Sales Integrity
68 episodes - English - Latest episode: about 6 years ago - ★★★★★ - 12 ratingsIf you are in B2B complex technical sales, or you manage a team of B2B complex technical sellers, then the Sales Integrity Podcast is for you. This podcast is all about helping sales professionals, leaders and organizations who sell complex technical products, services and solutions to increase sales and earn more money.
This is a weekly podcast that airs 3 days per week - Monday, Wednesday and Friday. This podcast is dedicated to helping you become better prepared, more organized and highly productive to establish credibility, generate more leads and win more business.
In summary, this is the no-nonsense sales podcast that will help you translate the ideas you discover on this show into actionable insights you execute upon in the real world of selling immediately.
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Episodes
66: Steve Benson Interview - Sell Like a Badger
April 05, 2018 03:14 - 38 minutes - 53 MBSteve Benson is the Founder & CEO of Badger Maps, the #1 app for route planning and scheduling to help outside sales reps save up to 10 hours every week in busy work - so that they can focus on selling more. Prior to launching Badger Maps Steve thrived in outside sales roles for IBM, Autonomy and Google, where he was recognized as Google Enterprise's Top Performing Sales Rep in the World for 2009 (227% of quota for the year). So Steve knows a thing or two about selling like a badger in an ou...
65: JV Crum III Interview - Conscious Millionaire Mindset
March 07, 2018 13:25 - 36 minutes - 49.9 MBJV Crum III is the host of the very popular podcast, Conscious Millionaire, which has 12 million listeners in over 190 countries with over 1000 episodes broadcasted. INC Magazine named Conscious Millionaire one of the Top 13 Business Podcasts for 2017. JV is also author of the best-selling book by the same name - Conscious Millionaire. JV is a High Performance coach and has come on the Sales Integrity Podcast to discuss the power of Mindset and Prosperity Thinking to help our audience achiev...
64: The 3 Pillars of Prospecting On Purpose
February 21, 2018 10:00 - 17 minutes - 23.4 MBOn this episode of the Sales Integrity Podcast we discuss whether or not you are already behind your numbers just midway through the 1st Quarter of 2018 and clarify the cause for why you might struggle to achieve your goals. Furthermore, we discuss how to create a Quarterly Sales Plan (i.e. your Sales Business Plan). More specifically, we walk through a high level overview of The 3 Pillars of Prospecting On Purpose and how you can leverage these pillars for creating your customized sales pla...
63: Scott Ingram Interview - Sales Success Stories
November 15, 2017 14:11 - 51 minutes - 70.4 MBScott Ingram's passion lives at the intersection of marketing, sales and technology. As a sales practitioner, Scott is a Strategic Account Manager at Relationship One, a company that empowers organizations to modernize their marketing through strategy, technology and data. In addition to Scott's role at Relationship One, he is the host of two popular podcasts - "Sales Success Stories", where he deconstructs world class sales performers (individual contributors) to understand the habits, mind...
62: Social Profile vs. Social Presence
November 08, 2017 10:00 - 14 minutes - 19.6 MBOn this episode of the Sales Integrity Podcast we discuss the difference between your Social Profile and your Social Presence. These are two distinctly different, yet related, very important topics. One of these topics has to do with your mere existence as a sales professional in the digital world. The other has to do with your experience, and more importantly how you convey that experience to the world so you are seen as a go-to specialist in your field. Together these two topics, if master...
61: Phill Keene Interview - Real Sales Talk
October 04, 2017 09:00 - 53 minutes - 74.1 MBPhill Keene is the Director of Sales at Costello Inc, provider of a Deal Management software platform, and Co-host of the very popular Real Sales Talk Podcast. As an everyday sales practitioner, both from a selling perspective and sales leadership perspective, Phill has recently earned the distinction of "2017 Top 25 Most Influential Inside Sales Professionals" by AA-ISP and "Top 50 Sales Development Leaders You Should Know" by Engagio. Being from Indianapolis, we discuss how Phill incorpora...
