On my podcast, I spoke with Ray Rike, an expert in subscription software sales. Ray co-authored the book “Data and Diagnosis Driven Selling.” With over 30 years of experience, Ray shared valuable insights.

The Sales Landscape Analogy

Ray compared the challenges of sales to San Francisco’s microclimates. Just a few blocks can change the weather. This analogy showed the need for a systematic sales approach. The approach must adapt to ever-changing market conditions.

Ray explained the difference between sales methodology and sales process. A methodology is essential, but you also need a structured step-by-step process. This data-informed process guides the sales journey.

Ray and his co-authors offer wisdom on identifying the ideal customer profile in their book. This profile is based on data from successfully retained and renewed customers. The book guides sales pros in refining their approach.

Using Intent Data

Ray highlighted the value of leveraging intent data to prioritize sales outreach. Focus efforts on potential buyers showing positive interest signals. This optimizes time and resources.

Diagnosing the business need is critical in sales. Understand if your solution aligns with the customer’s needs. Collaborate with the customer to co-create tailored solutions.

Ray emphasized understanding customer pain points to tailor product demonstrations. This builds trust by showcasing relevant capabilities.

AI’s Role in Sales

Through data analysis, artificial intelligence can revolutionize sales processes. It can surface risks, predict deal probabilities, and optimize decision-making.

Ray’s book guides adopting a data-driven sales approach. He has also built a benchmarking database for recurring revenue software businesses. This database informs better decision-making.

Ray’s insights highlight the power of data, diagnosis, and AI in mastering SaaS sales. As the landscape evolves, these lessons will guide sales professionals toward excellence.

Our Host

John is the Amazon bestselling author of Winning the Battle for Sales: Lessons on Closing Every Deal from the World’s Greatest Military Victories and Social Upheaval: How to Win at Social Selling. A globally acknowledged Sales & Marketing thought leader, speaker, and strategist, he has conducted over 1500 video interviews of thought leaders for Sales POP! online sales magazine & YouTube Channel and for audio podcast channels where Sales POP! is rated in the top 2% of most popular shows out of 3,320,580 podcasts globally, ranked by Listen Score. He is CSMO at Pipeliner CRM. In his spare time, John is an avid Martial Artist.

I recently had an insightful talk. The guest was Jason Yarusi, a successful real estate professional who manages over $300 million in private funds. Jason shared his philosophy of the “100-mile mindset.”

Building a Strong Foundation

The 100-mile mindset is about setting sustainable goals. Jason stressed the need for a solid foundation to support achieving one’s aims. His approach aligns with my work philosophy. We believe in strategic planning and consistent effort.

Lessons from Ultramarathons

Jason’s experiences with ultramarathon running teach valuable lessons. When training for a 100-mile race, regular methods didn’t work. Instead, he committed to running 6 miles daily with no excuses. This step-by-step approach helped him conquer immense distances. It shows breaking down big goals into daily tasks leads to success.

A key point was focusing on the journey, not just the end goal. Jason highlighted intentional actions and persistence. He also emphasized specific goal-setting. For example, having a clear intention to buy apartment communities.

Overcoming Challenges

We discussed challenges like the temptation of shortcuts and instant gratification. Jason debunked overnight success myths. The path often has twists and turns. We also talked about defining your purpose as motivation.

Jason passionately spoke about staying true to your aspirations. He encouraged embracing short-term discomfort for long-term fulfillment and advocated surrounding yourself with supportive communities.

During the pandemic, Jason invited people to join his virtual 100-mile race. Amazingly, many surpassed expectations with the group’s collective energy and support. This highlights communities’ transformative power.

Live 100: Personal Growth

Jason introduced his Live 100 program for self-improvement. He invited listeners to explore resources on discipline and pursuing personal goals.

My talk with Jason reminded me of the value of the 100-mile mindset. Whether running ultras, managing business, or personal growth, sustainable goal-setting, daily discipline, and supportive communities are key. I’m grateful for Jason’s inspiring insights.

