VP of Sales and Marketing for National Association of Sales Professionals, so he's like an uber meta-sales person, but that's not how he started. He got a summer internship knocking on doors for a painting company. Learn about his journey, and hear Rick's insights on sales psychology.
Craig Elias goes from computer science degree to Canadian sales rock star and learns some things along the way, such as:
Terry Hansen was once on the verge of running away to join the circus. Literally. He's now an established sales trainer. It didn't happen overnight. In this interview, Terry shares his story, and how to prevent objections instead of trying to overcome them.
Plus, learn Terry's PIMAT shorthand to make sure you've got a strong deal that won't get sabotaged by last minute objections.
Michael Zipursky didn't mean to start consulting with giant Japanese corporations in his early 20s. It just happened. Hear how he pulled it off, and how he started multiple businesses, including his most recent venture helping consultants learn from his mistakes (this should sound familiar to long time listeners). Plus, learn to improve your results by improving your mindset, from the author The Elite Consulting Mind. In this episode, learn how:
"Author" is the root of "authority". In this episode, young media mastermind Rusty Shelton shares tips for gaining authority and control over your own marketing channels, moving beyond other people's social media platforms, plus mistakes people make with their marketing. Plus, he gets me to commit to write a book.
Consultant and consultant to consultant David A. Fields shares wisdom from his latest book, The Irresistible Consultant’s Guide to Winning Clients, including how to think "right side up", how to price deals, how he got started in sales, and more.
Justin Foster grew up on a ranch in Oregon, got married and had a kid at 18, and accidentally learned B2B sales. Then he started his own firm and focused on "spiritual branding".
In this episode, Justin tells his story, and provides practical tips for discovering and communicating your deeper mission, and inviting others to the journey.
Chris Wike has an amazing conference room that he uses to great effect, but you don't need this kind of conference room to use his great networking strategy. Plus, check out his rules for networking, why he doesn't like retainers, and more.
How he started sales in elementary school, started (and sold) his first business in high school, and much, much more.
Rohan Kale left the typical grind of software engineering for a giant company in India. He headed to Germany, learned German, and started a video marketing company.
Find out how, including the coincidence that led to his company idea, how he got his first customers, and how you can use video to help grow your business.
Would you take marketing and customer service advice from someone who spent a decade at a cable company? In this case, you should, as Michael Katz, Chief Penguin and Blue Penguin Development, talks about the series of happy accidents that led him to a career in marketing, helping small services companies position themselves more effectively.
Aaron Ross, co-author of "Predictable Revenue", along with Mary Lou Tyler from episode 14, is back with a new book, "From Impossible to Inevitable: How Hypergrowth companies create predictable revenue". Learn what Aaron had to learn the hard way about sales, and how he manages to write books, consult, and raise 12 kids.
Brennan Dunn wasn't always a whiz internet marketer. He started off pursuing a degree in electrical engineering, but switched gear to study Classical Languages (which did come in very handy later).
Along the way, he learned how to do internet marketing, how to get sales without selling, and much more.
Anil Dash has done it all, except graduate from college. He's started companies, helped launch the social media revolution, served on President Obama's Office of Digital Strategy, uses Twitter prolifically, and is the CEO of Fog Creek Software.
In this wide-ranging discussion, Anil talks about:
And much more...
Marylou Tyler of Predictable Revenue and Predictable Prospecting fame discusses how she moved from writing code to sales success by using her engineering background instead of running away from it.
Few things cause as much stress as pricing. But it doesn't have to be that way. This episode looks at how to think about pricing, how to align better to customers' needs so you can price better, how to move from cost to value-based pricing (and why most people get this wrong), how to negotiate discounts, how to present price in your proposal, and more.
Caleb Sidel discusses how he got into consulting, why his company partners sell and stay deep in tech, the advantages of partnering with someone like salesforce.com, the simple way they train consultants to be effective sales people, and more.
Attorney (and mechanical engineer) Brian Spross on when you need a lawyer and how to protect yourself and your company.
Scott Ingram, host of the Sales Success Podcast, discusses his journey from networking engineering to sales success, including:
Erik Luhrs, "The Bruce Lee of Lead Generation", talks about how effective positioning creates a foundation for successful sales, and how poor positioning leads to frustration, not matter how well you execute on the tactics.
Ash Maurya talks about how to turn great ideas into great products and avoid building things that don't matter. Because, "life’s too short to build products nobody wants."