Channel Outlaws

We end season 2 of Channel Outlaws with none other than the President of Intelisys, Jay Bradley. I talk to Jay about what real effective core marketing is and how Sales Partners can use it to literally hockey stick their growth, just as Intelisys did.

We talk about some of his core beliefs, where they came from, and how Jay has woven them into the DNA that is Intelisys, and how Sales Partners can do the same.

Speaking of DNA, we talk about how similar the DNAs of Intelisys and ScanSource were even before the acquisition. And, why this shared DNA has accelerated the integration of these two leaders.

And we talk about what Jay sees in the future for the channel as ScanSource continues investing in Sales Partners and resellers and supporting them in crafting the total solution for businesses around the world.

Enjoy!

Chris Voss is a Former FBI Lead International Kidnapping Negotiator…the Author of the Wall Street Journal best-selling negotiations book “Never Split the Difference”… and the CEO of the Black Swan Group.

Chris worked more than 150 kidnappings worldwide over 24 years with the FBI.  He discovered that traditional negotiations “theory” didn’t cut it when it came to life and death situations.  So he reinvented it.   Then he turned the world of negotiations on its head, both in academia and the business world, when he made the crossover to business negotiations.

In this episode, we go into a number of negotiations tips and tricks that will make you a better negotiator immediately.

You’ll learn why the word “no” is far more valuable than “yes” in a negotiation, the psychology behind loss aversion and power dynamics, and why tactical empathy is the most important strategy you can apply when saving a life, or saving a deal.

We talk about Shark Tank, Oprah Winfrey, President Trump and a whole lot more that you can do to “never split the difference” when negotiating your next deal. 

Today’s guest is Dee Byrnes of OnboardOxygen: Dee is an Army veteran, a Disney veteran, and a seasoned two decade veteran of helping businesses measurably scale and profit using a secret sauce…a secret sauce that both of these organizations use to excel:  Strategic Culture.

We discuss the specific things any small business owner can do to create and integrate a culture in their businesses.  Secret Tip: Hanging posters with your values on them is not a secret ingredient.

We discuss what Dee learned from working 20 years at Disney, how they protect their “culture ingredients” as tightly as Coca-Cola protects its secret formula, and what she teaches businesses today to help them create similar results through culture.

We talk about how to attract the millennial employees you want, and repel the ones you don’t, using culture.  Secret Tip #2: You don’t need to invest in a ping-pong table.

We talk about remote vs. local employees, the surprising purpose of meetings for culture, overcoming the time and money roadblocks to culture, and much more.

Hope you enjoy the podcast.

Our guest today is Tony Palmucci, the owner of Thinking Without Restrictions. His clients call him Coach Tony.

It’s Coach Tony’s mission in life to take the top performers in business to the next level, and on today’s show he tells how he does just that with some of Intelisys' Platinum Partners including Steve Gerhardt, Danny Passacantilli, Angie Tocco, and Laura Dashney.

There are a lot of skeptics out there when it comes to the subject of business coaches… So Tony and I spend a lot of time talking about the practice of coaching, debunking some of the myths about coaching, and breaking down exactly what a coach can do for your bottom line, both on the balance sheet and in life in general. 

But coaching up CEOs wasn’t always Tony’s vocation … He started out as many kids do, with dreams of becoming a rock sta.  But unlike most kids, Tony actually did it. He’s been an axeman for Twisted Sister’s Dee Snyder, and Kiss Frontman Gene Simmons, to name just a couple.

But it was through founding and growing a music academy that Tony found his true gift in life; empowering others to blueprint a future, blow past hidden obstacles, and achieve their goals.

We also talk about the most common stumbling blocks for entrepreneurs, and how to avoid them … Tony’s version of the habits of highly effective people … and why even coaches need coaches.

Enjoy the podcast.

On this episode, you get a twofer: IndyCar driver Stefan Wilson AND Intelisys co-founder Rick Sheldon. 

We talk about this year’s Indy 500, where Stefan will be racing under the Intelisys banner, and where there’ll even be actual Sales Partner’s logos on his car as he races toward the checkered flag.

We talk to Stephan about the mindset of a race car driver, the team dynamic behind every great driver, and why past gains don’t guarantee future success; on the track or in the channel. 

And Rick Sheldon is here to explain how this whole thing came about, and why this year’s Indy 500 will be a banner day for both the Channel and Intelisys Sales Partners.

We also talk about the many occasions in which Stefan’s dealt with adversity on his way to success, the many reasons Porsche makes the best car in the world, and the many reasons Sales Partners should be looking to racing teams for their next IOT deal.

Enjoy the podcast.

Today's guest is Jim Warren, the founder of RDM Communications in Seattle.