Our Host

John is the Amazon bestselling author of Winning the Battle for Sales: Lessons on Closing Every Deal from the World’s Greatest Military Victories and Social Upheaval: How to Win at Social Selling. A globally acknowledged Sales & Marketing thought leader, speaker, and strategist, he has conducted over 1500 video interviews of thought leaders for Sales POP! online sales magazine & YouTube Channel and for audio podcast channels where Sales POP! is rated in the top 2% of most popular shows out of 3,320,580 podcasts globally, ranked by Listen Score. He is CSMO at Pipeliner CRM. In his spare time, John is an avid Martial Artist.

In a recent episode, John Golden sat down with Gil Cargill, a seasoned sales coach with an impressive 48-year tenure in the field. Gil is a consultant and trainer and the visionary founder of Sales Autopilot. Our conversation delved into the transformative power of generative AI in sales.  I’m excited to share our discussion’s key takeaways and actionable insights.

The Game-Changing Role of Generative AI in Sales

Generative AI is revolutionizing the sales landscape by performing tasks that traditionally consumed a salesperson’s day. Unlike other technologies, generative AI isn’t just a analysis or data collection tool.  It’s an active participant in the sales process. Imagine having an AI that can call and confirm appointments.  Interpret customer responses and even engage in prospecting through text messaging. This level of automation is a game-changer. It frees up sales professionals to concentrate on high-value activities rather than getting bogged down by the drudgery of cold calling and prospecting.

One of Gil’s most critical points is the importance of trust in the sales process. With the rise of automation and AI.  Salespeople must work even harder to quickly establish a rapport with potential customers. Trust is the cornerstone of any successful sale. Also sales teams must integrate AI tools into their processes without compromising the human element that fosters this trust.

Navigating the Challenges of AI Implementation

Introducing AI into a sales team’s workflow isn’t without its challenges. Salespeople must adapt to new tools and processes, which can be daunting for some. Moreover, involving the sales team in AI technology’s planning and implementation stages is crucial to ensure a smooth transition and buy-in from those using the technology daily.

The Future of Sales with AI

Our conversation with Gil Cargill provided a wealth of insights into how generative AI is poised to reshape the sales profession. As we look to the future, salespeople must develop new skills and behaviors to thrive in an environment where AI plays a significant role. Leveraging AI effectively will become a key differentiator for sales professionals seeking to excel in their careers.

Integrating generative AI into sales processes is not just a trend.  It’s a strategic move that can lead to increased sales and profits. As I reflected on my discussion with Gil Cargill. It became evident that the sales industry is on the cusp of a significant transformation. By embracing AI and learning to work alongside it.  Sales professionals can unlock new levels of efficiency and effectiveness. It’s an exciting time to be in sales.  I’m eager to see how generative AI continues to evolve and enhance how we connect with and serve our customers.

Stay tuned for more insights and discussions on the latest trends in sales by following our interviews and joining the conversation. Together, we can navigate the future of sales with confidence and success.

Our Host

John is the Amazon bestselling author of Winning the Battle for Sales: Lessons on Closing Every Deal from the World’s Greatest Military Victories and Social Upheaval: How to Win at Social Selling. A globally acknowledged Sales & Marketing thought leader, speaker, and strategist, he has conducted over 1500 video interviews of thought leaders for Sales POP! online sales magazine & YouTube Channel and for audio podcast channels where Sales POP! is rated in the top 2% of most popular shows out of 3,320,580 podcasts globally, ranked by Listen Score. He is CSMO at Pipeliner CRM. In his spare time, John is an avid Martial Artist.

Overcoming Burnout: Finding Balance and Your Best Self

I recently had a meaningful conversation on my podcast. The guest was Eric Recker, a remarkable individual. Eric is a dentist, husband, father, speaker, coach, author, pilot, and mountain climber. He shared his powerful story of burnout and self-discovery.

