Everyone in the world is currently faced with a unique, completely unprecedented, and entirely unpredictable experience. COVID-19 has forced changes throughout the entire business world, making agility more important than ever. There are a lot of people in sales, leadership, management, and marketing that are going to have to pivot and adjust to the circumstances ... »
Most people do not associate the sales process with an enjoyable activity. Usually, the most common thing that comes to mind when thinking about a sales process is a horrible sales experience that still haunts your past. But there is a way to redeem yourself from those haunting sales calls, and turn the sales process ... »
Many people don’t understand the difference between inside sales and outside sales. Things get even more confusing once you throw in terms like the direct sales team, and other expansions. Dionne Mischler explains what inside sales is, and how your organization can set up an amazing inside sales team in this expert sales podcast interview, ... »
How do you manage your manager? Managing upwards is one of the most underrated, yet critical skills that you can have as a frontline salesperson. It can make your direct report happier and calmer, which will, in turn, make your job easier, more peaceful, and better overall. Especially during the current crisis, sales managers are ... »
When you hear the expression, “taking the high road,” what comes to mind? The first reactions that many people have to the saying involve taking a more elevated, or ethical approach to something. Leading from the high road definitely has an ethical component, but it’s much more than that. Learning to lead from the high ... »
When people watch movies, they usually don’t notice the extras; the no names whose face flashes on the screen briefly and gets little to no attention. They notice the main character, the star of the movie who presents themselves confidently and strongly and has earned the role of lead. You can be the star of ... »
Motivating salespeople is always important, but it’s even more important during this international pandemic brought on by COVID-19. There is still business out there, and salespeople can thrive, even, in this environment. Dave Kurlan explores how to motivate salespeople when something comes out of left field and knocks you off your feet in this expert ... »
Many people are unfamiliar with strategic planning, and how it can create tremendous growth within an organization. And even if you are familiar with the concept, there can still be a lot of confusion over how to do it, or create consistency with a strategic plan. Strategic planning is a process or a system, that ... »
Recruitment expert Kevin Downey shatters the myth that B2B cold email is dead. It’s not about the channel; it’s about execution. To build a high-volume talent pipeline that bypasses crowded job boards, you must invest in scalable infrastructure. This means using specialized tools like Apollo and Smartlead, managing multiple domains (20+), and strictly adhering to ... »
Why do most referral campaigns fail? Because they ignore the emotional core of the client experience. In her book, The Referral Client Experience, Stacey Brown Randall explains that anxiety and uncertainty define the initial “New Client” stage. If you don’t address that “quiet voice” of concern with straightforward onboarding and emotional reassurance, you undermine trust. ... »
Is your practice busy but not profitable? You might be skipping the essential step: Diagnose Before You Prescribe. Expert Terri Ross highlights the need for structured, thorough consultations that move beyond cookie-cutter recommendations. Stop competing on price! Define your Ideal Customer Profile and align every message to attract premium clients who value quality over cost. ... »
In sales, the word “no” is not a verdict; it’s merely a signpost on the road to “yes.” Top performers know this, and it’s a mindset you can adopt instantly. On a recent episode of Sales POP!, motivational speaker and sales expert Patrick Engasser—who built a thriving career despite being blind—shared his critical strategy for ... »
Most business leaders treat podcast guesting like traditional PR—chasing the most prominent names for “brand awareness.” This is a mistake. The real ROI of podcasting isn’t in mass reach; it’s in niche authority and SEO leverage. When you guest on a targeted podcast, you aren’t just speaking to an audience; you are “borrowing” the host’s ... »
If your team doesn’t understand how their pay is calculated, you aren’t just losing trust—you’re losing talent. In this episode of Sales POP!, compensation expert Scott Trumpolt (30+ years of experience) reveals that effective pay structures are less about math and more about communication. Scott argues that modern compensation requires a shift from transactional payouts ... »
