Guest: Mike Kochenderfer

Guest Bio:

Michael Kochenderfer is a seasoned sales leader with a proven track record of driving growth and building high-performing teams. As Regional Sales Manager at RECO Equipment, Inc., he is recognized not only for increasing revenue but also for his mentorship and coaching skills. Michael is dedicated to fostering professional development within his team, creating a positive and supportive work environment. His leadership has been instrumental in managing complex projects, including overseeing the most intricate commercial installations in DIRECTV's history. Michael's commitment to excellence and his ability to build strong relationships make him a respected figure in sales management.

Key Points:

Backstory & Entry into Sales

Michael didn’t originally see himself in sales due to negative stereotypes. Started as a part-time employee and unknowingly excelled in sales by simply helping people. Realized that sales is just helping people achieve what they want. Created a personal sales model based on fishing: F + L + P = Success

o Fish = Prospect

o Location = Where you find them

o Presentation = How you engage them

Career Growth

Held various sales and sales management roles, growing from retail to B2B and outside sales. Learned cold calling, refined targeting, became top salesperson, and began training others. Gained confidence through servant leadership and authenticity from mentor Evan.

Leadership Style

Key philosophy: He supports, removes roadblocks, and leads by doing. Authenticity: This means being the best version of yourself and not pretending to be someone you’re not. Team integration: Prioritizes relationships and alignment rather than authority.

Hiring Philosophy

Core values come first. Look for loyalty, professionalism, and hard work. Uses tools like LinkedIn, Indeed, and ZipRecruiter. Prefers candidates with equipment-adjacent experience and a stable job history. Wants long-term team members who see the company as a place to retire from.

Managing Existing Teams

Challenges of managing people already in place when you’re new. Focuses on building trust through authenticity and helpfulness rather than authority. Believes in empowering the team, not controlling it.

Performance Management

Performance Improvement Plans (PIPs): Custom, supportive, and hands-on. Rooted in detailed effort and results analysis. Requires a heavy coaching commitment from him. Goal: fix performance issues collaboratively before considering termination. Terminations: The most difficult part of leadership, handled with empathy and responsibility.

Training & Onboarding

Critical to success: structured, immersive, and cross-functional. Includes vendor trainings, internal team shadowing, and real-time coaching. Believes great onboarding sets the foundation for long-term success.

Guest Links:

Connect on LinkedIn

About Salesology®: Conversations with Sales Leaders

Download your free gift, The Salesology® Vault. The vault is packed full of free gifts from sales leaders, sales experts, marketing gurus, and revenue generation experts.

Download your free gift, 81 Tools to Grow Your Sales & Your Business Faster, More Easily & More Profitably. Save hours of work tracking down the right prospecting and sales resources and/or digital tools that every business owner and salesperson needs.

If you are a business owner or sales manager with an underperforming sales team, let’s talk. Click here to schedule a time.

Please subscribe to Salesology®: Conversations with Sales Leaders so that you don't miss a single episode, and while you're at it, won't you take a moment to write a short review and rate our show? It would be greatly appreciated!

To learn more about our previous guests, listen to past episodes, and get to know your host, go to https://podcast.gosalesology.com/ and connect on LinkedIn and follow us on Facebook and Instagram, and check out our website at https://gosalesology.com/. 

Guest: Tom Wardach

Guest Bio:

​After serving for a few years as an officer in the US Army, I ventured into the business world, and that wasn't even my original plan! After almost 35 years in my current industry, I never thought that I would be in it for that long. And yet after more than 3 decades, here I still am. I have had the capacity to work for some great companies and wonderful teams in sales, personnel, customer service, product, and information management.

Key Points:

Background and Career Path

· Tom attended a military college in South Carolina and served in the Army. Leadership and discipline learned there laid the groundwork for his career.

· Transitioned to sales through a connection his wife had with Georgia-Pacific, where he began as an inside salesperson.

· Emphasizes the importance of connections, not burning bridges, and seizing opportunities.

Military Lessons Applied to Sales

· Experience in leading teams in the military helped him lead sales teams.

· Military discipline translates well to self-motivation and accountability in sales roles, especially in remote work settings.

Egger Wood Products Role

· Initially hired for a key account manager role, was later promoted to lead the U.S. sales team as part of a succession plan.

· Tasked with building the U.S. sales team essentially from scratch.

Building a Sales Team

· Before hiring, he and the company identified what traits they were looking for in candidates.

· Uses a collaborative approach to hiring, incorporating feedback from other team members and HR.

· Emphasizes collaboration, input from colleagues, and a structured onboarding process.

Hiring Philosophy

· Candidates must have a proven sales background.

· Prefers candidates with a short learning curve on the product side due to immediate business needs.

· Ideal hires have both sales and some industry familiarity (e.g., OEM experience).

· Doesn’t hesitate to make quick decisions when it’s clear a hire isn’t a good fit, unlike companies that wait too long.

· Acknowledges the emotional difficulty of letting people go, even when necessary.

Sales Team Expectations

· Key account managers are expected to both acquire new business and grow existing accounts.

· Sales at Egger involve long sales cycles and complex conversions (e.g., product switching or manufacturing changes).

· A key priority is expanding Egger’s brand presence in the U.S. since its local manufacturing started in 2020.

Guest Links:

Connect on LinkedIn

About Salesology®: Conversations with Sales Leaders

Download your free gift, The Salesology® Vault. The vault is packed full of free gifts from sales leaders, sales experts, marketing gurus, and revenue generation experts.

Download your free gift, 81 Tools to Grow Your Sales & Your Business Faster, More Easily & More Profitably. Save hours of work tracking down the right prospecting and sales resources and/or digital tools that every business owner and salesperson needs.

If you are a business owner or sales manager with an underperforming sales team, let’s talk. Click here to schedule a time.

Please subscribe to Salesology®: Conversations with Sales Leaders so that you don't miss a single episode, and while you're at it, won't you take a moment to write a short review and rate our show? It would be greatly appreciated!

To learn more about our previous guests, listen to past episodes, and get to know your host, go to https://podcast.gosalesology.com/ and connect on LinkedIn and follow us on Facebook and Instagram, and check out our website at https://gosalesology.com/. 

Guest: Ron Koenigsberg

Guest Bio:

Ron Koenigsberg is an award-winning commercial real estate broker with over three decades of experience and the founder of American Investment Properties, Inc.

Recognized as a top-performing broker nationwide, Ron has successfully navigated countless transactions, establishing himself as an industry leader and trusted advisor. As the author of "Power Broker: How to Succeed in Life and Business", Ron shares his proven insights into sales excellence, relationship-building, and personal growth. Known for his engaging style and practical advice, Ron leverages humor, warmth, and real-world experience to empower others to achieve greater professional success and personal fulfillment.

Key Points:

Dyslexia and Overcoming Challenges:

Ron shares his experience of being born with dyslexia, a condition that went undiagnosed during his childhood. Despite struggling with reading and comprehension, he found his strength in "human engineering," which led him to sales. His father's influence, especially through Dale Carnegie’s book How to Win Friends and Influence People, helped him realize that 85% of success is due to people skills, not technical knowledge.

Sales and Human Connection:

Ron emphasizes that sales success relies on building relationships, not just knowledge. He shares that the key to success is understanding people and communication, which is more important than expertise in a specific field. He mentions that 85% of successful entrepreneurs and business leaders start their careers in sales because it builds essential people skills.

Teaching Sales to His Team:

Ron adopts a "watch, do, teach" approach with his sales team. He emphasizes leading by example and actively teaching his team, building their skills through practical experience. He fosters a supportive environment, always looking to guide and encourage his salespeople, focusing on making them better rather than criticizing them.

Streamlining the Prospecting Process:

Originally, Ron tried to contact a large number of property owners (around 10,000), but eventually realized that focusing on a smaller group of 800 key individuals worked better. This "narrowing down" approach allowed for deeper, more meaningful connections, and ultimately led to more successful relationships.

Persistence in Sales:

Ron emphasizes the importance of persistence in sales. He shares that 80% of sales happen after the fourth ask and encourages his team to keep pushing and not be discouraged by rejection. He uses a CRM to manage and track relationships, remembering personal details about prospects, as he believes in the power of personalization.

Building Resilience:

Ron believes resilience is crucial for sales success and business leadership. Despite setbacks and rejections, resilience helps maintain motivation and drive. He practices what he preaches by remaining calm in tough situations and sharing his own experiences with his team to help them develop emotional resilience.

Hiring Challenges and Social Media:

Ron admits that recruiting talent has been his biggest challenge in growing his business. He has recently focused more on social media, growing his LinkedIn following from 1,000 to 14,000 in a year, using it to attract talent and build his brand.

His Book, Power Broker:

Ron wrote a book titled Power Broker, focusing on success in sales and business. It’s particularly aimed at aspiring commercial real estate brokers. The book was written with his sons in mind, sharing his knowledge and lessons for them to use in their lives. The book has resonated with a wider audience and is available in various formats, including Audible and Amazon.

Family and Legacy:

He shares his desire for his children to be involved in his business, though they are still young. He wants to build a successful company that attracts his sons to work with him in the future.

Overcoming Dyslexia:

Ron reflects on the impact of dyslexia on his life, acknowledging that it has shaped his resilience and approach to challenges. He stresses that dyslexia taught him how to overcome obstacles and build resilience, which is key to thriving in sales and business.

The interview highlights the power of resilience, human connection in sales, persistence, and the importance of teaching others as a key to leadership and success.

Guest Links:

Connect on LinkedIn

www.aiprops.com

www.RonKoenigsberg.com

Power Broker on Amazon

Power Broker on Audible 

About Salesology®: Conversations with Sales Leaders

Download your free gift, The Salesology® Vault. The vault is packed full of free gifts from sales leaders, sales experts, marketing gurus and revenue generation experts.

Download your free gift, 81 Tools to Grow Your Sales & Your Business Faster, More Easily & More Profitably. Save hours of work tracking down the right prospecting and sales resources and/or digital tools that every business owner and salesperson needs.

If you are a business owner or sales manager with an underperforming sales team, let’s talk. Click here to schedule a time.

Please, subscribe to Salesology®: Conversations with Sales Leaders so that you don't miss a single episode, and while you're at it, won't you take a moment to write a short review and rate our show? It would be greatly appreciated!

To learn more about our previous guests, listen to past episodes, and get to know your host, go to https://podcast.gosalesology.com/ and connect on LinkedIn and follow us on Facebook and Instagram and check out our website at https://gosalesology.com/.

Guest: Dave Valentine

Guest Bio:

Dave owns 7 businesses which have generated over a billion dollars collectively for over 1000 clients, including major brands and fortune 100 companies like Target, Time Magazine and American Express.

When his doctor asked him at the age of 29 “Are you prepared for your heart attack?” He realized he needed to learn how to scale businesses without the stress killing him. Dave now runs his companies from the mountains next to a river and 3 waterfalls.

Using a conscious capitalism and unconventional marketing approach, he was able to rapidly grow his businesses by investing money into his people instead of paid advertising.

After selling his first business, he acquired 3 companies and has invested $3 million into companies this year. His mission is to employ over 200,000 people and revolutionize the way we reward good talent.

Guest Links:

https://avadel.agency/

https://davevalentine.co/oo

About Salesology®: Conversations with Sales Leaders

Watch the demo of the Salesology® Prospecting Method, A Simple, 3-Step Method That, On Average, Increases Qualified Appointments & Sales By 73%.

If you are a business owner or sales manager with an under-performing sales team, let’s talk. Click here to schedule a time.

Please, subscribe to Salesology®: Conversations with Sales Leaders so that you don't miss a single episode, and while you're at it, won't you take a moment to write a short review and rate our show? It would be greatly appreciated!

To learn more about our previous guests, listen to past episodes, and get to know your host, go to https://podcast.gosalesology.com/ and connect on LinkedIn and follow us on Facebook and Twitter and checkout our website at http://www.gosalesology.com

Guest: Bill Hellkamp

Guest Bio:

Bill Hellkamp has dedicated the past 30 years to helping professionals maximize their capabilities. A noted facilitator, executive coach and speaker, Bill is able to captivate audiences with his entertaining and insightful perspective on individual and team development. Through interactive activities and thoughtful questioning, he is able to increase the participant’s awareness of where they need to grow. He then gives them practical tools to accomplish that evolution. He has published hundreds of motivating articles and videos that can be accessed on his website at www.reachdev.com

Guest Links:

https://www.reachdev.com/newsletter-articles/informational-videos/

Winning at Selling podcast at www.winningatselling.com

About Salesology®: Conversations with Sales Leaders

Watch the demo of the Salesology® Prospecting Method, A Simple, 3-Step Method That, On Average, Increases Qualified Appointments & Sales By 73%.

If you are a business owner or sales manager with an under-performing sales team, let’s talk. Click here to schedule a time.

Please, subscribe to Salesology®: Conversations with Sales Leaders so that you don't miss a single episode, and while you're at it, won't you take a moment to write a short review and rate our show? It would be greatly appreciated!

