https://simplecast.com The Sales Lab Interviews with top sales leaders - providing insights and tips to help you grow your career or lead your team to greater heights! (c) Willy Bolander en-us Mon, 19 Jan 2026 10:15:00 +0000 Mon, 19 Jan 2026 10:15:11 +0000 http://www.thesaleslab.org The Sales Lab https://image.simplecastcdn.com/images/70219899-2cc5-459f-bb68-c537d8cbcaa8/239ccefc-7da2-4b1b-8d9f-7a226ebd998a/3000x3000/s3.jpg?aid=rss_feed http://www.thesaleslab.org episodic Interviews with top sales leaders - providing insights and tips to help you grow your career or lead your team to greater heights! Willy Bolander, Ph.D. false https://feeds.simplecast.com/ibrLeK8x sales, sales management, selling, influence, persuasion, leadership, research, science, data, training, sales training, sales enablement, sales operations, sales hiring, sales recruiting, sales education, sales leadership, cold calling, recruiting, hiring, lead generation, customer relationship management, crm, prospecting, talent development, sales tech, sales technology Willy Bolander info@thesaleslab.org bce05e97-6412-49d9-bf74-b3a0a80e7b8b TSL S3E27 - "What is Technical Sales" - Al Amerson, Texas AirSystems Check out the TIES Sales Showdown at www.tx.ag/TIES

Visit The Sales Lab at https://thesaleslab.org and check out all our guests' recommended readings at https://thesaleslab.org/reading-list

To listen to The Sales Lab Podcast on your favorite apps, visit https://thesaleslab.simplecast.com/ and select your preferred method of listening.

Connect with us on Facebook at https://www.facebook.com/saleslabpodcast

Connect with us on Linkedin at https://www.linkedin.com/company/thesaleslab

Subscribe to The Sales Lab channel on YouTube at  https://www.youtube.com/channel/UCp703YWbD3-KO73NXUTBI-Q

]]> Mon, 19 Jan 2026 10:15:00 +0000 info@thesaleslab.org (Al Amerson, Willy Bolander) http://www.thesaleslab.org Check out the TIES Sales Showdown at www.tx.ag/TIES

Visit The Sales Lab at https://thesaleslab.org and check out all our guests' recommended readings at https://thesaleslab.org/reading-list

To listen to The Sales Lab Podcast on your favorite apps, visit https://thesaleslab.simplecast.com/ and select your preferred method of listening.

Connect with us on Facebook at https://www.facebook.com/saleslabpodcast

Connect with us on Linkedin at https://www.linkedin.com/company/thesaleslab

Subscribe to The Sales Lab channel on YouTube at  https://www.youtube.com/channel/UCp703YWbD3-KO73NXUTBI-Q

]]> TSL S3E27 - "What is Technical Sales" - Al Amerson, Texas AirSystems Al Amerson, Willy Bolander 00:55:10 Al Amerson joins Dr. Willy Bolander in The Sales Lab to answer the question: "What is Technical Sales?" from the perspective of his company - Texas AirSystems. All episodes of Season 3 will address this important question. What do we mean by technical sales? What is so technical about it? Is it ever not technical? What competencies are needed for success? Join us! Al Amerson joins Dr. Willy Bolander in The Sales Lab to answer the question: "What is Technical Sales?" from the perspective of his company - Texas AirSystems. All episodes of Season 3 will address this important question. What do we mean by technical sales? What is so technical about it? Is it ever not technical? What competencies are needed for success? Join us! commercial sales, id, industrial distribution, growth, career development, texas airsystems, networking, sales engineering, commerical, expertise, texas a&m, office proximity, business relationships, showing up, transparency, cooling plant, business communication, self advocacyc, influence, ties sales showdown, motivation, tamu id, tamu engineering, texas a&m university, ties, career growth, persuasion, leadership, career, collaboration, long-term, problem solving, building partnerships, data centers, partnerships, texas a&m engineering, trust, tamu sales, technical sales, tamu, hvac, team, communication, growth mindset, performance, recognition, professional development, teams false full 27 3 04b04dd4-3b93-44ee-b0d8-d39c99a0d8b0 TSL S3E26 - "What is Technical Sales" - Tyler Courtney, Regal Rexnord Check out the TIES Sales Showdown at www.tx.ag/TIES

Visit The Sales Lab at https://thesaleslab.org and check out all our guests' recommended readings at https://thesaleslab.org/reading-list

To listen to The Sales Lab Podcast on your favorite apps, visit https://thesaleslab.simplecast.com/ and select your preferred method of listening.

Connect with us on Facebook at https://www.facebook.com/saleslabpodcast

Connect with us on Linkedin at https://www.linkedin.com/company/thesaleslab

Subscribe to The Sales Lab channel on YouTube at  https://www.youtube.com/channel/UCp703YWbD3-KO73NXUTBI-Q

]]> Mon, 12 Jan 2026 10:00:00 +0000 info@thesaleslab.org (Tyler Courtney, Willy Bolander) http://www.thesaleslab.org Check out the TIES Sales Showdown at www.tx.ag/TIES

Visit The Sales Lab at https://thesaleslab.org and check out all our guests' recommended readings at https://thesaleslab.org/reading-list

To listen to The Sales Lab Podcast on your favorite apps, visit https://thesaleslab.simplecast.com/ and select your preferred method of listening.

Connect with us on Facebook at https://www.facebook.com/saleslabpodcast

Connect with us on Linkedin at https://www.linkedin.com/company/thesaleslab

Subscribe to The Sales Lab channel on YouTube at  https://www.youtube.com/channel/UCp703YWbD3-KO73NXUTBI-Q

]]> TSL S3E26 - "What is Technical Sales" - Tyler Courtney, Regal Rexnord Tyler Courtney, Willy Bolander 00:49:00 Tyler Courtney a joins Dr. Willy Bolander in The Sales Lab to answer the question: "What is Technical Sales?" from the perspective of his company - Regal Rexnord. All episodes of Season 3 will address this important question. What do we mean by technical sales? What is so technical about it? Is it ever not technical? What competencies are needed for success? Join us! Tyler Courtney a joins Dr. Willy Bolander in The Sales Lab to answer the question: "What is Technical Sales?" from the perspective of his company - Regal Rexnord. All episodes of Season 3 will address this important question. What do we mean by technical sales? What is so technical about it? Is it ever not technical? What competencies are needed for success? Join us! turbomachinery, id, sales, industrial distribution, curiosity, compressors, sales management, aerospace, sales careers, sales engineering, beverage, continuous improvement, automotive, texas a&m, distribution, conveyor technologies, regal rexnord, sustainability, industrial solutions, powertrain, influence, automation, mechanical engineering, drives, ties sales showdown, tamu id, tamu engineering, texas a&m university, ties, industrial sales, medical, tech sales, leadership, advice, management, engineering, controls, data centers, sustainable solutions, alternative energy, self-improvement, texas a&m engineering, warehouse, tamu sales, technical sales, tamu, sales recruiting, hvac, growth mindset, gearing false full 26 3 5467d65c-729f-49d1-a4e6-1020f1163a40 TSL S3E25 - "What is Technical Sales" - Lucas Motycka, Johnson Controls Check out the TIES Sales Showdown at www.tx.ag/TIES

Visit The Sales Lab at https://thesaleslab.org and check out all our guests' recommended readings at https://thesaleslab.org/reading-list

To listen to The Sales Lab Podcast on your favorite apps, visit https://thesaleslab.simplecast.com/ and select your preferred method of listening.

Connect with us on Facebook at https://www.facebook.com/saleslabpodcast

Connect with us on Linkedin at https://www.linkedin.com/company/thesaleslab

Subscribe to The Sales Lab channel on YouTube at  https://www.youtube.com/channel/UCp703YWbD3-KO73NXUTBI-Q

]]> Mon, 3 Nov 2025 09:45:00 +0000 info@thesaleslab.org (Lucas Motycka, Willy Bolander) http://www.thesaleslab.org Check out the TIES Sales Showdown at www.tx.ag/TIES

Visit The Sales Lab at https://thesaleslab.org and check out all our guests' recommended readings at https://thesaleslab.org/reading-list

To listen to The Sales Lab Podcast on your favorite apps, visit https://thesaleslab.simplecast.com/ and select your preferred method of listening.

Connect with us on Facebook at https://www.facebook.com/saleslabpodcast

Connect with us on Linkedin at https://www.linkedin.com/company/thesaleslab

Subscribe to The Sales Lab channel on YouTube at  https://www.youtube.com/channel/UCp703YWbD3-KO73NXUTBI-Q

]]> TSL S3E25 - "What is Technical Sales" - Lucas Motycka, Johnson Controls Lucas Motycka, Willy Bolander 00:50:52 Lucas Motycka joins Dr. Willy Bolander in The Sales Lab to answer the question: "What is Technical Sales?" from the perspective of his company - Johnson Controls. All episodes of Season 3 will address this important question. What do we mean by technical sales? What is so technical about it? Is it ever not technical? What competencies are needed for success? Join us! Lucas Motycka joins Dr. Willy Bolander in The Sales Lab to answer the question: "What is Technical Sales?" from the perspective of his company - Johnson Controls. All episodes of Season 3 will address this important question. What do we mean by technical sales? What is so technical about it? Is it ever not technical? What competencies are needed for success? Join us! sustainable buildings, net zero buildings, energy, id, smart buildings, value, career development, indoor air quality, engineering sales, sales careers, texas a&m, sales engineer, sustainability, fire supression, fire detection, openblue, influence, automation, careers, leed, tamu id, learning, digital solutions, tamu engineering, texas a&m university, industrial sales, persuasion, tech sales, leadership, automated buildings, controls, johnson controls, safe buildings, solutions, sales skills, texas a&m engineering, technical sales, hvac, selling, energy efficiency, security, team selling, healthy buildings false full 25 3 714d3489-ae48-4ebc-a33a-a0ca51d54140 TSL S3E24 - "What is Technical Sales" - Michael Payne, Winston Watercooler Check out the TIES Sales Showdown at www.tx.ag/TIES

Visit The Sales Lab at https://thesaleslab.org and check out all our guests' recommended readings at https://thesaleslab.org/reading-list

To listen to The Sales Lab Podcast on your favorite apps, visit https://thesaleslab.simplecast.com/ and select your preferred method of listening.

Connect with us on Facebook at https://www.facebook.com/saleslabpodcast

Connect with us on Linkedin at https://www.linkedin.com/company/thesaleslab

Subscribe to The Sales Lab channel on YouTube at  https://www.youtube.com/channel/UCp703YWbD3-KO73NXUTBI-Q

]]> Tue, 28 Oct 2025 17:35:19 +0000 info@thesaleslab.org (Michael Payne, Willy Bolander) http://www.thesaleslab.org Check out the TIES Sales Showdown at www.tx.ag/TIES

Visit The Sales Lab at https://thesaleslab.org and check out all our guests' recommended readings at https://thesaleslab.org/reading-list

To listen to The Sales Lab Podcast on your favorite apps, visit https://thesaleslab.simplecast.com/ and select your preferred method of listening.

Connect with us on Facebook at https://www.facebook.com/saleslabpodcast

Connect with us on Linkedin at https://www.linkedin.com/company/thesaleslab

Subscribe to The Sales Lab channel on YouTube at  https://www.youtube.com/channel/UCp703YWbD3-KO73NXUTBI-Q

]]> TSL S3E24 - "What is Technical Sales" - Michael Payne, Winston Watercooler Michael Payne, Willy Bolander 00:41:55 Michael Payne joins Dr. Willy Bolander in The Sales Lab to answer the question: "What is Technical Sales?" from the perspective of his company - Winston Watercooler. All episodes of Season 3 will address this important question. What do we mean by technical sales? What is so technical about it? Is it ever not technical? What competencies are needed for success? Join us! Michael Payne joins Dr. Willy Bolander in The Sales Lab to answer the question: "What is Technical Sales?" from the perspective of his company - Winston Watercooler. All episodes of Season 3 will address this important question. What do we mean by technical sales? What is so technical about it? Is it ever not technical? What competencies are needed for success? Join us! midstream, energy, id, sales, industrial distribution, complexity, upstream, pump repair, sales management, sales careers, sales engineering, commercial plumbing, winston watercooler, pipe, valves, texas a&m, distribution channels, fittings, influence, plumbing, water, tamu id, tamu engineering, texas a&m university, industrial sales, persuasion, tech sales, leadership, fabrication, pump, water purification, system complexity, pvf, b2b, texas a&m engineering, wholesale distribution, fountains, technical sales, tamu, hvac, selling, wholesale, team selling false full 24 3 912e00c8-6060-4344-9891-c129eda82cea TSL S3E23 - "What is Technical Sales" - Zach DeGroff, Rubber & Gasket Company of America Check out the TIES Sales Showdown at www.tx.ag/TIES

Visit The Sales Lab at https://thesaleslab.org and check out all our guests' recommended readings at https://thesaleslab.org/reading-list

To listen to The Sales Lab Podcast on your favorite apps, visit https://thesaleslab.simplecast.com/ and select your preferred method of listening.

Connect with us on Facebook at https://www.facebook.com/saleslabpodcast

Connect with us on Linkedin at https://www.linkedin.com/company/thesaleslab

Subscribe to The Sales Lab channel on YouTube at  https://www.youtube.com/channel/UCp703YWbD3-KO73NXUTBI-Q 

]]> Mon, 13 Oct 2025 08:50:00 +0000 info@thesaleslab.org (Zach DeGroff, Willy Bolander) http://www.thesaleslab.org Check out the TIES Sales Showdown at www.tx.ag/TIES

Visit The Sales Lab at https://thesaleslab.org and check out all our guests' recommended readings at https://thesaleslab.org/reading-list

To listen to The Sales Lab Podcast on your favorite apps, visit https://thesaleslab.simplecast.com/ and select your preferred method of listening.

Connect with us on Facebook at https://www.facebook.com/saleslabpodcast

Connect with us on Linkedin at https://www.linkedin.com/company/thesaleslab

Subscribe to The Sales Lab channel on YouTube at  https://www.youtube.com/channel/UCp703YWbD3-KO73NXUTBI-Q 

]]> TSL S3E23 - "What is Technical Sales" - Zach DeGroff, Rubber & Gasket Company of America Zach DeGroff, Willy Bolander 00:52:11 Zach DeGroff joins Dr. Willy Bolander in The Sales Lab to answer the question: "What is Technical Sales?" from the perspective of his company - RGA (Rubber & Gasket Company of America). All episodes of Season 3 will address this important question. What do we mean by technical sales? What is so technical about it? Is it ever not technical? What competencies are needed for success? Join us! Zach DeGroff joins Dr. Willy Bolander in The Sales Lab to answer the question: "What is Technical Sales?" from the perspective of his company - RGA (Rubber & Gasket Company of America). All episodes of Season 3 will address this important question. What do we mean by technical sales? What is so technical about it? Is it ever not technical? What competencies are needed for success? Join us! product knowledge, providing solutions, id, value proposition, industrial distribution, fabricator, belt, early career, continuous learning, curiosity, sales management, engineering sales, goal setting, die press cutting, behavioral change, custom solutions, hydraulics, industrial, expertise, texas a&m, training program, business relationships, distribution, sales engineer, industrial rubber, conveyor belt, vulcanization, hose, sealing, mentorship, outside sales, welding, mechanical engineering, pneumatics, ties sales showdown, automated coupling, tamu id, supply chain, texas a&m university, ties, industrial maintenance, eq, industrial sales, persuasion, emotional intelligence, drive belt, inside sales, leadership, consultative sales, valve, rubber, engineering, pump, problem solving, b2b sales, b2b, rga, texas a&m engineering, gaskets, tamu sales, technical sales, selling, slitting, grit false full 23 3 5b96fccd-0325-47c4-8729-2b47988512b4 TSL S3E22 - "What is Technical Sales" - Harvey Berman, ABI Research Check out the TIES Sales Showdown at www.tx.ag/TIES

Visit The Sales Lab at https://thesaleslab.org and check out all our guests' recommended readings at https://thesaleslab.org/reading-list

To listen to The Sales Lab Podcast on your favorite apps, visit https://thesaleslab.simplecast.com/ and select your preferred method of listening.

Connect with us on Facebook at https://www.facebook.com/saleslabpodcast

Connect with us on Linkedin at https://www.linkedin.com/company/thesaleslab

Subscribe to The Sales Lab channel on YouTube at  https://www.youtube.com/channel/UCp703YWbD3-KO73NXUTBI-Q 

]]> Thu, 9 Oct 2025 09:30:00 +0000 info@thesaleslab.org (Harvey Berman, Willy Bolander) http://www.thesaleslab.org Check out the TIES Sales Showdown at www.tx.ag/TIES

Visit The Sales Lab at https://thesaleslab.org and check out all our guests' recommended readings at https://thesaleslab.org/reading-list

To listen to The Sales Lab Podcast on your favorite apps, visit https://thesaleslab.simplecast.com/ and select your preferred method of listening.

Connect with us on Facebook at https://www.facebook.com/saleslabpodcast

Connect with us on Linkedin at https://www.linkedin.com/company/thesaleslab

Subscribe to The Sales Lab channel on YouTube at  https://www.youtube.com/channel/UCp703YWbD3-KO73NXUTBI-Q 

]]> TSL S3E22 - "What is Technical Sales" - Harvey Berman, ABI Research Harvey Berman, Willy Bolander 00:50:22 Harvey Berman joins Dr. Willy Bolander in The Sales Lab to answer the question: "What is Technical Sales?" from the perspective of his company - ABI Research. All episodes of Season 3 will address this important question. What do we mean by technical sales? What is so technical about it? Is it ever not technical? What competencies are needed for success? Join us! Harvey Berman joins Dr. Willy Bolander in The Sales Lab to answer the question: "What is Technical Sales?" from the perspective of his company - ABI Research. All episodes of Season 3 will address this important question. What do we mean by technical sales? What is so technical about it? Is it ever not technical? What competencies are needed for success? Join us! engagement, sales, social networking, value proposition, value, industrial distribution, critical thinking, networking, willing to learn, curiosity, research, career advice, sales success, texas a&m, generational differences, business networking, coaching, influence, abi research, strategy, careers, inquisitive, tamu id, texas a&m university, sales strategy, career growth, persuasion, early career advice, thought process, tech sales, leadership, technology, engineering, problem solving, abi, job interview, learning capacity, solutions, texas a&m engineering, professional relationships, personal growth, technical sales, asking questions, communication, selling, authenticity false full 22 3 edb85cac-d030-4b47-a6b4-b57c4b35a1c4 TSL S3E21 - "What is Technical Sales" - Aaron Elliott, SRS Distribution Check out the TIES Sales Showdown at www.tx.ag/TIES

Visit The Sales Lab at https://thesaleslab.org and check out all our guests' recommended readings at https://thesaleslab.org/reading-list

To listen to The Sales Lab Podcast on your favorite apps, visit https://thesaleslab.simplecast.com/ and select your preferred method of listening.

Connect with us on Facebook at https://www.facebook.com/saleslabpodcast

Connect with us on Linkedin at https://www.linkedin.com/company/thesaleslab

Subscribe to The Sales Lab channel on YouTube at  https://www.youtube.com/channel/UCp703YWbD3-KO73NXUTBI-Q 

]]> Wed, 8 Oct 2025 10:45:00 +0000 info@thesaleslab.org (Aaron Elliott, Willy Bolander) http://www.thesaleslab.org Check out the TIES Sales Showdown at www.tx.ag/TIES

Visit The Sales Lab at https://thesaleslab.org and check out all our guests' recommended readings at https://thesaleslab.org/reading-list

To listen to The Sales Lab Podcast on your favorite apps, visit https://thesaleslab.simplecast.com/ and select your preferred method of listening.

Connect with us on Facebook at https://www.facebook.com/saleslabpodcast

Connect with us on Linkedin at https://www.linkedin.com/company/thesaleslab

Subscribe to The Sales Lab channel on YouTube at  https://www.youtube.com/channel/UCp703YWbD3-KO73NXUTBI-Q 

]]> TSL S3E21 - "What is Technical Sales" - Aaron Elliott, SRS Distribution Aaron Elliott, Willy Bolander 00:53:15 Aaron Elliott joins Dr. Willy Bolander in The Sales Lab to answer the question: "What is Technical Sales?" from the perspective of his company - SRS Distribution. All episodes of Season 3 will address this important question. What do we mean by technical sales? What is so technical about it? Is it ever not technical? What competencies are needed for success? Join us! Aaron Elliott joins Dr. Willy Bolander in The Sales Lab to answer the question: "What is Technical Sales?" from the perspective of his company - SRS Distribution. All episodes of Season 3 will address this important question. What do we mean by technical sales? What is so technical about it? Is it ever not technical? What competencies are needed for success? Join us! autonomy, id, industrial distribution, growth, career development, opportunity, training, siding, roofing, sales management, incentives, building materials, roofing supply, srs distribution, texas a&m, mergers and acquisitions, manager in training, company culture, roof, recruitment, distribution sales, mentorship, influence, entrepreneurship, internships, partnership, tamu id, recruiting, supply chain, texas a&m university, srs, industrial sales, persuasion, make money have fun give back, windows, leadership, construction supply, acquisitions, community, values, customer service, empowerment, talent, construction, m&a, student engagement, philanthropy, texas a&m engineering, servant leadership, relationships, sales recruiting, cultural fit, performance false full 21 3 a753a515-441c-4a20-a495-c77c1cd56dd9 TSL S3E20 - "What is Technical Sales" - Jason Koshy, Infinite Electronics Check out the TIES Sales Showdown at www.tx.ag/TIES

Visit The Sales Lab at https://thesaleslab.org and check out all our guests' recommended readings at https://thesaleslab.org/reading-list

To listen to The Sales Lab Podcast on your favorite apps, visit https://thesaleslab.simplecast.com/ and select your preferred method of listening.

Connect with us on Facebook at https://www.facebook.com/saleslabpodcast

Connect with us on Linkedin at https://www.linkedin.com/company/thesaleslab

Subscribe to The Sales Lab channel on YouTube at  https://www.youtube.com/channel/UCp703YWbD3-KO73NXUTBI-Q 

]]> Tue, 7 Oct 2025 19:31:44 +0000 info@thesaleslab.org (Jason Koshy, Willy Bolander) http://www.thesaleslab.org Check out the TIES Sales Showdown at www.tx.ag/TIES

Visit The Sales Lab at https://thesaleslab.org and check out all our guests' recommended readings at https://thesaleslab.org/reading-list

To listen to The Sales Lab Podcast on your favorite apps, visit https://thesaleslab.simplecast.com/ and select your preferred method of listening.

Connect with us on Facebook at https://www.facebook.com/saleslabpodcast

Connect with us on Linkedin at https://www.linkedin.com/company/thesaleslab

Subscribe to The Sales Lab channel on YouTube at  https://www.youtube.com/channel/UCp703YWbD3-KO73NXUTBI-Q 

]]> TSL S3E20 - "What is Technical Sales" - Jason Koshy, Infinite Electronics Jason Koshy, Willy Bolander 00:50:36 Jason Koshy joins Dr. Willy Bolander in The Sales Lab to answer the question: "What is Technical Sales?" from the perspective of his company - Infinite Electronics. All episodes of Season 3 will address this important question. What do we mean by technical sales? What is so technical about it? Is it ever not technical? What competencies are needed for success? Join us! Jason Koshy joins Dr. Willy Bolander in The Sales Lab to answer the question: "What is Technical Sales?" from the perspective of his company - Infinite Electronics. All episodes of Season 3 will address this important question. What do we mean by technical sales? What is so technical about it? Is it ever not technical? What competencies are needed for success? Join us! id, value, industrial distribution, client conversations, training, career longevity, overcoming challenges, challenges, sales management, sales careers, career advice, job stability, expertise, texas a&m, business acumen, mergers, distribution sales, influence, careers, motivation, tamu id, electronics, texas a&m university, industrial sales, persuasion, leadership, infinite electronics, acquisitions, customer engagement, determination, employee retention, adaptability, gratitude, m&a, texas a&m engineering, personal growth, tamu, loyalty, corporate culture, selling, professional development false full 20 3 0aa9cc9c-55f2-4948-b147-2bc0922e4ef6 TSL S3E19 - "What is Technical Sales" - Christian Hughes, Palmer Holland Check out the TIES Sales Showdown at www.tx.ag/TIES

Visit The Sales Lab at https://thesaleslab.org and check out all our guests' recommended readings at https://thesaleslab.org/reading-list

To listen to The Sales Lab Podcast on your favorite apps, visit https://thesaleslab.simplecast.com/ and select your preferred method of listening.

Connect with us on Facebook at https://www.facebook.com/saleslabpodcast

Connect with us on Linkedin at https://www.linkedin.com/company/thesaleslab

Subscribe to The Sales Lab channel on YouTube at  https://www.youtube.com/channel/UCp703YWbD3-KO73NXUTBI-Q 

]]> Wed, 24 Sep 2025 19:38:48 +0000 info@thesaleslab.org (Christian Hughes, Willy Bolander) http://www.thesaleslab.org Check out the TIES Sales Showdown at www.tx.ag/TIES

Visit The Sales Lab at https://thesaleslab.org and check out all our guests' recommended readings at https://thesaleslab.org/reading-list

To listen to The Sales Lab Podcast on your favorite apps, visit https://thesaleslab.simplecast.com/ and select your preferred method of listening.

Connect with us on Facebook at https://www.facebook.com/saleslabpodcast

Connect with us on Linkedin at https://www.linkedin.com/company/thesaleslab

Subscribe to The Sales Lab channel on YouTube at  https://www.youtube.com/channel/UCp703YWbD3-KO73NXUTBI-Q 

]]> TSL S3E19 - "What is Technical Sales" - Christian Hughes, Palmer Holland Christian Hughes, Willy Bolander 00:54:25 Christian Hughes joins Dr. Willy Bolander in The Sales Lab to answer the question: "What is Technical Sales?" from the perspective of his company - Palmer Holland. All episodes of Season 3 will address this important question. What do we mean by technical sales? What is so technical about it? Is it ever not technical? What competencies are needed for success? Join us! Christian Hughes joins Dr. Willy Bolander in The Sales Lab to answer the question: "What is Technical Sales?" from the perspective of his company - Palmer Holland. All episodes of Season 3 will address this important question. What do we mean by technical sales? What is so technical about it? Is it ever not technical? What competencies are needed for success? Join us! fine ingredient solutions, remote work, sales, industrial distribution, career development, health, digital transition, networking, raw material, sales management, note taking, customer needs, sales careers, sales engineering, elastomers, chemical distribution, engineered materials, trusted advisor, knowledge, business relationships, specialty chemicals, chemicals, lubricants, nutrition, mentorship, sealants, case, influence, tamu id, adhesives, coatings, sales strategy, industrial sales, paints, persuasion, palmer holland, leadership, career, problem solving, adaptability, agriculture, consultative selling, long term relationships, digital work, solutions, texas a&m engineering, trust, consultant, tamu sales, technical sales, relationships, selling, professionalism false full 19 3 cd3e03de-879b-4069-99a0-d5f121f346cb TSL S3E18 - "What is Technical Sales" - Lindsay Fields, UKG Check out the TIES Sales Showdown at www.tx.ag/TIES

Visit The Sales Lab at https://thesaleslab.org and check out all our guests' recommended readings at https://thesaleslab.org/reading-list

To listen to The Sales Lab Podcast on your favorite apps, visit https://thesaleslab.simplecast.com/ and select your preferred method of listening.

Connect with us on Facebook at https://www.facebook.com/saleslabpodcast

Connect with us on Linkedin at https://www.linkedin.com/company/thesaleslab

Subscribe to The Sales Lab channel on YouTube at  https://www.youtube.com/channel/UCp703YWbD3-KO73NXUTBI-Q 

]]> Wed, 17 Sep 2025 09:15:00 +0000 info@thesaleslab.org (Lindsay Fields, Willy Bolander) http://www.thesaleslab.org Check out the TIES Sales Showdown at www.tx.ag/TIES

Visit The Sales Lab at https://thesaleslab.org and check out all our guests' recommended readings at https://thesaleslab.org/reading-list

To listen to The Sales Lab Podcast on your favorite apps, visit https://thesaleslab.simplecast.com/ and select your preferred method of listening.

