It's Time to Sell Podcast: Strategies for 21st Century Selling
104 episodes - English - Latest episode: over 4 years ago - ★★★★★ - 13 ratingsChris Spurvey is an author and in the trenches entrepreneur and sales leader. The goal of the It’s Time to Sell™ Podcast is to share inspiring stories from entrepreneurs, sales professionals and non-sales sellers about their journey from struggling in sales to become more effective at it.
Chris’s goal is to deconstruct 21st century leaders and extract modern day sales strategies, tools and tactics that listeners can use to improve their business and life.
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Episodes
How to Gain and Consolidate New Referrals (w/ Cameron Herold) | Ep. 144
December 04, 2019 10:30 - 21 minutes - 29.9 MBCameron Herold is a top business consultant, best-selling author, and speaker. Named by Forbes Magazine as “the CEO Whisperer”, Cameron has touched thousands of businesses directly and indirectly through his work. By age 35, he had built two $100 million companies, and by 42, he had grown 1-800-GOT-JUNK? from $2 million, to $106 million in revenue in just six years.
In Sales, Building Relationships Is Imperative (w/ Andy Paul) | Ep. 143
November 20, 2019 10:30 - 44 minutes - 40.4 MBAndy Paul has been in B2B sales for over 40 years. He’s sold everything from computers to SMBs, to complex communications systems to the world’s largest enterprises. He’s been responsible for hundreds of millions of dollars in new business, and now he teaches ambitious salespeople, sales teams, and companies how to grow their revenue.
Be Persistent, Not Annoying (with Shawn Finder) | Ep. 142
November 13, 2019 10:30 - 17 minutes - 16.4 MBShawn Finder is the CEO of AutoKlose, a new revolutionary sales automation platform that is used by 3000+ sales professionals around the world. He is also the author of The B2B Sales Handbook and is among the Top 25 Sales Engagement Influencer.
Selling Without Selling: The Art and Rewards of Thought Leadership (with Nicky Billou) | Ep. 141
November 06, 2019 10:30 - 27 minutes - 37.5 MBNicky Billou is the #1 International Best-Selling Author of Finish Line Thinking: How To Think & Win Like A Champion and author of the new book The Thought Leader’s Journey. He is also an accountability coach, consultant, speaker, and the host of The Thought Leader Revolution Podcast.
The Basics of Sales are the Most Important Principles (with Liston Witherill) | Ep. 140
September 25, 2019 09:30 - 18 minutes - 17.1 MBListon Witherill is a sales trainer and consultant who helps client services professionals sell more services to big companies. Liston and his company, Serve Don’t Sell, provide remote and onsite training to teams who want to serve their clients more effectively while selling more, and doing it ethically.
Tips on Designing Your Content Marketing Strategy (w/ Bill Bice) | Ep. 139
September 23, 2019 07:05 - 26 minutes - 23.8 MBBill Bice started his first company at age 18, growing ProLaw Software into the largest law firm automation system for small and mid-size law firms. Today, Bill is the CEO of boomtime, and is passionate about helping small businesses grow. His goal is to enable smaller businesses to more effectively compete with their larger competitors.
Humanizing Email Communications with BombBomb (w/ Ethan Beaute) | Ep. 138
September 13, 2019 07:19 - 31 minutes - 29.1 MBEthan Beaute initially started as a writer, producer and editor, creating campaigns for local television stations for about twelve years. Now, he is the Chief Evangelist of BombBomb, a company that helps you enjoy clearer communication, human connection, and higher conversion with simple, personal videos.
Product Mastery: The Key to Sales Productivity (with Frank Cottle) | Ep. 137
August 21, 2019 14:50 - 34 minutes - 31.4 MBFrank Cottle is the Founder and CEO of the Alliance Group of Companies, and an experienced speaker, strategist, entrepreneur, advisor, business leader and investor. His primary areas of expertise include integrating flexible workspace models to assist with corporate real estate repositioning, investment banking, finance, workplace technology, and business leadership.