To learn more about our previous guests, listen to past episodes, and get to know your host, go to https://podcast.gosalesology.com/ and connect on LinkedIn and follow us on Facebook and Twitter and checkout our website at http://www.gosalesology.com

Guest: Todd Giannattasio

Guest Bio:

Todd Giannattasio is a veteran marketing expert who has been featured by Entrepreneur, Forbes, and Huffington Post for his proven systems to grow brands online and build engaged audiences in our constantly evolving, digital world. His combination of fundamental principles and modern marketing strategies are what creates a force multiplier for businesses.

Todd has been working in digital communications and marketing since 2003. Over that time, he’s worked with some of the biggest companies in the world from Universal Records to BASF, and with growing startups and small businesses.

Guest Links:

https://tresnicmedia.com/beatyourcompetition/

About Salesology®: Conversations with Sales Leaders

Watch the demo of the Salesology® Prospecting Method, A Simple, 3-Step Method That, On Average, Increases Qualified Appointments & Sales By 73%.

If you are a business owner or sales manager with an under-performing sales team, let’s talk. Click here to schedule a time.

Please, subscribe to Salesology®: Conversations with Sales Leaders so that you don't miss a single episode, and while you're at it, won't you take a moment to write a short review and rate our show? It would be greatly appreciated!

To learn more about our previous guests, listen to past episodes, and get to know your host, go to https://podcast.gosalesology.com/ and connect on LinkedIn and follow us on Facebook and Twitter and checkout our website at http://www.gosalesology.com

Guest:  Kim Speed

Guest Bio:

Kim Speed is a brand visibility expert, business mentor, speaker, recipient of the Most Influential Business Woman in Brand Development, and Amazon best-selling author of Branding on a Shoestring. How to recreate your small business identity and increase sales results in 83 days or less.

During her years in the corporate world Kim worked in advertising as a Creative Director for some of the biggest global brands including Coca-Cola, TD Bank, Ford, and Molson Coors.

After leaving the world of advertising, Kim started her own business, Purple Moon Creative, Brand and Marketing Boutique, where she helps budding and building entrepreneurs courageously step into their own spotlight to create brands that stand out and attract clients.

Guest Links:

https://kimspeed.lpages.co/client-attracting-brand-checklist/

Free Brand Assessment Gift

Get a copy of Branding on a Shoestring book

Books:

Branding on a Shoestring: How to Re-Create Your Small Business Identity and Increase Sales Results in 83 Days or Less

About Salesology®: Conversations with Sales Leaders

Watch the demo of the Salesology® Prospecting Method, A Simple, 3-Step Method That, On Average, Increases Qualified Appointments & Sales By 73%.

If you are a business owner or sales manager with an under-performing sales team, let’s talk. Click here to schedule a time.

Please, subscribe to Salesology®: Conversations with Sales Leaders so that you don't miss a single episode, and while you're at it, won't you take a moment to write a short review and rate our show? It would be greatly appreciated!

To learn more about our previous guests, listen to past episodes, and get to know your host, go to https://podcast.gosalesology.com/ and connect on LinkedIn and follow us on Facebook and Twitter and checkout our website at http://www.gosalesology.com

Guest: Laura Posey

Guest Bio:

Laura Posey is an internationally-recognized speaker, author, and consultant. 

She is known as The Simple Planning Specialist for her unique ability to simply and easily laser-focus her clients to get dramatic results.

Her Simple Success Roadmap is used by over 3000 companies from startups to Fortune 100. 

She is the author of "How to Plan Your Entire Year On One Sheet Of Paper", and co-author with Jack Canfield of "Mastering The Art Of Success".

Guest Links:

https://simplesuccessplans.com/daily/

About Salesology®: Conversations with Sales Leaders

Watch the demo of the Salesology® Prospecting Method, A Simple, 3-Step Method That, On Average, Increases Qualified Appointments & Sales By 73%.

If you are a business owner or sales manager with an under-performing sales team, let’s talk. Click here to schedule a time.

Please, subscribe to Salesology®: Conversations with Sales Leaders so that you don't miss a single episode, and while you're at it, won't you take a moment to write a short review and rate our show? It would be greatly appreciated!

To learn more about our previous guests, listen to past episodes, and get to know your host, go to https://podcast.gosalesology.com/ and connect on LinkedIn and follow us on Facebook and Twitter and checkout our website at http://www.gosalesology.com

Guest: Alice Heiman

Guest Bio:

As Chief Sales Energizer, Alice is internationally known for her expertise in elevating sales to increase valuation for companies with a B2B sale that have exceptional growth potential. Spending her time strategizing with CEOs, company leaders and their sales leadership to build the strategies that find new business and grow existing accounts is her passion. Her clients love her spirit and the way she energizes their sales organization. She’s the host of the popular podcast, Sales Talk for CEOs. Alice dedicates time to local entrepreneurs by teaching at the University of Nevada in the entrepreneurship minor which she helped inspire. Alice also serves on the board of several growing companies to energize and elevate their sales. When she is not guiding CEOs to elevate their sales, she can be found hanging out with her family, walking, snow skiing, sailing in Lake Tahoe, volunteering in the community, or reading a book in her backyard.

Guest Links:

https://aliceheiman.com/podcast

About Salesology®: Conversations with Sales Leaders

Download your free gift, The Salesology® Vault. The vault is packed full of free gifts from sales leaders, sales experts, marketing gurus and revenue generation experts. 

Download your free gift, 81 Tools to Grow Your Sales & Your Business Faster, More Easily & More Profitably. Save hours of work tracking down the right prospecting and sales resources and/or digital tools that every business owner and salesperson needs.

Watch the demo of the Salesology® Prospecting Method, A Simple, 3-Step Method That, On Average, Increases Qualified Appointments & Sales By 73%.

If you are a business owner or sales manager with an under-performing sales team, let’s talk. Click here to schedule a time.

Please, subscribe to Salesology®: Conversations with Sales Leaders so that you don't miss a single episode, and while you're at it, won't you take a moment to write a short review and rate our show? It would be greatly appreciated!

To learn more about our previous guests, listen to past episodes, and get to know your host, go to https://podcast.gosalesology.com/ and connect on LinkedIn and follow us on Facebook and Twitter and checkout our website at http://www.gosalesology.com

Guest:  Bill Prater

Guest Bio:

Founder & CEO of Business Mastery & the Creator of Scaleology, Bill earned his reputation as America’s Business Alchemist™ by helping business owners and entrepreneurs break free of inertia and accelerate into the future they dream of.

He loves nothing better than sharing what he has learned by working with those who are dissatisfied with the status quo and eager to transform themselves and their business.

He created Scaleology® and the Business Mastery System™ as the core foundational principles of dynamic and continuous business growth.

A typical client of his sees their company rising to a position of preeminence and is not satisfied with just “getting to the next level”.

Guest Links:

Interactive Workshop: “Produce A Full Day’s Results In One Hour”

Books:

Business Mastery: Dominate Your Market: How to Quadruple Revenue in Four Steps (Business Mastery Series Book 1)

About Salesology®: Conversations with Sales Leaders

Watch the demo of the Salesology® Prospecting Method, A Simple, 3-Step Method That, On Average, Increases Qualified Appointments & Sales By 73%.

If you are a business owner or sales manager with an under-performing sales team, let’s talk. Click here to schedule a time.

Please, subscribe to Salesology®: Conversations with Sales Leaders so that you don't miss a single episode, and while you're at it, won't you take a moment to write a short review and rate our show? It would be greatly appreciated!

To learn more about our previous guests, listen to past episodes, and get to know your host, go to https://podcast.gosalesology.com/ and connect on LinkedIn and follow us on Facebook and Twitter and checkout our website at http://www.gosalesology.com

Guest:  Jeff Bajorek

Guest Bio:

Jeff Bajorek empowers and enables salespeople by instilling belief in their sales methodologies. When you’re aligned with what you do, you can do your best work. You never sell better than when you #SellLikeYou.

Learn more at jeffbajorek.com, or follow him on LinkedIn.

Guest Links:

Jeffbajorek.com/8reasons

Books:

Rethink The Way You Sell: The Five Forgotten Fundamentals of Prospecting

About Salesology®: Conversations with Sales Leaders

Watch the demo of the Salesology® Prospecting Method, A Simple, 3-Step Method That, On Average, Increases Qualified Appointments & Sales By 73%.

If you are a business owner or sales manager with an under-performing sales team, let’s talk. Click here to schedule a time.

Please, subscribe to Salesology®: Conversations with Sales Leaders so that you don't miss a single episode, and while you're at it, won't you take a moment to write a short review and rate our show? It would be greatly appreciated!

To learn more about our previous guests, listen to past episodes, and get to know your host, go to https://podcast.gosalesology.com/ and connect on LinkedIn and follow us on Facebook and Twitter and checkout our website at http://www.gosalesology.com

Guest:  Julie Hansen

Guest Bio:

Julie Hansen helps sales teams master the Virtual Selling Stage and develop stronger buyer connections and engagement to drive sales.

Julie is the author of three sales books, including Look Me In The Eye: Using Video to Build Relationships with Customers, Partners, & Teams, which was named the Top Sales Book of 2021. She is also the creator of the Selling On Video Master Class.

In addition to an award-winning sales career, Julie worked as a professional actor performing in over 75 plays, commercials, movies and television shows, including HBO’s Sex & the City. Julie currently “performs” at workshops and speaking engagements for sales organizations around the world.

Guest Links:

Free Guide: Top 10 Virtual Credibility Crushers

Book on Amazon: Look Me in the Eye: Using Video to Build Relationships with Customers, Partners and Teams

Website:  https://juliehansen.live/

LinkedIn: www.linkedin.com/in/juliehansensalestraining

Books:

Act Like a Sales Pro: How to Command the Business Stage and Dramatically Increase Your Sales with Proven Acting Technique

Look Me In the Eye: Using Video to Build Relationships with Customers, Partners and Teams

Sales Presentations For Dummies

About Salesology®: Conversations with Sales Leaders

Watch the demo of the Salesology® Prospecting Method, A Simple, 3-Step Method That, On Average, Increases Qualified Appointments & Sales By 73%.

If you are a business owner or sales manager with an under-performing sales team, let’s talk. Click here to schedule a time.

Please, subscribe to Salesology®: Conversations with Sales Leaders so that you don't miss a single episode, and while you're at it, won't you take a moment to write a short review and rate our show? It would be greatly appreciated!

To learn more about our previous guests, listen to past episodes, and get to know your host, go to https://podcast.gosalesology.com/ and connect on LinkedIn and follow us on Facebook and Twitter and checkout our website at http://www.gosalesology.com

Guest: Lisa Magnuson

Guest Bio:

Lisa Magnuson works with Sales VP’s and their senior salespeople to develop and close their largest opportunities. She calls them 5X deals and she guides opportunity teams through the long, complex, and messy journey to ultimately ‘Ring the bell’ with big wins.

Guest Links:

Pre-call Prep Guide

Books:

The TOP Sales Leader Playbook: How to Win 5X Deals Repeatedly 

The TOP Seller Advantage: Powerful Strategies to Build Long-Term Executive Relationships  

The 48-Hour Rule and Other Strategies for Career Survival

LinkedIn Learning Courses:

How to Effectively Engage Executives

Pre-call Prep for Virtual or In Person Deals

Books:

The TOP Sales Leader Playbook: How to Win 5X Deals Repeatedly 

The TOP Seller Advantage: Powerful Strategies to Build Long-Term Executive Relationships  

3 Secrets to Increase Sales with Existing Customers

About Salesology®: Conversations with Sales Leaders

Watch the demo of the Salesology® Prospecting Method, A Simple, 3-Step Method That, On Average, Increases Qualified Appointments & Sales By 73%.

If you are a business owner or sales manager with an under-performing sales team, let’s talk. Click here to schedule a time.

Please, subscribe to Salesology®: Conversations with Sales Leaders so that you don't miss a single episode, and while you're at it, won't you take a moment to write a short review and rate our show? It would be greatly appreciated!

To learn more about our previous guests, listen to past episodes, and get to know your host, go to https://podcast.gosalesology.com/ and connect on LinkedIn and follow us on Facebook and Twitter and checkout our website at http://www.gosalesology.com

Guest: Tony Stillinger

Guest Bio:

I have been in the seal and gasket business for 37 years. I started off in production and quality, moving into sales in 1997. I quickly learned that to be successful in a sales role you needed to be self-motivated, competitive, reliable, and a great listener (2 ears > 1 mouth). I have had the privilege of working for a multi-billion-dollar giant in the industry to a small distributorship. I have found that sales leadership gives me great satisfaction. I love coaching and talking sales strategy with my team. I get more enjoyment from their success than my own. I guess you could say I view my success is tied to their success. My current position with ESP has been very satisfying because I was tasked with finding acquisitions, building a sales team, and guiding the team toward acquiring new business. I told one of my direct reports this morning that I don't see retirement in my future because I love what I do and the company I work for.

Key Points: 

Background, Journey to Sales, and Path to Engineer Seal Products:

· Tony started in production and quality at Southern Rubber in Greensboro, NC, with a family connection and gained valuable product knowledge.

