Sales POP! Podcasts
1,286 episodes - English - Latest episode: 7 days ago - ★★★★★ - 43 ratingsInterviews, panel discussions and content from the world's leading Sales, Marketing, Leadership and Motivation Thought Leaders!
Brought to you by Sales POP! and Pipeliner CRM - all hosted by John Golden.
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Episodes
Sales Playbooks
April 23, 2019 15:01 - 23 minutes - 33.5 MBDaly introduces the idea of “high payoff activities,” or HPA. Each individual has 168 hours per week. However, some people are using their 168 hours better than others. It is estimated that a salesperson spends more than 50% of her or his time on these non-essential tasks. To fully take advantage of all 168 hours, delegate these activities to an assistant, and focus your time on what will generate income. “If you follow this discipline, you will generate more revenue,” said Daly.
How to Work with a Different Generation
April 23, 2019 14:52 - 20 minutes - 19 MBIntergenerational similarities and differences are more highlighted now than ever, especially in sales. In many workplaces, there is a diverse group of individuals that need to find a way to work together, despite diversity issues like generation and generational stereotypes, gender, race, etc. When going back to basics, all humans want to be treated well. Treat people the way that they want to be treated, and base everything on data and facts, not assumptions and opinions. Brian Carter talk...
Signs You Might Be An Entrepreneur
April 23, 2019 14:43 - 8 minutes - 12.9 MBHave you ever thought about transitioning into being an entrepreneur? More people are looking towards entrepreneurial endeavors as they realize that they want to take more charge over their own life. The days of having a 30-year career with a company are mostly gone. People are less likely to partner with larger companies because it could result in a lay off while living in a high-cost area. Instead, becoming an entrepreneur gives freedom and the chance to take control of your career. Listen...
Mindful Power In Sales
April 22, 2019 22:30 - 22 minutes - 30.8 MBYou need to know about Mindful Power. As a salesperson, do you ever get stressed? Maybe a little bit nervous, or afraid? The sales world is one of high pressure, where stressful situations present themselves almost constantly. If you let this stress take over, you won’t get the results that you want, almost creating a self-fulfilling prophecy. This is what makes knowing and implementing mindful power so crucial. In this expert sales interview, John Golden interviews Dr. TC North on his conce...
Change Management in Sales
April 22, 2019 22:25 - 20 minutes - 28.1 MBChange management is the concept of change, and how to keep abreast of these changes. Many times, salespeople are slow to change their methods or don’t realize the necessity of adapting to the newness of the sales world. This can have a detrimental impact on success. Alan O’Neill, interviewed by John Golden, explores change management.
Sales Recruiting Challenges
April 22, 2019 16:01 - 17 minutes - 24.6 MBSales recruiting is difficult. Attracting, hiring, and onboarding good salespeople can be a challenge that is challenging to overcome. The turnover rate for salespeople is much higher than other jobs in the business industry. But, that doesn’t necessarily have to be the case. Brendan Barrett, interviewed by John Golden, explores sales recruiting, and how to onboard great people.
Sales Enablement Strategies
April 22, 2019 15:57 - 18 minutes - 25.5 MBSales enablement can be a broad topic, and a lot of people have different definitions of what sales enablement really means. Tamara Schenk, interviewed by John Golden, created a definition based on her real-life experience, as well as research, and working with clients. “We define it is a collaborative, strategic discipline that is designed to increase sales results by providing consistent and effective enablement services for salespeople and their managers. Its purpose is to add value to ev...
Customer Experience
April 17, 2019 18:58 - 19 minutes - 26.3 MBEvolving customer experience is a competitive advantage. It’s tough for companies to really stand out or differentiate themselves with prospects and customers without a positive customer experience. Chris Brogan, interviewed by John Golden, explore the customer experience.
Rolling With The Sales Punches
April 17, 2019 17:55 - 17 minutes - 16.3 MBSelling is a contact sport. If you can’t roll with the sales punches, you get knocked out. You need to get back up, and close.” This quote off of Catherine Brinkman’s LinkedIn is a metaphor discussed throughout this video interview, hosted by John Golden. In sales, if you knocked down over and over again, it becomes harder to get back up. It is even harder to get back into it, becoming exposed to another flurry of potential punches. Salespeople can often get stuck in this rut, making it diff...
Revenue Risk
April 17, 2019 17:49 - 18 minutes - 17.3 MBRevenue is like any other kind of natural resource. Every salesperson is out there looking for it, and there is only a limited amount of revenue potential. With risk comes uncertainty. Are we going to make our number? Risk, which is the quantification of uncertainty, comes with the uncertainty. John Golden interviews sales professional Andy Rudin on how to manage revenue risk.
Change in Sales
April 16, 2019 18:20 - 21 minutes - 20.1 MBSales expert interview, hosted by John Golden, hear how metaphor applies to sales. Get these sales tips: How to be mentally present as a salesperson How to keep your clients mentally present Changing habits to improve sales Tips for reacting to rejections
How To Become A Happionaire
April 16, 2019 18:12 - 18 minutes - 17.4 MBJohn Golden interviews Yogest Chabria on his philosophy, the happionaire way. The happionaire way is an idea that being happy is important for business, personal life, health, overall relationships, and especially sales. “If you are happy doing what you do, you will do it will,” said Chabria. “And you will even succeed at it.” The idea is to create a holistic approach so that salespeople are not only fulfilled in their work life, but also fulfilled with life as a whole.
Digital Selling
April 16, 2019 18:07 - 24 minutes - 23 MBAs things shift to more digital platforms, so too has the sales world. Salespeople are exploring traditional selling versus digital selling, and how to adapt to a more technological world. Digital sales expert Mario Martinez talks traditional versus digital selling in this video interview, hosted by John Golden.
The Mentalist Talks Persuasion
April 16, 2019 18:02‘Mentalist,’ according to Gilian Gork, is a marketing term. A mentalist is anyone who does something for the mind. It involves a lot of psychology, reading and influencing people, and nonverbal communication. There is no course or a formal degree to be qualified as a mentalist, and the skills a mentalist uses can vary between person. Gork considers himself “The Mentalist,” and has a passion for reading and influencing people. John Golden explores more in this video interview on impacting peo...
The Mentalist Talks Persuasion
April 16, 2019 18:02‘Mentalist,’ according to Gilian Gork, is a marketing term. A mentalist is anyone who does something for the mind. It involves a lot of psychology, reading and influencing people, and nonverbal communication. There is no course or a formal degree to be qualified as a mentalist, and the skills a mentalist uses can vary between person. Gork considers himself “The Mentalist,” and has a passion for reading and influencing people. John Golden explores more in this video interview on impacting peo...
How To Pitch To Win at Sales
April 16, 2019 17:55 - 23 minutes - 21.9 MBOften, a company buys from a salesperson because that salesperson had a great pitch. It is not always because the product is better than others on the market. “You could have a great offering, but if you don’t know how to sell it and pitch it, it doesn’t matter what your offering is,” says Justin Cohen, who tells us how to pitch to win in this video interview, hosted by John Golden.
Sales – New Normal
April 16, 2019 17:44 - 20 minutes - 19.2 MBIn every industry, there is a constant ‘new normal.’ The new normal is change. As we get used to something, so it changes again. This creates a dynamic where we are never really comfortable with how things work. Ryan Hogarth talks about how to get ahead of the constant change in this interview with John Golden.
The Telephone Assassin
April 16, 2019 17:38 - 19 minutes - 18.3 MBCold calling has mostly gone by the wayside in the sales world, largely due to advancing technologies and new ways of doing things. However, Anthony Stears, “The Telephone Assassin,” says that you can still get results by calling people on the telephone. Get to know “The Sales Assassin,” Anthony Stears in this video interview, hosted by John Golden.
Customer Integration
April 16, 2019 00:04 - 23 minutes - 21.7 MBCustomer integration at the most basic level is about having a company that can truly help the customer in every way. The salesperson becomes a valuable resource to the customers, the customer knows where to go, and who to talk to in order to get the job done. Mike Bosworth has a lot to say in this interview on customer integration, hosted by John Golden.
Shared Sales & Market Processes
April 15, 2019 23:58 - 18 minutes - 17.5 MBThe sales process has been around for many years, but the addition of the marketing process has changed the way that things are done. With two different processes, companies can integrate the two, changing the process as a whole, and how the final result is ultimately achieved. If the marketing process and sales process are not connected and cohesive, it can create detrimental inefficiencies. Hugh Macfarlane discusses this more in detail in this video interview, hosted by John Golden
Building Trust in Sales
April 15, 2019 23:53 - 19 minutes - 18.2 MBThe stereotype of the shady car salesman doesn’t fit the majority of salespeople. Most salesmen and women are honest people who are professional and decent, the stereotype isn’t withstanding. However, just because the seller is honest, does not mean that they have built trust with their client. Being honest and building trust are key ways to create relationships with customers and keep them coming back to you again and again. John Golden interviews Adrian Davis on this crucial topic.
