecommerce's rapidly evolving landscape – from the rise of “omnimodal” shopping to AI's growing role in personalization. Listen now!The New Consumer JourneyKey takeaways:{00:09:30} "Consumers are shifting from an omnichannel shopping journey to an omnimodal shopping journey." – Phillip Jackson{00:17:30} “One of the things that we found that was super interesting is that the scroll set, which is the youngest generation, is that their mode of shopping is highly influenced by how they feel. And this is a challenge because right now, context is collapsing.” – Brian Lange{00:19:15} "If a brand's website is hard to use, they think less of the brand itself." – Brian Lange{00:28:45} "What I'm most excited about is kind of realizing some of the promises of personalization that we've heard about for so long, specific to things like segmentation and identity and all of the promise of 1-1 communications. AI actually enables us to do that, which is pretty spectacular.” – John AffourtitAssociated Links:Read our latest report, New Modes: Redefining Personalization in the Age of AI.Learn more about our partners BigCommerce at bigcommerce.com. Check out Future Commerce on YouTubeCheck out Future Commerce+ for exclusive content and save on merch and printSubscribe to Insiders and The Senses to read more about what we are witnessing in the commerce worldListen to our other episodes of Future CommerceHave any questions or comments about the show? Let us know on futurecommerce.com, or reach out to us on Twitter, Facebook, Instagram, or LinkedIn. We love hearing from our listeners!

In this episode of Zero to CEO, I speak with successful sales executive Gregg Murphy about scaling strategic sales teams. Join us as we welcome Gregg, a seasoned sales leader with over 20 years of experience in strategic sales. Gregg has a proven track record of transforming sales processes and developing award-winning sales teams. In this conversation, he shares insights from his latest book, Sales Sucks, co-authored with Mike Latch. The book captures their journey and expertise, offering strategies needed to successfully scale your strategic sales team and avoid common pitfalls. Tune in to learn how strategic sales differ from other types of sales, the power of a good process and script, the importance of proper training and management, the creation of custom tools, and the necessity of embracing change. Join the waitlist for the launch of ‘Sales Sucks' at www.salespatter.io/salessucks

Welcome back! In this episode, Andy sits down with Nick Capozzi, CEO at The Future of Health, and Co-Founder of Splice Video, and Chet Lovegren, Strategic Sales and Leadership Consultant at The Sales Doctor. to talk about the some of the biggest issues in B2B selling right now. Chet emphasizing the unnecessary complications introduced over time, while Nick highlights the issue of rigid frameworks stifling innovation. The discussion explores themes such as focusing on human connections, creativity in prospecting, and the importance of industry and business-specific knowledge. They also discuss the contrasting methodologies, SDR roles, and the effectiveness of in-person interactions, proposing a shift towards full-cycle AEs for better sales performance.Host Andy Paul is the expert on modern B2B selling and author of three best-selling, award-winning sales books, including his latest Sell Without Selling Out. Visit andypaul.com to subscribe to his newsletter for even more strategies and tips to accelerate your win rate.

In Episode 77 Mike can barely contain his excitement as he announces a new addition to the team!   Dennis Sorenson, often described as the most driven and most strategic sales leader with whom Mike has worked, has not only joined our team but he joins us for this value-packed episode.  Listen in as Mike has Dennis unpack three of the powerful approaches (philosophies) that have made him such a successful sales executive… The concept of AMBITION The compelling reasons these first three P's (Plan, Prepare, and Practice) come before the fourth (Play) The prioritization of EXECUTION ___________________________________ This episode is sponsored by Pursuit Sales Solutions. If you are looking for help adding A-player talent to your team, contact Mike's friends at pursuitsalessolutions.com/weinberg

Today's episode welcomes Sahil Mehra, Head of Strategic Sales at Nooks - an AI-Powered Parallel Dialer & Virtual Salesfloor powering the best SDR and BDR teams. They help train the team, boost conversion rates, and multiply connect rates all while having fun in the Nooks platform. Sahil also has 6 years of experience running a go-to-market agency for B2B tech companies.Sahil's path to his previous agency started by working as an SDR, AE and Sales Leader in multiple tech startups. Over the years, he realized that all early stage startups suffer from the same GTM caveat - they don't have a recognisable brand.This becomes a huge inefficiency for revenue teams, as your sellers are seeing unfavorable engagement metrics across the sales process and get stuck building trust from 0. A big part of building a known brand is working with those who your ICP already trusts - that's why Sahil took a full-cycle sales approach with his clients to make sure they close logos that bring much needed credibility to new brands.If you blindly follow every LinkedIn thought leadership post when tweaking your GTM motion, you're very likely to fail. A huge portion of content has one single goal - explain why you're in pain and position a product as the solution. This often leads to people investing in methods that don't work in their market. Tune into the full episode to learn more on how to build an outbound motion that works in 2024!KEY INSIGHTS:01:07 Why early-stage startups have bad sales metrics03:10 Oversimplification of outbound sales04:45 Why most GTM advice doesn't work for you06:58 More tools =/= more results11:01 Building a cold calling culture14:10 Remote vs in-office sales 18:45 Email only won't cut it in 202422:28 The future of outboundConnect with the guest, Sahil MehraConnect with the host, Kevin WarnerCheck out Nooks

Michelle Strong, Verizon Business Director Small & Mid-Size Business, joined the show to discuss Verizon's "Small Business Days." Michelle Strong is the Director for Small and Midsize Businesses at Verizon Business. In this role, Michelle is responsible for leading a team of over 115 sales professionals in the Mountain West Territory of the US to care for America's smallest businesses (1-9 employees) across 11 states.  Based out of Denver, CO, Michelle leads on developing strategies that support long term revenue growth for the small businesses that are the lifeblood of the American economy. In her role, she focuses on creating a culture of performance excellence combined with the highest integrity, and developing a team of continuous learners focused on caring for all customers. Michelle is a results driven leader known for driving employee engagement and leadership development across her teams, and she has held a variety of leadership positions across Verizon Business. In her last role as Director of Strategic Sales, Michelle led the largest agent partnerships across the country, including Victra, TCC, and Wireless Zone. Before that, Michelle served as the Director of Retail Sales for the Mountain Territory, serving more than 1.3 million customers and managing over 900 employees across 50 corporate retail stores. Michelle holds an MBA from Bellevue University and a B.S in Business Administration from the University of Nebraska. Michelle sits on the Board of Directors for a non-profit organization called More Than a Phone, which provides phones and data plans to victims of domestic violence. Michelle lives in Denver, CO with her two sons. She is an outdoor enthusiast who loves to camp, rock climb, and cheer her boys on during their endless sports.

