By RevPartners
5
55 ratings
The podcast currently has 102 episodes available.
In this episode of Pit Stops to Podium, we're thrilled to have Josh Braun, a former Head of Business Development at Basecamp and the Co-Founder & CEO of Sales DNA. Josh's expertise lies in aiding sales leaders, CEOs, and founders to build systems that consistently secure meetings with qualified buyers. Known for hosting the Inside Selling Podcast and creating the Badass Growth Guide, Josh is a seasoned thought leader in sales strategy.
Throughout this episode, Josh delves into customer engagement for successful deals, exploring pivotal sub-topics that redefine sales tactics. From selling without sounding salesy to deciphering why people buy (and why they don't), he navigates strategies like being a red X in a sea of white circles. With valuable insights on personalization versus relevance, overcoming sales objections, and breaking through the zone of resistance, Josh offers actionable advice to revolutionize sales approaches and drive success.
Chapters:
00:00 - Intro
01:03 - Josh Braun Background
04:08 - Who’s Josh Outside Work
04:59 - Enhancing Customer Engagement for Mutual Success
08:24 - The 'Red X' Strategy for Product and Service Enhancement
14:00 - Rethinking Objections in Selling
19:51 - Shining a Light on Problems, Not Convincing to Buy
22:04 - Engage with Josh
//ENGAGE WITH JOSH
Josh’s LinkedIn
Josh’s Website
//MENTIONS
Dish Network
Jellyvision
HubSpot
Zendesk
//SUBSCRIBE!
Subscribe to RevPartners YouTube Channel
New "pit stops" every week.
Join our growing community!
//STAY AWESOME & DO IT BIG!!
Website: revpartners.io
Listen on Spotify and Apple Podcasts
In this episode of Pit Stops to Podium, we are honored to have Jim Cathcart, a renowned mentor, author, and Hall of Fame professional speaker. With his extensive experience as the founder of The Going Pro Experts Academy Mentorship and author of 25 bestselling books, Jim brings a wealth of knowledge and practical insights to our discussion.
During the episode, Jim will explore the essential traits of a great sales professional and the role mindset plays in achieving sales success. He will share proven strategies for bulletproof selling and discuss how "The Acorn Principle" relates to effective sales techniques. Additionally, Jim will provide valuable advice on navigating challenging times in sales and the power of relationship selling.
Chapters:
00:00 - Intro
00:53 - Who Cathcart Institute Is
07:58 - Who’s Jim Outside Work
10:56 - Enhancing Sales Leaders' Mindset for Success
15:00 - The Half of the Job Mindset
16:55 - Implementing Acorn Principle in Bulletproof Selling Strategies
21:24 - Guiding Revenue Leaders Through Economic Challenges
25:14 - Engage with Jim
//ENGAGE WITH JIM
Jim’s Website
Jim’s LinkedIn
//MENTIONS
American Bank Association
Earl Nightingale
MassMutual
//BOOKS
The Acorn Principle
//SUBSCRIBE!
Subscribe to RevPartners YouTube Channel
New "pit stops" every week.
Join our growing community!
//STAY AWESOME & DO IT BIG!!
Website: revpartners.io
Listen on Spotify and Apple Podcasts
In this episode of Pit Stops to Podium, we're thrilled to have Matthew Neuberger, President & CEO at Neuberger & Company, known for elevating sales performance, increasing revenue, impacting company growth, and implementing advanced sales training methodologies.
Today's conversation will explore the realm of superior selling attitudes and behaviors. Matthew will uncover the dynamics behind achieving exceptional sales results while shedding light on the often surprising traits exhibited by top executives. Additionally, he'll delve into the intricacies of primary communication styles essential for effective salesmanship.
Chapters:
00:00 - Intro
00:47 - Who Neuberger & Company Is?
04:24 - Who’s Matt Outside Work
08:07 - Understanding The Superior Selling Concept
14:05 - Qualify, Close, Present
19:35 - Effective Communication Styles with Clients
24:52 - Identifying Customer Communication Styles
27:31 - Engage with Matthew
//ENGAGE WITH MATTHEW
Matt’s LinkedIn
Neuberger & Co Website
//MENTIONS
Sandler
Fredric G. Reynolds
//SUBSCRIBE!
