SalesRepRadio
45 episodes - English - Latest episode: almost 6 years ago - ★★★★★ - 2 ratingsSalesRepRadio is a 10-minute shot of sales inspiration. Hosted by broadcast veteran, Dan Walker, SalesRepRadio features interviews with some of North America's most successful sales trainers, speakers and sales consultants, and spotlights the issues and solutions trending in the world of sales.
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Episodes
"Selling to the C-Suite" with Steve Bistritz
May 28, 2018 18:31 - 12 minutes - 4.4 MBWe know that in many cases, it’s the C-level member of an organization who signs off on exactly the type of product or service you sell. So why not cut some corners and call directly on them? Because it’s impossible! Or is it? Dr. Steve Bistritz leads the field in the area of connecting with, and importantly having success with your target customers who occupy the C suite. Steve’s best selling book “Selling to the C Suite” is now in its 2nd edition, and joins Dan Walker with the scoop in th...
"Do You Really Know Your Customer?" with David Brock
August 07, 2017 12:34 - 12 minutes - 4.18 MBDo you ever get the feeling when you’re prospecting for new business you’re just spinning your wheels; seems like no matter how many calls you make or email you send, you come up empty at the end of the day? There is a way to bring more gravitas and success to your efforts, and it’s such a simple formula, you may kick yourself for not figuring it out for yourself. CEO of the sales consulting firm Partners in Excellence and author of the book Sales Manager Survival Guide, David Brock joins D...
"Stop Selling, Start Leading" with Deb Calvert
July 23, 2017 14:17 - 10 minutes - 3.46 MBThere are many keys to successful selling – we all know the list: features & benefits, competitive talking points, overcoming common objections and so on. But if you had some real insight into certain behaviors in a sales rep that buyers find are important, that would be a real advantage. Our guest tells us we need to stop selling and start leading. Speaker, sales consultant and author of the best seller, “Discover Questions Get You Connected”, Deb Calvert joins Dan Walker with the scoop i...
"Unexpected Value" with James Muir
July 09, 2017 16:45 - 10 minutes - 3.68 MBIn today’s highly competitive sales environment, we’re all looking for a leg up. And our customers have come to expect more than a recitation of features & benefits. A lot more. Luckily, there’s a path. And joining us to help map it out is speaker, sales consultant and author of The Perfect Close, James Muir, joins Dan Walker with the scoop in this 10-minute podcast.
"The Killer Trait in Sales" with Tibor Shanto
June 25, 2017 13:12 - 11 minutes - 3.89 MBIf there was one magic bullet to success in sales, we’d all be fat and happy, right? Truth is, true success comes by way of a number of different skills, and we all spend a fair amount of time studying the subject. But there’s one trait in particular that everyone in sales would do well to master, and self-proclaimed sales execution specialist, Tibor Shanto joins Dan Walker with the scoop in this 10-minute podcast.
"Ask Outrageously" with Linda Swindling
June 12, 2017 13:25 - 7 minutes - 2.72 MBDo you find yourself running into more & more brick walls out there and slowly but surely falling out of your comfort zone? Not a good place to be. But our special guest this week may have just the medicine you need to shake things up. Linda Swindling is a recovering attorney who now specializes in helping navigate the waters of complex sales. She’s also the author of the brand new book, Ask Outrageously! The Secret to Getting What You Really Want, and joins host Dan Walker with the insight ...
"Beating the Summer Slump" with Jeff Goldberg
May 29, 2017 15:31 - 10 minutes - 3.53 MBFor many sales pro’s, the arrival of summer is a good news / bad news time of year. The good news: winter’s in the rear view and we get to hit the beach, the links and everything else that goes with summer. The bad news: the dreaded summer slump in sales. But is that really a thing? Busy sales trainer and coach Jeff Goldberg joins Dan Walker with the scoop in this 10-minute podcast.
"What Makes Buyers Smile" with Barbara Giamanco
May 14, 2017 12:17 - 12 minutes - 4.14 MBPositive, meaningful customer interactions are more critical than ever in today’s competitive world of sales. Which means that with every single touch with your buyer, from the moment of first contact through each engagement, you’ve got to be on your toes. Speaker, author & consultant Barbara Giamanco joins host Dan Walker to explain in this 10-minute podcast.
