This was a special episode for us, as it marked the return of sales coach and author Terri Levine. Terri was here to discuss her book “Sell Without Selling: Lessons From the Jungle for Sales Success” and to raise awareness about Reflexive Sympathetic Dystrophy (RSD), a devastating disease that causes excruciating pain in its victims. …
Category Archives: Podcast
Randy Illig and "Let's Get Real or Let's Not Play" – Episode 25
This was a great episode for us, as we had the chance to catch up with a true thought leader in the sales profession: Randy Illig. Randy has over 25 years experience in business, ranging from accomplished salesperson and general manager to successful entrepreneur (CEO) and board member. He is currently CEO of ninety five…
Sales and Social Media With Alejandro Reyes (AKA Successfool)-Episode 24
This week, we had the chance to catch up with Alejandro Reyes, aka the Successfool. Alejandro is a social media rock star, and he’s been on the scene since 2006 (an eternity in the online world). Alejandro’s drug of choice is people; he gets really excited about helping people follow their passions and making a great…
Is It Coaching, or Is It Training? – Episode 23 with Terri Levine
So, what’s the difference between coaching and training anyway? That was the topic of our conversation with Master Coach, CEO and entrepreneur Terri Levine, The Guru of Coaching and owner of The Coach Institute. And what was the answer? According to Terri, coaching has the intent of inspiring and improving the recipient, as opposed to…
Is It Coaching, or Is It Training? - Episode 23 with Terry Levine [ 26:51 ] Play Now | Play in Popup | DownloadMotivating Sales People in Tough Economic Times with Jim Keenan – Episode 22
Image by Text 100 via Flickr What motivates sales people? How do great sales managers keep their teams motivated in tough economic times? Those were the topics we discussed with Jim Keenan in this episode. Jim Keenan is the Regional Sales Leader for Emerging Service Providers at Avaya and author of the popular sales blog…
Episode 21 – Scott Anderson, Chris Heggem and the Power of Sales 2.0
Image via Wikipedia So, you wish you had a magic pill for turning cold calls into warm leads? Well, we just may have found the answer for you. Meet Scott Anderson and Chris Heggem from MyWay Interactive. Scott Anderson is the VP of Business Development at MyWay. He spent 28 years managing commercial channels at…
Episode 20 – Tom Schaber on Managing Generation X and Y
Image by dalechumbley via Flickr As many sales executives are starting to realize, managing Gen Xers and Millenials (also known as Gen Y) presents new challenges that didn’t exist a decade ago. That was the subject of Brad’s discussion with Tom Schaber, a sales management consultant who specializes in helping sales managers deal with the…
Episode 19 – Kevin Cook Discusses Assessment Tools and the Hiring Process
When it comes to recruiting new salespeople, many hiring managers are at a loss for how to uncover what really makes the candidates they interview tick. Enter Kevin Cook of Target Teams. Kevin Cook is Director of Business Development at Target Teams, a Cambridge, Mass. organization that creates performance improvement solutions applicable for use with…
Episode 18 – Shaun Priest: Working With Objections And Concerns, Continued
This episode is a fantastic follow up to last week’s conversation with Steven Bachert. Shaun Priest Spent some time discussing how to work with objections presented by your prospects (no, not “handling”…dealing with!) Shaun Priest has been a successful sales person and sales manager for over 15 years. He is currently Sr. VP of Sales…
Episode 17 – Steven Bachert: Stop "Handling" Objections
Steven Bachert wants you to do something that, at first blush, may surprise you: he wants you to stop “handling” objections. Steven Bachert is an accomplished executive and leader in the software industry with a 20-year track record of executive sales and operations management success. He has driven large and smaller/start-up organizations to superior performance….