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Episodes

Nov. 23, 2019

Darryl Praill-How To Engage On Social With Authenticity

How is social working for you as a sales professional? Get some practical ideas from our conversation with Darryl Praill, CMO of VanillaSoft and all-around great guy. You'll enjoy this episode and you'll be challenged to up your game on …

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Nov. 16, 2019

Rich Cardona-A Heart of Service

Get ready to get inspired. In the week following Veterans Day here in the USA, Rich Cardona joins us to talk about what it means to serve as a sales professional. Following 17 years of service in the Marines, Rich …

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Nov. 9, 2019

Chris Gingrasso-Selling From a Pure Heart

Prepare to laugh your face off and be challenged to the core. This week we're joined by our good friend, Chris Gingrasso. Calling in from the field in the middle of a busy day, Chris brings a fresh perspective to …

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Nov. 2, 2019

Anita Nielsen-Beat the Bots By Bringing Your Authentic Self To Your C…

Want to escape the future of artificial intelligence in sales--along with all of the current empty-suit robot reps? Anita Nielsen, author of Beat The Bots: How Your Humanity Can Future-Proof Your Tech Sales Career brings us some encouraging insight into …

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Oct. 26, 2019

Bringing Authentic Value To Clients and Prospects

Authentic relationships need to be combined with authentic value. You can have a great relationship with your prospect or client, but if they don't see your ability to deliver an outcome that is meaningful to them, the deal won't go …

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Oct. 19, 2019

Curt Mercadante-Finding Freedom and Fulfillment In Your Sales Career

Prepare to be challenged this week by Curt Mercadante, author of the new book, Five Pillars of the Freedom Lifestyle. Authenticity is more than a slogan. Knowing who you are and having a solid sense of self is the key …

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Oct. 12, 2019

Tabitha Cavanagh-Positioning Yourself as an Authentic Candidate

Whether you are actively seeking a new job or your are simply prospecting for new business, you are constantly doing job interviews. To help, we've invited our friend, Tabitha Cavanagh to the discussion. She's functioned as a sales rep, sales …

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Oct. 5, 2019

Lee Salz-Authentic Value in Sales

When it comes to authenticity in sales there are two sides to the coin. Yes, we need authentic relationships, but we also need to bring authentic value. This week you'll hear from the master of differentiation, Lee Salz, bestselling author …

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Sept. 28, 2019

Todd Caponi-Radical Transparency

You are in for an inspiring treat. Todd Caponi, author of The Transparency Sale, stumbled across an epiphany that changed his sales career and led him on a journey to discover the power of radical transparency. Join us as he …

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Sept. 21, 2019

Amy Volas-Leading Tenured Sales Professionals

This week we're joined by Amy Volas to discuss the topic of leading tenured sales professionals. Amy has deep experience in sales having functioned as a top-performing rep, sales manager, and now, a recruiter. If you lead a team with …

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Sept. 14, 2019

Protect Your Current Accounts

As a tenured sales professional, you have worked hard to build their book of business. Now what are you going to do to protect the accounts you've built? This week, Larry and Darrell peel back the onion on the topic …

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Sept. 7, 2019

Jon Ferrara-Building Your Brand as a Trusted Advisor

Want to build more credibility and deeper connection with your prospects and clients? This week you'll hear from the father of CRM, Jon Ferrara. He created Goldmine in the late 80's and is the founder of Nimble. We'll take a …

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Aug. 31, 2019

Mark C. Crowley-Lead From the Heart

Following a successful career in sales leadership inside several of the world's largest financial services companies, Mark C. Crowley began to reflect on what drove his success. It turns out that the key to success was putting his heart at …

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Aug. 24, 2019

Jack Hubbard: Cross Selling vs. Cross Solving

This week we're joined by the legendary Jack Hubbard to talk about trust, value, and selling from the heart. He's helped over 69,000 bankers become a resource to their clients. We'll explore the importance difference between cross-selling and cross-solving. With …

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Aug. 17, 2019

Jason McElhone-Erasing the Line Between Your Professional and Persona…

Prepare to be challenged to your core this week by Jason McElhone founder of RemoteSales.com and RemoteOnline.com. After losing everything and rising from the ashes, Jason made a decision to be raw, real, uncut, and unedited. He'll share his journey …

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Aug. 10, 2019

Victor Antonio-How To Frame Great Sales Conversations

Better conversations create the bigger results. This week Victor Antonio, joins us this week to take a deep dive into how to engage clients in great conversations. In a world where buyers are confused and differentiation is a myth, the …

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Aug. 3, 2019

Seth Thompson-Strategies To Build Credibility With Prospects and Clie…

Need some fresh ideas to build credibility? Seth Thompson of #sethtalks brings a fresh perspective. As a sales rep, he uses content to establish credibility, build relationships, and drive new business. You'll be inspired with practical strategies you can adapt …

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July 27, 2019

Kody Bateman-Meaningful Relationships Matter

Relationships aren't an accessory to sales, they are the whole ballgame. Nobody is a bigger champion of relationships than Kody Bateman, Founder and CVO of Send Out Cards. In this episode, he shares why relationships are core to sales success. …

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July 20, 2019

Liz Wendling-Bringing Your Authentic Self To Your Prospects and Clien…

We always love meeting a champion for authenticity in the sales profession. This week you're going to enjoy hearing from Liz Wendling, author of The Heart of Authentic Selling and Selling Without Selling Your Soul: How Smart Women Connect, Communicate, …

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July 13, 2019

Luigi Prestinezi-You Don't Have a Closing Issue You Have an Opening I…

This week we're joined by the host of the Sales IQ Podcast, Luigi Prestinezi to discuss how to create a healthy sales funnel. Most reps don't have a closing issue, they have an opening issue. Instead of only focusing on …

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July 6, 2019

Bart Ratliff-Relational Selling Strategies

People buy from people they know, like, and trust! How do you initiate and build these trusting relationships? Nobody is more passionate about relational selling than Bart Ratliff, Managing Partner at OutBound Cards. You'll discover some fresh ideas on how …

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June 29, 2019

Carole Mahoney-Overcoming the Negative Perception of Salespeople

You're going to love this conversation with Carole Mahoney, Founder and Chief Sales Coach at Unbound Growth. As salespeople, we all face the challenge of overcoming the negative perception that buyers have about sales and salespeople. In this episode, we'll …

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June 22, 2019

James Buckley-Humanizing the Prospecting Process

James Buckley, Business Development Manager & Brand Ambassador at RingLead, is addicted to the hunt. He knows what it takes to be successful as a Sales Development Rep. He's discovered that the more he humanizes the prospecting process, the more …

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June 15, 2019

Mike Weinberg-#SalesTruth

Are you ready for some real-talk? You're going to love this conversation with our good friend, Mike Weinberg. His new book, #SalesTruth just hit the shelves. In this episode we debunk the myths about what it takes to be successful …

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