If you are a seller planning to be successful in sales and in life, it is very important to have a process to follow, and we are not talking about the sales process here. In this episode, Josh talks about the concept of a pipeline for life and the 7 steps for you to take in building your pipeline for life. Learn more in detail in this latest episode of Love Selling Hate Sales.

HIGHLIGHTS:

UNDERSTAND WHO YOU’RE ENGAGING 

“Anytime you engage with somebody, you better know how they make money. And even further, better know how they look at profit. Are they a public company? Are they reporting to their shareholders? Are they a private company that's looking to grow or look for acquisition?”

PUT IN THE WORK, GAIN EXPERIENCE

“You need to gain experience along the way and use that experience to mold who you are. What's your point of view? How can you help to grow connections, and help people out no matter what it is you're doing?”

About Josh Wagner: 

Josh is a growth advisor and the host of the Love Selling Hate Sales podcast. He specializes in helping executives understand modern marketing and sales to drive growth in a scalable way. 

To learn more about Josh and his work, follow the links below:

• Josh on LinkedIn: https://www.linkedin.com/in/joshwagneraz/
• Josh’s Website: https://joshuadwagner.com/
• Love Selling Hate Sales: https://www.lovesellinghatesales.com/

Ollie Whitfield’s sales story is unlike any other. He used to hate the sales profession because of spam emails and pushy engagements. From being someone who said he will never be a salesperson, Ollie transformed and is now the Head of Growth Marketing at VanillaSoft. He discusses the need for sellers to cease utilizing spam-based marketing strategies and why being intentional is key when it comes to cold outbound email outreach. It’s an interesting story that you will only hear in this latest episode of Love Selling Hate Sales.

HIGHLIGHTS:

OLLIE: GET DOWN TO BEING CREATIVE

“People's attention are at a premium and it's our job as sellers to get creative, really do your research, understand the person, connect with them at the human level, and really start to break through that way, as opposed to these spam-based approaches”

OLLIE: YOU HAVE TO DO THE WORK

“You have to build relationships with people, you have to do the hard stuff, you have to be productive, you gotta organize your calendar, you've got targets, you know revenue, all of that stuff. If you're good at sales, you could probably be, in most cases, or at least close to being a pretty decent founder.”

Learn more about Ollie and his work in the links below:

• LinkedIn: https://www.linkedin.com/in/olliewhitfield/
• Website: https://vanillasoft.com/

About Josh Wagner: 

Josh is a growth advisor and the host of the Love Selling Hate Sales podcast. He specializes in helping executives understand modern marketing and sales to drive growth in a scalable way. 

To learn more about Josh and his work, follow the links below:

• Josh on LinkedIn: https://www.linkedin.com/in/joshwagneraz/
• Josh’s Website: https://joshuadwagner.com/
• Love Selling Hate Sales: https://www.lovesellinghatesales.com/

Joshua discusses the few potential strategies for leveraging the SDR team in your organization with demandDrive Director of Marketing AJ Alonzo in this episode of the Love Selling Hate Sales podcast. The SDR job is difficult, but because it has historically been predicated on volume, it is frequently seen as being at the bottom of the totem pole. However, it doesn’t have to be that way anymore. If given further training and chances, your SDRs can also help you test hypotheses and gather vital customer intelligence that even marketing and research may not surface.

HIGHLIGHTS:

AJ: UNDERSTAND WHY YOU’RE REACHING OUT

“You have to understand why you're reaching out to somebody. There's an inherent eyeball test that you can do when you look at someone's title, the company that they work at, some basic information about that organization to really understand and piece together why would this person want to talk to me, what value can I bring them.”

AJ: EXPECTATION VS. REALITY

“You expect someone, the most junior, inexperienced individual at your company to just take a hundred percent of the subject-matter expertise and customer stories and SDR story one-on-one stuff and in a week just go and hit the phones and be successful. I think it's just unrealistic to expect that at this point.”

Learn more about AJ and his work in the links below:

• LinkedIn - https://www.linkedin.com/in/ajalonzo/
• Website (demandDrive) - https://www.demanddrive.com/
• Podcast - https://www.demanddrive.com/podcast

About Josh Wagner: 

Josh is a growth advisor and the host of the Love Selling Hate Sales podcast. He specializes in helping executives understand modern marketing and sales to drive growth in a scalable way. 

To learn more about Josh and his work, follow the links below:

• Josh on LinkedIn: https://www.linkedin.com/in/joshwagneraz/
• Josh’s Website: https://joshuadwagner.com/
• Love Selling Hate Sales: https://www.lovesellinghatesales.com/

A Career Sales Pro, Sales Tech Co-Founder, and Sales Podcast Host, Mike O’Kelly joins Josh in the pod today. Salespeople are facing the problem of getting less and less training than ever before while having to deal with the demanding quotas that they have to hit. Mike talks about taking control of your career by seeking out mentorship and training outside of your organization. If you can’t get the training from work, get one on your own. Sales is about domination, make sure you’re the one who dominates. Tune in and learn more in this latest episode of Love Selling Hate Sales.

HIGHLIGHTS:

MIKE: LOOK FOR GREAT TRAINING YOU DESERVE

“If anybody's listening right now, and if you're in sales, go to a company that has great training. Go to the copier sales, the payroll sales, the enterprises of the world because they will set you up for life.”

MIKE: THE SALES ADVOCACY METHOD

“You have to dominate in sales or you're gonna get left behind, and that really is the sales advocacy method. The sales advocacy method is taking people and building them into advocates as quickly as possible. The only way to do that in sales and the only way to dominate is to have at least one of two things - that is total belief in the product or service, and total belief in you, the salesperson.”

MIKE: TAKE CONTROL, TAKE IT ALL

“Take control of your sales career. I didn't in my early career, I was very passive. I thought that the companies were gonna provide everything that was gonna be needed, and that's not the case. Reach out for training, for mentorship. Try to learn outside information with reckless abandon.”

Learn more about Mike and his work in the links below:

• LinkedIn - https://www.linkedin.com/in/mike-o-kelly-44ba352b/
• Surviving Outside Sales Podcast - https://www.audible.com/pd/Podcast/B08JJPGDQL
• Email - mike@survivingoutsidesales.com”

About Josh Wagner: 

Josh is a growth advisor and the host of the Love Selling Hate Sales podcast. He specializes in helping executives understand modern marketing and sales to drive growth in a scalable way. 

To learn more about Josh and his work, follow the links below:

• Josh on LinkedIn: https://www.linkedin.com/in/joshwagneraz/
• Josh’s Website: https://joshuadwagner.com/
• Love Selling Hate Sales: https://www.lovesellinghatesales.com/

These are the three key items to define as a leader to figure out the right-fit sales motion. In this episode of the Love Selling Hate Sales podcast, Joshua talks to EBS Growth Founder Bryan Whittington. 

Stay tuned until the end as Bryan provides both high-level overviews and specific tactical steps based on his personal experience, giving us a comprehensive guide to success, only here, in the latest episode of Love Selling Hate Sales.

HIGHLIGHTS:

BRYAN: STRATEGY DETERMINES YOUR OBJECTIVES

"Too many sales leaders mess this up. They don't understand their theory of constraints within their sales organization. So depending on what my sales strategy is, that's gonna determine what my sales objectives are, and my daily activities per person." 

BRYAN: HAVE YOUR PLAN, YOUR OWN PLAN

"One thing to take away is to have your plan. Don't just wing it from a book, don't look at somebody, another entrepreneur, or another company that crushed it and build one like theirs. Find your own."  

Learn more about Bryan and his work in the links below:

• LinkedIn: https://www.linkedin.com/in/brywhittington/ 
• Website: https://ebsgrowth.com/
• Podcast: https://podcasts.apple.com/us/podcast/the-talent-sales-scale-podcast/id1513003991

About Josh Wagner: 

Josh is a growth advisor and the host of the Love Selling Hate Sales podcast. He specializes in helping executives understand modern marketing and sales to drive growth in a scalable way. 

To learn more about Josh and his work, follow the links below:

• Josh on LinkedIn: https://www.linkedin.com/in/joshwagneraz/
• Josh’s Website: https://joshuadwagner.com/
• Love Selling Hate Sales: https://www.lovesellinghatesales.com/

Building out an enterprise sales organization is a rocky road, and there’s no better person to talk about it than Amanda Georgoff, Area Vice President for Enterprise Sales for Salesloft. Between creating new processes, determining what kind of sellers to hire, and creating a partner ecosystem, enterprise sales is not a walk in the park at all. However, the crucial thing to remember is that building an enterprise sales organization from scratch is a marathon, not a sprint. It’s not supposed to be quick or easy. Learn more about Amanda and her work in this latest episode of Love Selling Hate Sales.

HIGHLIGHTS:

AMANDA: INTERNAL STRENGTH OF AN ENTERPRISE SALES ORGANIZATION

"The strongest enterprise sales organization is one that is surrounded by an internal group of resources, the best post-sales support." 

AMANDA: DOERS ARE A MUST-HAVE, NOT OVERTHINKERS

"The people who've been really successful here are ones who've been able to come in and build alongside us and be flexible, willing to roll up their sleeves, doers. I don't want someone who's gonna come into our organization and just thinks about a problem."

About Josh Wagner: 

Josh is a growth advisor and the host of the Love Selling Hate Sales podcast. He specializes in helping executives understand modern marketing and sales to drive growth in a scalable way. 

Learn more about Amanda and Salesloft in the links below:

• Website: https://salesloft.com/
• LinkedIn: https://www.linkedin.com/in/ageorgoff/

To learn more about Josh and his work, follow the links below:

• Josh on LinkedIn: https://www.linkedin.com/in/joshwagneraz/
• Josh’s Website: https://joshuadwagner.com/
• Love Selling Hate Sales: https://www.lovesellinghatesales.com/

Our very own Josh Wagner is back with fresh new content and in this episode, he discusses his transition to 2 new roles. First, as a first-time CRO, and second, being a partner in a VC firm. This brings us to his main topic for today, which is how he spent his first 30 days as a start-up CRO. Josh breaks down the first 3 things he did as a new CRO which heavily involves learning new things. Find out more in this latest episode of Love Selling Hate Sales.

HIGHLIGHTS:

JOSH: THE FIRST 3 THINGS I DID AS A CRO

“The first thing I did as I came in was I just took a step back and listened. The second thing is I had to do a deep dive on the product, and the third is how am I going to sell this thing.”

JOSH: THE BEST SOURCE OF FEEDBACK

“The best feedback I got was picking up the phone and talking to people. It was amazing the things that I learned about what resonated with them when they did a demo. If they were confused about something, why was that? What was part of the process where things slowed down or stopped, it really started to give me a framework for how I'm going to redesign the sales process and think about it.”

JOSH: LEARN THE PRODUCT

“Learn the product inside it out. Learn it from your product, people learn it from developers unit from users really understand the ins and outs of the products and how it resonates to your different buyer types.”

About Josh Wagner: 

Josh is a growth advisor and the host of the Love Selling Hate Sales podcast. He specializes in helping executives understand modern marketing and sales to drive growth in a scalable way. 

