Shows / Sales Tales - A podcast sharing epic stories that get you through your sales adventure.
Sales Tales - A podcast sharing epic stories that get you through your sales adventure.
Introducing Sales Tales - a podcast for people who want to: Grow their sales performance Increase their income Learn to cope with failure Challenge the traditional-selling mindset This is for sellers, those who manage sellers, or those who lead organizations toward future revenue outcomes.
Episodes
Sales Tales - A podcast sharing epic stories that get you through your sales adventure.Episode 36 - How to Ask for Money
Have you ever heard a pricing objection? Have you ever been told your product or service is too expensive? Many times, when it comes to dealing with the…
Sales Tales - A podcast sharing epic stories that get you through your sales adventure.Episode 35 - How to be easy to buy from with Markku Kauppinen
Salespeople get in their own way all the time. Markku Kauppinen, CEO of FinxS Assessments, says that it's because we put too much pressure on our buyer to…
Sales Tales - A podcast sharing epic stories that get you through your sales adventure.Episode 34 - Client Retention, Servant Leadership, and How to Grow Accounts with Dave Blake
Dave Blake, CEO of ClientSuccess, works with organizations constantly on how to turn challenges into growth opportunities. His meeting with Dell didn't get off…
Sales Tales - A podcast sharing epic stories that get you through your sales adventure.Episode 33 - How to build trust - get results before relationships
Joe Ingram helps salespeople get that next deal. He says that people don't always need to like us to buy from us. He teaches us that getting people to like us…
Sales Tales - A podcast sharing epic stories that get you through your sales adventure.Episode 32: How can you sell an imperfect product? Three steps for product gaps and service disruptions.
Have you ever sold something that didn't work? It's easy to let service disruptions or product blind spots take us from "we can do anything" to "we can't do…
- Sales Tales - A podcast sharing epic stories that get you through your sales adventure.
Episode 31 - Are we done qualifying yet? Why do prospects lie? How to avoid the traps in qualification.
Do you have excited prospects who disappear when it's time to decide? How do you know when you're finished qualifying a prospect? Hear Dave and Josh take a…
Sales Tales - A podcast sharing epic stories that get you through your sales adventure.Episode 30 - Revops at its Best and Why Salespeople Get it Wrong
Are you an under-resourced Rev-Ops professional? Are you using Rev-Ops correctly? If you are a Revenue Operations professional, how do you know you support…
Sales Tales - A podcast sharing epic stories that get you through your sales adventure.Episode 29: Buyer Psychology - How do I analyze interactions in Sales? How to have better conversations.
90% of every interaction with another person happens below the surface - or at the subconscious level. One method of understanding what happens inside that 90%…
Sales Tales - A podcast sharing epic stories that get you through your sales adventure.Episode 28: Jim Gum - Enneagram for Salespeople, Where Communication Breakdowns Happen on Calls
Is there a wrong enneagram type for a sales role? Jim Gum teaches us that all people place a different emphasis on thinking, feeling, and acting. In this…
Sales Tales - A podcast sharing epic stories that get you through your sales adventure.Episode 27 - Why do Clients Leave us?
David Mattson went on his first sales call with David Sandler 30 years ago. He almost quit. In Episode 27 of Sales Tales, David Mattson returns to give David…
Sales Tales - A podcast sharing epic stories that get you through your sales adventure.Episode 26: David Mattson - How do you sell to a Modern Buyer? Should I get into selling?
David Mattson, CEO of Sandler (LinkedIn is his client), tells us why. He also says there's a HUGE upside to sales - if you're an AE, AD, BDR, SDR or Sales…
Sales Tales - A podcast sharing epic stories that get you through your sales adventure.Episode 25 - Email Prospecting - Am I over-automating?
Sellers - Have you ever been physically threatened while selling? Jesse Marseille decided virtual selling was for him after he got a shotgun pointed at his…
Sales Tales - A podcast sharing epic stories that get you through your sales adventure.Sales Tales Episode 24: Building Confidence, Should Salespeople leverage AI?
Mike Montague was fired in front of 3000 people by Billy Idol. Saying he recovered and stuck the landing is an understatement. Mike comes onto Sales Tales to…
Sales Tales - A podcast sharing epic stories that get you through your sales adventure.Episode 23: How do you create healthy selling habits?
How do you create the healthy selling habits needed to hit your target? In this episode, Dave Doherty and Josh Shirley discuss why sellers can't stop at…
Sales Tales - A podcast sharing epic stories that get you through your sales adventure.Episode 22 - Social Selling: How to Make LinkedIn Work for You
Regarding LinkedIn, there's a good chance you're doing it wrong. Steve Watt, Director of Market Insights at Seismic, helps us rethink what we're doing to make…
Sales Tales - A podcast sharing epic stories that get you through your sales adventure.Episode 21: How do you Network?
Salespeople: How do you get leads from networking events? Do you find networking events (happy hours, meet-ups, associations - i.e., prospecting in large…
Sales Tales - A podcast sharing epic stories that get you through your sales adventure.Sales Tales Episode 20: How to talk to Executives, How to Scale a SaaS business.