Improving Your Sales Productivity with Wes Schaeffer | Ep. 136
July 31, 2019 09:30 - 33 minutes - 45.7 MBWes Schaeffer is The Sales Whisperer®, an entrepreneur, sales trainer, and speaker who believes marketing is just selling in print. He is the author of 2.5 books on sales, marketing, and entrepreneurship and has helped 5,400 of the world’s top speakers, authors, coaches, and sales professionals achieve nearly miraculous growth by implementing his repeatable, transferable, and proven processes.
The Hero’s Journey: Overcoming Fears and Finding Your Best Self (with Joe Trodden) | Ep. 135
July 24, 2019 09:30 - 29 minutes - 40.4 MBJoe Trodden is a mindset expert who has worked with over 300 entrepreneurs, from idea stage through to investment raises, working with them to develop their mindset and create their unique path to success.
Productizing Your Consulting Business with Alex McClafferty | Ep. 134
July 17, 2019 09:30 - 31 minutes - 43 MBIn 2013, Alex McClafferty co-founded WP Curve, when it was doing less than $500 per month in revenue. By 2015, Alex and his team had grown the business to a 7-figure run rate. In 2016, Alex ran the sell-side of their acquisition to GoDaddy. Finally, Alex left GoDaddy to pursue his passion as a CEO Coach in 2018.
Harnessing a Growth Mindset (with Sam Harris) | Ep. 133
July 10, 2019 09:30 - 36 minutes - 49.4 MBSam Harris is a scientist, entrepreneur and nomad. He is curious about everything and always open to experimenting, with hobbies ranging from breakdance to investing, biohacking to writing. There is an endless list of interesting things to investigate.
Building a High Performance Sales Team (with Steven Norman) | Ep. 132
July 03, 2019 13:20 - 37 minutes - 51.4 MBSteven Norman is a seasoned B2B sales leader and general manager, with over twenty-five years’ experience in consumer, small business and enterprise sales. Throughout his career, he has worked for leading technology brands including Dell, NEC and Targus and has been responsible for over US$4 billion in sales. He is the founder of Growth Acumen, which helps companies implement world-class sales practices and leadership development.
The Mindset of a Winner (with Ryan Gottfredson) | Ep. 131
June 26, 2019 09:30 - 34 minutes - 47.7 MBRyan Gottfredson, Ph.D. is a mental success coach and cutting-edge leadership consultant, author, trainer, and researcher. He helps improve organizations, leaders, teams, and employees by improving their mindsets and mindfulness.
Conversations That Convert with Brian Robinson | Ep. 130
June 19, 2019 09:30 - 30 minutes - 41.4 MBBrian W. Robinson has worked in sales and marketing with some of the best-known companies in the world, including Coca-Cola USA and Johnson & Johnson. Upon leaving his corporate career, he helped launch a successful start-up where he was the first person in the history of the industry to sell more than one million dollars in business in twelve months—entirely by phone. His more than two decades’ worth of in-the-trenches, battle-tested, face-to-face and phone-presentation knowledge can bene...
Sales Insights From 25 Years of Experience with Harry Maziar| Ep. 129
June 13, 2019 15:28 - 25 minutes - 35.4 MBHarry Maziar is the consummate sales professional. He was the CEO of a sales organization with more than 2,000 representatives. He is the first Executive in Residence at Kennesaw State University and was instrumental in developing their Center for Professional Selling.
Prospecting Formulas That Work with Jason Bay | Ep. 128
June 06, 2019 10:00 - 30 minutes - 42.3 MBJason Bay is the co-founder and Chief Revenue Officer at Blissful Prospecting. He's worked with hundreds of sales reps and personally closed millions of dollars in revenue during his career. At Blissful Prospecting, he's in charge of growing company revenue through marketing and sales efforts. In this episode, we talk about: how Blissful Prospecting was born how to make prospecting ‘fun’ prospecting formulas that work practical tips on how to use videos for prospecting building ca...
How to Write Engaging Content with Michael Roderick| Ep. 127
May 22, 2019 12:29 - 29 minutes - 40.6 MBMichael Roderick is a founder, speaker, and connector with an insatiable level of curiosity about the world. He works with clients to curate, extend, and leverage their existing networks for the purpose of getting higher paid engagements, speaking opportunities, and becoming thought leaders in their industry.