Connect with us on Facebook at https://www.facebook.com/saleslabpodcast

Connect with us on Linkedin at https://www.linkedin.com/company/thesaleslab

Subscribe to The Sales Lab channel on YouTube at  https://www.youtube.com/channel/UCp703YWbD3-KO73NXUTBI-Q 

]]> TSL S3E18 - "What is Technical Sales" - Lindsay Fields, UKG Lindsay Fields, Willy Bolander 00:53:27 Lindsay Fields joins Dr. Willy Bolander in The Sales Lab to answer the question: "What is Technical Sales?" from the perspective of her company - UKG. All episodes of Season 3 will address this important question. What do we mean by technical sales? What is so technical about it? Is it ever not technical? What competencies are needed for success? Join us! Lindsay Fields joins Dr. Willy Bolander in The Sales Lab to answer the question: "What is Technical Sales?" from the perspective of her company - UKG. All episodes of Season 3 will address this important question. What do we mean by technical sales? What is so technical about it? Is it ever not technical? What competencies are needed for success? Join us! id, sales, reframing, value, industrial distribution, value-based selling, behavioral learning, continuous learning, sales engineering, texas a&m, purpose, company culture, muscle memory, ukg, coaching, careers, role playing, tamu id, persuasion, diagnosis, probing, tech sales, leadership, take control, practice, employee development, talent retention, tailor, challenger sale, teach, provide insight, sales skills, texas a&m engineering, technical sales, tamu, ultimate kronos group, sales methods, selling, success, insight selling false full 18 3 5f6be349-f90d-4775-9844-0b24e8a41e07 TSL S3E17 - "What is Technical Sales" - Tim LeVrier, Michels Check out the TIES Sales Showdown at www.tx.ag/TIES

Visit The Sales Lab at https://thesaleslab.org and check out all our guests' recommended readings at https://thesaleslab.org/reading-list

To listen to The Sales Lab Podcast on your favorite apps, visit https://thesaleslab.simplecast.com/ and select your preferred method of listening.

Connect with us on Facebook at https://www.facebook.com/saleslabpodcast

Connect with us on Linkedin at https://www.linkedin.com/company/thesaleslab

Subscribe to The Sales Lab channel on YouTube at  https://www.youtube.com/channel/UCp703YWbD3-KO73NXUTBI-Q 

]]> Mon, 15 Sep 2025 09:00:00 +0000 info@thesaleslab.org (Tim LeVrier, Willy Bolander) http://www.thesaleslab.org Check out the TIES Sales Showdown at www.tx.ag/TIES

Visit The Sales Lab at https://thesaleslab.org and check out all our guests' recommended readings at https://thesaleslab.org/reading-list

To listen to The Sales Lab Podcast on your favorite apps, visit https://thesaleslab.simplecast.com/ and select your preferred method of listening.

Connect with us on Facebook at https://www.facebook.com/saleslabpodcast

Connect with us on Linkedin at https://www.linkedin.com/company/thesaleslab

Subscribe to The Sales Lab channel on YouTube at  https://www.youtube.com/channel/UCp703YWbD3-KO73NXUTBI-Q 

]]> TSL S3E17 - "What is Technical Sales" - Tim LeVrier, Michels Tim LeVrier, Willy Bolander 00:46:17 Tim LeVrier joins Dr. Willy Bolander in The Sales Lab to answer the question: "What is Technical Sales?" from the perspective of his company - Michels. All episodes of Season 3 will address this important question. What do we mean by technical sales? What is so technical about it? Is it ever not technical? What competencies are needed for success? Join us! Tim LeVrier joins Dr. Willy Bolander in The Sales Lab to answer the question: "What is Technical Sales?" from the perspective of his company - Michels. All episodes of Season 3 will address this important question. What do we mean by technical sales? What is so technical about it? Is it ever not technical? What competencies are needed for success? Join us! energy, id, industrial distribution, road, subsea, boring, sales engineering, civil construction, directional drilling, subsea pipeline, stone, telecom, texas a&m, dot, pipeline, energy transition, marine, micon, power, influence, utilities, mission critical, careers, water, tamu id, dry utilities, wastewater, trenchless, wet utilities, renewables, persuasion, leadership, tailored solutions, infrastructure, solution selling, civil engineering, data centers, construction, contractor, foundations, solutions, utilities services, value add, texas a&m engineering, michels, deep foundations, technical sales, tamu, success, transportation false full 17 3 fbcc9c5c-8203-48f2-8675-31210d583aad TSL S3E16 - "What is Technical Sales" - David Sterne, Acme Brick Check out the TIES Sales Showdown at www.tx.ag/TIES

Visit The Sales Lab at https://thesaleslab.org and check out all our guests' recommended readings at https://thesaleslab.org/reading-list

To listen to The Sales Lab Podcast on your favorite apps, visit https://thesaleslab.simplecast.com/ and select your preferred method of listening.

Connect with us on Facebook at https://www.facebook.com/saleslabpodcast

Connect with us on Linkedin at https://www.linkedin.com/company/thesaleslab

Subscribe to The Sales Lab channel on YouTube at  https://www.youtube.com/channel/UCp703YWbD3-KO73NXUTBI-Q 

]]> Thu, 11 Sep 2025 01:05:07 +0000 info@thesaleslab.org (David Sterne, Willy Bolander) http://www.thesaleslab.org Check out the TIES Sales Showdown at www.tx.ag/TIES

Visit The Sales Lab at https://thesaleslab.org and check out all our guests' recommended readings at https://thesaleslab.org/reading-list

To listen to The Sales Lab Podcast on your favorite apps, visit https://thesaleslab.simplecast.com/ and select your preferred method of listening.

Connect with us on Facebook at https://www.facebook.com/saleslabpodcast

Connect with us on Linkedin at https://www.linkedin.com/company/thesaleslab

Subscribe to The Sales Lab channel on YouTube at  https://www.youtube.com/channel/UCp703YWbD3-KO73NXUTBI-Q 

]]> TSL S3E16 - "What is Technical Sales" - David Sterne, Acme Brick David Sterne, Willy Bolander 00:56:25 David Sterne joins Dr. Willy Bolander in The Sales Lab to answer the question: "What is Technical Sales?" from the perspective of his company - Acme Brick. All episodes of Season 3 will address this important question. What do we mean by technical sales? What is so technical about it? Is it ever not technical? What competencies are needed for success? Join us! David Sterne joins Dr. Willy Bolander in The Sales Lab to answer the question: "What is Technical Sales?" from the perspective of his company - Acme Brick. All episodes of Season 3 will address this important question. What do we mean by technical sales? What is so technical about it? Is it ever not technical? What competencies are needed for success? Join us! product knowledge, id, sales, value, industrial distribution, spec, consulting, character, sales hiring, invest in people, sales management, problem, sales careers, sales engineering, value creation, expertise, texas a&m, work ethic, architects, construction industry, long-term relationships, specification, influence, tamu id, persistence, persuasion, sales team, proactive, leadership, career, athletics, spec selling, brick, problem solving, b2b sales, consultative selling, construction, b2b, consistency, texas a&m engineering, contractors, building, business-to-business, hiring, coachability, technical sales, tamu, sales process, selling, success, missionary sales, grit false full 16 3 5f266316-3fe9-4768-a2b1-e7a07b4f2278 TSL S3E15 - "What is Technical Sales" - Steve Lewarne, AVEVA Check out the TIES Sales Showdown at www.tx.ag/TIES

Visit The Sales Lab at https://thesaleslab.org and check out all our guests' recommended readings at https://thesaleslab.org/reading-list

To listen to The Sales Lab Podcast on your favorite apps, visit https://thesaleslab.simplecast.com/ and select your preferred method of listening.

Connect with us on Facebook at https://www.facebook.com/saleslabpodcast

Connect with us on Linkedin at https://www.linkedin.com/company/thesaleslab

Subscribe to The Sales Lab channel on YouTube at  https://www.youtube.com/channel/UCp703YWbD3-KO73NXUTBI-Q 

]]> Mon, 25 Aug 2025 10:00:00 +0000 info@thesaleslab.org (Steve Lewarne, Willy Bolander) http://www.thesaleslab.org Check out the TIES Sales Showdown at www.tx.ag/TIES

Visit The Sales Lab at https://thesaleslab.org and check out all our guests' recommended readings at https://thesaleslab.org/reading-list

To listen to The Sales Lab Podcast on your favorite apps, visit https://thesaleslab.simplecast.com/ and select your preferred method of listening.

Connect with us on Facebook at https://www.facebook.com/saleslabpodcast

Connect with us on Linkedin at https://www.linkedin.com/company/thesaleslab

Subscribe to The Sales Lab channel on YouTube at  https://www.youtube.com/channel/UCp703YWbD3-KO73NXUTBI-Q 

]]> TSL S3E15 - "What is Technical Sales" - Steve Lewarne, AVEVA Steve Lewarne, Willy Bolander 00:55:04 Steve Lewarne joins Dr. Willy Bolander in The Sales Lab to answer the question: "What is Technical Sales?" from the perspective of his company - AVEVA. All episodes of Season 3 will address this important question. What do we mean by technical sales? What is so technical about it? Is it ever not technical? What competencies are needed for success? Join us! Steve Lewarne joins Dr. Willy Bolander in The Sales Lab to answer the question: "What is Technical Sales?" from the perspective of his company - AVEVA. All episodes of Season 3 will address this important question. What do we mean by technical sales? What is so technical about it? Is it ever not technical? What competencies are needed for success? Join us! id, sales, salespeople, value, industrial distribution, career development, continuous learning, curiosity, engineering sales, sales careers, texas a&m, rapport, consultative, mentorship, influence, strategy, tamu id, learning, challenger selling, transactional, business value, industrial sales, persuasion, industrial automation, tech sales, leadership, solution selling, roi, technology, b2b sales, return on investment, adaptability, challenger sale, b2b, texas a&m engineering, business-to-business, customer insights, trust, tamu sales, technical sales, relationships, tamu, selling, commercial teaching, insight selling, authenticity false full 15 3 69b88c1b-c49d-468a-8758-252776424e62 TSL S3E14 - "What is Technical Sales" - John DiMare, Agilent Technologies Check out the TIES Sales Showdown at www.tx.ag/TIES

Visit The Sales Lab at https://thesaleslab.org and check out all our guests' recommended readings at https://thesaleslab.org/reading-list

To listen to The Sales Lab Podcast on your favorite apps, visit https://thesaleslab.simplecast.com/ and select your preferred method of listening.

Connect with us on Facebook at https://www.facebook.com/saleslabpodcast

Connect with us on Linkedin at https://www.linkedin.com/company/thesaleslab

Subscribe to The Sales Lab channel on YouTube at  https://www.youtube.com/channel/UCp703YWbD3-KO73NXUTBI-Q 

]]> Tue, 15 Jul 2025 16:50:50 +0000 info@thesaleslab.org (John DiMare, Willy Bolander) http://www.thesaleslab.org Check out the TIES Sales Showdown at www.tx.ag/TIES

Visit The Sales Lab at https://thesaleslab.org and check out all our guests' recommended readings at https://thesaleslab.org/reading-list

To listen to The Sales Lab Podcast on your favorite apps, visit https://thesaleslab.simplecast.com/ and select your preferred method of listening.

Connect with us on Facebook at https://www.facebook.com/saleslabpodcast

Connect with us on Linkedin at https://www.linkedin.com/company/thesaleslab

Subscribe to The Sales Lab channel on YouTube at  https://www.youtube.com/channel/UCp703YWbD3-KO73NXUTBI-Q 

]]> TSL S3E14 - "What is Technical Sales" - John DiMare, Agilent Technologies John DiMare, Willy Bolander 00:56:24 John DiMare joins Dr. Willy Bolander in The Sales Lab to answer the question: "What is Technical Sales?" from the perspective of his company - Agilent Technologies. All episodes of Season 3 will address this important question. What do we mean by technical sales? What is so technical about it? Is it ever not technical? What competencies are needed for success? Join us! John DiMare joins Dr. Willy Bolander in The Sales Lab to answer the question: "What is Technical Sales?" from the perspective of his company - Agilent Technologies. All episodes of Season 3 will address this important question. What do we mean by technical sales? What is so technical about it? Is it ever not technical? What competencies are needed for success? Join us! id, sales, instrument, industrial distribution, engineer, equipment, tech, networking, lab, biotech, mass spectrometry, data, biotechnology, marketing, sales management, engineering sales, sales careers, sales engineering, chemistry, sell, texas a&m, sales engineer, chemicals, software, tamu id, stem careers, texas a&m university, industrial sales, persuasion, laboratory, lab solutions, instrumentation, tech sales, leadership, solution sales, solution selling, spectrometry, chemical analysis, technology, management, pfas, science, engineering, laboratories, diagnose, pfas testing, texas a&m engineering, software sales, genomics, life sciences, tech solutions, diagnostic, tamu sales, chromatography, technical sales, environmental safety, stem sales, selling, diagnostics, analysis, stem false full 14 3 d8cd2c7f-3600-44d4-93f0-9d594e5f1172 TSL S3E13 - "What is Technical Sales" - Richard Farmer, Apellis Pharmaceuticals Check out the TIES Sales Showdown at www.tx.ag/TIES

Visit The Sales Lab at https://thesaleslab.org and check out all our guests' recommended readings at https://thesaleslab.org/reading-list

To listen to The Sales Lab Podcast on your favorite apps, visit https://thesaleslab.simplecast.com/ and select your preferred method of listening.

Connect with us on Facebook at https://www.facebook.com/saleslabpodcast

Connect with us on Linkedin at https://www.linkedin.com/company/thesaleslab

Subscribe to The Sales Lab channel on YouTube at  https://www.youtube.com/channel/UCp703YWbD3-KO73NXUTBI-Q 

]]> Tue, 24 Jun 2025 16:30:22 +0000 info@thesaleslab.org (Richard Farmer, Willy Bolander) http://www.thesaleslab.org Check out the TIES Sales Showdown at www.tx.ag/TIES

Visit The Sales Lab at https://thesaleslab.org and check out all our guests' recommended readings at https://thesaleslab.org/reading-list

To listen to The Sales Lab Podcast on your favorite apps, visit https://thesaleslab.simplecast.com/ and select your preferred method of listening.

Connect with us on Facebook at https://www.facebook.com/saleslabpodcast

Connect with us on Linkedin at https://www.linkedin.com/company/thesaleslab

Subscribe to The Sales Lab channel on YouTube at  https://www.youtube.com/channel/UCp703YWbD3-KO73NXUTBI-Q 

]]> TSL S3E13 - "What is Technical Sales" - Richard Farmer, Apellis Pharmaceuticals Richard Farmer, Willy Bolander 00:59:44 Richard Farmer joins Dr. Willy Bolander in The Sales Lab to answer the question: "What is Technical Sales?" from the perspective of his company - Apellis Pharmaceuticals. All episodes of Season 3 will address this important question. What do we mean by technical sales? What is so technical about it? Is it ever not technical? What competencies are needed for success? Join us! Richard Farmer joins Dr. Willy Bolander in The Sales Lab to answer the question: "What is Technical Sales?" from the perspective of his company - Apellis Pharmaceuticals. All episodes of Season 3 will address this important question. What do we mean by technical sales? What is so technical about it? Is it ever not technical? What competencies are needed for success? Join us! patients, disease, complement cascade, id, hsct-tma, health, medical research, biotech, medicine, paroxysmal nocturnal hemoglobinuria, c3g, sales management, sales careers, sales engineering, texas a&m, c3, glomerulopathy, pnh, medical sales, pharmaceuticals, geographic atrophy, hematopoietic stem cell transplantation-associated thrombotic microangiopathy, healthcare, tamu id, stem careers, biomedical, texas a&m university, apellis, industrial sales, ic-mpgn, medical, leadership, science, rare disease, pharmaceutical sales, texas a&m engineering, tamu sales, technical sales, tamu, c3 glomerulopathy, immune complex membranoproliferative glomerulonephritis, selling, blindness, stem, blood disease false full 13 3 140be48c-eb1f-4f93-ba93-ca0ff34851e0 TSL S3E12 - "What is Technical Sales" - Solomon Sasa, Boston Scientific Check out the TIES Sales Showdown at www.tx.ag/TIES

Visit The Sales Lab at https://thesaleslab.org and check out all our guests' recommended readings at https://thesaleslab.org/reading-list

To listen to The Sales Lab Podcast on your favorite apps, visit https://thesaleslab.simplecast.com/ and select your preferred method of listening.

Connect with us on Facebook at https://www.facebook.com/saleslabpodcast

Connect with us on Linkedin at https://www.linkedin.com/company/thesaleslab

Subscribe to The Sales Lab channel on YouTube at  https://www.youtube.com/channel/UCp703YWbD3-KO73NXUTBI-Q 

]]> Tue, 13 May 2025 17:02:02 +0000 info@thesaleslab.org (Solomon Sasa, Willy Bolander) http://www.thesaleslab.org Check out the TIES Sales Showdown at www.tx.ag/TIES

Visit The Sales Lab at https://thesaleslab.org and check out all our guests' recommended readings at https://thesaleslab.org/reading-list

To listen to The Sales Lab Podcast on your favorite apps, visit https://thesaleslab.simplecast.com/ and select your preferred method of listening.

Connect with us on Facebook at https://www.facebook.com/saleslabpodcast

Connect with us on Linkedin at https://www.linkedin.com/company/thesaleslab

Subscribe to The Sales Lab channel on YouTube at  https://www.youtube.com/channel/UCp703YWbD3-KO73NXUTBI-Q 

]]> TSL S3E12 - "What is Technical Sales" - Solomon Sasa, Boston Scientific Solomon Sasa, Willy Bolander 00:52:40 Solomon Sasa joins Dr. Willy Bolander in The Sales Lab to answer the question: "What is Technical Sales?" from the perspective of his company - Boston Scientific. All episodes of Season 3 will address this important question. What do we mean by technical sales? What is so technical about it? Is it ever not technical? What competencies are needed for success? Join us! Solomon Sasa joins Dr. Willy Bolander in The Sales Lab to answer the question: "What is Technical Sales?" from the perspective of his company - Boston Scientific. All episodes of Season 3 will address this important question. What do we mean by technical sales? What is so technical about it? Is it ever not technical? What competencies are needed for success? Join us! rf ablation, patients, sales, health, electrical map of the heart chamber, healthcare industry, biotech, medicine, cryoablation, electrophysiology, biotechnology, curiosity, sales management, sales careers, sales engineering, medical solutions, medical technology, boston scientific, expertise, arrhythmias, texas a&m, medical sales careers, medical sales, ablation, pfa, influence, pulsed field ablation, cardiac mapping, electrical engineer, biomedical engineering, tamu id, stem careers, biomedical, mapping, texas a&m university, persuasion, atrial flutter, farapulse, pacemaker, leadership, defibrillator, md, technology, atrial fibrillation, science, engineering, doctors, cardiac rhythm, diagnose, medical devices, physicians, texas a&m engineering, irregular heartbeat, trust, diagnostic, technical sales, relationships, tamu, selling, catheters, treatment, medical careers, stem false full 12 3 557d218c-910b-4bf3-8141-9f62ffa9ae84 TSL S3E11 - "What is Technical Sales" - Larry Hudson, Free Agent Check out the TIES Sales Showdown at www.tx.ag/TIES

Visit The Sales Lab at https://thesaleslab.org and check out all our guests' recommended readings at https://thesaleslab.org/reading-list

To listen to The Sales Lab Podcast on your favorite apps, visit https://thesaleslab.simplecast.com/ and select your preferred method of listening.

Connect with us on Facebook at https://www.facebook.com/saleslabpodcast

Connect with us on Linkedin at https://www.linkedin.com/company/thesaleslab

Subscribe to The Sales Lab channel on YouTube at  https://www.youtube.com/channel/UCp703YWbD3-KO73NXUTBI-Q 

]]> Wed, 23 Apr 2025 20:05:17 +0000 info@thesaleslab.org (Larry Hudson, Willy Bolander) http://www.thesaleslab.org Check out the TIES Sales Showdown at www.tx.ag/TIES

Visit The Sales Lab at https://thesaleslab.org and check out all our guests' recommended readings at https://thesaleslab.org/reading-list

To listen to The Sales Lab Podcast on your favorite apps, visit https://thesaleslab.simplecast.com/ and select your preferred method of listening.

Connect with us on Facebook at https://www.facebook.com/saleslabpodcast

Connect with us on Linkedin at https://www.linkedin.com/company/thesaleslab

Subscribe to The Sales Lab channel on YouTube at  https://www.youtube.com/channel/UCp703YWbD3-KO73NXUTBI-Q 

]]> TSL S3E11 - "What is Technical Sales" - Larry Hudson, Free Agent Larry Hudson, Willy Bolander 01:01:02 Larry Hudson joins Dr. Willy Bolander in The Sales Lab to answer the question: "What is Technical Sales?" from the perspective of his experience at a few different companies over the years - including Siemens, AVEVA, Senscient, and Eisenmann Corporation. All episodes of Season 3 will address this important question. What do we mean by technical sales? What is so technical about it? Is it ever not technical? What competencies are needed for success? Join us! Larry Hudson joins Dr. Willy Bolander in The Sales Lab to answer the question: "What is Technical Sales?" from the perspective of his experience at a few different companies over the years - including Siemens, AVEVA, Senscient, and Eisenmann Corporation. All episodes of Season 3 will address this important question. What do we mean by technical sales? What is so technical about it? Is it ever not technical? What competencies are needed for success? Join us! tech sales[, sales, senscient, value, industrial distribution, technology sales, strategy execution, marketing, engineering sales, industrial software, software solutions, texas a&m, executive, sales engineer, global sales team, sales leadership, influence, software, aveva, ties sales showdown, tamu id, sales executive, sales strategy, siemens, strategy deployment, industrial sales, persuasion, eisenmann corporation, leadership, engineering software, technology, management, solutions, texas a&m engineering, software sales, tamu sales, technical sales, selling false full 11 3 bebc668f-3bbd-4f87-bcc1-b1ae32479975 TSL S3E10 - "What is Technical Sales" - Alan Singleton, Ryerson Check out the TIES Sales Showdown at www.tx.ag/TIES

Visit The Sales Lab at https://thesaleslab.org and check out all our guests' recommended readings at https://thesaleslab.org/reading-list

To listen to The Sales Lab Podcast on your favorite apps, visit https://thesaleslab.simplecast.com/ and select your preferred method of listening.

Connect with us on Facebook at https://www.facebook.com/saleslabpodcast

Connect with us on Linkedin at https://www.linkedin.com/company/thesaleslab

Subscribe to The Sales Lab channel on YouTube at  https://www.youtube.com/channel/UCp703YWbD3-KO73NXUTBI-Q 

]]> Mon, 7 Apr 2025 17:55:25 +0000 info@thesaleslab.org (Alan Singleton, Willy Bolander) http://www.thesaleslab.org Check out the TIES Sales Showdown at www.tx.ag/TIES

Visit The Sales Lab at https://thesaleslab.org and check out all our guests' recommended readings at https://thesaleslab.org/reading-list

To listen to The Sales Lab Podcast on your favorite apps, visit https://thesaleslab.simplecast.com/ and select your preferred method of listening.

Connect with us on Facebook at https://www.facebook.com/saleslabpodcast

Connect with us on Linkedin at https://www.linkedin.com/company/thesaleslab

Subscribe to The Sales Lab channel on YouTube at  https://www.youtube.com/channel/UCp703YWbD3-KO73NXUTBI-Q 

]]> TSL S3E10 - "What is Technical Sales" - Alan Singleton, Ryerson Alan Singleton, Willy Bolander 00:46:35 Alan Singleton joins Dr. Willy Bolander in The Sales Lab to answer the question: "What is Technical Sales?" from the perspective of his company - Ryerson. All episodes of Season 3 will address this important question. What do we mean by technical sales? What is so technical about it? Is it ever not technical? What competencies are needed for success? Join us! Alan Singleton joins Dr. Willy Bolander in The Sales Lab to answer the question: "What is Technical Sales?" from the perspective of his company - Ryerson. All episodes of Season 3 will address this important question. What do we mean by technical sales? What is so technical about it? Is it ever not technical? What competencies are needed for success? Join us! id, value, commodity sales, industrial distribution, metal, curiosity, engineering sales, active listening, alloy steel, aluminum, influence, ties sales showdown, tamu id, ryerson, bronze, texas a&m university, industrial sales, total product model, persuasion, leadership, stainless steel, engineering, copper, brass, value add, steele, metal distribution, steel, wholesale distribution, value added distribution, technical sales, tamu, tool steel, listening, technical selling, metals, wholesale distributor false full 10 3 e725b0a2-471e-44c1-aa08-609dd25de993 TSL S3E9 - "What is Technical Sales" - Michael Karpicke, Hussmann Check out the TIES Sales Showdown at www.tx.ag/TIES

Visit The Sales Lab at https://thesaleslab.org and check out all our guests' recommended readings at https://thesaleslab.org/reading-list

To listen to The Sales Lab Podcast on your favorite apps, visit https://thesaleslab.simplecast.com/ and select your preferred method of listening.

Connect with us on Facebook at https://www.facebook.com/saleslabpodcast

Connect with us on Linkedin at https://www.linkedin.com/company/thesaleslab

Subscribe to The Sales Lab channel on YouTube at  https://www.youtube.com/channel/UCp703YWbD3-KO73NXUTBI-Q 

]]> Fri, 21 Mar 2025 09:00:00 +0000 info@thesaleslab.org (Michael Karpicke, Willy Bolander) http://www.thesaleslab.org Check out the TIES Sales Showdown at www.tx.ag/TIES

Visit The Sales Lab at https://thesaleslab.org and check out all our guests' recommended readings at https://thesaleslab.org/reading-list

To listen to The Sales Lab Podcast on your favorite apps, visit https://thesaleslab.simplecast.com/ and select your preferred method of listening.

Connect with us on Facebook at https://www.facebook.com/saleslabpodcast

Connect with us on Linkedin at https://www.linkedin.com/company/thesaleslab

Subscribe to The Sales Lab channel on YouTube at  https://www.youtube.com/channel/UCp703YWbD3-KO73NXUTBI-Q 

]]> TSL S3E9 - "What is Technical Sales" - Michael Karpicke, Hussmann Michael Karpicke, Willy Bolander 00:53:28 Michael Karpicke joins Dr. Willy Bolander in The Sales Lab to answer the question: "What is Technical Sales?" from the perspective of his company - Hussmann. All episodes of Season 3 will address this important question. What do we mean by technical sales? What is so technical about it? Is it ever not technical? What competencies are needed for success? Join us! Michael Karpicke joins Dr. Willy Bolander in The Sales Lab to answer the question: "What is Technical Sales?" from the perspective of his company - Hussmann. All episodes of Season 3 will address this important question. What do we mean by technical sales? What is so technical about it? Is it ever not technical? What competencies are needed for success? Join us! id, sales, industrial distribution, merchandising, sales management, sales engineering, defrost, refresh, air handling, ties sales showdown, tamu id, electrical, oem, refrigerator, industrial sales, persuasion, tech sales, leadership, drain heaters, engineering, drop ship, controls, commercial refrigeration, oem equivalent, display cases, refrigerated cases, shelves, value added, hussmann, technical sales, selling, performance parts false full 9 3 ceb73f0f-7ed7-49ee-956f-ec2b1a81afa4 TSL S3E8 - "What is Technical Sales" - Amy Venezia, Plastics Family Americas Check out the TIES Sales Showdown at www.tx.ag/TIES

Visit The Sales Lab at https://thesaleslab.org and check out all our guests' recommended readings at https://thesaleslab.org/reading-list

To listen to The Sales Lab Podcast on your favorite apps, visit https://thesaleslab.simplecast.com/ and select your preferred method of listening.

Connect with us on Facebook at https://www.facebook.com/saleslabpodcast

Connect with us on Linkedin at https://www.linkedin.com/company/thesaleslab

Subscribe to The Sales Lab channel on YouTube at  https://www.youtube.com/channel/UCp703YWbD3-KO73NXUTBI-Q

]]> Thu, 13 Feb 2025 09:00:00 +0000 info@thesaleslab.org (Amy Venezia, Willy Bolander) http://www.thesaleslab.org Check out the TIES Sales Showdown at www.tx.ag/TIES

Visit The Sales Lab at https://thesaleslab.org and check out all our guests' recommended readings at https://thesaleslab.org/reading-list

To listen to The Sales Lab Podcast on your favorite apps, visit https://thesaleslab.simplecast.com/ and select your preferred method of listening.