To learn more about Josh and his work, follow the links below:

• Josh on LinkedIn: https://www.linkedin.com/in/joshwagneraz/
• Josh’s Website: https://joshuadwagner.com/
• Love Selling Hate Sales: https://www.lovesellinghatesales.com/

If you missed the episode where these buckets of wisdom came from, here’s your chance to play them back:

• 6 Degrees Of Kevin Bacon with Joshua Wagner
• What is Suzy Having for Lunch with Nigel Thomas
• How To Win In Times of Uncertainty with Daniel Gaugler
• How To Avoid Costly Mistakes In Hiring Salespeople with Nigel Green
• The 3 Cs of Sales Leadership: Culture, Coaching and Communication with Shawn Buxton

About Josh Wagner: 

Josh is a growth advisor and the host of the Love Selling Hate Sales podcast. He specializes in helping executives understand modern marketing and sales to drive growth in a scalable way. 

To learn more about Josh and his work, follow the links below:

• Josh Wagner | ShiftParadigm.com | JoshuaDWagner.com | LoveSellingHateSales.com

While there is still much to improve on in the use of data for sales improvement product-wise, Esben considers product-led growth as a catalyst for B2B SaaS. The thing is, we're already seeing these changes today, but we also need to know where to look.

HIGHLIGHTS

ESBEN: THE CURRENT GAP IN SALES AND PRODUCT ANALYTICS

"Data has always been there for product people. But even for them, often it's not very well done. But sales and marketing are data-driven in the sense of classic sales and marketing metrics but they're not data-driven when it comes to how customers are using the product or what is it they do inside the product and adjust accordingly."

ESBEN: THE NEED FOR A B2B CRM FOR SAAS

"Today, with Salesforce and Hubspot, they're like legacy solutions. They were built for another era, they were not built for Software as a Service. They don't do very well with handling product data. They don't do very well handling subscription-based models and usage-based models which are like the most popular pricing models in SaaS." 

ESBEN: A MINDSET TO ADAPT WHEN NEGOTIATING

"Procurement is not the one making the decision. The end-users, if they already make the decision, procurement is just there to try to get a better price. They already made the decision so its' not going to go away because you challenged them a bit on the pricing." 

Find out more about Esben and his work in the links below:

• Esben Friis-Jensen | Userflow | ProductLed Community

About Josh Wagner: 

Josh is a growth advisor and the host of the Love Selling Hate Sales podcast. He specializes in helping executives understand modern marketing and sales to drive growth in a scalable way. 

To learn more about Josh and his work, follow the links below:

• Josh Wagner | ShiftParadigm.com | JoshuaDWagner.com | LoveSellingHateSales.com

If you missed the episode where these buckets of wisdom came from, here’s you chance to play them back:

• Hiring With Soft Skills In Mind With Frank T. Ziede
• Selling Services To And Through Software Partners With Reed Clarke And Paul Chadwick
• Selling Services In A Software World With Justin Gray
• The Future Of Sales With Rishad Toboccowala
• The Nitty And Gritty Of Marketing With Mark Goblirsch

About Josh Wagner: 

Josh is a growth advisor and the host of the Love Selling Hate Sales podcast. He specializes in helping executives understand modern marketing and sales to drive growth in a scalable way. 

To learn more about Josh and his work, follow the links below:

• Josh Wagner | ShiftParadigm.com | JoshuaDWagner.com | LoveSellingHateSales.com

HIGHLIGHTS

JONATHAN: SALES SKILLS ARE RELEVANT TO REAL-LIFE RELATIONSHIPS

“The actual art of building relationships, and managing your emotions, and reading other people's emotions, controlling your communications both your nonverbal and your verbal communication, having tough conversations. All of this stuff is very difficult stuff to do, and these skills that make you so good at selling are the exact skills that you need to excel in all relationships in your life.”

Connect with Jonathan and his work using the links below: 

• Jonathan Mahan | ThePracticeLab.co

About Josh Wagner: 

Josh is a growth advisor and the host of the Love Selling Hate Sales podcast. He specializes in helping executives understand modern marketing and sales to drive growth in a scalable way. 

To learn more about Josh and his work, follow the links below:

• Josh Wagner | ShiftParadigm.com | JoshuaDWagner.com | LoveSellingHateSales.com

In this special edition of the Love Selling Hate Sales podcast, we will be journeying down memory lane as we take a look at some of the best moments of the show. In this episode, we will be featuring the best moments from Bryan Whittington, Mike O'Kelly, AJ Alonzo, Ollie Whitfield, and even one from our very own host, Joshua Wagner.

If you missed the episode where these buckets of wisdom came from, here’s you chance to play them back:

• Finding The Right-Fit Sales Motion For Your Organization with Bryan Whittington
• Take Control Of Your Sales Career with Mike O'Kelly
• Redefining The SDR Job with AJ Alonzo
• The Nitty Gritty Of Sales Engagement with Ollie Whitfield
• 7 Steps To Building A Pipeline For Life

About Josh Wagner: 

Josh is a growth advisor and the host of the Love Selling Hate Sales podcast. He specializes in helping executives understand modern marketing and sales to drive growth in a scalable way. 

To learn more about Josh and his work, follow the links below:

• Josh Wagner | ShiftParadigm.com | JoshuaDWagner.com | LoveSellingHateSales.com

Deep and deliberate practice. Intense personal training. These are the things that build up a pro athlete. These are the reasons why pro athletes are close to peak physical perfection. Sellers can also level up their game to perfection by doing the same things, to develop themselves into pros in the selling field. Tune in and learn all of these from Sales Coach, and co-founder of The Practice Lab, Jordana Zeldin, in this latest episode of Love Selling Hate Sales.

HIGHLIGHTS

JORDANA: DEPTH OF LISTENING = WILLINGNESS TO DISCLOSE

“How deeply you listen directly impacts the amount that the person you're listening to is willing to disclose. If we're expecting, as sellers, that prospects open up to a total stranger about their deep dark challenges, one powerful way to encourage that is by listening really attentively.”

JORDANA: NOBODY’S THERE BUT YOU

“No one's sitting there watching you, or listening to your pitch, writing down a list of questions that they're just dying to share with you. It's your job to draw them in and be very strategic with that question, and put yourself in their world.”  

JORDANA: THE STUMBLES AND TUMBLES WILL DEVELOP YOU MORE

“The science of behavioral change and skill development, as well as neuroscience, backs everything that you just said, which is that if you go slowly and deeply; making mistakes, stumbling, doubling back, and making corrections, that is where you most effectively develop your neurological circuitry.”

Connect with Jordana and her work using the links below: 

• Jordana Zeldin | ThePracticeLab.co

About Josh Wagner: 

Josh is a growth advisor and the host of the Love Selling Hate Sales podcast. He specializes in helping executives understand modern marketing and sales to drive growth in a scalable way. 

To learn more about Josh and his work, follow the links below:

• Josh Wagner | ShiftParadigm.com | JoshuaDWagner.com | LoveSellingHateSales.com

From Sell without Selling Out with Andy Paul to The Highs And Lows Of Building Out An Enterprise Sales Organization with Amanda Georgoff, we’ve had a great run full of inspiring stories and amazing insights.

BUT WAIT, THERE’S MORE!

Our journey together doesn’t end here. More exciting episodes and amazing guests are coming your way, so make sure to stay tuned to the coming episodes of LOVE SELLING HATE SALES!

About Josh Wagner: 

Josh is a growth advisor and the host of the Love Selling Hate Sales podcast. He specializes in helping executives understand modern marketing and sales to drive growth in a scalable way. 

To learn more about Josh and his work, follow the links below:

• Josh Wagner | ShiftParadigm.com | JoshuaDWagner.com | LoveSellingHateSales.com

In this episode of Love Selling Hate Sales, Josh talks to Cory Bray, Co-Founder of CoachCRM, about the importance of coaching in sales. Bray emphasizes that sales leaders should focus on coaching the people on their team, not just on the plays that are being run. By coaching the people on your team, you can help them grow and develop their skills, which will in turn lead to more success in the sales process.

HIGHLIGHTS

ANDY: Provide value with the intention

“Part of the hiring process should be defining the competencies required for the job. So in a sales job, it could be discovery, demo, a presentation, running a sales process, maybe landed, expand, things like that, and when you're defining the role, at least internally, if not as part of the formal job description, you got to be very clear about what competencies do you need to be mastered coming into this role? and which ones are you okay, If they're still developing?”

ANDY: The Four Pillars of Selling

“I just think that self-awareness thing is so underrated and sale. There are so many opportunities that are opened up to you that you don't even realize because you are having dozens of conversations a week with different types of businesses, different types of use cases, different types of personalities.”

Connect with Cory and her work using the links below: 

• Cory Bray | CoachCRM.com | Clozeloop.com

About Josh Wagner: 

Josh is a growth advisor and the host of the Love Selling Hate Sales podcast. He specializes in helping executives understand modern marketing and sales to drive growth in a scalable way. 

To learn more about Josh and his work, follow the links below:

• Josh Wagner | ShiftParadigm.com | JoshuaDWagner.com | LoveSellingHateSales.com

Best-selling author and sales consultant Andy Paul is in the pod to talk about doing away with typical salesy behavior and returning to a buyer-centric mode of selling. Instead of persuasion and manipulation, Andy advocates for truly understanding your buyer’s pain points and ensuring that what you’re selling is the appropriate solution to their problems. So ditch the manipulative tactics and engage in adding value,and you can learn how in this latest episode of Love Selling Hate Sales.

HIGHLIGHTS

ANDY: Provide value with the intention

“If we know that progress is value, then we have to be very intentional about how we provide the value. So what I write about my book is, you need to create a very simple value plan for every interaction you have with the buyer.”

ANDY: The Four Pillars of Selling

“The four pillars of selling are connection, curiosity, understanding, and generosity. Now, these are innately human behaviors that drive this buyer-centric way of selling. Which also, by the way, if executed properly, compresses decision cycles and increases your win rates.”

ANDY: Rule of thumb on winning odds

“Rule of thumb: Your odds of winning a deal are in inverse proportion to the number of times you ask the buyer to tell you their story.”

Connect with Andy and her work using the links below: 

Andy Paul | AndyPaul.com

About Josh Wagner: 

Josh is a growth advisor and the host of the Love Selling Hate Sales podcast. He specializes in helping executives understand modern marketing and sales to drive growth in a scalable way. 

To learn more about Josh and his work, follow the links below:

Josh Wagner | ShiftParadigm.com | JoshuaDWagner.com | LoveSellingHateSales.com

HIGHLIGHTS

• Always create value for your client first
• How to probe for the kind of value that your clients need 
• Earn your client's trust by acting as their consultant
• Effective consulting takes experience, practice, and learning 
• Anecdotal information can be very powerful 
• Portfolio management is all about scaling you 
• How to retain your executive sponsor after kicking off 
• The tools that help keep Jamie's life in order 
• Why you need to do Quarterly Business Review
• How Jamie gathers information on market trends, insights, etc.

QUOTES

Jamie on providing value to customers: "Customers can pick up on when you're being disingenuous or when you have an ulterior motive. And so the first thing that I always say is figure out what value means to the customer. What do they care about? What are they being measured against? What are some of their fears?"

Jamie's overview on portfolio management: "Portfolio management is conceptually the combination of all the different strategies and tactics that you can use to really get the most value out of your portfolio. This is where you have to be a bit self-serving. Put the needs of your customer first, and realize that you are only one person." 

Jamie's opinion on QBRs and their importance in customer success: "QBRs to me, become less a report card on what we did and become more of an opportunity to reflect on that, celebrate wins, and also think about what's next. That doesn't mean asking the customer to present a roadmap to you. That means preparing for that QBR to understand the roadmap and to infuse insights or market trends so that the session becomes really valuable to your customer."

Connect with Jamie and her work using the links below: 

• Linkedin: https://www.linkedin.com/in/jamiekirmess/

About Josh Wagner: 

Josh is a growth advisor and the host of the Love Selling Hate Sales podcast. He specializes in helping executives understand modern marketing and sales to drive growth in a scalable way. 

To learn more about Josh and his work, follow the links below:

• LinkedIn: https://www.linkedin.com/in/joshwagneraz/
• Company website: https://www.shiftparadigm.com/
• Personal Website: https:///www.joshuadwagner.com
• Podcast: https://www.lovesellinghatesales.com

In this episode of the Love Selling Hate Sakes, our host Josh Wagner talks to Negotiation Ninja’s Head of Sales and Training, Mark Raffan. Mark gives advice on understanding the difference of negotiation strategy from tactics, knowing what makes a good deal, and how to negotiate your way into getting one. 

HIGHLIGHTS

• Negotiation strategy is NOT tactics 
• Deals are not created out of thin air 
• Know what YOU want to get out of a negotiation first
• Sellers are people-pleasers to a fault 
• Don't talk yourself into a discount 
• Sellers need to be invested with their contracts too 
• A deal is only great if you got more than you needed 
• Don't sacrifice the strategy for tactics
• Don't just follow one book: read as much as you can 

QUOTES

The importance of having a sound negotiation strategy, says Mark: "You cannot have a good negotiation without good strategy. I think the media has done us a disservice. Movies like Wolf of Wall Street or Boiler Room, those kinds of movies where you see these slick talkin' sales dudes on the phone and all of a sudden, they're able to magically create a deal out of thin air. The reality is that's just not reality."

Where a lot of salespeople fail while trying to create a deal, says Mark: "A lot of people go into negotiations without having any idea of what they're trying to achieve. And then they come out with a deal and they're like, 'Hey I got a great deal.' And you're like, 'Woah, don't qualify it with great.' How do you know it's great? You got a deal. We have no idea whether it's great because you didn't know what you wanted to achieve in the first place." 

Why you need to have a good strategy before using tactics over it, says Mark: "There's a lot of negotiation strategy out there that will teach you to 'Say these three things and you'll get better results.' It sounds really really good, and you will sound phenomenal. But if the three things that you're saying don't align with the strategy that you haven't built, you're gonna sound great, but it's not gonna generate results."

Connect with Mark and his work using the links below: 

• Website: https://www.negotiations.ninja/
• Twitter: https://twitter.com/NegotiationPod
• Podcast: https://podcasts.apple.com/us/podcast/negotiations-ninja-podcast/id1300435924
• LinkedIn: https://www.linkedin.com/in/markraffan/
• Email: mark@negotiations.ninja

About Josh Wagner: 

Josh is a growth advisor and the host of the Love Selling Hate Sales podcast. He specializes in helping executives understand modern marketing and sales to drive growth in a scalable way. 

To learn more about Josh and his work, follow the links below:

• LinkedIn: https://www.linkedin.com/in/joshwagneraz/
• Company website: https://www.shiftparadigm.com/
• Personal Website: https:///www.joshuadwagner.comPodcast: https://www.lovesellinghatesales.com

In this episode of the Love Selling Hate Sales podcast, our host Josh Wagner talks about the three things that you can do to encourage a prospect to engage with you in the sales process. Most of the time they work, but if they don’t, then you probably weren’t a good fit for them anyway. 

HIGHLIGHTS

• Do an accusations audit 
• What happens next? 
• The polite walk away

QUOTES

When you should consider politely walking away from a prospect, says Josh: "If you run in to a buyer or a prospect who really doesn't want to engage with you, they really just want a quote or a proposal or some pricing, if they're not willing to give you the little bit of time that it takes to make a solid recommendation or think through what a good solution might be, or really determine if you're a fit for what it is they're trying to solve for, then you politely walk away."

About Josh Wagner: 

Josh is a growth advisor and the host of the Love Selling Hate Sales podcast. He specializes in helping executives understand modern marketing and sales to drive growth in a scalable way. 

To learn more about Josh and his work, follow the links below:

• LinkedIn: https://www.linkedin.com/in/joshwagneraz/
• Company website: https://www.shiftparadigm.com/
• Personal Website: https:///www.joshuadwagner.com
• Podcast: https://www.lovesellinghatesales.com

HIGHLIGHTS

• No other way to gain experience than time
• Join and engage with your community 
• Insist that you have time to talk to customers 
• Use the phone to gather intelligent market research
• Try to start any kind of business

QUOTES

Josh on the importance of having time to learn: "I said experience isn't an age thing. But there is simply no substitute for time. The more time you have, the more experience you can gain."

Josh's advice for new sellers to jumpstart their understanding of the job: "[As] part of your onboarding, tell your manager: 'Listen, all the training and enablement is great. But I need time speaking directly with customers.' And your job is not to sell here. Your job is to do some discovery. Learn from them."

Josh on why you need to try starting a business: "There are so many things that are generally business related that you can learn starting even the simplest business that translate into your sales career. Because at the end of the day, you want to be talking to executives. You want to be talking to senior-level people. They are thinking about their day to day and how to run the business. If you can speak to them in terms of how you run a business, it's gonna help you connect to them on a better level." 

About Josh Wagner: 

Josh is a growth advisor and the host of the Love Selling Hate Sales podcast. He specializes in helping executives understand modern marketing and sales to drive growth in a scalable way. 

To learn more about Josh and his work, follow the links below:

• LinkedIn: https://www.linkedin.com/in/joshwagneraz/
• Company website: https://www.shiftparadigm.com/
• Personal Website: https:///www.joshuadwagner.com
• Podcast: https://www.lovesellinghatesales.com

HIGHLIGHTS

• Age does not define experience
• Not all experience gained is relevant 
• You need to know how to apply your experience 

QUOTES

Joshua on why experience doesn't necessarily follow age: "Just because you're older than someone, doesn't necessarily define you as more experienced. Just because you're younger, doesn't mean that you don't have the prerequisite experience to be successful in a certain profession."

Joshua on what application of experience means: "The application of your experience is bringing stories to the table when you hear something that triggers an experience that you had. It's being able to draw from your memory bank to help build trust in sales."

Joshua on why being young isn't necessarily a handicap: "You don't need age to be a limiter. But those who have age and time on their side should definitely use that cast amount of experience and make the application and relevance very very front and center for the person you're talking to."

About Josh Wagner: 

Josh is a growth advisor and the host of the Love Selling Hate Sales podcast. He specializes in helping executives understand modern marketing and sales to drive growth in a scalable way. 

To learn more about Josh and his work, follow the links below:

• LinkedIn: https://www.linkedin.com/in/joshwagneraz/
• Company website: https://www.shiftparadigm.com/
• Personal Website: https:///www.joshuadwagner.com
• Podcast: https://www.lovesellinghatesales.com

In this episode of the Love Selling Hate Sales podcast, our host Josh Wagner talks to Brandon Bornancin, CEO and Founder of Seamless.ai about the importance of having a good sales list that provides not just accurate, but relevant information. Tune in until the end to hear how to get $500 in credits for free, exclusive to the listeners of this podcast. 

HIGHLIGHTS

• How Brandon realized the importance of the sales list 
• Why selling is a lot like fishing 
• How to sort and understand relevant data points 
• The bigger the organization, the more people you need to sell to
• Utilize all channels to reach out to your prospects 
• Think like a marketer, sell like a marketer 
• The ideal sales tech stack for a B2B seller 
• Maximize your sales list with hyper personalized reach outs 
• Try exceeding your quota by 3 to 5 times 

QUOTES

Brandon on selling to different-sized organizations: "If you're going after SMB, you could easily just go after the decision-makers and shareholders. If you're going after mid-market, I would recommend expanding that seller's circle. When you're going after enterprise, you've got a big grid. Influencers, users, budget holders, decision-makers, approval, legal. You've got a ton of people that you gotta work through."

Brandon on sales campaigns: "I believe in getting people in and out of the funnel as quickly as possible. I don't believe in 30-day campaigns, 60-day campaigns, 90-day campaigns. I believe in one to two week campaigns. I'm going to hit you leveraging all the channels, trying to deliver as much value as humanly possible to you to transform your life, take you from where you're at -- your biggest problems, challenges, pains, struggles, to where you want to go." 

Why Brandon uses every platform available to reach prospects: "The top brands that you know in the world: Apple, Coca-Cola, Microsoft, Walmart, Target -- they've got a million ads across a million channels. if people don't know you, they can't buy from you. So you gotta leverage all of these multi-channel campaigns in sales."

Connect with Brandon using the link below: 

• LinkedIn: https://www.linkedin.com/in/brandonbornancin/

Use the Promo Codes Josh Wagner or Love Selling Hate Sales to get $500 in credits for free: https://seamless.ai/

About Josh Wagner: 

Josh is a growth advisor and the host of the Love Selling Hate Sales podcast. He specializes in helping executives understand modern marketing and sales to drive growth in a scalable way. 

To learn more about Josh and his work, follow the links below:

• LinkedIn: https://www.linkedin.com/in/joshwagneraz/
• Company website: https://www.shiftparadigm.com/
• Personal Website: https:///www.joshuadwagner.com
• Podcast: https://www.lovesellinghatesales.com

HIGHLIGHTS

• Your first cold calls are going to suck
• Try not to take rejection personally 
• Don't give up so easily, you have nothing to lose 
• Your tone makes a world of a difference 
• Focus on getting people to ask about what you do
• Stop doing things that don't work 
• Don't be afraid to experiment with your approach
• Advice for people looking to work in a startup environment 

QUOTES

Sam's advice for first-time cold callers: "Your natural instinct, immediately when you get someone on the phone and as soon as they sound bothered or uninterested, you want to hang up because you feel like you're being a nuisance. I discovered that at this point, I'm only on the phone, I've got nothing to lose. If they're not interested, try to ask those provoking questions that just keeps them on the line."

Sam's tips for keeping people on the line: "The biggest thing that I found is I got them hooked as soon as they ask me what we do. My only goal in the first 23 seconds is have them ask me, 'well what is it that you do.' Because as soon as they've asked that question I've got them hooked. And at least, if nothing else, I'm going to get an email out of this phone call."

