Sales Tales - A podcast sharing epic stories that get you through your sales adventure.

Sales Tales - A podcast sharing epic stories that get you through your sales adventure.

By Josh ShirleyBusiness
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Sales Tales - A podcast sharing epic stories that get you through your sales adventure. episodes

  • Episode 7 - Nick Barkman - That time I split my pants over a $100 commission

    Nick Barkman is the Chief Growth Officer at Seismic Digital, a full-service consumer insights, digital strategy, and activation firm offering marketing consulting services and strategy to global and hyperlocal companies. 


    Nick has a long history in sales - it began with pagers and newspapers.


    In this episode, you will learn:

    1. Common ways to keep your account people focused on new business.
    2. How to use creative environments to spark innovative prospecting ideas.
    3. How to keep work environments psychologically safe to procure the best ideas and account for different communication styles.
    4. Why we should ask questions instead of making assumptions.
    5. How to handle surprise decision-makers.


      6. Today's Food from the Road segment features Q39 in Kansas City, MO.


      For more on Seismic Digital

      https://www.seismicdigital.com/


      For more on the Coffman Group

      www.coffmangroup.sandler.com


      For more on Q39:

      https://q39kc.com/blog/curbside-pickup/

      46 min
    6. Episode 6 - Bill Clyne - Sustaining Sales Momentum and Being a Trusted Advisor

      Bill is not only the CEO of Floor Seal but also invented their one-of-a-kind product. Floor Seal Technologies offers concrete floor solutions for critical installations to front-line industries like healthcare and biopharmaceuticals.  


      In this episode, you will learn:

      1. The art of booking a meeting from a meeting.
      2. How important it is to find hidden decision-makers before presenting a solution
      3. Establishing a 'Cast of Characters' when qualifying
      4. Being a 'Trusted Advisor' when selling


        5. Today's Food from the Road segment features Mother's Restaurant from New Orleans, LA.


        For more on Floor Seal Technologies

        https://floorseal.com/


        For more on the Coffman Group

        www.coffmangroup.sandler.com


        For more on Mother's:

        https://mothersrestaurant.net/

        38 min
      5. Episode 5 - Zack Pike - Selling with Linkedin and Video Prospecting

        How do you fill the pipeline using Linkedin?


        Zack Pike gave me a great answer in this week's episode.


        Zack is a data scientist, entrepreneur, and CEO of Magnetic Data Science, a company bringing clarity and confidence to the toughest growth challenges for C-Level executives at consumer brands.


        In this episode, you will learn:

        1. Why it's essential to be authentic on social platforms
        2. That it could be time to scrap canned posts from your marketing department
        3. How consistency creates momentum on Linkedin
        4. How to use videos for prospecting and setting expectations during the sales process


          5. Today's Food from the Road segment features Cuba Libre from Orlando, FL. https://www.cubalibrerestaurant.com/en/orlando/


          www.coffmangroup.sandler.com


          https://www.magneticds.com/





          48 min
        5. Episode 4 - Pete Hinojosa - Use DISC to Understand your Customer

          Pete Hinojosa is a teacher, mentor, leadership coach, entrepreneur, and currently the Director of Thought Leadership at Insperity, a company that offers comprehensive HR solutions that scale with your business.

          In this episode, you will learn:

          1. The background on the DISC emotional and behavioral theory
          2. Using DISC as a diagnostic tool to increase sales
          3. A deep dive into each of the four DISC types
          4. How each type prefers to communicate
          5. A sales tale that pulls it all together!

            6. Pete has an epic background in teaching, where he learned that no subject was more important than how students communicated with each other. When teaching biology, he said, "Biology is the study of life. So why don't we learn about life?"


            He pioneered a youth summer camp focused on peer-to-peer communication and got his experiences noticed by none other than Zig Ziglar.


            At Insperity, Pete delivers his most significant assets to the corporate world, leading talks that bring people together.