Connect with us on Facebook at https://www.facebook.com/saleslabpodcast

Connect with us on Linkedin at https://www.linkedin.com/company/thesaleslab

Subscribe to The Sales Lab channel on YouTube at  https://www.youtube.com/channel/UCp703YWbD3-KO73NXUTBI-Q

]]> TSL S3E8 - "What is Technical Sales" - Amy Venezia, Plastics Family Americas Amy Venezia, Willy Bolander 00:46:14 Amy Venezia joins Dr. Willy Bolander in The Sales Lab to answer the question: "What is Technical Sales?" from the perspective of her company - Plastics Family Americas. All episodes of Season 3 will address this important question. What do we mean by technical sales? What is so technical about it? Is it ever not technical? What competencies are needed for success? Join us! Amy Venezia joins Dr. Willy Bolander in The Sales Lab to answer the question: "What is Technical Sales?" from the perspective of her company - Plastics Family Americas. All episodes of Season 3 will address this important question. What do we mean by technical sales? What is so technical about it? Is it ever not technical? What competencies are needed for success? Join us! plastics, polymershapes, sales, industrial distribution, sales management, sales engineering, texas a&m, high performance plastics, influence, north american plastics, space age materials, ties sales showdown, tamu id, texas a&m university, ties, industrial sales, persuasion, whole distribution, tech sales, leadership, engineering sales[, engineering, laird plastics, texas a&m engineering, value added, technical sales, selling false full 8 3 0d9ff38b-ce57-4b32-8c3e-efb8fac70af7 TSL S3E7 - "What is Technical Sales" - Matt Dyal, Hajoca Corporation Check out the TIES Sales Showdown at www.tx.ag/TIES 

Visit The Sales Lab at https://thesaleslab.org and check out all our guests' recommended readings at https://thesaleslab.org/reading-list

To listen to The Sales Lab Podcast on your favorite apps, visit https://thesaleslab.simplecast.com/ and select your preferred method of listening.

Connect with us on Facebook at https://www.facebook.com/saleslabpodcast

Connect with us on Linkedin at https://www.linkedin.com/company/thesaleslab

Subscribe to The Sales Lab channel on YouTube at  https://www.youtube.com/channel/UCp703YWbD3-KO73NXUTBI-Q

]]> Wed, 29 Jan 2025 09:00:00 +0000 info@thesaleslab.org (Matt Dyal, Willy Bolander) http://www.thesaleslab.org Check out the TIES Sales Showdown at www.tx.ag/TIES 

Visit The Sales Lab at https://thesaleslab.org and check out all our guests' recommended readings at https://thesaleslab.org/reading-list

To listen to The Sales Lab Podcast on your favorite apps, visit https://thesaleslab.simplecast.com/ and select your preferred method of listening.

Connect with us on Facebook at https://www.facebook.com/saleslabpodcast

Connect with us on Linkedin at https://www.linkedin.com/company/thesaleslab

Subscribe to The Sales Lab channel on YouTube at  https://www.youtube.com/channel/UCp703YWbD3-KO73NXUTBI-Q

]]> TSL S3E7 - "What is Technical Sales" - Matt Dyal, Hajoca Corporation Matt Dyal, Willy Bolander 00:45:21 Matt Dyal joins Dr. Willy Bolander in The Sales Lab to answer the question: "What is Technical Sales?" from the perspective of his company - Hajoca Corporation. All episodes of Season 3 will address this important question. What do we mean by technical sales? What is so technical about it? Is it ever not technical? What competencies are needed for success? Join us! Matt Dyal joins Dr. Willy Bolander in The Sales Lab to answer the question: "What is Technical Sales?" from the perspective of his company - Hajoca Corporation. All episodes of Season 3 will address this important question. What do we mean by technical sales? What is so technical about it? Is it ever not technical? What competencies are needed for success? Join us! commercial sales, sales, cooling, industrial distribution, waterworks, cowan supply, sales management, engineering sales, heating, aqua draulics, apex, industrial, pipe, alltex, texas a&m, conestoga, moore supply, distribution sales, fitting, pool, influence, plumbing, tamu id, industrial sales, persuasion, hajoca, tech sales, leadership, valve, able, crawford supply, tile and stone, texas a&m engineering, wholesale distribution, technical sales, tamu, blodgett, hvac, selling, covenant plumbing true full 7 3 b38cfb32-db8f-4dea-b100-17a88587fd71 TSL S3E6 - "What is Technical Sales" - Larry Sims, Vector Controls Visit The Sales Lab at https://thesaleslab.org and check out all our guests' recommended readings at https://thesaleslab.org/reading-list

To listen to The Sales Lab Podcast on your favorite apps, visit https://thesaleslab.simplecast.com/ and select your preferred method of listening.

Connect with us on Facebook at https://www.facebook.com/saleslabpodcast

Connect with us on Linkedin at https://www.linkedin.com/company/thesaleslab

Subscribe to The Sales Lab channel on YouTube at  https://www.youtube.com/channel/UCp703YWbD3-KO73NXUTBI-Q

]]> Mon, 27 Jan 2025 09:00:00 +0000 info@thesaleslab.org (Larry Sims, Willy Bolander) http://www.thesaleslab.org Visit The Sales Lab at https://thesaleslab.org and check out all our guests' recommended readings at https://thesaleslab.org/reading-list

To listen to The Sales Lab Podcast on your favorite apps, visit https://thesaleslab.simplecast.com/ and select your preferred method of listening.

Connect with us on Facebook at https://www.facebook.com/saleslabpodcast

Connect with us on Linkedin at https://www.linkedin.com/company/thesaleslab

Subscribe to The Sales Lab channel on YouTube at  https://www.youtube.com/channel/UCp703YWbD3-KO73NXUTBI-Q

]]> TSL S3E6 - "What is Technical Sales" - Larry Sims, Vector Controls Larry Sims, Willy Bolander 00:56:40 Larry Sims joins Dr. Willy Bolander in The Sales Lab to answer the question: "What is Technical Sales?" from the perspective of his company - Vector Controls. All episodes of Season 3 will address this important question. What do we mean by technical sales? What is so technical about it? Is it ever not technical? What competencies are needed for success? Join us! Larry Sims joins Dr. Willy Bolander in The Sales Lab to answer the question: "What is Technical Sales?" from the perspective of his company - Vector Controls. All episodes of Season 3 will address this important question. What do we mean by technical sales? What is so technical about it? Is it ever not technical? What competencies are needed for success? Join us! liquid flow, chemical, vector controls, energy, sales, industrial business, application solutions, measurement solutions, personal selling, gas, sales management, engineering sales, texas a&m, sales engineer, distribution sales, gas detection, fire detection, power, industrial solutions, influence, automation, mechanical engineering, ties sales showdown, water, tamu id, petrochemical, wastewater, mechanical, texas a&m university, ties, multi-parameter, renewables, industrial sales, persuasion, instrumentation, tech sales, leadership, oil and gas, professional selling, engineering, engineered systems, controls, endress and hauser, gas compression, value in partnership, texas a&m engineering, semiconductor, manufacturing sales, life sciences, tamu sales, technical sales, vector controls and automation, selling false full 6 3 1d9eb23e-4460-4823-b807-4a704daba5e7 TSL S3E5 - "What is Technical Sales" - Justin Burger, Spraying Systems Visit The Sales Lab at https://thesaleslab.org and check out all our guests' recommended readings at https://thesaleslab.org/reading-list

To listen to The Sales Lab Podcast on your favorite apps, visit https://thesaleslab.simplecast.com/ and select your preferred method of listening.

Connect with us on Facebook at https://www.facebook.com/saleslabpodcast

Connect with us on Linkedin at https://www.linkedin.com/company/thesaleslab

Subscribe to The Sales Lab channel on YouTube at  https://www.youtube.com/channel/UCp703YWbD3-KO73NXUTBI-Q

]]> Wed, 22 Jan 2025 09:00:00 +0000 info@thesaleslab.org (Justin Burger, Willy Bolander) http://www.thesaleslab.org Visit The Sales Lab at https://thesaleslab.org and check out all our guests' recommended readings at https://thesaleslab.org/reading-list

To listen to The Sales Lab Podcast on your favorite apps, visit https://thesaleslab.simplecast.com/ and select your preferred method of listening.

Connect with us on Facebook at https://www.facebook.com/saleslabpodcast

Connect with us on Linkedin at https://www.linkedin.com/company/thesaleslab

Subscribe to The Sales Lab channel on YouTube at  https://www.youtube.com/channel/UCp703YWbD3-KO73NXUTBI-Q

]]> TSL S3E5 - "What is Technical Sales" - Justin Burger, Spraying Systems Justin Burger, Willy Bolander 00:47:50 Justin Burger joins Dr. Willy Bolander in The Sales Lab to answer the question: "What is Technical Sales?" from the perspective of his company - Spraying Systems. All episodes of Season 3 will address this important question. What do we mean by technical sales? What is so technical about it? Is it ever not technical? What competencies are needed for success? Join us! Justin Burger joins Dr. Willy Bolander in The Sales Lab to answer the question: "What is Technical Sales?" from the perspective of his company - Spraying Systems. All episodes of Season 3 will address this important question. What do we mean by technical sales? What is so technical about it? Is it ever not technical? What competencies are needed for success? Join us! spray, sales, manufacturing, industrial business, personal selling, sales management, engineering sales, sales engineering, spray headers, texas a&m, professional sales, automated spray controllers, industrial solutions, influence, spraying systems, technical sales education, ties sales showdown, tamu id, spray modeling, ties, industrial sales, persuasion, tech sales, leadership, precision spray control, professional selling, spray nozzles, flomax, spray injectors, texas a&m engineering, manufacturing sales, spray systems, performance testing, technical sales, tamu, selling, spray research, advanced modeling false full 5 3 36179d64-5015-4c81-bd2b-6e3c25182626 TSL S3E4 - "What is Technical Sales" - Melissa Bychinski, RS Americas Visit The Sales Lab at https://thesaleslab.org and check out all our guests' recommended readings at https://thesaleslab.org/reading-list

To listen to The Sales Lab Podcast on your favorite apps, visit https://thesaleslab.simplecast.com/ and select your preferred method of listening.

Connect with us on Facebook at https://www.facebook.com/saleslabpodcast

Connect with us on Linkedin at https://www.linkedin.com/company/thesaleslab

Subscribe to The Sales Lab channel on YouTube at  https://www.youtube.com/channel/UCp703YWbD3-KO73NXUTBI-Q

]]> Mon, 20 Jan 2025 09:00:00 +0000 info@thesaleslab.org (Melissa Bychinski, Willy Bolander) http://www.thesaleslab.org Visit The Sales Lab at https://thesaleslab.org and check out all our guests' recommended readings at https://thesaleslab.org/reading-list

To listen to The Sales Lab Podcast on your favorite apps, visit https://thesaleslab.simplecast.com/ and select your preferred method of listening.

Connect with us on Facebook at https://www.facebook.com/saleslabpodcast

Connect with us on Linkedin at https://www.linkedin.com/company/thesaleslab

Subscribe to The Sales Lab channel on YouTube at  https://www.youtube.com/channel/UCp703YWbD3-KO73NXUTBI-Q

]]> TSL S3E4 - "What is Technical Sales" - Melissa Bychinski, RS Americas Melissa Bychinski, Willy Bolander 00:36:37 Melissa Bychinski joins Dr. Willy Bolander in The Sales Lab to answer the question: "What is Technical Sales?" from the perspective of her company - RS Americas. All episodes of Season 3 will address this important question. What do we mean by technical sales? What is so technical about it? Is it ever not technical? What competencies are needed for success? Join us! Melissa Bychinski joins Dr. Willy Bolander in The Sales Lab to answer the question: "What is Technical Sales?" from the perspective of her company - RS Americas. All episodes of Season 3 will address this important question. What do we mean by technical sales? What is so technical about it? Is it ever not technical? What competencies are needed for success? Join us! id, sales, industrial distribution, industrial business, omnichannel, personal selling, sales management, engineering sales, rs, sales engineering, supplier, texas a&m, industrial equipment, solutions partner, solutions provider, distribution sales, industrial solutions, influence, technical sales education, ties sales showdown, tamu id, texas a&m university, ties, industrial sales, persuasion, tech sales, leadership, professional selling, texas a&m engineering, technical sales, rs americas, tamu, distributor, selling, industrial business solutions, industrial operations false full 4 3 476f3eb8-0529-4ab7-9aed-4e5f0ebf755c TSL S3E3 - "What is Technical Sales" - Tom Livesay, GHX (Sunsource) Visit The Sales Lab at https://thesaleslab.org and check out all our guests' recommended readings at https://thesaleslab.org/reading-list

To listen to The Sales Lab Podcast on your favorite apps, visit https://thesaleslab.simplecast.com/ and select your preferred method of listening.

Connect with us on Facebook at https://www.facebook.com/saleslabpodcast

Connect with us on Linkedin at https://www.linkedin.com/company/thesaleslab

Subscribe to The Sales Lab channel on YouTube at  https://www.youtube.com/channel/UCp703YWbD3-KO73NXUTBI-Q

]]> Wed, 15 Jan 2025 12:06:33 +0000 info@thesaleslab.org (Tom Livesay, Willy Bolander) http://www.thesaleslab.org Visit The Sales Lab at https://thesaleslab.org and check out all our guests' recommended readings at https://thesaleslab.org/reading-list

To listen to The Sales Lab Podcast on your favorite apps, visit https://thesaleslab.simplecast.com/ and select your preferred method of listening.

Connect with us on Facebook at https://www.facebook.com/saleslabpodcast

Connect with us on Linkedin at https://www.linkedin.com/company/thesaleslab

Subscribe to The Sales Lab channel on YouTube at  https://www.youtube.com/channel/UCp703YWbD3-KO73NXUTBI-Q

]]> TSL S3E3 - "What is Technical Sales" - Tom Livesay, GHX (Sunsource) Tom Livesay, Willy Bolander 00:48:33 Tom Livesay joins Dr. Willy Bolander in The Sales Lab to answer the question: "What is Technical Sales?" from the perspective of his company - GHX (Sunsource). All episodes of Season 3 will address this important question. What do we mean by technical sales? What is so technical about it? Is it ever not technical? What competencies are needed for success? Join us! Tom Livesay joins Dr. Willy Bolander in The Sales Lab to answer the question: "What is Technical Sales?" from the perspective of his company - GHX (Sunsource). All episodes of Season 3 will address this important question. What do we mean by technical sales? What is so technical about it? Is it ever not technical? What competencies are needed for success? Join us! sales, value, industrial distribution, hydraulic hose, repair, ghx, personal selling, sales management, engineering sales, value-added distributor, operations, sales engineering, texas a&m, distribution, maintenance, influence, technical sales education, ties sales showdown, tamu id, tamu engineering, industrial sales, persuasion, mro, tech sales, leadership, fabrication, professional selling, sunsource, hose assemblies, texas a&m engineering, gaskets, hoses, technical sales, tamu, selling, value-added false full 3 3 3f24fb47-1408-4b5f-970a-a7de199c0d2b TSL S3E2 - "What is Technical Sales" - Chad Murff, Eaton Visit The Sales Lab at https://thesaleslab.org and check out all our guests' recommended readings at https://thesaleslab.org/reading-list

To listen to The Sales Lab Podcast on your favorite apps, visit https://thesaleslab.simplecast.com/ and select your preferred method of listening.

Connect with us on Facebook at https://www.facebook.com/saleslabpodcast

Connect with us on Linkedin at https://www.linkedin.com/company/thesaleslab

Subscribe to The Sales Lab channel on YouTube at  https://www.youtube.com/channel/UCp703YWbD3-KO73NXUTBI-Q

]]> Mon, 13 Jan 2025 09:00:00 +0000 info@thesaleslab.org (Chad Murff, Willy Bolander) http://www.thesaleslab.org Visit The Sales Lab at https://thesaleslab.org and check out all our guests' recommended readings at https://thesaleslab.org/reading-list

To listen to The Sales Lab Podcast on your favorite apps, visit https://thesaleslab.simplecast.com/ and select your preferred method of listening.

Connect with us on Facebook at https://www.facebook.com/saleslabpodcast

Connect with us on Linkedin at https://www.linkedin.com/company/thesaleslab

Subscribe to The Sales Lab channel on YouTube at  https://www.youtube.com/channel/UCp703YWbD3-KO73NXUTBI-Q

]]> TSL S3E2 - "What is Technical Sales" - Chad Murff, Eaton Chad Murff, Willy Bolander 00:41:15 Chad Murff joins Dr. Willy Bolander in The Sales Lab to answer the question: "What is Technical Sales?" from the perspective of his company - Eaton. All episodes of Season 3 will address this important question. What do we mean by technical sales? What is so technical about it? Is it ever not technical? What competencies are needed for success? Join us! Chad Murff joins Dr. Willy Bolander in The Sales Lab to answer the question: "What is Technical Sales?" from the perspective of his company - Eaton. All episodes of Season 3 will address this important question. What do we mean by technical sales? What is so technical about it? Is it ever not technical? What competencies are needed for success? Join us! energy, sales, salespeople, industrial distribution, personal selling, sales management, engineering sales, sales engineering, industrial, eaton, power, influence, power management, tamu id, electrical, tamu engineering, texas a&m university, industrial sales, persuasion, tech sales, leadership, eaton corporation, professional selling, technology, texas a&m engineering, technical sales, selling false full 2 3 f6bbf524-c704-4bb5-bbef-e5276054b0b9 TSL S3E1 - "What is Technical Sales" - Joe Nash, Daily Thermetrics Visit The Sales Lab at https://thesaleslab.org and check out all our guests' recommended readings at https://thesaleslab.org/reading-list

To listen to The Sales Lab Podcast on your favorite apps, visit https://thesaleslab.simplecast.com/ and select your preferred method of listening.

Connect with us on Facebook at https://www.facebook.com/saleslabpodcast

Connect with us on Linkedin at https://www.linkedin.com/company/thesaleslab

Subscribe to The Sales Lab channel on YouTube at  https://www.youtube.com/channel/UCp703YWbD3-KO73NXUTBI-Q 

]]> Mon, 6 Jan 2025 22:35:11 +0000 info@thesaleslab.org (Joe Nash, Willy Bolander) http://www.thesaleslab.org Visit The Sales Lab at https://thesaleslab.org and check out all our guests' recommended readings at https://thesaleslab.org/reading-list

To listen to The Sales Lab Podcast on your favorite apps, visit https://thesaleslab.simplecast.com/ and select your preferred method of listening.

Connect with us on Facebook at https://www.facebook.com/saleslabpodcast

Connect with us on Linkedin at https://www.linkedin.com/company/thesaleslab

Subscribe to The Sales Lab channel on YouTube at  https://www.youtube.com/channel/UCp703YWbD3-KO73NXUTBI-Q 

]]> TSL S3E1 - "What is Technical Sales" - Joe Nash, Daily Thermetrics Joe Nash, Willy Bolander 00:55:05 Joe Nash joins Dr. Willy Bolander in The Sales Lab to answer the question: "What is Technical Sales?" from the perspective of his company - Daily Thermetrics. All episodes of Season 3 will address this important question. What do we mean by technical sales? What is so technical about it? Is it ever not technical? What competencies are needed for success? Join us! Joe Nash joins Dr. Willy Bolander in The Sales Lab to answer the question: "What is Technical Sales?" from the perspective of his company - Daily Thermetrics. All episodes of Season 3 will address this important question. What do we mean by technical sales? What is so technical about it? Is it ever not technical? What competencies are needed for success? Join us! energy, sales, salespeople, daily thermetrics, temperature, oil, personal selling, gas, sales management, engineering sales, sales engineering, influence, industrial sales, persuasion, tech sales, leadership, oil and gas, professional selling, temperature monitoring, technical sales, selling false full 1 3 b5c7bc72-9487-4074-960c-8a710a7a610a TSL S2E24 - "Sales is Marketing With More Intimacy" - Mathew Isaac, Seattle University (3/3) Visit The Sales Lab at https://thesaleslab.org and check out all our guests' recommended readings at https://thesaleslab.org/reading-list

To listen to The Sales Lab Podcast on your favorite apps, visit https://thesaleslab.simplecast.com/ and select your preferred method of listening.

Connect with us on Facebook at https://www.facebook.com/saleslabpodcast

Connect with us on Linkedin at https://www.linkedin.com/company/thesaleslab

Subscribe to The Sales Lab channel on YouTube at  https://www.youtube.com/channel/UCp703YWbD3-KO73NXUTBI-Q 

]]> Mon, 3 Jul 2023 10:25:00 +0000 info@thesaleslab.org (Mathew Isaac, Willy Bolander, Ph.D.) http://www.thesaleslab.org Visit The Sales Lab at https://thesaleslab.org and check out all our guests' recommended readings at https://thesaleslab.org/reading-list

To listen to The Sales Lab Podcast on your favorite apps, visit https://thesaleslab.simplecast.com/ and select your preferred method of listening.

Connect with us on Facebook at https://www.facebook.com/saleslabpodcast

Connect with us on Linkedin at https://www.linkedin.com/company/thesaleslab

Subscribe to The Sales Lab channel on YouTube at  https://www.youtube.com/channel/UCp703YWbD3-KO73NXUTBI-Q 

]]> TSL S2E24 - "Sales is Marketing With More Intimacy" - Mathew Isaac, Seattle University (3/3) Mathew Isaac, Willy Bolander, Ph.D. 00:24:08 Dr. Mathew Isaac, Professor at Seattle University and former ZS Consultant, concludes his conversation with Dr. Willy Bolander in The Sales Lab. In this part of the discussion Mathew describes his journey from biology major to consultant (with ZS Associates and Bain) to professor and explains the lessons he's learned in each of these roles. He goes on to argue that sales is (or should be) a major engine for value creation for organizations because it is marketing but with greater customer intimacy. In closing, Mathew provides us with some recommendations for books every sales leader should have on their shelf. Part 3 of 3. Dr. Mathew Isaac, Professor at Seattle University and former ZS Consultant, concludes his conversation with Dr. Willy Bolander in The Sales Lab. In this part of the discussion Mathew describes his journey from biology major to consultant (with ZS Associates and Bain) to professor and explains the lessons he's learned in each of these roles. He goes on to argue that sales is (or should be) a major engine for value creation for organizations because it is marketing but with greater customer intimacy. In closing, Mathew provides us with some recommendations for books every sales leader should have on their shelf. Part 3 of 3. autonomy, stereotyping, to sell is human, northwestern, sales, salespeople, value, industrial distribution, consulting, pharma, data analysis, sales science, chip heath, sales performance, customers, data, personal selling, marketing, sales management, research, customer needs, seattle university, grant writing, customer intimacy, value creation, texas a&m, zs, sales data, salesperson, analytics, biology, mba, sales leadership, salesperson performance, zs associates, influence, data driven, sales research, tamu id, intimacy, persuasion, seattle, academia, decision making, sales analytics, sterotype, leadership, professional selling, management, needs, sales sterotypes, customer wants, making numbers count, behavior, daniel pink, consultant, sales process, pharmaceutical, wants, selling, bain false full 24 2 538df272-8167-4ded-a8fb-38e2d633ae8e TSL S2E23 - "Challenger Sale" - Mathew Isaac, Seattle University (2/3) Visit The Sales Lab at https://thesaleslab.org and check out all our guests' recommended readings at https://thesaleslab.org/reading-list

To listen to The Sales Lab Podcast on your favorite apps, visit https://thesaleslab.simplecast.com/ and select your preferred method of listening.

Connect with us on Facebook at https://www.facebook.com/saleslabpodcast

Connect with us on Linkedin at https://www.linkedin.com/company/thesaleslab

Subscribe to The Sales Lab channel on YouTube at  https://www.youtube.com/channel/UCp703YWbD3-KO73NXUTBI-Q 

]]> Mon, 26 Jun 2023 10:35:00 +0000 info@thesaleslab.org (Willy Bolander, Ph.D., Mathew Isaac) http://www.thesaleslab.org Visit The Sales Lab at https://thesaleslab.org and check out all our guests' recommended readings at https://thesaleslab.org/reading-list

To listen to The Sales Lab Podcast on your favorite apps, visit https://thesaleslab.simplecast.com/ and select your preferred method of listening.

Connect with us on Facebook at https://www.facebook.com/saleslabpodcast

Connect with us on Linkedin at https://www.linkedin.com/company/thesaleslab

Subscribe to The Sales Lab channel on YouTube at  https://www.youtube.com/channel/UCp703YWbD3-KO73NXUTBI-Q 

]]> TSL S2E23 - "Challenger Sale" - Mathew Isaac, Seattle University (2/3) Willy Bolander, Ph.D., Mathew Isaac 00:25:57 Dr. Mathew Isaac, Professor at Seattle University and former ZS Consultant, continues his conversation with Dr. Willy Bolander in The Sales Lab. They discuss some interesting, research-backed tactics for soliciting donations (which they agree is a form of selling) using numerical suggestions backed by stories. They then take a dive deep into the ever-popular Challenger Sales methodology. What is it? When is it effective? What challenges do salespeople face when implementing it? Is it sufficient in itself to achieve sales success, or should it be part of a larger adaptive skill set? Join us to find out! Part 2 of 3. Dr. Mathew Isaac, Professor at Seattle University and former ZS Consultant, continues his conversation with Dr. Willy Bolander in The Sales Lab. They discuss some interesting, research-backed tactics for soliciting donations (which they agree is a form of selling) using numerical suggestions backed by stories. They then take a dive deep into the ever-popular Challenger Sales methodology. What is it? When is it effective? What challenges do salespeople face when implementing it? Is it sufficient in itself to achieve sales success, or should it be part of a larger adaptive skill set? Join us to find out! Part 2 of 3. numerical cognition, sales model, sales, cause marketing, sales science, storytelling, sales management, research, sales techniques, situation selling, donor, sales models, sales leadership, nonprofit, the challenger sale, fundraising techniques, influence, nuance, sales research, challenger, donation, adaptive sales, sales strategy, nonprofit leadership, adaptive selling, persuasion, ngo, situational selling, leadership, pivot, sales method, management, sales tactics, science, donor fatigue, fundraising, donors, challenger sale, soliciting donations, strategy implementation, cause related marketing, sales training, sales process, sales methods, selling, suggestion, fundraising tactics false full 23 2 84cb1ef2-22e3-4981-a4c0-bab42793a667 TSL S2E22 - "Sales Psychology" - Mathew Isaac, Seattle University (1/3) Visit The Sales Lab at https://thesaleslab.org and check out all our guests' recommended readings at https://thesaleslab.org/reading-list

To listen to The Sales Lab Podcast on your favorite apps, visit https://thesaleslab.simplecast.com/ and select your preferred method of listening.

Connect with us on Facebook at https://www.facebook.com/saleslabpodcast

Connect with us on Linkedin at https://www.linkedin.com/company/thesaleslab

Subscribe to The Sales Lab channel on YouTube at  https://www.youtube.com/channel/UCp703YWbD3-KO73NXUTBI-Q 

]]> Mon, 19 Jun 2023 10:00:00 +0000 info@thesaleslab.org (Mathew Isaac, Willy Bolander, Ph.D.) http://www.thesaleslab.org Visit The Sales Lab at https://thesaleslab.org and check out all our guests' recommended readings at https://thesaleslab.org/reading-list

To listen to The Sales Lab Podcast on your favorite apps, visit https://thesaleslab.simplecast.com/ and select your preferred method of listening.

Connect with us on Facebook at https://www.facebook.com/saleslabpodcast

Connect with us on Linkedin at https://www.linkedin.com/company/thesaleslab

Subscribe to The Sales Lab channel on YouTube at  https://www.youtube.com/channel/UCp703YWbD3-KO73NXUTBI-Q 

]]> TSL S2E22 - "Sales Psychology" - Mathew Isaac, Seattle University (1/3) Mathew Isaac, Willy Bolander, Ph.D. 00:27:20 Dr. Mathew Isaac, Professor at Seattle University and former ZS Consultant, joins Dr. Willy Bolander in The Sales Lab to discuss the role of psychology in selling and sales management. Specifically, topics like customer judgement, decision making, and cognitive biases are explored in relation to selling, while topics like motivation, perception, and framing are explored in relation to managing and compensating salespeople. In short, we get deep into the science of sales! Won't you come join us? Part 1 of 3. Dr. Mathew Isaac, Professor at Seattle University and former ZS Consultant, joins Dr. Willy Bolander in The Sales Lab to discuss the role of psychology in selling and sales management. Specifically, topics like customer judgement, decision making, and cognitive biases are explored in relation to selling, while topics like motivation, perception, and framing are explored in relation to managing and compensating salespeople. In short, we get deep into the science of sales! Won't you come join us? Part 1 of 3. numerical cognition, sales, biases, sales science, consumer psychologist, framing, sales management, research, consumer psychology, seattle university, incentives, psychologist, confirmation bias, confirmation, irrationality, sales incentives, sales leadership, zs associates, influence, sales compensation, consumer research, sales research, motivation, sales strategy, persuasion, perception, cognitive, decision making, psychology, irrational behavior, leadership, solution sales, solution selling, customer behavior, management, seattle u, compensation, primacy bias, strategy implementation, cb, customer psychology, shortcuts, primacy, judgement, consumer behavior, cognitive biases, sales psychology, selling, sales comp, complex sales, heuristics false full 22 2 349f5589-16bc-4445-8083-22a13653c519 TSL S2E21 - "Interviewing for a Sales Job" - Amy Venezia, Plastics Family Americas (3/3) Visit The Sales Lab at https://thesaleslab.org and check out all our guests' recommended readings at https://thesaleslab.org/reading-list

To listen to The Sales Lab Podcast on your favorite apps, visit https://thesaleslab.simplecast.com/ and select your preferred method of listening.