60: Mike Shelah Interview - Connect and Cultivate
September 27, 2017 09:00 - 47 minutes - 65.7 MBMike Shelah is the Founder of Mike Shelah Consulting where he works with individuals and companies to help them combine LinkedIn, Emotional Intelligence, Networking, Public Speaking, Leadership and Business Development for the purpose of generating more leads and increasing sales. During this interview Mike and I discuss how emotional intelligence affects your selling success, the difference between a "sales funnel" and "sales pipeline", Mike's definition of what "LinkedIn Gold" is and how y...
59: 5 Tips for Improving Your LinkedIn Profile
September 13, 2017 11:38 - 19 minutes - 26.2 MBOn this episode of the Sales Integrity Podcast we discuss 5 tips for improving your LinkedIn profile. There are some basic mistakes sales professionals make when it comes to how they handle their LinkedIn profile and during this episode we will review not only what those mistakes are but more importantly how to avoid those mistakes by making some subtle edits to various sections of your LinkedIn profile. They key is you want to make it easy for the right target audience to find you, connect ...
58: 3 Key Aspects of a Successful Sales Game Plan
August 30, 2017 22:52 - 17 minutes - 23.7 MBOn this episode of the Sales Integrity Podcast we discuss the 3 Key aspects of a successful sales game plan and more importantly address how you can apply them to improve your overall sales game. We all lose at some point. Sometimes we lose to competition. Many times we lose to the status quo, meaning your prospects and clients choose to do nothing after evaluating your solution. It is your duty and obligation to yourself to put yourself in the best position to win at all times. At the end o...
57: Difference between Use Cases and Case Studies
August 16, 2017 22:48 - 14 minutes - 19.6 MBOn this episode of the Sales Integrity Podcast we examine the seemingly subtle difference between "Use Cases" and "Case Studies" and how both tactics can be used within your prospecting and selling efforts. Many sales professionals would like to leverage Case Studies within their selling efforts because helps demonstrate credibility within the selling process. Case Studies make it easier to convince prospects and customers you have "been there; done that" as it relates to the solution you ar...
56: Difference between Canned Messages and Message Templates
August 02, 2017 22:53 - 19 minutes - 26.7 MBOn this episode of the Sales Integrity Podcast we examine the seemingly subtle difference between using Canned Messages versus using Message Templates while prospecting and selling. The differences may seem subtle at first. However, as you will find by listening to this episode the differences are quite vast. Think eating soup out of a can versus ordering steak off of a menu at a nice restaurant. We discuss the differences especially as it relates to using canned messages on LinkedIn. We als...
55: "Ask-the-Coach" Q&A: What is the Best Qualifying Question to Ask a Prospect?
July 26, 2017 09:00 - 12 minutes - 17.8 MBOn today's Sales Integrity Podcast episode we feature our newer "Ask-the-Coach" Q&A format. I have received quite a few questions since unveiling this new format so I will answer another question today. Today's question comes from Dave Casey, CEO of Calvus Cloud (www.calvuscloud.com). Dave asks: "What is the single most important qualifying (not closing) question you can ask a prospective client?" Dave goes on to say "Expected answers are: "Do you have a budget for this?", "Do you feel our s...
54: Fred Diamond Interview - Achieving Sales Excellence
July 12, 2017 09:00 - 1 hour - 84.9 MBFred Diamond is the Co-founder and Executive Director of the Institute for Excellence in Sales (IES). Fred created the IES to recognize corporate and organizational sales and business development operational excellence, and promote best practices and thought leadership. With the growth of the IES, Fred has also been causing waves in the sales world as well. Well-known as a marketing consultant to companies such as Microsoft, Oracle and others, Fred has led the IES to become a leading source ...
53: "Ask-the-Coach" Q&A: Alignable - Do We Really Need Another Social Network?