Effective Sales Training
April 15, 2019 23:48 - 18 minutes - 17.8 MBGetting sales training to stick and become the daily work practice of the salespeople can be difficult. Many pieces of training are based on theoretical situations, or encourage exploration of ideologies, but do not get down to: How do you actually do it? What is the piece that the salesperson takes away that actually makes a difference? These questions are answered and more in this video interview with Tom Haller by John Golden.
Social Selling
April 15, 2019 23:41 - 20 minutes - 19 MBAs media platforms change and evolve, some salespeople are struggling to keep up with the social media trends, and are missing out on key sales, or failing to market themselves in a way that keeps up with consumer preferences. To learn more about how to keep up with media trends, watch this video interview with Grant Leboff, hosted by John Golden.
Sales, Zombies and Revenue Risk, Oh My!
April 15, 2019 23:35 - 55 minutes - 51 MBThe words uncertainty and risk can sound daunting. But, there is a way to demystify this scary topic and help people understand that uncertainty can be understood and approached. Risk management can give organizations a critical advantage over companies that ignore it, and avoid getting blindsided by situations that could be have been anticipated, managed, or mitigated. There are dozens of emerging tools and techniques for sales organizations to better understand uncertainty and risk, and us...
Unlocking Explosive Growth with Sales
April 14, 2019 23:32 - 35 minutes - 33.2 MBThink about your earnings from last year. Wouldn’t it be nice if you had earned 10 times that? It’s possible to unlock explosive sales growth, break through barriers of expansion, and multiply your revenue. Learn to do this with the three M’s of 10x growth: mindset, mechanics, and magic. Tom Searcy and John Golden discuss how to unlock explosive sales growth in this sales expert webinar.
Sales Manager Survival Guide
April 14, 2019 23:27 - 35 minutes - 33 MBHost John Golden sits down with David Brock to discuss his book "Sales Manager Survival Guide". David gives us insight into what it takes to become a successful sales leader.
The Science of Selling
April 14, 2019 23:21 - 37 minutes - 34.6 MBHost John Golden sits down with David Hoffeld to discuss his book "The Science of Selling". David offers some really important insights around buying psychology and how sellers can adapt to how buyers like to buy.
Resilience in Sales
April 11, 2019 18:43 - 19 minutes - 18.3 MBThere is often very little training for salespeople on handling rejections. If a salesperson isn’t able to handle how a “no” impacts them, it could impact their next call, their next activity, and can even compound into altering how they perceive their abilities. Being resilient, and knowing what to do in the face of that self-doubt is key in the sales industry. John Golden discusses this idea with Michael Licenblat.
Rehumanizing Sales
April 11, 2019 18:31 - 21 minutes - 20.1 MBIn the wake of artificial intelligence (AI) and technological advances, the sales field has become more digital and less personable. However, there are things that AI will never be able to recreate. Levitin uses the analogy of a sous chef assisting the head chef. A sous chef helps the head chef prep all of the ingredients and get things ready so that the head chef can put her love and personality into each dish. AI is like the sous chef for a salesperson. Technology helps the salesperson gat...
Employee Advocacy
April 11, 2019 18:26 - 20 minutes - 19.3 MBThe people who know most about an organization, the employees, play a considerable part in advocating, or not advocating, for their company. They have the opportunity to make massive changes with the things they say and share with others. Samantha Stone, interviewed by John Golden, explores employee advocacy trends.
Amazement in Sales
April 10, 2019 20:41 - 24 minutes - 23.3 MBWant to learn how to be amazing at customer service? It’s actually not that difficult. Wouldn’t it be nice if everyone regarded you as being amazing in sales? Or a wonderful leader? What if you could transform yourself into a person who was always amazing – in almost every area of life? “Always be amazing.” That is the motto of Shep Hyken, who tells us why it’s crucial to be amazing when working in the sales world. John Golden interviews Shep Hyken to discuss the difficulties surrounding bei...