Join Quinn Heimann, Director of Strategic Sales at Aerotek, and her colleague Jason Wetherford, Strategic Account Executive for Aerotek, as they delve into the complexities of today's labor market. With over 36 years of combined experience in the staffing industry, Quinn and Jason bring valuable insights into the challenges companies face in attracting and retaining talent. From the impact of competitive wages to the importance of diversity, equity, and inclusion, they explore key strategies for organizations to thrive in an ever-evolving workforce landscape.Connect with Us:LinkedIn: https://www.linkedin.com/company/ifmaFacebook: https://www.facebook.com/InternationalFacilityManagementAssociation/Twitter: https://twitter.com/IFMAInstagram: https://www.instagram.com/ifma_hq/YouTube: https://youtube.com/ifmaglobalVisit us at https://ifma.org

Welcome to Wicked Energy with JG, where we fire up conversations on business and energy like never before. In this multi part business strategy series episode 1, host Justin Gauthier is thrilled to dive into the art of negotiation with business savant Ian Myers of Mainline Ventures. Get ready to gain invaluable insights as Ian shares potent tactics for sharpening your negotiating edge. Learn why starting high in pricing could secure better deals and how knowing when to stand firm versus when to concede can make or break your bottom line. Ian stresses the intelligence behind not bending to a 'yes' before you're faced with a 'no.' Adding new issues as a strategy for firms with tight margins is also on the table. The episode takes things up a notch with a real-world application of this strategic framework in a case study, demonstrating its efficacy in transforming sales approaches. Plus, Ian and Justin discuss the significance of leverage in negotiations, and how crafting a compelling narrative around your value can drive success. By the end of the episode, listeners will be itching for more of the Myers Series, and fortunately, that's exactly what's to come. Stay tuned for part two, where leverage in business deals takes center stage. Don't miss this chance to revolutionize how you seal the deal—connect with us and learn the mechanisms of mastering negotiations! LinkedIn: https://www.linkedin.com/in/ianjmyers/ https://www.linkedin.com/in/kmyers431/ Website: https://mainline-ventures.com/ Show Sponsors InflowControl InflowControl is a tech firm specializing in enhancing oil production efficiency and minimizing environmental harm through their Autonomous Inflow Control Valve (AICV®). The technology boosts profitability in mature oil fields by filtering out undesired gas and water, allowing previously overlooked zones to contribute to production. This results in both higher profitability and Lower Carbon Oil for stakeholders. For more information, visit the links below: Website: www.inflowcontrol.no LinkedIn: https://www.linkedin.com/company/inflowcontrol-as/ YouTube: https://www.youtube.com/channel/UCqdgIooQhYtUBo-auUlYw-Q Mainline Ventures Mainline Ventures stands alone as the premier strategy consulting firm dedicated to the energy sector, founded by former E&P C-Suite executives. They transform deal-making from an art into a science with their Process Driven Negotiation Technique, focusing on active deals and offering services like bespoke training, deal advising, and go-to-market strategies, often on a contingency basis due to their strategy's proven effectiveness. This approach not only yields measurable, scalable results but also seamlessly integrates with your existing operations, ensuring long-term sustainability without the need for changes in your team or technology. LinkedIn Link: https://www.linkedin.com/company/mainlineventures/ Website: https://mainline-ventures.com/ Wicked Energy For more info on Wicked Energy, please visit www.wickedenergy.io. For the video version, please visit the Wicked Energy YouTube channel at https://www.youtube.com/channel/UCL5PSzLBnSb7u1HD1xmLOJg If you or your company are interested in starting a podcast, visit https://www.wickedenergy.io/free-guide for a free guide on creating a successful podcast. Lastly, if you have any topics or guests you'd like to hear on the show, please email me at justin@wickedenergy.io or send me a message on LinkedIn. YouTube License for Intro Song: HCZBBTJUW0QWJYTY

Let's lift the veil behind how big companies choose contractors to work with!  Join us in an electrifying chat with Joanna Cooper, General Manager at Daimler Truck's Mount Holly facility. Find out the top three concerns dominating purchasing discussions at Joanna's facility and discover how to actually make connections that turn into large commercial sales.

In this episode, you're tuning into the Digital Business Evolution's, Annual Live Experience. This Live Experience is a 3-part training and in today's episode you will be hearing part 3.  In part 3, Jess will be teaching you how to consistently get your offer in front of dream clients, AND have them saying “YES!”! This episode is all things SALES, so if you're interested in hearing how to SELL online, this episode is a MUST listen!  In Part 3, you will walk away with:  The difference between great marketing and coaching 3 things that need to happen before the “yes” 8 launch phases The launch formula The importance of list building and how to get started ❌ But do NOT wait!! This episode will only be live for a limited time!  Related Links Get Registered and Binge watch the entire event here: https://www.jessglazer.com/dbe-live-2024 About Jessica DeRose Jessica DeRose is an entrepreneur and business mentor, who helps coaches and service providers build online businesses. After leaving her 8-year career as an elementary school teacher and going on to doing multiple 7-figures in sales as an entrepreneur, Jess is here to unlock doors you didn't even know existed! Connect with Jess Instagram: @iamjessicaderose  TikTok: @iamjessicaderose YouTube: Jessica DeRose 

On the latest podcast episode, hosts Howard Brown and Alastair Woolcock feature Christine Li, VP of Global Partnerships at G2, to share her expert insights on the evolving sales landscape. From the impact of AI on buyer behavior to the strategic importance of partnerships in achieving sales success, Christine discusses the new paradigms shaping the future of sales. Drawing on her experiences from LinkedIn and G2, she provides valuable insights into the necessity of adapting to buyer expectations, as well as how partnerships are becoming a cornerstone for growth and success in the sales ecosystem. Follow the Hosts on LinkedIn: Alastair Woolcock (CRO, Revenue.io) Howard Brown (CEO, Revenue.io) And our Special Guest: Christine Li (VP of Global Partnerships, G2) Sponsored by: Revenue.io | Powering high-performing revenue teams with real-time guidance Explore the Revenue.io Podcast Universe: Sales Enablement Podcast Selling with Purpose Podcast RevOps Podcast *If you'd like to ask the guys a question that could get answered on the show, call our new message line at (323) 540-4777. Just leave your name, where you're from, and your question and we'll do our best to answer it on an upcoming episode.