            Today's Food from the Road segment features The Tin Fish, San Diego, CA.


            The book mentioned in this episode is called 'Better than Good' by Zig Ziglar.


            www.coffmangroup.sandler.com


            Insperity.com

            1 hr
          6. Episode 3 - Esther Kestenbaum - Women in Sales and Punching Above your Weight

            Esther Kestembaum is the former president of Ruby Has, acquired by Shipmonk, and was then the CRO at Flowspace. A native New Yorker, she started from scratch.


            Esther gives Josh Shirley a powerful truth in this episode:

            "Sales is a brutal equalizer with a beautifully objective aspect to it. That's especially important for women."


            In this episode, you will learn:

            1. Why sales is an excellent field for people who want to start fast.
            2. Tips for starting your career later in life.
            3. What kinds of personalities sales leaders find attractive.
            4. What it means for your sales org to "punch above its weight."
            5. When it's OK for us to lose on price.


              6. Today's Food from the Road segment features Philip's Harbor House in Baltimore, MD.


              www.coffmangroup.sandler.com

              41 min
            6. Episode 2 - Seth Penn - Persistence Pays when Prospecting

              Seth Penn is the Director of Training and Development at Arrow Truck Sales, an avid rock climber, and the author of the book "Sales through the Eyes of a Climber."

              In his Sales Tale, Seth gives David Doherty and Josh Shirley a thrilling lesson from the 'rock' that ties off to his life in sales. In this episode, you will learn:

              1. Keys to prospecting.
              2. How being ever-present but not creepy eventually works.
              3. "Going for no."
              4. Focusing on behaviors leads to changes in attitude.
              5. Activities today become sales tomorrow.

                6. Seth proclaims that everything he learned about how rock climbing relates to life he learned from his daughters when he took them repelling.

                Today's Food from the Road segment features Cristini's Italiano, Orlando, FL.

                https://www.arrowtruck.com/

                www.coffmangroup.sandler.com

                47 min
              6. Episode 1 - Leslie Baird - Grow Accounts by Asking Questions

                Leslie Baird is the Chief Commercial Officer of TigerCool Express, which aims to be the nation's leading provider of temperature-controlled intermodal transportation.

                Leslie gives David Doherty and Josh Shirley her biggest win and most significant loss in her sales career. In this episode, you will learn:

                1. Why a woman should be your next sales hire.
                2. What to do with a 'stuck' account.
                3. How to use a "Quarterly Business Review."
                4. How to ask questions to grow your accounts
                5. How to use questions to find the right job
                6. Selling in a tough economy

                  7. Leslie's words about the economy in 2023:

                  "When transportation has a cold, the rest of the country gets the flu."

                  Today's Food from the Road segment features Sam's #3 in Denver, CO.

                  https://tigercoolexpress.com

                  www.coffmangroup.sandler.com

                  38 min
                7. Sales Tales Trailer - How can I Find a good Sales Podcast?

                  Introducing Sales Tales - a podcast for people who want to:

                  Grow their sales performance

                  Increase their income
                  Learn to cope with failure
                  Challenge the traditional-selling mindset 

                  This is for sellers, those who manage sellers, or those who lead organizations toward future revenue outcomes.

                  In each episode, a different sales executive will appear as a guest and share an epic "Sales Tale," and a "Sales Fail." These are stories about their best and worst moments in sales. David and Josh interview the guest on lessons learned. 

                  Each episode will also contain a segment called "Food from the Road," which highlights restaurants in cities across the United States. Hear where to eat, where to take your clients, and what to order.

                  If this sounds like it's for you, *Subscribe* and get notified each week when new episodes drop.

                  Podcast Hosts: Josh Shirley and David Doherty

                  www.coffmangroup.sandler.com

                  3 min

                About Sales Tales - A podcast sharing epic stories that get you through your sales adventure.

                From the publisher's feed

                Introducing Sales Tales - a podcast for people who want to: