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:

//ENGAGE WITH JOSH

Josh’s LinkedIn

Josh’s Website

//MENTIONS

Dish Network

Jellyvision

HubSpot

Zendesk

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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:

//ENGAGE WITH JIM

Jim’s Website

Jim’s LinkedIn

//MENTIONS

American Bank Association

Earl Nightingale

MassMutual

//BOOKS

The Acorn Principle

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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:

//ENGAGE WITH MATTHEW

Matt’s LinkedIn

Neuberger & Co Website

//MENTIONS

Sandler

Fredric G. Reynolds

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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:

//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

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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:

//ENGAGE WITH IAN

Same Side Selling Website

Ian’s LinkedIn

//MENTIONS

Jack Quarles

Keenan

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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:

//ENGAGE WITH MOR

Demo to Close Website

Mor’s LinkedIn

//BOOKS

Expert Secrets

Traffic Secrets

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New "pit stops" every week.

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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:

//ENGAGE WITH CASEY

Casey’s LinkedIn

The Quarterback DadCast

Casey Jacox Mastermind

//MENTIONS

Ted Lasso

Napoleon Dynamite

John Kaplan

Horst Schulze

Donald Miller

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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:

//ENGAGE WITH STACEY

Stacey’s LinkedIn

Unconscious Inclusion Website

//MENTIONS

Kristen Pressner

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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:

//ENGAGE WITH ANDY

Andy’s LinkedIn

Andy’s Website

//MENTIONS

The Win Rate Podcast

Fabio Jakobsen

StoryBrand

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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:

//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

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New "pit stops" every week.

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Listen on Spotify and Apple Podcasts