· Attended college at night while working, with the goal of transitioning into sales; found success despite being an introvert by focusing on listening to customers and solving their problems.

· Moved to Engineer Seal Products after helping them explore acquisitions in the Southeast; later, ESP acquired Southern Rubber, Tony's former employer.

Cold Calling and Prospecting:

· Cold calling is a primary strategy for new business acquisition, particularly in the Southeast region, where ESP had limited presence before the speaker joined.

· Post-COVID hybrid work schedules have made cold calling more challenging, but it has still led to valuable conversations and new accounts.

· Tony views cold calling as less common today, which gives their team an advantage in reaching decision-makers.

Sales Team Development and Coaching:

· Building a sales team from scratch required careful coaching and mentoring, particularly in managing the frustration of cold calling.

· The sales process can be slow and requires persistence. Tony compares sales to a baseball player, where even a 30-40% success rate is considered good.

· Coaching involves encouraging perseverance, trying different strategies, and using personal stories to motivate the team.

Hiring and Training Salespeople:

· When hiring, Tony looks for candidates with a "hunter mentality" and technical knowledge of the industry, understanding that the sales cycle is long-term.

· The interview process involves assessing candidates' daily routines, sales plans, and role-playing cold calls.

· Tony values networking to find potential candidates and looks for people willing to hunt for new business rather than manage existing accounts.

Mistakes in Hiring:

· Tony shared a past hiring mistake involving a candidate with the right skills but who had personal issues that impacted their work.

· The lesson learned was to inquire more about personal hobbies and interests during the hiring process, which may reveal potential red flags.

Overall Philosophy:

· Tony emphasizes the importance of caring for employees and helping them succeed, which adds to the satisfaction of leadership.

· Even though firing employees can be painful, it is sometimes necessary for the benefit of the company.

· Tony’s competitive nature and enjoyment of challenges drive their success in building teams and acquiring new business.

Guest Links:

https://www.linkedin.com/in/tonystillingermbasalesgrowth/

About Salesology®: Conversations with Sales Leaders

Download your free gift, The Salesology® Vault. The vault is packed full of free gifts from sales leaders, sales experts, marketing gurus and revenue generation experts.

Download your free gift, 81 Tools to Grow Your Sales & Your Business Faster, More Easily & More Profitably. Save hours of work tracking down the right prospecting and sales resources and/or digital tools that every business owner and salesperson needs.

If you are a business owner or sales manager with an underperforming sales team, let’s talk. Click here to schedule a time.

Please, subscribe to Salesology®: Conversations with Sales Leaders so that you don't miss a single episode, and while you're at it, won't you take a moment to write a short review and rate our show? It would be greatly appreciated!

To learn more about our previous guests, listen to past episodes, and get to know your host, go to https://podcast.gosalesology.com/ and connect on LinkedIn and follow us on Facebook and Instagram and check out our website at https://gosalesology.com/.

Guest: John Tiene

Guest Bio:

A former insurance company executive and recognized leader in the property/casualty insurance industry, John is president of Argonne Associates LLC, a management consulting company and serves as Managing Director of Strategic Agency Partners, an agency network operating in New Jersey and eastern Pennsylvania. SAP is a fast-growing organization with more than a dozen agencies and over 20 retail offices. He is the former CEO and shareholder of ANE, Agency Network Exchange, LLC. Under John’s leadership, ANE became the 11th largest agency network in the nation with more than $1B in combined agency premium. During his time at ANE, John served on a number of insurance company advisory boards and councils including Selective Insurance, AmTrust Financial and Nationwide. He was Director of Personal Lines Sales and Marketing for OneBeacon Insurance Group, Ltd. responsible for the company’s personal lines sales and marketing activities in eight states. For more than a decade he was the chief lobbyist and spokesman for the Garden State’s $12B property/casualty insurance industry.

About Salesology®: Conversations with Sales Leaders

Watch the demo of the Salesology® Prospecting Method, A Simple, 3-Step Method That, On Average, Increases Qualified Appointments & Sales By 73%.

If you are a business owner or sales manager with an under-performing sales team, let’s talk. Click here to schedule a time.

Please, subscribe to Salesology®: Conversations with Sales Leaders so that you don't miss a single episode, and while you're at it, won't you take a moment to write a short review and rate our show? It would be greatly appreciated!

To learn more about our previous guests, listen to past episodes, and get to know your host, go to https://podcast.gosalesology.com/ and connect on LinkedIn and follow us on Facebook and Twitter and checkout our website at http://www.gosalesology.com

Guest: Wesleyne

Guest Bio:

As a sales and leadership expert with more than 13 years of experience, Wesleyne Whittaker-Greer understands the challenges involved in being at the pinnacle of your profession.

Transformed Sales is a company that is dedicated to combining Wesleyne’s love for sales with her passion for coaching. Throughout her career, she has demonstrated a strong ability to develop revenue through sales, marketing, and ongoing customer support. Many accolades have resulted from her efforts, including multiple “sales team of the year” awards and “sales excellence” awards.

Her process empowers, coaches, and transforms underperforming sales managers into confident sales leaders. Wesleyne’s unique approach to sales leadership involves both coaching to develop leadership skills and creating out-of-the-box strategies to ensure that everyone on the team becomes a sales superstar with a singular goal for her clients - generating more repeatable revenue.

About Salesology®: Conversations with Sales Leaders

Download your free gift, The Salesology® Vault. The vault is packed full of free gifts from sales leaders, sales experts, marketing gurus and revenue generation experts. 

Download your free gift, 81 Tools to Grow Your Sales & Your Business Faster, More Easily & More Profitably. Save hours of work tracking down the right prospecting and sales resources and/or digital tools that every business owner and salesperson needs.

Watch the demo of the Salesology® Prospecting Method, A Simple, 3-Step Method That, On Average, Increases Qualified Appointments & Sales By 73%.

If you are a business owner or sales manager with an under-performing sales team, let’s talk. Click here to schedule a time.

Please, subscribe to Salesology®: Conversations with Sales Leaders so that you don't miss a single episode, and while you're at it, won't you take a moment to write a short review and rate our show? It would be greatly appreciated!

To learn more about our previous guests, listen to past episodes, and get to know your host, go to https://podcast.gosalesology.com/ and connect on LinkedIn and follow us on Facebook and Twitter and checkout our website at http://www.gosalesology.com

Guest: Paul Reilly

Guest Bio:

With over fifteen years of B2B selling experience, Paul Reilly is a salesperson at heart. He cut his teeth in the commoditized propane industry—a notoriously price-sensitive and competitive market. He also sold tools and fasteners for the Hilti organization and was inducted into Hilti’s $3M Sales Club in 2011. He attributes his success to his belief in the Value-Added message.

A professional speaker and sales trainer, Paul is the author of Selling Through Tough Times (McGraw-Hill 2021) and the co-author of Value-Added Selling, fourth edition (McGraw-Hill, 2018). He hosts The Q and A Sales Podcast, where he answers the most pressing questions facing today’s sales professionals. Reilly is a long-time faculty member at the University of Innovative Distribution (UID) and holds the CSP (Certified Speaking Professional) designation.

Guest Links:

https://www.toughtimer.com/book

Books:

Value-Added Selling, Fourth Edition: How to Sell More Profitably, Confidently, and Professionally by Competing on Value—Not Price: How to Sell More Profitably, ... by Competing on Value--Not Price

Selling Through Tough Times: Grow Your Profits and Mental Resilience Through any Downturn

About Salesology®: Conversations with Sales Leaders

Download your free gift, The Salesology® Vault. The vault is packed full of free gifts from sales leaders, sales experts, marketing gurus and revenue generation experts. 

Download your free gift, 81 Tools to Grow Your Sales & Your Business Faster, More Easily & More Profitably. Save hours of work tracking down the right prospecting and sales resources and/or digital tools that every business owner and salesperson needs.

Watch the demo of the Salesology® Prospecting Method, A Simple, 3-Step Method That, On Average, Increases Qualified Appointments & Sales By 73%.

If you are a business owner or sales manager with an under-performing sales team, let’s talk. Click here to schedule a time.

Please, subscribe to Salesology®: Conversations with Sales Leaders so that you don't miss a single episode, and while you're at it, won't you take a moment to write a short review and rate our show? It would be greatly appreciated!

To learn more about our previous guests, listen to past episodes, and get to know your host, go to https://podcast.gosalesology.com/ and connect on LinkedIn and follow us on Facebook and Twitter and checkout our website at http://www.gosalesology.com

Guest: Fred Diamond

Guest Bio:

Fred Diamond is the host and producer of the award-winning Sales Game Changers Podcast and is the cofounder of the Institute for Excellence in Sales (IES). He is also an advocate for Lyme disease treatment and is a frequent article contributor to LymeDisease.org. His books, “Love, Hope, Lyme: What Family Members, Partners, and Friends Who Love a Chronic Lyme Survivor Need to Know” and “Insights for Sales Game Changers: Lessons from the Most Important Sales Leaders on the Planet” are now available on Amazon.

Guest Links:

To get your copies of Fred’s free books below, reach out to him at fdiamond@i4esbd.org

Sales Game Changers Podcast

Books:

Love, Hope, Lyme: What Family Members, Partners, and Friends Who Love a Chronic Lyme Survivor Need to Know

Insights for Sales Game Changers: Lessons from the Most Important Sales Leaders on the Planet

About Salesology®: Conversations with Sales Leaders

Download your free gift, The Salesology® Vault. The vault is packed full of free gifts from sales leaders, sales experts, marketing gurus and revenue generation experts. 

Download your free gift, 81 Tools to Grow Your Sales & Your Business Faster, More Easily & More Profitably. Save hours of work tracking down the right prospecting and sales resources and/or digital tools that every business owner and salesperson needs.

Watch the demo of the Salesology® Prospecting Method, A Simple, 3-Step Method That, On Average, Increases Qualified Appointments & Sales By 73%.

If you are a business owner or sales manager with an under-performing sales team, let’s talk. Click here to schedule a time.

Please, subscribe to Salesology®: Conversations with Sales Leaders so that you don't miss a single episode, and while you're at it, won't you take a moment to write a short review and rate our show? It would be greatly appreciated!

To learn more about our previous guests, listen to past episodes, and get to know your host, go to https://podcast.gosalesology.com/ and connect on LinkedIn and follow us on Facebook and Twitter and checkout our website at http://www.gosalesology.com

Guest: Tom Poland

Guest Bio:

Tom Poland is a multiple best-selling author specializing in the generation of high-quality leads for professionals in 151 cities around the world.

He’s started and sold numerous businesses over the last 39 years and has led teams of over 100 people generating more than 20 million in revenue.

Tom lives and works from his home on the Sunshine Coast of Australia, complete with his much-loved wife, dog, tennis court, swimming pool, and a private rain forest.

Guest Links:

www.leadgendemo.com

Books:

Inbound Marketing Book

Marketing with Webinars

Leadsology®: Marketing the Invisible

LEADSOLOGY®: THE SCIENCE OF BEING IN DEMAND

Marketing With Webinars

Your Extraordinary Life: A Step-by-Step Guide to Setting and Achieving Goals

About Salesology®: Conversations with Sales Leaders

Download your free gift, The Salesology® Vault. The vault is packed full of free gifts from sales leaders, sales experts, marketing gurus and revenue generation experts. 

Download your free gift, 81 Tools to Grow Your Sales & Your Business Faster, More Easily & More Profitably. Save hours of work tracking down the right prospecting and sales resources and/or digital tools that every business owner and salesperson needs.

Watch the demo of the Salesology® Prospecting Method, A Simple, 3-Step Method That, On Average, Increases Qualified Appointments & Sales By 73%.

If you are a business owner or sales manager with an under-performing sales team, let’s talk. Click here to schedule a time.

Please, subscribe to Salesology®: Conversations with Sales Leaders so that you don't miss a single episode, and while you're at it, won't you take a moment to write a short review and rate our show? It would be greatly appreciated!

To learn more about our previous guests, listen to past episodes, and get to know your host, go to https://podcast.gosalesology.com/ and connect on LinkedIn and follow us on Facebook and Twitter and checkout our website at http://www.gosalesology.com

Guest: Ivana Taylor

Guest Bio:

Ivana Taylor is the publisher of DIYMarketers.com and the host of the popular #BizapaloozaChat on Twitter. She’s best known for helping small business owners do their own marketing on $17 a day.

Guest Links: Sending new links

What’s your marketing superpower quiz -  https://diymarketers.com/

The DIYMarketers Masterclass - https://ivanastaylor.krtra.com/t/jhYxPFi1B2dT

Books:

Getting and Keeping Your Ideal Customers (DIYMarketers Guide)

How to Self Publish a Book (DIYMarketers Guide)

The Complete Guide to Website Design (DIYMarketers Guide)

Branding for Small Business (DIYMarketers Guide)

Excel for Marketing Managers (Excel for Professionals series)

About Salesology®: Conversations with Sales Leaders

Download your free gift, The Salesology® Vault. The vault is packed full of free gifts from sales leaders, sales experts, marketing gurus and revenue generation experts. 