Subscribe to RevPartners YouTube Channel
New "pit stops" every week.
Join our growing community!
//STAY AWESOME & DO IT BIG!!
Website: revpartners.io
Listen on Spotify and Apple Podcasts
In this episode of Pit Stops to Podium, we're excited to introduce Ian Koniak, President and Founder of Ian Koniak Sales Coaching and CEO of Untap Your Sales Potential. With a background in leading national training workshops for Fortune 500 companies and a career sales record exceeding $100 million, Ian's expertise is unmatched. As the former #1 Enterprise Account Executive at Salesforce.com and current Acting Dean at Pavilion's Enterprise Sales School, he brings a wealth of knowledge to our discussion.
Today's episode revolves around Unlocking The Sales Champion Mindset. Ian will explore the defining traits and habits of Sales Champions, offering insights on effective coaching strategies for Account Executives to reach their peak performance.
Chapters:
00:00 - Intro
00:44 - Who Untap Your Sales Potential Is + Ian’s Background
05:47 - Who’s Ian Outside Work
08:31 - Unleashing Sales Champion Mindset Dynamics
14:56 - Establishing Effective Sales Behavior Patterns
22:46 - Managerial Strategies for Prioritizing Sales Pipeline Development
30:08 - Engage with Ian
//ENGAGE WITH IAN
Ian’s LinkedIn
Ian’s Website
//MENTIONS
Ricoh USA, Inc
Salesforce
John WoodenNick Saban
Bill Walsh
Kirby Smart
Northrop Grumman
//BOOKS
Ruthless Elimination of Hurry by John Mark Comer
//SUBSCRIBE!
Subscribe to RevPartners YouTube Channel
New "pit stops" every week.
Join our growing community!
//STAY AWESOME & DO IT BIG!!
Website: revpartners.io
Listen on Spotify and Apple Podcasts
In this episode of Pit Stops to Podium, we're excited to introduce Ian Altman, Founder at Same Side Selling Academy, a distinguished keynote speaker and author specializing in integrity-based business growth. Ian is renowned as a sales and marketing modernization consultant for B2B business leaders, boasting an illustrious career as a professional speaker, podcast host, and contributor to prestigious platforms such as Forbes and Inc.
Today's episode revolves around overcoming sales traps and embracing value. Ian will delve into the differentiators between top-performing teams and the average, shedding light on the common adversarial traps that sellers encounter. Furthermore, he'll discuss the vital shift from a focus on price to emphasizing value, providing valuable insights for our audience.
Chapters:
00:00 - Intro
00:54 - Ian's Journey with Same Side Selling Academy
03:24 - Same-Side Selling Approach Explained
04:32 - Who’s Ian Outside Work
07:29 - Embracing Value Shift in Sales Traps
11:37 - Adversarial Traps in Pricing for Sellers and Buyers
16:55 - Closing the Gap in Seller-Buyer Conversations
20:21 - Characteristics of High-Performing Teams
27:12 - Engage with Ian
//ENGAGE WITH IAN
Same Side Selling Website
Ian’s LinkedIn
//MENTIONS
Jack Quarles
Keenan
//SUBSCRIBE!
Subscribe to RevPartners YouTube Channel
New "pit stops" every week.
Join our growing community!
//STAY AWESOME & DO IT BIG!!
Website: revpartners.io
Listen on Spotify and Apple Podcasts
In this episode of Pit Stops to Podium, we're thrilled to introduce Mor Assouline. Mor is a multi-talented professional who wears various hats in the sales industry. He serves as the Founder at FDTC (From Demo To Close), a Sales Coach at FDTC University, a Strategic Advisor at Vajro, and a Sales Instructor and Mentor at Six Figures. Mor's wealth of experience and expertise promises an enlightening discussion for our audience.