SHOW RESOURCES: 

• Business Case Lift Model: https://docs.google.com/presentation/d/1a6cYWGkILYaUJ6iLSAxNgRO-XRWZmmzX/edit?usp=sharing&ouid=100270421913823308516&rtpof=true&sd=true
• Exec Summary Example: https://docs.google.com/presentation/d/1uSKTaQjl2LLQajgyaweFnW6E2mOuvBMB/edit?usp=sharing&ouid=100270421913823308516&rtpof=true&sd=true
• ROI Model Template: https://docs.google.com/spreadsheets/d/1cCAyA3F7RiWI621qGhVIGKzJAPGDwMAJ/edit?usp=sharing&ouid=100270421913823308516&rtpof=true&sd=true

About Josh Wagner: 

Josh is a growth advisor and the host of the Love Selling Hate Sales podcast. He specializes in helping executives understand modern marketing and sales to drive growth in a scalable way. 

To learn more about Josh and his work, follow the links below:

• LinkedIn: https://www.linkedin.com/in/joshwagneraz/
• Company website: https://www.shiftparadigm.com/
• Personal Website: https:///www.joshuadwagner.com
• Podcast: https://www.lovesellinghatesales.com

In this episode of the Love Selling Hate Sales episode, our host Joshua Wagner shares five easy steps to building your own business case that you can use to build value and pursue smaller but equally important deals. 

HIGHLIGHTS

• Stop relying on value consultants for building a business case 
• Don't underestimate the value of smaller deals 
• You want to separate yourself from the other salespeople
• Step 1: Focus on collecting the inputs and baseline
• Step 2: Identify and find the growth levers 
• Step 3: Identify and show the lift 
• Step 4: Build an ROI model 
• Step 5: Create an executive summary 

QUOTES

Josh on why sellers need to know how to build a business case: "I've seen time and time again, that when you're working in a deal cycle and you need to go to your value consulting or value engineer group to build out a business case. They only want to work on the biggest of the big deals. They want to work on the big sexy logos, the million dollar deals, whatever it may be. In the mean time, there are plenty of six-figure plus deals out there that are going to get tremendous value out of building a business case."

Josh on the importance of identifying and showing revenue lift: "Executives, they love to see revenue lift. They love to see what's possible. So making sure that you really highlight what that lift looks like as a part of your model is super important."

SHOW RESOURCES: 

• Business Case Lift Model: https://docs.google.com/presentation/d/1a6cYWGkILYaUJ6iLSAxNgRO-XRWZmmzX/edit?usp=sharing&ouid=100270421913823308516&rtpof=true&sd=true
• Exec Summary Example: https://docs.google.com/presentation/d/1uSKTaQjl2LLQajgyaweFnW6E2mOuvBMB/edit?usp=sharing&ouid=100270421913823308516&rtpof=true&sd=true
• ROI Model Template: https://docs.google.com/spreadsheets/d/1cCAyA3F7RiWI621qGhVIGKzJAPGDwMAJ/edit?usp=sharing&ouid=100270421913823308516&rtpof=true&sd=true

About Josh Wagner: 

Josh is a growth advisor and the host of the Love Selling Hate Sales podcast. He specializes in helping executives understand modern marketing and sales to drive growth in a scalable way. 

To learn more about Josh and his work, follow the links below:

• LinkedIn: https://www.linkedin.com/in/joshwagneraz/
• Company website: https://www.shiftparadigm.com/
• Personal Website: https:///www.joshuadwagner.com
• Podcast: https://www.lovesellinghatesales.com

In this episode of the Love Selling Hate Sales podcast, our host Josh Wagner talks to sales management and leadership coach Shawn Buxton about the most pressing issues that sales leaders face, and introduces his framework for addressing the gaping hole that is the absence of training and support for sales leaders. 

HIGHLIGHTS

• Sales leadership vs sales management: what's the difference?
• The best sellers don't necessarily make good managers
• Sales leaders should be intentional in creating their own cultures
• A clearly defined culture helps you coach more specifically
• Use your one-on-one time to deliver customized coaching
• The 3 Levels of Communication: Contact, Conversation, and Connection
• Good communication goes beyond simple Slack messages
• It's crucial to get mentorship from the outside
• The benefits of having an intentional leader

QUOTES

Shawn on the difference between sales management and sales leadership: "I would say almost anybody can be a good sales manager if you're just looking at the management duties. But very few people are good at sales leadership because there's so much nuance to the roles and responsibilities of a sales leader versus just a sales manager."

Shawn on the absence of intentionality in creating company cultures: "The mistake that most leaders make, even at the most senior level is that they're building accidental cultures instead of intentional cultures. Meaning, they're just hiring cool people, people that maybe have great skills or they're cool or nice. They're good to people and they're just kind of crossing their fingers and hoping that something good comes out of it."

What most sales leaders get wrong about communication, according to Shawn: "The biggest mistake that sales leaders make in regards to communication is they have too high of expectations for the level of communication that they're constantly executing. They're just making contact but they're expecting connection-level performance, connection-level results."

Connect with Shawn through the links below:

• Shawn’s High Performance Sales Leadership Coaching Program: https://www.shawnbuxton.com/
• Email: shawn@shawnbuxton.com
• LinkedIn: https://www.linkedin.com/in/shawnbuxton/

About Josh Wagner: 

Josh is a growth advisor and the host of the Love Selling Hate Sales podcast. He specializes in helping executives understand modern marketing and sales to drive growth in a scalable way. 

To learn more about Josh and his work, follow the links below:

• LinkedIn: https://www.linkedin.com/in/joshwagneraz/
• Company website: https://www.shiftparadigm.com/
• Personal Website: https:///www.joshuadwagner.com
• Podcast: https://www.lovesellinghatesales.com

In this episode of the Love Selling Hate Sales podcast, our host Joshua Wagner talks to healthcare executive and bestselling author Nigel Green on why hiring salespeople is the biggest challenge in the sales world today, and what proactive strategies are available for hiring managers today to stop making the same expensive hiring mistakes.

Nigel also touches on the skills and educational background that sellers can pick up to differentiate themselves and give them an edge over their peers. 

HIGHLIGHTS

• The biggest challenge in sales today: hiring salespeople 
• What's going wrong in sales hiring today? 
• Do not forget to do a job analysis 
• Have your interviews reveal the kind of seller that your job applicant is 
• Compete with no one but yourself 
• Be aware of your own hiring biases
• Selling has become more about math than persuasion 
• Sellers are losing because they can't create a business case 
• Where the sales field is going and how sales managers should adapt

QUOTES

Nigel on the proof that we are not good at hiring sellers: "What's going wrong with sales hiring is that most sales managers think they're good at it. If they were in fact good at it, then why is it the case that the average tenure of an account executive, which is a closer or a middle-tier performer in a sales organization, is 11 months or less?"

Nigel's tips for becoming a better salesperson if you don't have a STEM background: "If you're listening to this and you don't have a STEM background, well you should study just economics. Because so much of selling today has become about math, statistics, probability, and not about woo, persuasion."

Connect with Nigel through the links below:

• Nigel's Training Course For Hiring Salespeople: https://www.therevenueharvest.com/hiring-salespeople
• Email: me@nigelgreen.co
• LinkedIn: https://www.linkedin.com/in/revenueharvest/

About Josh Wagner: 

Josh is a growth advisor and the host of the Love Selling Hate Sales podcast. He specializes in helping executives understand modern marketing and sales to drive growth in a scalable way. 

To learn more about Josh and his work, follow the links below:

• LinkedIn: https://www.linkedin.com/in/joshwagneraz/
• Company website: https://www.shiftparadigm.com/
• Personal Website: https:///www.joshuadwagner.com
• Podcast: https://www.lovesellinghatesales.com

HIGHLIGHTS

• Focus on your customer's problems and how to solve them
• In uncertain times, more is often less 
• Lean on your niche to differentiate yourself 
• Think Process, not People 
• Reduce friction where you can in the process  
• Relationships matter 
• Customers are talking to you because they want to win 
• How much do you need to worry about targeting? 
• The wider we go, the more we dilute the value we deliver

QUOTES

Daniel on what to do when sales targets are missed: "I always use a phrase. It's 'Think process, not people.' I use that primarily when targets are missed, the first response is to blame people and not to inspect the process in which we're going. Is it right? Does it meet the needs of our buyers, does this help us get to where we want to go?"

Daniel on the relevance of the Predictable Revenue model today: "As marketers and salespeople, we need to figure out how to be on the curve on the way up, not the one that is declining, which is where I would see predictable revenue today."

Daniel on overcoming skepticism in technology sales: "There is skepticism particularly if you're in technology sales today where everyone's bought technology that has not worked. But at the end of the day, if someone's in a conversation with you, you have to remember that they joined for a reason. And that's because they're hoping this solves some need that they have. They want to say yes, we just got to find what those guard rails are."

Connect with Daniel through the links below:

• LinkedIn: https://www.linkedin.com/in/dgaugler/

About Josh Wagner: 

Josh is a growth advisor and the host of the Love Selling Hate Sales podcast. He specializes in helping executives understand modern marketing and sales to drive growth in a scalable way. 

To learn more about Josh and his work, follow the links below:

• LinkedIn: https://www.linkedin.com/in/joshwagneraz/
• Company website: https://www.shiftparadigm.com/
• Personal Website: https:///www.joshuadwagner.com
• Podcast: https://www.lovesellinghatesales.com

HIGHLIGHTS

• A good product is important, but you still need to sell it 
• Sales is about conviction, control, and being unforgettable 
• Most people love talking but hate listening
• Just talk to your customers 
• What a good discovery call looks like 
• Always answer with a story 
• Your team needs to have really good unit economics 
• You have to know the business of their business

QUOTES

Nigel on making an indelible impression: "At the end of the day, when you show up for that call for the first time, you've never met that person, you've got about three seconds to make an impression, probably less. ‘What is it going to be? Is it going to be different to everyone else they've spoken to today?’ Because guess what, if it's not, they're gonna forget you in a heartbeat."

How to find out what Suzy is having for lunch, according to Nigel: "Imagine you're in a park somewhere. Suzy is over there sitting on a park bench. You got to figure out what she's having for lunch. And again, how are we going to do that? We can do some research. We can go on Google. We can figure out where Suzy is on social media. We can go to the most powerful technology platforms and build out an incredible algorithm and predict what exactly she's going to have for lunch. Or, we're just going to go and ask her."

Connect with Nigel  through the links below:

• LinkedIn: https://www.linkedin.com/in/nigelthomas-ai/
• Email: nigel@alphainbound.com

About Josh Wagner: 

Josh is a growth advisor and the host of the Love Selling Hate Sales podcast. He specializes in helping executives understand modern marketing and sales to drive growth in a scalable way. 

To learn more about Josh and his work, follow the links below:

• LinkedIn: https://www.linkedin.com/in/joshwagneraz/
• Company website: https://www.shiftparadigm.com/
• Personal Website: https:///www.joshuadwagner.com
• Podcast: https://www.lovesellinghatesales.com

Remember the game 6 Degrees of Kevin Bacon, where you try to link any other person to the prolific actor in six or less points of separation? Well, the same concept applies to building your pipeline. In this episode of the Love Selling Hate Sales podcast, our host Joshua Wagner outlines a three-point process where you can build your pipeline via the people you already know, both in person and on LinkedIn. 