Donya LaHaye is VP, Strategic Sales and Headspace, and a mother of 2. This is a great conversation because Donya has been very successful in her career and was a self-proclaimed workaholic. But she had to find more balance while still finding success after becoming a parent. She also had a lot of great tips about helping little kids learn how to regulate emotions and meditate. TIMESTAMPS 04:15 - Being an overachiever and then becoming a working parent 07:05 - Finding balance when both parents work 09:35 - Letting go of being a workaholic 10:20 - Prioritizing health after becoming a parent 12:20 - Making sacrifices 14:15 - Dis-regulated parents create dis-regulated kids 18:45 - How your kids see the way you approach your career 19:35 - Getting your kids into meditation 22:05 - Secrets to success for busy working parents 24:45 - How to practice self-kindness 25:45 - Advice for breaking into sales 27:55 - Advice for a workaholic who's about to be a mom 30:00 - Best advice you've ever received 31:08 - Advice for your former self 31:50 - Advice for a girl dad EPISODE LINKS: https://www.linkedin.com/in/donya-lahaye-1730327/ Book recommendation: https://www.amazon.com/You-Are-cking-Awesome-Mom/dp/1580058906 SHOW LINKS: contact: ⁠successfulworkingparents@gmail.com⁠ Linktree: ⁠https://linktr.ee/successfulworkingparents⁠  Musical credit: Hippie Beatnix (ID 1913) by Lobo Loco CC-by-nc-nd

In episode #105 of the Transform Sales Podcast, Sales Consultant Spotlight edition, we're joined by Steve Griffith, CEO of Sales Builders Texas, who discusses his 35-year sales career and his expertise in enhancing sales organizations. Sales Builders Texas targets small to mid-sized businesses, offering assessments and tailored implementation models to improve sales structures. He recounts a success story of transforming a struggling startup into a million-dollar revenue generator within a year. The episode emphasizes the importance of leadership, adaptability, and openness to change for business growth, concluding with an invitation for listeners to explore Sales Builders' services in the CloudTask marketplace. RESOURCES & LINKS:  Want To Find the Right Consultants For Your Sales Team Quickly? Learn How You Can Use The Cloud Task Marketplace here: https://www.cloudtask.com/find-agencies #TransformSales #leadgenerationcompanies #cloudtask

The global cryptocurrency landscape is undergoing significant changes and facing new regulatory measures. South Korea has decided to exclude decentralized crypto wallets, like MetaMask, from overseas declaration requirements, offering a more lenient approach towards individual users. Meanwhile, Chinese officials are ramping up their fight against crypto-related corruption, calling for enhanced legal measures to govern the burgeoning sector. Japan's Monex is set to acquire a majority stake in 3iq to bolster its crypto unit, reflecting growing institutional interest in the digital asset industry.WorldCoin makes headlines as it launches its eyeball-scanning crypto project in Singapore, marking a significant and somewhat controversial milestone in integrating biometric data with cryptocurrency. Despite these innovative strides, financial advisors remain skeptical about the immediate future of Bitcoin ETFs, even as the SEC approves them, indicating a cautious stance among professional investors. Celsius plans to unstake $466 million in Ethereum holdings to ensure ample liquidity for its creditors, a move reflective of the ongoing adjustments within crypto firms.________News Links

Request A Customized Workshop For Your Company: https://www.americannegotiationinstitute.com/services/workshops/ In this episode of the Negotiate Anything podcast, Nikki Rausch, Founder of Sales Maven, host of the podcast Sales Maven, and author, talks about how to have difficult conversations about sales conversations using NLP. Nikki provides valuable insight on how to navigate these tough discussions by tapping into your own personal power and understanding the other person's perspective. If you're looking to improve your sales skillset and learn how to handle challenging conversations like a pro, don't miss this episode! Nikki Rausch is the Founder of Sales Maven and Host of the Podcast “Sales Maven”. Nikki is a Certified Trainer in Neuro-Linguistic Programming (NLP) which helps her work with clients on improving their communication skillsets. In this episode Nikki discusses how we can use NLP techniques when having difficult conversations around our selling process or goals. She dives deep into what it means to be in control during these interactions and highlights some powerful tips that will help us better understand our customer's perspective. This episode is crammed full of value if you are looking to up your sales game! You don't want to miss it! Listen now! You'll learn:  How NLP helps us understand how we speak to others and are spoken to. How it helps us to ease in understanding the other person. How it promotes flexibility, as in making the other one listen and engaged. We discuss: NLP can be a game changer in how you show up in any conversation. It improves your communication and listening skills. Rate of speech. Learn how to ask questions. How to talk "to" another person, instead of "at" another person. How to plant ideas in someone's mind. Polarity response. Build a rapport bank balance. Follow Nicole Rausch on LinkedIn: https://www.linkedin.com/in/nicolerausch/ Sales Maven LinkedIn page:https://www.linkedin.com/company/sales-maven/ Your Sales Maven website: https://yoursalesmaven.com/ Your Sales Maven podcast: https://yoursalesmaven.com/podcast/ ebook: "Closing the Sale." : https://yoursalesmaven.com/ebook/ Buy her latest book on Amazon: "The Selling Staircase, Mastering Art of Relationship Selling.": https://www.amazon.com/Selling-Staircase-Mastering-Art-Relationship/dp/1072698781 Buy her book on Amazon: "The Buying Signals.": https://www.amazon.com/Buying-Signals-green-light-increase/dp/1933750138/ref=sr_1_1?crid=2GDJY1E8TYOC4&keywords=the+buying+signals&qid=1673456055&s=books&sprefix=the+buying+signal%2Cstripbooks-intl-ship%2C352&sr=1-1 Buy her Book on Amazon: "Six Word Lessons Influencing Grace.": https://www.amazon.com/Six-Word-Lessons-Influencing-Grace-Colleagues/dp/1933750367/ref=sr_1_fkmr3_1?crid=98GVXRAUA2QD&keywords=6+road+lessons+for+influencing+with+grace.+by+nikki+rausch&qid=1673456563&s=books&sprefix=6+road+lessons+for+influencing+with+grace.+by+nikki+rausc%2Cstripbooks-intl-ship%2C304&sr=1-1-fkmr3 Follow Kwame Christian on LinkedIn: https://www.linkedin.com/in/kwamechristian/ The Ultimate Negotiation Guide: https://www.americannegotiationinstitute.com/guides/ultimate-negotiation-guide/ Click here to buy your copy of How To Have Difficult Conversations About Race!: https://www.amazon.com/Have-Difficult-Conversations-About-Race/dp/1637741308/ref=pd_%5B%E2%80%A6%5Df0bc9774-7975-448b-bde1-094cab455adb&pd_rd_i=1637741308&psc=1 Click here to buy your copy of Finding Confidence in Conflict: How to Negotiate Anything and Live Your Best Life!: https://www.amazon.com/Finding-Confidence-Conflict-Negotiate-Anything/dp/0578413736/ref=sr_1_1?crid=2PSW69L6ABTK&keywords=finding+confidence+in+conflict&qid=1667317257&qu=eyJxc2MiOiIwLjQyIiwicXNhIjoiMC4xNCIsInFzcCI6IjAuMjMifQ%3D%3D&sprefix=finding+confidence+in+conflic%2Caps%2C69&sr=8-1 Kwame Christian with Nicole Rausch.