"Weathering the Perfect Storm in Sales" with Jeb Blount
April 30, 2017 15:46 - 11 minutes - 3.9 MBWith all the technology and social media we have at our fingertips, it only makes sense that connecting with our customers & prospects and blowing out our numbers is a piece of cake, right? Think again. As it turns out, all that tech, in combination with some well-known knee jerk emotions can be holding you back. Jeb Blount is a very busy speaker and author, and head of the sales consultancy Sales Gravy. He's also the author of the brand new book, Sales EQ. He’s joins host Dan Walker with...
"The Move to Management" with Kelly Riggs
April 16, 2017 10:41 - 13 minutes - 4.56 MBDuring the course of your sales career, chances are good you’ll be given the opportunity to move into sales management. And in many, if not most cases, that’s because you’re a great sales rep. But that might end up being exactly the wrong reason to move into management. Let’s get the story. Speaker, author and sales consultant Kelly Riggs joins host Dan Walker us to explain in this 10-minute podcast.
"The Evolving World of Sales" with Anthony Iannarino
April 02, 2017 14:44 - 9 minutes - 3.3 MBIf you’ve been paying any attention at all, you’ve probably noticed that the role of the sales rep has change, and that what once worked in sales is no longer good enough. Buyers want and expect more from us nowadays. International speaker, bestselling author and sales expert Anthony Iannorino joins Dan Walker with the scoop in this 10-minute podcast.
"The Objection Hack" with Jim Brown
March 19, 2017 14:16 - 8 minutes - 2.95 MBWhat’s that one, unpleasant component that most sales cycles have in common? Objections. We all get them, and by and large, we’re able to work with them. But is there anything we can do with the objection phase to make it work more in our favor? The answer is yes, and busy Sales Trainer and host of the Sales Tuners Podcast, Jim Brown joins Dan Walker with the scoop in this 10-minute podcast.
"The Perfect Close" with James Muir
March 05, 2017 14:40 - 11 minutes - 3.9 MBLet’s face it, you need real talent & experience to make it through the sales cycle. And for a lot of sales reps, the most stressful part of the process is the close. After all, what was it all for if you don’t get ink? Good news – closing successfully can be one of the most comfortable, low pressure pieces of the puzzle. Speaker, sales consultant and author of The Perfect Close, James Muir, joins Dan Walker with the scoop in this 10-minute podcast.
"Hot To Cold Call" with Jeff Goldberg
February 19, 2017 16:16 - 13 minutes - 4.48 MBCold Calling – it’s unpleasant, ineffective, a waste of time & makes everyone crabby. Right? Not so fast - There’s a growing number of thought leaders who maintain that cold calling in fact DOES work and has a place in sales today. Speaker, partner and lead trainer for eCenter Training, Jeff Goldberg, joins Dan Walker with the scoop in this 10-minute podcast.
"Supercharge with Linguistics" with Steve W. Martin
February 05, 2017 14:18 - 13 minutes - 4.68 MBWhat sets you apart from your competition? What would you say is your key differentiator? The thing that gives you the competitive edge? Our guest says the real edge comes from something called neurolinguistics, and it could be your game changer. Steve Martin is a sales performance consultant, author & speaker, and joins host Dan Walker to explain in this 10-minute podcast.
"Battle Plan for Success" with Tim Wackel
January 22, 2017 18:21 - 9 minutes - 3.17 MBAt this time of year, there’s probably not a one of us who doesn’t at least give some thought to stepping things up in the next 12 months – not just in our sales performance, but really in all areas of our life. And then in many cases, where are we one year from now? You already know the answer. But by taking just a few simple steps, turns out we can make a big difference in our lives. Speaker, author and global sales performance consultant, Tim Wackel joins host Dan Walker to explain in thi...
"The Power of Predictable Prospecting" with Marylou Tyler
January 08, 2017 17:13 - 11 minutes - 3.79 MBDo you consider yourself to be a wing it, shoot-from-the-hip kind of sales rep who’s maybe a little too confident in your ability to just make things happen? Good for you! Hope you have a successful year. Or are you a thoughtful, process-oriented sales pro invests the time to plan and strategize your way to success? You came to the right place. Marylou Tyler is a busy Sales Enablement Strategist and author of the blockbuster new book “Predictable Prospecting”, and joins host Dan Walker with ...
"B2B Change Ahead" with Paul Watts
December 26, 2016 17:12 - 10 minutes - 3.47 MBWe are now told by people who research this type of thing that if we’re stuck in a rut of just pushing features & benefits, many of us are destined for a final paycheck and an escorted trip right to the exit in sales. But the good news is it doesn’t have to be that way – your future could be great! Sales performance coach and host of the podcast “Sales Reinvented”, Paul Watts joins host Dan Walker with insight on this 10-minute podcast.