Sales and Marketing Convergence
April 10, 2019 20:15 - 21 minutes - 20.7 MBIn the last decade, we have entered into a new era of selling. This has affected all areas of sales, including the sales team, the marketing team, sales management, technology and software systems, and most importantly, it has changed the way buyers buy. In order to keep up with these changes, David Meerman Scott, interviewed by John Golden, explores sales and marketing convergence.
Why Sales Managers and CRM Systems Need to Change
April 10, 2019 20:09 - 3 minutes - 4.01 MBAlthough sales and marketing alignment has been discussed for many years, it hasn't really reached the level at which it needs to be in today's lightning pace of commerce. Traditionally Marketing's job has been to generate sales leads, which are then thrown over to Sales, whose job it then became to close them.
Sales and Marketing Alignment
April 10, 2019 19:55 - 19 minutes - 18.8 MBSales and marketing alignment is a much talked about problem, yet remains persistent in the sales world. This is at a detriment to many companies and organizations. As Matt Heinz, interviewed by John Golden, points out, there are tremendous benefits to unifying the sales and marketing teams.
The Truth About Leads
April 10, 2019 19:51 - 19 minutes - 18.4 MBVery surprisingly, in 2017 we’re still having a conversation about Sales and Marketing Alignment. Sales is still complaining about lead quality, and many marketers are looking for a one-step lead solution. Often Marketing considers that it is responsible for causing interest in prospects, and Sales is responsible for revenue. Sales and Marketing need to be focused on a common goal–and in the end it all comes back to leads. Host John Golden interviews Dan McDade on the truth about leads.
The Key to Sales and Marketing Alignment
April 10, 2019 19:47 - 17 minutes - 16.4 MBIt has long been a struggle for companies to get their sales and marketing teams to align. Throughout the last decade, there have been numerous changes in the sales world, and sales and marketing departments have not been unaffected. However, with these changes have come some complications. It has become challenging to integrate sales and marketing, and the standard method of trying to encourage integration has not necessarily been successful. Instead, Mike Bosworth, interviewed by John Gold...
Customer Strategy
April 05, 2019 21:44 - 25 minutes - 23.6 MBHaving 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.
Sales Presentation Secrets
April 05, 2019 21:37 - 22 minutes - 21.5 MBAn 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, help the audience understand “WIIFM”, and explain what you expect from the audience.
Magic Words in Sales
April 05, 2019 20:53 - 17 minutes - 16.5 MBWhen 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 book "Exactly What to Say". Phil explains how much of a difference magic words in sales can make w...
Urgency Based Selling
April 05, 2019 20:47 - 19 minutes - 18.7 MBYou 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 sense of urgency tapped into. Host John Golden sits down with Andy Gole to discuss Urgency Based ...
Strategic Sales Planning
April 05, 2019 20:43 - 18 minutes - 17.2 MBOne 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 when planning their sales strategy.
The 4 Building Blocks of a Selling Organization
April 04, 2019 16:18 - 23 minutes - 22.1 MBMost 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 selling organization.
How To Select Software
April 04, 2019 16:13 - 20 minutes - 19.2 MBFor 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.
Whale Hunting for the Big Customers and Big Deals
April 03, 2019 21:12 - 22 minutes - 21.2 MBWhen 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 big accounts requires a collective effort from your team to provide the resources needed for th...
Social Selling
April 03, 2019 21:07 - 19 minutes - 18.4 MBSocial 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 a digital age.
The Sales Conversation
April 03, 2019 15:45 - 29 minutes - 27.7 MBHost 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 research into the profound reaches of the various aspects of the sales conversation.
Sales Coaching
April 03, 2019 15:37 - 19 minutes - 18.2 MBIn 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 encouragement from the sales managers. Listen in as host John Golden sits down with Matt Darby, fo...
Door Opening in Sales
April 03, 2019 15:31 - 19 minutes - 18.1 MBDo 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 down with host John Golden to teach you some practical steps to open doors in sales.
Successful Business Culture
April 03, 2019 15:22 - 25 minutes - 23.5 MBJohn 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 insights on how to create a successful business culture.
Sales Management Webinar
April 02, 2019 15:52 - 45 minutes - 41.5 MBAgo Cluytens, Sales Trainer, Coach & Consultant For Tech, Financial & Professional Services of RAIN Group, dives deep into the subject of sales management best practices.