Request A Customized Workshop For Your Company: https://www.americannegotiationinstitute.com/services/workshops/ In this episode of the Negotiate Anything podcast, Nikki Rausch, Founder of Sales Maven, host of the podcast Sales Maven, and author, talks about how to have difficult conversations about sales conversations using NLP. Nikki provides valuable insight on how to navigate these tough discussions by tapping into your own personal power and understanding the other person's perspective. If you're looking to improve your sales skillset and learn how to handle challenging conversations like a pro, don't miss this episode! Nikki Rausch is the Founder of Sales Maven and Host of the Podcast “Sales Maven”. Nikki is a Certified Trainer in Neuro-Linguistic Programming (NLP) which helps her work with clients on improving their communication skillsets. In this episode Nikki discusses how we can use NLP techniques when having difficult conversations around our selling process or goals. She dives deep into what it means to be in control during these interactions and highlights some powerful tips that will help us better understand our customer's perspective. This episode is crammed full of value if you are looking to up your sales game! You don't want to miss it! Listen now! You'll learn:  How NLP helps us understand how we speak to others and are spoken to. How it helps us to ease in understanding the other person. How it promotes flexibility, as in making the other one listen and engaged. We discuss: NLP can be a game changer in how you show up in any conversation. It improves your communication and listening skills. Rate of speech. Learn how to ask questions. How to talk "to" another person, instead of "at" another person. How to plant ideas in someone's mind. Polarity response. Build a rapport bank balance. Follow Nicole Rausch on LinkedIn: https://www.linkedin.com/in/nicolerausch/ Sales Maven LinkedIn page:https://www.linkedin.com/company/sales-maven/ Your Sales Maven website: https://yoursalesmaven.com/ Your Sales Maven podcast: https://yoursalesmaven.com/podcast/ ebook: "Closing the Sale." : https://yoursalesmaven.com/ebook/ Buy her latest book on Amazon: "The Selling Staircase, Mastering Art of Relationship Selling.": https://www.amazon.com/Selling-Staircase-Mastering-Art-Relationship/dp/1072698781 Buy her book on Amazon: "The Buying Signals.": https://www.amazon.com/Buying-Signals-green-light-increase/dp/1933750138/ref=sr_1_1?crid=2GDJY1E8TYOC4&keywords=the+buying+signals&qid=1673456055&s=books&sprefix=the+buying+signal%2Cstripbooks-intl-ship%2C352&sr=1-1 Buy her Book on Amazon: "Six Word Lessons Influencing Grace.": https://www.amazon.com/Six-Word-Lessons-Influencing-Grace-Colleagues/dp/1933750367/ref=sr_1_fkmr3_1?crid=98GVXRAUA2QD&keywords=6+road+lessons+for+influencing+with+grace.+by+nikki+rausch&qid=1673456563&s=books&sprefix=6+road+lessons+for+influencing+with+grace.+by+nikki+rausc%2Cstripbooks-intl-ship%2C304&sr=1-1-fkmr3 Follow Kwame Christian on LinkedIn: https://www.linkedin.com/in/kwamechristian/ The Ultimate Negotiation Guide: https://www.americannegotiationinstitute.com/guides/ultimate-negotiation-guide/ Click here to buy your copy of How To Have Difficult Conversations About Race!: https://www.amazon.com/Have-Difficult-Conversations-About-Race/dp/1637741308/ref=pd_%5B%E2%80%A6%5Df0bc9774-7975-448b-bde1-094cab455adb&pd_rd_i=1637741308&psc=1 Click here to buy your copy of Finding Confidence in Conflict: How to Negotiate Anything and Live Your Best Life!: https://www.amazon.com/Finding-Confidence-Conflict-Negotiate-Anything/dp/0578413736/ref=sr_1_1?crid=2PSW69L6ABTK&keywords=finding+confidence+in+conflict&qid=1667317257&qu=eyJxc2MiOiIwLjQyIiwicXNhIjoiMC4xNCIsInFzcCI6IjAuMjMifQ%3D%3D&sprefix=finding+confidence+in+conflic%2Caps%2C69&sr=8-1 Kwame Christian with Nicole Rausch.

In our latest podcast episode, Kurt Doppelbauer, Vice President of Strategic Sales and Business Development for TTTech's aerospace business (TTTech Aerospace), discusses the company's solutions for networking and computing platforms for onboard systems in the aerospace industry, deterministic networking solutions, safety and security, and future, more autonomous applications.

"We are enabling a much wider adoption of playing-field-leveling technology." Todd Pond, AWS Director of Strategic Sales, is out in the field with commercial customers every day, helping them leverage technology to solve their biggest problems, accelerate innovation and transform their businesses. He and his team have a deep understanding of these companies - the challenges they're up against, their limited resources, their unique value propositions, and how to enable their growth with maximum ROI. In this episode, we talk to Todd about his career journey as a long-time sales leader and get his actionable insights on the biggest opportunities for success in 2024 and beyond.