In today's episode, we'll delve into the captivating world of sales demos and how they can be utilized to drive success. Our primary focus for this episode centers around unlocking the potential of persuasive sales demos. We'll also explore the nuances of understanding the different personalities of your prospects and discover how to leverage psychological insights to enhance your win rates. Mor will also share some valuable insights and strategies to help you achieve an outstanding 50% close rate in your sales efforts.
Chapters:
00:00 - Intro
00:51 - Who’s FDTC + Mor’s Background
04:07 - Fun Facts About Mor
06:11 - Balancing Discovery and Demo for Sales Success
08:11 - Distinguishing Great Demos from Poor Ones
12:27 - Adapting Sales Approaches to Buyers' Needs and Personalities
16:58 - Improving Your Demo Success with Three Key Questions
22:19 - Fostering Humility, Vulnerability, and Effective Communication in Sales
25:21 - Maximizing Demo Impact for Faster Sales Cycles
26:49 - Engage with Mor
//ENGAGE WITH MOR
Demo to Close Website
Mor’s LinkedIn
//BOOKS
Expert Secrets
Traffic Secrets
//SUBSCRIBE!
Subscribe to RevPartners YouTube Channel
New "pit stops" every week.
Join our growing community!
//STAY AWESOME & DO IT BIG!!
Website: revpartners.io
Listen on Spotify and Apple Podcasts
In this episode of "Pit Stops to Podium," we're excited to introduce our featured guest, Casey Jacox. As a Sales & Executive Leadership Coach, Author, Podcaster, and Keynote Speaker at Winning The Relationship, LLC, Casey's diverse skills and knowledge bring tremendous value to our show.
Throughout this episode, we'll delve into the theme of Cultivating enduring client relationships. We'll explore the crucial qualities that define outstanding sales professionals, underscore the "Win the Relationship, Not the Deal" philosophy, and shed light on the fundamental role of relationships in shaping a thriving portfolio and career. Additionally, Casey will impart his "6 Principles for Fostering Strong Client Connections," providing actionable insights for establishing and maintaining meaningful bonds.
Chapters:
00:00 - Intro
01:22 - Casey's Journey to Winning the Relationship
05:49 - Who’s Casey Outside Work
08:22 - Traits for Successful Sales with a Focus on Relationships
15:00 - Applying Customer-Centric Traits and Prioritizing Relationships
20:29 - Distinguishing Between Hearing and Listening
23:05 - Engage with Casey
//ENGAGE WITH CASEY
Casey’s LinkedIn
The Quarterback DadCast
Casey Jacox Mastermind
//MENTIONS
Ted Lasso
Napoleon Dynamite
John Kaplan
Horst Schulze
Donald Miller
//SUBSCRIBE!
Subscribe to RevPartners YouTube Channel
New "pit stops" every week.
Join our growing community!
//STAY AWESOME & DO IT BIG!!
Website: revpartners.io
Listen on Spotify and Apple Podcasts
In this episode of Pit Stops To Podium, we're honored to have Stacey Gordon as our special guest. Stacey is an accomplished Executive Advisor, Keynote Speaker, Author, and DEI Strategist at Rework Work, with a focus on transforming workplace cultures and reducing bias in global talent management. As a LinkedIn instructor, she offers highly popular online courses on diversity, inclusion, and career development, and her book, "UNBIAS: Addressing Unconscious Bias at Work," sheds light on the state of Diversity, Equity, and Inclusion (DEI) in today's professional world.
With a solid educational foundation in MBA and law from Fordham University School of Law, Stacey is well-prepared to lead our discussion on critical workplace issues. We'll explore key topics such as Recognizing and Overcoming Unconscious Bias, the Nature of Unconscious Bias, Navigating Bias versus Discrimination at Work, and the intricacies of Diversity, Equity, and Inclusion (DEI) in the modern professional landscape.
