About this episode
Mar 5
#553 - How to Run Discovery Without Obsessing Over Questions | Gal Aga ft. Aligned
Most sellers obsess over asking the perfect discovery question. In this episode, Gal Aga breaks down why great discovery has nothing to do with memorized questions and everything to do with understanding the problem, finding the root cause, and guiding the buying process. 🎙️ ACT ... Show More
36m 13s
Mar 3
#552 - Live Cold Calling: Can This Grouchy Old CRO Even Book A Meeting?
Full video HERE A seasoned CRO grabs the phone, goes undercover as “Bob Smith,” and makes live cold calls trying to book five connects as fast as possible. No script reading. No brand flex. Just real dials, real objections, and real pressure. You’ll hear the exact opener that get ... Show More
1m 40s
Feb 26
#551 - How to Ramp Sales Reps to President’s Club Faster | Marcus Chan
In this sales leadership masterclass, Marcus Chan breaks down a week-by-week ramp plan, real-play coaching system, and time management framework that turns new hires into consistent revenue producers fast. 🎙️ ACTIONABLE TAKEAWAYS: Tee reps up instead of taking over calls: Guide ... Show More
40m 10s
Mar 2025
Sales Training // What Wins In Sales Today From The 1st Lady of Sales, Dr. Cindy McGovern on The Sales Podcast with Wes Schaeffer, The Sales Whisperer®.
#12WeeksToPeak #Sales Training #selfimprovement This Is What Wins in Sales, Says Dr. Cindy McGovern, The 1st Lady of Sales00:00 Reconnecting and New Ventures03:14 The Evolution of Sales Post-COVID05:57 Prospecting in a Distracted World09:05 The Balance of Automation and Personali ... Show More
38m 50s
Dec 2024
Cigars, Salespeople, & Sales Training: Walter Crosby
Walter Crosby and I discuss the unique challenges and processes involved in hiring and managing salespeople. Salespeople are coin-operated...and a little bit...strange.There. I said it.We get into what I always teach is a sales manager's #1 job. (And it's not to review your CRM!) ... Show More
57m 58s
Jan 2025
20Sales: Why Every Sales Rep Should Do Pipeline Generation & How to Teach Them | Verticalised Sales Playbooks: When and How | How the Best Sales Reps and Leaders Structure Their Time with Carlos Delatorre, CRO @ Harness
<p dir="ltr">Carlos Delatorre is one of the legendary go-to-market leaders of the last 20 years. Today, Carlos is the Chief Revenue Officer (CRO) at Harness, where he oversees global sales and go-to-market (GTM) operations. Before Harness, Carlos was the CRO @ MongoDB and Navan. ... Show More
1h 8m
Apr 2024
Sales Management That Works: How to Sell in a World that Never Stops Changing
<p class="MsoNormal"><span lang="EN" xml:lang="EN">Welcome to Construction Genius. Today's guest is Frank Cespedes, a Harvard Business School professor and former managing partner at a Professional Services firm. With extensive experience in go-to-market strategy globally, he's a ... Show More
45m 3s
Jan 2024
How to Guarantee You'll Hit Your Sales Goal
25m 52s
Mar 2019
Sales Management Tips
Host John Golden sits down with Steven Rosen, author of 52 Sales Management Tips written for sales managers who struggle within a corporate environment that doesn't support them or their development needs. Whether you are a sales executive, senior sales leader or a new, experienc ... Show More
24m 39s
Jun 2025
Sales Training // Jab Your Prospects, Flip The Script, Control the Sale // Learn How on The Sales Podcast with Wes Schaeffer, The Sales Whisperer®
#12WeeksToPeak #salestraining #SelfImprovement I'm going solo today to start year 13 of The Sales Podcast, episode 718.I updated an old blog post about "jabbing hard-charging" prospects to 'flip the script' in sales.Our job in sales is to disqualify prospects, engage them effecti ... Show More
28m 13s
Mar 2019
Sales Management Advice for 2018
Great sales managers are hard to come by. Sales managers have a very important job in the sales world. They manage a team of sales reps. They serve as a coach and a trainer. They monitor data and statistics, and a variety of other things. It can be challenging to know which aspec ... Show More
19m 29s
Apr 2024
The Perfect Sales Call Prep
27m 38s
Jul 2025
The Biggest Sales Mistakes Costing You Deals
23m 20s
Mark walks Armand through his step by step B2B sales process
MARK'S PATH TO PRESIDENT’S CLUB
Chief Revenue Officer @ Catalyst Software
Sr. Vice President of Global Sales @ Outreach
Regional Sales Director @ School Specialty Planning & Student Development
Sr. Account Management @ Great American Opportunities
RESOURCES DISCUSSED
The Sales Process Doc
... Show More
<p dir="ltr">Lightning Round: Top 10 Sales Habits for 2024</p> <p dir="ltr"> </p> <p dir="ltr"><span style= "text-decoration: underline;">Question:</span> Gretchen from Panama asks, "I barely hit my sales goal last year, in fact three times during the year I was struggling to hit ... Show More
<p>Lightning Round: Top 10 Strategies for Creating a Sales Mindset</p> <p> </p> <p><span style="text-decoration: underline;">Question</span>: Natasha in Toronto asks, "Is sales call prep still important? If we're supposed to listen to customers, be aware of what they say and need ... Show More
<p dir="ltr">Lightning Round: Top 10 Ways You Should Be Doing Marketing </p> <p dir="ltr"> </p> <p dir="ltr"><span style= "text-decoration: underline;">Question</span>: April from Milwaukee asks, "I am a veteran sales professional – I have been selling in manufacturing for more t ... Show More
