Jonathan Rivera, founder of The Podcast Factory, joins me in this episode to talk about how to use podcasting as an effective sales tool. In addition to hosting/co-hosting six podcasts, he’s also a consultant that helps people turn podcasts from hobbies into profitable businesses. Listen now to discover more about podcasting and its intimate connection to sales. Learn about when a company should start their own podcast and how to use it to drive more engagement with prospects.

MORE ABOUT JONATHAN RIVERA

What’s your most powerful sales attribute?
My ability to listen, and then feed that information back in a succinct fashion.

Who is your sales role model?
I’m a student of direct response marketing so I study all the old grades, likes Halbert, Colliere...

What’s one book that every entrepreneur should read?
The E-Myth by Michael Gilbert.

What music is on your playlist right now?

Movie Scores for Focus, a playlist on Amazon. 

CONTACT JONATHAN RIVERA

Website: www.thepodcastfactory.com/accelerate

My regular guest on Front Line Friday is Bridget Gleason. In this episode, Bridget and I dive into how to rebuild your confidence. We all go through highs and lows, and sometimes we hit a slump. So, how do you find the motivation to pick yourself up, get back on track and build a self-sustaining level of confidence? How do you make sure you’ve got the tools at hand so that when you fall into a slump, you can recognize and get out of them quickly? Join us now to discover tips and tools to help you get out of slump & rebuild your confidence.

MORE ABOUT BRIDGET GLEASON

My most powerful sales tool?

LinkedIn Navigator.

One book every salesperson should read?

Winner’s Dream by Bill McDermott.

My first job in sales?

Selling and networking products and desktop computers for Xerox.

Music that psyches me up before an important sales call?

I tend to go quiet, and focus and role play the call instead of listening to music.

CONTACT BRIDGET GLEASON

Bridget is VP of Corporate Sales at SumoLogic. With more than twenty years of sales and sales management experience in the technology sector, Bridget joined SumoLogic’s executive team to lead and grow their inside sales organization. Her recent experience includes being VP of Sales for Yesware and SVP of Worldwide Sales for Engine Yard.

Website: www.sumologic.com

My regular guest on Front Line Friday is Bridget Gleason. In this episode, Bridget and I dive into how to rebuild your confidence. We all go through highs and lows, and sometimes we hit a slump. So, how do you find the motivation to pick yourself up, get back on track and build a self-sustaining level of confidence? How do you make sure you’ve got the tools at hand so that when you fall into a slump, you can recognize and get out of them quickly? Join us now to discover tips and tools to help you get out of slump & rebuild your confidence.

MORE ABOUT BRIDGET GLEASON

My most powerful sales tool?

LinkedIn Navigator.

One book every salesperson should read?

Winner’s Dream by Bill McDermott.

My first job in sales?

Selling and networking products and desktop computers for Xerox.

Music that psyches me up before an important sales call?

I tend to go quiet, and focus and role play the call instead of listening to music.

CONTACT BRIDGET GLEASON

Bridget is VP of Corporate Sales at SumoLogic. With more than twenty years of sales and sales management experience in the technology sector, Bridget joined SumoLogic’s executive team to lead and grow their inside sales organization. Her recent experience includes being VP of Sales for Yesware and SVP of Worldwide Sales for Engine Yard.

Website: www.sumologic.com

Join me now as Peter and I talk about the art and the science of sales development. And, how a conversation-focused approach to prospecting drives increased sales productivity.

In this episode, I talk to Peter Gracey, CEO of QuotaFactory. Quota Factory has integrated 14 years of sales development expertise into a Personal Relationship Management (PRM) platform, with the goal of streamlining and improving the sale development process. Join me now as Peter and I talk about the art and the science of sales development. And, how a conversation-focused approach to prospecting drives increased sales productivity.

MORE ABOUT Peter Gracey

What’s your most powerful sales attribute?
I think I’m very personable in the sales process. I think likeability and establishing a comfort level and rapport are my biggest strengths.

Who is your sales role model?
My former boss, Ellen and my GM from the hotel I worked at, Tom Smalley. 

What’s one book that every salesperson should read?
The Sales Development Playbook, by Trish Bertuzzi

What music is on your playlist right now?

A Tribe Called Quest, Barney and Raphy, 90’s Alternative (Nirvana, Pearl Jam). 

CONTACT Peter Gracey

Website: www.quotafactory.com 

Skip and I talk about the current state of the sales training field and the essential emerging trends in sales training as it evolves to meet the demands of the modern sales organization.

Leading sales trainer, Skip Miller is the President of M3Learning, a proactive sales management and sales training company. He’s also author of the bestselling books, Selling Above and Below the Line, Proactive Selling and Proactive Sales Management. In this episode, the topic of discussion is one of my favorites, sales training. Skip and I talk about the current state of the sales training field and the essential emerging trends in sales training as it evolves to meet the demands of the modern sales organization.

MORE ABOUT Skip Miller

What’s your most powerful sales attribute?
Questions.

What tool do you use for sales management that you can’t live without?

Managing frequencies and competencies!

Revenue = competencies & frequencies.  

Who is your sales role model?
A former manager, Kevin.

What’s one book that every salesperson should read?
I could not make out the title of the book @[29:53]

What music is on your playlist right now?

38 Special.

What’s the question you get asked most frequently by salespeople?

How do I get my deal from coming out of the darkness?

CONTACT Skip Miller

Website: www.m3learning.com  

We cover how sales reps can create value in sales, essential strategies for connecting with prospects and how to differentiate yourself.

Joining me again on Accelerate! is Deb Calvert, the “Queen of Questions.” Deb is president of People First Productivity Solutions and has authored of a series of books titled, DISCOVER Questions Get You Connected: For Professional Sellers. Among the topics Deb and I discuss in this episode are how sales reps can create value in sales, 10 essential strategies for connecting with prospects and how to differentiate yourself through a memorable buying experience.

MORE ABOUT DEB CALVERT

Is it easier to teach a technical non-salesperson to sell or to teach a salesperson how to re-understand how a product or service works?
By in large, for something really technical, I believe it’s easier to teach an open minded person how to sell.

If you could change something about your business self, what would it be?

It would be to delegate more work, more often, and to trust people who’re a lot smarter than me about specialty areas.

What’s one non-sales book every salesperson should read?
Decisive by Chip Heath and Dan Heath

Grit: Passion, Perseverance, and the Science of Success, by Angela Duckworth

What do you do for fun?

Read, hike and travel.

CONTACT DEB CALVERT

Website: www.peoplefirstps.com

Amazon: DISCOVER Questions

Social Media Handle: @peoplefirstps

We discuss how content marketing drives sales, why content marketing is more effective, and how the role of content marketing is critical for prospecting.