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EPISODE BLOG POSTS

Stacey Brown Randall - Getting Business Referrals w/Out Asking

3/12/2021

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Today's guest on the Sales Vitamin Podcast is Stacey Brown Randall. 

Stacey is the multiple award-winning author of Generating Business Referrals Without Asking and the host of the Roadmap to Grow Your Business podcast as well as a national speaker. 

Her focus is on small business owners and solopreneurs in the real estate, financial, and professional services industries.  ​
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​Here's what we discuss on the podcast: 
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  • How failure kickstarted her business. 
  • Hard knocks. 
  • Her "aha" referral moment. 
  • Refining the referral process.
  • Where her process works best.
  • Defining a referral - two keys. 
  • Never "ask" for a referral. 
  • The 3 legged stool vs the 2 legged stool. 
  • Stacey's referral system. 
  • One sales vitamin.  
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​Stacey's been featured in national publications like Entrepreneur magazine, Investor Business Daily, Forbes, CEO World, Fox News  and more. 

You will love this episode and Stacey's passion and energy.  So sit back and relax, it's time to take your sales vitamins. 

Connect with Stacey
Official Website
LinkedIn
Twitter

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    SELLING WITH NOBLE PURPOSE

    1/31/2021

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    Today’s guest on the Sales Vitamin Podcast is Lisa Earle McLeod and you are in for a treat.  

    Lisa is the global expert on purpose-driven business and the bestselling author of Selling with Noble Purpose: How to Drive Revenue and Do Work That Makes You Proud. 

    My conversation with Lisa was really eye opening.  She has spent two decades helping leaders increase competitive differentiation.  She gets it when it comes to recognizing that making money and a profit are not silos. 
    ​

    Her work debunks the myth that money is the primary motivation for most employees.  She developed the Noble Purpose philosophy after her research revealed, salespeople who sell with Noble Purpose, who truly want to make a difference to their customers, outsell salespeople who focus on their own targets and quotas.  
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    Lisa’s work history is really impressive.  She’s a former Procter & Gamble Sales Leader.  She has keynoted in 25 countries and authored over 2,000 articles.  She’s been seen on NBC Nightly News and featured in Forbes, the Wall Street Journal and NPR.

    What we discuss in this episode:

    • What is Noble Purpose.
    • The connection between purpose and profit. 
    • Sales Culture. 
    • 3 keys to the noble purpose. 
    • The game changing question.
    • Managing the noble purpose. 
    • 3 key sales changes. 
    • Advice for those going into sales. 
    • Measuring the noble purpose.
    • One sales vitamin.  
    Lisa outlines in this episode what it means to sell with a Noble Purpose and how that equates to winning and keeping more customers.  She discusses her game changing question and 3 keys to selling with a noble purpose and much, much more.

    Connect with Lisa
    Official Website
    Buy The Book



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      GREENPAL's Bryan Clayton

      1/9/2021

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      Today’s guest  on the Sales Vitamin Podcast is Bryan Clayton, the co-founder and CEO of GREENPAL.  

      GREENPAL is an online marketplace that connects homeowners with local lawn care professionals.  GREENPAL has been called the “Uber for lawn care” by Entrepreneur magazine and has over 100,000 active users completing thousands of transactions per day.

      Before starting GREENPAL Bryan Clayton founded Peachtree Inc. one of the largest landscaping companies in the state of Tennessee growing it to over $10 million a year in annual revenue before it was acquired in 2013.
      ​

      GREENPAL has been featured on Forbes, Inc, the Wall Street Journal, Time, Harvard Business Review, and more.
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      Bryan discusses an array of sales topics in this episode and also talks about growing both of his businesses without debt, he used sales revenue as his capital.   Bryan’s sales experience is practical and relevant to the individual sales professional, manager, leader, marketer or entrepreneur. 

