Power to Sell

This episode of The Power to Sell Podcast, features Thom Coats, Professor and Director of the sales program at Middle Tennessee State University (MTSU). Coats details his career shift from over 25 years in sales and a six-year stint in law enforcement to academia.

A central theme is the transformative power of sales education, which he argues can "change family trees" by helping students earn double or triple the income of a normal degree. Coats stresses that "everybody sells"—whether externally or by promoting ideals within a company. He draws on his background to emphasize core principles: the necessity of listening and always asking for the deal. He teaches first-generation students to adopt a "CEO of their Family Inc." mindset to combat "impostor syndrome".

While acknowledging that technology has evolved (like shoe boxes being an early CRM) and AI is now a necessary tool, Coats insists that the principles of selling remain unchanged. Sales are fundamentally "human to human" (H2H); AI cannot "read a room" or handle high-dollar relationship sales. He concludes with key advice for student success: smile, and consistently show up on time, follow up, and follow through.

In this episode of Power to Sell, NDSU students sat down with Gary Halvorson, Executive Vice President at CHS. Recorded at CHS headquarters in Minneapolis, the conversation explores the foundation of trust in both sales and leadership.

Halvorson shares his journey from growing up on a small North Dakota farm to leading a global Fortune 100 cooperative serving farmers and consumers around the world. He reflects on lessons from his 26-year career at CHS—how mentorship, consistency, and moral integrity shape success in business and in life.

Listeners will hear Halvorson’s insights on what separates good salespeople from great ones, why trust must be earned through consistent action, and how every customer relationship begins with understanding individual needs. From navigating global markets and government policy to balancing tradition with innovation in renewable fuels, this episode captures the human side of agriculture, sales, and leadership.

The Power of Trust reminds us that in any industry—whether in the field or the boardroom—authentic relationships remain the ultimate competitive advantage.

In our second episode of Fall 2025, NDSU students sat down with Angelia Vang, Digital Marketing Strategist with DSG Supply, to discuss how genuine curiosity is the ultimate catalyst for career growth and organizational impact. Angelia, who started her career in merchandising before shifting into marketing, shares how her "curiosity really pulled me toward marketing".

Angelia reveals that her most valuable professional skill—learning to anticipate needs before they even surface—is built by "really staying curious," dedicating time daily to tune into emails and webinars to gain insights and "connect the dots faster". This proactive approach allows her to transform marketing into a real growth driver, such as when she led the strategic transformation of DSG’s email program, resulting in exciting results and "revenue tied directly back to email, which we've never saw before".

Angelia discusses how digital marketing constantly requires "selling ideas, credibility, and trust" through content. She also explains that the biggest opportunity for marketers is balancing digital innovation (like AI adoption) with the authentic connection needed to build trust. Angelia emphasizes that curiosity is foundational to leadership, advising listeners to always "ask questions" because it is critical to standing out and growing in your career.

Students kick off season seven of the Power to Sell podcast from Northwestern Mutual’s corporate headquarters in Milwaukee, sitting down with Chief Field Officer, John Roberts. Roberts, who is responsible for supporting the company’s 22,000 independent financial advisors and team members, explains why mastery of human influence is crucial for his leadership role.

Dive into a dynamic conversation covering the essential traits needed to thrive in modern business.  Roberts reveals the key to earning trust is focusing on being "interested" in others, understanding what they need, rather than trying to be interesting yourself. As he must influence independent business owners rather than commanding employees, Roberts leans heavily on "tools of influence" and change management, recommending foundational texts like Robert Cialdini's Influence.  Roberts also offers frank advice for students: don't be afraid of making a mistake, looking silly, or asking the wrong question. He shares a lesson from his CEO: if you didn't fall while skiing, "you didn't learn".

In the final Spring 2025 episode of the Power to Sell podcast, students interviewed Eric Gjerdevig, a sales lecturer at NDSU and former business owner. The interview explores Gjerdevig’s professional journey, from his early exposure to technology and accidental entry into sales to his experience at Great Plains Software and Microsoft and ultimately starting and selling his own software consulting company. The conversation also touches upon the importance of overcoming fear and being open to new experiences. Gjerdevig’s passion for teaching and serving students through the NDSU sales program highlights activities both inside and outside the classroom. Finally, Gjerdevig shares his evolving definition of business success, shifting focus from just growth to having a healthy, profitable, and enjoyable company culture.

In episode #40 of the Power to Sell podcast, students sat down with Valentina Montesano, an Azure Sales Specialist at Microsoft. Valentina discussed her journey from competitive cheerleading and community college to transferring to the University of Florida and eventually landing a role at Microsoft through their Aspire program for recent graduates. She shares insights on networking, preparing for interviews, her day-to-day life in tech sales, and her experiences living and working in New York City, including adapting to the fast-paced environment and leveraging AI tools like Copilot in her work. The conversation highlights the importance of building relationships, being authentic, and open-mindedness to new experiences in navigating a large company and career path.

In episode #39, students interviewed Todd Prigozen, the CEO of Bobcat of New York City and Long Island. The conversation explores the importance of perseverance and grit and the dynamic nature of doing business in New York, contrasting it with experiences in other regions and overseas in London, particularly regarding logistics, staffing, and customer interactions. Todd also shares his career journey within the family business, insights on leadership and hiring, the relationship with Bobcat as a manufacturer, and strategies for sales and adapting to technological advancements.

In this episode (#38), students sat down in New York City with Reed Overfelt, a seasoned technology executive and serial CEO. Overfelt discussed his career journey, from his early involvement with the internet to his experiences building and selling multiple tech companies. The conversation explores key aspects of sales and leadership, including the importance of listening, building trust, navigating challenges, and the impact of technology, offering valuable insights for aspiring sales professionals.

In this episode of Power to Sell, NDSU students sat down with Joe Pallo, author of How to Sell Nothing: The Logical Way to Make the Emotional Sale. With over 35 years of experience in commission sales and thousands of sales calls under his belt, Joe shares insights on why emotional connections—not just logic—drive successful sales. He offers real-world advice for young professionals and reflects on his journey from selling books door-to-door in college to coaching top sales performers today. Whether you're a business major, an aspiring entrepreneur, or just curious about the art of persuasion, this conversation is packed with valuable lessons you won't want to miss!

In our third episode of Spring Semester 2025 (episode 36), students sat down with Dan Florness, the CEO of Fastenal, at their headquarters in Winona, MN. Dan shared the history of Fastenal, including stories about the founder, Bob Kierlin, and how Bob shaped the values and culture that are alive and well in Fastenal today.  Dan discussed the importance of ongoing education for team members and numerous other leadership and sales lessons.  He discussed technology, empowering team members, and solving problems for customers.  The theme that stood out to students throughout the podcast and their time in Winona was the importance of employee development, teamwork, and a focus on delivering value to customers at every turn.