Salespeople: You don't have to know it all. Shawn McCarrick, CEO of Sifted, walks us through the three phases of building a SaaS business when you're the first…
Sales Tales - A podcast sharing epic stories that get you through your sales adventure.Episode 19: Why Presentations Fail, How to give great Sales Presentations
Salespeople: Your Company's Biggest Differentiator is you. Are you getting too many "maybes" when you present? Josh and Dave unpack obstacles we put in our…
Sales Tales - A podcast sharing epic stories that get you through your sales adventure.Episode 18 - Relationships vs Rapport - How to be a trusted advisor to prospects and clients
A new selling conversation is between two people who don't trust each other. How do you build trust when there isn't any? Sales Tales Episode 18 -…
Sales Tales - A podcast sharing epic stories that get you through your sales adventure.Episode 17 - Losing the Pursuit - How to Reach Decision Makers
Have you ever lost a sale to someone you haven't met? Josh and Dave relive some of their most significant sales fails, focusing on reaching decision-makers…
Sales Tales - A podcast sharing epic stories that get you through your sales adventure.Episode 16 - Do Cold Calls Work?
Do cold calls work? They do. They also don't. At some point in your sales process, you will have to talk to someone on the phone or a video conference call…
Sales Tales - A podcast sharing epic stories that get you through your sales adventure.Episode 15 - Chris Do - Culture Attracts Top Talent
How do you attract top sales talent? Chris Do believes that if you get your culture right, everything else will follow. Do's company, The Futur, is looking for…
Sales Tales - A podcast sharing epic stories that get you through your sales adventure.Episode 14 - Onboarding Salespeople Part 2
Recruiting, hiring, and training a new salesperson costs your company up to 75% of the hiree's first-year salary. If you're surprised to hear this, it may help…
Sales Tales - A podcast sharing epic stories that get you through your sales adventure.Episode 13 - How to Onboard Salespeople Part 1
How do you make new people successful in 30-60-90 days? The answer may be...underwater? Sellers can learn something from Sailors. In this episode, we reflect…
Sales Tales - A podcast sharing epic stories that get you through your sales adventure.Episode 12 - Carlos Garrido - Sales Objections and Staying out of the Chase
Find trust, and stay out of the way. A client of Carlos Garrido's once described the benefit of having a winning sales methodology: "Structuring a conversation…
Sales Tales - A podcast sharing epic stories that get you through your sales adventure.Episode 11 - Luis Rodriguez - How to Use Humor in Selling
Luis Rodriguez says: "If you're trying to grow, you're a sales company." Rodriguez, former President of premier software company Keycentrix, is a leading tech…
Sales Tales - A podcast sharing epic stories that get you through your sales adventure.Episode 10 - Trade Show Selling Part 2
Have you ever sent your team to the wrong trade show or conference? Do you need more ideas for how to make the most of the shows you go to? Today's episode…
Sales Tales - A podcast sharing epic stories that get you through your sales adventure.Episode 9 - Chris Kuehl - Selling in Today's Economy
What's the economy going to do? Are we in a recession? Will we be? What is a seller's role in this economy? What if you could ask an economist these questions?…
- Sales Tales - A podcast sharing epic stories that get you through your sales adventure.
Trailer - Second Half of Season One
Sales Tales is back next week! We've loaded the second half of our first season with epic sales tales, more trade show fails, hot food from the road, and…
Sales Tales - A podcast sharing epic stories that get you through your sales adventure.Episode 8 - Trade Show Selling Part 1
Learn from two former Sales VPs - Josh Shirley was VP of Sales for a software company, and David was not only a VP of sales but also sold trade show space and…
Sales Tales - A podcast sharing epic stories that get you through your sales adventure.Episode 7 - Nick Barkman - That time I split my pants over a $100 commission
Nick Barkman is the Chief Growth Officer at Seismic Digital, a full-service consumer insights, digital strategy, and activation firm offering marketing…
Sales Tales - A podcast sharing epic stories that get you through your sales adventure.Episode 6 - Bill Clyne - Sustaining Sales Momentum and Being a Trusted Advisor
Bill is not only the CEO of Floor Seal but also invented their one-of-a-kind product. Floor Seal Technologies offers concrete floor solutions for critical…
Sales Tales - A podcast sharing epic stories that get you through your sales adventure.Episode 5 - Zack Pike - Selling with Linkedin and Video Prospecting
How do you fill the pipeline using Linkedin? Zack Pike gave me a great answer in this week's episode. Zack is a data scientist, entrepreneur, and CEO of…
Sales Tales - A podcast sharing epic stories that get you through your sales adventure.Episode 4 - Pete Hinojosa - Use DISC to Understand your Customer
Pete Hinojosa is a teacher, mentor, leadership coach, entrepreneur, and currently the Director of Thought Leadership at Insperity, a company that offers…
Sales Tales - A podcast sharing epic stories that get you through your sales adventure.Episode 3 - Esther Kestenbaum - Women in Sales and Punching Above your Weight
Esther Kestembaum is the former president of Ruby Has, acquired by Shipmonk, and was then the CRO at Flowspace. A native New Yorker, she started from scratch…
Sales Tales - A podcast sharing epic stories that get you through your sales adventure.Episode 2 - Seth Penn - Persistence Pays when Prospecting
Seth Penn is the Director of Training and Development at Arrow Truck Sales, an avid rock climber, and the author of the book "Sales through the Eyes of a…
Sales Tales - A podcast sharing epic stories that get you through your sales adventure.Episode 1 - Leslie Baird - Grow Accounts by Asking Questions
Leslie Baird is the Chief Commercial Officer of TigerCool Express, which aims to be the nation's leading provider of temperature-controlled intermodal…
Sales Tales - A podcast sharing epic stories that get you through your sales adventure.Sales Tales Trailer - How can I Find a good Sales Podcast?
Introducing Sales Tales - a podcast for people who want to: Grow their sales performance Increase their income Learn to cope with failure Challenge the…