Download your free gift, 81 Tools to Grow Your Sales & Your Business Faster, More Easily & More Profitably. Save hours of work tracking down the right prospecting and sales resources and/or digital tools that every business owner and salesperson needs.

Watch the demo of the Salesology® Prospecting Method, A Simple, 3-Step Method That, On Average, Increases Qualified Appointments & Sales By 73%.

If you are a business owner or sales manager with an under-performing sales team, let’s talk. Click here to schedule a time.

Please, subscribe to Salesology®: Conversations with Sales Leaders so that you don't miss a single episode, and while you're at it, won't you take a moment to write a short review and rate our show? It would be greatly appreciated!

To learn more about our previous guests, listen to past episodes, and get to know your host, go to https://podcast.gosalesology.com/ and connect on LinkedIn and follow us on Facebook and Twitter and checkout our website at http://www.gosalesology.com

Guest: Andy Paul

Guest Bio:

• He is the host of the top-rated sales podcast, Sales Enablement with Andy Paul. With more than 1100 episodes to-date and millions of downloads, Andy’s podcast is the go-to resource for sales leaders and top sales producers.
• He is the author of the Amazon best-selling book Sell Without Selling Without: A Guide to Success on Your Own Terms. Andy is also the author of two other Amazon best-selling books:
  • Amp Up Your Sales: Powerful Strategies That Move Customers To Make Fast, Favorable Decisions; and,
  • Zero-Time Selling: 10 Essential Steps to Accelerate Every Company’s Sales
• He is the founder of Zero-Time Selling; a sales advisory firm.
• Prior to starting his own company in 2000, Andy had a successful sales career in tech start-ups during which he sold over $600 million dollars of complex systems and services to some of the world’s largest enterprises.

Guest Links:

Here's the link for the free chapter: https://www.andypaul.com/free-chapter/

Here's the link for the assessment: https://www.andypaul.com/selling-in-assessment/

Books:

NEW-Sell Without Selling Out Paperback

Amp Up Your Sales: Powerful Strategies That Move Customers to Make Fast, Favorable Decisions

Zero-Time Selling: 10 Essential Steps To Accelerate Every Company's Sales

Sell without Selling Out: A Guide to Success on Your Own Terms 

About Salesology®: Conversations with Sales Leaders

Download your free gift, The Salesology® Vault. The vault is packed full of free gifts from sales leaders, sales experts, marketing gurus and revenue generation experts. 

Download your free gift, 81 Tools to Grow Your Sales & Your Business Faster, More Easily & More Profitably. Save hours of work tracking down the right prospecting and sales resources and/or digital tools that every business owner and salesperson needs.

Watch the demo of the Salesology® Prospecting Method, A Simple, 3-Step Method That, On Average, Increases Qualified Appointments & Sales By 73%.

If you are a business owner or sales manager with an under-performing sales team, let’s talk. Click here to schedule a time.

Please, subscribe to Salesology®: Conversations with Sales Leaders so that you don't miss a single episode, and while you're at it, won't you take a moment to write a short review and rate our show? It would be greatly appreciated!

To learn more about our previous guests, listen to past episodes, and get to know your host, go to https://podcast.gosalesology.com/ and connect on LinkedIn and follow us on Facebook and Twitter and checkout our website at http://www.gosalesology.com

Guest: Sam Silverstein

Guest Bio:

Accountability & Leadership Keynote Speaker Sam Silverstein’s mission is to empower people to live accountable lives, transform the way they do business, and to thrive at extraordinary levels. He works with organizations worldwide to help build powerful workplace culture and long-term sustainability.

Sam is the founder of The Accountability Institute™ an organization that certifies advisors to work with leaders and organizations to build greater accountability and develop stronger leaders. He has been inducted into the Speakers Hall of Fame and is the author of eleven books including I Am Accountable, Non-Negotiable, and No More Excuses.

He can be reached at www.samsilverstein.com and www.theaccountabilityinstitute.com

Guest Links:

Free book: The Theory of Accountability

https://go.theaccountabilityinstitute.com/book

www.samsilverstein.com

www.theaccountabilityinstitute.com

Books:

The Theory of Accountability: Building a Truly Accountable, High-Performance, High-Growth Life for Yourself and Your Organization

Non-Negotiable: The Story of Happy State Bank & The Power of Accountability (No More Excuses Series)

The Accountability Advantage: Design a+B52:B56+B52:B55 Sustainable, High-Performance Culture to Build Stronger Businesses, Communities, and People

The Accountability Circle: Discovering Your True Purpose, Potential, and Impact...with Accountability Partnerships

PIVOT!: Three Big Questions that...Reframe Your Perspective, Maximize Your Potential, and Improve Your Life

About Salesology®: Conversations with Sales Leaders

Download your free gift, The Salesology® Vault. The vault is packed full of free gifts from sales leaders, sales experts, marketing gurus and revenue generation experts. 

Download your free gift, 81 Tools to Grow Your Sales & Your Business Faster, More Easily & More Profitably. Save hours of work tracking down the right prospecting and sales resources and/or digital tools that every business owner and salesperson needs.

Watch the demo of the Salesology® Prospecting Method, A Simple, 3-Step Method That, On Average, Increases Qualified Appointments & Sales By 73%.

If you are a business owner or sales manager with an under-performing sales team, let’s talk. Click here to schedule a time.

Please, subscribe to Salesology®: Conversations with Sales Leaders so that you don't miss a single episode, and while you're at it, won't you take a moment to write a short review and rate our show? It would be greatly appreciated!

To learn more about our previous guests, listen to past episodes, and get to know your host, go to https://podcast.gosalesology.com/ and connect on LinkedIn and follow us on Facebook and Twitter and checkout our website at http://www.gosalesology.com

Guest: Mark Hunter

Guest Bio:

Mark Hunter is recognized as one of the top 50 most influential sales and marketing leaders in the world. He is author of three books, “High-Profit Prospecting” and “High-Profit Selling” and his newest “A Mind for Sales.”

His integrity-centered communication strategies are used each day by thousands of people from “Fortune 100” firms to small start-ups. Clients include American Express, Chubb Insurance, Lenovo, and hundreds more. These same strategies are found in The Sales Hunter University online and program which in 2020, and again in 2021, was ranked as one of the top 10 sales learning programs due to its unique style of coaching and engagement with Mark Hunter.

Mark has spoken in more than 30 countries on 5 continents and travels more than 200 days per year working with people helping to show them how to find and retain better clients.

Guest Links:

www.TheSalesHunter.com

https://thesaleshunter.com/50-prospecting-truths-ebook/

Books:

High-Profit Prospecting: Powerful Strategies to Find the Best Leads and Drive Breakthrough Sales Results

A Mind for Sales: Daily Habits and Practical Strategies for Sales Success

High-Profit Selling: Win the Sale Without Compromising on Price

About Salesology®: Conversations with Sales Leaders

Download your free gift, The Salesology® Vault. The vault is packed full of free gifts from sales leaders, sales experts, marketing gurus and revenue generation experts. 

Download your free gift, 81 Tools to Grow Your Sales & Your Business Faster, More Easily & More Profitably. Save hours of work tracking down the right prospecting and sales resources and/or digital tools that every business owner and salesperson needs.

Watch the demo of the Salesology® Prospecting Method, A Simple, 3-Step Method That, On Average, Increases Qualified Appointments & Sales By 73%.

If you are a business owner or sales manager with an under-performing sales team, let’s talk. Click here to schedule a time.

Please, subscribe to Salesology®: Conversations with Sales Leaders so that you don't miss a single episode, and while you're at it, won't you take a moment to write a short review and rate our show? It would be greatly appreciated!

To learn more about our previous guests, listen to past episodes, and get to know your host, go to https://podcast.gosalesology.com/ and connect on LinkedIn and follow us on Facebook and Twitter and checkout our website at http://www.gosalesology.com

Guest: Martha Hanlon

Guest Bio:

Martha Hanlon has reached that stage of her career where her ambitions for herself have given way to ambition for others, including . . . or especially . . . you. She brings decades of business development and leadership acceleration to Wide Awake Business and each of her clients. Martha excels at seeing and hearing what most businesses struggle to uncover--what truly motivates a leader to excel, a team to follow in harmony, and a customer to buy (or not). She’s a thought-provoking expert who spots trends and breaks a lot of business “rules” to deliver fresh results. Her forward-thinking has led to numerous business development leverages that create an easier, simpler, and more profitable business . . . the fastest path to customers. Fun, engaging, and a bit irreverent, Martha is passionate about mentoring highly motivated business owners/leaders to grow their businesses and build a lasting legacy. Martha founded three marketing companies, after years of leading product management and marketing divisions in Corporate America. In Wide Awake Business she’s worked with more than 6,102 companies from Fortune 100 to VC-backed start-ups to chiropractors down the street to accelerate their leadership acumen, build brands, create new services and generate customers. Martha has an MBA from The Wharton School, University of Pennsylvania, and a B.S. from Duquesne University. She is a sought-after writer, international speaker, facilitator, and trainer. She is the primary author of money-Making Marketing, the #1 Amazon International Best Seller, Rise Up, Leader: Lead Yourself. Lead Your Team, Lead Your Legacy, the #1 Amazon International Best Seller, Customertopia: How to Create and Easier, Simpler, More Profitable Business, and the #3 Amazon Marketing Best Seller, Customers Are the Answer to Everything. She currently sits on several Boards.

Guest Links:

martha@wideawakebusiness.com

302-212-2643 (office)

https://www.wideawakebusiness.com/

https://www.amazon.com/dp/B09TZ9WQ11

Books:

Rise Up, Leader: Lead Yourself

About Salesology®: Conversations with Sales Leaders

Download your free gift, The Salesology® Vault. The vault is packed full of free gifts from sales leaders, sales experts, marketing gurus and revenue generation experts. 

Download your free gift, 81 Tools to Grow Your Sales & Your Business Faster, More Easily & More Profitably. Save hours of work tracking down the right prospecting and sales resources and/or digital tools that every business owner and salesperson needs.

Watch the demo of the Salesology® Prospecting Method, A Simple, 3-Step Method That, On Average, Increases Qualified Appointments & Sales By 73%.

If you are a business owner or sales manager with an under-performing sales team, let’s talk. Click here to schedule a time.

Please, subscribe to Salesology®: Conversations with Sales Leaders so that you don't miss a single episode, and while you're at it, won't you take a moment to write a short review and rate our show? It would be greatly appreciated!

To learn more about our previous guests, listen to past episodes, and get to know your host, go to https://podcast.gosalesology.com/ and connect on LinkedIn and follow us on Facebook and Twitter and checkout our website at http://www.gosalesology.com

Guest: Zach Kosturos

Guest Bio: 

Zach Kosturos is the President and Owner of Prime Locations, Inc., a full service commercial real estate company and Upsyde Ventures, a real estate private equity company. His companies develop, sell, lease and manage office, retail, industrial, multifamily, and self-storage investments. Zach’s commercial real estate knowledge and experience are vast as a result of his involvement in all aspects of the industry, including development, acquisition, disposition, financing, leasing, maintenance, management and most importantly, ownership.

Key Points: 

Career Journey: From Baseball to Real Estate Entrepreneur

· Played baseball on a scholarship with aspirations to turn professional, but shifted focus to sales and communication skills after realizing the MLB path wasn’t viable.

· Developed a passion for investing after reading about Warren Buffett, leading to a deep dive into value investing.

· Entered real estate in 2008 during the economic downturn, buying out partners to grow Prime Locations, and later launched Upside Ventures, a real estate private equity firm.

Business Growth & Ownership:

· Prime Locations has grown five times its revenue since Zach took over.

· Upside Ventures currently owns $75 million worth of commercial property.

· Ownership is central to Zach’s success, as it allows him to understand both the investor and client’s perspectives in real estate.

Importance of Ownership:

· Zach emphasizes that ownership, particularly in real estate, is critical because it gives insight into the challenges owners face, making it easier to serve clients effectively.

· Learning through experience and mentorship is crucial. Books gave him theoretical knowledge, but real-world exposure to owning and managing investments accelerated his growth.

Advice to Young Entrepreneurs:

· Zach advises aspiring entrepreneurs to work within their circle of competence and avoid dabbling in too many areas.

· Believing in yourself, putting in the effort, and having the courage to take risks are key factors for success.

· His analogy to baseball emphasizes the importance of preparation and practice before taking big risks.

Sales & Mentorship:

· Zach sees salesmanship as the ability to communicate and build relationships, not just close deals. He trains his team to be trusted advisors.

· Mentorship plays a huge role in developing sales skills, as successful brokers typically have mentors guiding them.

Building Value in Real Estate:

· New brokers add value by being persistent without being overly aggressive, demonstrating their commitment to potential clients.

· Prime Locations’ team uses direct mail campaigns to add value by providing valuable, exclusive information that can't be found online, positioning them as trusted advisors.

Results of Direct Mail Campaigns:

· Direct mail campaigns have generated significant returns, with one campaign bringing in $400,000 in commissions for an $8,000 investment.