HIGHLIGHTS

• Start building one-to-many relationships 
• Use LinkedIn to drive executive door-openers 
• Referrals from your customers are a source of gold

QUOTES

Josh on how you can build fruitful partnerships: "Regardless if one to many relationships are a good fit for you, you still need to do your due diligence around, 'Does your solution solve a problem for their customer base? Is it a good fit? Are you able to complement the types of services or products that they offer?'"

Josh on utilizing your executive team's LinkedIn connections: "As email gets crowded, as cold-calling gets crowded, you're asking SDRs to reach out to the most seasoned people on organizations. We're gonna see that being more and more of a challenge. Leveraging your executives and their networks to open those doors is a one to many path to creating relationships at the highest levels and opening doors for you and your organization."

About Josh Wagner: 

Josh is a growth advisor and the host of the Love Selling Hate Sales podcast. He specializes in helping executives understand modern marketing and sales to drive growth in a scalable way. 

To learn more about Josh and his work, follow the links below:

• LinkedIn: https://www.linkedin.com/in/joshwagneraz/
• Company website: https://www.shiftparadigm.com/
• Personal Website: https:///www.joshuadwagner.com
• Podcast: https://www.lovesellinghatesales.com

HIGHLIGHTS

• Parallels between professional sports and sales
• You can do everything perfectly and still get lackluster results
• Seek to control only the things that you can control
• Confidence is always king

QUOTES

Josh on the similarities between professional sports and sales: "At the end of the day, it's a performance-based business. What really matters is the result. You could be doing the same thing over and over and over again, and sometimes you could be riding a high, you could be really crushing it. And then other times, you might be doing those exact same things, and it's really really low because the results aren't there."

Josh on staying the course in the face of failure: "You can only control what you can control. You have to stick to the fundamentals. The worst thing you can do is start reaching for things that are outside of your norm, outside of what makes you great, outside of what puts the focus on your customer, the customer's results, and how you can make the most impact on their business."

Josh on the role of sales professionals: "At the end of the day, in sales like professional sports, confidence is king. It's really our role as sales professionals to focus on the things that matter. Focus on what we can control and ensure that we are putting our customer at the center of all that."

About Josh Wagner: 

Josh is a growth advisor and the host of the Love Selling Hate Sales podcast. He specializes in helping executives understand modern marketing and sales to drive growth in a scalable way. 

To learn more about Josh and his work, follow the links below:

• LinkedIn: https://www.linkedin.com/in/joshwagneraz/
• Company website: https://www.shiftparadigm.com/
• Personal Website: https:///www.joshuadwagner.com
• Podcast: https://www.lovesellinghatesales.com

HIGHLIGHTS

• All about the Complacent Sales Syndrome
• The usual motivation doesn't work on A-players 
• How to make your A-players achieve even more
• Good sales managers are adaptable 
• Podcasting is an opportunity-rich space 
• A closer look at the Catapulting Commissions Strategy Pie

QUOTES

Anthony on why A-players are much more motivated by legacy: "A good colleague of mine, one of the top-performing SaaS companies in the world to create his own consulting money. What did he do with the two years before that? He made over seven figures on W-2 income and finished back to back top two performances. It wasn't because he needed the money, it was his legacy. He wanted to create a consulting company where he had credibility." 

Anthony on what kind of legacy he wants to leave behind: "I believe it's our moral duty to leave the place we're at better than it was when we got here. So how do I do that? I find ways to create a legacy."

Anthony on why skills are secondary to consistent execution in achieving your sales goals: "In the book Catapulting Commissions, the actionable steps are designed to teach you how to achieve your sales goal by activity, not skill-based. Here's the activity we need to execute on, here's how we break down the numbers, here's how we reverse-engineer the goal. So you have some clear, actionable steps that get agreed upon in advance."

Connect with Anthony through the links below:

• LinkedIn - https://www.linkedin.com/in/anthonypgarcia99/
• Book - https://anthonypgarcia.com/product/catapulting-commissions-book/
• Workshop - https://www.catapultingcommissionsacademy.com/workshop
• Podcast - https://podcasts.apple.com/us/podcast/catapulting-commissions-sales-talk-with-anthony-garcia/id1491832626

About Josh Wagner: 

Josh is a growth advisor and the host of the Love Selling Hate Sales podcast. He specializes in helping executives understand modern marketing and sales to drive growth in a scalable way. 

To learn more about Josh and his work, follow the links below:

• LinkedIn: https://www.linkedin.com/in/joshwagneraz/
• Company website: https://www.shiftparadigm.com/
• Personal Website: https:///www.joshuadwagner.com
• Podcast: https://www.lovesellinghatesales.com

In this episode of the Love Selling Hate sales podcast, Josh Wagner talks to management consultant and SVP and Managing Director, Client Advisory for Shift Paradigm, Mark Goblirsch. Mark talks about the most common challenges that marketers today face, including the balancing of both art and numbers, as marketing involves both creativity and data-driven approach in its daily operations. He also gives us a high-level overview of the many marketing trends that are emerging in today’s fast-paced business environment. 

HIGHLIGHTS

• Leads are not the only measure of marketing
• The C-Suite often speaks a different language than marketing
• Organization beliefs that hinder progress
• The kind of marketer that you should be looking for 
• The creative side of marketing is not less important than the results
• Emotional Appeal: Why B2B companies need to act more like B2C 

QUOTES

Mark on the pressure that the Chief Marketing Officer experiences: "Sometimes I joke about it being a little bit like Survivor. You don't want to get voted off the island, you end up in this kind of survival mode in what you're going through. And even if you're crushing it, you tend to in that role, you tend to feel the pressure, you feel the stress."

Mark on the communication gap between marketing and other departments: "Sometimes folks can end up feeling like they're on a different page when oftentimes they are on the same page. They might be using different nomenclatures or their business plans aren't quite aligned. But communication and how they think about the business, how they talk about it and what those key metrics are, I think are really important to achieve that alignment." 

Mark on focusing market resources: "You can't market to everybody on the planet all at once. You'll go bankrupt in like 24 hours. So you have to have some methodology for figuring out who to market to and when, and how much." 

Connect with Mark through the links below:

• LinkedIn - https://www.linkedin.com/in/markgoblirsch/
• Email - mark.goblirsch@shiftparadigm.com

About Josh Wagner: 

Josh is a growth advisor and the host of the Love Selling Hate Sales podcast. He specializes in helping executives understand modern marketing and sales to drive growth in a scalable way. 

To learn more about Josh and his work, follow the links below:

• LinkedIn: https://www.linkedin.com/in/joshwagneraz/
• Company website: https://www.shiftparadigm.com/
• Personal Website: https:///www.joshuadwagner.com
• Podcast: https://www.lovesellinghatesales.com

HIGHLIGHTS

• The likelihood of going back to a Pre-COVID-19 world is 0
• Maximize your conferences for in-person interactions
• You can't generate revenue unless you create a triple win
• Learn how to S.A.V.E your clients 
• We were all salespersons at least once 
• Try building a case for the opposite of what you think is true
• 3 Things you can do to improve your selling
• Tactical tips to apply when talking to your clients 

QUOTES

Rishad: "I do not believe that we are gonna be at a place where there isn't gonna be some sort of worry about COVID for another year or two. Which means that people are not gonna go out of their way to have it easy to come inside the office."

Rishad: "You don't have to be there in person, but you need to be available. When they want you, you better be there. The worst thing, as you know, is looking for a telephone number in a website. Even worse than that, is your salesperson is missing in action when you want to reach them."

Rishad: "Build a case for the exact opposite of what you think is true. Put your sales thoughts together and then what you basically do is decide why you're full of s***. Poke holes. Because whoever you're selling against will be doing exactly that." 

Connect with Rishad through the links below:

• LinkedIn - https://www.linkedin.com/in/rishadtobaccowala/
• Subscribe to Rishad’s Substack: https://rishadtobaccowala.com/100
• Book: https://www.amazon.com/Restoring-Soul-Business-Staying-Human/dp/1400210542

About Josh Wagner: 

Josh is a growth advisor and the host of the Love Selling Hate Sales podcast. He specializes in helping executives understand modern marketing and sales to drive growth in a scalable way. 

To learn more about Josh and his work, follow the links below:

• LinkedIn: https://www.linkedin.com/in/joshwagneraz/
• Company website: https://www.shiftparadigm.com/
• Personal Website: https:///www.joshuadwagner.com
• Podcast: https://www.lovesellinghatesales.com

In this episode of the Love Selling Hate Sales podcast, Josh talks to Justin Gray, currently Chief Commercial Officer of Shift Paradigm, formerly LeadMD, which he founded in 2009 before it was acquired by Trendline Interactive. Josh, who happens to be one of the first enterprise account executives in LeadMD, reminisces with Justin the good old days of bootstrapping the company, the hard lessons they learned while essentially creating a new kind of sales model.

HIGHLIGHTS

• Don't fight the market
• Pivoting to a professional consulting business model
• The productization of services 
• COVID-19 dramatically pushed sales technology forward
• Find the path to value, even hyper value
• Always look through the client's lens

QUOTES

Justin: "Don't fight the market. The market defines what they want to buy." 

Justin: "At the end of the day, people need a hook to latch on to. And still when we have conversations with new partners today, it's like, what's the three bullet points I can give to my team, right? And it's getting harder and harder to articulate as your services expand, but you have to maintain that focus. You have to be able to tell people this is what we do, this is why it's relevant to you, this is why it's gonna make your customer successful."

Josh: "The productization allowed us to confidently say, you're going to get this methodology delivered this way no matter who you talk to. If someone's sick, goes on vacation — God forbid, leave the company, the next person who slides into that slot you're gonna get the same thing." 

Connect with Justin through the links below:

• Linkedin: https://www.linkedin.com/in/leadmd/
• Email: jgray@shiftparadigm.com
• Website: https://www.shiftparadigm.com/

About Josh Wagner: 

Josh is a growth advisor and the host of the Love Selling Hate Sales podcast. He specializes in helping executives understand modern marketing and sales to drive growth in a scalable way. 

To learn more about Josh and his work, follow the links below:

• LinkedIn: https://www.linkedin.com/in/joshwagneraz/
• Company website: https://www.shiftparadigm.com/
• Personal Website: https:///www.joshuadwagner.com
• Podcast: https://www.lovesellinghatesales.com

Reed and Paul discuss the many different aspects of a partnership in terms of helping both the sales and corporate sides of the business. They also share some of the best and worst situations they experienced during partner deals and the lessons gained from these experiences.

HIGHLIGHTS

• Challenges of working with software partners
• Why partnership matters
• Trust and relationships make a successful partner program 
• Applying the concept of third-party validation
• The best and worst moments Reed and Paul had in a partner deal

QUOTES

Reed: "Getting that upfront trust and making sure you have a cohesive plan helps a lot with that. But also just making sure that the goal is set and everybody knows what they're going to get. Everyone's worried in the software services relationship like 'who's going to pay what?', 'where's the budget going to go?', and you really just have to be clear about that."

Reed: "Unfortunately, this is the reason for the bad rap and the young software salesperson is starting to catch that which is just 'we're going to tell you everything does everything.' And the problem is that their competitors are doing the same and there is a lot of crossover between all of this technology."