"The Key to Being Memorable" with Anne Miller
December 08, 2016 20:31 - 10 minutes - 3.56 MBSo you booked the appointment, you got the meeting. Now you need to not only give a great presentation, you need to make sure they don’t forget you a week after you went to all that trouble! In other words, you and your message have got to be unforgettable. Anne Miller, who is an all-star demo and presentation coach and seminar leader joins host Dan Walker with insight on this 10-minute podcast.
"It's How You Say It" with Scott Moldenhauer
November 26, 2016 15:12 - 12 minutes - 4.43 MBWhen you really believe in your product or service, and moreover believe it can really help a prospective buyer, it shows, and that’s a good thing. But what you may not know is there’s a way to make your case even more compelling, and yes, that means jacking up your success ratio even more. Speaker, author & sales consultant Scott Moldenhauer joins host Dan Walker to explain on this 10-minute podcast.
“Selling to the C-Suite” with Steve Bistritz
November 13, 2016 17:40 - 10 minutes - 3.7 MBBesides being on a lounge chair at the beach on a hot summer day drinking a refreshing Mai Tai, is there any better place to be than calling on a high-level decision maker who’s hanging on your every word? Probably not. That’s why we asked best-selling author, speaker and sales consultant, Steve Bistritz, author of the blockbuster “Selling to the C-Suite”, to give us some guidance on how to get in, and what to do once you’re in there. Steve joins host Dan Walker with some help in this 10-min...
“The BIG 3 in Sales” with Jerry Acuff
October 30, 2016 18:12 - 12 minutes - 4.42 MBThe first and most important step in most sales endeavors as we all know is that initial engagement – opening a meaningful dialogue, and then ultimately onto a successful conclusion. But it’s literally those first few seconds that are so important. Jerry Acuff is founder & CEO of the sales consultancy, Delta Point, and he joins host Dan Walker with some help in this 10-minute podcast.
"No Follow-Up, No Sale" with Tim Wackel
October 15, 2016 18:39 - 11 minutes - 3.85 MBHindsight is 20-20…don’t you just love it? You look back at the business you just lost and realize if you had done just one thing you could have saved it. What’s that one thing? In many cases, it’s just following up. And equally as important, following up the right way. Busy speaker, sales consultant, trainer Tim Wackel joins host Dan Walker with some help in this 10-minute podcast.
"Social Media Sales Revolution" with Kevin Knebl
October 03, 2016 14:01 - 12 minutes - 4.35 MBNo secret here - Social media ain’t just for being social any more…it’s evolved into arguably the most potent weapon for sales success EVER. But navigating those social waters the right way, the most effective way, requires that you know what the experts know. International Speaker, author, trainer and executive coach Kevin Knebl joins host Dan Walker with great insight in this 10-minute podcast.
"You Call That Selling?" with Tim Connor
September 18, 2016 13:24 - 11 minutes - 4.08 MBAs sales professionals, there are many pitfalls we need to watch out for – some of those old traps and crutches and out & out missteps that tend to foil our efforts to walk off with the business. Well, sales consultant, author & trainer Tim Connor has a book entitled “You Call That Selling?” that tackles some of these issues – 91 of them in fact, and he joins host Dan Walker to explain in this 10-minute podcast.
"Flex Your Negotiation Muscles" with Jeanette Nyden
September 04, 2016 16:28 - 12 minutes - 4.21 MBWell, congratulations! You’ve finally not only found a way to engage a really big company as a prospective customer, you’ve actually progressed the sales cycle to the negotiation phase. Gulp. This could get hairy. You’ve heard the stories, maybe even been through a couple of incredibly stressful negotiations where they just had their way with you. Well, take comfort that there is a process that’ll give you the edge in negotiations. Jeanette Nyden has been consulting companies on the topic fo...
"Don't Be An Elevator Dud" with Robert Middleton
August 21, 2016 16:06 - 9 minutes - 3.24 MBSo let’s say you’re in a bar, at a bus stop or even the iconic elevator, and someone asks, “What do you do?” You’ve only got a few seconds to make this brief encounter a sales opportunity – you’ve got to make your response one that leaves them wanting your business card. Robert Middleton, marketing consultant, speaker and founder of Action Plan Marketing, joins host Dan Walker with some eye-opening advice in this 10-minute podcast.