We’ve had a lot of graduates of the Intelisys Super9 program on this show, but none of them have articulated just how valuable deep-dive cloud training can be as well as Jim Warren does here. And he has the case study to prove it.

Jim reveals one very dramatic adjustment to his business model in the last year.  It's an adjustment that has resulted in a nearly 100% close rate for his business.

But Jim wasn’t always at the Vanguard…There was a time when his business had slowed, his vision plateaued, and he feared he might never get his company beyond the level of “Lifestyle Business”. He’ll tell you how he built a future by looking to the past.

We also talk about Jim’s learning lessons in the Marines, partnering with VARs before it was cool, overcoming adversity, and much more.

Enjoy. 

On today’s episode I talk to Denver’s own Jake Cummins, the founder of Cloudnexion.

Jake runs a lean and mean operation that fishes in the big waters, and he’s got the book on how you can do it too, complete with chapter titles.

From Italy to Australia, Jake’s Cloudnexion makes its hay in international circles, so we talk about what makes for an effective international practice, as well as some of the more common roadblocks one encounters with international deals.

And like everyone in the Channel, Jake is trying to stake his claim in the Security space. We talk about how “security” is really just a catch-all term for a half-dozen - highly lucrative - services, and how a sales partner is best served when presenting those many options to his or her customers. 

We talk about how selling Network isn’t dead, how IOT is coming into its own at a lettuce farm, where the local Denver-ites (Denverians?) go to ski and snowboard, and much more …

Enjoy the podcast.

Today’s guest is Jeff Hootselle, the Chief Cloud Officer at Auditmacs.

After a short stint as a lefty pitcher in the Phillies farm system, Jeff became an Ace in the Channel. And today, he’s settled in as the closer for Auditmacs, a company revered in the channel for providing the real-deal total IT solution to its customers: equipment and cloud and carrier solutions.

Auditmacs is the poster child for creativity in attracting and keeping new clients. I talk to Jeff about how Auditmacs' award-winning “Ultimate CEO” David Hopper, and how he uses video to win over his prospects.

We talk about how Auditmac packs a house with IT Leaders at their incredibly unique events. They don’t allow PowerPoints and they leave suppliers speechless…literally.

Jeff talks about how the company took a page from the early days of Airbnb, where they map out the ideal customer experience, reverse engineer it, and provide a unique experience for their customers that can’t be replicated.

We also touch on a whole bunch of other subjects, from selling equipment, to a Tribe of Mentors, to personal mantras and much more.

Enjoy the podcast with Jeff Hootselle.

On today’s episode, I talk with Sal Miglino, the  co-founder of The Monaco Group.

Sal is a Sales Machine.  He gained his “smarts” and sales acumen on the tough streets of Brooklyn NY and later Wall Street.

I talk with Sal about his transition from “aggressive” transactional sales on Wall Street, to the insight selling approach required by clients today…and how he did it all under the tutelage of his childhood friend, mentor and business partner Joe Monaco. 

The Monaco Group is one of Intelisys’ fastest growing Sales Partners.  And they’ve accomplished this through providing savvy technology solutions to enterprise Fortune 500 clients and also by partnering with VARs.  So we talk about partnering with VARs.  

In addition to all of that, Sal shares one of the craziest stories I’ve ever heard.  Sal overcame the unthinkable: an attempt to take his life.  He recorded the whole thing on his iphone and quickly became both a YouTube sensation and a national news story. 

Sal shares how he’s taken that experience and done with that, exactly what he does for his clients. He took a potential disaster and transformed it into an epic win.

We talk about personality profiling, running a sales team, partnering with friends, and much more.

The Monaco Group is truly an inspirational company and Sal is truly an inspirational human being.

Enjoy the podcast.

Our guest today is Lucas Salvage of OnCall Telecom in Virginia Beach.

OnCall is one of Intelisys' fastest growing Sales Partners, and Lucas's 12 years of sales leadership at the company is a big reason for that. Lucas started his career banging on phones and quickly worked his way up the food chain to where, today, he leads an ambitious sales force serving a number of Fortune 100 clients, on top of about 900 other clients.

OnCall made headlines a few months back when they purchased a systems integrator in neighboring Norfolk, so I talk to Lucas about the decisions behind the purchase … how the integration with that integrator is going so far ... and how he's going about training all those new equipment-minded sales reps on cloud and carrier services, and selling these services into all those new clients.

We also go very deep into recruiting, something Lucas has a ton of experience with and a lot of contrarian opinions about, which he's glad to share with us.

And you won't find OnCall on the solutions engineer hiring bandwagon anytime soon. They have a different approach that will surprise most Sales Partners.

We also talk about personality tests, perspective-altering books about customer service, partnering with VARs and more.

Enjoy.