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.
Homepage Apple Podcasts Google Podcasts Overcast Castro Pocket Casts RSS feed
Episodes
Executive Expert Advice for Employee Engagement
April 02, 2019 15:48 - 21 minutes - 20.5 MBSales executive expert Meridith Powell talks with John Golden about her new book "Owners Redefining Responsibility". She explains some of the background about why this book was necessary and what the genesis of it. Her biggest reason, CEO's want to know how to build a culture that gets employees wanting to get engaged and take ownership of organizations. Then employees were saying what do I need to do to make sure I can hold on to my job and not lose my career.
Fundamentals for Effective Sales
April 02, 2019 15:36 - 22 minutes - 20.8 MBHost John Golden sits down with Andy Paul to discuss how to cuts through the noise of excessive mediocre sales tips in order to get to the effective sales advice that will make a difference for your sales in 2018. The first piece of advice that Andy provides is this: if it seems “hypey” just turn around and walk away. There are people, however, that will give you good, solid sales self-development advice, that is well thought-out, based on experience, and on which you can rely. Listen in to ...
Turning Cold Calling into Smart Calling
April 01, 2019 21:27 - 17 minutes - 16.8 MBArt Sobczak is the author of the book Smart Calling: How to Eliminate Fear and Rejection from Cold Calling. Let's face it, when most of us hear the phrase "cold calling" they normally do associate it with fear and rejection, and generally a horrible experience. But there is a way to calm and confident cold calling, as Art shows us in this telling interview.
Using Content To Influence
April 01, 2019 21:19 - 21 minutes - 20.7 MBContent marketing has hit the ground running in recent years, with more salespeople and sales organizations producing digital content and written media. It has the potential to be a very successful marketing strategy if done correctly. John Hall, interviewed by John Golden, discusses the influence of content marketing, how to break through the noise, creating IDEA content, and explains why distribution is so crucial.
Real Factors in Achieving Your Sales Quota
April 01, 2019 21:13 - 24 minutes - 22.7 MBAs a salesperson, you're in one of three places at the end of the year for your sales quota: You're desperately trying to make quota. You've made sales quota and you're happy and relaxing. Or you're nowhere near quota... unless the largest bluebird ever falls out of the sky. Why is it that this last category is the biggest and doesn't seem to improve? Host John Golden sits down with founder of No More Cold Calling Joanne Black to discuss the real factors that matter when it comes to ac...
Importance of Sales Process
March 29, 2019 19:39 - 18 minutes - 17.3 MBWhy is a sales process important? Host John Golden sits down with Lisa Magnuson to tackle the topic of how a sales process is one of the most important subjects in sales. Unfortunately most companies only pay it lip service or something that's done once and remains the same instead of being dynamic. Yet the one important statistic about a sales process is that it actually improves sales results. If you build a sales process based on best practices and use it, sales will almost certainly impr...
Online Sales Training
March 29, 2019 19:34 - 18 minutes - 17.2 MBThere are many who argue that online sales training isn't worth the time or effort. However renowned sales thought leader, author and veteran sales trainer Dr. Richard Ruff begs to differ and has become one of online sales training's leading proponents. Host John Golden sits down with Richard to discuss the advantage of utilizing online sales training to maximize sales efficiency.
Sales Kick Offs
March 29, 2019 19:24 - 19 minutes - 18.3 MBThe annual sales kickoff is a great opportunity to network and meet new colleagues, learn new things about the sales industry, and maybe even relax a little bit. But, often times, this long weekend is packed with so much information, that many salespeople leave without solidifying that knowledge. And, even if they do take away concrete points, the implementation often falls quickly to the wayside. Julie Hansen, interviewed by John Golden, explores sales kickoff meetings and how to make the m...
Growth Marketing
March 29, 2019 19:14 - 19 minutes - 18.3 MBGrowth marketing is a new way of structuring the marketing team and holding them accountable to increase revenue and company growth. The idea involves the alignment of sales and marketing, as well as coaching and strategizing for higher management. Sujan Patel, interviewed by John Golden, explains growth marketing, how to examine the current playing field, and how to differentiate your company from others.
FAST Principles
March 28, 2019 21:33 - 23 minutes - 21.6 MBHost John Golden sits down with Gordon Tredgold, author of FAST: 4 Principles Every Business Needs to Achieve Success and Drive Results, to understand why he chose 4 basic principles in his book. In the interview he goes over each in detail to help you achieve success through: Focus, Accountability, Simplicity, and Transparency.
The Perfect Close
March 28, 2019 21:26 - 21 minutes - 20.7 MBWhat makes a perfect close? According to James Muir, author of the bestselling book The Perfect Close, salespeople have learned many manipulative-style closes over the years. The net effect is that prospects, not feeling comfortable with them, don't do anything at all--in fact, 60 to 90 percent of sales cycles end in no close. Listen in as host John Golden sits down with James Muir to give you tips on how to make the perfect close.