July 05, 2017 09:00 - 10 minutes - 14.7 MBOn today's Sales Integrity Podcast episode we continue with our new "Ask-the-Coach" Q&A format. I have received quite a few questions since unveiling this new format so I will answer another question today. Today's question comes from Les Ehrsam of www.lesehrsam.com and the North Texas Crime Commission. Les aks: "I have received a request from long time contacts in my network to join 'Alignable: The Small Business Network', which seems to be an alternative to LinkedIn. The site description s...
52: "Ask-the-Coach" Q&A - Does the Use of an Engagement Plan Improve Your Closing Ratio?
June 21, 2017 23:26 - 16 minutes - 23.3 MBOn today's Sales Integrity Podcast episode we continue with our new "Ask-the-Coach" Q&A format. I have received quite a few questions since unveiling this new format last episode so I will answer another question today. Today's question comes from Jimmy Curtin, Vice President of Sales and Marketing at CK Telephone and Data Services. Jimmy asks: "Sean, do you believe that the use of an engagement plan at the beginning of the sales process improves your closing percentage?" If you are wonderin...
51: "Ask-the-Coach" Q&A - Does Social Selling Compete with or Complement Referral Selling?
June 14, 2017 23:33 - 17 minutes - 24.6 MB"A referred customer spends 13.2% more than a non-referred customer." [Source: Journal of Marketing] On today's Sales Integrity Podcast episode we try out a new format - "Ask-the-Coach" Q&A. I receive questions from time-to-time from my listeners and will start answering them on the podcast so all listeners can benefit from the coaching advice. Today's question comes from Brian Childers, President of Comport Consulting Group. Brian asks: "Sean, can you discuss the changing landscape of lever...
50: The 4 Cornerstones of Lead Generation Success
June 07, 2017 09:00 - 12 minutes - 17.4 MB"Only 25% of leads are legitimate and should advance to sales." [Source: Gleanster Research] We have reached a milestone - this is our 50th episode of the Sales Integrity Podcast! On this episode we focus on The 4 Cornerstones of Lead Generation Success and more importantly, how you can apply each one. During this episode we pull together the previous lessons learned throughout our Prospecting On Purpose podcast series into one comprehensive approach to generating more leads. If you want to ...
49: Bryan Flanagan Interview - Grow Get Em!
May 24, 2017 09:00 - 51 minutes - 70.8 MBFrom playing on the same college basketball team at LSU as "Pistol" Pete Marovich, to a successful 14-year sales career at IBM, to working alongside Zig Ziglar for 32 years, Bryan Flanagan has some great stories to share. This is definitely one of the more entertaining interviews conducted on the Sales Integrity Podcast. After 3,628,807 miles, 4,670 engagements, and training over 745,144 professionals, Bryan still believes that, armed with the right skills and attitude, anyone can learn to s...
48: Social Selling Strategy #1 - It All Starts with the Connection
May 17, 2017 09:00 - 22 minutes - 30.4 MBWhat is Social Selling? According to LinkedIn, Social Selling is about leveraging your social network to find the right prospects, build trusted relationships, and ultimately, achieve your sales goals. In terms of measuring Social Selling success LinkedIn conducted some research and found that sales reps with the highest Social Selling Index (SSI) scores create 45% more sales opportunities, are 51% more likely to hit quota, are 3X more likely to go to club, and 78% of social sellers outsell ...
47: Sales & Marketing Integration: Social Selling vs. Lead Nurturing
May 10, 2017 09:00 - 12 minutes - 17.5 MB“Nurtured leads produce, on average, a 20% increase in sales opportunities versus non-nurtured leads." [Source: DemandGen Report] Today we start a new podcast theme - Sales & Marketing Integration. Moving forward we will look at the ins and outs, as well as benefits associated to the sales department and marketing department working together as it relates to Lead Generation. Today’s niche focus will be: Social Selling vs. Lead Nurturing. If Social Selling is really just the sales professiona...
