Podcasts about Yesware

This is episode 760. Read the complete transcription on the Sales Game Changers Podcast website. The Sales Game Changers Podcast was recognized by YesWare as the top sales podcast. Read the announcement here. FeedSpot named the Sales Game Changers Podcast at a top 20 Sales Podcast and top 8 Sales Leadership Podcast! Subscribe to the Sales Game Changers Podcast now on Apple Podcasts! Read more about the Institute for Effective Professional Selling (IEPS) Premier Women in Sales Employer (PWISE) designation and program here. Purchase Fred Diamond's best-sellers Love, Hope, Lyme: What Family Members, Partners, and Friends Who Love a Chronic Lyme Survivor Need to Know and Insights for Sales Game Changers now! Today's show featured an interview with Kate Walsh, Senior Director, Hilton, UK and Ireland. Find Kate on LinkedIn.  KATE'S TIP: “My number one passion is building people up and fostering collaboration. I really believe in the power of a team and the incredible results that come from working together.”

This is episode 759. Read the complete transcription on the Sales Game Changers Podcast website here. The Sales Game Changers Podcast was recognized by YesWare as the top sales podcast. Read the announcement here. FeedSpot named the Sales Game Changers Podcast at a top 20 Sales Podcast and top 8 Sales Leadership Podcast! Subscribe to the Sales Game Changers Podcast now on Apple Podcasts! Read more about the Institute for Effective Professional Selling (IEPS) Premier Women in Sales Employer (PWISE) designation and program here. Purchase Fred Diamond's best-sellers Love, Hope, Lyme: What Family Members, Partners, and Friends Who Love a Chronic Lyme Survivor Need to Know and Insights for Sales Game Changers now! Today's show featured an interview with Caryn Kopp, Chief Door Opener® at Kopp Consulting. Kopp Consulting is an IEPS Selling Essentials Marketplace® (SEM) service provider. Learn more about the SEM here. Find Caryn on LinkedIn.  CARYN'S TIP: “If you're not tracking the percent of first meetings that go to second meetings, you have no idea how effective your first meetings really are.”  

This is episode 757. Read the complete transcription on the Sales Game Changers Podcast website. The Sales Game Changers Podcast was recognized by YesWare as the top sales podcast. Read the announcement here. Subscribe to the Sales Game Changers Podcast now on Apple Podcasts! Read more about the Institute for Excellence in Sales Premier Women in Sales Employer (PWISE) designation and program here. Purchase Fred Diamond's best-sellers Love, Hope, Lyme: What Family Members, Partners, and Friends Who Love a Chronic Lyme Survivor Need to Know and Insights for Sales Game Changers now! Today's show featured an interview with Liz Elting, author of Dream Big and Win, and the cofounder of TransPerfect, a billion-dollar translation company. Center for Elevating Women in Sales Leadership (CEWL) Program Director Gina Stracuzzi conducted the interview as part of the Women in Sales series of the Sales Game Changers Podcast. Find Kristin on LinkedIn. KRISTIN'S TIP: "Your mind is so powerful, and you are not your thoughts. You're capable of endless possibilities if you stick your mind to something, believe in yourself, and stick to it.”

This is episode 756. Read the complete transcription on the Sales Game Changers Podcast website. The Sales Game Changers Podcast was recognized by YesWare as the top sales podcast. Read the announcement here. FeedSpot named the Sales Game Changers Podcast at a top 20 Sales Podcast and top 8 Sales Leadership Podcast! Subscribe to the Sales Game Changers Podcast now on Apple Podcasts! Read more about the Institute for Excellence in Sales Premier Women in Sales Employer (PWISE) designation and program here. Purchase Fred Diamond's best-sellers Love, Hope, Lyme: What Family Members, Partners, and Friends Who Love a Chronic Lyme Survivor Need to Know and Insights for Sales Game Changers now! Today's show featured an interview with John Podolak, Chief Revenue Officer at IMPRES Technology Solutions, Inc. Find John on LinkedIn.  JOHN'S TIP: “At a macro level, aligning with your partner's priorities is key. Executives appreciate honesty about where you're aligned—and where you're not.”

This is episode 755. Read the complete trancription on the Sales Game Changers Podcast website. The Sales Game Changers Podcast was recognized by YesWare as the top sales podcast. Read the announcement here. FeedSpot named the Sales Game Changers Podcast at a top 20 Sales Podcast and top 8 Sales Leadership Podcast! Subscribe to the Sales Game Changers Podcast now on Apple Podcasts! Read more about the Institute for Excellence in Sales Premier Women in Sales Employer (PWISE) designation and program here. Purchase Fred Diamond's best-sellers Love, Hope, Lyme: What Family Members, Partners, and Friends Who Love a Chronic Lyme Survivor Need to Know and Insights for Sales Game Changers now! Today's show featured an interview with Amy Belcher, Director, WW ISV Sales & Go To Market Strategy, AWS. Find Amy on LinkedIn.  AMY'S TIP: ""Own it. Don't wait for someone to invite you to grow—raise your hand, build your skills, and lead your career."

This is episode 754. Read the complete transcript on the Sales Game Changers Podcast website here. The Sales Game Changers Podcast was recognized by YesWare as the top sales podcast. Read the announcement here. Subscribe to the Sales Game Changers Podcast now on Apple Podcasts! Read more about the Institute for Excellence in Sales Premier Women in Sales Employer (PWISE) designation and program here. Purchase Fred Diamond's best-sellers Love, Hope, Lyme: What Family Members, Partners, and Friends Who Love a Chronic Lyme Survivor Need to Know and Insights for Sales Game Changers now! Today's show featured an interview with Liz Elting, author of Dream Big and Win, and the cofounder of TransPerfect, a billion-dollar translation company. Center for Elevating Women in Sales Leadership (CEWL) Program Director Gina Stracuzzi conducted the interview as part of the Women in Sales series of the Sales Game Changers Podcast. Find Liz on LinkedIn. LIZ'S TIP: "Take that risk. If you're at a company, take the risk at something new. Suggest an idea. Act like an owner in a nice way, don't act like you know everything, but offer ideas and then offer to carry them out. Risk takes us so far. It's so fulfilling. It's what changes companies and changes the world."

This is episode 753. Read the complete transcription on the Sales Game Changers Podcast website. The Sales Game Changers Podcast was recognized by YesWare as the top sales podcast. Read the announcement here. FeedSpot named the Sales Game Changers Podcast at a top 20 Sales Podcast and top 8 Sales Leadership Podcast! Read more about the Institute for Effective Professional Selling's Premier Women in Sales Employer (PWISE) designation and program here. Purchase Fred Diamond's best-sellers Love, Hope, Lyme: What Family Members, Partners, and Friends Who Love a Chronic Lyme Survivor Need to Know and Insights for Sales Game Changers now! Today's show featured an interview with General Assembly leaders Jourdan Hathaway, Chief Business Officer, and Gretchen Jacobi, Chief Revenue Officer. General Assembly was a recipient of the first ever “AI for Sales Excellence Awards,” which were presented at the Institute for Effective Professional Selling on May 1. Find Jourdan on LinkedIn. Find Gretchen on LinkedIn. GRETCHEN'S TIP: “Start somewhere. Start small and build from there. Audit your week. Pick something that feels lowest risk to you… and start integrating AI. Just start now.” JOURDAN'S TIP: “If the early bird gets the worm, the early AI adopter gets the sale.”

This is episode 752. Read the complete trascription on the Sales Game Changer Podcast website. The Sales Game Changers Podcast was recognized by YesWare as the top sales podcast. Read the announcement here. Read more about the Institute for Excellence in Sales Premier Women in Sales Employer (PWISE) designation and program here. Purchase Fred Diamond's best-sellers Love, Hope, Lyme: What Family Members, Partners, and Friends Who Love a Chronic Lyme Survivor Need to Know and Insights for Sales Game Changers now! Today's show featured an interview with Olivia Lynch, leader of the Salesforce Women's Network (SWN). IES Women in Sales Program Director Gina Stracuzzi conducted the interview as part of the Women in Sales Leadership series of the Sales Game Changers Podcast. Find Olivia on LinkedIn. OLIVIA'S TIP: “It's not bragging if it's true. You did the thing. What's the problem in sharing?”