· A recent direct mail effort led to a $19 million acquisition of properties, showcasing the power of persistence and effective marketing.

Leveraging Direct Mail:

· Direct mail is less cluttered than email, making it an effective tool in real estate marketing.

· Zach’s approach to direct mail is unique, using high-quality newsletters with useful information, differentiating them from the typical marketing materials.

Guest Links:

https://www.linkedin.com/in/zkosturos/  

About Salesology®: Conversations with Sales Leaders

Download your free gift, The Salesology® Vault. The vault is packed full of free gifts from sales leaders, sales experts, marketing gurus and revenue generation experts.

Download your free gift, 81 Tools to Grow Your Sales & Your Business Faster, More Easily & More Profitably. Save hours of work tracking down the right prospecting and sales resources and/or digital tools that every business owner and salesperson needs.

If you are a business owner or sales manager with an underperforming sales team, let’s talk. Click here to schedule a time.

Please, subscribe to Salesology®: Conversations with Sales Leaders so that you don't miss a single episode, and while you're at it, won't you take a moment to write a short review and rate our show? It would be greatly appreciated!

To learn more about our previous guests, listen to past episodes, and get to know your host, go to https://podcast.gosalesology.com/ and connect on LinkedIn and follow us on Facebook and Instagram and check out our website at https://gosalesology.com/.

Guest: Devon Roberts

Guest Bio:

Devon Roberts is the Member Success Coordinator for the Technology Association of Oregon where he is responsible for engaging new and existing members in the events and resources TAO provides. Devon works as a freelance theater director, producer, actor, and designer. Beyond his current work, he has worked in several industries including selling specialty foods, Marketing, Private security, and more. Through the arts, Devon has had the pleasure of working internationally at the Fringe festival in Edinburgh, nationally at organizations such as the Orchard Project, and locally in Portland with Portland Center Stage, Profile Theatre, Fuse Theatre Ensemble, and even as a volunteer member of the Drammy Committee. Devon’s work is driven by a passion for community, a desire to empower individuals, and a love for innovation and growth. To learn more about Devon’s endeavors, either in tech or the arts, you can follow his Linkedin!

Guest Links:

Are you interested in a membership! https://www.techoregon.org/membership/

https://www.facebook.com/techoregon/

https://www.linkedin.com/in/devon-roberts-2b6b73172/

https://twitter.com/techoregon

Tension Release Exercise:

There are two versions of this exercise but the idea is the same. You can modify it depending on the time you have. The full version is to lay down on the floor, close your eyes and begin to take deep breaths (grab a neck pillow if you need the support). Each breath should be about 3-5 seconds inhale, 3-5 seconds exhale. The more you do it, you can extend the breath to 10 seconds. 

For the first few breaths, attempt to relax your entire body. Find where tension is lingering and try to release it. Is your neck tight? Are you holding your jaw? Is your calf extended? What are your fingers doing? Check in with your whole body. Once you feel relaxed and you’ve been breathing for a bit, you can start the exercise.

The exercise involves isolating certain parts of your body and tensing them for a short duration and then releasing that isolation. It follows this pattern.

• Deep breath in. Hold for as long as you can.
• Tense the isolated area for as long as you hold. 
• Release the breath and tension simultaneously. Do not explode the exhale, simply release. 
• As you are tensing, check into your body. Disengage any unnecessary tension. 

For the full exercise, isolate in the following order: 

• Face
• Shoulders, neck and chest
• Hands
• Core
• Legs and feet. 
• Whole body

For a modified tension and release exercise, you can sit in a chair, relaxed hands either on the armrests or resting on the thighs. While seated, do your best to have a relaxed, neutral posture. You can either go right to tensing the whole body or do any combination of isolation required. This is often best for times you are in public, don’t have space, need something fast, etc.

About Salesology®: Conversations with Sales Leaders

Download your free gift, The Salesology® Vault. The vault is packed full of free gifts from sales leaders, sales experts, marketing gurus and revenue generation experts. 

Download your free gift, 81 Tools to Grow Your Sales & Your Business Faster, More Easily & More Profitably. Save hours of work tracking down the right prospecting and sales resources and/or digital tools that every business owner and salesperson needs.

Watch the demo of the Salesology® Prospecting Method, A Simple, 3-Step Method That, On Average, Increases Qualified Appointments & Sales By 73%.

If you are a business owner or sales manager with an under-performing sales team, let’s talk. Click here to schedule a time.

Please, subscribe to Salesology®: Conversations with Sales Leaders so that you don't miss a single episode, and while you're at it, won't you take a moment to write a short review and rate our show? It would be greatly appreciated!

To learn more about our previous guests, listen to past episodes, and get to know your host, go to https://podcast.gosalesology.com/ and connect on LinkedIn and follow us on Facebook and Twitter and checkout our website at http://www.gosalesology.com

Guest: Michael Neeley

Guest Bio:

Michael Neeley is a former professional actor and medieval knight turned speaker, mentor to visionary solopreneurs, and the International Bestselling author of Zero to Launch Podcast Accelerator.

He is the host of five popular podcasts, including the critically acclaimed Consciously Speaking, Buy This – Not That!, Something to Wine About, The PodQuest Show, and Mornings with Michael & Krista.

A member of the Screen Actors Guild, Michael has appeared in feature films with Mel Gibson and Kevin Costner, performed off Broadway with Andre Braugher and Kathleen Chalfant, and had recurring roles in several popular soap operas.

As the founder of The Authority Academy, Michael now trains and supports heart-centered entrepreneurs in professional speaking, virtual summits, getting published, and designing and hosting their own podcast to massively grow their business and expand their audience.

Guest Links:

The Simple 5-Step Process to Launch a Rockin’ Podcast in Just 14 Days!: http://mneeley.ontraport.com/t?orid=16593&opid=33

About Salesology®: Conversations with Sales Leaders

Download your free gift, The Salesology® Vault. The vault is packed full of free gifts from sales leaders, sales experts, marketing gurus and revenue generation experts. 

Download your free gift, 81 Tools to Grow Your Sales & Your Business Faster, More Easily & More Profitably. Save hours of work tracking down the right prospecting and sales resources and/or digital tools that every business owner and salesperson needs.

Watch the demo of the Salesology® Prospecting Method, A Simple, 3-Step Method That, On Average, Increases Qualified Appointments & Sales By 73%.

If you are a business owner or sales manager with an under-performing sales team, let’s talk. Click here to schedule a time.

Please, subscribe to Salesology®: Conversations with Sales Leaders so that you don't miss a single episode, and while you're at it, won't you take a moment to write a short review and rate our show? It would be greatly appreciated!

To learn more about our previous guests, listen to past episodes, and get to know your host, go to https://podcast.gosalesology.com/ and connect on LinkedIn and follow us on Facebook and Twitter and checkout our website at http://www.gosalesology.com

Guest: Liam Austin

Guest Bio:

Liam Austin is the co-founder of Entrepreneurs HQ and a virtual event strategist, having launched over 15 virtual summits, dozens of quick workshops, and many more online events, hosting over 400 speakers whilst educating 100,000+ business owners through his programs. Virtual Events That Sell is his 6-week implementation program which makes it easy for you to create your own high-impact virtual events, from workshops and masterminds to summits and conferences, with the end goal of selling more of your high-ticket offer (includes how to blueprint, validate and sell your new program.) Liam is also the creator of the Million Dollar Virtual Summit Program, where he partners with select clients to generate seven figures.

Guest Links:

Ultimate Virtual Workshop Checklist (to get clients in just 90 minutes)

https://wendyweiss1--entrepreneurshq.thrivecart.com/quick-workshop-win/60edaefe057ce/

About Salesology®: Conversations with Sales Leaders

Download your free gift, The Salesology® Vault. The vault is packed full of free gifts from sales leaders, sales experts, marketing gurus and revenue generation experts. 

Download your free gift, 81 Tools to Grow Your Sales & Your Business Faster, More Easily & More Profitably. Save hours of work tracking down the right prospecting and sales resources and/or digital tools that every business owner and salesperson needs.

Watch the demo of the Salesology® Prospecting Method, A Simple, 3-Step Method That, On Average, Increases Qualified Appointments & Sales By 73%.

If you are a business owner or sales manager with an under-performing sales team, let’s talk. Click here to schedule a time.

Please, subscribe to Salesology®: Conversations with Sales Leaders so that you don't miss a single episode, and while you're at it, won't you take a moment to write a short review and rate our show? It would be greatly appreciated!

To learn more about our previous guests, listen to past episodes, and get to know your host, go to https://podcast.gosalesology.com/ and connect on LinkedIn and follow us on Facebook and Twitter and checkout our website at http://www.gosalesology.com

Guest: Holly Chantal

Guest Bio:

For over a decade Holly Chantal has been helping visionary coaches and service professionals enroll more clients into their high-ticket offers and develop the business infrastructure they need to reach their next stage of growth.

If you’re looking for someone that can quickly grasp what you do in all of its complexity and help you find the best path forward to double your revenue within 90 days, Holly is the woman to call.

Guest Links:

www.buyersarc.com

A free PDF marketing guide that walks you through the process me and my clients use to choose topics and structure your marketing to shorten the sales cycle on high ticket offers.

About Salesology®: Conversations with Sales Leaders

Download your free gift, The Salesology® Vault. The vault is packed full of free gifts from sales leaders, sales experts, marketing gurus and revenue generation experts. 

Download your free gift, 81 Tools to Grow Your Sales & Your Business Faster, More Easily & More Profitably. Save hours of work tracking down the right prospecting and sales resources and/or digital tools that every business owner and salesperson needs.

Watch the demo of the Salesology® Prospecting Method, A Simple, 3-Step Method That, On Average, Increases Qualified Appointments & Sales By 73%.

If you are a business owner or sales manager with an under-performing sales team, let’s talk. Click here to schedule a time.

Please, subscribe to Salesology®: Conversations with Sales Leaders so that you don't miss a single episode, and while you're at it, won't you take a moment to write a short review and rate our show? It would be greatly appreciated!

To learn more about our previous guests, listen to past episodes, and get to know your host, go to https://podcast.gosalesology.com/ and connect on LinkedIn and follow us on Facebook and Twitter and checkout our website at http://www.gosalesology.com

Guest: Jim Padilla

Guest Bio:

Jim Padilla is a Global Impact Strategist & Investor and the founder and CEO of Gain The Edge- a done-for-you provider of industry-leading sales systems and unicorn sales professionals which he co-heads with his wife, Cyndi Padilla. Jim and his wife have generated over 1/4bn in sales for a long line of high-level entrepreneurs. Jim’s mission is to help purpose-driven thought-leaders untangle themselves from the day-to-day minutiae of seeking leads and sales so they’re free to amplify their impact - while scaling their business.

Guest Links:

jimp360.com

About Salesology®: Conversations with Sales Leaders

Download your free gift, The Salesology® Vault. The vault is packed full of free gifts from sales leaders, sales experts, marketing gurus and revenue generation experts. 

Download your free gift, 81 Tools to Grow Your Sales & Your Business Faster, More Easily & More Profitably. Save hours of work tracking down the right prospecting and sales resources and/or digital tools that every business owner and salesperson needs.

Watch the demo of the Salesology® Prospecting Method, A Simple, 3-Step Method That, On Average, Increases Qualified Appointments & Sales By 73%.

If you are a business owner or sales manager with an under-performing sales team, let’s talk. Click here to schedule a time.

Please, subscribe to Salesology®: Conversations with Sales Leaders so that you don't miss a single episode, and while you're at it, won't you take a moment to write a short review and rate our show? It would be greatly appreciated!

To learn more about our previous guests, listen to past episodes, and get to know your host, go to https://podcast.gosalesology.com/ and connect on LinkedIn and follow us on Facebook and Twitter and checkout our website at http://www.gosalesology.com

Guest: James Lam

Guest Bio:

James Lam, owner of LAM - Look Ahead Marketing, helps heart-centered entrepreneurs discover their superpowers and then use those gifts to shape their businesses into change-making enterprises via his 12-week signature program, Superpowered Business Success. James also built the successful franchise, Learn Photography Company, with over 5000 students at ten studios across Canada.

Guest Links:

5 Fast & Easy Hacks to Make BIG MONEY from Small Lists

https://xp822.isrefer.com/go/podgift/WendyWeiss

About Salesology®: Conversations with Sales Leaders

Download your free gift, The Salesology® Vault. The vault is packed full of free gifts from sales leaders, sales experts, marketing gurus and revenue generation experts. 

Download your free gift, 81 Tools to Grow Your Sales & Your Business Faster, More Easily & More Profitably. Save hours of work tracking down the right prospecting and sales resources and/or digital tools that every business owner and salesperson needs.

Watch the demo of the Salesology® Prospecting Method, A Simple, 3-Step Method That, On Average, Increases Qualified Appointments & Sales By 73%.

If you are a business owner or sales manager with an under-performing sales team, let’s talk. Click here to schedule a time.