46: Sending Videos within LinkedIn InMails to New Prospects
May 03, 2017 09:30 - 9 minutes - 57 MB Video“Viewers retain 95% of a message when they watch it in a video compared to 10% when reading it in text." [Source: Insivia Reports] We continue with our theme of “Creating Content” as a sales professional. Today we focus on sending videos within LinkedIn InMails to New Prospects. It’s not as easy as it may sound. People who don’t know you typically won’t click a link for fear it could be a virus or something less desirable. Within InMails LinkedIn doesn’t convert a link to a preview of the vi...
Sales Integrity Podcast - Special Announcement
May 03, 2017 09:00 - 5 minutes - 7.42 MBThe Sales Integrity Podcast just completed it’s 3rd month in existence and has received some excellent feedback from our audience of loyal listeners. This quick episode will provide a special announcement for some changes we are making to the podcast moving forward effective May 2017 based on audience suggestions.
45: Creating Content (Part 5) - Creating Videos for Senior Executives
April 26, 2017 09:00 - 14 minutes - 19.6 MB“59% of senior executives prefer video over text." [Source: Brainshark] We continue with our theme of “Creating Content” as a sales professional. Today we focus on how to create videos to send to senior executives within the sales process. Video equals higher viewer attention. We all know senior executives don’t like longwinded emails or conversations. They tend to be brief in their communications because of how much demand is on them and their daily schedule. Given that, Brainshark also fou...
44: Creating Content (Part 4) - Creating Your Own InfoGraphic
April 24, 2017 09:00 - 21 minutes - 29.3 MB"90% of information transmitted to the brain is visual, and visuals are processed 60,000X faster in the brain than text." [Sources: 3M Corporation and Zabisco] We continue with our theme of “Creating Content” as a sales professional. Today we focus on how to create an InfoGraphic. Visual content drives engagement. In fact, according to research conducted by Simply Measured, just one month after the introduction of Facebook timeline for brands, visual content — photos and videos — saw a 65% i...
43: Creating Content (Part 3) - Sharing Content on LinkedIn
April 21, 2017 09:00 - 19 minutes - 27.1 MB"The top salespeople use LinkedIn at least 6 hours per week." [Source: The Sales Management Association] We continue with our new theme of “Creating Content” as a sales professional. Today we focus on how to create and share content on LinkedIn. We have discussed previously how buyers feel more positive about a brand after consuming content from it. Well the same thing is true for sales professionals - the more timely, relevant content you share that adds value to the buyer’s evaluation jour...
42: Creating Content (Part 2) - Leveraging The Pain & Pleasure Principle
April 19, 2017 09:00 - 10 minutes - 14.5 MB“70% of people make purchasing decisions to solve problems. 30% make decisions to gain something.” [Source: Impact Communications] We continue with our new theme of “Creating Content” as a sales professional. Today we focus on the Pain & Pleasure Principle and how you can put it to work for you to improve the way you influence and persuade. We discuss how to leverage the Pain & Pleasure Principle as you create content knowing you will want to map that content directly to the more pressing c...
41: Creating Content (Part 1) - The Case Study
April 17, 2017 09:00 - 19 minutes - 26.8 MB“95% of buyers chose a solution provider that provided them with ample content to help navigate through each stage of the buying process.” [Source: DemandGen Report] We shift our attention to a new theme we will focus on moving forward on the Sales Integrity Podcast, which is “Creating Content”. Given that all of the research points to buyers needing to consume multiple pieces of content from a vendor before buying from them, we will focus on creating one piece per episode moving forward. T...
40: Sales Prospecting by the Numbers (Part 8) - Referral Selling Uncovered
April 14, 2017 09:00 - 17 minutes - 24.1 MB“73% of executives prefer to work with sales professionals referred by someone they know.” [Source: Sales Benchmark Index] On today’s “Sales Prospecting by the Numbers” discussion we focus on “Referral Selling Uncovered” as our primary topic. We unpack this statistic a bit and provide 3 specific tips on how to improve your overall approach as it relates to success with referral selling. In a previous episode we discussed how only 11% of salespeople are actually asking for referrals. Today we...