The Struggle with Burnout

Eric faced severe burnout three times in his life. Each time pushed him closer to the edge. He almost quit his dental practice due to the immense stress. But a pivotal moment made him realize quitting wasn’t the answer.

This moment began Eric’s journey of self-discovery and healing. He decided to find a partner for his practice. This allowed him to start growing and recovering. We discussed the toxic culture that celebrates busyness and stress. Eric and I agree this mindset is harmful.

Intentional Self-Awareness

Eric emphasized the importance of intentional self-awareness. He stressed setting aside quiet time for reflection. He committed to 30 minutes of calm each day. This practice was challenging at first but ultimately transformative. It helped him connect with himself and realign priorities.

We also talked about living in the present moment. Eric spoke about finding daily wins and progress. He shared insight from his upcoming book about energy balance. Managing the inflow and outflow of energy is key.

Negative Influences

Our conversation touched on negative influences like social media and news. We highlighted intentional positivity while admitting funny distractions are okay sometimes.

Eric is on a mission to help others combat burnout. He offers a free “Knockback Burnout Challenge” on eric.com. It’s a great starting point for understanding and overcoming burnout. He also has a program based on “winning the now.”

Gratitude and Final Thoughts

I am sincerely grateful to Eric for his valuable insights. No one should live in constant burnout or stress. Eric’s story was inspiring and informative, and I look forward to more interactions with him. If you struggle with burnout, I encourage you to explore Eric’s work. It can guide you towards balance and intention.

Our Host

John is the Amazon bestselling author of Winning the Battle for Sales: Lessons on Closing Every Deal from the World’s Greatest Military Victories and Social Upheaval: How to Win at Social Selling. A globally acknowledged Sales & Marketing thought leader, speaker, and strategist, he has conducted over 1500 video interviews of thought leaders for Sales POP! online sales magazine & YouTube Channel and for audio podcast channels where Sales POP! is rated in the top 2% of most popular shows out of 3,320,580 podcasts globally, ranked by Listen Score. He is CSMO at Pipeliner CRM. In his spare time, John is an avid Martial Artist.

I recently had a meaningful conversation with Michael Altshuler. Michael is a motivational speaker and success coach. He is also an expert in enterprise sales. Michael hosts “The Results Podcast” and “Get Hired with Job Gladiator.” Our talk focused on making a difference in the world.

Living by Core Values

Michael discussed the importance of living by core values. He said we need to know our most important values and make choices that align with them. It’s not just about knowing our values but also about acting on them.

Michael shared personal stories about small acts of kindness. He gave examples like giving roses to women in a parking lot. He also paid for people’s purchases at a dollar store. These small gestures had a big impact on the recipients. They show how thoughtful actions can deeply affect others.

We discussed how modern society is often superficial. Surface-level interactions have become common. Michael said it’s crucial to be the best version of ourselves. This could be as a partner, parent, or neighbor. Our genuine kindness can create meaningful connections in our community.

An exciting part was about time and busyness. Michael challenged the idea that we are busier than ever. He said we might be more distracted than truly busy. He encouraged us to recognize the time we have. We should choose meaningful actions over meaningless distractions.

Aligning Actions and Values

Michael emphasized understanding our values and aligning our actions. This is how we can find purpose and satisfaction in life. He suggested questioning our desires and motivations. Identifying our passions, purpose, and skills leads to a fulfilling life.

The Journey of Self-Discovery

Michael shared stories from his career journey. They showed the value of being open to change and growth. We agreed on the importance of knowing what we truly want. Our intentional actions shape the meaningful legacy we leave.

Michael shared “The Dash” poem by Linda Ellis. This poem is about living with love, respect, and appreciation for others. The emotional weight highlights how we live impacts the legacy we leave.

As the episode ended, I praised Michael’s motivational work. I encouraged people to explore his content further. Michael spoke about his professional journey and continuous learning. His dedication to helping others succeed is inspiring.

A Kind Tradition

Michael humorously mentioned his tradition of giving roses in a parking lot. This simple act represents the core of our discussion. It’s about making a positive difference, one small gesture at a time.

