What if you could build a business where 95% of your work came from referrals? That’s the reality for legendary landscape architect Steve Griggs, and in this week’s episode, he’s sharing his playbook.

Steve breaks down his core philosophy: it’s not about what you do, but how you make people feel. He discusses why he trusts his gut in client relationships, why he’d rather lose a bid than compromise on quality, and why the “old-school” approach of a handshake and a hand sketch can still win over any client. He also emphasizes the power of proactive communication and the importance of educating clients on the value of services, not just their cost. This conversation is a must-listen for anyone in the service industry who wants to build a business that is not only profitable but also deeply fulfilling.

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In this episode, sales expert and author Saad Saad shares key tips on how to negotiate smarter from the very first sales call. Host John Golden talks with Saad about using empathy and assertiveness, building client trust, and preparing to win more deals. You’ll learn why every sales interaction is a negotiation, how to avoid common mistakes like overwhelming the buyer with too many points, and how to tailor your approach to different people and cultures. Whether new to sales or a seasoned pro, this episode gives you the tools to close deals confidently.

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In this podcast episode, John Golden interviews James Muir, founder and CEO of Best Practice International, about his new book “Unstuck: How to Unlock and Activate the Wisdom of Others.” They explore why sales deals often get stuck, emphasizing the importance of targeting the right customers, managing relationships, and handling competition. James highlights the need for disciplined targeting and an understanding of stakeholder dynamics. They also discuss overcoming client indecision by providing certainty and using tools like social proof and guarantees. James shares practical strategies for salespeople to prevent stalled deals and improve their sales processes.

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In this podcast episode, John Golden from Sales POP Online Sales Magazine and Pipeline CRM interviews Blair Siegler, CEO and founder of Quantico. They discuss the role of negotiation intelligence in B2B sales, focusing on how discounts and concessions affect profitability. Blair shares insights from his time at Meta, emphasizing the importance of a value exchange in negotiations. They explore how Quantico helps sales teams understand the impact of their discounting strategies, using data to improve margins by 3-4%. The conversation also covers the disconnect between sales and the rest of the organization and the power of visualizations in making data actionable for sales teams.

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Being a Federal Government contractor is not easy, but it isn’t the most difficult thing in the world either. In this Expert Insight Interview, we welcome Kizzy Marie Parks, President at K. Parks Consulting (KPC).

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Working in a corporate world usually means working for less than what you deserve. Hence, in today’s Expert Insight Interview, we welcome Samuel Knickerbocker to discuss maximizing value exchange.

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Negotiation is not a business skill that we usually learn in business schools, and maybe the reason for it is that it requires hands-on experience to excel in it. Thus, in today’s Expert Insight Interview, we explore the mindful negotiation with our guest, Simon Haigh.

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John Golden’s guest in the new Expert Insight Interview is Tim Kintz, automotive marketplace expert and author of the book ”Frictionless: Closing and Negotiating with Purpose”. As a top sales trainer, he will talk about the art of negotiation and share his secrets on how to master it.

Visite us on Apple Podcast You can also find SalesPOP! on all major podcast stations.