Sales POP! Podcasts: Insights from Top Experts in Sales, Marketing, Leadership & More.

Having a solid customer strategy is a crucial part of any sales organization. If you don't have a strategy, or if your approach isn't up to par, you lose out on creating a dynamic client base. This ultimately impacts your bottom line. John Golden sits down with Jeff Tanner to provide essential tips on building and improving customer strategies.

An important aspect of selling to a group with a sales presentation is selling within the presentation. It's one thing to sell one-on-one, where the person you're selling to is going to be talking as much as you. But what does it look like when you as the salesperson are doing most of the talking? Host Golden Golden sits down with Rob Jolles to discuss How to tailor a sales pitch to a presentation...

When selling–as with anything else–there is power in words you use. Getting the words right is the difference between the winners and the losers in sales. How much do words matter? How can what you say make for a demonstrably different outcome? The worst time to think about what you're trying to say is in the time that you're saying it. Host John Gold sits down with Phil M. Jones to discuss his bo...

You might find that prospects are not going to change their position unless they have a sense of urgency. The incumbency position is very strong, and may even consist of continuing to do nothing. Sometimes we're not trying to take the business away from a competitor–we're just trying to get someone to start a new behavior. To get them to change, a sense of urgency must be created, or an existing s...

One of the fundamental sales steps that is often missed by organizations is collaborative strategic sales planning. It's all about engaging your sales team to come up with the key activities required to grow your business. Host John Golden sits down with Joe Micallef to discuss the necessary elements of collaborative strategic sales planning and how to avoid common mistakes that companies make whe...

Most people call the place that produces revenue "the sales department", but if you really think about it, selling is the activity that gets you to a result. For that reason Shawn set out to develop not just sales departments, but selling organizations. Host John Golden sits down with Shawn Karol Sandy to discuss the culture, behavior, and strategy you need to adopt in order to create a successful...

For a company, selecting software platforms for business operation is a major undertaking. What are the vital questions that must be answered, and what points should be addressed? Host John Golden sits down with Gabriel Gheorghui to discuss the process of how to select the best software for your company.

When Barbara Weaver Smith talks about whale hunting, she's talking about hunting for those big customers and big deals. It requires a skill set all to itself, with a coordinated, trained team—much like the Inuit people in the ancient practice of actual whale hunting. Listen to Barbara and host John Golden as they discuss how to strategically approach the biggest whales. Building relationships with...

Social selling has revolutionized the sales world. It is no secret that the use of social media to engage with buyers and close deals has opened a new world of opportunities for salespeople. However, navigating these changes and utilizing social selling to its maximum potential can be a struggle. Listen in as host John Golden sits down with Julio Viskovich to discuss how sales people can adapt in...

Host John Golden talks to Bruce Wedderburn of Integrity Solutions who has over 20 years of global experience in the sales performance improvement industry building, coaching and directing sales teams and distribution channels to surpass growth targets. John and Bruce discuss the vital topic of coaching and training on the centerpiece of sales—the sales conversation—and Bruce shares some powerful r...

In the last decade, many things have changed about sales coaching and how to apply it correctly to get useful results. One thing that has mostly stayed the same is that there are lots of methodologies out there. What's different, however, is the degree of integration of these methodologies. Salespeople and reps learn the methods, but then they quickly go by the wayside without reinforcement and en...

Do you know how to open doors in sales? Perhaps you've got a good grip on the sales process. You have your elevator pitch, you've worked on boosting charisma and conversation skills, and you put in the time to go above and beyond for your clients. You can't utilize all of these skills you've worked hard on crafting if you can't open the door and get new clients. Chief Door Opener Caryn Kopp sits d...

John Golden sits down with Andrew Grant to talk about his book "The Innovation Race: How to Change a Culture to Change the Game". The word "culture" gets thrown around a lot, and companies discuss culture at length. What does it really mean to inject culture into a company? Does it simply mean deciding on a radical fashion trend for all employees? John and Andrew explore these topics and key insig...

Ago Cluytens, Sales Trainer, Coach & Consultant For Tech, Financial & Professional Services of RAIN Group, dives deep into the subject of sales management best practices.

Sales executive expert Meridith Powell talks with John Golden about her new book "Owners Redefining Responsibility". She explains some of the background about why this book was necessary and what the genesis of it. Her biggest reason, CEO's want to know how to build a culture that gets employees wanting to get engaged and take ownership of organizations. Then employees were saying what do I need t...

Host John Golden sits down with Andy Paul to discuss how to cuts through the noise of excessive mediocre sales tips in order to get to the effective sales advice that will make a difference for your sales in 2018. The first piece of advice that Andy provides is this: if it seems "hypey" just turn around and walk away. There are people, however, that will give you good, solid sales self-development...

Art Sobczak is the author of the book Smart Calling: How to Eliminate Fear and Rejection from Cold Calling. Let's face it, when most of us hear the phrase "cold calling" they normally do associate it with fear and rejection, and generally a horrible experience. But there is a way to calm and confident cold calling, as Art shows us in this telling interview.

Content marketing has hit the ground running in recent years, with more salespeople and sales organizations producing digital content and written media. It has the potential to be a very successful marketing strategy if done correctly. John Hall, interviewed by John Golden, discusses the influence of content marketing, how to break through the noise, creating IDEA content, and explains why distrib...

As a salesperson, you're in one of three places at the end of the year for your sales quota: You're desperately trying to make quota. You've made sales quota and you're happy and relaxing. Or you're nowhere near quota... unless the largest bluebird ever falls out of the sky. Why is it that this last category is the biggest and doesn't seem to improve? Host John Golden sits down with founder of No...

Why is a sales process important? Host John Golden sits down with Lisa Magnuson to tackle the topic of how a sales process is one of the most important subjects in sales. Unfortunately most companies only pay it lip service or something that's done once and remains the same instead of being dynamic. Yet the one important statistic about a sales process is that it actually improves sales results. I...

There are many who argue that online sales training isn't worth the time or effort. However renowned sales thought leader, author and veteran sales trainer Dr. Richard Ruff begs to differ and has become one of online sales training's leading proponents. Host John Golden sits down with Richard to discuss the advantage of utilizing online sales training to maximize sales efficiency.

The annual sales kickoff is a great opportunity to network and meet new colleagues, learn new things about the sales industry, and maybe even relax a little bit. But, often times, this long weekend is packed with so much information, that many salespeople leave without solidifying that knowledge. And, even if they do take away concrete points, the implementation often falls quickly to the wayside....

Growth marketing is a new way of structuring the marketing team and holding them accountable to increase revenue and company growth. The idea involves the alignment of sales and marketing, as well as coaching and strategizing for higher management. Sujan Patel, interviewed by John Golden, explains growth marketing, how to examine the current playing field, and how to differentiate your company fro...

Host John Golden sits down with Gordon Tredgold, author of FAST: 4 Principles Every Business Needs to Achieve Success and Drive Results, to understand why he chose 4 basic principles in his book.  In the interview he goes over each in detail to help you achieve success through: Focus, Accountability, Simplicity, and Transparency.

What makes a perfect close? According to James Muir, author of the bestselling book The Perfect Close, salespeople have learned many manipulative-style closes over the years. The net effect is that prospects, not feeling comfortable with them, don't do anything at all--in fact, 60 to 90 percent of sales cycles end in no close. Listen in as host John Golden sits down with James Muir to give you tip...