Please, subscribe to Salesology®: Conversations with Sales Leaders so that you don't miss a single episode, and while you're at it, won't you take a moment to write a short review and rate our show? It would be greatly appreciated!

To learn more about our previous guests, listen to past episodes, and get to know your host, go to https://podcast.gosalesology.com/ and connect on LinkedIn and follow us on Facebook and Twitter and checkout our website at http://www.gosalesology.com

Guest: Lisa Bloom

Guest Bio:

Lisa Bloom, founder of Story Coach, works with entrepreneurs and business owners to help them attract ideal clients and find their most powerful stories. She trains coaches to use storytelling as a powerful approach to impact their clients and grow their business and she works with organizations developing Story Leaders, creative yet resilient cultures, and leading powerful change processes with the power of storytelling.

Lisa is a professional Storyteller, accredited Coach, Author, Speaker, Mentor and Leadership expert. Lisa is the author of the bestsellers 'The Story Advantage’ and ‘Cinderella and the Coach’ and the creator of the Selling Through Story & the Certified Story Coach™ Programs.

Guest Links:

Audio copy of ‘The Story Advantage’ and a toolkit with additional training and resources: http://story-coach.com/story-advantage-toolkit

About Salesology®: Conversations with Sales Leaders

Download your free gift, The Salesology® Vault. The vault is packed full of free gifts from sales leaders, sales experts, marketing gurus and revenue generation experts. 

Download your free gift, 81 Tools to Grow Your Sales & Your Business Faster, More Easily & More Profitably. Save hours of work tracking down the right prospecting and sales resources and/or digital tools that every business owner and salesperson needs.

Watch the demo of the Salesology® Prospecting Method, A Simple, 3-Step Method That, On Average, Increases Qualified Appointments & Sales By 73%.

If you are a business owner or sales manager with an under-performing sales team, let’s talk. Click here to schedule a time.

Please, subscribe to Salesology®: Conversations with Sales Leaders so that you don't miss a single episode, and while you're at it, won't you take a moment to write a short review and rate our show? It would be greatly appreciated!

To learn more about our previous guests, listen to past episodes, and get to know your host, go to https://podcast.gosalesology.com/ and connect on LinkedIn and follow us on Facebook and Twitter and checkout our website at http://www.gosalesology.com

Guest: Andi Graham

Guest Bio:

Andi Graham is CEO at Big Sea, a 40-person remote digital marketing agency she founded in 2005. Andi’s team provide marketing strategy and consulting, web design and development, SEO and media buying for mid-market organizations across the country. Andi currently lives in Asheville, NC with her husband, teen daughter, and 3 dogs and spends her weekends hiking, traveling, and skiing.

Guest Links:

https://bigsea.co/

About Salesology®: Conversations with Sales Leaders

Download your free gift, The Salesology® Vault. The vault is packed full of free gifts from sales leaders, sales experts, marketing gurus and revenue generation experts. 

Download your free gift, 81 Tools to Grow Your Sales & Your Business Faster, More Easily & More Profitably. Save hours of work tracking down the right prospecting and sales resources and/or digital tools that every business owner and salesperson needs.

Watch the demo of the Salesology® Prospecting Method, A Simple, 3-Step Method That, On Average, Increases Qualified Appointments & Sales By 73%.

If you are a business owner or sales manager with an under-performing sales team, let’s talk. Click here to schedule a time.

Please, subscribe to Salesology®: Conversations with Sales Leaders so that you don't miss a single episode, and while you're at it, won't you take a moment to write a short review and rate our show? It would be greatly appreciated!

To learn more about our previous guests, listen to past episodes, and get to know your host, go to https://podcast.gosalesology.com/ and connect on LinkedIn and follow us on Facebook and Twitter and checkout our website at http://www.gosalesology.com

Guest: Kendra Lee

Guest Bio:

Sales and marketing expert, Kendra Lee started her sales career in accounting, failed IBM’s entry-level sales exam, and was told she would be a sales failure without an engineering background. Despite that demotivating start, Kendra Lee entered sales and proved those nay-sayers wrong. She turned her knowledge of numbers into a lead generation approach that has propelled SMB companies to their own success. She is the founder of KLA Group, a sales and marketing agency that helps B2B SMB companies get more customers and is the author of Selling Against the Goal and The Sales Magnet.

Guest Links:

https://resources.klagroup.com/worksheet-12-steps-to-create-marketing-messages/

Books:

Selling Against the Goal: How Corporate Sales Professionals Generate the Leads They Need

The Sales Magnet: How to Get More Customers Without Cold Calling

About Salesology®: Conversations with Sales Leaders

Download your free gift, The Salesology® Vault. The vault is packed full of free gifts from sales leaders, sales experts, marketing gurus and revenue generation experts. 

Download your free gift, 81 Tools to Grow Your Sales & Your Business Faster, More Easily & More Profitably. Save hours of work tracking down the right prospecting and sales resources and/or digital tools that every business owner and salesperson needs.

Watch the demo of the Salesology® Prospecting Method, A Simple, 3-Step Method That, On Average, Increases Qualified Appointments & Sales By 73%.

If you are a business owner or sales manager with an under-performing sales team, let’s talk. Click here to schedule a time.

Please, subscribe to Salesology®: Conversations with Sales Leaders so that you don't miss a single episode, and while you're at it, won't you take a moment to write a short review and rate our show? It would be greatly appreciated!

To learn more about our previous guests, listen to past episodes, and get to know your host, go to https://podcast.gosalesology.com/ and connect on LinkedIn and follow us on Facebook and Twitter and checkout our website at http://www.gosalesology.com

Guest: Lori Richardson, Founder & CEO of Score More Sales, President of Women Sales Pros

Guest Bio:

Lori Richardson is a sales strategist helping leaders at midsized companies hire better sellers and evaluate the true potential of their existing sales team. In 2915 Lori started Women Sales Pros - a community to inspire more women into sales and sales leadership. Lori is the author of She Sells and is the host of the award-winning podcast, Conversations with Women in Sales.

Guest Links:

https://womensalespros.com/podcast/

ScoreMoreSales - More of What Works, Now

Women Sales Pros to Hire and Retain More Women in B2B Business

Books:

SHE SELLS: Attract, Promote

About Salesology®: Conversations with Sales Leaders

Download your free gift, The Salesology® Vault. The vault is packed full of free gifts from sales leaders, sales experts, marketing gurus and revenue generation experts. 

Download your free gift, 81 Tools to Grow Your Sales & Your Business Faster, More Easily & More Profitably. Save hours of work tracking down the right prospecting and sales resources and/or digital tools that every business owner and salesperson needs.

Watch the demo of the Salesology® Prospecting Method, A Simple, 3-Step Method That, On Average, Increases Qualified Appointments & Sales By 73%.

If you are a business owner or sales manager with an under-performing sales team, let’s talk. Click here to schedule a time.

Please, subscribe to Salesology®: Conversations with Sales Leaders so that you don't miss a single episode, and while you're at it, won't you take a moment to write a short review and rate our show? It would be greatly appreciated!

To learn more about our previous guests, listen to past episodes, and get to know your host, go to https://podcast.gosalesology.com/ and connect on LinkedIn and follow us on Facebook and Twitter and checkout our website at http://www.gosalesology.com

Guest: Cole Strauss

Guest Bio:

Leading the Texas region at igus Inc., I focus on nurturing customer relationships and driving new business development through strategic leadership and industrial sales acumen. My role involves guiding our sales force, negotiating high-value contracts, and ensuring our mission of being the easiest company to deal with is realized with every customer interaction. I am currently transitioning into the National Sales Manager role for Chainflex Cables, effective January 2025.

I hold an Engineering degree from Texas State University and an MBA from UT Permian Basin. Before joining Igus, I worked for John Deere, Continental Automotive, and Vehicle Monitor Corporation, gaining experience in manufacturing, engineering, and sales.

I live in San Antonio, TX with my wife, Kelsie, our son, Beckett, and our two dogs Lady and Cleo. I spend most of my free time with family and friends but also spend some alone as an avid outdoorsman who appreciates the relaxation only the woods can offer.

Key Points:

Role & Background:

Cole is the new National Sales Manager for Igus, Inc., a role he has held for 14 days. He has an engineering degree from Texas State University and an MBA from the University of Texas Permian Basin. Before his current role, Cole worked as a manufacturing engineer and transitioned into sales at Igus, Inc over the last four and a half years. He started as a Territory Sales Manager and later became a Regional Manager.

Company Mission:

Igus's mission is to be "the easiest company to deal with" in every customer interaction. This is central to their customer service philosophy. Cole explains that being easy to deal with involves being responsive, providing reliable support, and ensuring customers receive solutions, even if those solutions come from other departments. It’s about building trust and being an advisor, not just a salesperson.

Strategic Partnerships:

Cole plans to grow sales revenue through both external and internal strategic partnerships. External partnerships include working with distributors and catalog houses, while internal partnerships focus on better alignment between outside and inside sales teams to improve customer service and product offerings.

Sales Philosophy:

Igus aims to sell on the value of their products, even if they are priced higher than competitors. Cole emphasizes showing customers the long-term cost savings through product durability and fewer replacements. Changing the mindset of outside salespeople from focusing on immediate low cost to emphasizing lifetime costs and return on investment is key.

Sales Team Management:

Cole prioritizes attitude over experience when hiring. He believes a good attitude is more important than technical experience because the right attitude leads to success in the sales process. He values teamwork, with a focus on communication and ownership within the team, helping people take the next step in their careers.

Hiring Process:

When hiring, Cole looks for candidates with the right attitude and a basic mechanical background. He emphasizes finding people who are reliable, accountable, and have a strong work ethic. He also uses personal referrals to assess candidates' true character.

Challenges in Sales Management:

Cole acknowledges that managing a large sales team (about 50 territory managers) means dealing with many problems simultaneously. His engineering background helps him troubleshoot and find solutions without panicking, ensuring that issues are resolved efficiently while balancing internal and external needs.

Work-Life Balance:

Cole mentioned the challenge of managing a team while balancing work and personal life, sharing a humorous anecdote about how he sometimes struggles to "turn off" his problem-solving mindset even at home.

Guest Links: 

LinkedIn: https://www.linkedin.com/in/cole-strauss-igus/ 

About Salesology®: Conversations with Sales Leaders

Download your free gift, The Salesology® Vault. The vault is packed full of free gifts from sales leaders, sales experts, marketing gurus and revenue generation experts.

Download your free gift, 81 Tools to Grow Your Sales & Your Business Faster, More Easily & More Profitably. Save hours of work tracking down the right prospecting and sales resources and/or digital tools that every business owner and salesperson needs.

If you are a business owner or sales manager with an underperforming sales team, let’s talk. Click here to schedule a time.

Please, subscribe to Salesology®: Conversations with Sales Leaders so that you don't miss a single episode, and while you're at it, won't you take a moment to write a short review and rate our show? It would be greatly appreciated!

To learn more about our previous guests, listen to past episodes, and get to know your host, go to https://podcast.gosalesology.com/ and connect on LinkedIn and follow us on Facebook and Instagram and check out our website at https://gosalesology.com/.

Guest: Tom Hopkins

Guest Bio:

World-renowned as THE Builder of Sales Champions, Tom Hopkins’ practical, yet powerful selling strategies have made the careers of literally millions of sales professionals. Tom has been teaching via live and online events, recorded audios and videos, and through his books for over 40 years. His classic book, “How to Master the Art of Selling” is dog-eared and filled with yellow highlighter on the shelves of today’s top sales pros. Tom teaches simple strategies you can put to work in your very next sales presentation. Why have millions built their careers on Tom’s training? Because they get the results they want—closed sales and happy clients!

Guest Links:

Free trial of my online training at www.tomhopkinsvt.com/trial

Books:

How to Master the Art of Selling

How to Master the Art of Selling Financial Services 

Selling For Dummies

Selling in Tough Times: Secrets to Selling When No One Is Buying

Book Marketing That Drives Up Book Sales: Sell via Bookstores, Book Tours, Radio, Exchanges & More

Sell it Today, Sell it Now: Mastering the Art of the One-Call Close

When Buyers Say No: Essential Strategies for Keeping a Sale Moving Forward

The Official Guide to Success 

Fill Your Funnel: Selling with Social Media

The Smart Start Up: Fundamental Strategies for Beating the Odds When Starting a Business

Low Profile Selling

Mastering the Art of Selling Real Estate: Fully Revised and Updated

In It To Win It

How to Master the Art of Selling by Tom Hopkins

Sales Closing For Dummies

Selling for Dummies, Second Edition 

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About Salesology®: Conversations with Sales Leaders

Download your free gift, The Salesology® Vault. The vault is packed full of free gifts from sales leaders, sales experts, marketing gurus and revenue generation experts. 

Download your free gift, 81 Tools to Grow Your Sales & Your Business Faster, More Easily & More Profitably. Save hours of work tracking down the right prospecting and sales resources and/or digital tools that every business owner and salesperson needs.

Watch the demo of the Salesology® Prospecting Method, A Simple, 3-Step Method That, On Average, Increases Qualified Appointments & Sales By 73%.