Strategies for a Successful Consulting Business with Michael Zipursky| Ep. 126
May 15, 2019 09:30 - 27 minutes - 37.7 MBMichael Zipursky is the CEO of Consulting Success. He's advised organizations like Financial Times, Dow Jones, RBC, Omron, Sumitomo and helped Panasonic launch new products into global markets, but more importantly, he's helped over 300 consultants from around the world in over 50 industries add six and seven figures to their annual revenues. He is one of the world's top authorities on growing a consulting business.
Making Profitable Speaking Engagements with Karen McGregor| Ep. 125
May 08, 2019 09:30 - 28 minutes - 39.2 MBKaren McGregor is a bestselling author, international speaker, coach, trainer and the founder/ CEO of the Speaker Success Formula. Her company helps entrepreneurs create, structure and deliver compelling presentations to monetize their expertise and launch successful speaking businesses. Using her Speaker Success Formula, Karen attracts a wide range of clients from Olympic athletes, health experts, elite artists, and musicians to coaches, financial advisors, real estate experts, bestselling ...
Key Aspects of a Profitable Business (with Adam Lean) | Ep. 124
May 01, 2019 09:30 - 25 minutes - 34.6 MBAdam Lean is the Founder of The CFO Project, a business dedicated to helping small business owners have a financially healthy business by providing them their very own Chief Financial Officer. That way, they can focus more on what they do best while knowing that they are on the right track financially.
Badger Maps for Field Sales Reps with Steve Benson | Ep. 123
March 13, 2019 15:38 - 27 minutes - 24.9 MBSteve Benson is the CEO and Founder of Badger Maps, the number one app for route planning and scheduling to help outside sales reps save up to 10 hours every week in busy work. Prior to Badger Maps, Steve worked in sales at IBM and HP, and also worked as Regional Sales Manager at Google.
Book-Writing Tips and the Publishing Process with Judy Weintraub | Ep. 122
March 07, 2019 10:30 - 27 minutes - 25.2 MBJudy Weintraub is the Founder and President of SkillBites, a company she started to help entrepreneurs get known for their expertise and help their sales performance by becoming published authors.
Mindset Hacks and Marketing Essentials with Kathryn Binkley | Ep. 121
February 27, 2019 10:30 - 28 minutes - 26 MBKathryn Binkley is a business strategist and coach who help women entrepreneurs to build wildly successful online businesses. Before becoming a coach, Kathryn graduated with a degree in BA Psychology and started working for a marketing agency for nearly a decade. As a market expert, she helped businesses figure out where to best invest their marketing dollars, and now, she helps women entrepreneurs grow in the business that they love.
‘Dating’ Your Customer and Working with the Government with Rivers Corbett | Ep. 120
February 21, 2019 10:30 - 30 minutes - 27.6 MBRivers Corbett is a serial entrepreneur, TedX speaker, entrepreneur in residence in New Brunswick, video author of 13 Fears of Entrepreneurs, host of the Startup Canada Podcast, and co-founder of GoForth Garage for entrepreneurs. Rivers help entrepreneurs succeed by helping them understand and implement the right formula for building an epic business.
Marketing Tips for Niche-Specific Businesses with Jason Linett | Ep. 119
February 06, 2019 10:30 - 36 minutes - 33.8 MBJason Linett is an expert at helping organizations and the people within them create powerful change and sharpen their strategies. As a speaker, author, and hypnotist, Jason has put in more than fifteen years of professional study and on-the-job experience tracking how top performers in many industries achieve astounding results.
Make Your Business Stand Out Through Content Marketing - with Madeleine Lambert | Ep. 118
January 30, 2019 10:30 - 20 minutes - 19 MBMadeleine Lambert is the co-founder of Content Refined, a fast growing content marketing company that provides cutting-edge online content for affiliate marketers, e-commerce businesses and SaaS companies. If you want to learn more about how you can use content to distinguish yourself online, check out the full episode!