Sales Management Advice for 2018
March 28, 2019 21:22 - 19 minutes - 18.5 MBGreat sales managers are hard to come by. Sales managers have a very important job in the sales world. They manage a team of sales reps. They serve as a coach and a trainer. They monitor data and statistics, and a variety of other things. It can be challenging to know which aspect of sales management to focus on when trying to improve from an okay sales manager to a great sales manager. Kevin Davis, author of the Sales Manager’s Guide to Greatness, has some concrete actions that you can take...
Economic Outlook for 2018
March 28, 2019 21:12 - 16 minutes - 15.4 MBThe economic outlook is an important thing to consider, especially at the end of a year. As we enter the New Year, economist Dr. Thomas Potiowsky reviews what’s ahead. This is important for salespeople so that they can orient themselves and prepare for their upcoming year. It’s helpful to know what is going on in the sales market, as well as the business world as a whole. John Golden interviews Potiowsky on these topics.
Cold Email Prospecting
March 28, 2019 00:29 - 18 minutes - 17.2 MBCold email prospecting has taken off in the last few years and has changed the sales world. It opens up so many new opportunities, and a new way to get in touch with people and open new accounts. The technology surrounding cold emailing has also improved, making it easier than ever to utilize this sales tactic. Interviewed by John Golden, Arvell Craig explores cold email prospecting.
Sales and Marketing Alignment
March 28, 2019 00:23 - 16 minutes - 15.5 MBSales and marketing alignment is a challenge that has come about in recent years. Especially as the sales industry has undergone a technological revolution, it is even more critical than ever to unify the sales and marketing teams. Maribeth Kuzmeski, interviewed by John Golden, discusses some changes that marketing people can make to help unite these formerly separate entities.
Secrets for Negotiation
March 27, 2019 18:44 - 16 minutes - 15.4 MBSales negotiation is a large part of being a successful salesperson, and yet 90% of sales executives have never had any formal negotiation training. Tony Perzow, interviewed by John Golden, gives concrete advice on to best utilize potent sales negotiation skills.
Sales Process
March 27, 2019 16:44 - 20 minutes - 19 MBThe sales process gets talked about a lot, but people in the organization often don’t fully understand it and struggle with the concept. Using a sales process can be so beneficial for a company, and lead to great success for salespeople. Understanding how to evolve and adequately use a sales process can be instrumental in fostering that success. Jeff Galas, interviewed by John Golden, discusses sales processes.
Sales Process
March 27, 2019 16:44 - 20 minutes - 19 MBThe sales process gets talked about a lot, but people in the organization often don’t fully understand it and struggle with the concept. Using a sales process can be so beneficial for a company, and lead to great success for salespeople. Understanding how to evolve and adequately use a sales process can be instrumental in fostering that success. Jeff Galas, interviewed by John Golden, discusses sales processes.
The Pitch Whisperer
March 27, 2019 16:39 - 16 minutes - 15.5 MBMost people associate “sales pitch” with a pushy salesperson trying to manipulate you into buying something. In reality, this isn’t a very accurate description, but the fact remains that a pushy message isn’t often well received. Instead of pushing your message onto potential buyers, John Livesay, interviewed by John Golden, explores ways to pitch, not push.
Account Based Sales Strategy
March 25, 2019 20:24 - 17 minutes - 16.2 MBAccount based revenue strategy (ABR) has been a buzzword in the sales world, yet few people understand it or use it properly. Trish Bertuzzi, interviewed by John Golden, explores the ways that using ABR can help, or hurt, your organization.
The Salesperson's Secret Code
March 25, 2019 20:17 - 27 minutes - 25.5 MBVeteran sales consultant and co-author of The Salesperson’s Secret Code, Ian Mills has been selling for about 38 years. He’s worked for some big multinational companies, and for the last 20 years has run a company called Transform Performance International. He has advised many global organizations on how they could improve their performance: how could they up their game selling wise? Wouldn’t you like to be able to unlock the salesperson secret code? Ian Mills, interviewed by John Golden, ex...
Marketing Support for Sales
March 21, 2019 19:37 - 19 minutes - 18.8 MBIn this day and age of the sales world, you might think that sales and marketing engagement would be very integrated. However, this isn’t exactly the case. There is still a struggle between sales teams and marketing teams, and this difficulty unifying them had consequences that affect the entire organization. Joel Capperella, interviewed by John Golden, discusses how marketing can truly engage with sales.
Pipeline Management
March 20, 2019 22:11 - 22 minutes - 20.8 MBIf you ask people what’s important in their sales force, often, they’ll say the pipeline. But, that can mean a lot of different things. This vital tool is essential for most sales organizations, yet it’s often not used correctly, or not understood fully. Jason Jordan, interviewed by John Golden, explores proper pipeline management.
College Sales Programs
March 19, 2019 21:51 - 19 minutes - 18.8 MBCollege sales programs are disproportionately low to the number of salespeople. The sales industry is a giant one, and many people who enter the industry aren’t prepared when they graduate. With sales making up so much of the business world, why don’t we have more college sales programs? Daniel P. Strunk, interviewed by John Golden, explains why.
