Sales Pop! Podcasts

Host John Golden sits down with Andy Paul to discuss how to cuts through the noise of excessive mediocre sales tips in order to get to the effective sales advice that will make a difference for your sales in 2018. The first piece of advice that Andy provides is this: if it seems "hypey" just turn around and walk away. There are people, however, that will give you good, solid sales self-development advice, that is well thought-out, based on experience, and on which you can rely. Listen in to see how you can improve your sales by understanding fundamental sales advice.

Art Sobczak is the author of the book Smart Calling: How to Eliminate Fear and Rejection from Cold Calling. Let's face it, when most of us hear the phrase "cold calling" they normally do associate it with fear and rejection, and generally a horrible experience. But there is a way to calm and confident cold calling, as Art shows us in this telling interview.

Content marketing has hit the ground running in recent years, with more salespeople and sales organizations producing digital content and written media. It has the potential to be a very successful marketing strategy if done correctly. John Hall, interviewed by John Golden, discusses the influence of content marketing, how to break through the noise, creating IDEA content, and explains why distribution is so crucial.

As a salesperson, you're in one of three places at the end of the year for your sales quota: You're desperately trying to make quota. You've made sales quota and you're happy and relaxing. Or you're nowhere near quota... unless the largest bluebird ever falls out of the sky. Why is it that this last category is the biggest and doesn't seem to improve? Host John Golden sits down with founder of No More Cold Calling Joanne Black to discuss the real factors that matter when it comes to achieving your sales quota. Joanne gives us amazing insight into why companies need to invest on improving the sales skills of their sales team instead of relying on technology.

Why is a sales process important? Host John Golden sits down with Lisa Magnuson to tackle the topic of how a sales process is one of the most important subjects in sales. Unfortunately most companies only pay it lip service or something that's done once and remains the same instead of being dynamic. Yet the one important statistic about a sales process is that it actually improves sales results. If you build a sales process based on best practices and use it, sales will almost certainly improve.

There are many who argue that online sales training isn't worth the time or effort. However renowned sales thought leader, author and veteran sales trainer Dr. Richard Ruff begs to differ and has become one of online sales training's leading proponents. Host John Golden sits down with Richard to discuss the advantage of utilizing online sales training to maximize sales efficiency.

The annual sales kickoff is a great opportunity to network and meet new colleagues, learn new things about the sales industry, and maybe even relax a little bit. But, often times, this long weekend is packed with so much information, that many salespeople leave without solidifying that knowledge. And, even if they do take away concrete points, the implementation often falls quickly to the wayside. Julie Hansen, interviewed by John Golden, explores sales kickoff meetings and how to make the most of them.

Growth marketing is a new way of structuring the marketing team and holding them accountable to increase revenue and company growth. The idea involves the alignment of sales and marketing, as well as coaching and strategizing for higher management. Sujan Patel, interviewed by John Golden, explains growth marketing, how to examine the current playing field, and how to differentiate your company from others.

Host John Golden sits down with Gordon Tredgold, author of FAST: 4 Principles Every Business Needs to Achieve Success and Drive Results, to understand why he chose 4 basic principles in his book.  In the interview he goes over each in detail to help you achieve success through: Focus, Accountability, Simplicity, and Transparency.

What makes a perfect close? According to James Muir, author of the bestselling book The Perfect Close, salespeople have learned many manipulative-style closes over the years. The net effect is that prospects, not feeling comfortable with them, don't do anything at all--in fact, 60 to 90 percent of sales cycles end in no close. Listen in as host John Golden sits down with James Muir to give you tips on how to make the perfect close.

Great sales managers are hard to come by. Sales managers have a very important job in the sales world. They manage a team of sales reps. They serve as a coach and a trainer. They monitor data and statistics, and a variety of other things. It can be challenging to know which aspect of sales management to focus on when trying to improve from an okay sales manager to a great sales manager. Kevin Davis, author of the Sales Manager's Guide to Greatness, has some concrete actions that you can take as a sales manager to improve as he sits down with host John Golden to share his insight.

The economic outlook is an important thing to consider, especially at the end of a year. As we enter the New Year, economist Dr. Thomas Potiowsky reviews what's ahead. This is important for salespeople so that they can orient themselves and prepare for their upcoming year. It's helpful to know what is going on in the sales market, as well as the business world as a whole. John Golden interviews Potiowsky on these topics.

Cold email prospecting has taken off in the last few years and has changed the sales world. It opens up so many new opportunities, and a new way to get in touch with people and open new accounts. The technology surrounding cold emailing has also improved, making it easier than ever to utilize this sales tactic. Interviewed by John Golden, Arvell Craig explores cold email prospecting.

Sales and marketing alignment is a challenge that has come about in recent years. Especially as the sales industry has undergone a technological revolution, it is even more critical than ever to unify the sales and marketing teams. Maribeth Kuzmeski, interviewed by John Golden, discusses some changes that marketing people can make to help unite these formerly separate entities.

Sales negotiation is a large part of being a successful salesperson, and yet 90% of sales executives have never had any formal negotiation training. Tony Perzow, interviewed by John Golden, gives concrete advice on to best utilize potent sales negotiation skills.

The sales process gets talked about a lot, but people in the organization often don't fully understand it and struggle with the concept. Using a sales process can be so beneficial for a company, and lead to great success for salespeople. Understanding how to evolve and adequately use a sales process can be instrumental in fostering that success. Jeff Galas, interviewed by John Golden, discusses sales processes.

Most people associate "sales pitch" with a pushy salesperson trying to manipulate you into buying something. In reality, this isn't a very accurate description, but the fact remains that a pushy message isn't often well received. Instead of pushing your message onto potential buyers, John Livesay, interviewed by John Golden, explores ways to pitch, not push.

Account based revenue strategy (ABR) has been a buzzword in the sales world, yet few people understand it or use it properly. Trish Bertuzzi, interviewed by John Golden, explores the ways that using ABR can help, or hurt, your organization.

Veteran sales consultant and co-author of The Salesperson's Secret Code, Ian Mills has been selling for about 38 years. He's worked for some big multinational companies, and for the last 20 years has run a company called Transform Performance International. He has advised many global organizations on how they could improve their performance: how could they up their game selling wise? Wouldn't you like to be able to unlock the salesperson secret code? Ian Mills, interviewed by John Golden, explores the secret of the top five or ten percent of salespeople, and what makes them successful.

In this day and age of the sales world, you might think that sales and marketing engagement would be very integrated. However, this isn't exactly the case. There is still a struggle between sales teams and marketing teams, and this difficulty unifying them had consequences that affect the entire organization. Joel Capperella, interviewed by John Golden, discusses how marketing can truly engage with sales.