Paul: "Enablement is a big one. Is there a partner program set up? And as partner folks begin newer roles in those situations, how do we quickly enable the sales folks to understand where we play in the market? How do we not take a revenue share from them? How do we incentivize?"

Paul: "There is an element of breaking bread with somebody and having a conversation, telling stories, and developing that trust and relationship because it starts to open those doors."

Connect with the guests through the links below:

• Reed (LinkedIn) - https://www.linkedin.com/in/reedlclarke/
• Paul (LinkedIn) - https://www.linkedin.com/in/pkchadwick/

About Josh Wagner: 

Josh is a growth advisor and the host of the Love Selling Hate Sales podcast. He specializes in helping executives understand modern marketing and sales to drive growth in a scalable way. 

To learn more about Josh and his work, follow the links below:

• LinkedIn: https://www.linkedin.com/in/joshwagneraz/
• Company website: https://www.shiftparadigm.com/
• Personal Website: https://joshuadwagner.com/
• Podcast: https://www.lovesellinghatesales.com

While there’s a lot of emphasis on skills and a high intelligence quotient, Frank argues that innate qualities like self-motivation cannot be taught and are much harder to develop. Frank also talks about the shift in dynamics between applicants and companies. With job candidates having so many more career options today, companies also need to step up and ensure that they are adequately providing the needs of their employees. 

HIGHLIGHTS

• Soft skills are anything but 
• Managers don't know how to deal with emotions
• People will pay more for a better experience.
• Do you care about me, can I trust you, can you help me?
• Companies should hire both for IQ and EQ
• The hiring party should also put their best foot forward

QUOTES

Frank: "There's a lot of people especially in the automotive world that have just felt like the number one thing that customers want is the lowest price. And there's a ton of research and data that points to that that's not the case. People will pay more for a better experience." 

Frank: "Human beings are like ATMs. You've got to figure out my pin code, and you've got to start making emotional deposits from the moment I meet you. But most people don't. Most people walk up and start withdrawing money." 

Frank: "Hire for their potential. Hire for their inspirational elements inside, their attributions slash talents. And then think to yourself, what tool can I put on their end. Because if they're not inspired on their own, if they don't have these internal attributes that are like the rocket fuel that's gonna guide them to this position, I can't teach that." 

Connect with Frank in the links below:

• LinkedIn - https://www.linkedin.com/in/frank-t-ziede-b4907931/

About Josh Wagner: 

Josh is a growth advisor and the host of the Love Selling Hate Sales podcast. He specializes in helping executives understand modern marketing and sales to drive growth in a scalable way. 

To learn more about Josh and his work, follow the links below:

• LinkedIn: https://www.linkedin.com/in/joshwagneraz/
• Company website: https://www.shiftparadigm.com/
• Personal Website: https:///www.joshuadwagner.com
• Podcast: https://www.lovesellinghatesales.com

HIGHLIGHTS

• Always think about building trust 
• You have to put in the work
• Consider your seller-market fit
• Boost your connections
• Understand the business of business
• Practice conceptual thinking 
• Earn and apply experience

QUOTES

Joshua: "Pipeline is of utmost importance. But what if we didn't think about the pipeline for the month, or for the quarter, or even for the year. What if we thought about a pipeline for a life?" 

Joshua: "Anytime you engage with somebody, you better know how they make money. And even further, better know how they look at profit. Are they a public company, are they reporting to their shareholders? Are they a private company that's looking to grow or look for acquisition?" 

Joshua: "You need to gain experience along the way, and use that experience to mold who you are. What's your point of view? How can you help to grow connections, help people out no matter what it is you're doing?" 

About Josh Wagner: 

Josh is a growth advisor and the host of the Love Selling Hate Sales Podcast. He specializes in helping executives understand modern marketing and sales to drive growth in a scalable way. 

To learn more about Josh and his work, follow the links below:

• LinkedIn: https://www.linkedin.com/in/joshwagneraz/
• Company website: https://www.shiftparadigm.com/
• Personal Website: https:///www.joshuadwagner.com
• Podcast: https://www.lovesellinghatesales.com

HIGHLIGHTS

• How social selling hooked Ollie into sales engagement
• Being a salesperson is a lot like being a CEO
• What's hot and what's not with sales engagement in 2022
• Personal Relevance vs Business Relevance 
• Best practices for outbound cold email

QUOTES

Joshua: "People's attention are at a premium and it's our job as sellers to get creative really do your research, understand the person, connect with them at the human level and really start to break through that way, as opposed to these spam-based approaches." 

Ollie: "You have to build relationships with people, you have to do the hard stuff, you have to be productive, you gotta organize your calendar, you've got targets, you know revenue, all of that stuff. If you're good at sales you could probably be, in most cases or at least close to being a pretty decent founder." 

Ollie: "In our market, for example, at Salesforce or at Hubspot, if they have this groundbreakingly new study or this new stat that I should know about based on what you know about me, my persona, my job, that's a way to create some commonality. What people do all the time that's wrong about this, they always recite some company I've never heard of and I could care less about and I don't even know if it's real. And then the stat is always something stupid like 'Marketers are 79% more likely to achieve their goals if they do A.'"

Ollie: "It's kinda like saying when you go bowling, do you use the rails? I don't use the rails. I'm kind of like, no I don't  do that I'm too cool for that. But writing with a framework is kind of the opposite of that. You should be proud of saying yeah, I do. I'm intentional about how I write my emails." 

Connect with Ollie and his work in the links below:

• LinkedIn: https://www.linkedin.com/in/olliewhitfield/
• Website: https://vanillasoft.com/

About Josh Wagner: 

Josh is a growth advisor and the host of the Love Selling Hate Sales podcast. He specializes in helping executives understand modern marketing and sales to drive growth in a scalable way. 

To learn more about Josh and his work, follow the links below:

• LinkedIn: https://www.linkedin.com/in/joshwagneraz/
• Company website: https://www.leadmd.com 
• Personal Website: https:///www.joshuadwagner.com
• Podcast: https://www.lovesellinghatesales.com

HIGHLIGHTS

• The problem with the traditional SDR job
• Customers are more empowered now than ever before 
• The onboarding process for SDRs needs to be more comprehensive 
• SDRs can hit both quality and quantity goals 
• Stop thinking of SDRs as the bottom of the totem pole
• Should we shift to full-cycle selling?
• Maybe don't be an SDR forever 

QUOTES

AJ: "You have to understand why you're reaching out to somebody. There's an inherent eyeball test that you can do when you look at someone's title, the company that they work at, some basic information about that organization to really understand and piece together why would this person want to talk to me, what value can I bring them." 

AJ: "You expect someone, the most junior, inexperienced individual at your company to just take a hundred percent of the subject-matter expertise and customer stories and SDR story one-on-one stuff and in a week just go and hit the phones and be successful. I think it's just unrealistic to expect that at this point." 

AJ: "The best companies that we work with and what we do internally is making sure that the onboarding process has a defined two-week, like this is your training section, sure these are all the things that you should know. But it's a continuous coaching and development program beyond that that a lot of companies don't necessarily invest in for a number of different reasons that really make sure that the SDRs that you bring on after those first 30 days aren't just gonna fall off." 

Learn more about AJ and his work in the links below:

• LinkedIn - https://www.linkedin.com/in/ajalonzo/
• Website (demandDrive) - https://www.demanddrive.com/
• Podcast - https://www.demanddrive.com/podcast

About Josh Wagner: 

Josh is a growth advisor and the host of the Love Selling Hate Sales podcast. He specializes in helping executives understand modern marketing and sales to drive growth in a scalable way. 

To learn more about Josh and his work, follow the links below:

• LinkedIn: https://www.linkedin.com/in/joshwagneraz/
• Company website: https://www.leadmd.com 
• Personal Website: https:///www.joshuadwagner.com
• Podcast: https://www.lovesellinghatesales.com

HIGHLIGHTS

• Salespeople are receiving the less and less training than ever before
• All sellers can benefit from being more process-driven
• Don't sell for the sake of selling 
• Sales is a lot like sports
• The Sales Advocacy Method 
• The trouble with pharmaceutical sales 
• Take control of your career today

QUOTES

Mike: "If anybody's listening right now, and if you're in sales, go to a company that has great training. Go to the copier sales, the payroll sales, the enterprises of the world because they will set you up for life." 

Mike: "Time is one of the most valuable assets you have as a sales professional. Everybody gets the same amount. It's how you use it efficiently." 

Mike: "You have to dominate in sales or you're gonna get left behind. And that really is the sales advocacy method. The sales advocacy method is taking people and building them into advocates as quickly as possible. The only way to do that in sales, the only way to dominate is to have at least one of two things, and that is total belief in the product or service, and total belief in you, the salesperson." 

Mike: "Take control of your sales career. I didn't in my early career, I was very passive. I thought that the companies were gonna provide everything that was gonna be needed, and that's not the case. Reach out for training, for mentorship. Try to learn outside information with reckless abandon." 

Learn more about Mike and his work in the links below:

• LinkedIn - https://www.linkedin.com/in/mike-o-kelly-44ba352b/
• Surviving Outside Sales Podcast - https://www.audible.com/pd/Podcast/B08JJPGDQL
• Email - mike@survivingoutsidesales.com

About Josh Wagner: 

Josh is a growth advisor and the host of the Love Selling Hate Sales podcast. He specializes in helping executives understand modern marketing and sales to drive growth in a scalable way. 

To learn more about Josh and his work, follow the links below:

• LinkedIn: https://www.linkedin.com/in/joshwagneraz/
• Company website: https://www.leadmd.com 
• Personal Website: https:///www.joshuadwagner.com
• Podcast: https://www.lovesellinghatesales.com

Bryan provides both high-level overviews and specific tactical steps siphoned from his personal experience as well as a few well-placed authoritative sources, resulting in this comprehensive guide to success disguised as a podcast episode. 

HIGHLIGHTS

• How to evaluate right-fit sales motion for your organization 
• Find your customer's trigger event as soon as possible
• Sales methodology is critically important
• Radical Candor: Be assertive, not aggressive
• Figure out your theory of constraints 
• The questions you ask are more important than the things you say
• The days of outside-only sales reps may be over

QUOTES

Bryan: "If I can't find that reason to change behavior or pay that political capital upfront` then I'm gonna end that because if it's a no, I want to know as quickly as possible." 

Bryan: "In the old days, I found emotional intelligence was just 'how well can I do this, how well can I talk to somebody and engage with somebody. But it's so much more than that. It's... do you give your energy away, meaning you have this high need for approval and so you're giving your energy away. Or you can steal energy away." 

Bryan: "With AI coming in, if you're selling commodities, people just want to order it online. You're gonna be out of a job pretty darn quickly if you aren't already. Here's the thing: if I'm features and benefits, stop it right away. And  everything that you want to say, couch it in terms of a question." 

Bryan: "Too many sales leaders mess this up. They don't understand their theory of constraints within their sales organization. So depending on what my sales strategy is, that's gonna determine what my sales objectives are, and my daily activities per person." 

Bryan: "One thing to take away is to have your plan. Don't just wing it from a book, don't look at somebody, another entrepreneur or another company that crushed it and build one like theirs. Find your own."  