39: Sales Prospecting by the Numbers (Part 7) - The Unfair Advantage of Being First
April 12, 2017 09:00 - 16 minutes - 22.7 MB"The first viable vendor to reach a decision maker & set the buying vision has an average close ratio of 74%” [Source: Forrester] On today’s “Sales Prospecting by the Numbers” discussion we focus on “The Unfair Advantage of Being First” as our primary topic. We unpack this statistic a bit and provide 3 specific tips on how to put yourself in the best position to be the first sales professional to reach your target market prospects before they reach out to other sales professionals. If you ar...
38: Sales Prospecting by the Numbers (Part 6) - The Power of Video
April 10, 2017 09:00 - 15 minutes - 20.7 MB“The average user spends 88% more time on a website with video.” [Source: Mist Media] On today’s “Sales Prospecting by the Numbers” discussion we focus on “The Power of Visuals and Using Video” as our primary topic. We unpack this statistic a bit and provide 3 specific tips on how to use video extensively in your prospecting and selling activities. Additionally, we recommend 3 specific technology tools you can use to quickly create video content and make it available for prospects to connect...
37: Sales Prospecting by the Numbers (Part 5) - Nurturing Your Prospects
April 07, 2017 09:00 - 14 minutes - 19.4 MB“82% of buyers viewed at least 5 pieces of content from the winning vendor.” [Source: Forrester] On today’s “Sales Prospecting by the Numbers” discussion we focus on “Nurturing Your Prospects” as our primary topic. We unpack this statistic a bit and provide 3 specific tips on how to become systematic in the way your prospect. Additionally, we discuss the various methods of how people learn and how you should structure the unique content that you create to include in your nurture marketing pr...
36: Rob Rash Interview: Launch Your Sales!
April 05, 2017 09:00 - 55 minutes - 75.8 MBRob Rash is the President & CEO of Olympia Consulting, a sales management consulting services provider. Rob has previously built a very successful consulting business which employed over 100 consultants. He ran that business as President/CEO and eventually sold the enterprise to a publicly traded competitor. His background includes deep expertise in executive leadership, sales and marketing leadership and technology consulting. Rob also spent eight years in sales leadership at KPMG Consultin...
35: Sales Prospecting by the Numbers (Part 4) - Social Selling
April 03, 2017 09:00 - 17 minutes - 24.3 MB“73% of salespeople using social selling as part of their sales process outperform their sales peers and exceeded quota 23% more often.” [Source: Aberdeen] On today’s “Sales Prospecting by the Numbers” discussion we focus on Social Selling as our primary topic. We unpack this statistic a bit and provide 3 specific tips on how to best approach the topic of social selling and weave it into your lead generation strategy. Additionally, we discuss the Four Cornerstones of Prospecting and how Soci...
34: Sales Prospecting by the Numbers (Part 3) - Referrals
March 31, 2017 09:00 - 15 minutes - 21.2 MB"91% of customers say they’d give referrals. Only 11% of salespeople ask for referrals.” [Source: Dale Carnegie] On today’s “Sales Prospecting by the Numbers” discussion we focus on referral selling as our primary topic. We unpack this statistic a bit and provide 3 specific tips on how to ask for and consistently generate a steady flow of customer referrals. Additionally, we walk through a process to make it easy for your customers to give you referrals. If you are part of the 89% of salespe...
33: Josh Silverstone Interview: What the Game of Poker and Selling Have in Common
March 29, 2017 09:00 - 39 minutes - 54.5 MBJosh Silverstone is the CEO & Pokerpreneur® at Aces Raise, where he trains businesses and salespeople on Poker game theory to help them understand the commonalities between Poker strategy and Sales strategy. As Josh states "“Pokerpreneurship is a way of thinking to evaluate opportunities, assess risks, and make calculated decisions. Sometimes we make the right choice and lose; stay focused on the process, continue to play your A-game, and you’ll be a winner.” Josh joins the show to talk abou...
