In this podcast episode, John Golden interviews Josh Alltop about his move from music production to sales. Josh talks about the cultural shock he experienced and the importance of believing in what you’re selling. He compares it to recommending a restaurant. They discuss negative stereotypes of salespeople and promote a service-oriented approach. Josh emphasizes empathy and understanding the buyer’s needs, focusing on creating value and trust. The episode also covers the mindset of abundance over scarcity and the similarities between sales and music production. Josh’s company, the Sales League, aims to empower sales professionals to earn well and leave a legacy.

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In this podcast episode, John Golden interviews Donald Kelly, a sales influencer and professional, on the topic of outbound sales strategies for 2024. Donald emphasizes the importance of outbound sales for scaling businesses and discusses the challenges posed by the current noisy digital environment. He advocates for a personalized and human-centered approach to engaging with prospects, particularly on LinkedIn, and advises against immediate sales pitches. Instead, he suggests building rapport and offering value before transitioning to email pitches. Donald also shares insights on his own experiences with outbound strategies and his work with TSC Studios and the Sales Evangelist podcast. John Golden commends Donald’s thorough approach and encourages listeners to consider his methods for improving their own sales outreach.

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In this podcast episode, John Golden interviews Nick Caruso about augmented intelligence in sales. Caruso, from KnowledgeNet.ai, emphasizes that augmented intelligence aims to enhance human efficiency, not replace it. They explore its use in refining sales playbooks and ideal customer profiles at the funnel’s top, improving alignment between sales and marketing. Caruso predicts the future may hold fully automated sales processes but notes ethical considerations. The discussion underscores the potential for small and medium-sized businesses to use AI to boost their sales pipeline and growth.

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In this episode of the Expert Insight Interview, host John Golden speaks with Richard Harris about the significance of human interaction in sales. They delve into the seller’s journey, emphasizing the need for active listening, respect for the buyer’s time, and maintaining the human element in sales interactions. Harris shares tactics for understanding buyer concerns, such as asking about skeptics within the buyer’s team. He also discusses his book “The Seller’s Journey” and offers sales training focused on go-to-market strategies and effective questioning. Harris extends an invitation for listeners to reach out for further discussion on sales strategies.

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In this podcast episode, John Golden interviews Kathy Andrews on leadership development and the transition from best to real practices in leadership. They explore leaders’ challenges and the need for authentic connection and adaptability in evolving workplace cultures. Kathy emphasizes the importance of leaders being more than problem solvers, developing a broader skill set, and adapting their styles to diverse teams. They discuss the positive impact of specific and intentional feedback, with Kathy mentioning a study suggesting the best teams have a positive-to-negative feedback ratio of 5 to 1. Kathy’s firm in North Vancouver offers bespoke leadership development, workshops, and executive coaching, focusing on tailored solutions for organizations and individual leaders.

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In this podcast episode, John Golden interviews Kim Peterson Stone, a LinkedIn expert and founder of Linkability. They delve into strategies for effectively using LinkedIn and Sales Navigator, emphasizing the importance of personal connections, consistency, and providing value to drive business success. They discuss the impact of automation and AI on LinkedIn outreach and caution against blindly following trends, instead recommending a focus on foundational activities. Kim shares insights from her business, which helps clients optimize their LinkedIn presence and offers to assist listeners with their LinkedIn strategies. The conversation highlights the significance of intentional engagement and patience in building a strong LinkedIn network.

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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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In this podcast episode, John Golden from Sales POP! Online Sales Magazine and Pipeline CRM talk with marketing consultant Zack from Think Alike Media about the strategic use of intent data and storytelling in sales outreach. Zack advocates for a personalized, multi-channel approach, focusing on building trust and understanding the prospect’s problems. They discuss the effectiveness of story-driven emails and the importance of authenticity and social proof. Zack shares a success story of a six-figure deal from a year-old email, highlighting the power of engagement over time. The episode emphasizes the value of long-term relationships in business-to-business sales and concludes with an invitation to explore Think Alike Media.

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