I thanked Michael and expressed my hope this talk would inspire reflection. I hope it motivates us to prioritize kindness and consider the legacy we wish to leave. Let’s strive to impact society, even in small ways, positively. Every act of kindness creates a better, more connected world.

Our Host

John is the Amazon bestselling author of Winning the Battle for Sales: Lessons on Closing Every Deal from the World’s Greatest Military Victories and Social Upheaval: How to Win at Social Selling. A globally acknowledged Sales & Marketing thought leader, speaker, and strategist, he has conducted over 1500 video interviews of thought leaders for Sales POP! online sales magazine & YouTube Channel and for audio podcast channels where Sales POP! is rated in the top 2% of most popular shows out of 3,320,580 podcasts globally, ranked by Listen Score. He is CSMO at Pipeliner CRM. In his spare time, John is an avid Martial Artist.

I had a fascinating talk with Dan Seidman recently. Dan is the Managing Director of Reading Emotions. Our talk showed how important it is to understand emotions in sales. In this article, I will share the valuable lessons from our talk. These lessons can change how people work in sales and business.

The Science Behind Emotions in Sales

Dan Seidman is an expert on emotional intelligence. He explained the science of reading emotions. He said there are seven key emotions in human interactions. These are happiness, sadness, fear, disgust, anger, surprise, and contempt. Being able to recognize these emotions can be very helpful in sales.

Understanding these emotions allows salespeople to respond better. It’s not just about what is said. It’s about feeling the deeper emotions shaping the talk. This level of understanding can lead to better connections and more successful sales.

Emotions in a Digital World

One interesting part was about emotional intelligence in remote work. With more digital communication, reading emotions is hard but crucial. Dan shared ways to understand subtle signs in video calls and emails. These signs are often missed.

A Great Resource on Emotions

Dan praised the Reading Emotions website during our talk. He said it has a lot of scientific knowledge and stories about emotions. Dan said the website is more accessible than academic books. The books may be too complex for some people.

I agreed with Dan’s praise of the website. I encouraged people to explore the valuable information there. The site is great for those who want to learn about emotional intelligence. I also urged people to reach out to Dan directly. His passion and experience make him an excellent guide.

The Power of Sharing Knowledge

At the end, Dan expressed gratitude for the chance to discuss this critical topic. Talks like these show how powerful sharing knowledge can be. It can lead to great professional and personal growth.

Being able to read and respond to emotions is game-changing in sales and business. It’s a skill that can be learned. It can revolutionize how we connect with clients and coworkers. Listen to the full talk and visit the Reading Emotions website to learn more. The journey to emotional intelligence starts with curiosity and willingness to understand others’ emotions.

Our Host

John is the Amazon bestselling author of Winning the Battle for Sales: Lessons on Closing Every Deal from the World’s Greatest Military Victories and Social Upheaval: How to Win at Social Selling. A globally acknowledged Sales & Marketing thought leader, speaker, and strategist, he has conducted over 1500 video interviews of thought leaders for Sales POP! online sales magazine & YouTube Channel and for audio podcast channels where Sales POP! is rated in the top 2% of most popular shows out of 3,320,580 podcasts globally, ranked by Listen Score. He is CSMO at Pipeliner CRM. In his spare time, John is an avid Martial Artist.

The Subscription Revolution

In a world where one-time transactions are becoming obsolete, the subscription economy is taking center stage. Adam Levinter, founder and CEO of ScriberBase, shed light on this paradigm shift during our riveting discussion. The subscription model revolves around cultivating ongoing customer relationships and delivering continuous value. It’s a game-changer for businesses across industries.

Value Over Transactions

Transitioning to a subscription mindset goes beyond altering billing methods. It demands a fundamental shift in operations and priorities. The focus shifts from single sales to long-term customer satisfaction. Businesses must consistently exceed expectations, as unsatisfied customers can simply opt-out. This model incentivizes maintaining impeccable service standards.