      Here's what you'll learn in this episode:
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      • Bryan's history.
      • Why he created GREENPAL.
      • Growing debt free and using sales revenue as capital. 
      • Developing a sales process.
      • The GREENPAL model - the Uber of lawn care.
      • Starting a tech company. 
      • Teaching himself how to code.
      • Doing the job before outsourcing. 
      • Adding value. 
      • Outside vs Inside sales.
      • One Sales Vitamin. 

      ​Connect with Bryan
      Official Website
      LinkedIn
      Twitter

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        The Science Behind Sales Call Reluctance

        12/31/2020

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        Today’s guest on The Sales Vitamin Podcast is Suzanne Dudley, she’s the President & CEO of Behavioral Sciences Research Press, Inc. in Dallas, Texas.  She's the daughter of co-founder, George Dudley. 

        Emotional hesitation to develop new business can hurt your sales career.  Studies show that up to 80% of new sales professionals may suffer from it.  And 40% of veteran sales professionals have considered quitting all together because of the negativity towards prospecting and client engagement.

        Dudley and her team has spent 40+ years understanding the science behind the barriers that keep talented, deserving salespeople from earning what they're worth.  She's also the co-author of the company's latest publication, Relentless: The Science of Barrier-Busting Sales.

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        Dudley is a CPA and the only CPA who has been a member of the Southwestern Psychological Association (SWPA), Society for applied Multivariate Research (SAMR) and Association for Psychological Science (APS).   She has a strong financial background that enables her to practically apply the research conducted by BSRP.  

        So, whether you sell a product, service or market yourself, you can learn to overcome the fears that hold your career hostage.  

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        Here's what you'll learn in this episode: 
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        • What is call reluctance?
        • Call Reluctance symptoms.
        • Managing sales professionals through call reluctance. 
        • How to determine if you have call reluctance. 
        • C-Level call reluctance and complex sales. 
        • Strategy vs Targeted calls.
        • Complex vs Transactional sales. 
        • Why typical sales inspiration training doesn't cure call reluctance. 
        • Defining a true sales professional. 
        • How the pandemic has effected prospecting. 
        • Virtual selling. 
        • Social Media and call reluctance. 
        • Demographics and buyer habits. 
        • One sales vitamin.  

        Connect with Suzanne Dudley
        Official Website
        LinkedIn
        BSRP LinkedIn

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          Sales BQ & A House of Revenue

          12/17/2020

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          Today’s guest on The Sales Vitamin Podcast is Mary Grothe, she’s the Founder / CEO of Sales BQ and House of Revenue.  

          Mary is a former #1 MidMarket B2B sales rep who dominated in her sales role for a Fortune 1000 Payroll / HR firm for 8 years.  She sold millions in revenue and broke multiple records along the way solidifying multiple Top 10 finishes.   
          ​

          Sales BQ is an outsourced RevOps firm of fractional VP’s of Sales, Sales Ops and CMO’s who serve companies across the nation by profitably rebuilding their sales & marketing departments and growing their revenue. 

          Her success is grounded in listening to her clients and always solving their needs, putting their agenda before hers.    Mary’s success speaks for itself and she is leading the charge as Sales BQ continues to grow and produce fantastic results.  She’s been nominated for the Denver Business Journal 40 under 40 and one of the Colorado companies to watch.  
          She's been voted one of the Top 50 Keynote Speakers and a Finalist for her Top Sales Podcast (The Quota Crusher Podcast) - make sure you check it out.  

          This episode is filled with a ton of sales vitamins you can implement immediately.   
          Here's what you'll learn in this episode: 
          ​
          • The backstory. 
          • How Sales BQ originated. 
          • What is BQ?
          • BQ Behaviors.
          • What makes a great sales trainer. 
          • Sales culture. 
          • Setting Expectations and work ethic.
          • One sales vitamin.  

