Podcast 144: Jordan Zeldin on the D.I.S.A.R.M. discovery agenda-setting framework
Show notes Jordan Zeldin is the Founder and Sales Coach at Spriing Training. In this episode, Jordana digs into discovery and her D.I.S.A.R.M. agenda-setting framework. It’s a killer way to disarm your prospects and get the discovery call started on…
Podcast 143: LEADERS SERIES EP 9 – Jesse Gittler on creating buy-in and getting your reps to go the extra mile
Show notes Jesse Gittler is a Senior Sales Development Manager at PatientPop. In this episode, Jesse goes behind the scenes of a top-performing sales development team. We talk about creating buy-in with your reps, getting them to go the extra…
Podcast 142: Patrick Downs on spotlight questions and improving messaging
Show notes Patrick Downs is a Team Lead at PandaDoc. In this episode, Patrick shares several killer outbound techniques. Spotlight questions to point out problems they don’t have a solution for. And several other messaging strategies to land more meetings….
Podcast 141: LEADERS SERIES EP 8 – Capturing “coaching moments” with Mike Adams, founder of Grain.co
Show notes Mike Adams is the Founder of Grain. In this episode, Mike shares how you can capture coaching moments that you can share with the rest of your team. Connect with Mike on LinkedIn here and Grain here. Resources…
Podcast 140: LEADERS SERIES EP 7 – Reducing outbound waste with Marcus Cauchi
Show notes Marcus Cauchi is the Chairman of SalesDRIIVN. In this episode, Marcus goes off on the 99.9997% of waste effort and money in most outbound sales organizations. Connect with Marcus on LinkedIn and SalesDRIIVN. Resources mentioned in the episode: Show Notes Page Here…
Podcast 139: Ryan Staley on decision-making funnels
Show notes Ryan Staley is a Founder and CEO at Whale Boss. In this episode, Ryan shares his framework for finding and closing whales. Connect with Ryan on LinkedIn here and Whale Boss here. Resources mentioned in the episode: Show…
Podcast 138: Jordan Benjamin on how to run your life and create a personal operating system
Show notes Jordan Benjamin is the Founder of My Core OS. In this episode, Jordan shares a killer four-part framework he learned from his dad on how to optimize your personal life to get better sales results. Connect with Jordan on LinkedIn…
Podcast 137: Cold Email: How to pattern interrupt the way recruiters do with Taylor Duncan and Shane Shown
Show notes Taylor Duncan is a Chief Operating Officer at NxT Level. While Shane Shown is a Chief Executive Officer and Chief Recruiting Officer at NxT Level. In this episode, we take a close look at what salespeople can learn…
Podcast 136: SALES RANTS: Prospecting narcissism, reluctance to change, cost objections with Jeff Bajorek and Jenn Walsh
Show notes Jenn Walsh is the Founder and Executive Coach at GenuineShift, and Jeff Bajorek is a Consultant and Podcast Host at Parabola Consulting. In this episode, Jeff, Jenn, and I dig into these three topics: prospecting narcissism, reluctance to change,…
Podcast 135: SKILLS SERIES – “Curating content” doesn’t build authority, do this instead
Show notes In this episode, I talk about the importance of being a “best practices broker” for your clients. Resources mentioned in the episode: Show Notes Page Here are three more ways to get help with your prospecting: REPLY Method™…