Connect with us on Facebook at https://www.facebook.com/saleslabpodcast

Connect with us on Linkedin at https://www.linkedin.com/company/thesaleslab

Subscribe to The Sales Lab channel on YouTube at  https://www.youtube.com/channel/UCp703YWbD3-KO73NXUTBI-Q  

]]> Mon, 5 Jun 2023 10:20:00 +0000 info@thesaleslab.org (Amy Venezia, Willy Bolander, Ph.D.) http://www.thesaleslab.org Visit The Sales Lab at https://thesaleslab.org and check out all our guests' recommended readings at https://thesaleslab.org/reading-list

To listen to The Sales Lab Podcast on your favorite apps, visit https://thesaleslab.simplecast.com/ and select your preferred method of listening.

Connect with us on Facebook at https://www.facebook.com/saleslabpodcast

Connect with us on Linkedin at https://www.linkedin.com/company/thesaleslab

Subscribe to The Sales Lab channel on YouTube at  https://www.youtube.com/channel/UCp703YWbD3-KO73NXUTBI-Q  

]]> TSL S2E21 - "Interviewing for a Sales Job" - Amy Venezia, Plastics Family Americas (3/3) Amy Venezia, Willy Bolander, Ph.D. 00:24:50 Amy Venezia, Vice President - Talent Acquisition and Development at Plastics Family Americas, concludes her conversation with Dr. Willy Bolander in The Sales Lab. This part of the discussion is all about nailing the interview for a sales job. How can a job seeker navigate cultural fit during an interview? What can they do to impress a potential employer? How can they adapt to the potential employer's wants and needs without sacrificing their own authenticity? Do you need an internship or prior experience? Amy shares everything you need to know and then provides us with some recommendations for books every sales leader should have on their shelf. Part 3 of 3. Amy Venezia, Vice President - Talent Acquisition and Development at Plastics Family Americas, concludes her conversation with Dr. Willy Bolander in The Sales Lab. This part of the discussion is all about nailing the interview for a sales job. How can a job seeker navigate cultural fit during an interview? What can they do to impress a potential employer? How can they adapt to the potential employer's wants and needs without sacrificing their own authenticity? Do you need an internship or prior experience? Amy shares everything you need to know and then provides us with some recommendations for books every sales leader should have on their shelf. Part 3 of 3. plastics, sales, book recommendations, leader, training, sales hiring, sales science, sales performance, sales stars, best practices, sales management, sales success, interviewing, business development, onboarding, soft skills, professional sales, distribution, plastics family, profit, internship, professional, mentorship, prior sales experience, salesperson performance, influence, north american plastics, sales research, plastics family americas, wholesaler, hbr, learning, talent development, culture, persuasion, harvard business review, person job fit, mentor, sales podcast, talent acquisition, leadership, career, fit, star salespeople, harvard, sales revenue, management, job fit, laird plastics, hiring stars, job interview, development, job interviewing, interview, best practice, wholesale distribution, experience, job interviews, sales interviewing, hiring, hire, personal development, cultural fit, professional fit, communication, selling, success, authenticity, sales onboarding, wholesale, sales job, plastic false full 21 2 4db6c03a-3d58-4404-89a9-95fc162a2207 TSL S2E20 - "Everyone Should Start in Sales" - Amy Venezia, Plastics Family Americas (2/3) Visit The Sales Lab at https://thesaleslab.org and check out all our guests' recommended readings at https://thesaleslab.org/reading-list

To listen to The Sales Lab Podcast on your favorite apps, visit https://thesaleslab.simplecast.com/ and select your preferred method of listening.

Connect with us on Facebook at https://www.facebook.com/saleslabpodcast

Connect with us on Linkedin at https://www.linkedin.com/company/thesaleslab

Subscribe to The Sales Lab channel on YouTube at  https://www.youtube.com/channel/UCp703YWbD3-KO73NXUTBI-Q 

]]> Mon, 29 May 2023 11:00:00 +0000 info@thesaleslab.org (Amy Venezia, Willy Bolander, Ph.D.) http://www.thesaleslab.org Visit The Sales Lab at https://thesaleslab.org and check out all our guests' recommended readings at https://thesaleslab.org/reading-list

To listen to The Sales Lab Podcast on your favorite apps, visit https://thesaleslab.simplecast.com/ and select your preferred method of listening.

Connect with us on Facebook at https://www.facebook.com/saleslabpodcast

Connect with us on Linkedin at https://www.linkedin.com/company/thesaleslab

Subscribe to The Sales Lab channel on YouTube at  https://www.youtube.com/channel/UCp703YWbD3-KO73NXUTBI-Q 

]]> TSL S2E20 - "Everyone Should Start in Sales" - Amy Venezia, Plastics Family Americas (2/3) Amy Venezia, Willy Bolander, Ph.D. 00:24:21 Amy Venezia, Vice President - Talent Acquisition and Development at Plastics Family Americas, continues her conversation with Dr. Willy Bolander in The Sales Lab. Topics discussed include the transferability of sales skills to leadership roles, the importance of being able to read people and communicate effectively, why everyone should start in sales, and how to optimize a company's limited face to face training time when onboarding new sales hires. Amy also talks about shedding the need to be liked by your peers and learning to command respect in your organization. Part 2 of 3. Amy Venezia, Vice President - Talent Acquisition and Development at Plastics Family Americas, continues her conversation with Dr. Willy Bolander in The Sales Lab. Topics discussed include the transferability of sales skills to leadership roles, the importance of being able to read people and communicate effectively, why everyone should start in sales, and how to optimize a company's limited face to face training time when onboarding new sales hires. Amy also talks about shedding the need to be liked by your peers and learning to command respect in your organization. Part 2 of 3. plastics, personal branding, sales, learning and development, north american plastic, leader, likeability, training, networking, sales science, sales performance, early career, sales management, start in sales, business development, onboarding, soft skills, read the room, command respect, professional sales, work ethic, plastics family, profit, professional, mentorship, salesperson performance, influence, sales research, plastics family americas, learning, talent development, launch career, persuasion, mentor, respect, talent acquisition, leadership, career, laird plastic, sales revenue, management, development, social skills, personal development, communication, selling, plastic false full 20 2 741e5d17-5863-4366-a9c6-8619dd34c25e TSL S2E19 - "Fast Track to Leadership" - Amy Venezia, Plastics Family Americas (1/3) Visit The Sales Lab at https://thesaleslab.org and check out all our guests' recommended readings at https://thesaleslab.org/reading-list

To listen to The Sales Lab Podcast on your favorite apps, visit https://thesaleslab.simplecast.com/ and select your preferred method of listening.

Connect with us on Facebook at https://www.facebook.com/saleslabpodcast

Connect with us on Linkedin at https://www.linkedin.com/company/thesaleslab

Subscribe to The Sales Lab channel on YouTube at  https://www.youtube.com/channel/UCp703YWbD3-KO73NXUTBI-Q 

]]> Mon, 22 May 2023 11:56:47 +0000 info@thesaleslab.org (Amy Venezia, Willy Bolander, Ph.D.) http://www.thesaleslab.org Visit The Sales Lab at https://thesaleslab.org and check out all our guests' recommended readings at https://thesaleslab.org/reading-list

To listen to The Sales Lab Podcast on your favorite apps, visit https://thesaleslab.simplecast.com/ and select your preferred method of listening.

Connect with us on Facebook at https://www.facebook.com/saleslabpodcast

Connect with us on Linkedin at https://www.linkedin.com/company/thesaleslab

Subscribe to The Sales Lab channel on YouTube at  https://www.youtube.com/channel/UCp703YWbD3-KO73NXUTBI-Q 

]]> TSL S2E19 - "Fast Track to Leadership" - Amy Venezia, Plastics Family Americas (1/3) Amy Venezia, Willy Bolander, Ph.D. 00:29:34 Amy Venezia, Vice President - Talent Acquisition and Development at Plastics Family Americas, joins Dr. Willy Bolander in The Sales Lab to discuss her rapid rise from frontline sales to corporate leadership in under a decade. How did she do it? What tips does she offer for those beginning their careers and looking to lead? Dr. Bolander suggests that ongoing demographic shifts (i.e., the baby boomer retiring en masse) may make this fast track to leadership the norm for those young professionals willing to seize the opportunity. We also discuss embracing rejection, personal branding inside and outside your own company, and the role of fitness habits in the lives of successful leaders. Part 1 of 3. Amy Venezia, Vice President - Talent Acquisition and Development at Plastics Family Americas, joins Dr. Willy Bolander in The Sales Lab to discuss her rapid rise from frontline sales to corporate leadership in under a decade. How did she do it? What tips does she offer for those beginning their careers and looking to lead? Dr. Bolander suggests that ongoing demographic shifts (i.e., the baby boomer retiring en masse) may make this fast track to leadership the norm for those young professionals willing to seize the opportunity. We also discuss embracing rejection, personal branding inside and outside your own company, and the role of fitness habits in the lives of successful leaders. Part 1 of 3. plastics, personal branding, sales, leader, training, sales science, sales performance, marketing, sales management, vice president, business development, rejection, habits, professional sales, distribution, plastics family, profit, professional, mentorship, salesperson performance, pfa, influence, laird, fitness, north american plastics, sales research, plastics family americas, wholesaler, learning, vp, talent development, persuasion, mentor, intentional, sales podcast, talent acquisition, leadership, career, laird plastic, sales revenue, management, fast track, talent, business to business, development, b2b, wholesale distribution, personal development, success habits, selling, success, corporate ladder, wholesale, plastic false full 19 2 a9f3dffb-2e04-4f83-8208-3d857d47229d TSL S2E18 - "Find Your Why" - Steven Topel, Marsh McLennan (3/3) Visit The Sales Lab at https://thesaleslab.org and check out all our guests' recommended readings at https://thesaleslab.org/reading-list

To listen to The Sales Lab Podcast on your favorite apps, visit https://thesaleslab.simplecast.com/ and select your preferred method of listening.

Connect with us on Facebook at https://www.facebook.com/saleslabpodcast

Connect with us on Linkedin at https://www.linkedin.com/company/thesaleslab

Subscribe to The Sales Lab channel on YouTube at  https://www.youtube.com/channel/UCp703YWbD3-KO73NXUTBI-Q 

]]> Mon, 15 May 2023 11:00:00 +0000 info@thesaleslab.org (Willy Bolander, Ph.D., Steven Topel) http://www.thesaleslab.org Visit The Sales Lab at https://thesaleslab.org and check out all our guests' recommended readings at https://thesaleslab.org/reading-list

To listen to The Sales Lab Podcast on your favorite apps, visit https://thesaleslab.simplecast.com/ and select your preferred method of listening.

Connect with us on Facebook at https://www.facebook.com/saleslabpodcast

Connect with us on Linkedin at https://www.linkedin.com/company/thesaleslab

Subscribe to The Sales Lab channel on YouTube at  https://www.youtube.com/channel/UCp703YWbD3-KO73NXUTBI-Q 

]]> TSL S2E18 - "Find Your Why" - Steven Topel, Marsh McLennan (3/3) Willy Bolander, Ph.D., Steven Topel 00:21:04 Steven Topel, President - Sales and Business Insurance at Marsh McLennan Agency, concludes his conversation with Dr. Willy Bolander in The Sales Lab. Topics discussed include the importance of sales professionals having a personal "why" that drives them and involves other people (e.g., family, customers, etc.), the value of sacrifice in the short-term for the sake of gain in the long-term, and the significance of a leader surrounding themselves with people who aren't afraid to dissent and tell them no. Steven shares the evolution of his "why" from a selfish love of the "hunt" for new business into a desire to develop his team members into the next generation of insurance leaders. Of course, Steven also shares the books he thinks every sales leader needs to have on their shelf. Part 3 of 3. Steven Topel, President - Sales and Business Insurance at Marsh McLennan Agency, concludes his conversation with Dr. Willy Bolander in The Sales Lab. Topics discussed include the importance of sales professionals having a personal "why" that drives them and involves other people (e.g., family, customers, etc.), the value of sacrifice in the short-term for the sake of gain in the long-term, and the significance of a leader surrounding themselves with people who aren't afraid to dissent and tell them no. Steven shares the evolution of his "why" from a selfish love of the "hunt" for new business into a desire to develop his team members into the next generation of insurance leaders. Of course, Steven also shares the books he thinks every sales leader needs to have on their shelf. Part 3 of 3. sales, yes man, why, florida state university, consulting, leader, training, sales science, gain, sales performance, sacrifice, yes men, insurance, farming, fsu sales program, marshmclennan, sales management, liability, moivators, risk, short term, commercial insurance, business development, risk management, altruism, fsu sales, mma, purpose, professional sales, long term, debates, profit, professional, mentorship, salesperson performance, hunting, influence, team of rivals, sales research, challenger, motivation, learning, marsh, short-term, persuasion, mentor, hunting sales, leadership, career, fsu sales institute, debate, farming sales, sales revenue, management, long-term, fsu college of business, values, career success, florida state, small business, challenger sale, fsu, development, lone wolf, career satisfaction, personal why, team dysfunction, consultant, impact, personal development, team, helping others, selling, team selling false full 18 2 d752b004-351e-4022-b063-cd19c44357a0 TSL S2E17 - "Selling Internally" - Steven Topel, Marsh McLennan (2/3) Visit The Sales Lab at https://thesaleslab.org and check out all our guests' recommended readings at https://thesaleslab.org/reading-list

To listen to The Sales Lab Podcast on your favorite apps, visit https://thesaleslab.simplecast.com/ and select your preferred method of listening.

Connect with us on Facebook at https://www.facebook.com/saleslabpodcast

Connect with us on Linkedin at https://www.linkedin.com/company/thesaleslab

Subscribe to The Sales Lab channel on YouTube at  https://www.youtube.com/channel/UCp703YWbD3-KO73NXUTBI-Q 

]]> Mon, 8 May 2023 10:35:00 +0000 info@thesaleslab.org (Willy Bolander, Ph.D., Steven Topel) http://www.thesaleslab.org Visit The Sales Lab at https://thesaleslab.org and check out all our guests' recommended readings at https://thesaleslab.org/reading-list

To listen to The Sales Lab Podcast on your favorite apps, visit https://thesaleslab.simplecast.com/ and select your preferred method of listening.

Connect with us on Facebook at https://www.facebook.com/saleslabpodcast

Connect with us on Linkedin at https://www.linkedin.com/company/thesaleslab

Subscribe to The Sales Lab channel on YouTube at  https://www.youtube.com/channel/UCp703YWbD3-KO73NXUTBI-Q 

]]> TSL S2E17 - "Selling Internally" - Steven Topel, Marsh McLennan (2/3) Willy Bolander, Ph.D., Steven Topel 00:24:32 Steven Topel, President - Sales and Business Insurance at Marsh McLennan Agency, continues his conversation with Dr. Willy Bolander in The Sales Lab. With salespeople working less and less in a centralized physical office, new sales professionals may struggle with finding opportunities to network and develop mentorship relationships. Given this, the conversation turns toward the importance of developing internal relationships (i.e., inside your own organization) in today's dispersed workforce environment. In other words, "internal selling." We also talk about the career trajectory of a salesperson, the concepts of knowledge and financial validation, and the important roles of motivation and intellectual curiosity in driving success. Part 2 of 3. Steven Topel, President - Sales and Business Insurance at Marsh McLennan Agency, continues his conversation with Dr. Willy Bolander in The Sales Lab. With salespeople working less and less in a centralized physical office, new sales professionals may struggle with finding opportunities to network and develop mentorship relationships. Given this, the conversation turns toward the importance of developing internal relationships (i.e., inside your own organization) in today's dispersed workforce environment. In other words, "internal selling." We also talk about the career trajectory of a salesperson, the concepts of knowledge and financial validation, and the important roles of motivation and intellectual curiosity in driving success. Part 2 of 3. proactive mentorship, proactive relationships, remote work, sales, consulting, leader, training, networking, sales science, sales performance, insurance, curiosity, marshmclennan, sales management, liability, risk, commercial insurance, business development, risk management, knowledge validation, covid, mma, professional sales, covid-19, high income, profit, professional, mentorship, salesperson performance, influence, sales research, careers, virtual meeting, motivation, learning, young professional, marsh, social networks, persuasion, mentor, proactive, leadership, career, collaboration, financial validation, sales revenue, management, talent retention, small business, internal selling, development, physical office, covid 19, jobs, virtual tools, virtual coffee, consultant, personal development, team building, team, communication, selling, coffee false full 17 2 4ae09d14-9e0d-429b-ac74-8ce5f935a3dc TSL S2E16 - "A Hidden World" - Steven Topel, Marsh McLennan (1/3) Visit The Sales Lab at https://thesaleslab.org and check out all our guests' recommended readings at https://thesaleslab.org/reading-list

To listen to The Sales Lab Podcast on your favorite apps, visit https://thesaleslab.simplecast.com/ and select your preferred method of listening.

Connect with us on Facebook at https://www.facebook.com/saleslabpodcast

Connect with us on Linkedin at https://www.linkedin.com/company/thesaleslab

Subscribe to The Sales Lab channel on YouTube at  https://www.youtube.com/channel/UCp703YWbD3-KO73NXUTBI-Q 

]]> Mon, 1 May 2023 21:24:10 +0000 info@thesaleslab.org (Steven Topel, Willy Bolander, Ph.D.) http://www.thesaleslab.org Visit The Sales Lab at https://thesaleslab.org and check out all our guests' recommended readings at https://thesaleslab.org/reading-list

To listen to The Sales Lab Podcast on your favorite apps, visit https://thesaleslab.simplecast.com/ and select your preferred method of listening.

Connect with us on Facebook at https://www.facebook.com/saleslabpodcast

Connect with us on Linkedin at https://www.linkedin.com/company/thesaleslab

Subscribe to The Sales Lab channel on YouTube at  https://www.youtube.com/channel/UCp703YWbD3-KO73NXUTBI-Q 

]]> TSL S2E16 - "A Hidden World" - Steven Topel, Marsh McLennan (1/3) Steven Topel, Willy Bolander, Ph.D. 00:23:54 Steven Topel, President - Sales and Business Insurance at Marsh McLennan Agency, joins Dr. Willy Bolander in The Sales Lab to talk about the hidden world of commercial insurance. No geckos or cavemen in this conversation - we are talking about consulting with businesses to manage their exposure to the things that threaten to slow them down or shut them down! Steven shares his journey from accounting to sales, discusses the need for young salespeople to leverage their youthful energy while also humbly embracing their need to learn from more experienced professionals, and the value of mentorship at all stages of a salesperson's career. Part 1 of 3. Steven Topel, President - Sales and Business Insurance at Marsh McLennan Agency, joins Dr. Willy Bolander in The Sales Lab to talk about the hidden world of commercial insurance. No geckos or cavemen in this conversation - we are talking about consulting with businesses to manage their exposure to the things that threaten to slow them down or shut them down! Steven shares his journey from accounting to sales, discusses the need for young salespeople to leverage their youthful energy while also humbly embracing their need to learn from more experienced professionals, and the value of mentorship at all stages of a salesperson's career. Part 1 of 3. sales, millennials, leader, training, sales science, sales performance, early career, self leadership, insurance, marshmclennan, sales management, liability, risk, commercial insurance, mitigating risk, business development, risk management, mma, professional sales, profit, risk managment, professional, mentorship, salesperson performance, influence, sales research, learning, young professional, marsh, persuasion, mentor, leadership, career, self development, sales revenue, management, young professionals, gen z, cavemen, career success, development, personal development, next generation, generations, selling, success, geckos false full 16 2 375c8699-88d1-4a9c-a05b-8d47beaa0b2b TSL S2E12 - "Process as Good as Your Product" - Ryan Pereus, Super Human Prospecting (3/3) Visit The Sales Lab at https://thesaleslab.org and check out all our guests' recommended readings at https://thesaleslab.org/reading-list

To listen to The Sales Lab Podcast on your favorite apps, visit https://thesaleslab.simplecast.com/ and select your preferred method of listening.

Connect with us on Facebook at https://www.facebook.com/saleslabpodcast

Connect with us on Linkedin at https://www.linkedin.com/company/thesaleslab

Subscribe to The Sales Lab channel on YouTube at  https://www.youtube.com/channel/UCp703YWbD3-KO73NXUTBI-Q 

]]> Mon, 27 Mar 2023 09:45:00 +0000 info@thesaleslab.org (Ryan Pereus, Willy Bolander) http://www.thesaleslab.org Visit The Sales Lab at https://thesaleslab.org and check out all our guests' recommended readings at https://thesaleslab.org/reading-list

To listen to The Sales Lab Podcast on your favorite apps, visit https://thesaleslab.simplecast.com/ and select your preferred method of listening.

Connect with us on Facebook at https://www.facebook.com/saleslabpodcast

Connect with us on Linkedin at https://www.linkedin.com/company/thesaleslab

Subscribe to The Sales Lab channel on YouTube at  https://www.youtube.com/channel/UCp703YWbD3-KO73NXUTBI-Q 

]]> TSL S2E12 - "Process as Good as Your Product" - Ryan Pereus, Super Human Prospecting (3/3) Ryan Pereus, Willy Bolander 00:21:14 Ryan Pereus, CEO and Founder of Super Human Prospecting, concludes his discussion with Dr. Willy Bolander in The Sales Lab. We discuss how sales, like entrepreneurship, is a process of "making something out of nothing," how Ryan uses contests and incentives in his business, the importance of values and principles in guiding your selling activities (including, perhaps especially, cold calling), and the idea of having a process as good as your produce. Ryan also leaves us with some book recommendations. Part 3 of 3. Ryan Pereus, CEO and Founder of Super Human Prospecting, concludes his discussion with Dr. Willy Bolander in The Sales Lab. We discuss how sales, like entrepreneurship, is a process of "making something out of nothing," how Ryan uses contests and incentives in his business, the importance of values and principles in guiding your selling activities (including, perhaps especially, cold calling), and the idea of having a process as good as your produce. Ryan also leaves us with some book recommendations. Part 3 of 3. sales scripts, sales, book recommendations, sales contests, start up, telephone sales, scripts, sell or be sold, h2h sales scripts, confidence, sales management, incentives, contests, sales management simplified, tele sales, integrity, founder, sales lab, prospecting, sales incentives, sales truth, sales leadership, influence, entrepreneurship, persistence, adaptive sales, phone sales, ceo, adaptive selling, persuasion, super human prospecting, leadership, h2h, technology, entrepreneur, values, script, principles, product, eat their lunch, something out of nothing, sales technology, behavior monitoring, cold call, outcome monitoring, sales process, selling, process, cold calling false full 12 2 4304f901-c73d-4fa6-b287-100530d76758 TSL S2E11 - "Modular Adaptation" - Ryan Pereus, Super Human Prospecting (2/3) Visit The Sales Lab at https://thesaleslab.org and check out all our guests' recommended readings at https://thesaleslab.org/reading-list

To listen to The Sales Lab Podcast on your favorite apps, visit https://thesaleslab.simplecast.com/ and select your preferred method of listening.

Connect with us on Facebook at https://www.facebook.com/saleslabpodcast

Connect with us on Linkedin at https://www.linkedin.com/company/thesaleslab

Subscribe to The Sales Lab channel on YouTube at  https://www.youtube.com/channel/UCp703YWbD3-KO73NXUTBI-Q 

]]> Mon, 20 Mar 2023 09:45:00 +0000 info@thesaleslab.org (Ryan Pereus, Willy Bolander) http://www.thesaleslab.org Visit The Sales Lab at https://thesaleslab.org and check out all our guests' recommended readings at https://thesaleslab.org/reading-list

To listen to The Sales Lab Podcast on your favorite apps, visit https://thesaleslab.simplecast.com/ and select your preferred method of listening.

Connect with us on Facebook at https://www.facebook.com/saleslabpodcast

Connect with us on Linkedin at https://www.linkedin.com/company/thesaleslab

Subscribe to The Sales Lab channel on YouTube at  https://www.youtube.com/channel/UCp703YWbD3-KO73NXUTBI-Q 

]]> TSL S2E11 - "Modular Adaptation" - Ryan Pereus, Super Human Prospecting (2/3) Ryan Pereus, Willy Bolander 00:18:02 Ryan Pereus, CEO and Founder of Super Human Prospecting, continues his discussion with Dr. Willy Bolander in The Sales Lab. We go deeper into the nuance of successful cold calling, discussing the difference between adaptation and inconsistency, how different markets require different "scripts," how he doesn't really use "a" script and instead adaptively applies a variety of scripts to suit each selling situation (i.e., "modular adaptation"), and the role of authenticity in building trust during a cold call. Ryan also offers some straightforward tips for new cold callers. Part 2 of 3. Ryan Pereus, CEO and Founder of Super Human Prospecting, continues his discussion with Dr. Willy Bolander in The Sales Lab. We go deeper into the nuance of successful cold calling, discussing the difference between adaptation and inconsistency, how different markets require different "scripts," how he doesn't really use "a" script and instead adaptively applies a variety of scripts to suit each selling situation (i.e., "modular adaptation"), and the role of authenticity in building trust during a cold call. Ryan also offers some straightforward tips for new cold callers. Part 2 of 3. cold calling tips, sales scripts, emotion, emotional, sales, telephone sales, authentic communication, h2h sales scripts, prospect, sales management, leads, telephone selling, lead gen, adaptive modularity, tele sales, founder, outreach, prospecting, lead generation, tips, sales leadership, influence, entrepreneurship, how to cold call, sales script, ceo, adaptive selling, persuasion, emotional intelligence, inside sales, super human prospecting, leadership, h2h, script frameworks, tone of voice, entrepreneur, script, modularity, trust, cold call, selling, sales tips, authenticity, cold calling, adaptation false full 11 2 7f1854a2-523f-409c-bd64-cfaeb7ebd5f2 TSL S2E10 - "Cold Call Missionary" - Ryan Pereus, Super Human Prospecting (1/3) Visit The Sales Lab at https://thesaleslab.org and check out all our guests' recommended readings at https://thesaleslab.org/reading-list

To listen to The Sales Lab Podcast on your favorite apps, visit https://thesaleslab.simplecast.com/ and select your preferred method of listening.

Connect with us on Facebook at https://www.facebook.com/saleslabpodcast

Connect with us on Linkedin at https://www.linkedin.com/company/thesaleslab

Subscribe to The Sales Lab channel on YouTube at  https://www.youtube.com/channel/UCp703YWbD3-KO73NXUTBI-Q 

]]> Mon, 13 Mar 2023 10:15:00 +0000 info@thesaleslab.org (Ryan Pereus, Willy Bolander) http://www.thesaleslab.org Visit The Sales Lab at https://thesaleslab.org and check out all our guests' recommended readings at https://thesaleslab.org/reading-list

To listen to The Sales Lab Podcast on your favorite apps, visit https://thesaleslab.simplecast.com/ and select your preferred method of listening.