This is episode 751. Read the complete transcription on the Sales Game Changers Podcast website. The Sales Game Changers Podcast was recognized by YesWare as the top sales podcast. Read the announcement here. Subscribe to the Sales Game Changers Podcast now on Apple Podcasts! Read more about the Institute for Excellence in Sales Premier Women in Sales Employer (PWISE) designation and program here. Purchase Fred Diamond's best-sellers Love, Hope, Lyme: What Family Members, Partners, and Friends Who Love a Chronic Lyme Survivor Need to Know and Insights for Sales Game Changers now! Today's show featured an interview with Beth McGrath, Global Industry Leader for Government and Public Services (GPS) at Deloitte. Beth will receive the Institute for Excellence in Sales (IES) Women in Sales Leadership Award at the 15th Annual Award event on May 1. IES Women in Sales Program Director Gina Stracuzzi conducted the interview as part of the Women in Sales series of the Sales Game Changers Podcast. Find Beth on LinkedIn. BETH'S TIP: “The network is the thing that gets stuff done, in government, outside of government, within industry, between industry and government, nation to nation. The strength of your network is incredibly important. You never stop building your network because you just never know when you're going to need somebody for something. That to me is something you can work on every day and at any stage in your career, or even post first career into second career, into third career. It's the network that will help you both personally and professionally and also you can contribute to others.”  

This is episode 745. Read the complete transcription on the Sales Game Changers Podcast here. Get your tickets to the 15th Annual IES Sales Excellence Awards here. They will be on May 1 at the Mclean Hilton in Tysons Corner, VA. The Sales Game Changers Podcast was recognized by YesWare as the top sales podcast. Read the announcement here. FeedSpot named the Sales Game Changers Podcast at a top 20 Sales Podcast and top 8 Sales Leadership Podcast! Subscribe to the Sales Game Changers Podcast now on Apple Podcasts! Read more about the Institute for Excellence in Sales Premier Women in Sales Employer (PWISE) designation and program here. Purchase Fred Diamond's best-sellers Love, Hope, Lyme: What Family Members, Partners, and Friends Who Love a Chronic Lyme Survivor Need to Know and Insights for Sales Game Changers now! Today's show featured an interview with Marketing and Sales leaders Suzanne Behrens and Amir Capriles from Granicus. Find Suzanne on LinkedIn. Find Amir on LinkedIn. SUZANNE'S TIP: ““Content must differentiate and influence. Buyers are smarter and more selective, so we need to deliver real value through every interaction.” AMIR'S TIP: “The best sales reps run their territory like a CEO runs a business. They plan, they execute, and they lead with differentiated value.”  

This is episode 744. Read the complete transcript on the Sales Game Changers Podcast website. FeedSpot named the Sales Game Changers Podcast at a top 20 Sales Podcast and top 8 Sales Leadership Podcast! The Sales Game Changers Podcast was recognized by YesWare as the top sales podcast. Read the announcement here. Subscribe to the Sales Game Changers Podcast now on Apple Podcasts! Read more about the Institute for Excellence in Sales Premier Women in Sales Employer (PWISE) designation and program here. Purchase Fred Diamond's best-sellers Love, Hope, Lyme: What Family Members, Partners, and Friends Who Love a Chronic Lyme Survivor Need to Know and Insights for Sales Game Changers now! Find out more about the 15th Annual Sales Excellence Awards here. Today's show featured an interview with Bryan Jenkins, Vice President of Sales,  RunSignup. BRYAN'S TIP: “Just because someone says no doesn't mean it's over. In our world, ‘no' usually means ‘not today.' Great reps circle back, stay patient, and win when the time is right.”  

This is episode 735. Read the complete transcription on the Sales Game Changers Podcast website. The Sales Game Changers Podcast was recognized by YesWare as the top sales podcast. Read the announcement here. Read more about the Institute for Excellence in Sales Premier Women in Sales Employer (PWISE) designation and program here. Purchase Fred Diamond's best-sellers Love, Hope, Lyme: What Family Members, Partners, and Friends Who Love a Chronic Lyme Survivor Need to Know and Insights for Sales Game Changers now! Today's show featured an interview with Jack Daly, the Institute for Excellence in Sales Sales Speaker of the Year. Find out more about the 15th Annual Sales Excellence Awards here. JACK'S TIP:  “Lifelong learning fuels my journey. From paper books to Kindle—and now Audible—I average over 100 books a year by learning on the go. Your degree isn't the end; it's just the beginning.”  

This is episode 733. Read the complete transcription on the Sales Game Changers Podcast website. The Sales Game Changers Podcast was recognized by YesWare as the top sales podcast. Read the announcement here. Subscribe to the Sales Game Changers Podcast now on Apple Podcasts! Read more about the Institute for Excellence in Sales Premier Women in Sales Employer (PWISE) designation and program here. Purchase Fred Diamond's best-sellers Love, Hope, Lyme: What Family Members, Partners, and Friends Who Love a Chronic Lyme Survivor Need to Know and Insights for Sales Game Changers now! Today's show featured an interview with Josh Garrison, VP of Marketing at Apollo and the author of "Outbound Sales: A data-backed playbook for cold email, cold calling, social selling, and more," and Samuel Elliott, Senior Account Executive. JOSH'S TIP:  "Go leave five comments on LinkedIn, and I want you to do it in a way where you're not selling anything. Give as much as you can in those five comments on five different posts and see what you get. Make that a habit. That's my number one thing, that even myself, we could all do better and the rewards are going to be there." SAMUEL'S TIP: "Go log into ChatGPT, Perplexity, or any of the AI applications. Before your next call with someone, ask it to summarize what that company does, who they serve, and what their specific role and title cares about. You'll be amazed at how much it can streamline your pre-call research and information and all of the possibilities beyond it."

This is episode 731. Read the complete transcription on the Sales Game Changers Podcast website. The Sales Game Changers Podcast was recognized by YesWare as the top sales podcast. Read the announcement here. This is a Sales Story and a Tip episode! Watch the video of the interview here. Subscribe to the Sales Game Changers Podcast now on Apple Podcasts! Read more about the Institute for Excellence in Sales Premier Women in Sales Employer (PWISE) designation and program here. Purchase Fred Diamond's best-sellers Love, Hope, Lyme: What Family Members, Partners, and Friends Who Love a Chronic Lyme Survivor Need to Know and Insights for Sales Game Changers now! Today's show featured an interview with Faheem Moosa, founder of Consulting Leap. Find Faheem on LinkedIn. FAHEEM'S TIP:  “Even though I had a champion in the organization, I couldn't push too hard. That was a learning for me. There are different dynamics that take place within an organization. Champions are not going to save you all the time, but then it doesn't stop you from pursuing other angles and still being top of mind in other ways. That's what I learned about champions in a complex sale.”

This is episode 723. Read the complete transcription on the Sales Game Changers Podcast website. The Sales Game Changers Podcast was recognized by YesWare as the top sales podcast. Read the announcement here. Subscribe to the Sales Game Changers Podcast now on Apple Podcasts! Read more about the Institute for Excellence in Sales Premier Women in Sales Employer (PWISE) designation and program here. Purchase Fred Diamond's best-sellers Love, Hope, Lyme: What Family Members, Partners, and Friends Who Love a Chronic Lyme Survivor Need to Know and Insights for Sales Game Changers now! Today's show featured an interview with Andrew Barbuto, author of "Top Sales Producer: How to Crush Your Sales Quota," and his sales manager, Patrick Thornton at Basis Technologies. Find Andrew on LinkedIn. Find Patrick on LinkedIn. ANDREW'S TIP:  "Picture what your life is like if you are your ideal customer profile. Put yourself in their shoes. What is your day like? What are some of your challenges? You'll be surprised at the insights you can get from that. Our job is to help our customers and our prospects. How are you going to do that unless you really understand what their needs are?" PAT'S TIP: "Reach out to one sales professional, but any professional that you respect and admire, and say, “What's one book that you would recommend that really helped shape and advance your career?” Read it and then see what happens."  