If you are a business owner or sales manager with an under-performing sales team, let’s talk. Click here to schedule a time.

Please, subscribe to Salesology®: Conversations with Sales Leaders so that you don't miss a single episode, and while you're at it, won't you take a moment to write a short review and rate our show? It would be greatly appreciated!

To learn more about our previous guests, listen to past episodes, and get to know your host, go to https://podcast.gosalesology.com/ and connect on LinkedIn and follow us on Facebook and Twitter and checkout our website at http://www.gosalesology.com

Guest: Sky Cassidy

Guest Bio:

Sky Cassidy is the CEO of MountainTop Data a provider of marketing database services for B2B companies. As CEO Sky oversees the daily operations as well as marketing and product development. He is also the host of the If You Market Podcast.

Guest Links:

Free TopData Search account with 200 free download credits: https://tds.mountaintopdata.com/login/register/?promocode=WendyWeiss200

Information on our TopFunnel email as a service product: https://www.mountaintopdata.com/resources/#1648655829561-50b2be23-8bba

About Salesology®: Conversations with Sales Leaders

Download your free gift, The Salesology® Vault. The vault is packed full of free gifts from sales leaders, sales experts, marketing gurus and revenue generation experts. 

Download your free gift, 81 Tools to Grow Your Sales & Your Business Faster, More Easily & More Profitably. Save hours of work tracking down the right prospecting and sales resources and/or digital tools that every business owner and salesperson needs.

Watch the demo of the Salesology® Prospecting Method, A Simple, 3-Step Method That, On Average, Increases Qualified Appointments & Sales By 73%.

If you are a business owner or sales manager with an under-performing sales team, let’s talk. Click here to schedule a time.

Please, subscribe to Salesology®: Conversations with Sales Leaders so that you don't miss a single episode, and while you're at it, won't you take a moment to write a short review and rate our show? It would be greatly appreciated!

To learn more about our previous guests, listen to past episodes, and get to know your host, go to https://podcast.gosalesology.com/ and connect on LinkedIn and follow us on Facebook and Twitter and checkout our website at http://www.gosalesology.com

- Guest: Jake Butzer

Guest Bio: Jake Butzer is a Partner and the Chief Revenue Officer at Rocket55 - A digital marketing agency headquartered in Minneapolis. Jake has been at Rocket55 since 2015 and in the digital marketing industry for over 10 years. He has served in numerous roles with Business Development being the core focus of most of his career. Jake takes a pragmatic approach when it comes to sales and has contributed to Rocket55s growth of over 30% for two consecutive years. 

Guest Links:

rocket55.com

About Salesology®: Conversations with Sales Leaders

Download your free gift, The Salesology® Vault. The vault is packed full of free gifts from sales leaders, sales experts, marketing gurus and revenue generation experts. 

Download your free gift, 81 Tools to Grow Your Sales & Your Business Faster, More Easily & More Profitably. Save hours of work tracking down the right prospecting and sales resources and/or digital tools that every business owner and salesperson needs.

Watch the demo of the Salesology® Prospecting Method, A Simple, 3-Step Method That, On Average, Increases Qualified Appointments & Sales By 73%.

If you are a business owner or sales manager with an under-performing sales team, let’s talk. Click here to schedule a time.

Please, subscribe to Salesology®: Conversations with Sales Leaders so that you don't miss a single episode, and while you're at it, won't you take a moment to write a short review and rate our show? It would be greatly appreciated!

To learn more about our previous guests, listen to past episodes, and get to know your host, go to https://podcast.gosalesology.com/ and connect on LinkedIn and follow us on Facebook and Twitter and checkout our website at http://www.gosalesology.com

Guest: Bob Howard

Guest Bio:

Contact Science helps MSPs with inbound and outbound strategies to fill the pipeline by setting more initial appointments. Before founding Contact Science, Bob’s background with business process included running product development and marketing teams which focused on using technology for strategic marketplace advantage.

Guest Links:

www.contactscience.com

About Salesology®: Conversations with Sales Leaders

Download your free gift, The Salesology® Vault. The vault is packed full of free gifts from sales leaders, sales experts, marketing gurus and revenue generation experts. 

Download your free gift, 81 Tools to Grow Your Sales & Your Business Faster, More Easily & More Profitably. Save hours of work tracking down the right prospecting and sales resources and/or digital tools that every business owner and salesperson needs.

Watch the demo of the Salesology® Prospecting Method, A Simple, 3-Step Method That, On Average, Increases Qualified Appointments & Sales By 73%.

If you are a business owner or sales manager with an under-performing sales team, let’s talk. Click here to schedule a time.

Please, subscribe to Salesology®: Conversations with Sales Leaders so that you don't miss a single episode, and while you're at it, won't you take a moment to write a short review and rate our show? It would be greatly appreciated!

To learn more about our previous guests, listen to past episodes, and get to know your host, go to https://podcast.gosalesology.com/ and connect on LinkedIn and follow us on Facebook and Twitter and checkout our website at http://www.gosalesology.com

Guest: Tibor Shanto

Guest Bio:

I started in B2B sales in the 1980’s, around the same time faxes were the height of communications. I started off on the phone and have held almost every possible role in sales over the years, with companies of all sizes, helping them achieve and improve their revenue goals. People have called me “a brilliant sales tactician”, which is fine by me, as I truly believe that success in sales is all about Execution, everything else is just talk; and there is no shortage of talk in sales. My work is focused on helping sales teams and organizations better execute their sales process. With a focus on metrics and process, I help clients improve critical aspects of their sales cycle, including aligning to buyer process, remove redundancies to shorten their cycles, increase close ratios, and create double digit growth through the execution of their strategy with through tactical execution. With a focus on adoption and behavioral change required for ongoing improvement in execution and results.

Guest Links:

Voicemail - https://www.tiborshanto.com/7-day-voicemail-challenge/

Calculator - https://www.tiborshanto.com/whats-your-number/

Books:

Shift!: Harness the Trigger Events That Turn Prospects into Customers

Sales & Consequences

Objection Handling Handbook: A Proactive Prospector's Guide To Overcoming Objections

Report On Sales: A collection of articles about B2B selling from the Globe and Mail's Report On Small Business

About Salesology®: Conversations with Sales Leaders

Download your free gift, The Salesology® Vault. The vault is packed full of free gifts from sales leaders, sales experts, marketing gurus and revenue generation experts. 

Download your free gift, 81 Tools to Grow Your Sales & Your Business Faster, More Easily & More Profitably. Save hours of work tracking down the right prospecting and sales resources and/or digital tools that every business owner and salesperson needs.

Watch the demo of the Salesology® Prospecting Method, A Simple, 3-Step Method That, On Average, Increases Qualified Appointments & Sales By 73%.

If you are a business owner or sales manager with an under-performing sales team, let’s talk. Click here to schedule a time.

Please, subscribe to Salesology®: Conversations with Sales Leaders so that you don't miss a single episode, and while you're at it, won't you take a moment to write a short review and rate our show? It would be greatly appreciated!

To learn more about our previous guests, listen to past episodes, and get to know your host, go to https://podcast.gosalesology.com/ and connect on LinkedIn and follow us on Facebook and Twitter and checkout our website at http://www.gosalesology.com

Guest: Jim Mitte

Guest Bio:

Jim Mitte is an industry leading Internet Marketing expert with over 23 years of experience. His digital agency focuses on generating leads and making phones ring.

Guest Links:

https://www.turtlehut.com/free-consultation

About Salesology®: Conversations with Sales Leaders

Download your free gift, The Salesology® Vault. The vault is packed full of free gifts from sales leaders, sales experts, marketing gurus and revenue generation experts. 

Download your free gift, 81 Tools to Grow Your Sales & Your Business Faster, More Easily & More Profitably. Save hours of work tracking down the right prospecting and sales resources and/or digital tools that every business owner and salesperson needs.

Watch the demo of the Salesology® Prospecting Method, A Simple, 3-Step Method That, On Average, Increases Qualified Appointments & Sales By 73%.

If you are a business owner or sales manager with an under-performing sales team, let’s talk. Click here to schedule a time.

Please, subscribe to Salesology®: Conversations with Sales Leaders so that you don't miss a single episode, and while you're at it, won't you take a moment to write a short review and rate our show? It would be greatly appreciated!

To learn more about our previous guests, listen to past episodes, and get to know your host, go to https://podcast.gosalesology.com/ and connect on LinkedIn and follow us on Facebook and Twitter and checkout our website at http://www.gosalesology.com

Guest: Jason Osborn

Guest Bio:

Jason Osborn is a leading expert on LinkedIn showing businesses around the globe how to generate high-quality leads without being spammy or paying for ads. Originally from Texas, Jason now lives in England by way of the Republic of Ireland. When he was living in Ireland 16 years ago, he trained to be a Life Coach and started marketing himself online. He had no idea of how to market himself online but loved learning how to do it. Within 18 months Jason had built an email list of 9,000+ and was coaching people in 13 countries. More and more people we asking Jason how he was doing this and wanting him to share his secrets of how to market online. As a result, 12 years ago he transitioned his business to helping other businesses with their online marketing. He’s now focused in on working with businesses showing them how to tap into the power of LinkedIn to generate leads but in a way that’s authentic withing being spammy or paying for ads.

Guest Links:

www.ImpactForLeads.com

https://www.linkedin.com/in/jasonaosborn/

About Salesology®: Conversations with Sales Leaders

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Watch the demo of the Salesology® Prospecting Method, A Simple, 3-Step Method That, On Average, Increases Qualified Appointments & Sales By 73%.

If you are a business owner or sales manager with an under-performing sales team, let’s talk. Click here to schedule a time.

Please, subscribe to Salesology®: Conversations with Sales Leaders so that you don't miss a single episode, and while you're at it, won't you take a moment to write a short review and rate our show? It would be greatly appreciated!

To learn more about our previous guests, listen to past episodes, and get to know your host, go to https://podcast.gosalesology.com/ and connect on LinkedIn and follow us on Facebook and Twitter and checkout our website at http://www.gosalesology.com

Guest: Alan Fendrich

Guest Bio:

Like you, sales hiring system creator, Alan Fendrich has seen the world of sales hiring change over the past 20 years. Today, with access to unlimited numbers of applicants through the Internet, he sees a tremendous opportunity for most companies to hire better quality salespeople. However most companies continue to cling to an old model of sales hiring that might have worked in the past, but certainly is failing to deliver top performing salespeople today. Alan’s clients range from Fortune 100 media companies, to technology companies to internet technology startups

Guest Links:

www.getsales.advancedhiring.com

www.Meetwithalan.com

About Salesology®: Conversations with Sales Leaders

Download your free gift, The Salesology® Vault. The vault is packed full of free gifts from sales leaders, sales experts, marketing gurus and revenue generation experts. 

Download your free gift, 81 Tools to Grow Your Sales & Your Business Faster, More Easily & More Profitably. Save hours of work tracking down the right prospecting and sales resources and/or digital tools that every business owner and salesperson needs.

Watch the demo of the Salesology® Prospecting Method, A Simple, 3-Step Method That, On Average, Increases Qualified Appointments & Sales By 73%.

If you are a business owner or sales manager with an under-performing sales team, let’s talk. Click here to schedule a time.

Please, subscribe to Salesology®: Conversations with Sales Leaders so that you don't miss a single episode, and while you're at it, won't you take a moment to write a short review and rate our show? It would be greatly appreciated!

To learn more about our previous guests, listen to past episodes, and get to know your host, go to https://podcast.gosalesology.com/ and connect on LinkedIn and follow us on Facebook and Twitter and checkout our website at http://www.gosalesology.com

Guest: Mike Faherty

Guest Bio:

Mike is the CEO and Founder of ProSales Connection. He founded the business in 2009 to help B2B companies create sustainable growth. Mike started his career at Compaq Computer Corporation, then went on to lead sales teams at Hewlett Packard and Western Union. Today, Mike is focused on building the world's best sales and marketing agency for B2B Technology and EdTech companies. Mike loves to share his experience with growth-minded business leaders who are looking for a proven playbook to make their vision a reality.

Guest Links:

www.prosalesconnection.com

http://www.prosalesconnection.com/cmo-planner

About Salesology®: Conversations with Sales Leaders

Download your free gift, The Salesology® Vault. The vault is packed full of free gifts from sales leaders, sales experts, marketing gurus and revenue generation experts. 

Download your free gift, 81 Tools to Grow Your Sales & Your Business Faster, More Easily & More Profitably. Save hours of work tracking down the right prospecting and sales resources and/or digital tools that every business owner and salesperson needs.

Watch the demo of the Salesology® Prospecting Method, A Simple, 3-Step Method That, On Average, Increases Qualified Appointments & Sales By 73%.

If you are a business owner or sales manager with an under-performing sales team, let’s talk. Click here to schedule a time.

Please, subscribe to Salesology®: Conversations with Sales Leaders so that you don't miss a single episode, and while you're at it, won't you take a moment to write a short review and rate our show? It would be greatly appreciated!