Chapters:
00:00 - Intro
01:03 - Who’s Rework Work + Stacey Story
03:46 - Who’s Stacey Outside Work
05:45 - Uncovering the Power of Unconscious Bias
06:46 - The Distinction Between Unconscious Bias and Discrimination
08:42 - Maintaining the Balance Between Appropriate and Inappropriate Communication
11:54 - Effective Tools and Strategies for Inclusive Conversations
15:56 - Fostering Diversity and Inclusivity in Organizations
20:44 - Engage with Stacey
//ENGAGE WITH STACEY
Stacey’s LinkedIn
Unconscious Inclusion Website
//MENTIONS
Kristen Pressner
//SUBSCRIBE!
Subscribe to RevPartners YouTube Channel
New "pit stops" every week.
Join our growing community!
//STAY AWESOME & DO IT BIG!!
Website: revpartners.io
Listen on Spotify and Apple Podcasts
In this episode of Pit Stops To Podium, we're excited to have Andy Paul as our special guest. Andy is an accomplished Author, Host, and Coach, known for his book "Sell Without Selling Out" and the Win Rate Podcast. Our primary focus today is "Selling with Authenticity." Andy passionately discusses the significance of genuine connections and intuition-driven sales, highlighting core values such as curiosity, empathy, and generosity in achieving sales success.
Throughout this conversation, Andy provides insights into how these principles shape his approach to sales, ultimately nurturing long-lasting client relationships.
Chapters:
00:00 - Intro
01:12 - Andy’s Origin Story
03:40 - Andy’s Podcaster Journey
06:34 - Who’s Andy Outside Work
07:25 - Tour de France: Unchained
10:15 - Humanizing the Vendor Experience
14:45 - Exploring Core Values in the Sales Process
18:26 - The Role of Generosity in Core Values
20:21 - Balancing Art and Science in Sales
21:57 - The Social Network Theory
23:30 - Navigating Buyer Perspectives in Complex Sales
25:38 - Engage With Andy
//ENGAGE WITH ANDY
Andy’s LinkedIn
Andy’s Website
//MENTIONS
The Win Rate Podcast
Fabio Jakobsen
StoryBrand
//SUBSCRIBE!
Subscribe to RevPartners YouTube Channel
New "pit stops" every week.
Join our growing community!
//STAY AWESOME & DO IT BIG!!
Website: revpartners.io
Listen on Spotify and Apple Podcasts
In this episode of Pit Stops To Podium, we're delighted to welcome Whitney Johnson, the CEO of Disruption Advisors, a distinguished leadership development company specializing in change management. She delves into the profound significance of ongoing growth and learning, emphasizing their role in personal and professional development. Whitney also unravels the captivating concept of the S-Curve, providing a deeper understanding of its relevance and application.
For sales leaders aiming to navigate the S-Curve shift, Whitney offers guidance, shedding light on how to approach this critical transition. We also touch upon the significance of partnership and the unique challenges faced by high-growth B2B SaaS organizations
Chapters:
00:00 - Intro
00:56 - Disruption Advisors and Whitney's Books
01:56 - Who’s Whitney Outside Work
04:35 - What Led Whitney To Write “Smart Growth”
07:34 - Understanding the S-Curve Concept
10:46 - The S-Curve Shift for Sales Leaders
14:32 - What Comes After Mastery and Scaling
16:58 - Partnership and Challenges in High-Growth B2B SaaS Organizations
20:49 - The Backstory of Whitney Connection with Clay Christensen
22:22 - Engage With Whitney
//ENGAGE WITH WHITNEY
The Disrupt Advisors Website
Disrupt Yourself Podcast with Whitney Johnson
//MENTIONS
Malcolm Gladwell
Reid Hoffman
//BOOKS
Disrupt Yourself, With a New Introduction
Build an A-Team
Smart Growth
The Brand Called You by Tom Peters
The Innovator's Dilemma by Clayton Christensen
//SUBSCRIBE!
Subscribe to RevPartners YouTube Channel
New "pit stops" every week.
Join our growing community!
//STAY AWESOME & DO IT BIG!!
Website: revpartners.io
Listen on Spotify and Apple Podcasts
The podcast currently has 102 episodes available.