This is episode 726 Read the complete tranwcription on the Sales Game Changers Podcast website here. The Sales Game Changers Podcast was recognized by YesWare as the top sales podcast. Read the announcement here. Subscribe to the Sales Game Changers Podcast now on Apple Podcasts! Read more about the Institute for Excellence in Sales Premier Women in Sales Employer (PWISE) designation and program here. Purchase Fred Diamond's best-sellers Love, Hope, Lyme: What Family Members, Partners, and Friends Who Love a Chronic Lyme Survivor Need to Know and Insights for Sales Game Changers now! Today's show featured an interview with Seth Marrs, the primary sales AI and technology thought leader at Forrester. Find Seth on LinkedIn. SETH'S TIP:  “AI is going to make you as a sales professional a lot better. It's going to make it a lot harder to be a seller, but for those who take advantage of it, it's not going anywhere soon. Tt's going to make sales more important and it's going to make the true nature of a seller. The true nature of a seller is independence and really trying to find your own way to do things.”  

This is episode 725. Read the complete transcription on the Sales Game Changers Podcast website. The Sales Game Changers Podcast was recognized by YesWare as the top sales podcast. Read the announcement here. Subscribe to the Sales Game Changers Podcast now on Apple Podcasts! Read more about the Institute for Excellence in Sales Premier Women in Sales Employer (PWISE) designation and program here. Purchase Fred Diamond's best-sellers Love, Hope, Lyme: What Family Members, Partners, and Friends Who Love a Chronic Lyme Survivor Need to Know and Insights for Sales Game Changers now! Today's show featured an interview with Quinton Feltner, Regional Sales Vice President, Microsoft (Nuance). Find Quinton on LinkedIn. QUINTON'S TIP:  "I put it in three buckets. Fix, avoid, and accomplish. Can you help somebody avoid something? Can you help somebody accomplish something? Can you help somebody fix something? When you really focus consistently and seeking to be that problem-solver, you're going to set yourself apart."

This is episode 723. Read the complete transcription on the Sales Game Changers Podcast website. The Sales Game Changers Podcast was recognized by YesWare as the top sales podcast. Read the announcement here. Read more about the Institute for Excellence in Sales Premier Women in Sales Employer (PWISE) designation and program here. Purchase Fred Diamond's best-sellers Love, Hope, Lyme: What Family Members, Partners, and Friends Who Love a Chronic Lyme Survivor Need to Know and Insights for Sales Game Changers now! Today's show featured an interview with Bryon Kroger, CEO of software development firm Rise8. Find Bryon on LinkedIn. BRYON'S TIP:  "Give away all your secrets. Every single one of them. If you want to have a value-based conversation with somebody, show that you're willing to give them value in the first place. The worry here with everybody is if I sell the secrets, they won't need me, but I promise, they'll still need to buy the implementation."

This is episode 724. Read the complete transcription on the Sales Game Changers Podcast website. The Sales Game Changers Podcast was recognized by YesWare as the top sales podcast. Read the announcement here. This is a Sales Story and a Tip episode! Watch the video of the interview on YouTube. Subscribe to the Sales Game Changers Podcast now on Apple Podcasts! Read more about the Institute for Excellence in Sales Premier Women in Sales Employer (PWISE) designation and program here. Purchase Fred Diamond's best-sellers Love, Hope, Lyme: What Family Members, Partners, and Friends Who Love a Chronic Lyme Survivor Need to Know and Insights for Sales Game Changers now! Today's show featured an interview Linda Erickson of the Star Speaker Academy. Find Linda on LinkedIn. LINDA'S TIP:  "I want to emphasize the power of using stories into your deliveries. If I would have said, “Oh, the Convention Center has 73,000 square feet,” they aren't going to remember it. But they're going to remember a Guinness World Book of Records. They're going to remember the inaugurations. Those are the things that you leave people with, and you can always give them the information after. Data and information is good to a point, but it can also kill you."

This is episode 722. Read the complete transcription on the Sales Game Changers Podcast website. The Sales Game Changers Podcast was recognized by YesWare as the top sales podcast. Read the announcement here. Read more about the Institute for Excellence in Sales Premier Women in Sales Employer (PWISE) designation and program here. Purchase Fred Diamond's best-sellers Love, Hope, Lyme: What Family Members, Partners, and Friends Who Love a Chronic Lyme Survivor Need to Know and Insights for Sales Game Changers now! Today's show featured an interview with Dan Carusi, Head of Client Success at Sandler. He also leads equine-based leadership retreats for executives. Find Dan on LinkedIn. DAN'S TIP:  “Many people split into fear, uncertainty, and doubt that really holds them back from being their best at what they do. Don't fall into that trap. It is a mindset. The world's kind of crazy today but be on guard for not slipping and you're letting your mindset slip into that FUD. If you're pushing yourself outside your comfort zone, you're going to break the FUD cycle. They do go hand in hand.”

This is episode 719. Read the complete transcription on the Sales Game Changers Podcast website. The Sales Game Changers Podcast was recognized by YesWare as the top sales podcast. Read the announcement here. Read more about the Institute for Excellence in Sales Premier Women in Sales Employer (PWISE) designation and program here. Purchase Fred Diamond's best-sellers Love, Hope, Lyme: What Family Members, Partners, and Friends Who Love a Chronic Lyme Survivor Need to Know and Insights for Sales Game Changers now! Today's show focused on the concept of “Technology by Policy” and featured Federal Business Development and Marketing expert Rob Efrus and GitLab Federal CTO Joel Krooswyk. ROB'S TIP:  “Try and walk in the shoes of your end user, federal customers, understand the pressures that they are facing, agency reorganizations, budget cuts, etc. doing more with less, and align your value proposition to those challenges and the policies that are driving those challenges.” JOEL'S TIP: “Find some good sources of information and just subscribe so you're up to date. Don't let policy fly by as some of it's going to be really important. Find a few news sources you like. I'm a big fan of subscribing directly to the White House and to CISA. If you just get a few of those things coming in your inbox, you can at least keep up with policy changes as they're being published.”  

This is episode 706. Read the complete transcription on the Sales Game Changers Podcast website. The Sales Game Changers Podcast was recognized by YesWare as the top sales podcast. Read the announcement here. Read more about the Institute for Excellence in Sales Premier Women in Sales Employer (PWISE) designation and program here. Purchase Fred Diamond's best-sellers Love, Hope, Lyme: What Family Members, Partners, and Friends Who Love a Chronic Lyme Survivor Need to Know and Insights for Sales Game Changers now! Today's show featured an interview with Jason Adolf, Vice President - Global Public Sector Vertical at Appian. JASON'S TIP:  "For people who sell to the government, shed the COVID mindset. You need to go out, find a trade show, find an industry day, find a networking event, and go register for it and go. Your government customers are coming out. Your partners are going to be there. Washington tends to be a very incestuous community as far as trading people. If you are not out there, somebody else is. Your competitor is out there. If you are not out there, you're not top of mind."

