Sales Tales - A podcast sharing epic stories that get you through your sales adventure.

Do cold calls work? They do. They also don't. At some point in your sales process, you will have to talk to someone on the phone or a video conference call.  Most salespeople don't realize that the actions they take can make prospects defensive and, well, cold. What are these actions? How do we put our customers at ease and make our first impression more productive? In this episode, you wi...

How do you attract top sales talent? Chris Do believes that if you get your culture right, everything else will follow. Do's company, The Futur, is looking for a few pirates and rebels to challenge the current education system - they work with leaders to be creative and with creatives to run their businesses better. Being clear about your mission and, more importantly, your identity and belief...

Recruiting, hiring, and training a new salesperson costs your company up to 75% of the hiree's first-year salary. If you're surprised to hear this, it may help you to think about your onboard plan more carefully - because it plays a significant role in making a new hire successful. In part 2 of our short sales onboarding series, we continue to follow the advice of Submarine Captain David M...

How do you make new people successful in 30-60-90 days? The answer may be...underwater? Sellers can learn something from Sailors. In this episode, we reflect on Submarine Captain David Marquette's book, Turn the Ship Around!, an excellent leadership text.  Borrowing a few fundamental principles from the book, Dave and Josh form three pillars to successfully onboarding salespeople: Make sure ev...

Find trust, and stay out of the way. A client of Carlos Garrido's once described the benefit of having a winning sales methodology: "Structuring a conversation where two people, who don't trust one another, can have a conversation rich in truth, and it creates action." Garrido is the founder and CEO of Miami Absolute Sales Development - a top-performing Sandler Training Franchise...

Luis Rodriguez says: "If you're trying to grow, you're a sales company." Rodriguez, former President of premier software company Keycentrix, is a leading tech thinker, Pharma Expert, Ingram's 40 under 40 prizewinner, Sales Leader, and 2022 Executive of the Year. Keycentrix helps both regular and specialty pharmacies get drugs to patients. Episode 11 - Luis Rodriguez - How to...

Have you ever sent your team to the wrong trade show or conference? Do you need more ideas for how to make the most of the shows you go to? Today's episode will give you some planning, prospecting, and ROI-focused ideas to pack your calendar with meetings during and after the show. Episode 10 - Trade Show Selling Part 2 In this episode, you'll learn: How to choose the right conference, tra...

What's the economy going to do? Are we in a recession? Will we be? What is a seller's role in this economy? What if you could ask an economist these questions? Listen to sales guys David Doherty and Josh Shirley ask a real economist and leading corporate speaker, Chris Keuhl, these questions and more. Episode 9 - Selling in this Economy Chris Keuhl says the economy still NEEDS salespeople,...

Sales Tales is back next week! We've loaded the second half of our first season with epic sales tales, more trade show fails, hot food from the road, and hilarious guests. It all begins with a "seller's" look forward at the economy. Check out the trailer.

Learn from two former Sales VPs - Josh Shirley was VP of Sales for a software company, and David was not only a VP of sales but also sold trade show space and sponsorships - he's seen trade show selling from multiple angles. They've made many mistakes and left lots of money on the table. In this episode, you'll learn: How trade show selling begins WAY before you set up the booth. To be...

Nick Barkman is the Chief Growth Officer at Seismic Digital, a full-service consumer insights, digital strategy, and activation firm offering marketing consulting services and strategy to global and hyperlocal companies.  Nick has a long history in sales - it began with pagers and newspapers. In this episode, you will learn: Common ways to keep your account people focused on new business. How to u...

Bill is not only the CEO of Floor Seal but also invented their one-of-a-kind product. Floor Seal Technologies offers concrete floor solutions for critical installations to front-line industries like healthcare and biopharmaceuticals.   In this episode, you will learn: The art of booking a meeting from a meeting. How important it is to find hidden decision-makers before presenting a solution Establ...

How do you fill the pipeline using Linkedin? Zack Pike gave me a great answer in this week's episode. Zack is a data scientist, entrepreneur, and CEO of Magnetic Data Science, a company bringing clarity and confidence to the toughest growth challenges for C-Level executives at consumer brands. In this episode, you will learn: Why it's essential to be authentic on social platforms That it c...

Pete Hinojosa is a teacher, mentor, leadership coach, entrepreneur, and currently the Director of Thought Leadership at Insperity, a company that offers comprehensive HR solutions that scale with your business. In this episode, you will learn: The background on the DISC emotional and behavioral theory Using DISC as a diagnostic tool to increase sales A deep dive into each of the four DISC types Ho...

Esther Kestembaum is the former president of Ruby Has, acquired by Shipmonk, and was then the CRO at Flowspace. A native New Yorker, she started from scratch. Esther gives Josh Shirley a powerful truth in this episode: "Sales is a brutal equalizer with a beautifully objective aspect to it. That's especially important for women." In this episode, you will learn: Why sales is an excell...

Seth Penn is the Director of Training and Development at Arrow Truck Sales, an avid rock climber, and the author of the book "Sales through the Eyes of a Climber." In his Sales Tale, Seth gives David Doherty and Josh Shirley a thrilling lesson from the 'rock' that ties off to his life in sales. In this episode, you will learn: Keys to prospecting. How being ever-present but not creepy eventually w...

Leslie Baird is the Chief Commercial Officer of TigerCool Express, which aims to be the nation's leading provider of temperature-controlled intermodal transportation. Leslie gives David Doherty and Josh Shirley her biggest win and most significant loss in her sales career. In this episode, you will learn: Why a woman should be your next sales hire. What to do with a 'stuck' account. How to use a "...

Introducing Sales Tales - a podcast for people who want to: Grow their sales performance Increase their income Learn to cope with failure Challenge the traditional-selling mindset  This is for sellers, those who manage sellers, or those who lead organizations toward future revenue outcomes. In each episode, a different sales executive will appear as a guest and share an epic "Sales Tale," and...