Lessons Learned in Sales and Content Marketing with Matt Watson | Ep. 117
January 23, 2019 10:30 - 25 minutes - 23.2 MBMatt Watson is the founder of Stackify and FullScale.io. He is a software engineer and entrepreneur who likes solving problems with technology. Before Stackify, he founded VinSolutions and then sold it to AutoTrader.com in May 2011 for $150 MM. There’s a lot of things to learn about content marketing and sales strategies in this episode, so go check it out!
Starting Your Own Business and Social Media Strategies with Krista Mashore | Ep. 116
December 05, 2018 11:00 - 25 minutes - 22.1 MBBased in Northern California, Krista Mashore sold 69 homes in her first year and has personally sold well over 100 homes every year since. On track to sell 200 homes this year, Krista also coaches and trains brokers and agents throughout the U.S. on cutting edge real estate techniques and technologies you can't learn from any other trainer or coach out there. Krista has recently been recognized in "Top Agent Magazine" as one of the leading agents in California, as well as by the Wall Stree...
Blockchain Technology, Adbank and Sales Strategies with Jon Gillham | Ep. 115
November 21, 2018 11:00 - 25 minutes - 20.8 MBJon Gillham is the CEO and Founder of Adbank, a powerful online ad platform built on Ethereum to remove costly middlemen & dramatically reduce the $50 billion problem of ad fraud using advanced AI technology. By using the Adbank platform, publishers can get paid more for their content while charging advertisers less and creating a transparent ecosystem that benefits all key stakeholders in the industry. Existing ad platforms will be able to access cutting edge anti-fraud AI tools through A...
Opening Doors of Prospected Clients with Chris Spurvey | Ep. 114
November 15, 2018 11:00 - 17 minutes - 18.7 MBToday is going to be a solo episode. Now, I have been working with a client and we’ve been trying to get in the door of some new clients. I spent the last couple of weeks doing a little bit of research and practical application. We are wanting to get in the door of new prospects and I thought of recording a short episode to share with you these ideas, ideas we have been deploying based on our research and practical application.
Authenticity and Building Relationships in Sales with Larry Levine | Ep. 113
November 07, 2018 11:00 - 45 minutes - 39.6 MBLarry Levine is the international best-selling author of Selling From the Heart and the co-host of the Selling From the Heart Podcast. With 30 years of in-the-field sales experience within the B2B technology space, he knows what it takes to be a successful sales professional. Now Larry coaches B2B sales professionals to do what he did. Since 2015 Larry has coached both quota-busting tenured reps and green millennials just beginning their careers. Both appreciate the practical nature of his...
The Power of An Effective Sales Message with Zach Messler | Ep. 112
October 31, 2018 10:00 - 32 minutes - 28.5 MBZach Messler is a product marketing guy at heart. For twenty years, he has been into product marketing, sales and product messaging for B2B tech. He left his corporate career over a year ago to pursue his passion for effective communication towards efficient marketing. Now, he helps entrepreneurs with their messaging, to know what to say and how to say it so that they make a bigger impact on the world, and a bigger impact on their wallets.
Rewinding the Tape, Where I am Today, and the New Ventures with Chris Spurvey | Ep. 111
October 26, 2018 10:00 - 12 minutes - 12.6 MBOur episode for today is going to be short and sweet. A lot of things have been going on in the past few weeks and I thought I’d share it with all of you. Rewinding the tape: what I did before. Going broad in your business. Last November, I made the big leap of faith and left my safe secure job working with one of the larger companies in the world – a multinational advisory firm. Prior to that I had launched my book, launched my podcast, grew a little bit of a following by delivering val...
Generosity Grows Businesses with Ellen Rogin | Ep. 110
October 10, 2018 10:00 - 32 minutes - 28.4 MBA good business flourishes on a healthy mindset that you will reap what you sow. Today’s guest is Ellen Rogin, CPA, CFP, a renowned speaker, money expert, NY Times’ Best- selling author and Abundance Activist. Ellen combines her financial expertise and creativity in motivating people to shift their viewpoints that businesses grow when it starts to create generous opportunities to make a greater positive impact. Her books had helped a lot of business owners develop strong “financial bel...