Learn more about Bryan and his work in the links below:

• Podcast: https://podcasts.apple.com/us/podcast/the-talent-sales-scale-podcast/id1513003991
• Website: https://ebsgrowth.com/
• LinkedIn: https://www.linkedin.com/in/brywhittington/ 

About Josh Wagner: 

Josh is a growth advisor and the host of the Love Selling Hate Sales podcast. He specializes in helping executives understand modern marketing and sales to drive growth in a scalable way. 

To learn more about Josh and his work, follow the links below:

• LinkedIn: https://www.linkedin.com/in/joshwagneraz/
• Company website: https://www.leadmd.com 
• Personal Website: https:///www.joshuadwagner.com
• Podcast: https://www.lovesellinghatesales.com

Between creating new processes, determining what kind of sellers to hire, and creating a partner ecosystem, enterprise sales does not look like a walk in the park. However, the crucial thing to remember is that building an enterprise sales organization from scratch is a marathon, not a sprint. It’s not supposed to be quick nor easy. 

HIGHLIGHTS

• Building out an enterprise sales organization is a complex process
• Going into enterprise sales will change your whole organization
• You'll need people who can hit the ground running
• The highs and lows of working with partners 
• How software can help boost productivity for your sellers 
• Enterprise sales is a marathon, not a sprint

QUOTES

Amanda: "The strongest enterprise sales organization is one that is surrounded by an internal group of resources, the best post-sales support." 

Amanda: "Going up market and entering the enterprise is such a collaborative, organization-wide initiative. Because again, it has implications for product, it has implications for your post-sales organization, for CS and implementations, it has implications for finance, it has implications for your legal team, for your sales organization, for HR and recruiting. There's no part of our organization that hasn't been transformed by our growth in the enterprise." 

Amanda: "The people who've been really successful here are ones who've been able to come in and build alongside us, and be flexible, willing to roll up their sleeves, doers. I don't want someone who's gonna come into our organization and just think about a problem."

 Amanda: "For Salesloft, in our sales engagement category specifically, ultimately, the different facets of our platform will make your sellers more productive. Whether you're using our cadences, whether you're using our conversation intelligence which is native to the platform, our deals which is our pipeline management, our forecasting module, all of these things that comprise the Salesloft platform." 

Learn more about Amanda and Salesloft in the links below:

• Website: https://salesloft.com/
• LinkedIn: https://www.linkedin.com/in/ageorgoff/

About Josh Wagner: 

Josh is a growth advisor and the host of the Love Selling Hate Sales podcast. He specializes in helping executives understand modern marketing and sales to drive growth in a scalable way. 

To learn more about Josh and his work, follow the links below:

• LinkedIn: linkedin.com/in/joshwagneraz
• Company website: https://www.leadmd.com 
• Personal Website: https:///www.joshuadwagner.com
• Podcast: https://www.lovesellinghatesales.com

Through strategies such as freemium models or limited free trials, SaaS companies are redefining the roles of sales and customer success departments and may even indicate the need for a new type of CRM better suited to subscription-type revenue models. If Esben and other product-led growth evangelists are right, we may be already underway to a disruption that will change how we do business altogether. 

HIGHLIGHTS

• Transitioning from a product-led to sales-led organization and back again
• How product-led growth is the future of SaaS 
• Product-led models still need sales and customer success people
• Silos impede the connectivity of data in many companies
• The case for a software as a service CRM
• How the product-led model is changing procurement conversations 
• Should we merge sales and customer success? 

QUOTES

Esben: "Product-led growth is reducing the need to have sales and customer success involved in certain aspects,  but it's not removing the need. I would say it's changing the role of sales and customer success to basically be a bit different and I think it's still a journey that many companies are going through." 

Esben: "In my experience, even in a sales-led modeling, the best AEs were the ones who understood the use-cases, understood the product. Like if there was a question about the product, they didn't have to go and ask a solutions engineer, how do I do this, right? They really knew the product inside-out and if the customer had a use-case, they could say, yeah that's how you do it because that shows integrity." 

Esben: "I think there's a need for a new player to come in and actually build a software as a service B2B CRM. Today, with Salesforce and Hubspot, they're like legacy solutions. They were built for another era, they were not built for software as a service. Today, you can mention many things but they don't do well with handling product data. They don't do very well handling subscription-based models and user-based models which are like the most popular pricing models in SaaS." 

Esben: "I've always been a big spokesperson for to some extent, merging sales and customer success. Because I think the best customer success people are the ones who can do sales, and the best salespeople are the ones who can answer the customer's questions and give proper support." 

Learn more about Esben and his work in the links below:

• Website (Company): https://userflow.com/
• LinkedIn: https://www.linkedin.com/in/esbenfriisjensen/
• Community: https://productled.com/

About Josh Wagner: 

Josh is a growth advisor and the host of the Love Selling Hate Sales podcast. He specializes in helping executives understand modern marketing and sales to drive growth in a scalable way. 

To learn more about Josh and his work, follow the links below:

• LinkedIn: linkedin.com/in/joshwagneraz
• Company website: https://www.leadmd.com 
• Personal Website: https:///www.joshuadwagner.com
• Podcast: https://www.lovesellinghatesales.com

Instead of being thoughtful problem solvers that genuinely want to help their clients, sellers have to chase higher commissions at the cost of ethical practices and sometimes their own mental health. Instead, Joshua talks about the need to shift the focus to internal motivation and doing away with short-term thinking to the benefit not only of the salespeople, but of the whole company as well. 

HIGHLIGHTS

• You can love the act of selling but hate the profession
• External motivators are not always the answer
• Internal motivation is largely untapped in sales 
• The pitfalls of short-term thinking 
• Do you have the right seller-market fit? 
• Business-level conversations need industry expertise 
• External motivation might be doing more harm than good 
• Building a pipeline for life 
• A brain in the presence of fear is a poor performer 

QUOTES

Jonathan: "The actual art of building relationships, and managing your emotions, and reading other people's emotions, controlling your communications both your nonverbal and your verbal communication, having tough conversations. All of this stuff is very difficult stuff to do, and these skills that make you so good at selling are the exact skills that you need to excel in all relationships in your life." 

Jonathan: "For a hundred years, our whole economy and our ideas around business were based on this idea that external motivators are how you get the best work out of people. But for the last 50 years, the research has been showing that tasks that do involve a lot of creativity, tasks that are complex, that involve intuition, that involve authenticity, that involve advanced brain functioning, external incentives actually do worse than internal, but they also do worse than no incentives at all." 

Jonathan: "Onboarding reps are not given a ton of time to onboard. Additionally, they also aren't paid commissions until they start selling things. Which means even if the company says, 'take your time with onboarding this is important stuff to know,' if you're not getting paid half of your income until you start selling, you're not gonna eff around listening to podcasts, and reading articles and becoming an expert. You're just gonna be like, 'give me the phone I gotta call somebody.'"

Joshua: "We keep telling people to go have business-level conversations with executives. That's how you sell. Well, you can't do that with a script and a list of names. You need to know, one, to have a business conversation, you need to know the ins-and-outs of a business. And then, in your example, cybersecurity, you better know how cybersecurity companies make money, you better know what levers they pull." 

Learn more about Jonathan in the links below:

• LinkedIn: https://www.linkedin.com/in/jtmahan/
• Website: https://www.thepracticelab.co/

About Josh Wagner: 

Josh is a growth advisor and the host of the Love Selling Hate Sales podcast. He specializes in helping executives understand modern marketing and sales to drive growth in a scalable way. 

To learn more about Josh and his work, follow the links below:

• LinkedIn: linkedin.com/in/joshwagneraz
• Company website: https://www.leadmd.com 
• Personal Website: https:///www.joshuadwagner.com
• Podcast: https://www.lovesellinghatesales.com

Through practice sessions, sellers can fumble through objections and refine their pitches, which helps them get into the right headspace, and gives them a few tools under the belt that they can use in tight situations. Jordana also zeroes in on the importance of building rapport, listening deeply, and asking good questions to become an effective seller. 

HIGHLIGHTS

• Sellers should be practicing like professional athletes
• We all need to be better at listening 
• Discovery is not just about qualification 
• Sellers should know how to ask good questions 
• Deep and deliberate: How to practice sales effectively
• Empathize, never validate

QUOTES

Jordana: "How deeply you listen directly impacts the amount that the person you're listening to is willing to disclose. If we're expecting, as sellers, that prospects open up to a total stranger about their deep dark challenges, one powerful way to encourage that is by listening really attentively." 

Joshua: "No one's sitting there watching you, or listening to your pitch, writing down a list of questions that they're just dying to share with you. It's your job to draw them in and be very strategic with that question, and put yourself in their world." 

Jordana: "When I teach managers of sales teams how to coach, I've always found it to be really effective for them to position the practice as preparation in the same way that an athlete preps for a game. You're not just living in this fantasy world to role play for role play's sake, but you're really grounded in the person that your coaching's reality." 

Jordana: "The science of behavioral change and skill development, as well as neuroscience backs everything that you just said, which is that if you go slowly and deeply; making mistakes, stumbling, doubling back and making corrections, that is where you most effectively develop your neurological circuitry." 

Learn more about Jordana in the links below:

• LinkedIn: https://www.linkedin.com/in/jordanazeldin/
• Website: https://www.thepracticelab.co/

About Josh Wagner: 

Josh is a growth advisor and the host of the Love Selling Hate Sales podcast. He specializes in helping executives understand modern marketing and sales to drive growth in a scalable way. 

To learn more about Josh and his work, follow the links below:

• LinkedIn: linkedin.com/in/joshwagneraz
• Company website: https://www.leadmd.com 
• Personal Website: https:///www.joshuadwagner.com
• Podcast: https://www.lovesellinghatesales.com

http://techsquareventures.com

Vasant on LinkedIn https://www.linkedin.com/in/kamath1/

Find Dan on LinkedIn and https://strategicwinback.com/

Find Josh on LinkedIn.

Also visit Telecure.com

His book Sell the way you Buy, gets into the psychology of how people buy and what sales people need to do to meet the expectations of buyers. 

Find more from David at http://cerebralselling.com and his book on Amazon or where ever you buy your books. 

All too often sales leaderships paints a rosy picture of things for sellers. Tim used his experience at Marketo, later at Everstring and now as Co-Founder and COO at https://www.censia.com/ to bring a reality to his team. 

You can find Lenwood on LinkedIn or at Accelery.com

In this episode Lauren and I talk about the current crossroads in digital transformation, inbound vs. outbound sales and the differences in selling software and professional services. 

You can find her on LinkedIn or at Womeninrevenue.org

Visit Steffen at http://dreamdata.io or on LinkedIn

Bonus, we cover how to sell to Jeroen! 

I was recently a guest on the Target Market Podcast by AZK Media, listen in for my top tips on Sales and Marketing Alignment. 

This episode takes a deep dive into the MQL dilemma, meaning that so many marketing leaders are measured on an volume MQL metric rather than focusing on quality and revenue generation. 

These MQL metrics are often reported to the C-Suite and the board, even though often times it's a failing metric? 

Tune into find out? 