On this episode of the Futurum Tech Webcast – Interview Series, host Steven Dickens welcomes Nick Delis, Senior Vice President - International and Strategic Sales for Five9, to discuss trends in Customer Experience (CX) including the adoption of AI and automation. While AI is a buzzword worldwide, its implementation differs by region. Delis stresses the importance of empathy in customer interactions and how technology, like generative AI, can enhance human conversations. The conversation also touches on the advantages of nimble, cloud-native companies over legacy players and the need for consolidation of data for better personalization.  Their discussion covers: Key trends such as AI and automation in global CX, and how adoption rates vary How different regions are at different stages of adopting technology, with some transitioning to cloud solutions and others embracing AI for self-service Empathy remaining crucial in customer interactions, with technology like generative AI enhancing human conversations How nimble, cloud-native companies have an advantage over legacy players in adopting new technology and that consolidation of data is essential for better personalization in CX A look at the anticipated trends in 2024, including interactive virtual agents, agent empowerment, and advanced AI tools for data analysis to provide personalized experiences

Michael is back on the show and this time we talk about how he has implemented the “Let Them Theory.”  He talks about how he did it, what challenges he faced, what he learned from it, and the emotional peace that he found.   Michael Gagnon is Senior Manager, Strategic Sales at GoTo and has been in leadership positions for more than a decade.  In addition to his full-time focus as a leader and coach, Michael is currently on a journey learning to heal stored trauma in the body by finishing his certification as a Medical Reiki Therapist. Links: https://www.linkedin.com/in/gagnonmichael/Link to the PQ assessments referenced: https://www.bobbikahler.com/tools-resources/Follow Bobbi at: Sign up for Bobbi's free newsletter, Find Your Forward and receive her free guide: Thriving Forward: Master Your Inner Game for Greater Happiness, Well-Being and Success: https://www.bobbikahler.com/newsletterhttps://www.linkedin.com/in/bobbikahler/

Are you comfortable having sales conversations with potential clients instead of talking at them? In this episode, we speak to Nikki Roush, the Sales Maven, about how to have more strategic sales conversations. Nikki is a master-certified practitioner of neuro linguistic programming (NLP), and she applies her knowledge of communication to help people sell more effectively. Join us as we discuss some common pitfalls that people make in sales conversations, such as trying to convince people to buy from them instead of having a conversation with them, giving away too much for free, and talking too much. Guest Resourceshttps://yoursalesmaven.comhttps://yoursalesmaven.com/readyyet/ https://www.linkedin.com/company/sales-mavenhttps://yoursalesmaven.com/podcasthttps://www.facebook.com/yoursalesmavenhttps://www.instagram.com/your_sales_mavenBE IN CHARGE >> TAKE ACTION >> GET RESULTSConquer Your BusinessJoin us on FacebookLinkedInInstagram

This sales podcast episode is focused on shifting our sales performance management from tactical to strategic. Although there are dozens of strategic shifts we can make, today we are focused on three key levers that can impact your personal and organizational sales performance. Below you will find the video version of the podcast and an […] The post Sales Podcast – Strategic Sales Performance Management appeared first on Shane Gibson's Podcast – Social Selling – B2B Sales and Influence.

Join the most tactical sales newsletter in the world: https://hubs.li/Q01YFCP90 FOUR ACTIONABLE TAKEAWAYS Use the team Slack channel to keep your internal resources selling for you, alongside you, at every step of a big deal. Use your leaders to ask questions at different altitudes to change the level of the conversation. Forward the deal narrative to the CEO and have them reach out to the contact you're trying to multithread into.  Create your own references instead of using the customer success round-robin references. PATH TO PRESIDENT'S CLUB Head of Strategic Sales @ Atlan VP, Sales @ Evisort Sales Leader, Google Cloud @ Google Regional Director @ Looker THE LATEST FROM 30MPC Tactic TV Toolkits & Templates Twitter YouTube THINGS YOU CAN STEAL Prospecting Lavender: Sales Email Frameworks ZoomInfo: 5 Plays, 30MPC Style Woodpecker: Nick's Sales Cadence Orum: 5 Cold Call Objection Talk Tracks Owler: 4 Multi-Channel Prospecting Touchpoints Boomerang: Tactics for Peak Productivity Discovery & Demo Clari: How to Sell to the CFO Sales Process Demandbase: 6 Templates to Accelerate Deals Gong: Master Class Qwilr: Multithreading Power Plays Outreach: 1 Sequence to Create and 5 Templates to Close Accord: Business Case Template Prolifiq: Relationship Mapping Playbook ONE ASK You know we feel a bit awkward asking, but if you made it this far, it would mean the world if you joined our newsletter. It will increase your chances of making President's Club by 227%. Okay maybe not, but we'd still really love you for it :)

TURNING EMPLOYEES INTO LINKEDIN TALENT INFLUENCERS   One of the great case studies which have emerged in recruitment over the past month has been Cisco's remarkable employee advocacy programme, in which 84,000 employees received training on how to be a LinkedIn influencer. We can forget that almost all of us have powerful networks, many of which are plugged into the world's number one professional networking site, but few of us are actively posting on it. Might it be that we have simply never received the training for it?   We're going to explore this example and figure out whether it can be replicated for other employers   - How many employees are on LinkedIn - How many are daily active users - How many are weekly active, or monthly active - Can we identify those who are already active on platform? - What training is required to activate more? - How can we reward such behaviour? - What are the risks of activating an employee base on LinkedIn? - What direct incentives can we put into place? - How can we track performance over time?   Let's see if we can put together an employee advocacy plan for LinkedIn!   We're with Vicki Saunders, Employer Brand Lead (Curry's plc), Richard Bradley, VP Strategic Sales & Customer Success (Kelly), Leah Wise, Global Employer Branding (Hellofresh) & Marian Jarzak, Employer Brand Partner and we're on Friday 11th August, 2pm BST - save your spot by clicking on the green button!       Ep218 is sponsored by our buddies Greenhouse       In today's competitive talent landscape, being people-first is business-first. Greenhouse helps companies adopt a flexible, fair, and efficient approach to hiring. Empower everyone from recruiters to hiring managers to make confident decisions that strengthen your business. Get measurably better at hiring with a data-driven approach. Discover how Greenhouse can help you hire for the kind of business you want to build.   Learn more at Greenhouse.com/hire   hosted by        