Connect with us on Facebook at https://www.facebook.com/saleslabpodcast

Connect with us on Linkedin at https://www.linkedin.com/company/thesaleslab

Subscribe to The Sales Lab channel on YouTube at  https://www.youtube.com/channel/UCp703YWbD3-KO73NXUTBI-Q 

]]> TSL S2E10 - "Cold Call Missionary" - Ryan Pereus, Super Human Prospecting (1/3) Ryan Pereus, Willy Bolander 00:22:37 Ryan Pereus, CEO and Founder of Super Human Prospecting, joins Dr. Willy Bolander in The Sales Lab. We discuss all things COLD CALLING! Is cold calling dead? No. Why do we still do cold calling? In short, because it works! If you're in sales, the health of the top of your sales funnel often determines the health of the rest of your operations. Ryan also shares a bit about his journey into entrepreneurship and explains how he uses his business as a laboratory to study sales (Hey, wait a minute...!). Part 1 of 3. Ryan Pereus, CEO and Founder of Super Human Prospecting, joins Dr. Willy Bolander in The Sales Lab. We discuss all things COLD CALLING! Is cold calling dead? No. Why do we still do cold calling? In short, because it works! If you're in sales, the health of the top of your sales funnel often determines the health of the rest of your operations. Ryan also shares a bit about his journey into entrepreneurship and explains how he uses his business as a laboratory to study sales (Hey, wait a minute...!). Part 1 of 3. sales calls, sales scripts, sales, confrontation, sales funnel, telephone sales, scripts, h2h sales scripts, prospect, sales management, leads, mission field, lead gen, adaptive cold calling, sales education, tele sales, founder, sales lab, outreach, calling, prospecting, lead, lead generation, top of funnel, influence, entrepreneurship, startup, phone sales, ceo, adaptive selling, persuasion, laboratory, inside sales, missionary, super human prospecting, mission trip, leadership, h2h, sales leads, management, cold call ceo, appointment setting, modular adaptability, sales training, modular sales scripts, selling, missionary sales, cold calling false full 10 2 dade85d8-dc75-4231-8962-3886d609336a TSL S2E9 - "Scared So What" - Grant Van Ulbrich, Royal Caribbean (3/3) Visit The Sales Lab at https://thesaleslab.org and check out all our guests' recommended readings at https://thesaleslab.org/reading-list

To listen to The Sales Lab Podcast on your favorite apps, visit https://thesaleslab.simplecast.com/ and select your preferred method of listening.

Connect with us on Facebook at https://www.facebook.com/saleslabpodcast

Connect with us on Linkedin at https://www.linkedin.com/company/thesaleslab

Subscribe to The Sales Lab channel on YouTube at  https://www.youtube.com/channel/UCp703YWbD3-KO73NXUTBI-Q 

]]> Mon, 6 Mar 2023 11:30:00 +0000 info@thesaleslab.org (Grant Van Ulbrich, Willy Bolander) http://www.thesaleslab.org Visit The Sales Lab at https://thesaleslab.org and check out all our guests' recommended readings at https://thesaleslab.org/reading-list

To listen to The Sales Lab Podcast on your favorite apps, visit https://thesaleslab.simplecast.com/ and select your preferred method of listening.

Connect with us on Facebook at https://www.facebook.com/saleslabpodcast

Connect with us on Linkedin at https://www.linkedin.com/company/thesaleslab

Subscribe to The Sales Lab channel on YouTube at  https://www.youtube.com/channel/UCp703YWbD3-KO73NXUTBI-Q 

]]> TSL S2E9 - "Scared So What" - Grant Van Ulbrich, Royal Caribbean (3/3) Grant Van Ulbrich, Willy Bolander 00:17:48 Grant Van Ulbrich, Director of Global Sales Transformation at Royal Caribbean, concludes his discussion with Dr. Willy Bolander in The Sales Lab. We discuss sales as a process of facilitating others' understanding, allowing yourself to learn something new, dealing with resistance to change, metathesiophobia (another big word?!), and the physiological pain of change. Grant also leaves us with some book recommendations. Part 3 of 3. Grant Van Ulbrich, Director of Global Sales Transformation at Royal Caribbean, concludes his discussion with Dr. Willy Bolander in The Sales Lab. We discuss sales as a process of facilitating others' understanding, allowing yourself to learn something new, dealing with resistance to change, metathesiophobia (another big word?!), and the physiological pain of change. Grant also leaves us with some book recommendations. Part 3 of 3. resistance to change, transforming sales management, cruise ship, sales, leading change, book recommendations, s, personal change, sales management, change, brands, so what, toxic, transformation, market segments, sales leadership, influence, norwegian, learning, cruise, planning, persuasion, global sales, leading transformation, leadership, royal caribbean cruise lines, cracking the sales management code, change hurts, plan, metathesiophobia, selling transformed, cruise industry, scared so what, norwegian cruise, scared, selling, royal caribbean, organizational change false full 9 2 6a31d261-a07b-4358-a208-801a7c76409a TSL S2E8 - "Hermeneutics and More" - Grant Van Ulbrich, Royal Caribbean (2/3) Visit The Sales Lab at https://thesaleslab.org and check out all our guests' recommended readings at https://thesaleslab.org/reading-list

To listen to The Sales Lab Podcast on your favorite apps, visit https://thesaleslab.simplecast.com/ and select your preferred method of listening.

Connect with us on Facebook at https://www.facebook.com/saleslabpodcast

Connect with us on Linkedin at https://www.linkedin.com/company/thesaleslab

Subscribe to The Sales Lab channel on YouTube at  https://www.youtube.com/channel/UCp703YWbD3-KO73NXUTBI-Q 

]]> Mon, 27 Feb 2023 11:30:00 +0000 info@thesaleslab.org (Grant Van Ulbrich, Willy Bolander) http://www.thesaleslab.org Visit The Sales Lab at https://thesaleslab.org and check out all our guests' recommended readings at https://thesaleslab.org/reading-list

To listen to The Sales Lab Podcast on your favorite apps, visit https://thesaleslab.simplecast.com/ and select your preferred method of listening.

Connect with us on Facebook at https://www.facebook.com/saleslabpodcast

Connect with us on Linkedin at https://www.linkedin.com/company/thesaleslab

Subscribe to The Sales Lab channel on YouTube at  https://www.youtube.com/channel/UCp703YWbD3-KO73NXUTBI-Q 

]]> TSL S2E8 - "Hermeneutics and More" - Grant Van Ulbrich, Royal Caribbean (2/3) Grant Van Ulbrich, Willy Bolander 00:21:44 Grant Van Ulbrich, Director of Global Sales Transformation at Royal Caribbean, continues his discussion with Dr. Willy Bolander in The Sales Lab. We discuss succession planning, investing everything into your people, transformational vs. transactional leadership behaviors, coaching through resistance to change, intrapreneurship, and other tools that sales leaders need in their toolkits! Willy also makes Grant tell him what hermeneutics means. Part 2 of 3. Grant Van Ulbrich, Director of Global Sales Transformation at Royal Caribbean, continues his discussion with Dr. Willy Bolander in The Sales Lab. We discuss succession planning, investing everything into your people, transformational vs. transactional leadership behaviors, coaching through resistance to change, intrapreneurship, and other tools that sales leaders need in their toolkits! Willy also makes Grant tell him what hermeneutics means. Part 2 of 3. resistance to change, intrapreneurship, delegation, cruise ship, sales, leading change, salespeople, personal change, invest in people, sales management, sales ethics, ownership, transactional leadership, change, sales change, so what, change models, transformation, coaching, sales leadership, change leadership, hermeneutics, influence, norwegian, cruise, persuasion, ethics, global sales, leading transformation, leadership, royal caribbean cruise lines, transformational leadership, sales manager tools, cruise industry, scared so what, norwegian cruise, sales training, scared, succession planning, selling, royal caribbean, organizational change false full 8 2 94097409-64f9-4d59-8fc4-5705d4911cbc TSL S2E7 - "Sales Transformation Leadership" - Grant Van Ulbrich, Royal Caribbean (1/3) Visit The Sales Lab at https://thesaleslab.org and check out all our guests' recommended readings at https://thesaleslab.org/reading-list

To listen to The Sales Lab Podcast on your favorite apps, visit https://thesaleslab.simplecast.com/ and select your preferred method of listening.

Connect with us on Facebook at https://www.facebook.com/saleslabpodcast

Connect with us on Linkedin at https://www.linkedin.com/company/thesaleslab

Subscribe to The Sales Lab channel on YouTube at  https://www.youtube.com/channel/UCp703YWbD3-KO73NXUTBI-Q 

]]> Mon, 20 Feb 2023 11:30:00 +0000 info@thesaleslab.org (Grant Van Ulbrich, Willy Bolander) http://www.thesaleslab.org Visit The Sales Lab at https://thesaleslab.org and check out all our guests' recommended readings at https://thesaleslab.org/reading-list

To listen to The Sales Lab Podcast on your favorite apps, visit https://thesaleslab.simplecast.com/ and select your preferred method of listening.

Connect with us on Facebook at https://www.facebook.com/saleslabpodcast

Connect with us on Linkedin at https://www.linkedin.com/company/thesaleslab

Subscribe to The Sales Lab channel on YouTube at  https://www.youtube.com/channel/UCp703YWbD3-KO73NXUTBI-Q 

]]> TSL S2E7 - "Sales Transformation Leadership" - Grant Van Ulbrich, Royal Caribbean (1/3) Grant Van Ulbrich, Willy Bolander 00:25:54 Grant Van Ulbrich, Director of Global Sales Transformation at Royal Caribbean, joins Dr. Willy Bolander in The Sales Lab. We discuss Grant's journey from frontline sales to global sales leadership, the first step in leading transformation (hint: it's not "take action!"), the role of education in his career trajectory, how traditional change models fail to take the individual employee into account, and how his model of personal change (detailed in his new book, linked on our website) fixes this omission! Part 1 of 3. Grant Van Ulbrich, Director of Global Sales Transformation at Royal Caribbean, joins Dr. Willy Bolander in The Sales Lab. We discuss Grant's journey from frontline sales to global sales leadership, the first step in leading transformation (hint: it's not "take action!"), the role of education in his career trajectory, how traditional change models fail to take the individual employee into account, and how his model of personal change (detailed in his new book, linked on our website) fixes this omission! Part 1 of 3. cruise ship, leading change, customer orientation, salespeople, executive coach, personal change, customers, sales management, research, change, so what, professional sales, consalia sales school, change models, transformation, professional, sales leadership, change leadership, influence, columbo, norwegian, transformation leadership, cruise, education, persuasion, sales transformation, global sales, leading transformation, leadership, customer service, product training, cruise industry, norwegian cruise lines, frontline service, scared so what, sales training, scared, selling, royal caribbean false full 7 2 22a08a10-a471-41e0-9e7b-1f5fd85d88f9 TSL S2E6 - "Exploring Your Organization" - Laura Hume, IBM (3/3) This episode is sponsored the International Collegiate Sales Competition (www.icsc-fsu.com). Every November, Florida State University hosts the world's largest sales roleplay and sales management case competition in sunny Orlando, Florida. If you're a student looking to differentiate yourself and secure your dream job in sales, a marketing or sales professor looking to show off your students and connect them with great opportunities, or a sales manager or recruiter looking to acquire top sales talent, come join us!

Visit The Sales Lab at https://thesaleslab.org and check out all our guests' recommended readings at https://thesaleslab.org/reading-list

To listen to The Sales Lab Podcast on your favorite apps, visit https://thesaleslab.simplecast.com/ and select your preferred method of listening.

Connect with us on Facebook at https://www.facebook.com/saleslabpodcast

Connect with us on Linkedin at https://www.linkedin.com/company/thesaleslab

Subscribe to The Sales Lab channel on YouTube at  https://www.youtube.com/channel/UCp703YWbD3-KO73NXUTBI-Q 

]]> Mon, 15 Aug 2022 09:30:00 +0000 info@thesaleslab.org (Willy Bolander, Laura Hume) http://www.thesaleslab.org This episode is sponsored the International Collegiate Sales Competition (www.icsc-fsu.com). Every November, Florida State University hosts the world's largest sales roleplay and sales management case competition in sunny Orlando, Florida. If you're a student looking to differentiate yourself and secure your dream job in sales, a marketing or sales professor looking to show off your students and connect them with great opportunities, or a sales manager or recruiter looking to acquire top sales talent, come join us!

Visit The Sales Lab at https://thesaleslab.org and check out all our guests' recommended readings at https://thesaleslab.org/reading-list

To listen to The Sales Lab Podcast on your favorite apps, visit https://thesaleslab.simplecast.com/ and select your preferred method of listening.

Connect with us on Facebook at https://www.facebook.com/saleslabpodcast

Connect with us on Linkedin at https://www.linkedin.com/company/thesaleslab

Subscribe to The Sales Lab channel on YouTube at  https://www.youtube.com/channel/UCp703YWbD3-KO73NXUTBI-Q 

]]> TSL S2E6 - "Exploring Your Organization" - Laura Hume, IBM (3/3) Willy Bolander, Laura Hume 00:15:36 Laura Hume, Talent Development Lead for the Americas at IBM, continues her conversation with Dr. Willy Bolander in The Sales Lab. Topics covered include the marketplace within one's own company (not just in complex matrix organizations like IBM), informal social networks, and navigating within your organization to identify opportunities and resources. All things that Dr. Bolander researches, as it turns out! Part 3 of 3. Laura Hume, Talent Development Lead for the Americas at IBM, continues her conversation with Dr. Willy Bolander in The Sales Lab. Topics covered include the marketplace within one's own company (not just in complex matrix organizations like IBM), informal social networks, and navigating within your organization to identify opportunities and resources. All things that Dr. Bolander researches, as it turns out! Part 3 of 3. thought leader, sales, salespeople, consulting, leader, informal interactions, sales leader, complexity, t&d, training, networking, sales development, sales management, skill, ibm, will, development leader, habits, networks, mentorship, sales force, sales leadership, influence, self regulation, learning, navigation, talent development, organizational complexity, social networks, persuasion, upward mentorship, leadership, td, employee development, potential, microhabits, thought leadership, talent, development, salesforce, 9 box, informal mentorship, informal mentor, matriz organizations, selling, marketplace, training and development false full 6 2 e5293788-3003-4e92-87ac-34334be163a4 TSL S2E5 - "Self Regulation and Micro Habits" - Laura Hume, IBM (2/3) This episode is sponsored the International Collegiate Sales Competition (www.icsc-fsu.com). Every November, Florida State University hosts the world's largest sales roleplay and sales management case competition in sunny Orlando, Florida. If you're a student looking to differentiate yourself and secure your dream job in sales, a marketing or sales professor looking to show off your students and connect them with great opportunities, or a sales manager or recruiter looking to acquire top sales talent, come join us!

Visit The Sales Lab at https://thesaleslab.org and check out all our guests' recommended readings at https://thesaleslab.org/reading-list

To listen to The Sales Lab Podcast on your favorite apps, visit https://thesaleslab.simplecast.com/ and select your preferred method of listening.

Connect with us on Facebook at https://www.facebook.com/saleslabpodcast

Connect with us on Linkedin at https://www.linkedin.com/company/thesaleslab

Subscribe to The Sales Lab channel on YouTube at  https://www.youtube.com/channel/UCp703YWbD3-KO73NXUTBI-Q 

]]> Mon, 8 Aug 2022 09:30:00 +0000 info@thesaleslab.org (Willy Bolander, Laura Hume) http://www.thesaleslab.org This episode is sponsored the International Collegiate Sales Competition (www.icsc-fsu.com). Every November, Florida State University hosts the world's largest sales roleplay and sales management case competition in sunny Orlando, Florida. If you're a student looking to differentiate yourself and secure your dream job in sales, a marketing or sales professor looking to show off your students and connect them with great opportunities, or a sales manager or recruiter looking to acquire top sales talent, come join us!

Visit The Sales Lab at https://thesaleslab.org and check out all our guests' recommended readings at https://thesaleslab.org/reading-list

To listen to The Sales Lab Podcast on your favorite apps, visit https://thesaleslab.simplecast.com/ and select your preferred method of listening.

Connect with us on Facebook at https://www.facebook.com/saleslabpodcast

Connect with us on Linkedin at https://www.linkedin.com/company/thesaleslab

Subscribe to The Sales Lab channel on YouTube at  https://www.youtube.com/channel/UCp703YWbD3-KO73NXUTBI-Q 

]]> TSL S2E5 - "Self Regulation and Micro Habits" - Laura Hume, IBM (2/3) Willy Bolander, Laura Hume 00:22:43 Laura Hume, Talent Development Lead for the Americas at IBM, continues her conversation with Dr. Willy Bolander in The Sales Lab. In this episode Laura goes into more detail on the ideas of self-regulation and micro habits. In short, "will" describes a salesperson's drive or desire, "skill" describes their abilities or competencies, and "self-regulation" describes... well, listen to find out! Part 2 of 3. Laura Hume, Talent Development Lead for the Americas at IBM, continues her conversation with Dr. Willy Bolander in The Sales Lab. In this episode Laura goes into more detail on the ideas of self-regulation and micro habits. In short, "will" describes a salesperson's drive or desire, "skill" describes their abilities or competencies, and "self-regulation" describes... well, listen to find out! Part 2 of 3. thought leader, sales, salespeople, consulting, leader, informal interactions, sales leader, complexity, t&d, training, networking, sales development, sales management, skill, ibm, will, development leader, habits, networks, mentorship, sales force, sales leadership, influence, self regulation, learning, navigation, talent development, organizational complexity, social networks, persuasion, upward mentorship, leadership, td, employee development, potential, microhabits, thought leadership, talent, development, salesforce, 9 box, informal mentorship, informal mentor, matriz organizations, selling, marketplace, training and development false full 5 2 1c98bf8b-dfe6-4592-863a-81ccc9ad4b72 TSL S2E4 - "Will, Skill, and Self Regulation" - Laura Hume, IBM (1/3) This episode is sponsored the International Collegiate Sales Competition (www.icsc-fsu.com). Every November, Florida State University hosts the world's largest sales roleplay and sales management case competition in sunny Orlando, Florida. If you're a student looking to differentiate yourself and secure your dream job in sales, a marketing or sales professor looking to show off your students and connect them with great opportunities, or a sales manager or recruiter looking to acquire top sales talent, come join us!

Visit The Sales Lab at https://thesaleslab.org and check out all our guests' recommended readings at https://thesaleslab.org/reading-list

To listen to The Sales Lab Podcast on your favorite apps, visit https://thesaleslab.simplecast.com/ and select your preferred method of listening.

Connect with us on Facebook at https://www.facebook.com/saleslabpodcast

Connect with us on Linkedin at https://www.linkedin.com/company/thesaleslab

Subscribe to The Sales Lab channel on YouTube at  https://www.youtube.com/channel/UCp703YWbD3-KO73NXUTBI-Q 

]]> Mon, 1 Aug 2022 09:30:00 +0000 info@thesaleslab.org (Willy Bolander, Laura Hume) http://www.thesaleslab.org This episode is sponsored the International Collegiate Sales Competition (www.icsc-fsu.com). Every November, Florida State University hosts the world's largest sales roleplay and sales management case competition in sunny Orlando, Florida. If you're a student looking to differentiate yourself and secure your dream job in sales, a marketing or sales professor looking to show off your students and connect them with great opportunities, or a sales manager or recruiter looking to acquire top sales talent, come join us!

Visit The Sales Lab at https://thesaleslab.org and check out all our guests' recommended readings at https://thesaleslab.org/reading-list

To listen to The Sales Lab Podcast on your favorite apps, visit https://thesaleslab.simplecast.com/ and select your preferred method of listening.

Connect with us on Facebook at https://www.facebook.com/saleslabpodcast

Connect with us on Linkedin at https://www.linkedin.com/company/thesaleslab

Subscribe to The Sales Lab channel on YouTube at  https://www.youtube.com/channel/UCp703YWbD3-KO73NXUTBI-Q 

]]> TSL S2E4 - "Will, Skill, and Self Regulation" - Laura Hume, IBM (1/3) Willy Bolander, Laura Hume 00:25:05 Laura Hume, Talent Development Lead for the Americas at IBM, joins Dr. Willy Bolander in The Sales Lab to discuss mentorship and upward mentorship programs, the importance of informality in intra-firm relationships and interactions, and evaluating employees, or potential employees, along the dimensions of will, skill, and self-regulation. What does this mean? Tune in and learn from Laura! Part 1 of 3. Laura Hume, Talent Development Lead for the Americas at IBM, joins Dr. Willy Bolander in The Sales Lab to discuss mentorship and upward mentorship programs, the importance of informality in intra-firm relationships and interactions, and evaluating employees, or potential employees, along the dimensions of will, skill, and self-regulation. What does this mean? Tune in and learn from Laura! Part 1 of 3. thought leader, sales, salespeople, consulting, leader, informal interactions, sales leader, complexity, t&d, training, networking, sales development, sales management, skill, ibm, will, development leader, habits, networks, mentorship, sales force, sales leadership, influence, self regulation, learning, navigation, talent development, organizational complexity, social networks, persuasion, upward mentorship, leadership, td, employee development, potential, microhabits, thought leadership, talent, development, salesforce, 9 box, informal mentorship, informal mentor, matriz organizations, selling, marketplace, training and development false full 4 2 bdfc6dea-c7f9-4d31-8027-2b125ae0b5b1 TSL S2E3 - "What Problem Will You Solve?" - Adam Rubenstein, Traq.ai (3/3) This episode is sponsored the International Collegiate Sales Competition (www.icsc-fsu.com). Every November, Florida State University hosts the world's largest sales roleplay and sales management case competition in sunny Orlando, Florida. If you're a student looking to differentiate yourself and secure your dream job in sales, a marketing or sales professor looking to show off your students and connect them with great opportunities, or a sales manager or recruiter looking to acquire top sales talent, come join us!

Visit The Sales Lab at https://thesaleslab.org and check out all our guests' recommended readings at https://thesaleslab.org/reading-list

To listen to The Sales Lab Podcast on your favorite apps, visit https://thesaleslab.simplecast.com/ and select your preferred method of listening.

Connect with us on Facebook at https://www.facebook.com/saleslabpodcast

Connect with us on Linkedin at https://www.linkedin.com/company/thesaleslab

Subscribe to The Sales Lab channel on YouTube at  https://www.youtube.com/channel/UCp703YWbD3-KO73NXUTBI-Q 

]]> Mon, 25 Jul 2022 09:45:00 +0000 info@thesaleslab.org (Adam Rubenstein, Willy Bolander) http://www.thesaleslab.org This episode is sponsored the International Collegiate Sales Competition (www.icsc-fsu.com). Every November, Florida State University hosts the world's largest sales roleplay and sales management case competition in sunny Orlando, Florida. If you're a student looking to differentiate yourself and secure your dream job in sales, a marketing or sales professor looking to show off your students and connect them with great opportunities, or a sales manager or recruiter looking to acquire top sales talent, come join us!

Visit The Sales Lab at https://thesaleslab.org and check out all our guests' recommended readings at https://thesaleslab.org/reading-list

To listen to The Sales Lab Podcast on your favorite apps, visit https://thesaleslab.simplecast.com/ and select your preferred method of listening.

Connect with us on Facebook at https://www.facebook.com/saleslabpodcast

Connect with us on Linkedin at https://www.linkedin.com/company/thesaleslab

Subscribe to The Sales Lab channel on YouTube at  https://www.youtube.com/channel/UCp703YWbD3-KO73NXUTBI-Q 

]]> TSL S2E3 - "What Problem Will You Solve?" - Adam Rubenstein, Traq.ai (3/3) Adam Rubenstein, Willy Bolander 00:17:25 Adam Rubenstein, co-founder and CEO of Traq.ai, continues his conversation with Dr. Willy Bolander in The Sales Lab. Topics covered include the role of an entrepreneur as identifying a big problem and trying to solve it in order to make a contribution to your customers (and the world at large). Adam also reminds us of the importance of being willing to fail and shares some interesting book recommendations! Part 3 of 3. Adam Rubenstein, co-founder and CEO of Traq.ai, continues his conversation with Dr. Willy Bolander in The Sales Lab. Topics covered include the role of an entrepreneur as identifying a big problem and trying to solve it in order to make a contribution to your customers (and the world at large). Adam also reminds us of the importance of being willing to fail and shares some interesting book recommendations! Part 3 of 3. neuro linguistic programming, sales interactions, customer interactions, hope is not a strategy, sales, book recommendations, leader, sales leader, customer relationship management, monitoring, spin selling, sales development, data, metrics, sales management, problem, sales dashboard, sales coaching, artificial intelligence, challenger sales, traq.ai, traq, ai, best day in sales, coaching, sales force, ml, sales leadership, problems, influence, entrepreneurship, data analytics, sales interaction, interactions, entrepreneurs, persuasion, leadership, machine learning, leaders, sales conversations, entrepreneur, nlp, visibility, conversations, solving problem, salesforce, crm, interaction, seven secrets of persuasion, selling, natural language processing, analysis false full 3 2 7e877b47-eb63-4840-845b-b82598155f20 TSL S2E2 - "Coaching with a Blindfold" - Adam Rubenstein, Traq.ai (2/3) This episode is sponsored the International Collegiate Sales Competition (www.icsc-fsu.com). Every November, Florida State University hosts the world's largest sales roleplay and sales management case competition in sunny Orlando, Florida. If you're a student looking to differentiate yourself and secure your dream job in sales, a marketing or sales professor looking to show off your students and connect them with great opportunities, or a sales manager or recruiter looking to acquire top sales talent, come join us!

Visit The Sales Lab at https://thesaleslab.org and check out all our guests' recommended readings at https://thesaleslab.org/reading-list

To listen to The Sales Lab Podcast on your favorite apps, visit https://thesaleslab.simplecast.com/ and select your preferred method of listening.

Connect with us on Facebook at https://www.facebook.com/saleslabpodcast

Connect with us on Linkedin at https://www.linkedin.com/company/thesaleslab

Subscribe to The Sales Lab channel on YouTube at  https://www.youtube.com/channel/UCp703YWbD3-KO73NXUTBI-Q 

]]> Mon, 18 Jul 2022 09:45:00 +0000 info@thesaleslab.org (Adam Rubenstein, Willy Bolander) http://www.thesaleslab.org This episode is sponsored the International Collegiate Sales Competition (www.icsc-fsu.com). Every November, Florida State University hosts the world's largest sales roleplay and sales management case competition in sunny Orlando, Florida. If you're a student looking to differentiate yourself and secure your dream job in sales, a marketing or sales professor looking to show off your students and connect them with great opportunities, or a sales manager or recruiter looking to acquire top sales talent, come join us!

Visit The Sales Lab at https://thesaleslab.org and check out all our guests' recommended readings at https://thesaleslab.org/reading-list

To listen to The Sales Lab Podcast on your favorite apps, visit https://thesaleslab.simplecast.com/ and select your preferred method of listening.

Connect with us on Facebook at https://www.facebook.com/saleslabpodcast

Connect with us on Linkedin at https://www.linkedin.com/company/thesaleslab

Subscribe to The Sales Lab channel on YouTube at  https://www.youtube.com/channel/UCp703YWbD3-KO73NXUTBI-Q 

]]> TSL S2E2 - "Coaching with a Blindfold" - Adam Rubenstein, Traq.ai (2/3) Adam Rubenstein, Willy Bolander 00:27:28 Adam Rubenstein, co-founder and CEO of Traq.ai, continues his conversation with Dr. Willy Bolander in The Sales Lab. Topics covered include the importance (and difficulty) of maintaining visibility into your salespeople's customer conversations, the nature of coaching (telling salespeople how to do things, not just what to do), and treating sales calls like a football coach might treat a game film. We also discuss Adam's journey from English major to tech entrepreneur. Part 2 of 3. Adam Rubenstein, co-founder and CEO of Traq.ai, continues his conversation with Dr. Willy Bolander in The Sales Lab. Topics covered include the importance (and difficulty) of maintaining visibility into your salespeople's customer conversations, the nature of coaching (telling salespeople how to do things, not just what to do), and treating sales calls like a football coach might treat a game film. We also discuss Adam's journey from English major to tech entrepreneur. Part 2 of 3. sales interactions, customer interactions, timing, sales, salespeople, english major, leader, tech, customer relationship management, monitoring, sales development, data, metrics, curiosity, sales management, optimism, problem, behavioral metrics, sales dashboard, sales coaches, sales coaching, artificial intelligence, traq.ai, coach, traq, analytics, ai, teaching, locker room, coaching, sales force, problem solver, ml, sales leadership, problems, influence, entrepreneurship, data analytics, customer conversations, persuasion, game film, leadership, sales coach, machine learning, blindfold, sales conversations, technology, failure, entrepreneur, nlp, visibility, salesforce, crm, solving problems, selling, natural language processing, analysis false full 2 2 39588a7e-e030-4ece-bdd0-e5cdc451974f TSL S2E1 - "Build It and They Do Not Come" - Adam Rubenstein, Traq.ai (1/3) This episode is sponsored the International Collegiate Sales Competition (www.icsc-fsu.com). Every November, Florida State University hosts the world's largest sales roleplay and sales management case competition in sunny Orlando, Florida. If you're a student looking to differentiate yourself and secure your dream job in sales, a marketing or sales professor looking to show off your students and connect them with great opportunities, or a sales manager or recruiter looking to acquire top sales talent, come join us!

