Drive Sales Show

Drive Sales Show
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Unscripted conversations around sales, moving, entrepreneurship, growth, and potential life wisdom in between. Join real people having real business conversations with no fluff. Your host is Milovan Milosevic, Founder and CEO @ DriveSales.com

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  1. 29.03.2023

    How IAM can help your moving company?

    In today’s episode of the Drive Sales Show, I sit down with Brian Limperopulos, Vice President at the International Association of Movers! If you're in the moving industry, this episode is a must-listen! So, hit that play button, and enjoy the show! Overview of what we talked about: 00:00 - Intro 01:14 - How is IAM helping/serving its clients? 04:58 - What is the biggest driver of companies not collaborating? 11:36 - Creating the perfect system for communication 14:22 - Meeting the customers' requirements 18:40 - A difference in expectations between US and non-US companies 21:44 - What will happen when the DOD single point of contact goes live? 27:40 - What do you do to prepare your member for the peak season? 31:54 - A message to the audience for the peak season 34:12 - Outro Make sure you connect with Brian: https://www.linkedin.com/in/brian-limperopulos-a202117/ The DriveSales Show is a podcast that builds better salespeople. Actionable sales advice for your business and much more. Subscribe to listen to sales and marketing leaders reveal the industry’s best insight. Need help with reaching your full revenue potential? Let’s chat! We sold over $30M of moving services and video survey software in the last 5 years. If we could do it for other movers, why not for you as well? Jump on our contact page https://drivesales.com/contact/ and schedule a call today. It’s time to drive sales!

    35 Min.

  2. 14.02.2023

    How to manage remote teams in the moving indue moving industry - Ronnie Blanchard

    In today’s episode of the Drive Sales Show, I sit down with Ronnie Blanchard, Supervisor; GSA Services at Arpin International Group. We talked about managing remote teams in the moving industry, where Ronnie shared everything he knows and what he experienced. Whether you are a sales rep, business owner, or just someone who is interested in entrepreneurship, business, and sales, this episode is definitely worth a listen! So, hit that play button, and enjoy the show! Overview of what we talked about 00:00 - intro 01:31 - why did you decide to work in the moving and transportation business? 02:51 - how did you get from entry-level to GM 04:27 - the struggles with managing the team 06:29 - Advice you give to your team 09:29 - what was the biggest issue in dealing with shipments? 12:43 - what does the off-season look like for you? 14:34 - what do you do to get ready for the peak of the season? 17:59 - how much work can a newbie handle and how do you estimate that? 20:34 - one thing most clients want to take but for some reason can't? 25:32 - why would someone pick you over someone else? 30:25 - how much does your brand helps you with landing a client/account? 34:39 - outro The DriveSales Show is a podcast that builds better salespeople. Actionable sales advice for your business and much more. Subscribe to listen to sales and marketing leaders reveal the industry’s best insight. Need help with reaching your full revenue potential? Let’s chat! We sold over $30M of moving services and video survey software in the last 5 years. If we could do it for other movers, why not for you as well? Jump on our contact page and schedule a call today. It’s time to drive sales!

    35 Min.

  3. 09.11.2022

    Great And Not-So-Great Sides Of The Moving Industry - Ben Cross

    The moving industry is a huge industry. It employs millions of people and generates billions of dollars in revenue every year. But like any industry, it's not all sunshine and rainbows. There are some great things about working in the moving industry, and there are some not-so-great things. Since this is the first episode of the DriveSales Show, I thought it was a good idea to start with a bang, and what better way to do that than to have a conversation with somebody who knows the ins and outs of the industry - Ben Cross. Ben has been in the moving industry for over 15 years, and he's seen it all. He's currently the CEO of GLOMO, a company dedicated to scaling businesses through sales, marketing, events, and media, and almost his entire career he is been in sales roles for different companies in the moving industry. Needless to say, he knows a thing or two about what it's like to work in this industry. We talk about some of the great things about working in the moving industry, as well as some of the not-so-great things. We also talk about how the industry has changed over the years, and  where it's headed in the future. Ben even shared the biggest sale he's ever made in his career, and it's a doozy. So if you're thinking about a career in the moving industry, or you are already in the industry and want to get some insights from one of the top people in the business, this is the episode for you. Here's an overview of what we went through: 0:00 - Intro 1:03 - The story of how I met Ben Cross 3:49 - Play to your strengths 5:29 - The biggest deal Ben closed 8:20 - Moving business is a long term plan 12:25 - Cliche phrases for successful business  13:44 - Setting the right expectations in the moving business 17:52 - Are operations and sales getting along 20:53 - Things that attracted us to the moving business 24:23 - How did the idea of GLOMO come about 28:05 - The biggest isn't the best 32:08 - Go-To interview questions 36:22 - Question Ben asks himself when recruiting 37:25 - "Everybody has a plan to take over the world, what's yours?" 40:53 - What are you very opinionated about and why? 45:22 - Outro Find more about Ben: https://www.linkedin.com/in/dbencross/ https://glomo.com/ Enjoy! ----------------------------------------------------------------------------------------------------------------------- The DriveSales Show is a podcast that builds better salespeople. Actionable sales advice for your business and much more.  Subscribe to listen to sales and marketing leaders reveal the industry’s best insight. Anchor: https://anchor.fm/drive-sales-show Spotify: https://open.spotify.com/show/5j2vWWpn9cdgwVvW8lY6xX And if you want to learn more about the way we help moving companies reach their full revenue potential, visit https://drivesales.com/