To learn more about our previous guests, listen to past episodes, and get to know your host, go to https://podcast.gosalesology.com/ and connect on LinkedIn and follow us on Facebook and Twitter and checkout our website at http://www.gosalesology.com

Guest: Andrea Waltz

Guest Bio:

Andrea Waltz is the co-founder of Courage Crafters, Inc. and co-author of the best-selling book, Go for No! Yes is the Destination, No is How You Get There. For almost two decades, through keynote speaking and training materials, Andrea has been teaching people in virtually every business and industry how to think and feel differently about failure, rejection, and the word, “no” to achieve their goals and dreams. The book, Go for No! reached #1 on Amazon’s “Sales & Selling” list in 2010, and has remained in the top 50 Sales books for the last 12 years, selling nearly 500,000 copies.

Guest Links:

www.Goforno.com/Quiz

Books:

Go for No! Yes is the Destination, No is How You Get There

When They Say No: The Definitive Guide for Handling Rejection in Sales (Go for No! Book 2) 

Go for No! for Network Marketing

Million Dollar Book Formula: How to Write a Short Book That Will Sell Forever

The Fear Factory Kindle Edition

The Diamond Line: A Magical Journey of Personal Success and Self-Discovery Kindle Edition

Smart Bitches Buy Bitcoin: A Simple Guide for Women Who Want to Learn the Truth About Bitcoin and Control Their Financial Future

Million Dollar Year

About Salesology®: Conversations with Sales Leaders

Download your free gift, The Salesology® Vault. The vault is packed full of free gifts from sales leaders, sales experts, marketing gurus and revenue generation experts. 

Download your free gift, 81 Tools to Grow Your Sales & Your Business Faster, More Easily & More Profitably. Save hours of work tracking down the right prospecting and sales resources and/or digital tools that every business owner and salesperson needs.

Watch the demo of the Salesology® Prospecting Method, A Simple, 3-Step Method That, On Average, Increases Qualified Appointments & Sales By 73%.

If you are a business owner or sales manager with an under-performing sales team, let’s talk. Click here to schedule a time.

Please, subscribe to Salesology®: Conversations with Sales Leaders so that you don't miss a single episode, and while you're at it, won't you take a moment to write a short review and rate our show? It would be greatly appreciated!

To learn more about our previous guests, listen to past episodes, and get to know your host, go to https://podcast.gosalesology.com/ and connect on LinkedIn and follow us on Facebook and Twitter and checkout our website at http://www.gosalesology.com

Guest: Jeff Peterson

Guest Bio:

Jeff Peterson knows B2B selling. With more than 15 years of experience as a sales executive and sales manager, primarily with both local and national linen and uniform companies, and the packaging industry. Jeff has a strong track record of delivering industry-leading results in competitive markets. While still having “boots on the ground” in sales management, he has shared his empathetic, value-based sales and marketing approach through numerous publications, consultations, and engagements.

A husband and parent of four children, in his increasingly rare free time Jeff enjoys a great restaurant, live music, playing tennis, and getting himself into adventures exploring new cities and towns.

Key Points:

Introduction to Sales:

A mentor offered him a sales job, even though he wasn’t qualified. Minimal training — was told to knock on 30 doors daily and input data into a CRM system. Gained experience through trial and error, learning alongside a team of peers in the millennial uniform world.

Transition to Sales Manager:

After his boss was promoted, Jeff was thrust into the sales manager role with little formal training. Took initiative to figure things out, continuously learning over the years. Acknowledged both successes and failures, but focused on learning from mistakes and helping his team grow.

Sales Development:

Developed a passion for the craft of sales, learning from thought leaders in the field. Focused on constantly improving and passing on that knowledge to others.

Sales Leadership Approach:

Emphasizes systematic and adaptable training and onboarding processes. Customizes training based on the individual's level of expertise, offering an 8-week process with supervised practice. Believes in guiding the team and letting them find their own methods, but with close oversight in the beginning.

Prospecting and Growth:

Faces challenges in an industry that could be complacent with existing customers, but emphasizes the importance of new revenue. Encouraged a culture of prospecting, focusing on old-school methods (cold calls, email outreach) to grow the business.

Managing Sales Team Culture:

Has worked to shift from a "hunter-farmer" model to one focused on generating new revenue. Values create a mindset focused on new business, which he believes is essential for organizational success.

Challenges with CRM Usage:

Sees CRM as a critical sales enablement tool but acknowledges that getting full buy-in from salespeople can be difficult. Focuses on showing the CRM’s benefits, such as organizing tasks and managing opportunities efficiently. Strives for a balance between enforcing CRM usage and respecting top performers' flexibility.

Balancing Optimism and Realism:

Struggles with maintaining enthusiasm while also being pragmatic about challenges and issues within the company or industry. Believes in transparency with his team, providing honest updates about challenges while focusing on solutions and maintaining morale. Focuses on ensuring his sales team stays motivated and confident despite external challenges.

Guest Links:

LinkedIn: https://www.linkedin.com/in/jeff-peterson-a58a1028/ 

About Salesology®: Conversations with Sales Leaders

Download your free gift, The Salesology® Vault. The vault is packed full of free gifts from sales leaders, sales experts, marketing gurus and revenue generation experts.

Download your free gift, 81 Tools to Grow Your Sales & Your Business Faster, More Easily & More Profitably. Save hours of work tracking down the right prospecting and sales resources and/or digital tools that every business owner and salesperson needs.

If you are a business owner or sales manager with an underperforming sales team, let’s talk. Click here to schedule a time.

Please, subscribe to Salesology®: Conversations with Sales Leaders so that you don't miss a single episode, and while you're at it, won't you take a moment to write a short review and rate our show? It would be greatly appreciated!

To learn more about our previous guests, listen to past episodes, and get to know your host, go to https://podcast.gosalesology.com/ and connect on LinkedIn and follow us on Facebook and Instagram and check out our website at https://gosalesology.com/.

Guest: Connie Whitman

Guest Bio:

Known for her high-energy, passionate, heart-centered, and enthusiastic approach to sales, teaching and coaching, Connie Whitman has been the CEO of Changing the Sales Game for 20+ years helping business owners, leaders and sales teams build powerhouse organizations. A three-time #1 International Best-Selling author of her book ESP (Easy Sales Process): 7-Steps to Sales Success, speaker, and podcast host, Connie’s inspired teaching, transformational tools and content ensure that business owners and salespeople grow their revenue streams through enhanced communication skills. She is thrilled to share inspiring content on her international podcasts the “Changing the Sales Game,” and “Enlightenment of Change.”

Guest Links:

Website: https://www.changingthesalesgame.com/

Free Communication Style Assessment (CSA)™: https://whitmanassoc.com/wendyweiss

Changing the Sales Game Podcast: 

https://podcasts.apple.com/us/podcast/heart-centered-sales-leader/id1543243616

Books:

Ready, Connect, Grow: Grow Your Business Through the Power of Your Connections Kindle Edition

ESP–Easy Sales Process

About Salesology®: Conversations with Sales Leaders

Download your free gift, The Salesology® Vault. The vault is packed full of free gifts from sales leaders, sales experts, marketing gurus and revenue generation experts. 

Download your free gift, 81 Tools to Grow Your Sales & Your Business Faster, More Easily & More Profitably. Save hours of work tracking down the right prospecting and sales resources and/or digital tools that every business owner and salesperson needs.

Watch the demo of the Salesology® Prospecting Method, A Simple, 3-Step Method That, On Average, Increases Qualified Appointments & Sales By 73%.

If you are a business owner or sales manager with an under-performing sales team, let’s talk. Click here to schedule a time.

Please, subscribe to Salesology®: Conversations with Sales Leaders so that you don't miss a single episode, and while you're at it, won't you take a moment to write a short review and rate our show? It would be greatly appreciated!

To learn more about our previous guests, listen to past episodes, and get to know your host, go to https://podcast.gosalesology.com/ and connect on LinkedIn and follow us on Facebook and Twitter and checkout our website at http://www.gosalesology.com

Get to know your host, Wendy Weiss, and all about why you should be listening to this show.

About Salesology®: Conversations with Sales Leaders

Download your free gift, The Salesology® Vault. The vault is packed full of free gifts from sales leaders, sales experts, marketing gurus and revenue generation experts. 

Download your free gift, 81 Tools to Grow Your Sales & Your Business Faster, More Easily & More Profitably. Save hours of work tracking down the right prospecting and sales resources and/or digital tools that every business owner and salesperson needs.

Watch the demo of the Salesology® Prospecting Method, A Simple, 3-Step Method That, On Average, Increases Qualified Appointments & Sales By 73%.

If you are a business owner or sales manager with an under-performing sales team, let’s talk. Click here to schedule a time.

Please, subscribe to Salesology®: Conversations with Sales Leaders so that you don't miss a single episode, and while you're at it, won't you take a moment to write a short review and rate our show? It would be greatly appreciated!

To learn more about our previous guests, listen to past episodes, and get to know your host, go to https://podcast.gosalesology.com/ and connect on LinkedIn and follow us on Facebook and Twitter and checkout our website at http://www.gosalesology.com

Guest: Trent Halasek

Guest Bio:

I was raised by a family of educators and have maintained my love of learning, and teaching, in my professional career. I read and consume as much information as I can to help better myself professionally and personally.

My path is a bit non-traditional for a sales leadership role. I have a degree in accounting and started my career as a Staff Accountant. Most people who end up in sales will tell you that accounting work is horrible. I take the opposite approach. What I learned with a finance background is the cornerstone for prudent financial decisions and practical solutions in my work. From the very beginning of my career, I learned what drives financial results in the industry, so when I elevated into leadership positions, I already had learned the financial side of decisions. It definitely gave me a leg up when I started moving up in my career.

Guest Links:

Akers Packaging Service Group

Connect on LinkedIn 

Key Points:

Sales Leadership Philosophy:

Shares insights on continuous education and training for sales professionals. Views sales skills as learnable and emphasizes ongoing development in areas like lead generation, cold calling, and communication. Prefers hiring individuals who are willing to learn and have high energy over those with extensive industry experience aligning salespeople with the company's core values and ensuring they are focused on what the company does best.

Hiring and Developing Sales Talent:

Look for candidates with a growth mindset (willingness to learn) and high energy. Focus on helping sellers get wins in the right areas to build confidence. Prefers a hands-on coaching approach, especially for new sellers, to align them with company goals. Understands the importance of managing people differently based on their experience and career stage.

Business Model Protection:

Stresses the importance of protecting the company’s business model by staying focused on core strengths. Advocates selling only boxes, not diversifying into other products, which could dilute profitability. Believes in aligning sales efforts with the company’s proven value proposition, even if it means not chasing every opportunity.

Sales Wins and Strategy:

In October, all 11 local sellers exceeded previous year’s sales despite industry pricing challenges. Focused on selling company assets effectively and motivating sales teams. Uses internal surveys to ensure messaging aligns across all levels of the company, from entry-level to top leadership. Ensures salespeople understand the company’s offerings and target market.

Strategic Decision Making:

Encourages decision-making based on the company’s business model rather than reacting to every customer request. Highlights the importance of strategic decisions (e.g., offering new products like tape) being made at the leadership level, rather than by individual salespeople.

Adapts to the needs of smaller customers and helps new sellers secure smaller accounts to build confidence, but ensures they remain focused on core products.

Customer Needs and Sales Approach:

The company focuses on providing fast, reliable service for corrugated boxes. Targets smaller to mid-sized customers who need quick delivery and personalized service, unlike large companies that can get these products from larger corporations. Uses a needs-based sales approach, focusing on solving specific customer challenges with a tailored solution. The sales cycle is guided by understanding the customer’s language and aligning the company’s value proposition to their needs.

Understanding Individual Strengths (Superpowers):

Emphasizes the importance of recognizing both personal and customer strengths. In the context of a salesperson or team member, it's crucial to identify their "superpower" (a unique strength or trait) and encourage them to lean into that for success. For example, the interviewer mentions using passion and energy as their own "superpower" for motivating others.

Balancing Commonality with Individuality:

Discussion about how customers often have the same general need (e.g., fast delivery of brown boxes), but the underlying reasons for that need may differ. This highlights the balance between understanding the commonalities (like needing a box) and addressing the individual needs behind that requirement.

About Salesology®: Conversations with Sales Leaders

Download your free gift, The Salesology® Vault. The vault is packed full of free gifts from sales leaders, sales experts, marketing gurus and revenue generation experts.

Download your free gift, 81 Tools to Grow Your Sales & Your Business Faster, More Easily & More Profitably. Save hours of work tracking down the right prospecting and sales resources and/or digital tools that every business owner and salesperson needs.

If you are a business owner or sales manager with an underperforming sales team, let’s talk. Click here to schedule a time.

Please, subscribe to Salesology®: Conversations with Sales Leaders so that you don't miss a single episode, and while you're at it, won't you take a moment to write a short review and rate our show? It would be greatly appreciated!

To learn more about our previous guests, listen to past episodes, and get to know your host, go to https://podcast.gosalesology.com/ and connect on LinkedIn and follow us on Facebook and Instagram and check out our website at https://gosalesology.com/.