In this podcast episode, John Golden interviews Dave Kurkjian, author of “6x: Convert More Prospects to Customers,” about the three mistakes salespeople make in the early stages of the sales cycle. The first two mistakes are sharing too much information and not being unique in the conversation. The third mistake is not focusing on the prospect’s point of view. Dave emphasizes that sales professionals need to focus on the prospect’s needs and communicate the value of their product or service in a way that is compelling and memorable. He suggests a technique called “you phrasing” to shift from your point of view to looking at the prospect’s worldview.

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In this podcast episode, John Golden interviews Marissa Freeman, the Chief Marketing Officer of Union Square Hospitality Group, about branding and customer experience in the hospitality industry. Freeman emphasizes the importance of understanding the customer journey and ensuring that brand values overlap with any partnership. She also discusses the significance of hospitality in creating a positive customer experience and building a successful brand. Freeman shares insights on the teachings of Danny Meyer’s book, “Setting the Table,” and how they apply to their business practices at Union Square Hospitality Group. She also talks about their various brands and their leadership and development practice called Hospitality Quotient.

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In this podcast episode, John Golden interviews Ruben Dua, the CEO of Dub, a video sales platform, about the importance of incorporating video into the sales process. Ruben explains how video can help businesses scale and grow without requiring additional inputs, and emphasizes the importance of human connection and authenticity in sales and marketing. He also discusses the challenges of getting emails in front of prospects and getting them to respond, and suggests being omnichannel and focusing on building human connections. Finally, Ruben promotes Dub as a platform for sending simple video messages to prospects and driving more results.

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In this podcast episode, John Golden interviews Vaughn Sigman, co-founder of Results Driven Leadership, about sales leadership and management. They discuss the common mistake of promoting the best salesperson to a sales leader without proper training, the importance of coaching skills in sales leadership, and the different skill sets required for sales leadership and salesperson roles. Vaughn shares his experience of implementing a mentorship program at CarMax to develop effective sales leaders. They also talk about the importance of hiring the right salespeople and the common mistake of hiring based on industry experience rather than behavioral patterns and skill sets.

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In this podcast episode, John Golden and Stacy Brown Randall discuss the challenges of generating referrals without asking for them. They explain why traditional tactics of asking for referrals and incentivizing them don’t work and emphasize the importance of building relationships and nurturing a referral ecosystem within a business. Stacy introduces her “backwards approach” to generating referrals, which involves building professional relationships with potential referral sources before asking for referrals. She also provides tips for companies looking to improve their referral strategy, including identifying existing referral sources and nurturing relationships with clients. The speakers encourage listeners to invest time and energy into building relationships to generate referrals.

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In this podcast episode, John Golden interviews Jamie Shanks, founder and CEO of Pipeline Signals, about the importance of mining and researching active customer prospect and competitor accounts. Jamie suggests a three-step process to address the challenges of prospecting efforts and account selection and prioritization models. He also emphasizes the need for sales teams to be strategic and accountable in their prospecting efforts and to constantly adapt to changes in the market. Additionally, Jamie discusses the importance of understanding customer priorities and needs, using video to deliver a compelling message, and focusing on objective cleaning of the sales pipeline.

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In this podcast episode, the speakers discuss the concept of hybrid leadership and its relevance during the pandemic. They emphasize the need for empathy and flexibility in leadership, especially in the context of remote work and changing talent recruitment. The speakers also discuss the importance of accommodating the mind and body in the workplace, creating a sense of belonging among all employees, and the benefits of company retreats. They stress the importance of leadership driving initiatives to connect with their teams and the need for a human element in the workplace, even with the rise of artificial intelligence. The speakers also introduce their agencies and investment firm.

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In this podcast episode, John Golden interviews Greg Nutter, a management consultant and author of P3 Selling, about the top five mistakes B2B sellers make. Greg discusses the importance of creating awareness, effective prospecting, and the role of a salesperson in the buying process. He identifies the top three mistakes as forgetting what selling is, poor prospecting, and thinking the role of a salesperson is either a relationship manager or a product expert. They also discuss the importance of understanding the buying process and the critical areas where planning pays off in B2B selling. Greg recommends a process for reviewing opportunities and prioritizing tasks to increase sales success.

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