          ​Connect with Mary Grothe
          Sales BQ Official Website
          House of Revenue Official Website
          LinkedIn
          Sales BQ LinkedIn 

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            The Revenue Harvest with Nigel Green

            12/8/2020

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            Today’s guest on the Sales Vitamin Podcast is Nigel Green, he’s the author of the best selling book Revenue Harvest A Sales Leader’s Almanac For Planning The Perfect Year.   Nigel is a sales coach, author and consultant to some of the top organizations in the nation.
               
            As an executive, Nigel has over 15 years of experience leading sales & marketing for Fortune 500 companies.  He helps investors, executives and sales leaders of quickly-growing companies eliminate chance and create predictable sales growth.  Nigel’s insights have been featured in Business Insider, Thrive Global and Inc. Magazine. 

            His book Revenue Harvest is one of the most practical and detailed I’ve read on sales planning and management.  It gives detailed, practical information you can use immediately to improve your sales teams performance.  His analogy of farming and sales results is genius, but simple. 

            This episode is filled with sales planning information you can implement immediately.   
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            Here's what you'll learn in this episode: 
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            • Green's inspiration for the book.
            • The similarities between farming and the selling process.
            • The 7 steps of the revenue harvest. 
            • The power of restoration (resting). 
            • Account Management vs Territory Assignment.
            • The "Fire Yourself" concept. 
            • Mission - Plan - Vision.
            • The "outcome" has to mean more. 
            • Selling through the pandemic. 
            • Hiring mistakes and processes. 
            • The Revenue Harvest One Day Workshop.
            • Key sales technology pieces. 
            • One sales vitamin. 

            Connect with Nigel
            Official Website
            LinkedIn

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              7 Secrets to Selling More by Selling Less - Allan Langer

              12/5/2020

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              Today’s guest is Allan Langer,  he’s the author of the Amazon best selling book 7 Secrets to Selling More by Selling Less and he’s the host of the popular Marketing and Sales Over Cocktails Podcast. 

              Allan’s a true sales professional with over 30 years of practical sales experience.  His 7 Secrets Center for Sales & Marketing offers sales training, speaking and coaching services.  Allan is also a Story Brand Certified Guide. 
               

              Allan’s approach is practical and relevant.  There’s no magic tricks or silver bullets.  He’s been there and done that for over 30 years and he's humanized the sales approach.  I can’t wait for you to hear his  fantastic message and valuable sales information.  
              ​

              This episode is filled with sales information that you can implement right away.   


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              Here's what you'll learn in this episode: 
              ​
              • Why he wrote 7 Secrets to Selling More by Selling Less.
              • Sales Training.
              • Closing sales. 
              • The disconnect between sales & marketing. 
              • The importance of story telling. 
              • How to lead with the problem not the solution.
              • Advice for those entering the sales profession. 
              • Learning and application. 
              • Selling "socially" - social proof. 
              • Skillsets for sales managers and sales professionals.
              • The mistakes companies make when promoting. 
              • One sales vitamin. 

              Connect with Allan
              Official Website
              LinkedIn

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                JEFF BAJOREK - RETHINK THE WAY YOU SELL

                11/1/2020

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                RETHINK THE WAY YOU SELL WITH JEFF BAJOREK

                Today’s guest is Jeff Bajorek, he’s a sales author, expert, and one of the top sales trainers in the industry.  Jeff spent over a decade in the field as a top performer.  He’s been in your shoes. He knows what it takes to help you succeed.

                Jeff shares his sales strategies and methods through writing, speaking, sales workshops and training programs, and his Mighty Networks community.  His book The Five Forgotten Fundamentals of Prospecting focuses on five simple, common-sense fundamentals most salespeople ignore.  Jeff is also the co-host his really successful business, life, and leadership podcast,The Why and the Buy. 

                He’s also got a new book out, “When Things Go Sideways”, perfect for today’s business environment.  

