Selling Local: Stories | Tips | Service

Cynthia Barnes, Founder & CEO of the Barnes Sales Institute, is inspiring women to want to achieve the Top 1%.  "Sales Processes, Sales Training, & Sales Systems were created for Men, I wanted to recreate for Women" - Cynthia Barnes Cynthia talks about her journey through sales & how it prepared her to help other woman navigate the sales world. Cynthia talks about the commitment to building relati...

David Brier, Author of Branding Intervention , Advisor to CEOs, & Slayer of the Mundane, comes on the podcast to liberate you & guide your thinking about brand. David discusses the importance of owning who you are & how you can disrupt.  He takes us through the most important things to consider when identifying & strategizing on your brand. Top 3 things to consider when building your brand. 1. Did...

Tyler Lessard, the Chief Video Strategist at Vidyard, jumps on Selling Local to discuss the power of video prospecting. Tyler discusses why salespeople have struggled to use video in a their prospecting sequences.  He explains that the future is video outreach & adapting to this outreach will help us see the value to our prospects. A video can help you stand out, personalize & humanize the messagi...

Torlando Hakes, the Director of Business Development for Periodic, joins Selling Local to discuss the importance of engaging the right person. We have to help our ideal customer see that we know the  common crisis & partner to solve this problem.  Torlando discusses human behavior, buyer sentiment, ideal customers, & the importance of communicating effectively. "We use brands to help us identify w...

Keith Cordeiro, Director of Commercial Sales at SalesLoft, dives into the importance of salespeople being mindful, empathetic, & genuine. Keith talks about his journey with anxiety, depression, & how he ended up in a sales role.  After reading a book on Zen & eastern meditation he realized that in order to be great at anything you must know yourself. Sales forces people to handle rejection, be sel...

Justin Welsh, the Founder of JW Strategic Advisory helps company's avoid expensive mistakes.   Justin has utilized his failures in a way to advise startup executives in a way that helps them scale. Justin didn't allow his failure to be the reason that would hold him back from having success. He dives into his origin, early jobs, & what he learned from mentors. He discusses that he would have never...

Paul McCarthy, thought leader, & Founder of FIRED Leadership. Paul explains how we all are leaders in our organizations, but that many cultures are toxic. Paul discusses the importance of not compromising your values within your career.  If you are a leader it is your responsibility to help those people who you are leading. He talks about the power of using "Name What You See Moment" to help your...

Martin MacArthur is an amazing sales leader that believes in leading with positivity. He brings his story to sales & to working with prospects or internally.   Martin has battled with many things throughout his life & uses those experiences when considering how a prospect might be battling within their organization. If you want to make business personal then this is the episode that could offer se...

David Walter author of The Million Dollar Rebuttal dives into what the strategy & goals should be for cold calling.  David tells his story about why he thrives setting appointments using cold calling as his primary source of success. David explains the power of being a human & talking to people in a way that shows you care.  You have to believe that you belong on this call.   Many times when we ge...

Gabrielle "GB" Blackwell, Sales Development Leader to Gong & Co-Host of Women in Sales Club brings a lot of energy to Selling Local. GB discusses the importance of knowing yourself to the degree that you are able to feel freedom In curiosity.  She encourages us to realize that once we are self-aware then we will no longer feel like an imposter. Gabrielle touches on the importance of having difficu...

Jacob Gebrewold, AE at Klue & Co-Founder of Sales For The Culture comes on the Selling Local Podcast & brings tons of value. Jacob discusses the importance of determining who you are & how to value others. He talks about being bullied, identity struggles, & finding who he wanted to be. He discusses the importance of not feeling like you have to be a cookie-cutter salesperson. He explains the purpo...

Morgan Ingram, Director of Sales Execution at JB Training & Creator & Host of the 1UP Formula Podcast. Morgan discusses his journey, lessons learned, & what salespeople should be experiencing in the modern world today.  Morgan brings his true self on this episode talking about anime, Mamba Mentality, & wearing a fedora inspired by "Straw Hat Luffy." Morgan discusses the importance of bringing peop...