This is episode 703. Read the complete transcript on the Sales Game Changers Podcast website. The Sales Game Changers Podcast was recognized by YesWare as the top sales podcast. Read the announcement here. Read more about the Institute for Excellence in Sales Premier Women in Sales Employer (PWISE) designation and program here. Purchase Fred Diamond's best-sellers Love, Hope, Lyme: What Family Members, Partners, and Friends Who Love a Chronic Lyme Survivor Need to Know and Insights for Sales Game Changers now! Today's show featured an interview with Alan Versteeg, Global Chief Revenue Officer, Growth Matters International and James Hickman, Director of Sales at Altron Digital Business. JAMES' TIP:  “Take 5 to 10 minutes, sit down and write down, out of this podcast or any of the other podcasts you've listened to on the channel, what is it you are going to go and do? Set yourself timelines to that and book a meeting now for a week or two weeks to sit down and review how you've progressed along those actions. None of what's been said on this podcast or any of the others is any value unless it's implemented and actioned. That's the only way to get results.” ALAN'S TIP: “If you're a salesperson, make it a profession. That mindset will change everything. If you're a sales manager, realize you're there to grow salespeople that grow sales, not grow sales. That mindset will serve you everywhere. If you're an organization, realize that nothing happens until you make a sale. As the leader, start aligning the organization behind the sales.”

This is episode 701. Read the complete transcription on the Sales Game Changers Podcast website. The Sales Game Changers Podcast was recognized by YesWare as the top sales podcast. Read the announcement here. Read more about the Institute for Excellence in Sales Premier Women in Sales Employer (PWISE) designation and program here. Purchase Fred Diamond's best-sellers Love, Hope, Lyme: What Family Members, Partners, and Friends Who Love a Chronic Lyme Survivor Need to Know and Insights for Sales Game Changers now! Today's show featured an interview with Mark Magnacca, President and Co-Founder, Allego, Inc. and Mark Lonzo, Director of Sales Development at The Hillman Group. MARK MAGNACCA'S TIP:  "To take your sales career to the next level, pick a philosophy. In the same way that there's lots of great philosophies out there in terms of how to grow your business, how to be consultative, the key is to try to find one that you can actually follow. Trying to mix and match or mix religions, so to speak, is a lot harder than to pick one approach that you believe in and that you can hold onto and stay with over the long term." MARK LONZO'S TIP: " I have a sign in my office that says, “If we're not changing, we're dying.” Always look for ways that you're always changing and evolving as a person. Don't become stagnant in your career. Always look for ways to improve. It's a constant self-improvement process that you need to engage in."

This is episode 698. Read the complete transcript on the Sales Game Changers Podcast website. The Sales Game Changers Podcast was recognized by YesWare as the top sales podcast. Read the announcement here. Read more about the Institute for Excellence in Sales Premier Women in Sales Employer (PWISE) designation and program here. Purchase Fred Diamond's best-sellers Love, Hope, Lyme: What Family Members, Partners, and Friends Who Love a Chronic Lyme Survivor Need to Know and Insights for Sales Game Changers now! Today's show featured an interview with Frame of Mind Coaching® process creator Kim Ades. KIM'S TIP:  “Grab a piece of paper and a pen and write down these two questions. Question number one, what do you really, really want right now more than anything? There's two reallys there for a reason. Think about what you truly, deeply want. Not what is expected of you, not what somebody else wants for you, not what you think you should want, but what do you truly, deeply want? Question number two, what's stopping you from having it right now? What's getting in the way? Write down all the reasons, and that's your first exercise. Start to look at those reasons and understand that they are your beliefs.”  

This is episode 697. Read the complete transcription on the Sales Game Changers Podcast website. The Sales Game Changers Podcast was recognized by YesWare as the top sales podcast. Read the announcement here. This is a Sales Story and a Tip episode! Watch the video of the interview here. Read more about the Institute for Excellence in Sales Premier Women in Sales Employer (PWISE) designation and program here. Purchase Fred Diamond's best-sellers Love, Hope, Lyme: What Family Members, Partners, and Friends Who Love a Chronic Lyme Survivor Need to Know and Insights for Sales Game Changers now! Today's show featured an interview with sales expert Dave Kurlan. DAVE'S TIP:  "People don't buy presentations. Sales presentations are simply the same as political theater. If the selling was done properly, a person at a time, upfront, ahead of the presentation, the decisions have already been made. The lines have already been drawn, the presentation's not going to change anybody's mind. It's just theater, where the people on the buying committee get to ask some great memorable question and impress their boss or their boss's boss who happens to be in the room. There's nothing you can do in a presentation that's going to change that."

This is episode 683. Read the complete transcription on the Sales Game Changers Podcast website. The Sales Game Changers Podcast was recognized by YesWare as the top sales podcast. Read the announcement here. Read more about the Institute for Excellence in Sales Premier Women in Sales Employer (PWISE) designation and program here. Purchase Fred Diamond's best-sellers Love, Hope, Lyme: What Family Members, Partners, and Friends Who Love a Chronic Lyme Survivor Need to Know and Insights for Sales Game Changers now! Today's show featured an interview with Jeff Giagnocavo, founder of The Big Ticket Life. JEFF'S TIP:  “If I want to get myself amped up, I put myself back in time, and I keep this picture fishing with my grandfather as a little boy, right before the abuse started. Move yourself into that place. Get that mind in that good spot, that positive spot where you were that best person where everything was ahead of you. Then go make that call and I bet you you'll get the deal and you'll feel a lot better about getting it.”

This is episode 682. Read the complete transcription on the Sales Game Changers Podcast website. The Sales Game Changers Podcast was recognized by YesWare as the top sales podcast. Read the announcement here. Subscribe to the Podcast now on Apple Podcasts! Read more about the Institute for Excellence in Sales Premier Women in Sales Employer (PWISE) designation and program here. Purchase Fred Diamond's best-sellers Love, Hope, Lyme: What Family Members, Partners, and Friends Who Love a Chronic Lyme Survivor Need to Know and Insights for Sales Game Changers now! Register for the IES Women in Sales Leadership Development programs here. Today's show featured an interview with TalentRemedy Managing Director Stephanie Rowsie and Donald “The Sales Evangelist” Kelly. STEPHANIE'S ADVICE:  “Put yourself back out there. I was recently at the IES awards ceremony with 200 plus people, dynamic salespeople and sales leaders. I walked out of there feeling like I was on fire. I was like, “I want to be one of these people. I want to be one of these people who get up and show up and have the energy and make conversations and represent my company well.” DONALD'S ADVICE:  “The biggest thing that I go back on whenever I see my motivation wane, is I look back at why am I doing what I'm doing? This couldn't come at a better time because of stuff that we're doing within our organization, and also things that I've done in my personal life. I feel that for me though, I go back and evaluate the why. Why am I selling this? Who am I selling to? Do I enjoy this?”

This is episode 681. Read the complete transcription on the Sales Game Changers Podcast website. The Sales Game Changers Podcast was recognized by YesWare as the top sales podcast. Read the announcement here. Read more about the Institute for Excellence in Sales Premier Women in Sales Employer (PWISE) designation and program here. Purchase Fred Diamond's best-sellers Love, Hope, Lyme: What Family Members, Partners, and Friends Who Love a Chronic Lyme Survivor Need to Know and Insights for Sales Game Changers now! Today's show featured an interview with Dave Dantus, Vice President Sales– US Public Sector for Appian Corporation. DAVE'S TIP:  “You just need to allocate time on developing strategy and culture. If you're micromanaging account executives and you overfocus on dashboards, you won't have the time to focus on it.”

This is episode 679. Read the complete transcription on the Sales Game Changers Podcast here. The Sales Game Changers Podcast was recognized by YesWare as the top sales podcast. Read the announcement here. Purchase Fred Diamond's best-sellers Love, Hope, Lyme: What Family Members, Partners, and Friends Who Love a Chronic Lyme Survivor Need to Know and Insights for Sales Game Changers now! Register for the IES Women in Sales Leadership Development programs here. Today's show featured an interview with Joe Tarulli, GM and Dennis Been, Sales Development Leader at Pyrotek. JOE'S ADVICE:  "if you want to be successful, model success. Find a mentor in their organization who's having the type of success that they want to have, invite them to coffee, take them to lunch, pick their brain, ask them good questions. What are they doing? How are they structuring their days? Who are they calling on? What questions are they asking? I've looked at people who were already doing what I wanted to do, and I've asked, and people are generally very happy to share that with you." DENNIS' ADVICE:  "Being one step ahead is a mantra, is a phrase we use continuously in our company. It comes back to being proactive as well. But being one step ahead with everything you do is going to make the difference going forward for you."