32: Prospecting by the Numbers (Part 2)
March 27, 2017 15:35 - 13 minutes - 18.6 MB78% of decision makers polled have taken an appointment or attended an event that came from an email or cold call [Source: DiscoverOrg]. If that is the case then why is there all of this chatter about "Is Cold Calling Dead?" or "Cold Calling vs. Social Selling". Based on this statistic, it should be "Cold Calling AND Social Selling", along with a few other strategies to incorporate a well-balanced approach with a mix of prospecting strategies that all work together in unison to generate more...
31: Sales Prospecting by the Numbers (Part 1)
March 24, 2017 09:00 - 14 minutes - 20.5 MBPreviously we introduced our Prospecting On Purpose podcast series discussion and reviewed some key research from Hubspot. We discuss why 50% of sales prospecting time is unproductive and review some more mind blowing sales statistics of what average reps are struggling with as it relates to prospecting. We will then look at what to do about the statistics in terms of putting a plan in place to prospect on purpose so you can achieve your sales and income goals. If you are the type of person ...
30: Ascending Up The Credibility Ladder (Prospecting on Purpose Series)
March 20, 2017 09:00 - 21 minutes - 29.6 MBAs we continue to focus on our Prospecting On Purpose podcast series topic, today we introduce the "Credibility Ladder". We discuss how you can leverage it as a sales professional to ultimately generate more leads. We will discuss the four steps on the Credibility Ladder in detail to help you begin thinking about where you are currently positioned on that ladder. This episode will help kickstart your process to putting together a plan to ascend up the Credibility Ladder. If you are serious a...
29: Prospecting On Purpose Series - Establishing Credibility
March 17, 2017 10:00 - 21 minutes - 30.2 MBProspecting on Purpose includes three parts - 1) Establishing Credibility; 2) Systemizing Sales Campaigns; and 3) Generating More Leads. Today we discuss what it means to Establish Credibility specifically as it relates to conducting research as part of the prospecting process. We discuss the concept of CIGs to put you in a position to understand your target audience's unique Challenges, Issues and Goals. We discuss how you can map your products, services and solutions to your prospective cu...
28: Stu Schlackman Interview: Four People You Should Know
March 15, 2017 10:00 - 43 minutes - 60.3 MBStu Schlackman is a relationship selling expert, a popular speaker, President of the Dallas Chapter of the National Speakers Association (NSA), and author of the book “Four People You Should Know: How to Connect for Exceptional Sales, Customer Service and Unified Teams”. Stu joined the show to discuss the ins and outs of the four people you should know, which are really four personality types of your buyers. Stu dissects how each of the personality types make decisions and commit, which is v...
27: Prospecting on Purpose Series Intro
March 13, 2017 10:00 - 25 minutes - 35.2 MB50% of sales time is wasted on unproductive prospecting according to The B2B Lead. Recently, Hubspot conducted research into sales prospecting and discovered these two shocking facts: 1) 44% of salespeople give up after one follow-up; and 2) 80% of sales require five follow-ups. This means that 44% of salespeople have an 80% probability they won't close the sale. It's quite obvious that sales prospecting is the #1 challenge for B2B tech sales professionals and organizations. Given that, we w...
26: The Power of Positive Affirmations - Focus, Desire and Intentions
March 10, 2017 11:00 - 18 minutes - 25.7 MBPreviously we discussed why you want to establish a powerful morning routine (episode #21) and why you always want to make it a great day (episode #24). In continuing with the “positive mental attitude” theme on today’s episode we will discuss the power of positive affirmations and how the concept of “mindfulness” can help position you for sales success on a daily basis. We will hone in on the concepts of “focus”, “desire” and “intentions” and specifically walk through some sample positive a...
