This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30
This week we welcome Bob Burg! Bob is a true legend when it comes to the personal and professional development industry. Alongside hosting the Go-Giver podcast, Bob wrote the amazing book ‘Endless Referrals’ and co-authored ‘The Go-Giver’.
This week we explore the Go-Giver theory alongside the differences between authenticity and transparency...
Make sure you have your notepads ready because this episode is full of information you can use to enhance your own selling ability.
Where you can find Bob:
https://thegogiver.com (https://thegogiver.com)
burg.com
[03:50] - Bob Burg's journey into selling
[04:30] - Books that had a massive impact on Luigi and Bob
[07:50] - Opening for Zig Ziglar
[12:20] - Bob's belief in the truth of is selling
[14:20] - The Go-Giver theory
[19:20] - The importance of being authentic
[23:20] - Authenticity vs transparency
[28:20] - When leading with value goes wrong
[30:55] - The times where Bob has been really challenged in business
[34:10] - The biggest influence in Bob’s career
This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30

This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30
This week we welcome Alice Heiman! Founder and Chief Sales Officer at ‘Alice Heiman LLC’, Alice has over 20 years of experience in the sales industry with skills ranging from sales training to public speaking, Alice certainly knows her stuff.
This week we explore with Alice what you should be doing right now to continue to reach your targets and sell during the current crisis.
Where you can find Alice:
https://www.linkedin.com/in/aliceheiman (https://www.linkedin.com/in/aliceheiman)
https://aliceheiman.com (https://aliceheiman.com)
Timestamps:
[04:15] - Alice's journeyinto the sales industry
[05:34] - “How do I keep my kids glued to that screen?” (https://aliceheiman.com/how-to-sell-with-kids-at-home-during-social-distancing/ (https://aliceheiman.com/how-to-sell-with-kids-at-home-during-social-distancing/))
[07:00] - Growing up in a family of sales pros
[08:30] - Has selling changed? Sure, but the key principles are still the same!
[11:30] - Prospecting in a pandemic: The obligations you have as sales professional
[14:30] - The importance of the ICP (Ideal Customer Profile) and the effects that a global pandemic has on your customers!
[17:20] - The messages and process that work and gets people connected and talking to you
[22:00] - Social…just a means to an end or is there something more to it?
[24:30] - Overcoming the problems prospects have so you can get that first meeting
[30:40] - The biggest influence on Alice’s sales career
[32:20] - Sales: science or an art?
This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30

This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30
This week we welcome Aaron Ross! From working in Salesforce to being the Co-CEO of Predictable Revenue™ Inc. In addition to his work in Sales Aaron is also a top rated author having written multiple books which we highly recommend you read!
This week we discuss the predictable revenue model and the steps you should be taking to either create or meet the model that you have in place at your own organisation.
Where you can find Aaron:
https://fromimpossible.com (https://fromimpossible.com)
https://predictablerevenue.com (https://predictablerevenue.com)
https://www.linkedin.com/in/aaronross/ (https://www.linkedin.com/in/aaronross/)
Timestamps:
[05:10] - How Aaron got into the world of sales
[08:30] - The learnings from moving from being a CEO to a junior sales position
[12:20] - Following the sales methodology in everything that you do
[14:20] - An important sales tip
[16:02] - The passion for predictable revenue options
[19:15] - The steps to building a successful and predictable revenue model
[23:15] - The different steps a business with channel partners has to take to build their model
[25:50] - Where the predictable model “falls over” and doesn't meet expectations
[36:20] - The biggest influence in Aarons career
[39:50] - One thing that Aaron would do differently
This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30

