Sales Babble

White Collar Warrior with Bill Hart #226 In this episode I interview  Bill Hart, author of the book  White Collar Warrior: Lessons for Sales Professionals from America's Military Elite.     Bill is a real estate expert and business coach who interviewed some of the best and brightest Army Rangers and Navy SEALS.  My son Captain John Helmers is attempting Ranger School for a second time in August 2...

Making Sales in Startups with Sean Higgins #225 Sean Higgins is a Residence at Techstars and founder of ilos where he led sales from 0-1Million+ in annual recurring revenue. Sean specializes in helping new companies use outbound sales tactics. The goal is to validate product-market fit and get early traction in the selling process. In this episode we talk about making sales in startups.  Get those...

The Index Card Business Plan with Brian Margolis #224 In this episode we meet Brian Margolis, author of the "The Index Card Business Plan For Sales Pros and Entrepreneurs" .  The natural order of life and business moves from the simple to the complex. Yet at the same time big advances in science are the simplest of answers. You too can simplify and advance your business. Brian walks us through his...

Honesty Sells with Colleen Francis #223 Colleen   Francis is the  Founder and President of  Engage Selling Solutions  and the author of Nonstop Sales Boom and Honesty Sells .  Colleen  is a successful sales leader for over 20 years, well versed on the challenges of selling in today's market. She is a Certified Sales Professional (C.S.P.) and an inductee into the Speaking Hall of Fame.  In this epi...

The Transparency Sale Part 2 with Todd Caponi #222 This is the second of a two part series interviewing Todd Caponi, the former Chief Revenue Officer at Chicago's PowerReviews. Todd is in the process of authoring a new book titled "The Transparency Sale". This book is in response to the changing influence of social media in selling and the failure of former challenger sale strategies. Todd has hel...

The Transparency Sale with Todd Caponi #221 Todd Caponi Is the former Chief Revenue Officer at Chicago's PowerReviews. Todd is in the process of authoring a new book titled "The Transparency Sale". This book is in response to the changing influence of social media in selling and the failure of former challenger sale strategies. Todd has held leadership roles with three tech companies, including Ex...

Leadsology – Science of Being in Demand with Tom Poland #220 Today we meet Tom Poland the author of the #1 international best selling book  Leadsology®: The Science of Being in Demand.  Tom shares the process he uses to get prospects to self select and qualify themselves. We talk about simple marketing techniques, sales professionals can use to find great prospects. For Tom a highly qualified lead...

Blizt Episode: Learning a Sales Language   In this short podcast Pat will share some selling thoughts based on recent work with clients. This episode is a "blitz" with advice for new sellers or seasoned sellers of new products and services on the necessity of learning your prospects sales language. ​A common Startup Challenge is to get Beta customers to convert into paying clients. Often times sel...

Never Lose the Deal with Ganesh Tayi Ganesh Tayi is an author, speaker and CEO of Never Lose The Deal. He is a trusted advisor to companies who want to close more high dollar sales contracts.  For more than a decade, he has been personally involved with deals of all levels of depth and difficulty and helped close deals worth over $12 billion.  In this episode Ganesh offers  a fresh perspective and...

How To Hire and Get a Sales Job with Gregg Salkovitch #217 When it comes to the process of staffing a sales position, it's two sides of the same coin. On one side we have the need for employers to hire skilled and competitive staff. On the other side of the coin is the need for talented employees to get hired by great companies. Both sides are looking for the perfect match according to our guest G...

Debunking Sales Myths with Mike Schultz #216 Selling has changed tremendously in the last 10 years. But prospecting has changed even more. Previous  research suggests that 57 percent of the purchase decision is complete before a customer calls a supplier.  This gives sellers the false impression that buyers don't want or need to talk to them early in the buying process. They do! Mike Schultz visit...

How To Sell With Personality Barry Saltzman #215 In this episode Barry Saltzman shares a quick way to read prospective buyers. He believes you should adjust your selling technique based on their personality. Too often sellers take the same approach with all clients. This doesn't make sense. All buyers are different. All buyers have their own peculiarities. It's not just about selling your products...

How To Sell With The Socratic Method with Roger Breisch #214 Roger Breisch is a  life-long learner who loves ideas and experiences that shake the intellectual and emotional ground on which he stands.  Roger is the host of the Socrates Cafe and guest speaker on the topic of questioning. Rogers's powerful life experiences working a suicide hotline frame clearly what matters in life. In this episode...

How To Sell With the CRINGE Method #213 Douglas Vigliotti is a sales consultant, workshop-speaker, and bestselling author of The Salesperson Paradox: A Strikingly Simple Way to Provide Solutions Your Customers Can't Say No To.   In this book Doug shares how to sell with the CRINGE method, a strategy and mindset of focusing on helping clients, not pushing product. Doug has twelve years of successfu...