“We're really working toward this end-to-end solution where a contractor can start with their estimate, get to a budget, and then push all that information that they're gathering during pre-construction out to the field to be able to manage projects more efficiently. So, a holistic sort of solution for our contractor.”Aaron Henderson, Strategic Sales & Product Marketing at STACK Construction TechnologiesWe've spoken about the delicate relationship between construction and technology with several of our guests, and STACK Construction Technologies has a vision in the same vein. Technological advances have propelled rapid growth in many areas of life and industry and hold tremendous promise for construction.Aaron Henderson of STACK shares methods for tailoring tech to each customer's needs and the power of cloud-based software for take-offs and estimating. For many contractors, estimating relies on an old-fashioned approach, with paper forms and "that's how we've always done it."Transforming the approach to construction starts with estimating for STACK, but they have plans to affect every stage of a project. Tune in for a look at the bright future.Topics discussed in this interview:- Remodeling forecast from a Qualified Remodeler webinar- What does STACK do?- How did Aaron end up in construction technology?- Who is the typical user?- How long does it take to get started?- How does STACK make technology understandable and usable?- How does STACK alleviate supply chain issues?- The advantages of cloud-based services- How does STACK help with the skilled labor shortage?- What steps can we take to make construction a desirable career?- A.I. and future implications for construction- Embracing change- Rapid fire questionsResources Mentioned:Qualified Remodeler Webinar with Eric Finnegan of John Burns Real Estate Consulting: https://lnkd.in/gtMjhpNwTo get in touch with Aaron, email him at ahenderson@stackct.com or visit stackct.com to learn how to streamline your processes.For more Construction Disruption, listen on Apple Podcasts or YouTubeConnect with us on Facebook, Instagram, or LinkedInThis episode was produced by Isaiah Industries, Inc.This podcast uses the following third-party services for analysis: Podtrac - https://analytics.podtrac.com/privacy-policy-gdrpChartable - https://chartable.com/privacy

Leveraging Relationships and Referrals: The Future of Strategic SalesIn this podcast episode, Brendon Cassidy, a seasoned sales professional and industry legend, discusses the importance of leveraging relationships and referrals in the sales process. He emphasizes the need for a compelling narrative and problem statement that resonates with the market. Brendon shares his experiences in building successful go-to-market strategies for various companies and highlights the diminishing returns of traditional outbound approaches. He introduces CoSell.io, a platform aimed at utilizing relationship capital to drive warm introductions and improve sales outcomes. By recognizing the value of personal connections and compensating influencers, Brendon believes that sales professionals can enhance their strategic approach and differentiate themselves in a crowded market. CoSell.io

Jakub Hon is a highly accomplished entrepreneur and sales expert, serving as the CEO of SALESDOCk and co-founder of Black Bison. With a wealth of experience spanning over a decade, Jakub possesses a true entrepreneurial spirit and a passion for assisting individuals and companies in establishing and enhancing their sales operations. Guided by the belief that thoughtful planning yields fruitful results, he brings a strategic approach to sales.Throughout his career, Jakub has showcased expertise in various areas, including building high-performing sales teams, spearheading international expansion initiatives, executing successful outbound sales strategies, and developing effective go-to-market plans. His proficiencies extend to sales process optimization, inside sales, CRM implementation, SaaS solutions, new technologies, data-driven sales approaches, and fostering innovation within sales organizations.For those interested in connecting with Jakub Hon or seeking his assistance, he can be reached through his LinkedIn profile at https://www.linkedin.com/in/jakubhon/. Additionally, you can contact him directly via email at jakub@salesdock.com

Michael and I dive into empathy and vulnerability. They are tremendously powerful, and everyone is talking about them, but how do we actually use them? We talk about the challenges in using them, the benefits of them and give examples from our lives and work about how to put them to work for you.  We also discuss related topics like: Choosing our responses (and sometimes needing to choose again) Vulnerability doesn't mean being a pushoverHow to create boundaries How to put the brakes on fear that  permeates society.  Special thank you to my guest, Michael Gagnon, for coming back on the show. Michael is Senior Manager, Strategic Sales at GoTo and has been in leadership positions for more than a decade.  Links: https://www.linkedin.com/in/gagnonmichael/Follow Bobbi at: Sign up for Bobbi's free newsletter, Find Your Forward and receive her free 5-day email course, Find Your Forward Fundamentals here: https://www.bobbikahler.com/newsletterhttps://www.linkedin.com/in/bobbikahler/

This week the Legendary Brew Crew chop it up with Kenny Gould, the founder of Hop Culture Magazine, the Director of Strategic Sales at Untappd, and the writer and host of the Next Exit travel series on YouTube. They chat about how Ken was able to merge his passion for beer and writing to form Hop Culture Magazine, beer festivals and his love for fiction writing. They also discuss his new book, The Castle of 1,000 Doors and so much more. This episode features beer from Liquid Intrusion Brewing and Crooked Crab Brewing. There is also a cider from Down East Cider House. Grab a Brew and Join the Banter!

In this episode, you're tuning into the Digital Business Evolution's, Semi-Annual Live Experience. This Live Experience is a 3-part training and in today's episode you will be hearing part 3.  In part 3, Jess will be teaching you how to consistently get your offer in front of dream clients, AND have them saying “YES!” to buying? This episode is all things SALES, so if you're interested in SELLING, this episode is a MUST listen!  In Part 3, you will walk away with:  The difference between great marketing and coaching 3 things that need to happen before the “yes” 8 launch phases The launch formula The importance of list building and how to get started ❌ But do NOT wait!! This episode will only be live for a limited time!  Related Links Interested in E+mpower, join the VIP community to be the first to know when doors open: https://www.jessglazer.com/empower-2023-waitlist  Binge watch the entire event here: https://www.jessglazer.com/dbelive2023 About Jessica DeRose Jessica DeRose is an entrepreneur and business mentor, who helps coaches build profitable online businesses. After quitting her 8-year career as an elementary school teacher and creating a multiple 7-figure business herself, Jessica is here to unlock doors you didn't even know existed. Connect with Jessica Instagram: @iamjessicaderose TikTok: @iamjessicaderose  

Matthew Flotard, Global Finance Head of Strategic Sales at Celonis, joins Justin Lane, VP of Professional Services at Forma.ai, on this episode of The Sales Compensation Show. They dive into a multitude of topics such as best sales practices for roll out and communication in the field; the decision of Medidata Solutions to move from Total Contract Value (TCV) to Annual Contract Value (ACV) bookings; and how Matthew handles contract cancellations, managing the effects, meeting targets, etc.

