This was a great episode for us, as we had the chance to catch up with a true thought leader in the sales profession: Randy Illig. Randy has over 25 years experience in business, ranging from accomplished salesperson and general manager to successful entrepreneur (CEO) and board member. He is currently CEO of ninety five [...]
Posts Tagged ‘Authors’
Is It Coaching, or Is It Training? – Episode 23 with Terri Levine
So, what’s the difference between coaching and training anyway? That was the topic of our conversation with Master Coach, CEO and entrepreneur Terri Levine, The Guru of Coaching and owner of The Coach Institute. And what was the answer?
According to Terri, coaching has the intent of inspiring and improving the recipient, as opposed to training, [...]
Is It Coaching, or Is It Training? - Episode 23 with Terry Levine [26:51m]: Play Now | Play in Popup | DownloadEpisode 20 – Tom Schaber on Managing Generation X and Y
Image by dalechumbley via Flickr
As many sales executives are starting to realize, managing Gen Xers and Millenials (also known as Gen Y) presents new challenges that didn’t exist a decade ago. That was the subject of Brad’s discussion with Tom Schaber, a sales management consultant who specializes in helping sales managers deal with the complexities [...]
Episode 18 – Shaun Priest: Working With Objections And Concerns, Continued
This episode is a fantastic follow up to last week’s conversation with Steven Bachert. Shaun Priest Spent some time discussing how to work with objections presented by your prospects (no, not “handling”…dealing with!)
Shaun Priest has been a successful sales person and sales manager for over 15 years. He is currently Sr. VP of Sales for [...]
Episode 16 – Joel D Canfield and the Human Connection
Have you ever found yourself wondering what’s missing from your business relationships? Joel D Canfield suggests that the missing element might be making genuine connections with other human beings. In a world that’s increasingly driven by technology, numbers and bottom-line results, Joel would like to see businesses get back to the basics of human relationships.
Joel [...]
Episode 15 – Colleen Stanley on Building High Performance Sales Teams
When Brad was in the hospital with his wife while she was giving birth to their second daughter, Jerry had the chance to chat with Colleen Stanley about how to build a high performance sales team.
Colleen Stanley is president of SalesLeadership, Inc. She is a monthly columnist for national Business Journals, co-author of ‘Motivational Selling‘ and [...]
Episode 12 – Lee Salz and the “Sales Marriage”
Have you ever wondered why a sales person can be a superstar at one company, only to fail miserably at another? That was the topic of this week’s episode with Lee B. Salz, President of Sales Architects.
Lee B. Salz, is a sales management guru who specializes in helping companies hire the right sales people, on-board them, and focus [...]
Episode 7 – Craig Elias and Trigger Event Selling
Image of Craig Elias
This week, we had the chance to chat with Craig Elias, the founder of Shift Selling. At Shift, they believe the biggest mistake most selling professionals and sales organizations are making is analyzing lost sales versus analyzing won sales and finding or creating the perfect timing. What’s the difference? Listen and find [...]
Episode 6 – Rick Cooper: The Fortune Is In the Follow Up
Image by b_trnavsky via Flickr
In this week’s episode, we caught up with Rick Cooper, The Attraction Marketing Expert, and chatted with him about the importance of proper follow up. Rick works with entrepreneurs who want to grow their business. He specializes in helping entrepreneurs attract their ideal clients. Rick is Founder and President of The [...]
Episode 6 - Rick Cooper: The Fortune Is In the Follow Up [66:10m]: Play Now | Play in Popup | DownloadEpisode 4- Steve Farber and Greater Than Yourself
You’re going to love this episode! In it, Brad and Jerry get the chance to chat with Steve Farber, the president of Extreme Leadership, Incorporated—an organization devoted to the cultivation and development of Extreme Leaders in the business community. His best-selling book, The Radical Leap: A Personal Lesson in Extreme [...]