Visit The Sales Lab at https://thesaleslab.org and check out all our guests' recommended readings at https://thesaleslab.org/reading-list

To listen to The Sales Lab Podcast on your favorite apps, visit https://thesaleslab.simplecast.com/ and select your preferred method of listening.

Connect with us on Facebook at https://www.facebook.com/saleslabpodcast

Connect with us on Linkedin at https://www.linkedin.com/company/thesaleslab

Subscribe to The Sales Lab channel on YouTube at  https://www.youtube.com/channel/UCp703YWbD3-KO73NXUTBI-Q

]]> Mon, 11 Jul 2022 09:45:00 +0000 info@thesaleslab.org (Adam Rubenstein, Willy Bolander) http://www.thesaleslab.org This episode is sponsored the International Collegiate Sales Competition (www.icsc-fsu.com). Every November, Florida State University hosts the world's largest sales roleplay and sales management case competition in sunny Orlando, Florida. If you're a student looking to differentiate yourself and secure your dream job in sales, a marketing or sales professor looking to show off your students and connect them with great opportunities, or a sales manager or recruiter looking to acquire top sales talent, come join us!

Visit The Sales Lab at https://thesaleslab.org and check out all our guests' recommended readings at https://thesaleslab.org/reading-list

To listen to The Sales Lab Podcast on your favorite apps, visit https://thesaleslab.simplecast.com/ and select your preferred method of listening.

Connect with us on Facebook at https://www.facebook.com/saleslabpodcast

Connect with us on Linkedin at https://www.linkedin.com/company/thesaleslab

Subscribe to The Sales Lab channel on YouTube at  https://www.youtube.com/channel/UCp703YWbD3-KO73NXUTBI-Q

]]> TSL S2E1 - "Build It and They Do Not Come" - Adam Rubenstein, Traq.ai (1/3) Adam Rubenstein, Willy Bolander 00:21:00 Adam Rubenstein, co-founder and CEO of Traq.ai, joins Dr. Willy Bolander in The Sales Lab to discuss how the challenge of entrepreneurship is, with respect to Kevin Costner, that if you build it (a great product), they (customers) will NOT actually come. Instead, you have to sell it! We also talk about how, thanks to new applications of artificial intelligence (AI), machine learning (ML), and natural language processing (NLP), the sales interaction itself is the data that will help companies improve their effectiveness. Part 1 of 3. Adam Rubenstein, co-founder and CEO of Traq.ai, joins Dr. Willy Bolander in The Sales Lab to discuss how the challenge of entrepreneurship is, with respect to Kevin Costner, that if you build it (a great product), they (customers) will NOT actually come. Instead, you have to sell it! We also talk about how, thanks to new applications of artificial intelligence (AI), machine learning (ML), and natural language processing (NLP), the sales interaction itself is the data that will help companies improve their effectiveness. Part 1 of 3. sales interactions, customer interactions, sales, salespeople, leader, customer relationship management, monitoring, sales development, customers, data, metrics, sales management, behavioral metrics, sales dashboard, artificial intelligence, traq.ai, traq, salesperson, leading, analytics, ai, ml, sales leadership, influence, entrepreneurship, data driven, sales conversation, persuasion, leadership, machine learning, customer conversation, activity metrics, technology, management, nlp, visibility, manager visibility, conversation, if you build it they will come, sales manager, crm, behavior, kevin costner, selling, natural language processing, field of dreams false full 1 2 50c93b76-3e43-403f-a71c-9bdb24212917 TSL S1E26 - "Plant Before You Harvest" - Scott Miller, Franklin Covey (2/2) This episode is sponsored the International Collegiate Sales Competition (www.icsc-fsu.com). Every November, Florida State University hosts the world's largest sales roleplay and sales management case competition in sunny Orlando, Florida. If you're a student looking to differentiate yourself and secure your dream job in sales, a marketing or sales professor looking to show off your students and connect them with great opportunities, or a sales manager or recruiter looking to acquire top sales talent, come join us!

Visit The Sales Lab at https://thesaleslab.org and check out all our guests' recommended readings at https://thesaleslab.org/reading-list

To listen to The Sales Lab Podcast on your favorite apps, visit https://thesaleslab.simplecast.com/ and select your preferred method of listening.

Connect with us on Facebook at https://www.facebook.com/saleslabpodcast

Connect with us on Linkedin at https://www.linkedin.com/company/thesaleslab

Subscribe to The Sales Lab channel on YouTube at  https://www.youtube.com/channel/UCp703YWbD3-KO73NXUTBI-Q

]]> Mon, 31 Jan 2022 12:34:19 +0000 info@thesaleslab.org (Willy Bolander, Scott Miller) http://www.thesaleslab.org This episode is sponsored the International Collegiate Sales Competition (www.icsc-fsu.com). Every November, Florida State University hosts the world's largest sales roleplay and sales management case competition in sunny Orlando, Florida. If you're a student looking to differentiate yourself and secure your dream job in sales, a marketing or sales professor looking to show off your students and connect them with great opportunities, or a sales manager or recruiter looking to acquire top sales talent, come join us!

Visit The Sales Lab at https://thesaleslab.org and check out all our guests' recommended readings at https://thesaleslab.org/reading-list

To listen to The Sales Lab Podcast on your favorite apps, visit https://thesaleslab.simplecast.com/ and select your preferred method of listening.

Connect with us on Facebook at https://www.facebook.com/saleslabpodcast

Connect with us on Linkedin at https://www.linkedin.com/company/thesaleslab

Subscribe to The Sales Lab channel on YouTube at  https://www.youtube.com/channel/UCp703YWbD3-KO73NXUTBI-Q

]]> TSL S1E26 - "Plant Before You Harvest" - Scott Miller, Franklin Covey (2/2) Willy Bolander, Scott Miller 00:24:58 Scott Miller, Senior Advisor of Thought Leadership at Franklin Covey, continues his conversation with Dr. Willy Bolander in The Sales Lab. Topics covered include the leadership vacuum, challenging your own beliefs, having the maturity to change your mind, emergent vs. deliberate strategy, efficiency vs. effectiveness, measuring your life, handling bad news, and making sure to plant before you try to harvest. Part 2 of 2. Scott Miller, Senior Advisor of Thought Leadership at Franklin Covey, continues his conversation with Dr. Willy Bolander in The Sales Lab. Topics covered include the leadership vacuum, challenging your own beliefs, having the maturity to change your mind, emergent vs. deliberate strategy, efficiency vs. effectiveness, measuring your life, handling bad news, and making sure to plant before you try to harvest. Part 2 of 2. sales, learning and development, career development, master mentors, bad news, leader, emergent strategy, sales development, self managment, self leadership, plant, brand success, first things first, seven habits of highly effective people, challenge your own beliefs, effective, franklincovey, everyone deserves a great manager, habits, time management, win-win, maturity, deliberate strategy, mess, mentorship, sales leadership, covey, plant before you harvest, commitments, influence, careers, persuasion, principle centered leadership, franklin covey, synergy, proactive, harvest, how will you measure your life, management, messy, win, leadership success, principles, thought leadership, marketing mess, change your mind, seek first to understand then to be understood, sharpen the saw, people, sales manager, efficient, synergize, seven habits, management mess, mentors, selling, success, be proactive, begin with the end in mind false full 26 1 971c0f27-499b-49b0-976a-8928bf6d0a29 TSL S1E25 - "More is Not Better, Better is Better" - Scott Miller, Franklin Covey (1/2) This episode is sponsored the International Collegiate Sales Competition (www.icsc-fsu.com). Every November, Florida State University hosts the world's largest sales roleplay and sales management case competition in sunny Orlando, Florida. If you're a student looking to differentiate yourself and secure your dream job in sales, a marketing or sales professor looking to show off your students and connect them with great opportunities, or a sales manager or recruiter looking to acquire top sales talent, come join us!

Visit The Sales Lab at https://thesaleslab.org and check out all our guests' recommended readings at https://thesaleslab.org/reading-list

To listen to The Sales Lab Podcast on your favorite apps, visit https://thesaleslab.simplecast.com/ and select your preferred method of listening.

Connect with us on Facebook at https://www.facebook.com/saleslabpodcast

Connect with us on Linkedin at https://www.linkedin.com/company/thesaleslab

Subscribe to The Sales Lab channel on YouTube at  https://www.youtube.com/channel/UCp703YWbD3-KO73NXUTBI-Q

]]> Mon, 24 Jan 2022 10:30:00 +0000 info@thesaleslab.org (Willy Bolander, Scott Miller) http://www.thesaleslab.org This episode is sponsored the International Collegiate Sales Competition (www.icsc-fsu.com). Every November, Florida State University hosts the world's largest sales roleplay and sales management case competition in sunny Orlando, Florida. If you're a student looking to differentiate yourself and secure your dream job in sales, a marketing or sales professor looking to show off your students and connect them with great opportunities, or a sales manager or recruiter looking to acquire top sales talent, come join us!

Visit The Sales Lab at https://thesaleslab.org and check out all our guests' recommended readings at https://thesaleslab.org/reading-list

To listen to The Sales Lab Podcast on your favorite apps, visit https://thesaleslab.simplecast.com/ and select your preferred method of listening.

Connect with us on Facebook at https://www.facebook.com/saleslabpodcast

Connect with us on Linkedin at https://www.linkedin.com/company/thesaleslab

Subscribe to The Sales Lab channel on YouTube at  https://www.youtube.com/channel/UCp703YWbD3-KO73NXUTBI-Q

]]> TSL S1E25 - "More is Not Better, Better is Better" - Scott Miller, Franklin Covey (1/2) Willy Bolander, Scott Miller 00:28:17 Scott Miller, Senior Advisor of Thought Leadership at Franklin Covey, joins Dr. Willy Bolander in The Sales Lab to discuss self- and other-leadership. How can sales professionals not just survive, but thrive? How to you strategically manage your own activities for career growth? Why is "more" not necessarily better? How should someone start their journey through Franklin Covey's extensive book offerings? What makes the Seven Habits of Highly Effective People so timeless? Part 1 of 2. Scott Miller, Senior Advisor of Thought Leadership at Franklin Covey, joins Dr. Willy Bolander in The Sales Lab to discuss self- and other-leadership. How can sales professionals not just survive, but thrive? How to you strategically manage your own activities for career growth? Why is "more" not necessarily better? How should someone start their journey through Franklin Covey's extensive book offerings? What makes the Seven Habits of Highly Effective People so timeless? Part 1 of 2. sales, learning and development, career development, master mentors, leader, sales development, self leadership, sales management, brand success, first things first, seven habits of highly effective people, ownership, how to win friends and influence people, franklincovey, everyone deserves a great manager, habits, time management, win-win, mess, mentorship, sales leadership, covey, influence, careers, tradeoffs, more is not better, persuasion, principle centered leadership, franklin covey, synergy, proactive, leadership, accountability, management, messy, self management, win, leadership success, principles, thought leadership, marketing mess, seek first to understand then to be understood, sharpen the saw, sales manager, survive, synergize, seven habits, management mess, mentors, selling, survival, success, thrive, be proactive, begin with the end in mind false full 25 1 899aa30e-7be7-486c-9221-b1e673200c30 TSL S1E24 - "Four Years to Become Number One" - Marcus Smith, Boss Alliance Financial Group (2/2) This episode is sponsored by RNMKRS (pronounced "Rainmakers"), the artificial intelligence powered virtual sales role play competition. Need objective feedback on your selling approach? Need a lot of practice  to refine your skills? Visit RNMKRS at https://www.rnmkrs.org/ to get started today!

Visit The Sales Lab at https://thesaleslab.org and check out all our guests' recommended readings at https://thesaleslab.org/reading-list

To listen to The Sales Lab Podcast on your favorite apps, visit https://thesaleslab.simplecast.com/ and select your preferred method of listening.

Connect with us on Facebook at https://www.facebook.com/saleslabpodcast

Connect with us on Linkedin at https://www.linkedin.com/company/thesaleslab

Subscribe to The Sales Lab channel on YouTube at  https://www.youtube.com/channel/UCp703YWbD3-KO73NXUTBI-Q

]]> Mon, 30 Aug 2021 11:43:52 +0000 info@thesaleslab.org (Marcus Smith, Willy Bolander) http://www.thesaleslab.org This episode is sponsored by RNMKRS (pronounced "Rainmakers"), the artificial intelligence powered virtual sales role play competition. Need objective feedback on your selling approach? Need a lot of practice  to refine your skills? Visit RNMKRS at https://www.rnmkrs.org/ to get started today!

Visit The Sales Lab at https://thesaleslab.org and check out all our guests' recommended readings at https://thesaleslab.org/reading-list

To listen to The Sales Lab Podcast on your favorite apps, visit https://thesaleslab.simplecast.com/ and select your preferred method of listening.

Connect with us on Facebook at https://www.facebook.com/saleslabpodcast

Connect with us on Linkedin at https://www.linkedin.com/company/thesaleslab

Subscribe to The Sales Lab channel on YouTube at  https://www.youtube.com/channel/UCp703YWbD3-KO73NXUTBI-Q

]]> TSL S1E24 - "Four Years to Become Number One" - Marcus Smith, Boss Alliance Financial Group (2/2) Marcus Smith, Willy Bolander 00:28:27 Marcus Smith, Principal at Boss Alliance Financial Group, and formerly of Liberty Mutual Insurance, continues his discussion with Dr. Willy Bolander in The Sales Lab where they discuss the security of selling in a regulated industry, why insurance is a desirable field despite perhaps not being the "sexiest" product, and how he become the number one salesperson at a Fortune 100 company just four years into his career. We also discuss the importance of agility, science, art, and persuasion (ASAP!) in successful selling, being adaptive to your buyer's personality, and why making money isn't good enough - you should also strive to be at the very top of your game. Part 2 of 2. Marcus Smith, Principal at Boss Alliance Financial Group, and formerly of Liberty Mutual Insurance, continues his discussion with Dr. Willy Bolander in The Sales Lab where they discuss the security of selling in a regulated industry, why insurance is a desirable field despite perhaps not being the "sexiest" product, and how he become the number one salesperson at a Fortune 100 company just four years into his career. We also discuss the importance of agility, science, art, and persuasion (ASAP!) in successful selling, being adaptive to your buyer's personality, and why making money isn't good enough - you should also strive to be at the very top of your game. Part 2 of 2. bauer college of business, top salesperson, program for excellence in selling, sales, learning and development, leader, analytical, bauer college, sales development, selling insurance, communication styles, art, liberty mutual, number one salesperson, insurance, personal selling, sales management, business development, selling asap, boss alliance, liberty mutual insurance, boss alliance financial group, socratic method, rnmkrs, asap, pharmaceuticals, personality styles, influence, regulation, amiables, socrates, university of houston, persuasion, theory, expressive, leadership, insurance sales, science, recession, personality types, agility, marcus smith, making money, pes, recession proof, sales training, drivers, uh, asking questions, selling, success, sales theory, grit false full 24 1 24e78aff-6621-454c-8f28-a60bad4b5d30 TSL S1E23 - "Failure, Fear, and Hunger" - Marcus Smith, Boss Alliance Financial Group (1/2) This episode is sponsored by RNMKRS (pronounced "Rainmakers"), the artificial intelligence powered virtual sales role play competition. Need objective feedback on your selling approach? Need a lot of practice  to refine your skills? Visit RNMKRS at https://www.rnmkrs.org/ to get started today!

Visit The Sales Lab at https://thesaleslab.org and check out all our guests' recommended readings at https://thesaleslab.org/reading-list

To listen to The Sales Lab Podcast on your favorite apps, visit https://thesaleslab.simplecast.com/ and select your preferred method of listening.

Connect with us on Facebook at https://www.facebook.com/saleslabpodcast

Connect with us on Linkedin at https://www.linkedin.com/company/thesaleslab

Subscribe to The Sales Lab channel on YouTube at  https://www.youtube.com/channel/UCp703YWbD3-KO73NXUTBI-Q

]]> Fri, 20 Aug 2021 12:06:21 +0000 info@thesaleslab.org (Willy Bolander, Marcus Smith) http://www.thesaleslab.org This episode is sponsored by RNMKRS (pronounced "Rainmakers"), the artificial intelligence powered virtual sales role play competition. Need objective feedback on your selling approach? Need a lot of practice  to refine your skills? Visit RNMKRS at https://www.rnmkrs.org/ to get started today!

Visit The Sales Lab at https://thesaleslab.org and check out all our guests' recommended readings at https://thesaleslab.org/reading-list

To listen to The Sales Lab Podcast on your favorite apps, visit https://thesaleslab.simplecast.com/ and select your preferred method of listening.

Connect with us on Facebook at https://www.facebook.com/saleslabpodcast

Connect with us on Linkedin at https://www.linkedin.com/company/thesaleslab

Subscribe to The Sales Lab channel on YouTube at  https://www.youtube.com/channel/UCp703YWbD3-KO73NXUTBI-Q

]]> TSL S1E23 - "Failure, Fear, and Hunger" - Marcus Smith, Boss Alliance Financial Group (1/2) Willy Bolander, Marcus Smith 00:22:38 Marcus Smith, Principal at Boss Alliance Financial Group, and formerly of Liberty Mutual Insurance, joins Dr. Willy Bolander in The Sales Lab to discuss football, networking, sales theory (there's that "t" word again!!!), sales techniques vs. the timing of the sales technique, and, importantly, failure, fear, hunger, and anger as factors that helped him become the number one salesperson at a Fortune 100 company after just four years into his career. Part 1 of 2. Marcus Smith, Principal at Boss Alliance Financial Group, and formerly of Liberty Mutual Insurance, joins Dr. Willy Bolander in The Sales Lab to discuss football, networking, sales theory (there's that "t" word again!!!), sales techniques vs. the timing of the sales technique, and, importantly, failure, fear, hunger, and anger as factors that helped him become the number one salesperson at a Fortune 100 company after just four years into his career. Part 1 of 2. bauer college of business, timing, top salesperson, program for excellence in selling, sales, learning and development, leader, networking, bauer college, spin selling, sales development, property insurance, liberty mutual, number one salesperson, insurance, personal selling, sales management, anger, sales techniques, business development, boss alliance, liberty mutual insurance, sales leadership, football, influence, entrepreneurship, nfl, boss alliance financial, hunger, motivation, university of houston, life insurance, persuasion, theory, leadership, insurance sales, fear of failure, management, failure, spin questions, boss, pes, sales training, uh, fear, selling, success, sales theory false full 23 1 367c52e9-fa9f-43e4-a819-1d1e9236d962 TSL S1E22 - "Twist the Lion's Tail" - Steve Awtrey & Elli St. George, Nova Consulting (3/3) This episode is sponsored by RNMKRS (pronounced "Rainmakers"), the artificial intelligence powered virtual sales role play competition. Need objective feedback on your selling approach? Need a lot of practice  to refine your skills? Visit RNMKRS at https://www.rnmkrs.org/ to get started today!

Visit The Sales Lab at https://thesaleslab.org and check out all our guests' recommended readings at https://thesaleslab.org/reading-list

To listen to The Sales Lab Podcast on your favorite apps, visit https://thesaleslab.simplecast.com/ and select your preferred method of listening.

Connect with us on Facebook at https://www.facebook.com/saleslabpodcast

Connect with us on Linkedin at https://www.linkedin.com/company/thesaleslab

Subscribe to The Sales Lab channel on YouTube at  https://www.youtube.com/channel/UCp703YWbD3-KO73NXUTBI-Q

]]> Thu, 8 Apr 2021 16:16:04 +0000 info@thesaleslab.org (Elli St. George, Willy Bolander, Steve Awtrey) http://www.thesaleslab.org This episode is sponsored by RNMKRS (pronounced "Rainmakers"), the artificial intelligence powered virtual sales role play competition. Need objective feedback on your selling approach? Need a lot of practice  to refine your skills? Visit RNMKRS at https://www.rnmkrs.org/ to get started today!

Visit The Sales Lab at https://thesaleslab.org and check out all our guests' recommended readings at https://thesaleslab.org/reading-list

To listen to The Sales Lab Podcast on your favorite apps, visit https://thesaleslab.simplecast.com/ and select your preferred method of listening.

Connect with us on Facebook at https://www.facebook.com/saleslabpodcast

Connect with us on Linkedin at https://www.linkedin.com/company/thesaleslab

Subscribe to The Sales Lab channel on YouTube at  https://www.youtube.com/channel/UCp703YWbD3-KO73NXUTBI-Q

]]> TSL S1E22 - "Twist the Lion's Tail" - Steve Awtrey & Elli St. George, Nova Consulting (3/3) Elli St. George, Willy Bolander, Steve Awtrey 00:23:43 Steve Awtrey and Elli St. George of the Nova Consulting Group, finish their discussion with Dr. Willy Bolander in The Sales Lab. In this episode we discuss how Elli transitioned from psychologist to business coach, how success is born through failure, how only knowing what your competitors know limits your ability to effectively compete, the interplay between planning and adapting, twisting the lion's tail, and how you sometimes have to let go of the outcome to get the outcome. Steve and Elli also leave us with some excellent book reviews. Part 3 of 3. Steve Awtrey and Elli St. George of the Nova Consulting Group, finish their discussion with Dr. Willy Bolander in The Sales Lab. In this episode we discuss how Elli transitioned from psychologist to business coach, how success is born through failure, how only knowing what your competitors know limits your ability to effectively compete, the interplay between planning and adapting, twisting the lion's tail, and how you sometimes have to let go of the outcome to get the outcome. Steve and Elli also leave us with some excellent book reviews. Part 3 of 3. to sell is human, sales, kill rate, learning and development, adapt, consultants, salespeople, consulting, leader, sales leader, opportunity, sales development, personal selling, marketing, sales management, research, nova, leadership and self deception, psychologist, behavioral science, business coach, twist the lions tail, coaching, sales leadership, nova consulting, influence, dragon flies, sales research, learning, the biggest bluff, planning, motivational agility, persuasion, behavioral research, success through failure, leadership, leaders, plan, sales consulting, management, failure, science, ncsc, sales force consulting, conversation, sales training, in the moment, national collegiate sales competition, selling, success, adapting false full 22 1 a9ce6a4d-56e6-45d4-8813-f13f824084a9 TSL S1E21 - "Do Not Say This Word" - Steve Awtrey & Elli St. George, Nova Consulting (2/3) This episode is sponsored by the 2021 National Collegiate Sales Competition - a virtual role play competition and sales recruiting event happening March  5-8, 2021. If you’re a company looking to hire top sales talent, you need to be involved in this. Visit www.ncsc-ksu.org for more information on how you can get involved. You’re competitors might be there, so why not you? 

Visit The Sales Lab at https://thesaleslab.org and check out all our guests' recommended readings at https://thesaleslab.org/reading-list

To listen to The Sales Lab Podcast on your favorite apps, visit https://thesaleslab.simplecast.com/ and select your preferred method of listening.

Connect with us on Facebook at https://www.facebook.com/saleslabpodcast

Connect with us on Linkedin at https://www.linkedin.com/company/thesaleslab

Subscribe to The Sales Lab channel on YouTube at  https://www.youtube.com/channel/UCp703YWbD3-KO73NXUTBI-Q

]]> Tue, 2 Mar 2021 01:36:05 +0000 info@thesaleslab.org (Willy Bolander, Elli St. George, Steve Awtrey) http://www.thesaleslab.org This episode is sponsored by the 2021 National Collegiate Sales Competition - a virtual role play competition and sales recruiting event happening March  5-8, 2021. If you’re a company looking to hire top sales talent, you need to be involved in this. Visit www.ncsc-ksu.org for more information on how you can get involved. You’re competitors might be there, so why not you? 

Visit The Sales Lab at https://thesaleslab.org and check out all our guests' recommended readings at https://thesaleslab.org/reading-list

To listen to The Sales Lab Podcast on your favorite apps, visit https://thesaleslab.simplecast.com/ and select your preferred method of listening.

Connect with us on Facebook at https://www.facebook.com/saleslabpodcast

Connect with us on Linkedin at https://www.linkedin.com/company/thesaleslab

Subscribe to The Sales Lab channel on YouTube at  https://www.youtube.com/channel/UCp703YWbD3-KO73NXUTBI-Q

]]> TSL S1E21 - "Do Not Say This Word" - Steve Awtrey & Elli St. George, Nova Consulting (2/3) Willy Bolander, Elli St. George, Steve Awtrey 00:19:05 Steve Awtrey and Elli St. George of the Nova Consulting Group, continue their discussion with Dr. Willy Bolander in The Sales Lab. In this episode we discuss the story of Nova Consulting Group, how to apply science to sales training, coaching, and consulting, and the one word you can't say in certain professional circles (don't worry, your ears are safe, the problem is just a misunderstanding of the word "theory"). Part 2 of 3. Steve Awtrey and Elli St. George of the Nova Consulting Group, continue their discussion with Dr. Willy Bolander in The Sales Lab. In this episode we discuss the story of Nova Consulting Group, how to apply science to sales training, coaching, and consulting, and the one word you can't say in certain professional circles (don't worry, your ears are safe, the problem is just a misunderstanding of the word "theory"). Part 2 of 3. sales, learning and development, science of sales, consultants, salespeople, consulting, leader, sales leader, sales science, sales development, nova consulting group, marketing, sales management, cialdini, nova, business development, interpersonal influence, model, coaching, nova consulting, bad words, influence, sales leaders, learning, sales consultants, persuasion, theory, leadership, sales consulting, management, science, four letter words, ncsc, development, sales training, national collegiate sales competition, sales enablement, influence tactics, selling, success false full 21 1 932aa2fd-595d-4d19-b2dd-f11e95cbcc7b TSL S1E20 - "Multiple Routes to Persuasion" - Steve Awtrey & Elli St. George, Nova Consulting (1/3) This episode is sponsored by the 2021 National Collegiate Sales Competition - a virtual role play competition and sales recruiting event happening March  5-8, 2021. If you’re a company looking to hire top sales talent, you need to be involved in this. Visit www.ncsc-ksu.org for more information on how you can get involved. You’re competitors might be there, so why not you? 

Curious about the Sales Enablement Conference Willy mentions in his intro? Visit: https://www.xing-events.com/SalesConference2021.html 

Visit The Sales Lab at https://thesaleslab.org and check out all our guests' recommended readings at https://thesaleslab.org/reading-list

To listen to The Sales Lab Podcast on your favorite apps, visit https://thesaleslab.simplecast.com/ and select your preferred method of listening.

Connect with us on Facebook at https://www.facebook.com/saleslabpodcast

Connect with us on Linkedin at https://www.linkedin.com/company/thesaleslab

Subscribe to The Sales Lab channel on YouTube at  https://www.youtube.com/channel/UCp703YWbD3-KO73NXUTBI-Q

]]> Wed, 17 Feb 2021 15:26:52 +0000 info@thesaleslab.org (Steve Awtrey, Elli St. George, Willy Bolander) http://www.thesaleslab.org This episode is sponsored by the 2021 National Collegiate Sales Competition - a virtual role play competition and sales recruiting event happening March  5-8, 2021. If you’re a company looking to hire top sales talent, you need to be involved in this. Visit www.ncsc-ksu.org for more information on how you can get involved. You’re competitors might be there, so why not you? 

Curious about the Sales Enablement Conference Willy mentions in his intro? Visit: https://www.xing-events.com/SalesConference2021.html 

Visit The Sales Lab at https://thesaleslab.org and check out all our guests' recommended readings at https://thesaleslab.org/reading-list

To listen to The Sales Lab Podcast on your favorite apps, visit https://thesaleslab.simplecast.com/ and select your preferred method of listening.

