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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In this episode of the podcast, John Golden chats with Diane Strand. They discuss how creativity, marketing, and business blend together. John and Diane stress the key to success: being real and building a personal brand.

They talk about how social media influences how people see us. Diane offers tips from her long career in entertainment, emphasizing the need to be ready for anything. They also discuss why connecting with others and having a good support network is essential.

Diane wears many hats as an entrepreneur, executive producer, TV host, author, and founder of a nonprofit. The episode ends with an invitation to learn more about Diane’s life and a thank-you for the enriching talk.

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In this podcast episode, John Golden interviews Scott Greenberg, who shares insights from his experience managing hourly employees and his book “Stop the Shift Show.” Greenberg discusses the importance of leadership and management training, the need for managers to adopt a coaching mindset, and the significance of creating a sense of purpose and ownership among hourly workers. He advises treating employees as individuals with aspirations and emphasizes flexibility in the workplace. The episode concludes with Greenberg highlighting his expertise in improving team performance and the human aspect of business.

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In this podcast episode, John Golden from Sales POP! Online Sales Magazine and Pipeline CRM hosts Ray Rike, a seasoned subscription software leader and co-author of “Data and Diagnosis Driven Selling.” They discuss the intricacies of sales in the unique microclimates of San Francisco, the necessity of a data-driven sales process, and the difference between sales methodology and process. Ray shares insights from his book, co-authored with Bob Scarpa, Mark Petrucci, and Paul McQueary, on identifying ideal customer profiles and using intent data for targeted outreach. They explore the importance of business diagnosis, solution design, and AI’s role in enhancing sales processes by predicting deal closures and identifying key decision-makers. Ray concludes by recommending his book to those seeking a data-informed sales approach and discussing his work on a benchmarking database for the software industry.

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