Request A Customized Workshop For Your Company: https://www.americannegotiationinstitute.com/services/workshops/ In this episode of the Negotiate Anything podcast, Nikki Rausch, Founder of Sales Maven, host of the podcast Sales Maven, and author, talks about how to have difficult conversations about sales conversations using NLP. Nikki provides valuable insight on how to navigate these tough discussions by tapping into your own personal power and understanding the other person's perspective. If you're looking to improve your sales skillset and learn how to handle challenging conversations like a pro, don't miss this episode! Nikki Rausch is the Founder of Sales Maven and Host of the Podcast “Sales Maven”. Nikki is a Certified Trainer in Neuro-Linguistic Programming (NLP) which helps her work with clients on improving their communication skillsets. In this episode Nikki discusses how we can use NLP techniques when having difficult conversations around our selling process or goals. She dives deep into what it means to be in control during these interactions and highlights some powerful tips that will help us better understand our customer's perspective. This episode is crammed full of value if you are looking to up your sales game! You don't want to miss it! Listen now! You'll learn:  How NLP helps us understand how we speak to others and are spoken to. How it helps us to ease in understanding the other person. How it promotes flexibility, as in making the other one listen and engaged. We discuss: NLP can be a game changer in how you show up in any conversation. It improves your communication and listening skills. Rate of speech. Learn how to ask questions. How to talk "to" another person, instead of "at" another person. How to plant ideas in someone's mind. Polarity response. Build a rapport bank balance. Follow Nicole Rausch on LinkedIn: https://www.linkedin.com/in/nicolerausch/ Sales Maven LinkedIn page:https://www.linkedin.com/company/sales-maven/ Your Sales Maven website: https://yoursalesmaven.com/ Your Sales Maven podcast: https://yoursalesmaven.com/podcast/ ebook: "Closing the Sale." : https://yoursalesmaven.com/ebook/ Buy her latest book on Amazon: "The Selling Staircase, Mastering Art of Relationship Selling.": https://www.amazon.com/Selling-Staircase-Mastering-Art-Relationship/dp/1072698781 Buy her book on Amazon: "The Buying Signals.": https://www.amazon.com/Buying-Signals-green-light-increase/dp/1933750138/ref=sr_1_1?crid=2GDJY1E8TYOC4&keywords=the+buying+signals&qid=1673456055&s=books&sprefix=the+buying+signal%2Cstripbooks-intl-ship%2C352&sr=1-1 Buy her Book on Amazon: "Six Word Lessons Influencing Grace.": https://www.amazon.com/Six-Word-Lessons-Influencing-Grace-Colleagues/dp/1933750367/ref=sr_1_fkmr3_1?crid=98GVXRAUA2QD&keywords=6+road+lessons+for+influencing+with+grace.+by+nikki+rausch&qid=1673456563&s=books&sprefix=6+road+lessons+for+influencing+with+grace.+by+nikki+rausc%2Cstripbooks-intl-ship%2C304&sr=1-1-fkmr3 Follow Kwame Christian on LinkedIn: https://www.linkedin.com/in/kwamechristian/ The Ultimate Negotiation Guide: https://www.americannegotiationinstitute.com/guides/ultimate-negotiation-guide/ Click here to buy your copy of How To Have Difficult Conversations About Race!: https://www.amazon.com/Have-Difficult-Conversations-About-Race/dp/1637741308/ref=pd_%5B%E2%80%A6%5Df0bc9774-7975-448b-bde1-094cab455adb&pd_rd_i=1637741308&psc=1 Click here to buy your copy of Finding Confidence in Conflict: How to Negotiate Anything and Live Your Best Life!: https://www.amazon.com/Finding-Confidence-Conflict-Negotiate-Anything/dp/0578413736/ref=sr_1_1?crid=2PSW69L6ABTK&keywords=finding+confidence+in+conflict&qid=1667317257&qu=eyJxc2MiOiIwLjQyIiwicXNhIjoiMC4xNCIsInFzcCI6IjAuMjMifQ%3D%3D&sprefix=finding+confidence+in+conflic%2Caps%2C69&sr=8-1 Kwame Christian with Nicole Rausch.

Marnie Stockman is an experienced leader of Customer Success and Sales with a demonstrated history of working in the technology and education industries. Skilled in Customer Success, Coaching, Leadership, and Strategic Sales and Partnerships and Educational Technology. Strong business development professional with a Doctor of Education (Ed.D.) focused in Leadership. Passionate about helping businesses grow Raving Fans! Episode Links:Amazon Book: https://www.amazon.com/Marnie-Stockman/e/B09KCLY2YZ/ref=aufs_dp_fta_dskLinkedIn: https://www.linkedin.com/in/marniestockman/Web: https://lifecycleinsights.io/Twitter: https://twitter.com/lifecyclemspFacebook: https://www.facebook.com/lifecycleinsightsmspJoey Pinz Conversations Podcast Information: • Website: https://www.joeypinz.com • Link Tree: https://linktr.ee/joeypinz • Music by Tom Izzo: @wahlsinger  https://tomizzomusic.com  Support our podcast:  • Subscribe: https://joeypinzconversations.com/subscribe/ • How much is this podcast worth to you? Consider $5, $10 or $20/mo with Patreon: https://www.patreon.com/joeypinz  • How about a one-time payment?  • What is the episode worth to you? $25/$50/$100/$500 /$1,000/$5,000 with PayPal (one-time): https://www.paypal.com/paypalme/JoePannone Please subscribe/follow to Joey Pinz Discipline Conversations Podcast: • Spotify, Apple, Google, or others.  Please consider rating with 5 stars if you like it. • Apple: https://podcasts.apple.com/us/podcast/joey-pinz-discipline-conversations/id1583997438 • Spotify: https://open.spotify.com/show/69SFwY3XSwcw9qNvElAn10 • Google: https://podcasts.google.com/feed/aHR0cHM6Ly9mZWVkcy5idXp6c3Byb3V0LmNvbS8xODI4OTA2LnJzcw • YouTube: https://www.youtube.com/c/JoeyPinzDisciplineConversations?sub_confirmation=1Please follow on social media: @TheJoeyPinz • Instagram: @TheJoeyPinz https://www.instagram.com/TheJoeyPinz  • Twitter: @TheJoeyPinz  https://twitter.com/TheJoeyPinz • Facebook: @TheJoeyPinz https://www.facebook.com/TheJoeyPinz • TikTok:  @TheJoeyPinz  https://www.tiktok.com/@thejoeypinz • Minds:  @TheJoeyPinz  https://www.minds.com/thejoeypinz • YouTube:  @TheJoeyPinz  https://www.youtube.com/@thejoeypinzFinally,  join our newsletter: https://joeypinzconversations.com/#newsletterSupport the show