Connect with us on Facebook at https://www.facebook.com/saleslabpodcast

Connect with us on Linkedin at https://www.linkedin.com/company/thesaleslab

Subscribe to The Sales Lab channel on YouTube at  https://www.youtube.com/channel/UCp703YWbD3-KO73NXUTBI-Q

]]> TSL S1E20 - "Multiple Routes to Persuasion" - Steve Awtrey & Elli St. George, Nova Consulting (1/3) Steve Awtrey, Elli St. George, Willy Bolander 00:38:07 Steve Awtrey and Elli St. George of the Nova Consulting Group, join Dr. Willy Bolander in The Sales Lab to discuss the importance of taking a systematic, scientific perspective on managing the sales force. Specific topics include positive psychology (what does HERO mean anyway?), realistic optimism, rational vs. emotional decisions, how people reveal information in layers, multiple routes to persuasion, peripheral and central information processing, and being present in the moment. Part 1 of 3. Steve Awtrey and Elli St. George of the Nova Consulting Group, join Dr. Willy Bolander in The Sales Lab to discuss the importance of taking a systematic, scientific perspective on managing the sales force. Specific topics include positive psychology (what does HERO mean anyway?), realistic optimism, rational vs. emotional decisions, how people reveal information in layers, multiple routes to persuasion, peripheral and central information processing, and being present in the moment. Part 1 of 3. mindful, decision, emotional, hope is not a strategy, sales, learning and development, consultants, salespeople, consulting, leader, sales development, peripheral, customer decision making, resilience, nova consulting group, personal selling, marketing, sales management, nova, optimism, elm, organizational decisions, interpersonal, elaboration likelihood model, rational, central, decisions, personal decisions, emotional decisions, nova consulting, influence, learning, rational decisions, persuasion, decision making, leadership, central information processing, strategic optimism, leaders, sales consulting, management, organizational decision making, ncsc, sales force consulting, development, hope is a strategy, sales training, efficacy, hero, peripheral information processing, national collegiate sales competition, sales enablement, growth mindset, success, mindfulness, hope false full 20 1 7b7834bc-148b-4f9e-8df2-9a76f5e6f2dd TSL S1E19 - "The World Needs Salespeople" - Alex Homer, Tom James Company (3/3) This episode is sponsored by the 2021 National Collegiate Sales Competition - a virtual role play competition and sales recruiting event happening March  5-8, 2021. If you’re a company looking to hire top sales talent, you need to be involved in this. Visit www.ncsc-ksu.org for more information on how you can get involved. You’re competitors might be there, so why not you? 

Visit The Sales Lab at https://thesaleslab.org and check out all our guests' recommended readings at https://thesaleslab.org/reading-list

To listen to The Sales Lab Podcast on your favorite apps, visit https://thesaleslab.simplecast.com/ and select your preferred method of listening.

Connect with us on Facebook at https://www.facebook.com/saleslabpodcast

Connect with us on Linkedin at https://www.linkedin.com/company/thesaleslab

Subscribe to The Sales Lab channel on YouTube at  https://www.youtube.com/channel/UCp703YWbD3-KO73NXUTBI-Q

]]> Tue, 9 Feb 2021 02:17:55 +0000 info@thesaleslab.org (Willy Bolander, Alex Homer) http://www.thesaleslab.org This episode is sponsored by the 2021 National Collegiate Sales Competition - a virtual role play competition and sales recruiting event happening March  5-8, 2021. If you’re a company looking to hire top sales talent, you need to be involved in this. Visit www.ncsc-ksu.org for more information on how you can get involved. You’re competitors might be there, so why not you? 

Visit The Sales Lab at https://thesaleslab.org and check out all our guests' recommended readings at https://thesaleslab.org/reading-list

To listen to The Sales Lab Podcast on your favorite apps, visit https://thesaleslab.simplecast.com/ and select your preferred method of listening.

Connect with us on Facebook at https://www.facebook.com/saleslabpodcast

Connect with us on Linkedin at https://www.linkedin.com/company/thesaleslab

Subscribe to The Sales Lab channel on YouTube at  https://www.youtube.com/channel/UCp703YWbD3-KO73NXUTBI-Q

]]> TSL S1E19 - "The World Needs Salespeople" - Alex Homer, Tom James Company (3/3) Willy Bolander, Alex Homer 00:23:46 Alex Homer, Senior Sales Leader at the Tom James Company, concludes his discussion with Dr. Willy Bolander in The Sales Lab by telling his early career story and comparing the 2008 economic recession with the 2020 pandemic. He also describes the moment in his career that he realized no one was coming to save him – if he was to be a success, it was going to have to be through his own disciplined effort. Willy gets Alex to share a horror story that sounds right out of Curb Your Enthusiasm, a story of victory against all odds, and some excellent book recommendations. Finally, the episode concludes with Alex explaining why, now more than ever, the world needs salespeople. Part 3 of 3. Alex Homer, Senior Sales Leader at the Tom James Company, concludes his discussion with Dr. Willy Bolander in The Sales Lab by telling his early career story and comparing the 2008 economic recession with the 2020 pandemic. He also describes the moment in his career that he realized no one was coming to save him – if he was to be a success, it was going to have to be through his own disciplined effort. Willy gets Alex to share a horror story that sounds right out of Curb Your Enthusiasm, a story of victory against all odds, and some excellent book recommendations. Finally, the episode concludes with Alex explaining why, now more than ever, the world needs salespeople. Part 3 of 3. sales, learning and development, salespeople, book recommendations, 21 irrefutable laws of leadership, leader, sales development, if its to be its up to me, early career, maxwell leadership, personal selling, 5 obsessions, marketing, sales management, arbinger institute, extraordinary executive, comission, books, custom suits, self-deception, achievement, tom james suits, fable, curb your enthusiasm, leadership and self-deception, victory, bespoke, no one is coming to save you, mentorship, covey, influence, horror story, john maxwell, careers, custom clothing, motivation, bible, persuasion, commission sales, leadership, career, disciplined effort, management, ncsc, tailor, development, 7 habits, arbinger, sales training, curb, larry david, haberdasher, national collegiate sales competition, sales enablement, tom james, selling, success, 7 habits of highly effective people false full 19 1 a7413cb3-2702-474f-ac0c-ac429390d2f1 TSL S1E18 - "Multiple Flavors of Competition" - Alex Homer, Tom James Company (2/3) This episode is sponsored by the 2021 National Collegiate Sales Competition - a virtual role play competition and sales recruiting event happening March  5-8, 2021. If you’re a company looking to hire top sales talent, you need to be involved in this. Visit www.ncsc-ksu.org for more information on how you can get involved. You’re competitors might be there, so why not you? 

Visit The Sales Lab at https://thesaleslab.org and check out all our guests' recommended readings at https://thesaleslab.org/reading-list

To listen to The Sales Lab Podcast on your favorite apps, visit https://thesaleslab.simplecast.com/ and select your preferred method of listening.

Connect with us on Facebook at https://www.facebook.com/saleslabpodcast

Connect with us on Linkedin at https://www.linkedin.com/company/thesaleslab

Subscribe to The Sales Lab channel on YouTube at  https://www.youtube.com/channel/UCp703YWbD3-KO73NXUTBI-Q

]]> Mon, 18 Jan 2021 13:40:00 +0000 info@thesaleslab.org (Willy Bolander, Alex Homer) http://www.thesaleslab.org This episode is sponsored by the 2021 National Collegiate Sales Competition - a virtual role play competition and sales recruiting event happening March  5-8, 2021. If you’re a company looking to hire top sales talent, you need to be involved in this. Visit www.ncsc-ksu.org for more information on how you can get involved. You’re competitors might be there, so why not you? 

Visit The Sales Lab at https://thesaleslab.org and check out all our guests' recommended readings at https://thesaleslab.org/reading-list

To listen to The Sales Lab Podcast on your favorite apps, visit https://thesaleslab.simplecast.com/ and select your preferred method of listening.

Connect with us on Facebook at https://www.facebook.com/saleslabpodcast

Connect with us on Linkedin at https://www.linkedin.com/company/thesaleslab

Subscribe to The Sales Lab channel on YouTube at  https://www.youtube.com/channel/UCp703YWbD3-KO73NXUTBI-Q

]]> TSL S1E18 - "Multiple Flavors of Competition" - Alex Homer, Tom James Company (2/3) Willy Bolander, Alex Homer 00:26:01 Alex Homer, Senior Sales Leader at the Tom James Company, continues his discussion with Dr. Willy Bolander in The Sales Lab by discussing the multiple flavors of competition: interpersonal (where individuals compete with their peers), intergroup (where teams, offices, units compete with other teams, offices, units), and intrapersonal (where individuals compete with their prior accomplishments). Alex also shares a model of salesperson career development where salespeople start in a stage of dependence, then graduate to a stage of independence, and then, if they’re lucky, interdependence. Part 2 of 3. Alex Homer, Senior Sales Leader at the Tom James Company, continues his discussion with Dr. Willy Bolander in The Sales Lab by discussing the multiple flavors of competition: interpersonal (where individuals compete with their peers), intergroup (where teams, offices, units compete with other teams, offices, units), and intrapersonal (where individuals compete with their prior accomplishments). Alex also shares a model of salesperson career development where salespeople start in a stage of dependence, then graduate to a stage of independence, and then, if they’re lucky, interdependence. Part 2 of 3. sales, learning and development, salespeople, leader, sales development, early career, personal selling, marketing, sales management, commission, custom suits, interpersonal, achievement, tom james suits, dependence, bespoke, mentorship, independence, influence, careers, custom clothing, interpersonal competition, motivation, persuasion, commission sales, competition, leadership, career, intrapersonal, leaders, intergroup competition, management, intrapersonal competition, intergroup, ncsc, tailor, development, sales training, haberdasher, career stages, national collegiate sales competition, sales enablement, tom james, selling, success, interdependence false full 18 1 df1d6699-74aa-4eab-b8d6-fe8135db5b8a TSL S1E17 - "Choosing to be Adaptable During Covid" - Alex Homer, Tom James Company (1/3) This episode is sponsored by the 2021 National Collegiate Sales Competition - a virtual role play competition and sales recruiting event happening March  5-8, 2021. If you’re a company looking to hire top sales talent, you need to be involved in this. Visit www.ncsc-ksu.org for more information on how you can get involved. You’re competitors might be there, so why not you? 

Visit The Sales Lab at https://thesaleslab.org and check out all our guests' recommended readings at https://thesaleslab.org/reading-list

To listen to The Sales Lab Podcast on your favorite apps, visit https://thesaleslab.simplecast.com/ and select your preferred method of listening.

Connect with us on Facebook at https://www.facebook.com/saleslabpodcast

Connect with us on Linkedin at https://www.linkedin.com/company/thesaleslab

Subscribe to The Sales Lab channel on YouTube at  https://www.youtube.com/channel/UCp703YWbD3-KO73NXUTBI-Q

]]> Mon, 11 Jan 2021 20:08:31 +0000 info@thesaleslab.org (Alex Homer, Willy Bolander) http://www.thesaleslab.org This episode is sponsored by the 2021 National Collegiate Sales Competition - a virtual role play competition and sales recruiting event happening March  5-8, 2021. If you’re a company looking to hire top sales talent, you need to be involved in this. Visit www.ncsc-ksu.org for more information on how you can get involved. You’re competitors might be there, so why not you? 

Visit The Sales Lab at https://thesaleslab.org and check out all our guests' recommended readings at https://thesaleslab.org/reading-list

To listen to The Sales Lab Podcast on your favorite apps, visit https://thesaleslab.simplecast.com/ and select your preferred method of listening.

Connect with us on Facebook at https://www.facebook.com/saleslabpodcast

Connect with us on Linkedin at https://www.linkedin.com/company/thesaleslab

Subscribe to The Sales Lab channel on YouTube at  https://www.youtube.com/channel/UCp703YWbD3-KO73NXUTBI-Q

]]> TSL S1E17 - "Choosing to be Adaptable During Covid" - Alex Homer, Tom James Company (1/3) Alex Homer, Willy Bolander 00:27:29 Big changes like the 2020 covid pandemic lead to a lot of uncertainty. Alex Homer, Senior Sales Leader at the Tom James Company, joins Dr. Willy Bolander in The Sales Lab where he describes 2020 as if you were playing football and at halftime someone changed the rules so that touchdowns count for only four points. What has been affected? What hasn’t? What are customers doing to adapt? What about salespeople? Part 1 of 3. Big changes like the 2020 covid pandemic lead to a lot of uncertainty. Alex Homer, Senior Sales Leader at the Tom James Company, joins Dr. Willy Bolander in The Sales Lab where he describes 2020 as if you were playing football and at halftime someone changed the rules so that touchdowns count for only four points. What has been affected? What hasn’t? What are customers doing to adapt? What about salespeople? Part 1 of 3. sales, learning and development, adapt, salespeople, leader, sales development, dont want my best dressed day in a casket, early career, personal selling, marketing, sales management, commission, custom suits, achievement, change, covid, tom james suits, corona, bespoke, uncertainty, mentorship, football, influence, careers, classic man, custom clothing, motivation, persuasion, commission sales, leadership, career, pivot, leaders, management, adaptability, pandemic, coronavirus, ncsc, tailor, development, covid 19, sales training, covid19, haberdasher, national collegiate sales competition, sales enablement, tom james, selling, success, ladies, gentlemen false full 17 1 220f05a6-c0e8-4619-b0e8-c71dac055cc3 TSL S1E16 - "Teeth Kicked In (Pun Intended)" - Anna Ostrowski, Henry Schein Dental (3/3) This episode is sponsored by Crossman Career Builders! Check out John Crossman's new book - "Career Killers, Career Builders: The Book Every Millennial Needs to Read" at AMAZON. This is a must read for all college students and early career professionals!

Visit The Sales Lab at https://thesaleslab.org and check out all our guests' recommended readings at https://thesaleslab.org/reading-list

To listen to The Sales Lab Podcast on your favorite apps, visit https://thesaleslab.simplecast.com/ and select your preferred method of listening.

Connect with us on Facebook at https://www.facebook.com/saleslabpodcast

Connect with us on Linkedin at https://www.linkedin.com/company/thesaleslab

Subscribe to The Sales Lab channel on YouTube at  https://www.youtube.com/channel/UCp703YWbD3-KO73NXUTBI-Q

]]> Wed, 25 Nov 2020 01:39:07 +0000 info@thesaleslab.org (Anna Ostrowski, Willy Bolander) http://www.thesaleslab.org This episode is sponsored by Crossman Career Builders! Check out John Crossman's new book - "Career Killers, Career Builders: The Book Every Millennial Needs to Read" at AMAZON. This is a must read for all college students and early career professionals!

Visit The Sales Lab at https://thesaleslab.org and check out all our guests' recommended readings at https://thesaleslab.org/reading-list

To listen to The Sales Lab Podcast on your favorite apps, visit https://thesaleslab.simplecast.com/ and select your preferred method of listening.

Connect with us on Facebook at https://www.facebook.com/saleslabpodcast

Connect with us on Linkedin at https://www.linkedin.com/company/thesaleslab

Subscribe to The Sales Lab channel on YouTube at  https://www.youtube.com/channel/UCp703YWbD3-KO73NXUTBI-Q

]]> TSL S1E16 - "Teeth Kicked In (Pun Intended)" - Anna Ostrowski, Henry Schein Dental (3/3) Anna Ostrowski, Willy Bolander 00:28:24 Anna Ostrowski, Sales Training and Recruiting Manager at Henry Schein Dental, joins Dr. Willy Bolander in The Sales Lab to discuss how even success in sales can feel like an unpleasant way to win, the importance of celebrating the small wins, what "fills your cup," the importance of professional informality, and (of course!) some book recommendations she thinks all sales leaders need on their shelf. Part 3 of 3. Anna Ostrowski, Sales Training and Recruiting Manager at Henry Schein Dental, joins Dr. Willy Bolander in The Sales Lab to discuss how even success in sales can feel like an unpleasant way to win, the importance of celebrating the small wins, what "fills your cup," the importance of professional informality, and (of course!) some book recommendations she thinks all sales leaders need on their shelf. Part 3 of 3. john crossman, career builders, device sales, collegiate recruiting, disco, sales, learning and development, salespeople, career development, fill your cup, florida state university, millennials, donuts, dental, sales development, early career, henry schein dental, quiet time, objective success, personal selling, ufc, corporate recruiting, marketing, sales management, subjective failure, celebrate, self-care, achievement, fight, fighter, henry schein, small wins, abba, career killers, mamma mia, mama mia, mentorship, crossman career builders, influence, mountaintop, careers, motivation, beating, recruiting, persuasion, leadership, unpleasant way to win, wrong mountain, management, failure, win, fsu, shipley donuts, sales training, sales recruiting, dental sales, selling, success, celebrate small wins, dancing queen false full 16 1 f47b87b2-d227-4562-88a8-4d16c9304854 TSL S1E15 - "Genuine Curiosity is a Superpower" - Anna Ostrowski, Henry Schein Dental (2/3) This episode is sponsored by Crossman Career Builders! Check out John Crossman's new book - "Career Killers, Career Builders: The Book Every Millennial Needs to Read" at AMAZON. This is a must read for all college students and early career professionals!

Visit The Sales Lab at https://thesaleslab.org and check out all our guests' recommended readings at https://thesaleslab.org/reading-list

To listen to The Sales Lab Podcast on your favorite apps, visit https://thesaleslab.simplecast.com/ and select your preferred method of listening.

Connect with us on Facebook at https://www.facebook.com/saleslabpodcast

Connect with us on Linkedin at https://www.linkedin.com/company/thesaleslab

Subscribe to The Sales Lab channel on YouTube at  https://www.youtube.com/channel/UCp703YWbD3-KO73NXUTBI-Q

]]> Tue, 3 Nov 2020 03:41:30 +0000 info@thesaleslab.org (Anna Ostrowski, Willy Bolander) http://www.thesaleslab.org This episode is sponsored by Crossman Career Builders! Check out John Crossman's new book - "Career Killers, Career Builders: The Book Every Millennial Needs to Read" at AMAZON. This is a must read for all college students and early career professionals!

Visit The Sales Lab at https://thesaleslab.org and check out all our guests' recommended readings at https://thesaleslab.org/reading-list

To listen to The Sales Lab Podcast on your favorite apps, visit https://thesaleslab.simplecast.com/ and select your preferred method of listening.

Connect with us on Facebook at https://www.facebook.com/saleslabpodcast

Connect with us on Linkedin at https://www.linkedin.com/company/thesaleslab

Subscribe to The Sales Lab channel on YouTube at  https://www.youtube.com/channel/UCp703YWbD3-KO73NXUTBI-Q

]]> TSL S1E15 - "Genuine Curiosity is a Superpower" - Anna Ostrowski, Henry Schein Dental (2/3) Anna Ostrowski, Willy Bolander 00:29:19 Anna Ostrowski, Sales Training and Recruiting Manager at Henry Schein Dental, joins Dr. Willy Bolander in The Sales Lab to discuss why curiosity is a superpower, how she didn't want anything to do with sales initially (where have we heard that before?!?!), assuming that your heuristics are valid, and the importance of disposable saliva ejectors. Anna also shares some stories from the field - you get to decide whether they are funny or terrifying! Part 2 of 3. Anna Ostrowski, Sales Training and Recruiting Manager at Henry Schein Dental, joins Dr. Willy Bolander in The Sales Lab to discuss why curiosity is a superpower, how she didn't want anything to do with sales initially (where have we heard that before?!?!), assuming that your heuristics are valid, and the importance of disposable saliva ejectors. Anna also shares some stories from the field - you get to decide whether they are funny or terrifying! Part 2 of 3. john crossman, career builders, device sales, sales, learning and development, salespeople, career development, florida state university, millennials, dental, sales development, early career, henry schein dental, curiosity, personal selling, marketing, sales management, self-care, achievement, henry schein, career killers, superpower, mentorship, power, crossman career builders, influence, saliva, horror story, persuasion, mentor, leadership, career, super power, management, super, fsu, saliva ejector, sales training, sales recruiting, dental sales, selling, success, heuristics false full 15 1 c158d6f9-a23a-431c-9e74-3fc2d23b9703 TSL S1E14 - "No Mentor? Good Luck!" - Anna Ostrowski, Henry Schein Dental (1/3) Visit The Sales Lab at https://thesaleslab.org

See our guests' recommendations for books every sales leader needs on their desk at https://thesaleslab.org/reading-list

To listen to The Sales Lab Podcast on your favorite apps, visit https://thesaleslab.simplecast.com/ and select your preferred method of listening.

Connect with us on Facebook at https://www.facebook.com/saleslabpodcast

Connect with us on Linkedin at https://www.linkedin.com/company/thesaleslab

Subscribe to The Sales Lab channel on YouTube at  https://www.youtube.com/channel/UCp703YWbD3-KO73NXUTBI-Q

]]> Tue, 20 Oct 2020 14:04:31 +0000 info@thesaleslab.org (Anna Ostrowski, Willy Bolander) http://www.thesaleslab.org Visit The Sales Lab at https://thesaleslab.org

See our guests' recommendations for books every sales leader needs on their desk at https://thesaleslab.org/reading-list

To listen to The Sales Lab Podcast on your favorite apps, visit https://thesaleslab.simplecast.com/ and select your preferred method of listening.

Connect with us on Facebook at https://www.facebook.com/saleslabpodcast

Connect with us on Linkedin at https://www.linkedin.com/company/thesaleslab

Subscribe to The Sales Lab channel on YouTube at  https://www.youtube.com/channel/UCp703YWbD3-KO73NXUTBI-Q

]]> TSL S1E14 - "No Mentor? Good Luck!" - Anna Ostrowski, Henry Schein Dental (1/3) Anna Ostrowski, Willy Bolander 00:23:12 Anna Ostrowski, Sales Training and Recruiting Manager at Henry Schein Dental, joins Dr. Willy Bolander in The Sales Lab to discuss the transition from backpack (college life) to briefcase (professional life), the importance of creative time, how salespeople "run into the fire," and the importance of mentors (and what mentors get out of their relationship with you). Anna also mentions something about crying in a CVS parking lot (we've all been there, just maybe not at a CVS!). Part 1 of 3. Anna Ostrowski, Sales Training and Recruiting Manager at Henry Schein Dental, joins Dr. Willy Bolander in The Sales Lab to discuss the transition from backpack (college life) to briefcase (professional life), the importance of creative time, how salespeople "run into the fire," and the importance of mentors (and what mentors get out of their relationship with you). Anna also mentions something about crying in a CVS parking lot (we've all been there, just maybe not at a CVS!). Part 1 of 3. sales, learning and development, salespeople, career development, florida state university, millennials, dental, sales development, early career, henry schein dental, personal selling, marketing, sales management, self-care, achievement, henry schein, mentorship, influence, persuasion, mentor, leadership, career, management, fsu, creative time, sales training, mentoring, sales recruiting, dental sales, mentors, selling, success false full 14 1 f927a267-d857-4f75-ad1d-62f1ab353e38 TSL S1E13 - "Achievement and Depression" - John Crossman, Crossman Career Builders, Crossman & Co (2/2) Visit The Sales Lab at https://thesaleslab.org

See our guests' recommendations for books every sales leader needs on their desk at https://thesaleslab.org/reading-list

To listen to The Sales Lab Podcast on your favorite apps, visit https://thesaleslab.simplecast.com/ and select your preferred method of listening.

Connect with us on Facebook at https://www.facebook.com/saleslabpodcast

Connect with us on Linkedin at https://www.linkedin.com/company/thesaleslab

Subscribe to The Sales Lab channel on YouTube at  https://www.youtube.com/channel/UCp703YWbD3-KO73NXUTBI-Q

]]> Mon, 7 Sep 2020 10:00:19 +0000 info@thesaleslab.org (Willy Bolander, John Crossman) http://www.thesaleslab.org Visit The Sales Lab at https://thesaleslab.org

See our guests' recommendations for books every sales leader needs on their desk at https://thesaleslab.org/reading-list

To listen to The Sales Lab Podcast on your favorite apps, visit https://thesaleslab.simplecast.com/ and select your preferred method of listening.

Connect with us on Facebook at https://www.facebook.com/saleslabpodcast

Connect with us on Linkedin at https://www.linkedin.com/company/thesaleslab

Subscribe to The Sales Lab channel on YouTube at  https://www.youtube.com/channel/UCp703YWbD3-KO73NXUTBI-Q

]]> TSL S1E13 - "Achievement and Depression" - John Crossman, Crossman Career Builders, Crossman & Co (2/2) Willy Bolander, John Crossman 00:23:36 John Crossman, former CEO of Crossman & Company, current CEO of Crossman Career Builders, and author of "Career Killers, Career Builders: The Book Every Millennial Needs to Read" joins Dr. Willy Bolander in The Sales Lab to discuss millennials in the workplace, the value of being intentional with your actions, the difference between a mutually beneficial mentoring relationship and a young person asking a mentor for one-sided charity, and the strange relationship between achievement and depression. Part 2 of 2. John Crossman, former CEO of Crossman & Company, current CEO of Crossman Career Builders, and author of "Career Killers, Career Builders: The Book Every Millennial Needs to Read" joins Dr. Willy Bolander in The Sales Lab to discuss millennials in the workplace, the value of being intentional with your actions, the difference between a mutually beneficial mentoring relationship and a young person asking a mentor for one-sided charity, and the strange relationship between achievement and depression. Part 2 of 2. sales, salespeople, career development, florida state university, millennials, dissatisfaction, real estate, sales development, early career, personal selling, marketing, sales management, achievement, millennial, crossman & company, mentorship, crossman & co, self care, crossman career builders, influence, careers, persuasion, intentional, civil rights, leadership, career, mental health, self management, intention, crossman and company, fsu, crossman and co, commercial real estate, mentoring, relationships, depression, satisfaction, selling, success, real estate sales false full 13 1 c9ca08c8-d302-440d-89ce-f43271221178 TSL S1E12 - "Work-Life Balance is Earned" - John Crossman, Crossman Career Builders, Crossman & Co (1/2) Visit The Sales Lab at https://thesaleslab.org

See our guests' recommendations for books every sales leader needs on their desk at https://thesaleslab.org/reading-list

To listen to The Sales Lab Podcast on your favorite apps, visit https://thesaleslab.simplecast.com/ and select your preferred method of listening.

Connect with us on Facebook at https://www.facebook.com/saleslabpodcast

Connect with us on Linkedin at https://www.linkedin.com/company/thesaleslab

Subscribe to The Sales Lab channel on YouTube at  https://www.youtube.com/channel/UCp703YWbD3-KO73NXUTBI-Q

]]> Mon, 24 Aug 2020 17:19:20 +0000 info@thesaleslab.org (Willy Bolander, John Crossman) http://www.thesaleslab.org Visit The Sales Lab at https://thesaleslab.org

See our guests' recommendations for books every sales leader needs on their desk at https://thesaleslab.org/reading-list

To listen to The Sales Lab Podcast on your favorite apps, visit https://thesaleslab.simplecast.com/ and select your preferred method of listening.

Connect with us on Facebook at https://www.facebook.com/saleslabpodcast

Connect with us on Linkedin at https://www.linkedin.com/company/thesaleslab

Subscribe to The Sales Lab channel on YouTube at  https://www.youtube.com/channel/UCp703YWbD3-KO73NXUTBI-Q

]]> TSL S1E12 - "Work-Life Balance is Earned" - John Crossman, Crossman Career Builders, Crossman & Co (1/2) Willy Bolander, John Crossman 00:26:00 Dr. Willy Bolander emerges from his fevered covid "vacation" to talk with John Crossman, former CEO of Crossman & Company, current CEO of Crossman Career Builders, and author of "Career Killers, Career Builders: The Book Every Millennial Needs to Read" to discuss ways to invest your effort during your early career, the importance of mentorship, how to find and interact with a mentor, how to manage a portfolio of relationships, and how work-life balance is something that you earn through hard work over time. Part 1 of 2. Dr. Willy Bolander emerges from his fevered covid "vacation" to talk with John Crossman, former CEO of Crossman & Company, current CEO of Crossman Career Builders, and author of "Career Killers, Career Builders: The Book Every Millennial Needs to Read" to discuss ways to invest your effort during your early career, the importance of mentorship, how to find and interact with a mentor, how to manage a portfolio of relationships, and how work-life balance is something that you earn through hard work over time. Part 1 of 2. sales, salespeople, career development, florida state university, first one in last one out, real estate, sales development, early career, personal selling, marketing, sales management, work-life balance, time management, crossman & company, mentorship, crossman & co, work life balance, crossman career builders, influence, careers, persuasion, civil rights, leadership, career, negotiation, crossman and company, fsu, crossman and co, commercial real estate, mentoring, relationships, selling, success, real estate sales false full 12 1 00dc0aaa-ae2a-41a1-9dd1-c278ed621021 TSL S1E11 - "Episode Zero-ish: Introductions and Paradigm Shifts" - Willy Bolander, Your Host (1/1) Visit The Sales Lab at https://thesaleslab.org

See our guests' recommendations for books every sales leader needs on their desk at https://thesaleslab.org/reading-list

To listen to The Sales Lab Podcast on your favorite apps, visit https://thesaleslab.simplecast.com/ and select your preferred method of listening.