Find Chris at http://refinelabs.com

His newest book, ABM is B2B, highlights how important it is for marketing and sales to be in lock step. In this episode Sangram shares powerful stories of how to align marketing and sales with the C-Suite. 

Find ABM is B2B on Amazon 

The inherent challenges of what boils down to a an insanely complex channel model between hospital systems, primary care providers, specialists, physicians, insurers and oh yeah... the PATIENT is in the middle of it all. 

Craig is leading the charge to change how Honor Health goes to market and engages with their patients and the market. 

Find Craig on LinkedIn: https://www.linkedin.com/in/craig-kartchner 

Derek Kelliher is an Enterprise seller with Drift. He knows all too well, that selling in the enterprise requires strategic thinking, partnership and most important of all... SELLING. 

Leveraging the power of her own platform, 6Sense, Dasha takes enterprise sales to the next level. Dasha tells the story of of a 500 plus day enterprise deal ending in sitting in the lobby of the prospect pushing for a signature. 

There is nothing like enterprise sales, Dasha is the best in the business. 

Find her on LinkedIn. Visit 6Sense at https://6sense.com/.

Brandon and I talk about building relationships, how to map your territory and the importance of data.

Looking for a seller who does it the right way, listen in, Brandon is your guy. 

Find him on LinkedIn

Selling Services requires being part seller, part consultant and part therapist... trust me, I know as this is my world as well!

Jen explores sales leadership in a remote world, battling perceptions and working with partners. 

Find Jen Spencer on LinkedIn or at http://smartbugmedia.com

Matt is all about helping founders build the mindset of sales. Breaking through the head trash and perceptions of sales as a bad word. 

Founders often think that if they show the product it will sell itself. Matt helps them harness the power of the demo. How to use proper discovery to find pain and leverage the demo to solve that pain. 

Find Matt at http://mattwolach.com

He uses the first and second to build trust. 

Leonard helps small and medium size businesses transform. No easy task, when telecomm is viewed by many as a commodity. 

Leonard listens... hard, puts the customer first and uses that deep knowledge to hold buyers accountable.

Accountable to themselves, their success and to the joint plans Leonard helps to facilitate.  

While technology enables transformation, it's the fundamentals that make it possible. 

Fundamentals like defining ideal customer profiles, account segmentations and buyer personas. 

The ability to build 1:1 relationships with buyers starts with the fundamentals. Technology allows you top connect the dots with the data. 

As a Partner at Bonfire Ventures, Brett infuses software companies with a sales process, leadership, comp plans and a blueprint for sales growth. 

Sales is the lifeblood of any business, Brett is the man to help grow fast!

Check out "Around the Bonfine" for more insights from Brett https://medium.com/@BonfireVC

Fit is so important because if without fit, it's incredibly hard to take a value first approach. 

Fit help you as a seller to deeply understand your buyer and consequently how you can help their business. 

For Jackie, that can be an uphill battle, as she is educating her buyer on the value of tapping into the hispanic market. 

Find Jackie on LinkedIn: https://www.linkedin.com/in/jacqueline-bosque-diaz-604b295

Chris and I have recorded several shows together, this time we drill into ABM.

ABM is really nothing new, but the term was adopted by marketers as a way to better align with sales. 

Great in concept, but poor in execution. Like good concepts in Marketing, ABM has turned into a tactic driven by the tech vendors in the space. 

Find Chris at http://refinelabs.com and The State of Demand Gen Podcast https://podcasts.apple.com/us/podcast/state-of-demand-gen/id1511588213 

Brede talks about transitioning from a traditional product based sales model to digital, the challenges of globalization and selling through the channel.

Fit is critical, defining up front who you serve best is key, then focusing your sales efforts on solving problems.

Find Brede on LinkedIn: https://www.linkedin.com/in/brede-bjerke 

Winning over the prospect is only half the battle, enterprise deals are as much about selling your internal stakeholders as external. 

Evan and I take a tactical deep dive into everything from prospecting to deal negotiations in this episode. 

It's a can't miss!

Find Evan on LinkedIn https://www.linkedin.com/in/evankelsay/

Find Sesismic at http://seismic.com

Elizabeth comes to the Love Selling Hate Sales Podcast with a buyers perspective. Transparency is a winning formula at every stage of the sales process.

The conversation takes some great twists and turns, how sales can marketing teams can successfully collaborate, how to engage buyers, and the importance of data in sales and marketing.  

Find Elizabeth on LinkedIn https://www.linkedin.com/in/elizabethgafford

This episode takes twists and turns through cold calling ticket sales from the white pages to huge private equity pitches.

Bouker is currently the Chief Commercial Officer at USA Cycling. Their team is currently in preparations for the 2021 Olympics!

Get involved at http://usacycling.org

Scott takes us through his personal journey as a seller, sales leader and now evangelist for the sales profession. 

Scott helps companies go from $0-$25 by developing scalable sales process. 

Each week Scott helps hundreds of sales professionals through Thursday Night Sales, the worlds largest weekly sales happy hour. (thursdaynightsales.com)

Check out his book, Addicted to the Process on Amazon, https://www.amazon.com/Addicted-Process-Transactional-Confidence-Consistency-ebook/dp/B071SB4FZN

Human first, relationships, customer centric sales. 

Catie Ivey is a Regional VP of Sales with Demandbase, she talks about he Big 3 Priorities as a sales leader. 

1. Ensuring her team is the best version of themselves

2. Creating as much revenue as possible

3. Building predictability

Find more from Catie on LinkedIn https://www.linkedin.com/in/catieivey

Sales has a lot of negative stigmas, but at the end of the day, it about the people, creativity and providing value. 

Love Selling Hate Sales Season 2 Episode 8, is an amazing journey with 2 incredible women on sales, humanity and creating something real for people regardless of the sale. 

Please visit https://biqimarketing.com/, to learn more about Rubi Rodriguez and Stephanie Armstrong. 

PartnerTap helps sellers take action in the channel. Channel sales is its own unique beast but Autum brings incredible energy and passion to enabling channel sales leaders and sellers have an impact. 

Check out Partnertap.com to crack the channnel sales code. 

Find Abel on LinkedIn: https://www.linkedin.com/in/alomas/

Today Damian helps founders get over their own head trash as it relates to sales. 

Damian is intentional about organizations and sellers having a deep understanding of who you serve and how you serve them.

Until you understand that simple truth, you can never really sell. 

Find Damian at vpsales.co.

Starting his career as an engineer, Jeremey Donovan takes an analytical approach to sales and selling. 

All of the data an analytics come down to one thing for Jeremey... the ability to take Action. 

There was not a single topic we discussed where Jeremey didn't focus on how to action against whatever the topic. 

Chris is the founder and CEO of Refine Labs which is a marketing company focused on ensuring that what marketing contributes to sales organizations is revenue. 

Since the inception of Refine Labs Chris has been the sole salesperson responsible for bring in leads and closing business. 

Chris 100% drinks his own champagne relying on an inbound marketing model targeting the right fit customers to put in in the best position possible as a seller. 

Jon is a math and logic guy and learned early on that sales is a numbers game. That hasn't stopped him from taking a 100 year view with his customers. Meaning customer centricity is everything, which is the focus of his book to be released October 27, 2020 titled Stop Touching Base. 

If you are a seller and want to hear what world class sales enablement looks like you will want to listen to this episode. Kiva and Alea talk about... - Expectations working in a fast paced start-up environment - Continually investing in top producers, not just the middle and bottom - Creating systems to unlock creativity in the seller - What they are looking for in the interview process These two were absolutely fantastic! You will want to tune in on Sunday.

This episode takes a deep dive into the psychology of a cold call, how to keep prospecting while closing and the importance of deeply understanding the buyer.

Amy brings a fundamentally human element to sales leadership. In a profession driven by metrics, especially at the leadership level Amy focuses on building community.

Sales is nothing without trust, it takes very intentional effort to not turn every one on one with a seller into a pipeline meeting. It's important to make time for coaching and to develop relationships because that is what is needed to succeed in the field. 

This guy has over 15 years is SaaS sales and has never taken a single day for granted. 

When you think through the lens of Love Selling Hate Sales, the art vs. science, the relationships vs. the metric, Brett does it all. 

Not to mention he is a personal friend and all around great dude. You want to learn how to learn how to be a sales pro? This is the episode for you. 

Jim's 3 compounds to building fluency are...

1. The markets you sell into

2. The people you sell to

3. The products and how people use them

The combination of these three areas encapsulate the conversation in sales. The key is taking the best conversations across sellers to help transfer knowledge to the greater teams. An extremely impactful 35 minute discussion with Jim valuable to any seller and sales organization.

The lessons learned from interviewing over 200 top producers have had an amazing impact on his own career. Scott shares dozens of great anecdotes in this episode of Love Selling Hate Sales with a heavy emphasis on the Love Selling piece.

Scott is a firm believer of a quality focused long game, always planting seeds for the future. Stick around because around 42 minutes Scott drops an amazing sales tools that barely anyone is doing well which pays huge dividends.

He learned early on selling tickets to for a MLB club that there are trends in the data you can use to your advantage. The data will only get you so far, you must have the skill to successfully sell. Skill starts with empathy, not that fake empathy that most people use. Real empathy is not simply acknowledgement, rather that understanding of what what the person on the other side is going through AND how it impacts them!

Jake is a huge proponent sellers leveraging tools like LinkedIn to build a platform, be useful to their prospect and gain more conversations... at the end of the day isn't that what every seller is looking to do? Listen for some of Jake's tops tips and tricks for more effectively leveraging LinkedIn as a B2B seller. Get more from Jake on LinkedIn: https://www.linkedin.com/in/jakedunlap/

Dave is focused on brining down the barrier between sellers and their marketing counterparts by being the voice of the customer. Deep understanding of the buyer, sometimes getting uncomfortably close to the customer is the only way to make it happen.

Dave talks through some of the core tenets of his new eBook, The Digital Roadmap for Industrial Sale and Marketing https://go.klyck.io/2020-digital-road... As marketing looks for a seat at the revenue table, Dave outlines the key steps to making that often talked about dream a reality.

Sellers have an opportunity today to collaborate with marketing to leverage deep understanding of the buyer and the buyer journey to create that meaningful connection. You know that moment in a sales cycle when you you are on a text message basis with your prospect? That's part of the romance. B2B sales requires courtship, trust building and active listening to move a deal to close. Listen to Kyle as he offers sellers a message of quality and value.

The time spent with Justin is incredibly insightful as he dives into the parallel path necessary to be successful in sales in the modern world. The path manages playing the high quality and personalized long game with the need to hit numbers now short game required to make a living and keep your job in a highly competitive environment.

The big differentiator for Justin... the ability to multiply yourself and your efforts while leveraging technology and automation. It's a blend of the odl school and new school leveraging tech to fill the top of funnel with leading indicators, while personalizing at scale. Listen for Justin's prediction on the future of the SDR / AE relationship. It's pure genius. The evolving early release of Technology Quotient can be found here. https://docs.google.com/document/d/1j...

Joe pivoted his passion for healthcare and nutrition into a career in sales. There is nothing like that perfect blend of passion and ability to build relationships and solve problems.

Joe String's journey as a top notch seller has him poised to educate, mentor and train those who follow in his footsteps.