Training Inside Sales
March 15, 2019 20:37 - 31 minutes - 29.1 MBInside sales expert Lauren Bailey has seen several factors contributing to the increasing need for inside sales teams: * The acceleration of product life cycles; companies have had to become quicker at gaining leads, qualifying opportunities and closing sales. * As margins have become slimmer, inside sales has made more sense. * The proliferation of the internet and technology has led to more of a “self-serve” environment. Listen in as host John Golden sits down with Lauren Bailey to...
Evolution of Sales Training
March 08, 2019 23:19 - 18 minutes - 17.2 MBSales training has evolved markedly over the last few years. John Elsey, long-term sales training expert and currently CEO of sales training giant Richardson, sees that the need to ramp up sales performance has really quickened the pace. Listen in as host John Golden sits down with John Elsey to discuss how sales training has evolved so you can handle a more informed buyer.
Sales Development
March 08, 2019 23:15 - 30 minutes - 28.7 MBSales development is a crucial part of company success, and yet it’s something that is rarely done proficiently. Sales training is done regularly, but it falls short of breeding successful salespeople. To truly improve, host John Golden sits down with Jane Gentry, to discuss how sales development, rather than just training, is vital.
Storytelling and Sales
March 08, 2019 14:47 - 22 minutes - 20.7 MBMike Bosworth, one of the world’s most renowned sales experts, believes in the power of storytelling in the sales process. When he first became a sales trainer at Xerox in 1976, the company executives told him that while they could teach salespeople how to be competent, they couldn’t teach them how to connect to people. Eventually Mike formulated the answer to this connection: storytelling. Listen in as host John Golden sits down with Mike Bosworth to discuss the importance of storytelling i...
Social Media
March 08, 2019 14:40 - 17 minutes - 16.4 MBHost John Golden sits down with Social Media expert Eve Mayer to discuss how companies should focus their social media on their specific business goals and why it is important for those managing social media platforms to understand these goals. Eve also gives us insight on the topic of company culture and the necessity of core values within a company.
Edgy Conversations
March 06, 2019 22:09 - 32 minutes - 30.2 MBDan Waldschmidt is a world leading business strategist, popular speaker, author and ultra-runner who refuses to accept business as usual, and who has been a salesperson his whole life. In this intense interview with John Golden, Dan discusses his book Edgy Conversations. The point of the book: Why is it that some people achieve greatness and others do not? You will not want to miss this interview.
Great Sales Management
March 06, 2019 19:46 - 19 minutes - 18.5 MBBeing a Sales Manager can often be a very stressful position. Host John Golden sits down with Kevin Davis to discuss his book "Sales Manager's Guide to Greatness" to find out the important insights every sales managers needs to know. Kevin goes in depth about self leadership, sales coaching, and much more in this interview.
Sales Strategy
March 06, 2019 19:34 - 26 minutes - 25 MBHost John Golden sits down with Craig Lowder to discuss the 8 components of the sales strategy as outlined in his book Smooth Selling Forever: Charting Your Company's Course for Predictable and Sustainable Sales Growth. Craig, the founding member of the Main Spring Sales Group, is a seasoned business veteran with more than 30 years of experience in helping owners of small and mid-size businesses achieve their sales goals.
Sales Management Tips
March 06, 2019 16:56 - 24 minutes - 23.2 MBHost John Golden sits down with Steven Rosen, author of 52 Sales Management Tips written for sales managers who struggle within a corporate environment that doesn’t support them or their development needs. Whether you are a sales executive, senior sales leader or a new, experienced or aspiring sales manager, Steven is confident you will find this sales management book to be a valuable guide to consult whenever you are experiencing problems.
Sales Team Motivation
March 06, 2019 16:42 - 43 minutes - 40.1 MBSales motivation of your team is dependent on many things and it can vary greatly in time. What most sales managers do when they want to increase sales incentives is sending bulk or group emails with no personalization whatsoever. Host John Golden sits down with Leigh Ashton to discuss how to motivate your team to sell more as well as important tips every sales manager needs to know.
Value Judgment Intelligence Quotient
March 06, 2019 15:41 - 25 minutes - 24 MBJohn Golden talks to Spencer Marona about value quotient " Axiogenics, linking thinking to performance. Spencer explains the difference between VQ "value judgment intelligence quotient" versus IQ "intelligence quotient" versus EQ "emotional intelligence". How important that really is for leaders. Emotional intelligence in regards to being able to handle yourself when employees' conflicts arise, being able to really keep a level head, reading people's moods, emotions and body language.
The Importance of Sales Training
March 06, 2019 02:59 - 24 minutes - 22.9 MBHost John Golden sits down with Bob Urichuck to discuss the topic of sales training. Bob is the author of Velocity Selling: How to Attract, Engage & Empower Buyers to BUY. Listen in as Bob and John drive into the important subject of why sales training is an essential part of an effective sales team.