Sales POP! Podcasts: Insights from Top Experts in Sales, Marketing, Leadership & More.

Negotiations have become the forgotten sales art. As technology booms and the sales world enter the digital age, salespeople have become more reliant on alternative tools, and have neglected one of the most basic techniques. This neglected sales skill has been tried and tested throughout the history of selling. Reintegrate this classic method to close more deals and improve your sales record. Host John Golden sits down with sales experts Jane Gentry, Tony Perzow, and Samantha Stone for this panel discussion on how negotiation is a neglected sales skill and how to use it to your advantage.

Join SalesChats hosts John Golden and Martha Neumeister for a fast-paced discussion on the topic of the CEO´s top concerns about sales with special guest John E. Flannery. With 31 years of experience in sales, sales management, and business ownership, John has countless insight into what really worries a CEO.

For every company, sales churn is a nightmare. Especially when dealing with a subscription type of service, such as a SaaS, it can be particularly troublesome. Customers can quickly go off to a competitor, or somewhere else. Sales churn can be reduced by having a great hiring process. By having a great hiring process and onboarding the best talent possible, you can keep your customers on board. Jane Gentry, our expert guest, will explain more in this week's #SalesChats.

Any salesperson will want to know how to close better, be more efficiently and more consistently—and of course will want to know how to obtain more closes. Join host John Golden as he sits down with our panel of sales experts Lisa Magnuson, John Flannery, and Janice Mars to learn how to close more deals.

DuPaul University created a center for sales leadership to help educate the future salespeople of the world. Daniel Strunk, managing director of the program, discusses developing sales professionals in this #SalesChat, hosted by John Golden and Martha Neumeister.

Sales call planning, how should it be done and why do so few salespeople do it? Is sales call planning one of the most fundamental tools a salesperson has as an indicator of success? Join host John Golden as he sits down with 3 top sales professionals Catherine Brinkman, Dan Perry and Ken Thoreson to discuss the topic of sales call planning.

As a former emergency room doctor, Dr. Susan O'Malley lead a different team every day she came to work, but the leadership principles remained the same. At the age of 50, Dr. O'Malley hung up her lab coat and started her own business to help entrepreneurs and corporate executives become better leaders. In this interview, she talks about the most important leadership principle and who is responsible for the success of a team. She stresses the importance of humility and provides strategies for turning setbacks into success.

We've all heard of a self-fulfilling prophecy. Well, there is now a body of research on the science of hopefulness. After leading public relations and corporate communications at media giants Universal and Turner Broadcasting, Libby Gill began looking into this research and started her own coaching and leadership consulting company. In this interview, she discusses what a hope-driven leader is and the powerful components of hope theory. Libby explains how there are multiple ways to an end goal and that hope is a strategy that helps people follow along.

Burnout is a widely discussed topic today not just nationally but globally as well. So many organizations have employees that are just plain burnt out. How does this relate to resiliency and what are leaders doing wrong? Eileen McDargh, Chief Energy Officer of The Resiliency Group, author, motivational speaker, and #1 ranked communication professional by Global Gurus, explains how we can look inside ourselves to redefine what resiliency means to humans. She discusses how certain leadership techniques, putting unnecessary pressure on ourselves, and not taking care of our bodies and minds are major causes of burnout.

As a technology strategist and certified futurist, Crystal explains aspects of how technology will impact our future and how to be using it more effectively. As we see more and more the integration of artificial intelligence (AI's), smart speakers and other technology applications; Crystal explains methods and strategies for utilizing technology to increase human effectiveness.

Along with his professional credentials, our guest speaker explains how his earlier school background as a high diver is the genesis for the research that he has done on courage. His story as a springboard diver forced him to face his profound fear of heights in order to eventually become a member of the US high dive team. Courage is often referred to as the first virtue in business and leadership. Courage allows you to do things that are hard, scary and challenging. The sacrifice paid is often to encounter your fear. There is a danger is the status quo, there is the risk in action and also a risk of inaction as competitors start to bypass us.

Negotiations don't always come naturally to everyone, and some of us absolutely despise this part of doing business. Negotiating is a learned skill that you acquire by practicing. Herb Cohen, a corporate and government negotiator, strategy consultant, and author discusses what makes someone a great negotiator and common mistakes people make when getting into these types of conversations. He provides three crucial steps for success in negotiations and explores the importance of how you make people feel in the process of selling.

What makes a good networker? You might think you are excellent at it and have nothing to learn here. But you might be coming across too strong and putting people off from the get go. Diane Darling, professional speaker, consultant, business coach, and author, defines networking to start and points out the parallels between it and relationship building. She provides great tips for different types of networking situations and ideas for opportunities to network you may not have thought of.

Brandon learned from a very young age from his father, Christopher Voss who is a former FBI hostage negotiator, how to communicate with people. He has adapted those lessons to the sales world and discusses how to set yourself up for the most effective negotiations. He details the importance of understanding the different negotiator types and how adapting to each unique situation is key.