Connect with us on Facebook at https://www.facebook.com/saleslabpodcast

Connect with us on Linkedin at https://www.linkedin.com/company/thesaleslab

Subscribe to The Sales Lab channel on YouTube at  https://www.youtube.com/channel/UCp703YWbD3-KO73NXUTBI-Q

]]> Fri, 10 Jul 2020 02:40:01 +0000 info@thesaleslab.org (Willy Bolander) http://www.thesaleslab.org Visit The Sales Lab at https://thesaleslab.org

See our guests' recommendations for books every sales leader needs on their desk at https://thesaleslab.org/reading-list

To listen to The Sales Lab Podcast on your favorite apps, visit https://thesaleslab.simplecast.com/ and select your preferred method of listening.

Connect with us on Facebook at https://www.facebook.com/saleslabpodcast

Connect with us on Linkedin at https://www.linkedin.com/company/thesaleslab

Subscribe to The Sales Lab channel on YouTube at  https://www.youtube.com/channel/UCp703YWbD3-KO73NXUTBI-Q

]]> TSL S1E11 - "Episode Zero-ish: Introductions and Paradigm Shifts" - Willy Bolander, Your Host (1/1) Willy Bolander 00:18:58 Dr. Willy Bolander joins... well, himself... in The Sales Lab. All good podcasts begin with an "episode zero" where the intent of the podcasts is established and the host is introduced. Our episode zero just comes a little later in the season than some might expect. What is The Sales Lab all about? Who is Willy Bolander? Where did he come from and why is he doing this? Willy channels his "inner Henry Rollins" to answer all your questions (or at least 2-3 of them). Part 1 of 1. Dr. Willy Bolander joins... well, himself... in The Sales Lab. All good podcasts begin with an "episode zero" where the intent of the podcasts is established and the host is introduced. Our episode zero just comes a little later in the season than some might expect. What is The Sales Lab all about? Who is Willy Bolander? Where did he come from and why is he doing this? Willy channels his "inner Henry Rollins" to answer all your questions (or at least 2-3 of them). Part 1 of 1. sales, salespeople, career development, florida state university, training, spin selling, sales development, atlanta, north florida, personal selling, marketing, sales management, maintenance man, business, white collar, music, henry rollins, kennesaw state university, influence, careers, motivation, persuasion, leadership, career, music business, blue collar, rollins, management, kennesaw, fsu, development, instruction, sales training, fast food, selling, success, working smart false full 11 1 a1a51efb-d379-4cd7-ad35-4aa0d2c83412 TSL S1E10 - "Challenging Assumptions" - Lee Sellers, Citrix (Part 3/3) Visit The Sales Lab at https://thesaleslab.org

See our guests' recommendations for books every sales leader needs on their desk at https://thesaleslab.org/reading-list

To listen to The Sales Lab Podcast on your favorite apps, visit https://thesaleslab.simplecast.com/ and select your preferred method of listening.

Connect with us on Facebook at https://www.facebook.com/saleslabpodcast

Connect with us on Linkedin at https://www.linkedin.com/company/thesaleslab

Subscribe to The Sales Lab channel on YouTube at  https://www.youtube.com/channel/UCp703YWbD3-KO73NXUTBI-Q

]]> Tue, 30 Jun 2020 21:15:09 +0000 info@thesaleslab.org (Lee Sellers, Willy Bolander) http://www.thesaleslab.org Visit The Sales Lab at https://thesaleslab.org

See our guests' recommendations for books every sales leader needs on their desk at https://thesaleslab.org/reading-list

To listen to The Sales Lab Podcast on your favorite apps, visit https://thesaleslab.simplecast.com/ and select your preferred method of listening.

Connect with us on Facebook at https://www.facebook.com/saleslabpodcast

Connect with us on Linkedin at https://www.linkedin.com/company/thesaleslab

Subscribe to The Sales Lab channel on YouTube at  https://www.youtube.com/channel/UCp703YWbD3-KO73NXUTBI-Q

]]> TSL S1E10 - "Challenging Assumptions" - Lee Sellers, Citrix (Part 3/3) Lee Sellers, Willy Bolander 00:16:04 Lee Sellers, Director of Sales Development and Recruiting at Citrix, joins Dr. Willy Bolander in The Sales Lab where Lee describes what he perceives as popular, yet false, assumptions that are easy for sales leaders to make and then provides his recommendations for books everyone in sales needs on their shelf! Part 3 of 3. Lee Sellers, Director of Sales Development and Recruiting at Citrix, joins Dr. Willy Bolander in The Sales Lab where Lee describes what he perceives as popular, yet false, assumptions that are easy for sales leaders to make and then provides his recommendations for books everyone in sales needs on their shelf! Part 3 of 3. sales, salespeople, career development, florida state university, training, sales development, technology sales, personal selling, marketing, sales management, assumptions, sales leadership, citrix, influence, manager assumptions, persuasion, tech sales, leadership, technology, management, challenging, fsu, development, selling, success, challenge assumptions false full 10 1 2d45959f-6f88-4a2b-b124-a419779a05d5 TSL S1E9 - "A Transfer of Enthusiasm" - Lee Sellers, Citrix (Part 2/3) Visit The Sales Lab at https://thesaleslab.org

See our guests' recommendations for books every sales leader needs on their desk at https://thesaleslab.org/reading-list

To listen to The Sales Lab Podcast on your favorite apps, visit https://thesaleslab.simplecast.com/ and select your preferred method of listening.

Connect with us on Facebook at https://www.facebook.com/saleslabpodcast

Connect with us on Linkedin at https://www.linkedin.com/company/thesaleslab

Subscribe to The Sales Lab channel on YouTube at  https://www.youtube.com/channel/UCp703YWbD3-KO73NXUTBI-Q

]]> Thu, 18 Jun 2020 18:12:22 +0000 info@thesaleslab.org (Willy Bolander, Lee Sellers) http://www.thesaleslab.org Visit The Sales Lab at https://thesaleslab.org

See our guests' recommendations for books every sales leader needs on their desk at https://thesaleslab.org/reading-list

To listen to The Sales Lab Podcast on your favorite apps, visit https://thesaleslab.simplecast.com/ and select your preferred method of listening.

Connect with us on Facebook at https://www.facebook.com/saleslabpodcast

Connect with us on Linkedin at https://www.linkedin.com/company/thesaleslab

Subscribe to The Sales Lab channel on YouTube at  https://www.youtube.com/channel/UCp703YWbD3-KO73NXUTBI-Q

]]> TSL S1E9 - "A Transfer of Enthusiasm" - Lee Sellers, Citrix (Part 2/3) Willy Bolander, Lee Sellers 00:25:09 Lee Sellers, Director of Sales Development and Recruiting at Citrix, joins Dr. Willy Bolander in The Sales Lab where they discuss selling as a "transfer of enthusiasm," intellectual sales training, the importance of sales process (in addition to product and industry) training and role play exercises, and the value of informality and avoiding platitudes in professional environments. Part 2 of 3. Lee Sellers, Director of Sales Development and Recruiting at Citrix, joins Dr. Willy Bolander in The Sales Lab where they discuss selling as a "transfer of enthusiasm," intellectual sales training, the importance of sales process (in addition to product and industry) training and role play exercises, and the value of informality and avoiding platitudes in professional environments. Part 2 of 3. sales, salespeople, career development, florida state university, training, sales development, technology sales, personal selling, marketing, sales management, sales role plays, sales process training, intellectual sales training, sales leadership, citrix, informality, influence, sales method training, role playing, persuasion, platitudes, tech sales, leadership, role play exercises, enthusiasm, technology, management, product training, fsu, selling, success false full 9 1 e9409996-d8bf-4957-b3b8-816b7bd8ba01 TSL S1E8 - "Covid, Virtual Work, and Mental Health in Quarantine" - Lee Sellers, Citrix (Part 1/3) Visit The Sales Lab at https://thesaleslab.org

See our guests' recommendations for books every sales leader needs on their desk at https://thesaleslab.org/reading-list

To listen to The Sales Lab Podcast on your favorite apps, visit https://thesaleslab.simplecast.com/ and select your preferred method of listening.

Connect with us on Facebook at https://www.facebook.com/saleslabpodcast

Connect with us on Linkedin at https://www.linkedin.com/company/thesaleslab

Subscribe to The Sales Lab channel on YouTube at  https://www.youtube.com/channel/UCp703YWbD3-KO73NXUTBI-Q

]]> Thu, 11 Jun 2020 18:51:40 +0000 info@thesaleslab.org (Willy Bolander, Lee Sellers) http://www.thesaleslab.org Visit The Sales Lab at https://thesaleslab.org

See our guests' recommendations for books every sales leader needs on their desk at https://thesaleslab.org/reading-list

To listen to The Sales Lab Podcast on your favorite apps, visit https://thesaleslab.simplecast.com/ and select your preferred method of listening.

Connect with us on Facebook at https://www.facebook.com/saleslabpodcast

Connect with us on Linkedin at https://www.linkedin.com/company/thesaleslab

Subscribe to The Sales Lab channel on YouTube at  https://www.youtube.com/channel/UCp703YWbD3-KO73NXUTBI-Q

]]> TSL S1E8 - "Covid, Virtual Work, and Mental Health in Quarantine" - Lee Sellers, Citrix (Part 1/3) Willy Bolander, Lee Sellers 00:22:14 Lee Sellers, Director of Sales Development and Recruiting at Citrix, joins Dr. Willy Bolander in The Sales Lab where they discuss adapting to the Covid 19 / Coronavirus quarantine, virtual work, virtual onboarding, and the importance of social connections and mental health while staying isolated. Part 1 of 3. Lee Sellers, Director of Sales Development and Recruiting at Citrix, joins Dr. Willy Bolander in The Sales Lab where they discuss adapting to the Covid 19 / Coronavirus quarantine, virtual work, virtual onboarding, and the importance of social connections and mental health while staying isolated. Part 1 of 3. sales, salespeople, career development, florida state university, training, sales development, personal selling, marketing, sales management, virus, covid, corona, sales leadership, citrix, influence, meditation, persuasion, tech sales, leadership, mental health, technology, management, virtual work, coronavirus, infection, fsu, development, covid 19, selling, success, virtual selling, quarantine false full 8 1 1318fef6-9ec8-4609-b237-cfc67aa3fcde TSL S1E7 - "Culture Tacos and Naked Interviewing" - Tommy Herman, Regional Sales Manager, Qualtrics (Part 2/2) Visit The Sales Lab at https://thesaleslab.org

See our guests' recommendations for books every sales leader needs on their desk at https://thesaleslab.org/reading-list

To listen to The Sales Lab Podcast on your favorite apps, visit https://thesaleslab.simplecast.com/ and select your preferred method of listening.

Connect with us on Facebook at https://www.facebook.com/saleslabpodcast

Connect with us on Linkedin at https://www.linkedin.com/company/thesaleslab

Subscribe to The Sales Lab channel on YouTube at  https://www.youtube.com/channel/UCp703YWbD3-KO73NXUTBI-Q

 

]]> Fri, 15 May 2020 10:00:06 +0000 info@thesaleslab.org (Tommy Herman, Willy Bolander) http://www.thesaleslab.org Visit The Sales Lab at https://thesaleslab.org

See our guests' recommendations for books every sales leader needs on their desk at https://thesaleslab.org/reading-list

To listen to The Sales Lab Podcast on your favorite apps, visit https://thesaleslab.simplecast.com/ and select your preferred method of listening.

Connect with us on Facebook at https://www.facebook.com/saleslabpodcast

Connect with us on Linkedin at https://www.linkedin.com/company/thesaleslab

Subscribe to The Sales Lab channel on YouTube at  https://www.youtube.com/channel/UCp703YWbD3-KO73NXUTBI-Q

 

]]> TSL S1E7 - "Culture Tacos and Naked Interviewing" - Tommy Herman, Regional Sales Manager, Qualtrics (Part 2/2) Tommy Herman, Willy Bolander 00:38:24 Tommy Herman, Regional Sales Manager at Qualtrics, joins Dr. Willy Bolander in The Sales Lab where they conclude their discussion on topics including the corporate value of "scrapiness," employee-culture fit, aesthetics, TACOS (you'll have to listen for this to make sense), and his experience with a naked job interviewee. Finally, Tommy recommends some books all sales leaders need on their book shelves. Part 2 of 2. Tommy Herman, Regional Sales Manager at Qualtrics, joins Dr. Willy Bolander in The Sales Lab where they conclude their discussion on topics including the corporate value of "scrapiness," employee-culture fit, aesthetics, TACOS (you'll have to listen for this to make sense), and his experience with a naked job interviewee. Finally, Tommy recommends some books all sales leaders need on their book shelves. Part 2 of 2. sales, career development, florida state university, training, start up, personal selling, marketing, sales management, sales leadership, influence, persuasion, tech sales, leadership, qualtrics, technology, management, fsu, development, qualtrix, selling, success false full 7 1 6e994270-38b4-49f4-baf5-45a5aab67e27 TSL S1E6 - "I Don't Want Anything to do with Sales" - Tommy Herman, Qualtrics (Part 1/2) Visit The Sales Lab at https://thesaleslab.org

See our guests' recommendations for books every sales leader needs on their desk at https://thesaleslab.org/reading-list

To listen to The Sales Lab Podcast on your favorite apps, visit https://thesaleslab.simplecast.com/ and select your preferred method of listening.

Connect with us on Facebook at https://www.facebook.com/saleslabpodcast

Connect with us on Linkedin at https://www.linkedin.com/company/thesaleslab

Subscribe to The Sales Lab channel on YouTube at  https://www.youtube.com/channel/UCp703YWbD3-KO73NXUTBI-Q

]]> Thu, 14 May 2020 16:23:03 +0000 info@thesaleslab.org (Tommy Herman, Willy Bolander) http://www.thesaleslab.org Visit The Sales Lab at https://thesaleslab.org

See our guests' recommendations for books every sales leader needs on their desk at https://thesaleslab.org/reading-list

To listen to The Sales Lab Podcast on your favorite apps, visit https://thesaleslab.simplecast.com/ and select your preferred method of listening.

Connect with us on Facebook at https://www.facebook.com/saleslabpodcast

Connect with us on Linkedin at https://www.linkedin.com/company/thesaleslab

Subscribe to The Sales Lab channel on YouTube at  https://www.youtube.com/channel/UCp703YWbD3-KO73NXUTBI-Q

]]> TSL S1E6 - "I Don't Want Anything to do with Sales" - Tommy Herman, Qualtrics (Part 1/2) Tommy Herman, Willy Bolander 00:31:12 Tommy Herman, Regional Sales Manager at Qualtrics, joins Dr. Willy Bolander in The Sales Lab where they discuss his reluctant entry into sales and how he was surprised to learn that he enjoys working in sales. Part 1 of 2. Tommy Herman, Regional Sales Manager at Qualtrics, joins Dr. Willy Bolander in The Sales Lab where they discuss his reluctant entry into sales and how he was surprised to learn that he enjoys working in sales. Part 1 of 2. sales, career development, florida state university, training, personal selling, marketing, sales management, sales education, leading, sales leadership, influence, persuasion, tech sales, leadership, qualtrics, technology, management, fsu, development, qualtrix, selling, success false full 6 1 7615dd74-b23b-48ad-bc8a-09b8cdf1077a TSL S1E5 - "A Day in the Life of the CEO" - Mark Kramer, North American Plastics, U.S. Marine Corps (Part 3/3) Visit The Sales Lab at https://thesaleslab.org

See our guests' recommendations for books every sales leader needs on their desk at https://thesaleslab.org/reading-list

To listen to The Sales Lab Podcast on your favorite apps, visit https://thesaleslab.simplecast.com/ and select your preferred method of listening.

Connect with us on Facebook at https://www.facebook.com/saleslabpodcast

Connect with us on Linkedin at https://www.linkedin.com/company/thesaleslab

Subscribe to The Sales Lab channel on YouTube at  https://www.youtube.com/channel/UCp703YWbD3-KO73NXUTBI-Q

]]> Tue, 5 May 2020 02:18:00 +0000 info@thesaleslab.org (Mark Kramer, Willy Bolander) http://www.thesaleslab.org Visit The Sales Lab at https://thesaleslab.org

See our guests' recommendations for books every sales leader needs on their desk at https://thesaleslab.org/reading-list

To listen to The Sales Lab Podcast on your favorite apps, visit https://thesaleslab.simplecast.com/ and select your preferred method of listening.

Connect with us on Facebook at https://www.facebook.com/saleslabpodcast

Connect with us on Linkedin at https://www.linkedin.com/company/thesaleslab

Subscribe to The Sales Lab channel on YouTube at  https://www.youtube.com/channel/UCp703YWbD3-KO73NXUTBI-Q

]]> TSL S1E5 - "A Day in the Life of the CEO" - Mark Kramer, North American Plastics, U.S. Marine Corps (Part 3/3) Mark Kramer, Willy Bolander 00:12:34 Mark Kramer, President Emeritus at North American Plastics and retired Lt. Col. in the U.S. Marine Corps, concludes his visit with Dr. Willy Bolander in The Sales Lab by discussing a typical day in the life of a CEO and providing some books that he recommends for all sales leaders! Part 3 of 3. Mark Kramer, President Emeritus at North American Plastics and retired Lt. Col. in the U.S. Marine Corps, concludes his visit with Dr. Willy Bolander in The Sales Lab by discussing a typical day in the life of a CEO and providing some books that he recommends for all sales leaders! Part 3 of 3. plastics, sales, initiative, career development, usmc, florida state university, training, national association of wholesale distributors, personal selling, marketing, sales management, president, dorris kearns goodwin, extreme ownership, sales education, purpose, leading, marine, stephen covey, sales leadership, covey, influence, team of rivals, north american plastics, jocko willink, marines, ceo, persuasion, whole distribution, leadership, marine corps, management, following, military, laird plastics, steven covey, fsu, development, solutions, speed of trust, servant leadership, trust, dichotomy of leadership, selling, success, semper fi false full 5 1 1dca19ac-b19a-4364-b50e-6d24e365d83c TSL S1E4 - "A Purpose Larger Than Your Ego" - Mark Kramer, North American Plastics, U.S. Marine Corps (Part 2/3) Visit The Sales Lab at https://thesaleslab.org

See our guests' recommendations for books every sales leader needs on their desk at https://thesaleslab.org/reading-list

To listen to The Sales Lab Podcast on your favorite apps, visit https://thesaleslab.simplecast.com/ and select your preferred method of listening.

Connect with us on Facebook at https://www.facebook.com/saleslabpodcast

Connect with us on Linkedin at https://www.linkedin.com/company/thesaleslab

Subscribe to The Sales Lab channel on YouTube at  https://www.youtube.com/channel/UCp703YWbD3-KO73NXUTBI-Q

]]> Thu, 30 Apr 2020 21:35:07 +0000 info@thesaleslab.org (Willy Bolander, Mark Kramer) http://www.thesaleslab.org Visit The Sales Lab at https://thesaleslab.org

See our guests' recommendations for books every sales leader needs on their desk at https://thesaleslab.org/reading-list

To listen to The Sales Lab Podcast on your favorite apps, visit https://thesaleslab.simplecast.com/ and select your preferred method of listening.

Connect with us on Facebook at https://www.facebook.com/saleslabpodcast

Connect with us on Linkedin at https://www.linkedin.com/company/thesaleslab

Subscribe to The Sales Lab channel on YouTube at  https://www.youtube.com/channel/UCp703YWbD3-KO73NXUTBI-Q

]]> TSL S1E4 - "A Purpose Larger Than Your Ego" - Mark Kramer, North American Plastics, U.S. Marine Corps (Part 2/3) Willy Bolander, Mark Kramer 00:25:36 Mark Kramer, President Emeritus at North American Plastics and retired Lt. Col. in the U.S. Marine Corps, continues his visit with Dr. Willy Bolander in The Sales Lab and discusses how to recruit people you can trust, the criticality of having a purpose larger than your ego, what you can teach (e.g., product details) vs. what you can't teach (e.g., attitude, initiative, caring) to salespeople, the three things that make someone successful in sales, and then tells a story about a salesperson getting locked in the bathroom during a sales call! Part 2 of 3. Mark Kramer, President Emeritus at North American Plastics and retired Lt. Col. in the U.S. Marine Corps, continues his visit with Dr. Willy Bolander in The Sales Lab and discusses how to recruit people you can trust, the criticality of having a purpose larger than your ego, what you can teach (e.g., product details) vs. what you can't teach (e.g., attitude, initiative, caring) to salespeople, the three things that make someone successful in sales, and then tells a story about a salesperson getting locked in the bathroom during a sales call! Part 2 of 3. plastics, sales, initiative, career development, ego, usmc, florida state university, training, national association of wholesale distributors, attitude, personal selling, marketing, sales management, president, commitment, sales education, purpose, leading, stuck in the bathroom, marine, effort, sales leadership, influence, north american plastics, caring, marines, ceo, persuasion, leadership, marine corps, lifestyle, management, following, military, laird plastics, product, fsu, development, solutions, wholesale distribution, servant leadership, trust, selling, success, semper fi false full 4 1 9ef68371-d3f6-4641-8fad-201ebf176aae TSL S1E3 - "Everyone Carries a Rifle" - Mark Kramer, North American Plastics, U.S. Marine Corps (Part 1/3) Visit The Sales Lab at https://thesaleslab.org

See our guests' recommendations for books every sales leader needs on their desk at https://thesaleslab.org/reading-list

To listen to The Sales Lab Podcast on your favorite apps, visit https://thesaleslab.simplecast.com/ and select your preferred method of listening.

Connect with us on Facebook at https://www.facebook.com/saleslabpodcast

Connect with us on Linkedin at https://www.linkedin.com/company/thesaleslab

Subscribe to The Sales Lab channel on YouTube at  https://www.youtube.com/channel/UCp703YWbD3-KO73NXUTBI-Q

]]> Mon, 27 Apr 2020 17:44:42 +0000 info@thesaleslab.org (Willy Bolander, Mark Kramer) http://www.thesaleslab.org Visit The Sales Lab at https://thesaleslab.org

See our guests' recommendations for books every sales leader needs on their desk at https://thesaleslab.org/reading-list

To listen to The Sales Lab Podcast on your favorite apps, visit https://thesaleslab.simplecast.com/ and select your preferred method of listening.

Connect with us on Facebook at https://www.facebook.com/saleslabpodcast

Connect with us on Linkedin at https://www.linkedin.com/company/thesaleslab

Subscribe to The Sales Lab channel on YouTube at  https://www.youtube.com/channel/UCp703YWbD3-KO73NXUTBI-Q

]]> TSL S1E3 - "Everyone Carries a Rifle" - Mark Kramer, North American Plastics, U.S. Marine Corps (Part 1/3) Willy Bolander, Mark Kramer 00:26:03 Mark Kramer, President Emeritus at North American Plastics and retired Lt. Col. in the U.S. Marine Corps, joins Dr. Willy Bolander in The Sales Lab to discuss how the military prepares you for professional life, how everyone in an organization is a salesperson (or, as Mark phrases it, "carries a rifle"), the difference between authoritarian and servant leadership, the importance of learning to follow before attempting to lead, and the value in the struggle. Part 1 of 3. Mark Kramer, President Emeritus at North American Plastics and retired Lt. Col. in the U.S. Marine Corps, joins Dr. Willy Bolander in The Sales Lab to discuss how the military prepares you for professional life, how everyone in an organization is a salesperson (or, as Mark phrases it, "carries a rifle"), the difference between authoritarian and servant leadership, the importance of learning to follow before attempting to lead, and the value in the struggle. Part 1 of 3. plastics, sales, career development, usmc, florida state university, training, national association of wholesale distributors, personal selling, marketing, sales management, president, commitment, sales education, leading, marine, sales leadership, influence, north american plastics, marines, ceo, persuasion, leadership, marine corps, lifestyle, management, following, military, laird plastics, fsu, development, wholesale distribution, servant leadership, selling, semper fi false full 3 1 7bf7de6d-b20a-4875-b304-6915951e70da TSL S1E2 - "You Can't Motivate Anyone" - Val McCausland, Gartner (Part 2/2) Visit The Sales Lab at https://thesaleslab.org

See our guests' recommendations for books every sales leader needs on their desk at https://thesaleslab.org/reading-list

To listen to The Sales Lab Podcast on your favorite apps, visit https://thesaleslab.simplecast.com/ and select your preferred method of listening.

Connect with us on Facebook at https://www.facebook.com/saleslabpodcast

Connect with us on Linkedin at https://www.linkedin.com/company/thesaleslab

Subscribe to The Sales Lab channel on YouTube at  https://www.youtube.com/channel/UCp703YWbD3-KO73NXUTBI-Q

]]> Sat, 25 Apr 2020 00:51:54 +0000 info@thesaleslab.org (Val McCausland, Willy Bolander) http://www.thesaleslab.org Visit The Sales Lab at https://thesaleslab.org

See our guests' recommendations for books every sales leader needs on their desk at https://thesaleslab.org/reading-list

To listen to The Sales Lab Podcast on your favorite apps, visit https://thesaleslab.simplecast.com/ and select your preferred method of listening.

Connect with us on Facebook at https://www.facebook.com/saleslabpodcast

Connect with us on Linkedin at https://www.linkedin.com/company/thesaleslab

Subscribe to The Sales Lab channel on YouTube at  https://www.youtube.com/channel/UCp703YWbD3-KO73NXUTBI-Q

]]> TSL S1E2 - "You Can't Motivate Anyone" - Val McCausland, Gartner (Part 2/2) Val McCausland, Willy Bolander 00:20:57 Val McCausland, Managing VP of Sales at Gartner, concludes her visit with Dr. Willy Bolander in The Sales Lab, discussing topics like hiring the best salespeople, interviewing, coachability, vulnerability, and what three books all sales leaders should have on their desks! Part 2 of 2. Val McCausland, Managing VP of Sales at Gartner, concludes her visit with Dr. Willy Bolander in The Sales Lab, discussing topics like hiring the best salespeople, interviewing, coachability, vulnerability, and what three books all sales leaders should have on their desks! Part 2 of 2. sales, career development, florida state university, training, early career, personal selling, marketing, sales management, business, vulnerability, coaching, sales leadership, motivation, persuasion, gartner, inspiration, leadership, professional selling, fsu, development, coachability, selling false full 2 1 c1ebd5fa-9ef4-417c-a59f-49c8bf8fdbf1 TSL S1E1 - "Crush It?" - Val McCausland, Gartner (Part 1/2) Visit The Sales Lab at https://thesaleslab.org

See our guests' recommendations for books every sales leader needs on their desk at https://thesaleslab.org/reading-list

To listen to The Sales Lab Podcast on your favorite apps, visit https://thesaleslab.simplecast.com/ and select your preferred method of listening.

Connect with us on Facebook at https://www.facebook.com/saleslabpodcast

Connect with us on Linkedin at https://www.linkedin.com/company/thesaleslab

Subscribe to The Sales Lab channel on YouTube at  https://www.youtube.com/channel/UCp703YWbD3-KO73NXUTBI-Q

]]> Wed, 22 Apr 2020 20:30:19 +0000 info@thesaleslab.org (Val McCausland, Willy Bolander) http://www.thesaleslab.org Visit The Sales Lab at https://thesaleslab.org

See our guests' recommendations for books every sales leader needs on their desk at https://thesaleslab.org/reading-list

To listen to The Sales Lab Podcast on your favorite apps, visit https://thesaleslab.simplecast.com/ and select your preferred method of listening.

Connect with us on Facebook at https://www.facebook.com/saleslabpodcast

Connect with us on Linkedin at https://www.linkedin.com/company/thesaleslab

Subscribe to The Sales Lab channel on YouTube at  https://www.youtube.com/channel/UCp703YWbD3-KO73NXUTBI-Q

]]> TSL S1E1 - "Crush It?" - Val McCausland, Gartner (Part 1/2) Val McCausland, Willy Bolander 00:27:50 Val McCausland, Managing VP of Sales at Gartner, joins Dr. Willy Bolander in The Sales Lab to discuss whether "crush it!" is good advice to give to salespeople, sales basics for early career development, dealing with failure, and starting your career in sales even if you aren't certain you want to spend your entire career selling. Part 1 of 2. Val McCausland, Managing VP of Sales at Gartner, joins Dr. Willy Bolander in The Sales Lab to discuss whether "crush it!" is good advice to give to salespeople, sales basics for early career development, dealing with failure, and starting your career in sales even if you aren't certain you want to spend your entire career selling. Part 1 of 2. sales, career development, florida state university, training, early career, personal selling, marketing, sales management, always be closing, business, sales leadership, persuasion, gartner, leadership, alec baldwin, professional selling, failure, crush it, fsu, development, selling false full 1 1