                ​Jeff's unique approach has been featured on the Sell or Die Podcast, The Salesman Podcast, Business Growth Time, The Nice Guys on Business Podcast, and more. 
                ​

                Jeff’s tagline is “rethink the way you sell” and in this episode, that’s exactly what he does. This episode is filled with practical sales advice that you can implement right away.  
                Here's what you'll learn in this episode: 
                ​
                • The origins of Rethink The Way You Sell.
                • The Little Red Book of Selling's influence. 
                • Why you need to utilize the right sales tools.
                • 5 Forgotten Fundamental of Prospecting. 
                • Modes vs Messages.
                • Sales differentiation.
                • Creating sales tension. 
                • The state of sales training.
                • Strategic prospecting. 
                • Why "swagger" is important.
                • 1 Sales vitamin. 

                Connect with Jeff
                Official Website
                LinkedIn
                Twitter
                YouTube



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                  JON KRONEMEYER - THE JKRONY EXPERIENCE

                  10/18/2020

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                  JON KRONEMEYER - THE JKRONY EXPERIENCE 

                  Today’s Sales Vitamin Podcast guest is Jon Kronemeyer,  he’s a sales leader, sales manager, sales professional and he’s the host of the Biz Bites with JK podcast.   
                   

                  Jon is a sales professional that walks the walk and talks the talk everyday in his role as a sales leader.  He’s a lifelong sales professional that is real, authentic and passionate about sales.  

                  He’s known for bringing a  “Sniper Approach” to increasing sales.  His popular podcast, Biz Bites with JK has attracted some of the top sales authors, leaders and practitioners in the industry. 
                    

                  Jon approaches sales from a practical standpoint and knows that it starts with creating a great culture and focussing on the basics.  

                  This episode is filled with practical sales advice that you can implement right away.  

                  Here's what you'll learn in this episode:
                  ​
                  • Why cold calling is not dead.
                  • The "Sniper Approach" to prospecting.
                  • Managing a sales team through the pandemic. 
                  • What sports taught him about the importance of culture. 
                  • What drives a great sales culture. 
                  • Why emotional skills are crucial to sales professionals.
                  • Where sales training is headed. 
                  • The importance of writing and communicating.
                  • Personal branding and social media. 
                  • Sales resources he uses. 
                  • One sales vitamin. 

                  ​Connect with Jon
                  Official Website
                  Twitter
                  YouTube
                  LinkedIn

                  EPISODE TRANSCRIPT 

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                    Zeeshan Farooq - Fluidigm Corp

                    10/11/2020

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                    TAKE TWO DOSES OF RESILIENCY EVERY DAY 

                    Today’s Sales Vitamin Podcast guest is Zeeshan Farooq, he’s a Senior Sales Manager with Fluidigm Corp.    

                    Fluidigm is a leading biotechnology company that provides multi-omic solutions to study cancer, inflammatory diseases and immunotherapies.  They are also providing a lot of research and response to the Covid-19 Pandemic.  Fluidigm serves customers in over 35 countries and has locations all over the globe.  

                    Zeeshan (or “Z”) - is a lifelong sales professional and he's walking the walk and talking the talk every day out in the sales field.  He’s also got an undergraduate degree in Cell & Molecular Biology and an MBA.  But, what makes Zeeshan a great sales professional is his passion to help people solve their problems, learn and grow.  He approaches sales and life from a holistic view.  

                    This episode is filled with practical sales advice that you can implement right away.  Here's what you'll learn:
                    ​
                    • The worst sales advice he's ever received.
                    • The power of learning from customers. 
                    • His favorite sales channel and why.
                    • His thoughts on video email.
                    • What's holding sales professionals back. 
                    • Mental preparation for the sales professional. 
                    • The power of a gratitude journal.
                    • Managing time. 
                    • Sales differentiation. 
                    • The buyers process.
                    • Facilitating a sales deal and business acumen. 
                    • Getting to the DM (Decision Maker).
                    • His ONE sales vitamin. 

                    ​Connect with Zeeshan
                    LinkedIn 

                    EPISODE TRANSCRIPT

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