Coffee with Closers

Systems and processes may not necessarily be the crucial element in making your organization scalable. When the circumstances are right, you can scale pretty fast without it. But once you notice that things are starting to break, that’s the Universe’s way to tell you that you should put systems in place.    Today’s guest for Coffee with Closers is the king of organizing businesses. Meet...

A lot of people think that if you have a cool product, you’re destined to succeed. But are you, though?   Today’s guest for Coffee with Closers believes that it’s not quite true. Despite everything else, the only thing that predicts how successful your company will be is the market. If you’re in a really great market where you are solving an urgent and important problem, you can have a pretty...

Here’s one super interesting insight. Revenue = frequency x competency. Outwork everybody else and you will win. This advice from today’s guest for Coffee with Closers is a treasure for every junior salesperson (or junior anybody, for that matter). Get your frequency up and competency will naturally follow.   Today’s guest for Coffee with Closers is Chad Burmeister. Chad is a believer, a husb...

When trying to build a super professional sales team, it’s important to take the right advice from the right people. Today’s guest is someone you’d want to listen to. Meet Marcus Chan, President and Founder at Venli Consulting Group. Marcus went from being the worst rep in the company to becoming an executive member of Forbes Business Council and 2020 LinkedIn Top Voice in Sales.   Marcus say...

Do you know the difference between the buffalo and the cattle? When the storm approaches, the buffalo will charge into the storm while the cattle will run away. And the buffalo will get through the storm quicker.    Today’s guest for Coffee with Closers believes that if you want to achieve success as an entrepreneur, having the right mindset is crucial. You’ve got to be willing to face t...

How strategic are you about the pricing of your product or service? Today’s guest for Coffee with Closers shared a very interesting insight. The average amount of time a company spends on their pricing each year is less than 15 hours. Not a month, not a week, 15 hours total throughout that year. And if you compare this to the amount of time and effort you spend on your office space or your remote...

The beginning of the sales process is equally as important as the end of the sales process. And sales development or qualifying an opportunity might even be the hardest part. So how do you approach the sales process the right way? Well, this episode is an opportunity to learn from the best.   Our guest on Coffee with Closers is Trish Bertuzzi – a successful entrepreneur, well-known author and...

Do you want to build your personal brand? And what if someone told you that there's no point in asking yourself this question? In fact, we're telling you now. Whether you like it or not, everyone has a brand. It's what people say about you when you're not in the room. It's your reputation and the opportunities that come your way. Everything you do or don't do is a reflection of your brand. The onl...

I won’t exaggerate by saying that there’s hardly any person who hasn’t heard about Predictable Revenue. Personally, I read the book a couple of times and I still go back to it once in a while, which makes me twice as excited to present today’s guest for Coffee with Closers. We are having a conversation with Mr. Aaron Ross, co-CEO PredictableRevenue.com, sales guru, keynote speaker, best-selling au...

Leaders and entrepreneurs need to diversify, and today’s guest illustrates very neatly that passion can drive a person to juggle with multiple different businesses. He has a private equity firm that is doing mergers and acquisitions. He also has a healthcare company, he’s involved in real estate, and the list goes on and on. And he says it doesn’t even feel like work! Meet Cory Williams, Founder,...

Here’s some food for thought. If you don’t think of what you do as a process, you don’t understand it well enough. How about that? And have you ever considered planning a fundamental aspect of a successful business? After watching today’s episode, you definitely will. Today’s guest for Coffee with Closers is the king of business processes in the construction industry. Meet Pete Fowler - a construc...

When they aren’t getting enough business, most entrepreneurs think that’s because of the price. It must be too high. But is it the real reason though? Our today’s guest believes it probably is not. There’s so much competition out there, and one thing that determines whether or not someone is going to do business with you is an assessment of risk, meaning “If I do business with you, what are the ch...

All the sales gurus out there say, go to LinkedIn, go to Instagram, see what your prospects are talking about, and reference that in your email. Today’s guest believes this is absolutely no use for the actual sales. If you as a salesperson don’t nail the relevant business pain, a compelling value narrative, or something that could have ROI, why would a prospect agree to meet you?   I’m happy...