This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30
This week we welcome Chris Murray. Chris is the author of the amazing sales book ‘Selling with EASE’. If it’s not on your shelf already you'll be buying it after this episode!
Chris is a genius when it comes to the EASE Sales Cycle and this week we aim to unpack and explore how you can use this process to increase your own sales ability.
This week we are proudly brought to you by VanillaSoft.
Where you can find Chris:
https://www.linkedin.com/in/vardakreuz/?originalSubdomain=uk (https://www.linkedin.com/in/vardakreuz)
https://twitter.com/VardaKreuz?ref_src=twsrc%5Egoogle%7Ctwcamp%5Eserp%7Ctwgr%5Eauthor (https://twitter.com/VardaKreuz)
Timestamps:
[02:50] - Chris Murray introduces himself and how he got into the world of selling
[06:55] - What makes Chris’ company different
[09:30] - Making the complex simple
[11:40] - The motivation for the ease sales process
[14:15] - Breaking down the ease sales cycle
[22:10] - Increasing conversions with ease
[27:40] - Where is the SDR model getting it wrong?
[29:35] - The positive things a prospect will remember
[31:25] - Should you tell your prospects the effort you go to for them
[33:05] - A quick recap on customer attraction
[36:00] - Your sales gold for the day
[37:20] - Incorporating different methods of sales to build your pipeline
[43:40] - What you should be focusing on in the sales process?
[50:28] - Sales: Science or Art
[51:45] - One thing Chris would have done differently
This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30

This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30
This week we welcome sales guru Ronell Richards to the podcast. Ronell is a genius who was born selling, having spent his whole life in the field Ronell knows how to succeed in the world of selling. With the difficulties we are all facing due to COVID-19. Ronell’s story and mindset can help inspire you to #bethebestyoucanbe.
This week we are proudly brought to you by Vanillasoft
Where you can find Ronell:
https://www.linkedin.com/in/ronnellrichards/ (https://www.linkedin.com/in/ronnellrichards/)
http://www.ronnellrichards.com (http://www.ronnellrichards.com)
Timestamps:
[03:10] - How Ronell Richards got into the world of sales
[07:30] - In Ronell Richards' experience growing up were there any tough times selling
[09:30] - The makings of an entrepreneur
[15:40] - The difference between leadership and management
[16:50] - Developing the next generation of salespeople
[20:10] - If you're struggling with coaching or being led, what can you do?
[29:20] - The behaviours and attributes of high performers
[35:50] - maintaining a positive mindset
[39:50] - Sales: an art or science
[42:35] - Biggest influence in Ronell’s career
[45:30] - where you can find Ronell
This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30

This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30
This week we welcome the record-breaking legend Ali Reda to the podcast. Having recently broken Joe Girard's record of the most cars sold in a year, Ali's incredible feat is due to his astounding mindset and belief in being the best you can be.
Grab your notepads guys because this week we are exploring this mindset and how you can implement it in your own career.
This week we are proudly brought to you by Vanillasoft.
Timestamps:
[04:10] - How Ali Reda entered the world of sales
[05:55] - How Ali broke through the limiting belief of his target
07:50] - What Ali attributes to his success
[09:35] - The defining moment in Ali’s career
[12:20] - Breaking the beliefs on sales people
[19:00] - The impact on Ali from breaking Joe Girard's record
[27:00] - Advice for new sales professionals on building a successful career
[29:30] - Biggest influences in Ali’s career
[30:55] - What Ali would do differently
This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30

This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30
This week we welcome author and marketing legend Seth Godin to the podcast. Seth is an expert in sales and marketing and understands what it means to #bethebestyoucanbe.
Seth has written multiple books on sales and marketing including works such as 'The Purple Cow' and 'What to Do When It's Your Turn (And it's Always Your Turn). With all his experiences you can bet that there is a vast amount of knowledge to be gained from listening to this episode.
Where you can find Seth:
https://www.sethgodin.com
https://seths.blog
twitter.com/ThisIsSethsBlog
Timestamps:
[03:30] - How Seth got into Marketing and Business
[05:05] - Why Zig Zigglar is Seth’s hero
[07:00] - Were there times where sales was particularly challenging??
[09:20] - The importance of a mindset and empathy
[10:50] - The importance of putting the customer first
[13:20] - The balance between asking for referrals and providing the customer with the perfect experience
[15:35] - The importance of identifying the problem
[19:00] - The inspiration for Seth’s books
[23:15] - How Seth gets the inspiration to create new content every day
[25:40] - Is sales an art or science?
[26:55] - Was intuition a big part of Seth’s success?
[28:10] - Is there anything that Seth would do differently
[29:20] - The next big thing
[30:40] - Advice for upcoming Marketers
This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30