"The Power of Positive Persuasion" with Bob Burg
August 07, 2016 19:48 - 11 minutes - 3.9 MBHere's a question: Who do you suppose a buyer is more likely to do business with – someone they know, like and trust? Or someone they don’t know from a bucket of chicken? Pretty obvious answer, of course. The real question is how do we become that person the buyer knows, likes and trusts, and win though positive persuasion? Bob Burg, prolific speaker, author & sales consultant joins host Dan Walker to help us chart a course in this 10-minute podcast.
"Selling to BIG Companies" with Jill Konrath
July 25, 2016 14:35 - 10 minutes - 3.52 MBWe've all heard for the longest time that in order to be successful, you've got to think big - really big. But when it comes to getting in the door of those really big companies, believe it or not, you need to think small. So says best-selling author, speaker and sales consultant Jill Konrath, who joins host Dan Walker with insight in this 10-minute podcast.
"Level Five Selling" with John Hoskins
July 10, 2016 15:43 - 11 minutes - 3.83 MBEver walk out of a client meeting and shake your head thinking it was a total waste of time? Just didn’t click. Well, guess what…your client is thinking exactly the same thing. They can’t all be home runs, but you can take more control over the situation and increase your odds of success. Longtime sales management consultant and author of the book “Level 5 Selling,” John Hoskins joins host Dan Walker with insight in this 10-minute podcast.
"Rockin' the C-Suite with Confidence" with Kelley Robertson
June 26, 2016 17:24 - 9 minutes - 3.31 MBSo how do you feel when the opportunity to present to a high ranking C-level executive presents itself…kind of scary, right? In fact, research shows that the majority of sales reps would rather have multiple root canals than trying to impress and win business from the big cheese. If that describes you, we’ve got help. Kelly Robertson is an international sales speaker, author & trainer, and joins host Dan Walker in this 10-minute podcast to share five timely tips to help us relax and break th...
"Without Value, You're A Pest" with Andy Paul
June 19, 2016 15:14 - 9 minutes - 3.37 MBWhen you make a call to a customer – they see your name on the caller ID – do you think they’re inclined to roll their eyes and say “ugh, what does he want,” or would they say, “oh, let me see what’s on his mind!” That’s the difference between a sales rep who brings real value to every call and one who’s viewed as an annoying interruption. Andy Paul is a well-known author, speaker & coach and hosts a daily podcast called Accelerate, and he joins host Dan Walker with some great ideas on how t...
"Hot Sales in the Summertime" with Susan Onaitis
June 05, 2016 18:46 - 9 minutes - 6.75 MBNo one says you can’t have a little fun and some much deserved R & R this time of year. But the smart sales pro knows how important it is to stay in front of their effort to hit & exceed plan. Thank goodness for the excellent advice we have waiting for us to keep things in high gear over the summer months from very busy corporate sales & marketing consultant, author and president of New York’s Global Learning Link, Susan Onaitis. Susan joins host Dan Walker with the 8 great tips in this 10-...
"Supercharge Your Referrals" with Bill Doerr
May 30, 2016 16:23 - 10 minutes - 3.64 MBReferrals – the mother’s milk of sales growth in many reps’ eyes, and in many cases it is. But lots of time has been spent by many reps following up on referrals and coming up dry. Why? Because unless all the stars line up just right, your referral is likely not much more than someone’s name & phone number, and they don’t need what you’ve got. Might be time for a fresh approach. How about PREferrals? Business consultant Bill Doerr is managing partner at Sell More Marketing, and joins host Da...
"The Negotiation Edge" with Julie Thomas
May 20, 2016 12:39 - 12 minutes - 4.36 MBHow many times have you been in the final stages of a sales cycle – you’re rounding the turn into the home stretch, things are looking great, and then suddenly your customer decides he or she wants to negotiate a better price. We become a little intimidated and we feel that dropping our price is the only way to close business. Well sales consultant, author and president of Value Selling Associates, Julie Thomas, tells host Dan Walker that we don’t have to fall into that trap, and it all come...
"The New Game of Selling" with Mitch Axelrod
May 08, 2016 15:53 - 12 minutes - 4.38 MBABC, also known as “Always Be Closing” is an MO that has not only seen its better days – it can be downright destructive to your success rate. Today’s buyer is far more sophisticated with many more resources at their disposal. This requires a new twist on the way we do business nowadays. Speaker, sales consultant and author of The New Game of Selling, Mitch Axelrod joins host Dan Walker to explain in this 10-minute podcast.