Let's face it. Great leaders can go bad. This happens when someone in a leadership position is only concerned about themselves and their agenda and acts arrogantly rather than with humility. Authors Bill Treasurer, a corporate America veteran, and John Havlik, a Navy SEAL, combine their different perspectives and experience with leadership to discuss the qualities of strong, effective leaders as well as bad leaders.

How many people work 40+ hours a week for a company that doesn't foster a healthy work culture? It's probably way more than you think, and you might even relate presently or in the past. Unfortunately, this has a profound impact on how people perform in their jobs. But there is a solution. Dr. Randy Ross, a culture coach, and best-selling author talks about how building relationally rich work environments can keep employees engaged and motivated. He discusses how trust and feedback are integral to creating a work culture that inspires a company's most valuable asset: great people.

Data visualization is essentially the story behind the data. Visualization helps show what the numbers are saying and interpret the data quickly. Data in itself can be difficult to consume on its own. Visualization is a translation of the numbers with the use of design and aesthetics; the communication of the data in a visual context for the audience. Communicate with integrity; keep data real, authentic and still consumable.

Lee Salz: Founder and CEO of Sales Architects, author of several books including Sales Differentiation which was awarded by Top Sales World the silver medal for top sales book of 2018. The philosophy of the book was developed by Lee over the last 30 years and is applicable to any industry and company of any size; the more effective you are at differentiating the more effective you will be at protecting your price margin.

Organization design involves the options and implications around how to make sound decisions to structure your organization. Amy discusses how in the past organizations were fairly simple. Today, leaders and leadership teams can make a smart decision about their organizational structure to grow so people can come to work and do their best.

In this expert sales interview, Kris Boesch explains workplace culture, the costs associated with not having a good workplace culture and what can be done to change or improve your workplace culture. Her strategies are applicable to anyone who is leading or managing a team in any industry.

Having helped businesses for over 20 years to develop their organizational culture, Susan Salgado describes an organizational culture in today's terms as a sociological perspective that includes the values, beliefs, and traditions of the organization. What behaviors are acceptable is what defines a culture. How we treat one another from email communication, verbal communication, the way organizations set up policies are all pieces of how organizational culture is set up. Defining what is acceptable behavior within the workplace is done by developing a culture that fits who you are as a leader and what you are trying to achieve as a company. Your culture will determine what the acceptable behaviors are.

With thirty plus years of federal service in the United States naval academy, Marine Corps, FBI agent, counterintelligence and author of The Code of Trust. With his background in federal law enforcement in counterintelligence, recruiting foreign spies and building trust to align their priorities with those of us he realized the art form of interpersonal communication. When asked to write an article about the work of his behavioral team it became obvious that he was strategizing trust. He was strategizing how you create a healthy relationship. His book is based on five distinct principles.

Staying motivated can be a challenge when you do not set goals to hold yourself accountable. Goal setting may seem silly, but it is the one true way to measure and hold yourself accountable for your own success. If you don't write down your goals and keep them in front of you, who's to say that you will even remember them the next day?

Providing a good customer experience is key in customer retention. If you are treating your customers well, they are going to continue to come back to you year after year. It can be easy to get lost in the noise of following rules, but maintaining your core values while upholding the standards of a company is necessary. If the right people are hired, for the right reasons, success is unlimited.

Having trust in the people that lead you plays a huge role in your success. If you can't trust your leader, who can you trust? It is vital that if you are in a leadership role that you are providing your team with reasons to want to follow you. Are you setting a good example? Are you lacking skills, but have the knowledge to provide your team with the tools they will need to succeed?

Organizations are constantly attracting new talent in order to keep up with the trends, and eventually, these new people will become the next generation leaders of these organizations. So how do you ensure that you are attracting the RIGHT talent for the job? How do you ensure that you can make your employees happy and keep them around for the years to come?

Without creativity and innovation, the world we live in would look a lot different. Have you ever taken a moment to consider how some of the most useful gadgets were created? One person, or a group of people, had an idea and put their creativity to use. It is creativity and innovation that is the foundation for all businesses today.

People struggle with why they aren't where they think they should be in their career and their life. They don't always have the capacity to figure that out what has been holding them back for themselves. If you find yourself stagnated or not achieving the goals that you have set for yourself it is because of these traps that you have fallen into. Anyone can change the trajectory of life and at any stage of their life.

As the workforce transitions from an industrial age to the social media age, we discuss the leadership role within the workforce also transitioning. Exploring how defining your company values, behaviors and culture create a dynamic workplace to leverage social media. In an age where the workforce now looks for fulfillment and recognition in exchange for their time and how you can now connect with brilliant minds around the globe; we discuss the importance of the benefits of human interaction and workplace intelligence.

Karin's book is described as a manager's guide to getting results without losing your soul as a practical guide to achieving breakthrough results and remain a good human being along the way. Winning well is showing up with confidence and humility, focusing on results and relationships.

In sales, and in life, having good people skills is vital. If you have bad people skills, you will not be able to make connections with prospects, and you will not be able to close the deal. Having a strong understanding of yourself and others can help. Improve your people skills so that you can thrive in your career, and outside of your career.