Using AI to Get Ahead of Business and National Security Risks . As data volumes continue to grow at a dizzying pace, the ability of businesses and governments to sort through all of that content and identify risks is getting significantly harder. On this podcast, Brad Hairston talks with Gary Smith, VP of Strategic Sales and Partner Development at Quantifind, who explains how his company's uses AI to solve this challenge and brings it to life through a real-life customer story involving pharmaceutical supply chains. . Here's what we talked with Gary about: *Overview of Quantifind *What “fusion chain” is all about *Why AI has become advantageous over the more traditional methods of due diligence when detecting fraud and bad actors *Key use cases that Quantifind has helped their customers solve *How Quantifind is helping detect supply chain vulnerabilities in the pharmaceutical industry *Why this type of supply chain issue is so critical to solve right now *What's next for Quantifind . To ensure that you never miss an episode of Transform NOW, be sure to subscribe!

Highlights [01:22] - From interning for IBM to building an illustrious 34-year sales and management career. [03:16] - Becoming a career salesperson. [06:37] - Why it's critical to master how to have highly effective interpersonal conversations with customers. [09:56] - The ineffective sales training strategy that is hurting your organization and how to turn things around. [15:35] - Setting guidelines and expectations so you never have to micromanage. [20:01] - Seller motivation: Why it matters and how to decode it. [22:15] - Challenges that women in sales face that their male counterparts don't. [23:09] - Teaching sales agility at all levels of an organization. [26:50] - The best sales management and leadership advice ever. In this episode of the Transformed Sales Podcast, I had a chat with Michelle Vazzana, the Co-founder and Chief Strategy Officer for VantagePoint Performance, a global sales management training and development firm. She co-authored “Cracking the Sales Management Code: The Secrets to Measuring and Managing Sales Performance,” a book about developing sales strategy and generating company results.  Michelle has personally trained and coached thousands of salespeople, sales managers, and sales leaders. She has designed and facilitated programs for effective sales management, coaching and reinforcement, face-to-face selling, major account sales strategy, and telesales. VantagePoint is the leading global sales effectiveness firm and the only sales performance organization that offers diagnostic base training and consulting solutions. She has more than 34 years of sales and management experience and is a prolific researcher and sought-after speaker. She has conducted the most extensive research on the topic of sales coaching practices and is the author of “Crashing Quota” Michelle will talk about the key fundamentals of sales management and sales coaching like what sales managers can do to create programs that fit their seller's circumstances and why sales agility is critical to high performance. She will also share her knowledgeable insights on sales innovation, sales management research, and evidence-based best practices of top performers. If you're a sales associate, manager, executive, or anyone looking to up your sales management game, then don't miss this episode. Quotes “Sales more than ever before just requires flexibility and agility” - Michelle Vazzana “Management is a lot more science, sales is a lot more art” - Michelle Vazzana “The most successful sales managers put a process in place and give their sellers predictability in the way they manage” - Michelle Vazzana “Organizations can't depend on their sales managers to be the primary trainers of their salespeople. And when they do that, it burns out the manager, and it underserves the seller” - Michelle Vazzana “No matter how good your sales training is, your manager has to coach to it and reinforce it” - Michelle Vazzana “The only time micromanagement is necessary is when you have an underperformer” - Michelle Vazzana “When you set guidelines and expectations, you won't have to micromanage because your sales team will be very clear on what you expect, why you expect it, and how it's gonna help them ” - Michelle Vazzana Resources Mentioned: Cracking the Sales Management Code By Michelle Vazzana and Jason Jordan - https://www.amazon.com/Cracking-Sales-Management-Code-Performance/dp/0071765735/ref (https://www.amazon.com/Cracking-Sales-Management-Code-Performance/dp/0071765735/ref) Crushing Quota By Michelle Vazzana and Jason Jordan- https://www.amazon.com/Crushing-Quota-Coaching-Breakthrough-Performance/dp/1260121151/ref (https://www.amazon.com/Crushing-Quota-Coaching-Breakthrough-Performance/dp/1260121151/ref) Learn More About Michelle Vazzana in the Links Below: LinkedIn - https://www.linkedin.com/in/michelle-vazzana/...

Today on Sales Transformation, we are going big time! Collin Mitchell will be joined by none other than John Stopper, a master of enterprise sales and founder of NorthStar8, a company devoted to helping people learn more about strategic sales. This episode has a lot to unpack as John discusses his Compass Selling system, as well as the importance of strategy in sales. Join Our Free Podcast Community HERE!Want to solve a leaky sales funnel? Get Signup for your Free RevenueGrid trial HERE! Want Your Reps Hitting Quota in 2022? Get Your Wingman Free Trial HERE!HIGHLIGHTSFrom writing code to selling software, to enterprise dealsCompass Selling: concept and evolutionThe premise of enterprise sellingThe power of tactics and strategyToday's challenges for both sellers and sales leadersFocusing on developing your skillsQUOTESJohn: “The basic premise is, it's a navigation tool because a fixed plan or a playbook, that you see in transactional sales doesn't work.”John: “Probably the greatest joy of my career has been helping some people be really successful.”John: “An enterprise companies buy from companies, companies don't buy from a salesperson. So the more relationships that you could build, the stronger the bonds are, you become part of their culture.”John: “Once you started operating at that strategic level, you start meeting with more senior executives, and you start playing at that level.”John: “ You want to be great at your craft. And if you're great at your craft, the money comes with it. So you focus on developing your skills.”Learn more about John in the link below: LinkedIn: linkedin.com/in/johnstoppernorthstar8Twitter: John_StopperWebsite: https://northstar8.com/Connect With Collin on LinkedIn Want to Start, Grow or Monetize Your Podcast? Book a Free Strategy Call HERE!