Jeff Underwood is the President & Founder of his own organization GolfNutts. (at the time of this recording he was a Regional Sales Director for Clearent) Jeff talks about the importance of a culture that cares about the development of people. When leaders want to see people succeed as bad as they want the organization to succeed then you have found a culture that wants people to grow & thrive. We...

Adam Snider brings the real and raw about sales & sales leadership.  He discusses the reality of the profession of sales & how he is trying to improve the overall image of salespeople by teaching them compassion. Adam believes that compassion is about being real & honest not weak.  Salespeople should be compassionate enough to have a difficult conversation with our buyers. Sales Leaders need to un...

Brian Sexton, the Intentional Encourager, dives into the importance of encouragement.  He helps us realize how we can use encouragement as a tool to improving relationships, creating culture, & increasing growth.  Brian reminds us that People Buy From People, which is also the name of his newly published book.  We discuss the importance of mentors, our dads, those that came before us to teach us h...

Scott MacGregor is the Founder & CEO of SomethingNew LLC.  Scott discusses the importance of being a servant leader in any role that you are serving in.  He discusses core values, talent, & culture. Scott wanted to create something that was impactful for businesses so he decided the biggest gamechanger was "people". In order to reach sustainable success & make an impact on your community & your or...

Donnie Tuttle, Head Coach at Purpose Driven Executive, takes us on a journey of what it means to sell with a higher purpose & higher productivity. Donnie takes us into what it means to dive into your community & understand what your customer stands for. He talks to us about his journey from finding a 100-year-old brick on a beach with his name engraved to traveling the world & selling from anywher...

Joshua Desha is the Regional Director of Sales at MASA MTS & believes in transparency & legacy.  Josh is committed to leading with who you are.   We dive into core values, sales leadership, & defining culture.  Josh is committed to being himself in every situation & shows up each day with this attitude.  Leadership is about authenticity & bringing the right strengths to the right situations. Be mo...

Dejuan Brown, the Senior Director of Global Sales, takes us down the journey of understanding culture, understanding self, & understanding if self fits the culture. Dejuan explains the importance of understanding the culture of the audience you are interacting with on a daily basis.  Salespeople struggle to be themselves because they are concerned with the repercussions if their authenticity is mi...

Anupreet Singh the Sales Director of Slintel gives us a deep dive into truly understanding the journey of the customer.  Anupreet explains that many salespeople are just scratching the surface on the amount of information that they could discover about their customers if they would invest the time. We discuss side hustles, personal buying stories, & even touch on the importance of understanding wh...

Roy Kowarski, CEO of Out There Branding, dives into the importance of branding yourself to a degree that it is an experience for your buyers. Roy explains that often companies or people have branding that they don't even believe.  We must believe in every experience that we are going to offer. Your personal brand should communicate who you are & the core values that you have in your life.  When yo...

David Weiss needs no introduction, but as the Regional Vice President of Sales for Seismic, he has a huge impact on people. David is a process-oriented mad genius that cares about people & wants to make an impact on each and every person he comes into contact with. David discusses the importance of having a process that you can take action utilizing.  David has created I.N.V.A.S.I.O.N within The S...

Joy Hewitt Carvajal is a mentor, coach, & guiding light for people in sales & the world.  Joy walks in a way that people open up to her in ways that don't happen to normal people.  She believes that bringing the light each & every day can shine a light on places that haven't seen light before. Joy dives into her personal guiding light, your relationship with God, she talks about the ability to hel...

Patrick Joyce is a journeyman to the sales career.  From a garbage truck to an SDR to mentor & sales consultant.  Patrick takes us through the journey of what it took for him to become a sales consultant. If you like to hear stories of the journey of a salesperson.  Dale explains in this episode what it takes to be a true rebel. Sit back & enjoy the story of Patrick leading to his work with Sales...

Denis Champagne has over 35 years of experience helping salespeople communicate more effectively leading to more conversions.  As a professional squash player, he knows how to use the proper mindset to show up to every call.  Our Authenticity is our Credibility when communicating with other people.  Denis talks about his journey & how it has helped him understand how to connect with people. Denis...