This is episode 678. Read the complete transcription on the Sales Game Changers Podcast website. The Sales Game Changers Podcast was recognized by YesWare as the top sales podcast. Read the announcement here. Purchase Fred Diamond's best-sellers Love, Hope, Lyme: What Family Members, Partners, and Friends Who Love a Chronic Lyme Survivor Need to Know and Insights for Sales Game Changers now! Register for the IES Women in Sales Leadership Development programs here. Today's show featured an interview with Brian Shealey, Vice President of Sales at Rohirrim, a generative AI developer of RFP response technology. BRIAN'S ADVICE:  “Be passionate about what it is that you're doing. Always be hungry and thirsty for more knowledge and continued improvement. That is the biggest difference in my mind of some of the greatest sales leaders and salespeople I've worked with, is there's a continued curiosity. Constantly improve yourself and bring new knowledge and challenge paradigms that are out there, that are dated.”

This is episode 676. Read the complete story on the Sales Game Changers Podcast website. The Sales Game Changers Podcast was recognized by YesWare as the top sales podcast. Read the announcement here. This is a Sales Story and a Tip episode! Purchase Fred Diamond's best-sellers Love, Hope, Lyme: What Family Members, Partners, and Friends Who Love a Chronic Lyme Survivor Need to Know and Insights for Sales Game Changers now! Today's show featured an interview with sales content creation expert Stephen Steers. STEPHEN'S TIP:  “What is going to get people to come towards me and ask me questions about things? Is that good content? Is that some things that you talked about on a podcast? Is that great lead magnets that are really adding so much value that they're overwhelmed and need to hit you up and have you do it them?  Really take some time and leverage the personalization.”  

Dave is joined by John Short, Founder & CEO of Compound Growth Marketing. John spent a decade as a B2B SaaS marketer at LogMeIn, Yesware, and Workable before starting his own full-funnel marketing agency in 2018. John is focused on helping companies find the right strategy in order to grow, as opposed to just blindly picking from a menu of marketing tactics. His company helps B2B marketers with everything from infrastructure (marketing ops and analytics) to customer acquisition, funnel optimization, and scaling growth.They discussGrowth by acquisitionsTimeless marketing principlesEvolving dynamic between sales and marketingThe impact of AI on SEOBuilding a strong company narrativeTimestamps(00:00) - - Intro and disclaimers (05:24) - - Seeking Strategic Guidance (09:17) - - Embracing Ten X Growth Mindset (14:10) - - Overcoming Hurdles in Business (15:08) - - Balancing Work and Family Commitments (20:06) - - Evolving Search Results and AI Generative Models (23:59) - - Understanding Golf Physics and AI Research (29:56) - - Search Engine Trust and Accuracy (30:56) - - Shifting Landscapes: SEO, Cookies, and Timeless Principles (36:55) - - Strategic Approach to Social Media Advertising (38:48) - - Predictive User Scores and Behavior Analysis (42:21) - - Navigating Growth and Expansion (45:17) - - Aligning Sales and Marketing for Success (48:29) - - The Power of Company Vision: Lessons from Drift (51:41) - - Strategic Alignment Send guest pitches and ideas to hi@exitfive.comJoin the Exit Five Newsletter here: https://www.exitfive.com/newsletterCheck out the Exit Five job board: https://jobs.exitfive.com/Become an Exit Five member: https://community.exitfive.com/checkout/exit-five-membership***Today's episode is brought to you by PharosIQ. In 2024, you face tougher pipeline challenges than ever: reduced budgets, tighter resources, and fewer active buyers. Yet your growth goals remain unchanged.  PharosIQ leverages down-funnel intent signals along with targeted demand solutions to help you build your pipeline efficiently. They help B2B marketing leaders reach their ideal buyers and generate leads that actually convert for businesses of all sizes.  Generating leads is easy; generating leads that convert is what separates PharosIQ from the competition. Check them out at PharosIQ.com/exitfive; book a meeting with their team …PLUS, their team is giving away memberships to Exit Five so go check out their website that's P-H-A-R-O-S-I-Q dot com slash exitfive one word right now. ***Thanks to my friends at hatch.fm for producing this episode and handling all of the Exit Five podcast production.They give you unlimited podcast editing and strategy for your B2B podcast.Get unlimited podcast editing and on-demand strategy for one low monthly cost. Just upload your episode, and they take care of the rest.Visit hatch.fm to learn more

On Episode 383 of The No Limits Selling Podcast, we have Joel Stevenson. Joel Stevenson was CEO of Yesware for 6 years, a leader in sales productivity software. Prior to Yesware, he was the general manager and founder of Wayfair's B2B division, which he grew to over $400M million in revenue. Stevenson began his Wayfair career by leading the company's home improvement products division, followed by his role as managing director of Wayfair UK, where he drove growth of the company's international presence. He then served as vice president of FP&A while Wayfair was making the transition to a public company. In this episode, the conversation revolves around the role of email automation in enhancing sales productivity, with a focus on personalization and time-saving. Joel Stevenson shares his experience growing a b2b organization and adapting to change, emphasizing the importance of maintaining a positive company culture and acquiring the right talent. He discusses various techniques for qualifying leads and communicating effectively with potential customers, including personalization, targeted messaging, and persistence in follow-up attempts. Both Umar and Joel also recommended using tools like Sales Navigator and the Pyramid Principle to improve communication skills. Find Joel Stevenson: LinkedIn Website Facebook   [EDITOR'S NOTE: This podcast is sponsored by No Limits Selling. It is a fun, fast-paced podcast that delivers hard-fought business advice that you can implement today to improve your sales and performance] Interested In Our Real Estate Coaching Services? Explore Our Website: https://nolimitsselling.com/ Feeling Not Well Today? You Can Use Our Mindset Boosters App To amp Up Your Mood: https://mindsetboosters.com/ Find us on Social Media:   LinkedIn:  https://www.linkedin.com/in/umarhameed Facebook Community:  https://www.facebook.com/groups/mindsetboosters/ Instagram:  https://instagram.com/coachumar.co Like what do you listen to? Subscribe to our podcast! Ready to become fearless? We can help you become fearless in 60 days so you accomplish more in your career Schedule A 15 min Call with Umar:  https://link.agent-crm.com/widget/appointment/meetumar  

