Friday Fundamentals 138: Tom Stern

In this episode of the Sales Hacker Podcast, we have Tom Stern, President at Stern Executive Search and author of Fear Less, Sell More. Join us for a fantastic (and humorous) conversation about sales expression, the deliberate use of the voice as an instrument to create human connection.What You’ll Learn Voice, tone, and language manipulation techniquesHow sales expression relates to human empowermentInvestigating the story you tell about yourselfThe role of fear in salesShow Agenda and TimestampsAbout Tom Stern & Stern Executive Search [4:16]What sales expression means [11:38]Using mirroring to close a deal [19:51]Listening, absorbing, synthesizing [26:50]Paying it forward: shout-outs [31:09]Sam’s Corner [36:03]

In this episode of the Sales Hacker Podcast, we have Tom Stern, President at Stern Executive Search and author of Fear Less, Sell More. Join us for a fantastic (and humorous) conversation about sales expression, the deliberate use of the voice as an instrument to create human connection.
What You’ll Learn

Voice, tone, and language manipulation techniques
How sales expression relates to human empowerment
Investigating the story you tell about yourself
The role of fear in sales

Show Agenda and Timestamps

About Tom Stern & Stern Executive Search [4:16]
What sales expression means [11:38]
Using mirroring to close a deal [19:51]
Listening, absorbing, synthesizing [26:50]
Paying it forward: shout-outs [31:09]
Sam’s Corner [36:03]

Friday Fundamentals 137: Keith Daw

Friday Fundamentals 137: Keith Daw

In this episode of the Sales Hacker Podcast, we have Keith Daw, VP of GSD and Trainer at McDonell Consulting Group, where he ‘Gets Stuff Done’ and teaches the Sandler Training methodology. Join us for a great conversation about how training has changed in the current landscape, overlooked but essential qualities of leaders, and how to apply the four S’s in training.What You’ll Learn Know why you’re training your team before you startKeep the four S’s in mind when setting goalsCreate a personal, customized learning pathLook for leaders with vulnerability and professional humilityShow Agenda and TimestampsKeith Daw & McDonell Consulting [3:21]Training during the last 15+ months [10:43]Dos and don’ts on training the 4 S’s [14:04]Key ingredients for great leaders [20:17]Paying it forward: shout-outs [25:14]Sam’s Corner [28:12]

In this episode of the Sales Hacker Podcast, we have Keith Daw, VP of GSD and Trainer at McDonell Consulting Group, where he ‘Gets Stuff Done’ and teaches the Sandler Training methodology. Join us for a great conversation about how training has changed in the current landscape, overlooked but essential qualities of leaders, and how to apply the four S’s in training.
What You’ll Learn

Know why you’re training your team before you start
Keep the four S’s in mind when setting goals
Create a personal, customized learning path
Look for leaders with vulnerability and professional humility

Show Agenda and Timestamps

Keith Daw & McDonell Consulting [3:21]
Training during the last 15+ months [10:43]
Dos and don’ts on training the 4 S’s [14:04]
Key ingredients for great leaders [20:17]
Paying it forward: shout-outs [25:14]
Sam’s Corner [28:12]

Friday Fundamentals 136: Ryan Staley

Friday Fundamentals 136: Ryan Staley

In this episode of the Sales Hacker Podcast, we have repeat guest Ryan Staley, CEO at Whale Boss and fellow podcast host at Sales and Marketing Built Freedom. Join us for a great conversation about why you don’t have to boil the ocean when moving upmarket and the best ways to position your company for enterprise sales success.What You’ll Learn Framing the economic impact of moving upmarketWhy companies should verticalizeBuilding an enterprise sales motion graduallyStrategies for raising money… or notShow Agenda and TimestampsRyan Staley & Whale Scale [3:15]Your biggest enterprise sales mistake [7:23]Implementing a winning deals-tracking system [14:30]Why your org doesn’t need funding [18:26]Paying it forward: shout-outs [28:55]Sam’s Corner [32:46]