Are You Telling the Right Story with Dom Cappuccilli | 109
October 03, 2018 10:00 - 31 minutes - 31.3 MBIt’s not just about telling a great story – it’s about telling the right story. Today’s guest is Dom Cappuccilli, CEO and Founder of The Clean Sell. Dom combines the power of a trained storyteller with the real-world experience of an elite salesperson. In fact, he became an elite salesperson because he was a trained storyteller. His consulting firm has helped hundreds of entrepreneurs to not only tell a better sales story, but also built many of their sales efforts from the ground up. FU...
8 Principles that will Build, Manage and Protect Trust with Your Customers with Natalie Doyle Oldfield | 108
September 26, 2018 10:00 - 44 minutes - 38.2 MBTrustworthiness is a skill that can be learned. There are 8 principles at the heart of a customer’s decision to trust a company. Saying that, I will give you a caveat, for business leaders especially, customers don’t buy from companies they buy from people, so that is really important. -Natalie Doyle Oldield The research I have done and validated over 7 years of testing through the scientific process in academia shows that there are 8 principles and when you learn these 8 principles and l...
The Importance of Cultural Competence in Business with Dr. Richard Nongard | 107
September 12, 2018 10:00 - 32 minutes - 28.8 MBCultural competency opens a lot of doors. “Most people don’t have the insight to step into somebody else’s frame of reference to look through their eyes, which means companies and entrepreneurs who want to build a successful business will really have to learn the different skills cultural competencies that can open the doors for them.” - Dr. Richard Nongard Relationships are built on something shared between two people – maybe a hobby, a favorite sports team, the school they graduated f...
The “Easiest” Path to Closing the Deal – with Brandon Bruce | Ep. 106
September 05, 2018 10:00 - 40 minutes - 36.5 MBThe new gets old, and the old is new again. That’s just how the world works. Gone are the days of the door-to-door salesman. We don’t need to leave our offices anymore to get a potential customer into a sales conversation. We now have a myriad of communication tools at our disposal – email, social media, text...even chatbots. But you know what’s really effective? Face-to-face conversations. After exploring the world of email marketing and online selling, I found that nothing works a...
Jason Hsiao (Animoto) – Use Video to Build Relationships and Amplify Your Marketing | Ep. 105
August 08, 2018 10:00 - 45 minutes - 43.7 MB“Video is one of the most compelling and impactful ways to capture that more authentic version of a brand.” – Jason Hsiao, Animoto Curious about how to use video effectively to market your business? Hit that play button right away. Today’s guest is Jason Hsiao, Chief Video Officer & Co-Founder of Animoto. Animoto is an award-winning online video maker that makes it easy for anyone to create professional-quality video. Used by millions of consumers, businesses, photographers and edu...
Reggie Mckiver – Are You Standing In Your Own Way? | Ep. 104
August 01, 2018 10:00 - 44 minutes - 38 MB“There’s a higher consciousness behind everything, and there’s nothing new under the sun – all information is already here. We just need to align to the information.” – Reggie Mckiver You might be thinking, “Whoa, Chris. What does higher consciousness have to do with sales?” Listen to the episode to find out. Today’s amazing guest is Reggie Mckiver. Reggie is a Holistic Intuitive & teacher who has a unique gift to be able to ignite instant life transformation by showing you how to clea...
Heather Havenwood – Empathy and Authenticity in Sales | Ep. 103
July 25, 2018 10:00 - 39 minutes - 34.8 MB“At the end of the day, we all want to be and feel perfect, but we don’t want to buy perfect – unless we’re buying a Mercedes.” Today’s guest is Digital Marketing Sales Expert, Heather Havenwood. Heather mentors coaches, experts, & service providers how to get media exposure to make more money. As a sales and marketing expert, she helps entrepreneurs define the messaging, the marketing, the positioning, the packaging, & the media that is best for their business & life. Read Heather’s F...