This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30
This week we welcome the man, the myth, the king... Jeffrey Gitomer to the podcast. Jeffery is one of the best sales professionals in the business and he how to #bethebestyoucanbe.
There is so much you can learn from Jeffery so make sure your fingers are warm because there are so many nuggets of information you will be wanting to write down!
This episode is proudly brought to you buy the #1 sales engagement software Vanillasoft.
Where you can find Jeffery Gitomer:
https://www.linkedin.com/in/jeffreygitomer (https://www.linkedin.com/in/jeffreygitomer)
https://www.gitomer.com (https://www.gitomer.com)
twitter.com/gitomer
Timestamps:
[03:30] - Jeffrey Gitomer introduces himself and how he got into sales
[05:10] - The concept and importance of spaced repetition
[06:50] - The need for sales experts who don’t focus on money
[08:15] - The inspiration for the sale manifesto
[11:00] - Has the fundamentals of selling changed?
[16:40] - Why are so many sales people avoiding avenues of growth?
[17:50] - What you can do to change your habits
[18:30] - An unsponsored message about apple devices
[20:40] - Do sales people go straight to price because they have a scarcity mindset instead of a mindset of abundance
[23:20] - Does Jeffrey have challenges where he struggles to maintain his mindset
[26:25] - The people who helped geoffry to develop his mindset
[28:00] - The steps to changing your mindset
[30:05] - The need for continual growth and learning
[32:20] - The biggest piece of advice Jeffery Gitomer has for you
[33:15] - What does selling mean to Jeff?
[35:20] - Sales: Art or Science
[36:00] - The biggest influence on Jeffrey’s career
This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30

This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30
This week we welcome author, sales expert and all round great guy James Muir to the podcast. James is an expert seller who knows what it means to close a sale.
This week we are going to explore what it means to close and what you should be doing to #bethebestyoucanbe.
Grab your pens, guys and girls, because this episode is Fantastic! So many key learnings for you to take away… so that you can strive towards being the best salesperson you can be.
This episode is brought to you by the #1 Sales Engagement software Vanillasoft.
Where you can find James:
Puremuir.com
Timestamps:
[03:10] - How James Muir accidentally became a salesperson
[06:10] - Jame’s definition of closing
[09:20] - Why people have a negative association with closing
[12:08] - The truth about closing
[18:45] - The non-negotiables you must do to get to a close
[24:10] - The first step to the perfect Sale
[32:20] - The next step to the perfect close
[38:45] - Sales: Science or art?
[40:20] - Biggest influence in James Muir
This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30

This episode is brought to you by Growth Forum - sign up for 45-days free
This week we welcome Kerwin Rae to the podcast. When it comes to personal development and high-performance Kerwin is the man you want to talk to.
With over 10 years of sales and marketing experience in 11 different countries, Kerwin is Australia’s leading business strategist and high-performance specialist. Through all his experiences and the knowledge he has gained, Kerwin definitely knows what it means to #Bethebestyoucanbe.
This week we discuss Kerwin’s inspirations and journey in sales, what high performance looks like and how to both tolerate and overcome your fears. Make sure you have your notepads ready because there are some great lessons that you can take from this episode and apply to not just your sales career but everyday life as well.
Where you can find Kerwin:
www.kerwinrae.com
http://www.linkedin.com/in/kerwinrae (www.linkedin.com/in/kerwinrae)
www.twitter.com/kerwinrae
https://www.facebook.com/kerwinrae/ (www.facebook.com/kerwinrae/)
Timestamps:
[00:25] - Luigi Introduces Kerwin Rae and the themes of this episode
[02:20] - Kerwin’s journey into the world of sales and personal development
[07:50] - Kerwin’s inspiration for helping people develop their skills
[12:00] - Overcoming a difficult situation with a growth mindset
[16:20] - Some simple steps to push you to #bethebestyoucanbe
[17:20] - Kerwin’s definition of high-performance
[18:35] - Learning to tolerate fear
[26:00] - What’s next for Kerwin?
[30:20] - Biggest influence in Kerwin’s career
[32:15] - The importance of Tension
[34:50] - Skills that separate great salespeople from everyone else
This episode is brought to you by Growth Forum - sign up for 45-days free