While customer acquisition is vital, the real challenge lies in retention. Getting new customers costs far more than keeping existing ones. Exceptional omnichannel customer service and fostering meaningful relationships become paramount for minimizing churn.

Advocates: Your Secret Weapon

Adam emphasized the power of transforming customers into brand advocates through referral marketing. A loyal subscriber becomes a potent marketing asset, attracting new customers organically. Companies like Peloton and Spotify excel at community-building, converting subscribers into passionate brand champions through shared experiences.

To thrive in the subscription economy, businesses must prioritize authentic, valuable customer experiences. Understanding influence psychology and offering a sense of importance within the community breed long-term loyalty and advocacy. Getting this right future-proofs the business.

The Relationship Renaissance

At its core, the subscription revolution signals a shift towards valuing relationships over transactions. Companies succeeding in this economy prioritize customer satisfaction and engagement above all else. They understand that building a strong community is the lifeblood of sustainability.

Our Host

John is the Amazon bestselling author of Winning the Battle for Sales: Lessons on Closing Every Deal from the World’s Greatest Military Victories and Social Upheaval: How to Win at Social Selling. A globally acknowledged Sales & Marketing thought leader, speaker, and strategist, he has conducted over 1500 video interviews of thought leaders for Sales POP! online sales magazine & YouTube Channel and for audio podcast channels where Sales POP! is rated in the top 2% of most popular shows out of 3,320,580 podcasts globally, ranked by Listen Score. He is CSMO at Pipeliner CRM. In his spare time, John is an avid Martial Artist.

Finding Balance in Life’s Currents

In today’s fast-paced world, finding true balance can be elusive. In my recent discussion with Carroll Dey, a remarkable realtor, we delved beyond career matters. We explored profound topics like mental health, wellness, and seeking meaningful lives. Carroll shared incredible insights reminding us to ground ourselves authentically.

Authenticity: The Cornerstone of Fulfillment

Carroll brought a refreshing outlook on maintaining authenticity and purpose daily. In our driven, tech-fueled existence, her wisdom emphasized finding joy through genuine self-expression. She conveyed that fulfillment stems from embracing your truth wholeheartedly.

As a realtor, Carroll’s passion transcends property transactions. She facilitates happiness by guiding clients to spaces fostering contentment and peace. This unique approach exemplifies her belief in life’s interconnectedness. Our living spaces profoundly shape mental well-being.

Carroll’s vigor permeated as she discussed community engagement. Her involvement enriches lives collectively and individually. She spoke fervently about initiatives cultivating personal growth and well-being.

Technology’s Double Edge

We navigated technology’s impact, recognizing its utility while examining challenges. Carroll highlighted how digital overload hinders authentic communication, often exacerbating anxiety, especially among youth.

Carroll championed nurturing mental and emotional health holistically from within. She shared her transformative self-discovery path. Embracing authenticity unveiled life-altering experiences, reinforcing self-reflection, gratitude, and finding joy.

As our chat concluded, Carroll’s passion for the arts radiated. Her dedication to self-betterment inspired. For Carroll, real estate transcends career – it’s a catalyst for societal wellness.

My Gratitude

I am immensely grateful to Carroll Day for imparting her invaluable wisdom. Her perspectives emphasize the urgency of mental health and holistic well-being. Such conversations shape our collective journey towards balanced, authentic living.

Our Host

John is the Amazon bestselling author of Winning the Battle for Sales: Lessons on Closing Every Deal from the World’s Greatest Military Victories and Social Upheaval: How to Win at Social Selling. A globally acknowledged Sales & Marketing thought leader, speaker, and strategist, he has conducted over 1500 video interviews of thought leaders for Sales POP! online sales magazine & YouTube Channel and for audio podcast channels where Sales POP! is rated in the top 2% of most popular shows out of 3,320,580 podcasts globally, ranked by Listen Score. He is CSMO at Pipeliner CRM. In his spare time, John is an avid Martial Artist.