“Getting better at business and growing as a person are very dovetailed together. They've been very mutually beneficial.” Entrepreneur Matthew Bellows' career is proof that professional and personal success work in tandem. Recognizing time as a person's most precious commodity, he was drawn to entrepreneurship as a means of gaining asymmetric returns on that time. He was moved to co-found Bodeswell, a company which invented self-service financial planning software, after sorting through his late father's estate and becoming frustrated with the state of the financial planning space. Matthew joins The Conscious Entrepreneur podcast to discuss what he's learned throughout his evolution from founder and CEO of WGR Media, to CEO and later Executive Chairman at Yesware, and now a General Partner at Grit Capital.    He'll explain what it was like to cede his CEO position at Yesware, and what it taught him about the true mission of business. He'll share what it was like to have American Express acquire Bodeswell, and the best way other entrepreneurs can prepare their companies for a similar acquisition. Learn what the biggest mistakes and assumptions are that most entrepreneurs make and what they can be doing differently.    Throughout his career, Matthew has maintained a seated meditation practice. Now a meditation teacher, he reveals on today's episode how this practice has profoundly impacted both his professional and personal life.    Quotes “I needed to find some activity, professional activity, that would have potential for asymmetric returns on my time. In other words, just working for what amounts to an hourly wage, even if it's a very good hourly wage, it has linear returns on your time, and your time is the only thing you've actually got in your life. So, what would be the things that I could do that would potentially break that linear curve into an exponential curve.” (4:31 | Matthew Bellows) “Sitting meditation for me provided a foundation to weather the storms that came. The storms absolutely came; there was no dodging the difficulties of going through that kind of process. But at least I felt like, for the most part, I had a ground and when I lost my ground, when I lost my foundation, I had a place to come back to.” (14:07 | Matthew Bellows)  “It was very difficult to let go and to turn over the reins, in a sense. But at the end of the day, you're not building a company for yourself. This is not a personal aggrandizement project, this is not something that is for any one person or any one investor. You're building a company to serve customers and in order to serve customers your company needs to keep growing.” (22:26 | Matthew Bellows) “The combination of getting better at business and growing as a person, I think, are very dovetailed together. They've been very mutually beneficial.” (35:36 | Matthew Bellows)  “You need to be prepared—mentally, emotionally, spiritually, physically, and financially— to wander in the desert for a year or two years, just trying to figure out, ‘Is this even a thing?' So many people think, ‘I'm going to go and it's going to just click,' or they think, ‘Oh my God, I need to raise outside capital, and then I can figure out if this is a thing.” Neither of those two paths are optimal.” (37:59 | Matthew Bellows)   Links Connect with Matthew Bellows: LinkedIn: https://www.linkedin.com/in/mbellows/   Connect with Alex Raymond: LinkedIn: https://www.linkedin.com/in/afraymond/ Website: https://consciousentrepreneur.us/ HiveCast.fm is a proud sponsor of The Conscious Entrepreneur Podcast. Podcast production and show notes provided by HiveCast.fm

Joel Stevenson, CEO of Yesware, shares his insights on being a global citizen and how it can make you a better leader, transitioning from sales to executive leadership, and creating a culture of accountability. He also discusses his experience starting the business-to-business division at Wayfair and the importance of an entrepreneurial spirit in a large organization.This podcast is powered by LeggUP, the ultimate accelerated leadership development platform with retention insurance. Click here to learn more: https://www.leggup.com/ Subscribe to the Talent Empowerment Podcast: https://www.youtube.com/@TomFinnovation

This Thursday, Joel Stevenson, CEO of Yesware, shares his insights on being a global citizen and how it can make you a better leader, transitioning from sales to executive leadership, and creating a culture of accountability. He also discusses his experience starting the business-to-business division at Wayfair and the importance of an entrepreneurial spirit in a large organization.This podcast is powered by LeggUP, the ultimate accelerated leadership development platform with retention insurance. Click here to learn more: https://www.leggup.com/ Subscribe to the Talent Empowerment Podcast: https://www.youtube.com/@TomFinnovation

Connie's motivational quote for today is by – Napoleon Hill, “If you can't do great things, do small things in a great way." Okay, I am a Napoleon Hill geek and love his quotes.  The one I've chosen for today's show is no different.    For the past 40 years, I have lived my personal and professional life working on or creating micro habits that I could learn, execute, master, build upon, and then rinse and repeat with the next skill I needed to grow to get me to the next level of success.   I have found that building small things upon each other is when magic happens.  Developing expertise in anything is impossible without ongoing practice and effort—a simple concept.    YouTube: https://youtu.be/QIhBrphjbYc   About Joel Stevenson:   Joel is the General Manager of Direct Brands at Vendasta, which acquired Yesware in 2022, where Joel was CEO. Prior to Yesware, Joel built Wayfair's B2B business from scratch to $400MM in annual revenue. He also ran Wayfair's UK business and oversaw the FP&A function as Wayfair transitioned into a publicly traded company.    Before Wayfair, Joel worked as a consultant at ZS Associates and spent the early part of his career in various sales roles. Joel has an M.B.A. from the Yale School of Management and a B.S. in Business Administration from the University of Illinois. He has a goal of being #1 for humor endorsements on  LinkedIn.   How to Get in Touch With Joel Stevenson:   Email: jstevenson@yesware.com Website:  https://www.yesware.com/   Free Link to Yesware:  https://yesware7054.grsm.io/pb7etw45xfja   Stalk me online! LinkTree: https://linktr.ee/conniewhitman Download Free Communication Style Assessment: https://whitmanassoc.com/csa/  All-Star Community:  https://changingthesalesgame.mykajabi.com/All-Star-Community Infinite List Community:  https://mneeley.ontraport.com/t?orid=12172&opid=53   Subscribe to the Changing the Sales Game Podcast on your favorite podcast streaming service or YouTube.  New episodes post every week - listen to Connie dive into new sales and business topics or problems you may have in your business.

Just like any tool, AI can be used for good - or evil. This week we are taking ideas and insights from Joel Stevenson. Joel is currently the VP of Growth at Vendasta, which acquired Yesware in 2022, where Joel was the CEO. Prior to Yesware, Joel build Wayfair's B2B business from scratch to $400 million in annual revenue. In this episode, you'll learn: The importance of sales tech for growth. The benefits of sales tech in terms of time savings and information advantage. How to use tech for effective sales conversations. What your responsibility, as a sales leader, is in analytics and understanding technology. How AI and personalization in sales tech can make a competitive advantage. And, if you think you need some help managing your Sales Tech stack, maybe it's time to give us a a call.  -=+=-=+=--=+=-=+=-=+=-=+=-=+=-=+=-=+=-=+=-=+=-=+=-=+=-=+=-=+=-=+= Free offer for listeners of the Full Funnel Freedom Podcast. It's incredibly frustrating as sales leaders when our sellers get a deal almost across the finish line, but can't quite push it to the finish, even though they've promised us that it's coming in real soon. We are offering a Free white paper on Three ways to get those sales across the line. To get this free, insightful report, visit us at fullfunnelfreedom.com/sputter -=+=-=+=--=+=-=+=-=+=-=+=-=+=-=+=-=+=-=+=-=+=-=+=-=+=-=+=-=+=-=+= Resources: This episode is also on YouTube:  Talent is Overrated: What Really Separates World-Class Performers from Everybody Else - by Geoff Colvin. Reboot: Leadership and the Art of Growing Up - by Jerry Colonna Reunion: Leadership and the Longing to Belong - by Jerry Colonna Getting Things Done: The Art of Stress-Free Productivity - by David Allen "The Smell of the Place" - Professor Sumantra Ghoshal - Talk at the World Economic Forum on YouTube Yesware Blog The Hard Sell Podcast with Joel Stevenson Joel Stevenson on LinkedIn Full Funnel Freedom https://fullfunnelfreedom.com Sandler on Instagram https://www.instagram.com/sandler_yyc/  Sandler in Calgary - www.hamish.sandler.com/howtosandler Connect with Hamish Knox on LinkedIn https://www.linkedin.com/in/hamishknox/ Sponsorship or guest inquiries - podcast@fullfunnelfreedom.com    

Welcome to Invest In Yourself: The Digital Entrepreneur Podcast, where we explore the world of entrepreneurship and how it leads to financial success. In this episode, our host Phil Better interviews digital entrepreneur Joel Stevenson, who shares his insights on the acquisition of Yesware, a company he helped manage. Joel talks about his varied career, from starting in sales to helping build Wayfair's B2B business. He also discusses the process of going through a sale and the importance of making your company worth buying. Joel shares his thoughts on AI in the business world and offers valuable advice for aspiring entrepreneurs. So get ready to invest in yourself and learn from the experiences of an accomplished digital entrepreneur. Let's dive in!