Lisa Haydon - The Power of Building Offline Connections in the Digital Marketing Age | Ep. 102
July 18, 2018 10:00 - 33 minutes - 30.6 MBEntrepreneurs can find success in online sales and marketing, but we should not forget about the more traditional methods. When you connect with prospects face-to-face (networking), invite them for coffee, or send thank you notes through the mail, it sends a more powerful, more personal message than just connecting with them through chat. Whatever the case, if you want to be successful in sales, you need to start building and nurturing your relationships – online and offline. Today’s gue...
Rich Brooks - How to Set Up Successful Online and In-Person Events | Ep. 101
June 27, 2018 10:00 - 32 minutes - 29.7 MBDo you ever wonder what it takes to create your own event – a webinar, seminar, or conference – where you can position yourself as a thought leader as well as meet hundreds or thousands of potential clients? Our guest for today is Rich Brooks, author of The Lead Machine and Founder of flyte new media & The Agents of Change. His company works with SMBs and nonprofits to help them increase their online visibility, drive more qualified traffic to their sites, and convert that traffic into lea...
Kevin Eikenberry – The Future of Leadership | Ep. 100
June 20, 2018 10:00 - 27 minutes - 24.6 MBIt’s Time to Sell’s 100th episode is here! I am so grateful to everyone who continues to listen to the podcast. Do you have ideas on how we can make this show better? I’d love to hear it in the comments! Our guest for today is Kevin Eikenberry, Chief Potential Officer of The Kevin Eikenberry Group. He helps organizations, leaders and individuals reach their potential through remarkable learning approaches. He is a world-renowned leadership expert, a two-time bestselling author, speaker, ...
Shirlene Reeves – Focus on Relationships and Sell Through your Heart | 099
June 13, 2018 10:00 - 33 minutes - 28.4 MBWhen you attend networking events, do you just go from one person to another, introduce yourself, then pitch your services? Or do you get there without any expectations other than getting to know other entrepreneurs and the interesting things they do? Our guest for today is Shirlene Reeves. Shirlene is a Business Success Coach, Massive Visibility Media™ Trainer, Certified Financial Educator®, International Speaker and Media Show Host. She supports business owners to create properly price...
Justin Bariso – Communicate with Intent and Become a Better Writer | Ep. 98
June 07, 2018 10:00 - 33 minutes - 29.2 MBToday we are going to talk about writing and emotional intelligence: two things that we can master through consistency, and with a lot of practice. Our guest for today is Justin Bariso, Author at EQ Applied, Management Thinker and Doer, and Inc and Time Contributor. He is passionate about the topic of Emotional Intelligence and writes about how it works in the real world, and how to make emotions work for you instead of against you. In this episode, we talk about Justin’s book, and how b...
Ben Walker: Focus on What You're Good At
May 30, 2018 10:00 - 23 minutes - 21.7 MBThe way people buy is very different nowadays, and it seems like you need to be in multiple places at once. You need to be offline, servicing clients well and picking up referrals, and at the same time, be online so people find you when they search for you. Today on the podcast we have Benjamin Walker, Founder and CEO at Transcription Outsourcing, LLC. They work with government agencies, single practice attorneys, physicians, as well as entire university systems to provide fast, accurate...
Jennifer Trask: Be Ready for Business Growth and Success | Ep. 96
May 23, 2018 10:00 - 43 minutes - 36.1 MBWhen your business isn’t where you want it to be, it’s very easy to exchange your email for the “10x Your Business Blueprint” or “6 Steps to 6 Figures Video Series” because you think that the key to escaping business plateau is in the next free program. There’s a ton of FREE information on the internet, and some of them are useful. But have you ever stopped to think that maybe what you need isn’t more information? Today on the podcast we have Mindset Coach and Business Advisor, Jennifer ...
Greg Jeffries: Simple, Scalable, Sustainable SEO | Ep. 95
May 16, 2018 10:00 - 33 minutes - 31.3 MBFor those just starting out on their entrepreneurial journey online, hearing “SEO” and “Affiliate marketing” may seem daunting. Our guest today, however, makes it all easy to understand. Today on the podcast we have SEO Expert, Greg Jeffries. Greg is a designer, entrepreneur and an internet marketer. He is passionate about online marketing and his top strengths include: creating strategies and organizing information and complex workflows into simple processes, search engine optimization, a...