Sales 2.0, cold outreach, sequencing, social selling… We hear a whole bunch of sales tips every day, but which of them should we actually use? What’s going to work best for our respective organizations?  Today’s guest for Coffee with Closers is convinced that it depends on what you sell and who you sell it to.   Meet Steve Richard, a serial entrepreneur, speaker, and sales consultan...

Entrepreneurship is a very humbling experience. The day you start, you think you’re going to change the world. But then customers say no, investors say no, recruits say no, and that’s when you realize you have no magic bullets. Today’s guest for Coffee with Closers is convinced that even after 20+ years in business, he hasn’t got any. He still needs to grind through it.   Meet Godard Abe...

When you start your business at a young age, you always feel like you need to compensate for it. You’re under pressure to know it all, so you try extra hard for people to take you seriously. But at the end of the day, age is just a number. What matters is real-life experience, passion, and vision.    Today’s guest is also one of those early starters. I’m happy to introduce you to Andrew...

Building a business is no rocket science. As long as you have one laptop, your brain, and some creative ideas, you have a startup. This concept is so straightforward that it almost looks easy. But is it, though? What does it take in reality?   Meet Aditya Kothadiya, co-founder and CEO of AVOMA. This guy was ready to go for his dream in any possible scenario. Luckily, he didn’t have to. H...

Here’s a little insight from today’s guest. Mindset matters. If you’re having trouble being successful in your personal life or career, it means that you have not decided yet to be successful. Once that switch goes on in your mind, things start to move out of your way on your behalf. And as long as you stay in motion, opportunities will favor you.   Meet Ralph Barsi, VP of Global Inside Sales...

A true entrepreneur never stops learning because the world is always changing, people are changing. And if you’re going to be a true leader, you need to be informed of everything that’s going on around you to make the best decisions possible. As someone who started her career in Biological Illustration and ended up in the investment industry, today’s guest can teach you a couple of good lessons on...

How to be a truly good leader? Here’s a little pro-tip from today’s guest for Coffee with Closers.    Check yourself first. Allow yourself to be a bit vulnerable. Ask yourself in challenging moments why you are feeling this way and have the willingness to be open. Good leadership is not about withholding, it’s about being a challenger with empathy.   ]Meet Russell Benaroya - co-foun...

Don’t give up before the miracle happens, even if you think that the client is never going to work with you. And don’t be afraid to hire people who are smarter than you. They are going to be the ones who will come up with such ways of doing things you wouldn’t even think about.   These pieces of advice are coming from someone who immediately saw the opportunity in him being laid off from a 5...

Throw out your old-school business management textbooks. Doing the right thing doesn’t have an ROI. The best strategic moves aren’t always measurable. Today’s guest is convinced that what makes a sale successful is not a “methodology” but being a human and treating your customers like one. And I couldn’t agree more!   Meet David Meerman Scott, entrepreneur, author, speaker, advisor, a fa...

Shut your mouth, ask questions, keep your product in the bag, and learn as much as you can. You wouldn’t expect to hear such advice as a salesperson, would you? Today’s guest is convinced that good salespeople should not pitch or show the product until they fully know that it could help. And man, he is so right!    Meet Bob Perkins, founder and chairman of AA-ISP (American Association of...

Starting one’s own business, being one’s own boss… Who wouldn’t like that? Everything we hear around lately makes us believe that entrepreneurship is easy and straightforward, but is it though?    Today’s guest knows for sure that building a successful company is extremely challenging, but it’s also rewarding at the same time.   Meet Greg Salzman, a former CEO and founder of Al...

If we were to describe today’s guest for Coffee with Closers in a single sentence, we’d say he’s the man who didn’t allow the circumstances to define him. He’s literally the person that started from the bottom and made it to the founder and CEO of his own business in NYC. Meet William Diaz Jr – a former military policeman at the US Army Reserve, low voltage cabling expert, fiber optic GURU, and an...