Austin shares 7 of his favorite job search tools that will give you a crazy advantage over the competition!Time Stamped Show Notes:[0:30] - 30 million people are job searching right now![1:15] - ResyMatch.io[2:04] - TealHQ.com[3:26] - ChatGPT[4:34] - Mailscoop.io[5:51] - Yesware.com[7:30] - HeadlineAnalyzer.io[8:42] - Loom.comFree Masterclass: Land Your Dream Job In 10 Weeks (Without Applying Online)!Ask Austin Anything (And Have Him Answer Live On The Podcast!)Click here to submit your question.Want To Level Up Your Job Search?Click here to learn more about 1:1 career coaching to help you land your dream job without applying online.Check out Austin's courses and, as a thank you for listening to the show, use the code PODCAST to get 5% off any digital course:The Interview Preparation System - Austin's proven, all-in-one process for turning your next job interview into a job offer.Value Validation Project Starter Kit - Everything you need to create a job-winning VVP that will blow hiring managers away and set you apart from the competition.No Experience, No Problem - Austin's proven framework for building the skills and experience you need to break into a new industry (even if you have *zero* experience right now).Try Austin's Job Search ToolsResyBuild.io - Build a beautiful, job-winning resume in minutes.ResyMatch.io - Score your resume vs. your target job description and get feedback.ResyBullet.io - Learn how to write attention grabbing resume bullets.Mailscoop.io - Find anyone's professional email in seconds.Connect with Austin for daily job search content:Cultivated CultureLinkedInTwitterThanks for listening!

https://youtu.be/KDy7ZRQUhhs Joel Stevenson is the CEO of Yesware, a sales engagement software that helps high-performing sales teams do meaningful email outreach at scale. We discuss the future of sales outreach, ways salespeople can become more productive, and the fastest way to drive awareness for your products.  --- Make Your Sales More Productive with Joel Stevenson Our guest is Joel Stevenson, the CEO of Yesware, a technology business that helps high performing sales teams do meaningful email outreach at scale. Joel, welcome to the show. Thanks for having me. Well, it's great to have you at Joel. And I'm curious about your CEO journey. How did you land in the top seat of a fast growing startup yesterday? Yeah, it was a long and winding road. I started my career in sales right out of college. And then I did that for a few years, sort of lived through the dot com boom, the dot com bust, and the 9-11 and all these things that seem like very, very distant memories now. And the economy started to slow down very significantly in the early 2000s. I ended up going back and getting my MBA and focused a little bit more on quantitative finance concentration. So, I did mostly customer-facing things, wanted to do some more quantitative stuff afterwards. So, then I landed in consulting and then sort of back in the startup world, which brought me ultimately to this little company called CSN Stores that later became Wayfair. So, I was at Wayfair for seven and a half years. And one of the things that I did at Wayfair was I built up our B2B business, which is selling to interior designers and contractors and builders, that sort of thing, versus selling to individual consumers. And we grew that to $400 million over a few years. And that was a really exciting journey. Yes, Wayfair eventually got a little bit too big for me, and so I was looking to do something different. And we spent a tremendous amount of time and effort using technology to drive sales productivity and in that B2B part of Yesware, and that part of Wayfair, which is so interesting. Sometimes I'll say Wayfair versus Yesware because they rhyme, and I sometimes joke that I only work for companies that rhyme, but it's not really true. But then as I was looking to leave, there was an opportunity to join. We had an investor in common between Yesware and Wayfair. And, so I knew a little bit about the company, had to know him better. And the chance to sort of stay in Boston and go from a buyer of tech like that to a seller of tech like that and help other companies do sort of, you know, some of the things that we were able to do at Wayfair was exciting. That's how I ended up here. Well, incidentally, I recently purchased some tiles from Wayfair. So, I kind of experienced it is a pretty powerful B2C platform as well. Yeah. So, it seems like you did a great job there too. So, yeah, so I am excited about how you do this. How do you spur sales and marketing for a retailer or for a service business? So, can you please share about your favorite framework for customer acquisition? There are many ways to acquire customers. Obviously, there's, you know, people have different motions. Sometimes you have e-commerce, sometimes you have high call center, high velocity, you have inside sales, you have outside sales. There's many, many channel sales. There are all kinds of different ways to do it. But, you know, an important way to understand if you're doing a good job with that, and then not only are you acquiring the customers which are retaining them over time is to what is generally preferred to his cohort analysis and one of the reasons why I really like this tool is because we used it pretty extensively at Wayfair and what was much more of an e-commerce world and we also use it very extensively here at Yesware and now Vendasta who acquired Yesware to look at all you know very different types of sales motion. So, I believe it's this is a broadly applicable framework.

Joel Stevenson is the CEO of Yesware, a sales engagement software that helps high-performing sales teams do meaningful email outreach at scale. We discuss the future of sales outreach, ways salespeople can become more productive, and the fastest way to drive awareness for your products.    Timestamps [00:00] Joel's entrepreneurial journey [02:48] Joel's framework for customer acquisition [06:43] The most important metric to track in your sales process [08:34] Sales forecasting best practices [09:47] Tips to help you reduce customer churn [13:38] How does Yesware work? [14:55] How to optimize your sales process over time [17:09] The future of sales outreach [20:40] How to get the most out of sales and marketing [22:41] The fastest way to drive awareness for your products [24:35] Parting thoughts        Links and Resources Steve and Greg Cleary's Book: Pinnacle: Five Principles that Take Your Business to the Top of the Mountain Work with Steve - Stevepreda.com Connect with Steve on LinkedIn Joel's LinkedIn Yesware.com Free Sales Content  The Hard Sell Podcast

Connie's motivational quote for today is by – Napoleon Hill, “If you can't do great things, do small things in a great way." Okay, I am a Napoleon Hill geek and love his quotes.  The one I've chosen for today's show is no different.    For the past 40 years, I have lived my personal and professional life working on or creating micro habits that I could learn, execute, master, build upon, and then rinse and repeat with the next skill I needed to grow to get me to the next level of success.   I have found that building small things upon each other is when magic happens.  Developing expertise in anything is impossible without ongoing practice and effort—a simple concept.    YouTube: https://youtu.be/QIhBrphjbYc   About Joel Stevenson:   Joel is the General Manager of Direct Brands at Vendasta, which acquired Yesware in 2022, where Joel was CEO. Prior to Yesware, Joel built Wayfair's B2B business from scratch to $400MM in annual revenue. He also ran Wayfair's UK business and oversaw the FP&A function as Wayfair transitioned into a publicly traded company.    Before Wayfair, Joel worked as a consultant at ZS Associates and spent the early part of his career in various sales roles. Joel has an M.B.A. from the Yale School of Management and a B.S. in Business Administration from the University of Illinois. He has a goal of being #1 for humor endorsements on  LinkedIn.   How to Get in Touch With Joel Stevenson:   Email: jstevenson@yesware.com Website:  https://www.yesware.com/   Free Link to Yesware:  https://yesware7054.grsm.io/pb7etw45xfja   Stalk me online! LinkTree: https://linktr.ee/conniewhitman Download Free Communication Style Assessment: https://whitmanassoc.com/csa/  All-Star Community:  https://changingthesalesgame.mykajabi.com/All-Star-Community Infinite List Community:  https://mneeley.ontraport.com/t?orid=12172&opid=53   Subscribe to the Changing the Sales Game Podcast on your favorite podcast streaming service or YouTube.  New episodes post every week - listen to Connie dive into new sales and business topics or problems you may have in your business.

Senior salespeople often seem like they only deal with the best prospects: The folks who are most responsive, engaged, and qualified. What many don't realize is that the same book of business can be consciously created by salespeople of any experience level, if they know what they are looking for. To help us create a way to choose our best prospects, we sat down with Joel Stevenson, CEO of Yesware. He showed us how to make every deal our best deal, and it's all on this week's Bulletproof Selling podcast!  