The Sensei Leader movement is essentially human-centric leadership. In order to be a good leader, it is important that you are constantly growing and developing your skills so that you can provide insights to your team. It is also important that you are self aware. Do you know who you are? Do you know who you serve?

Teamwork can sometimes be challenging because there are a lot of different opinions being shared all at once. The key to successful teamwork is creating a safe and respectful environment in which all people feel heard and validated, even if you don't agree with their opinions. The powers of creative conflict and collaboration are unmatched when done in an appropriate way.

Prospecting can be a challenge for any salesperson, especially when you are having to cold call. The number of times that you are hung up on in one day can be overwhelming and exhausting. Rejection is never easy, but its par for the course in sales. That being said, without prospecting, sales would be impossible, so, unfortunately, it is a necessary evil. Here are some tips to help you prospect more successfully.

It is incredibly easy to set self-limiting beliefs for yourself. You can tell yourself that you aren't smart enough, strong enough, skilled enough, etc., but the reality of the situation is that you can do anything you set your mind to. All you have to do is start with a dream, and work harder than you've ever worked before.

Storytelling can be an incredibly useful tool in sales, but have you ever thought about why this is? It's simple - when you are telling a story, you can connect with people. Stories create a problem that your product or service can help alleviate, which ultimately can lead to closing more deals. Don't let your storytelling get in the way of a successful business.

In business, and in life, you are your own worst enemy. When times get hard, you can either choose to give up and limit your success, or you can choose to push through the hard times and break down barriers. Limiting your success comes from within, and the obstacles in your life are only in the way if you let them be.

Delivering innovative service doesn't have to mean spending a ton of money to upgrade a frequent flyer to first class, or upgrade a hotel guest to a suite. Delivering innovative service simply means being unique and going above and beyond what is expected of you.

Everyone at some point in their life has been asked what their purpose is. If you haven't been asked yet, you will be. Have you ever considered that there is more to life than waking up every morning and working an 8-5 job, feeling like you are stuck on the carousel of life? How do we eliminate that feeling? By finding our purpose.

Have you ever looked at someone successful and thought that you would never get there in your own life? Believing that you are not capable of greatness is wrong. If you have the self-motivation, you can achieve anything in life. Giving up is the easiest thing to do, but it is also the stupidest thing that you could do. Success is all about mindset.

How does personality type play into success in sales? Is there an "ideal" personality type that makes up a successful salesperson, or does it depend on the environment that you are in and who fits best in that environment?

Some people spend their whole lives trying to achieve success, but do they even really know what success is or how it is measured? Is it based on the amount of money you make, the house you live in, the clothes you wear, or the car you drive? What about measuring someone's success simply based on their personal accomplishments that have positively impacted their lives and those around them? Defining success is the easy part - getting there is obviously the hard part.

In order to be successful in sales, or in life, it is important that you are able to connect with others. Qualities like empathy, sympathy, vulnerability, transparency, etc., are all useful in drawing connections with others, specifically when they are genuine because they make you human. They show your prospect that you are in fact a real person and that you are there to make their lives easier in some way.

If there is one thing in life that we can count on, it's changing. Whether it's a change in career, family situations, moving to a new place, a change in technology, change is inevitable. While change can be scary and uncomfortable, change is actually a great opportunity because it helps develop us into stronger individuals. Change allows us to adapt to uncomfortable situations or circumstances and come out better than we were before.

A good leader is someone that executes a vision, listens, coaches, is resilient and motivated. A good leader can literally make or break the success of his or her team. Why? Communication! As a leader, your job is to be able to communicate the vision of your company and inspire those around you to reach for greatness. If you can't do that, what are you bringing to the table?

Selling involves a lot of negotiation. It's an important part of creating a win-win scenario for both the buyer and seller, so that both parties walk away having accomplished their goal, with a shared amount of sacrifice. There are six principles that every expert sales negotiator should know and understand. Understanding and using these principles can give salespeople and sales teams the edge they need to close more deals and make more customers happy. Mladen Kresic, interviewed by John Golden, discusses the six top principles for sales negotiators.

The selling profession has been around for decades. Hal Becker has made his mark on the sales world as an author, professional speaker, and sales trainer. Interviewed by John Golden, Becker discusses his ultimate sales book and his experiences in the sales world.

Most people would probably agree that authenticity is a good quality, especially for salespeople. Yet, many sales professionals struggle to embrace genuine expression of their thoughts and feelings with others. In reality, there is a fear of being outrageously authentic that is keeping sales professionals from engaging with their customers in real ways. Leigh Brown, interviewed by John Golden, explores what it means to be a salesperson that is outrageously authentic.

Mike Lipkin is back with more of his tips for dancing with disruption. Be sure to check out part one of his expert sales interview, if you haven't already. John Golden interviews Lipkin on how to dance with disruption and overcome obstacles to find success.

There is no doubt that we are going through massive disruption, no matter what industry. The status quo is not only being shaken, but it's also being shattered. We all must find new ways to carry on. Interviewed by John Golden, Mike Lipkin's explores his suggestion for how to thrive: dancing with disruption.