"Cure for Presentation Anxiety" with Colleen Francis
April 22, 2016 16:39 - 12 minutes - 4.33 MBSo you’ve finally kicked the door open on the account and it’s presentation time. Are you sure you’re ready for that? Or are you "sweatin’ bullets?" Don’t worry, we’re gonna talk you off the ledge. Busy sales consultant, speaker, and founder of Engage Selling Solutions and author of the new book, Nonstop Sales Boom, Colleen Francis joins host Dan Walker to take us through some do’s and don’ts of effective, successful presentations in this 10-minute podcast.
"Your customer wants to buy - but NOT be sold" with Jeffrey Gitomer
April 11, 2016 12:22 - 7 minutes - 2.67 MBHere's a note from our old friend "Capt. Obvious" - As sales reps, our job is to sell our product or service. But what remains unclear to some, and what needs to be repeated from time to time is, it’s the way we sell it that makes the difference. Our guest says a big problem is that sometimes we try to sell a little too hard, and that can really put customers off. Busy sales consultant, trainer & prolific author Jeffrey Gitomer, joins host Dan Walker to put us back on track in this 10-minut...
"Think Like Your Customer" with Jerry Acuff
March 28, 2016 18:17 - 10 minutes - 3.43 MBWhen you’re preparing for your day in sales, surprisingly, a major part of your process has got to be how NOT to think like a sales rep, but rather to think like your customer. Maybe you’ve heard this before, but joining us is a guy who, through many years of experience in front of customers and of consulting sales teams, has developed road map that’s ready for prime time. Jerry Acuff, CEO of the consulting firm Delta Point, joins host Dan Walker in this 10-minute podcast. SalesRepRadio is ...
"Stay Relevant or Die" with Tim Connor
March 25, 2016 15:03 - 12 minutes - 4.22 MBIn the best of all worlds, you’d have just the right marketing for your product or service, a nice list of dependable customers, and of course a comfortable chair in which to sit back and take orders all day. Now, back to reality. We all know that we have to work hard every day in order to stay relevant. And in case you’ve forgotten that message, speaker, trainer & consultant Tim Connor joins host Dan Walker with a reminder.
"Cold Calling Works...WHAAAT?" with Jeff Goldberg
March 25, 2016 14:59 - 13 minutes - 4.48 MBCold Calling – it’s unpleasant, ineffective, a waste of time & makes everyone crabby. Right? Not so fast…There’s a growing number of thought leaders who maintain that cold calling in fact DOES work and has a place in sales today. Speaker, partner and lead trainer for eCenter Training, Jeff Goldberg, joins Dan Walker with the scoop in this 10-minute podcast.
"REVEALED: The Leadership Factor" with Scott Edinger
March 25, 2016 14:56 - 10 minutes - 3.51 MBBeing successful in sales nowadays requires a whole lot more than your basic product knowledge, list of probing questions and answers to common objections. In today’s world, we need a powerful attitude that’ll elevate us to that of an equal to our buyer. Speaker, Consultant and author of the best-selling book "The Hidden Leader" Scott Edinger joins host Dan Walker to explain in this 10-minute podcast.
"Question your way to success" with Steve Waterhouse
March 25, 2016 14:53 - 12 minutes - 4.15 MBIn a perfect world, when you walk into a sales call, you'd just instinctively know the right things to say to your prospect to make them crave your product or service - get them excited, get the deal. But in most cases, unless you're clairvoyant, you don't know what they're thinking. You've got to get into their head by asking good questions. Top consultant Steve Waterhouse shares some great ideas with host Dan Walker in this 10-minute podcast.
"The Social Media Sales Revolution" with Kevin Knebl
March 25, 2016 14:47 - 12 minutes - 4.35 MBNo secret here - Social media ain’t just for being social any more…it’s evolved into arguably the most potent weapon for sales success EVER. But navigating those social waters the right way, the most effective way, requires that you know what the experts know. International Speaker, author, trainer and executive coach Kevin Knebl joins host Dan Walker with great insight in this 10-minute podcast.
"6 Things You Must Always Do" with Hal Becker
March 25, 2016 12:25 - 9 minutes - 3.42 MBNowadays, on social media especially, we see lists – lots of lists. The top 10 most important things to do for this, top 5 things never to do for that…Well in sales, we have our own lists. And we love to spotlight lists that’ll help us become better sales reps. Hal Becker, who at the age of 22 was the number one sales rep out of a sales force of 11,000 at Xerox and has had a stellar career as a speaker, author and trainer. And guess what? He’s got just such a list. Listen, learn and earn in ...