25: Dean Lindsay Interview: All Progress is Change; But Not All Change is Progress
March 08, 2017 11:00 - 44 minutes - 60.8 MBDean Lindsay is a popular author, speaker, coach and Chief Marketing Officer at Synclab Media. Dean is author of the book “The Progress Challenge: Working and Winning in a World of Change” and the book “Cracking the Networking CODE: Four Steps to Priceless Business Relationships”. Dean is also the host of the new “Dean’s List” web tv show on Youtube, which provides a blend of humor, common sense and fresh ideas all wrapped up into one fun approach to provoking positive thoughts and inspiring...
24: Why You Always Want to MAKE It a GREAT Day
March 06, 2017 11:00 - 13 minutes - 18.2 MBOccasionally I get some who stops me and asks why I always say "Make it a Great Day" instead of "Have a Nice Day" or "Have a Good Day". I even had a client end a call with me yesterday by saying "Make it a Great Day" and then he proceeded to ask me if he owed me a royalty for using that phrase. That is EXACTLY what I like to hear. Not that I am owed a royalty. Rather, that my personal brand exudes optimism and having fun. That is the way it should be, both in your professional life and in yo...
23: The 3 Primary Business Outcomes Your Customers Seek from You
March 03, 2017 11:00 - 14 minutes - 20.1 MBIf you are selling your products, services and solutions without mapping them to the 3 primary business outcomes your customers are really seeking through them then you are doing both yourself and your customers a big disservice. Listen to today’s episode of the Sales Integrity Podcast to learn about these 3 primary business outcomes and how you can improve your prospecting conversations by weaving them into your discussions. We will discuss various tech industry niches and take a closer loo...
22: Debbie Mrazek and The Field Guide to Sales
March 01, 2017 11:00 - 39 minutes - 53.6 MBDebbie Mrazek stops by the show to share some sales wisdom with our audience. Debbie is the author of the book "The Field Guide to Sales" and President of The Sales Company, a firm that is helping hundreds of entrepreneurs, individuals and large corporations better assess, understand and engage in practical, purposeful selling. Debbie shares why “time is lost in minutes, not in hours” as it relates to improving productivity. She also talks about what it takes to be successful with Social Sel...
21: Establish a Powerful Morning Routine
February 27, 2017 11:00 - 16 minutes - 22.4 MBIt is well known that the most successful people in the world, including the top sales professionals, are early risers and have established a very powerful morning routine to get themselves off to a great start to each day. Establishing a powerful morning routine is the focus of today’s podcast as Sean walks you through his morning routine to provide a framework to help you establish your own. If you already are an early riser this will provide you a framework to provide more of a structured...
SPECIAL ANNOUNCEMENT: Lessons Learned & Improvements for the Sales Integrity Podcast
February 27, 2017 10:00 - 13 minutes - 18.7 MBThis is a special announcement from Sean Piket, host of the Sales Integrity Podcast, about feedback he has received from the podcast audience, lessons learned after 20 episodes and one month of podcasting, and improvements that will be made to the Sales Integrity Podcast.
20: Put the “Power of 3” to Work for You as a Sales Professional
February 24, 2017 11:00 - 12 minutes - 17.1 MBToday we will talk about the “Power of 3” and how you can put that concept to work for you as it relates to sales messaging. More specifically, we will discuss the psychological advantage the "Power of 3" provides to improve your communication with prospects, customers, partners and anyone (even in your personal life) who you are trying to positively influence and persuade. We will peel back the onion a few layers to discuss where the “Power of 3” originated from and why we are pre-condition...
19: What Napoleon Hill Can Teach Us About Handling Adversity
February 23, 2017 11:00 - 14 minutes - 19.6 MBToday we throw it back to an American self-help author inspired by the New Thought movement, Napoleon Hill. Hill is best known for his book "Think and Grow Rich”, which has sold over 20 million copies and is among the top 10 best selling self-help books of all time. Instead of doing a book review to learn valuable lessons from Hill’s iconic book, we will actually look at the man himself. We will walk through his epic life journey of ups and downs and learn the most valuable lesson of all fro...