In the latest episode of the Enterprise Sales Development Podcast, we had an insightful conversation about the present landscape and the anticipated future of sales development with our esteemed guest, Joel Stevenson, the CEO of Yesware. Throughout our discussion, we delved deep into various subjects, including the rich history and the projected future trajectory of sales development. We also touched upon the inherent challenges associated with pricing and effectively monetizing a SaaS product in today's competitive market. A significant portion of our conversation was dedicated to understanding the profound impact of AI tools on the sales development arena and how they are reshaping the way businesses operate.  Furthermore, we explored the prevailing trends in the B2B SaaS sales sector. One of the key takeaways from our discussion was the undeniable importance of personalization in sales pitches and the pivotal role of building genuine relationships with potential clients. Tune this episode for great insights from the best!  WHAT YOU'LL LEARN Current state of sales development  The impact of AI in the sales development space The importance of personalization in B2B SaaS QUOTES “If we annoy the shots of the buyers so much that they invest very heavily in defense mechanisms that's bad for everybody.” - Joel Stevenson [15:33] “I think now there's an opportunity for sales people to up their game and just be better.” - Joel Stevenson [25:13] “I hate to say it, but it almost seems like we've passed through the golden age of marketing measurement” - Joel Stevenson [32:26] TIMESTAMPS [0:00] - Meet Joel Stevenson  [6:10] - Sales trends [14:33] - Current state of sales development  [26:07] - How AI affects the sales development space  [36:11] - Joel opinion on how to approach sales in the saas market [44:50] - Connect with Joel CONNECT Joel's LinkedIn CIENCE on LinkedIn CIENCE on Facebook CIENCE on Twitter CIENCE on Instagram Learn more about your ad choices. Visit megaphone.fm/adchoices

This podcast interview focuses on product innovation that has the power to enable Sales Teams to do meaningful email outreach at scale. My guest is Joel Stevenson, CEO of Yesware. Joel loves building businesses and has 20+ years of experience doing just that. He built a supply chain business from $2MM to $30MM, a B2C eCommerce business from $50MM to $100MM, and a B2B business,  from scratch to several hundred million. He earned a BS from the University of Illinois at Urbana-Champaign and an MBA from Yale School of Management. In March 2017, he joined Yesware as their SVP of Sales & Marketing. He then transitioned into the COO role - and today, he's the CEO. Their mission: To help sales professionals deliver positive buying experiences and build the valuable relationships their customers deserve. This inspired me, and hence, I invited Joel to my podcast. We explore Joel's journey with Yesware and the challenges he had to overcome growing it in an extremely dense market with many better-funded competitors. We discussed how he'd carved out his niche and what that meant for product strategy, marketing, and sales. Joel then elaborates on how a rise in prices during COVID-19 had an unexpected positive effect on the overall quality of the business. Lastly, we discuss the effects of the merger with Vendasta.  Here's one of his quotes A lot of our early value as a company was driven because we have a very good Salesforce integration. But the peril with that strategy was that with Salesforce as a system of record, we're effectively putting all of our data inside of Salesforce.  And then if somebody decides that they're unhappy with Yesware, for whatever reason [...] it doesn't end up becoming that difficult to switch.  And so I wish we would have done earlier what we're doing now - is completing the story where Yesware becomes more of the system of record. I think that would have massively increased our stickiness. The promise of product-led is easy acquisition. The peril of product-led is retention. And that was the thing that we had to keep working on. During this interview, you will learn four things: How you can create meaningful differentiation in an extremely dense market  The true value of your saas is often about what you offer, but how and where you offer it. It's all about context. How one simple (but controversial) change can help attract much better quality customers The power of reflecting on the potential of the success of your SaaS business - and taking an open mindset (without ego) on how to achieve it. For more information about the guest from this week: Joel Stevenson Website Yesware Subscribe to the Daily SaaS Reflection Get my free, 1 min daily reflection on shaping a B2B SaaS business no one can ignore. Subscribe here Yes, it's actually daily. And yes, people actually stay subscribed (Just see what peer B2B SaaS CEOs say) My promise: It's short. To the point. Inspiring. And valuable. Learn more about your ad choices. Visit megaphone.fm/adchoices

1225 Picture this: You're a sales superstar, but you're constantly searching for that extra edge to close deals faster and build those invaluable customer connections. Well, today, we've got just the expert to help you out. Our guest is the CEO of Yesware, a company revolutionizing sales productivity and boosting conversion rates. He's got the know-how to navigate the world of sales like a pro and is here to share his wisdom with you. Before we jump into the interview, I want you to think about this: Are you struggling to strike the perfect balance between automation and personalization in your sales efforts? Ever wonder how to make your emails more engaging and responsive? Stick around because you're about to get answers. So, without further ado, let's welcome to the show a true sales and marketing expert, someone who knows how to get results and wants to help you do the same. It's time to turn your sales machine up a notch! Now, let's welcome to the show, Joel Stevenson! Website: https://www.yesware.com/ Social Media: https://www.linkedin.com/in/joelstevensongm/ , https://www.facebook.com/yeswareco , https://twitter.com/yesware __________ Go to www.BusinessBros.biz to be a guest on the show or to find out more on how we can help you get more customers! #Businesspodcasts #smallbusinesspodcast #businessmarketingtips #businessgrowthtips #strategicthinking #businessmastery #successinbusiness #businesshacks #marketingstrategist #wealthcreators #businessstrategies #businesseducation #businesstools #businesspodcast #businessmodel #growthmarketing #businesshelp #businesssupport #salesfunnel #buildyourbusiness #podcastinglife #successgoals #wealthcreation #marketingcoach #smallbusinesstips #businessmarketing #marketingconsultant #entrepreneurtips #businessstrategy #growyourbusiness --- Support this podcast: https://podcasters.spotify.com/pod/show/businessbrospod/support

This is episode 626. Read the complete transcription on the Sales Game Changers Podcast website. The Sales Game Changers Podcast was recognized by YesWare as the top sales podcast for 2022. Read the announcement here. Purchase Fred Diamond's new best-sellers Love, Hope, Lyme: What Family Members, Partners, and Friends Who Love a Chronic Lyme Survivor Need to Know and Insights for Sales Game Changers now! Today's show featured an interview with Maryam Emdadi from IES Premier Women in Sales Employer Carahsoft. Read more about the PWISE designation and program here. The interview was conducted by Gina Stracuzzi, IES Women in Sales Program Director. MARYAM'S ADVICE:  "Lean into all the hard things. Don't avoid them. Don't avoid the risk. Once you actually lean in and try it, you realize it's not rocket science and nothing bad will happen if you mess up the first time. Take all the risks you can, take all the challenges you can. Ask for the extra work, ask for the position. Take a risk on a campaign or a go-to market strategy that you're not sure will execute results. Out-of-the-box thinkers and people who are really putting themselves out there to do things that are creative, that are different, and a little risky, I don't think you ever regret those."

Austin shares 7 of his favorite job search tools that will give you a crazy advantage over the competition!Time Stamped Show Notes:[0:30] - 30 million people are job searching right now![1:15] - ResyMatch.io[2:04] - TealHQ.com[3:26] - ChatGPT[4:34] - Mailscoop.io[5:51] - Yesware.com[7:30] - HeadlineAnalyzer.io[8:42] - Loom.comAsk Austin Anything (And Have Him Answer Live On The Podcast!)Click here to submit your question.Want To Level Up Your Job Search?Click here to learn more about 1:1 career coaching to help you land your dream job without applying online.Check out Austin's courses and, as a thank you for listening to the show, use the code PODCAST to get 5% off any digital course:The Interview Preparation System - Austin's proven, all-in-one process for turning your next job interview into a job offer.Value Validation Project Starter Kit - Everything you need to create a job-winning VVP that will blow hiring managers away and set you apart from the competition.No Experience, No Problem - Austin's proven framework for building the skills and experience you need to break into a new industry (even if you have *zero* experience right now).Try Austin's Job Search ToolsResyBuild.io - Build a beautiful, job-winning resume in minutes.ResyMatch.io - Score your resume vs. your target job description and get feedback.ResyBullet.io - Learn how to write attention grabbing resume bullets.Mailscoop.io - Find anyone's professional email in seconds.Connect with Austin for daily job search content:Cultivated CultureLinkedInTwitterThanks for listening!