    48 Min.

  4. 27.07.2022

    THIS Is The ONE Thing All Sales Reps MUST Do To Succeed! - Jim Walsh

    No matter what industry you're in, success always comes down to one thing: sales. But, how do you succeed at sales? And, what do the best sales reps do differently than everyone else?  In today's episode of the Drive Sales Show, I sit down with Jim Walsh, Founder, and CEO of Relo Solutions Group, serial entrepreneur, and someone who knows a whole lot about sales, to find out. Jim shared many things in this episode including his story of why he got into entrepreneurship, how he started his first company, how did he feel when he closed his first deal, and the ONE thing that all sales reps must do to succeed. On top of that, we also talked about how to choose people you want to work with, the difference between working on your business and in it, and how important is to find a way to reset and recharge.  Whether you are a sales rep, business owner, or just someone who is interested in entrepreneurship, business, and sales, this episode is definitely worth a listen! So, hit that play button, and enjoy the show! Overview of the episode: 0:00 - Intro 0:55 - What does the Relo Solutions Group do? 3:51 - Why did Jim start his first company? 7:35 - Work for people that force you to learn 9:53 - Learning is about moments 11:03 - How did Jim connect with service providers across the state? 13:20 - Moving industry is based on the relationships 15:53 - How did it feel to close the first deal? 19:50 - Consistency is the key to success  21:26 - Hard work beats talent 22:49 - Find a way to reset 27:10 - Work on your business not just in it 31:42 - What are the future plans for the Relo Solutions Group? 36:33 - Outro Find more about Jim: https://www.linkedin.com/in/relojim/ https://www.relosolutionsgroup.com/ ----------------------------------------------------------------------------------------------------------------------- The DriveSales Show is a podcast that builds better salespeople. Actionable sales advice for your business and much more.  Subscribe to listen to sales and marketing leaders reveal the industry’s best insight. Anchor: https://anchor.fm/drive-sales-show Spotify: https://open.spotify.com/show/5j2vWWpn9cdgwVvW8lY6xX Need help with reaching your full revenue potential?  Let's chat, we sold over $30M of moving services and video survey software in the last 5 years. If we could do it for other movers, why not for you as well? Jump on our site: https://drivesales.com/, and schedule a call today. It's time to drive sales!

    38 Min.

  5. 20.07.2022

    How To Handle Chargebacks And Customers Disputes In The Moving Industry - Alex Dimitracopoulos

    During the pandemic, many people started to purchase things online, whether from local businesses or big box stores. And since there were a lot of supply chain issues, people didn't necessarily get what they ordered.  This has led to more and more people learning about their rights when it comes to customer service and disputes, and it's also led to an increase in chargebacks. While this is a great thing for consumers, it can be a nightmare for businesses because there are a lot of people who are trying to take advantage of the system.  Companies in the moving industry are especially vulnerable to this because of the high cost of moving services, therefore it's extremely important for them to know how to handle chargebacks and customer disputes.  To help moving companies out, in this episode of the Drive Sales Show, we're joined by Alex Dimitracopoulos, the CEO & Founder of Remedy Payment Solutions, a credit card processing company that specializes in the moving industry. Alex has a lot of experience in the moving industry and he's here to share his knowledge on handling chargebacks and customer disputes and how moving companies can avoid these situations in the first place. Aside from talking about chargebacks, Alex also shared how he managed to process 1 billion dollars of moving services transactions last year, and what the early days of his company were like. If you're in the moving industry or run a business that is susceptible to chargebacks, then this episode is definitely something you don't want to miss! So sit back, relax, and enjoy the show! Overview of what we talked about: 0:00 - Intro 0:51 - How and why did Alex get into the moving industry 3:48 - 1 billion dollars of moving services processed in one year! 7:02 - How did Alex manage to reach the 1 billion dollar milestone 8:40 - Starting up a company and financing everything 11:00 - Realizing that you're at the right place with the right people 13:13 - Taking a break from the work 15:29 - What makes Milo excited about a business 16:40 - Lead by example 18:11 - Cool sales tools that are very useful 20:54 - Effectively managing the pipeline 23:39 - How to handle chargebacks and customers disputes 31:36 - The future of Remedy 35:36 - Outro Find more about Alex and Remedy: https://www.linkedin.com/in/alex-dimitracopoulos-13298841/ https://remedypayments.com/ ----------------------------------------------------------------------------------------------------------------------- The DriveSales Show is a podcast that builds better salespeople. Actionable sales advice for your business and much more.  Subscribe to listen to sales and marketing leaders reveal the industry’s best insight. Anchor: https://anchor.fm/drive-sales-show Spotify: https://open.spotify.com/show/5j2vWWpn9cdgwVvW8lY6xX Need help with reaching your full revenue potential?  Let's chat, we sold over $30M of moving services and video survey software in the last 5 years. If we could do it for other movers, why not for you as well? Jump on our site: https://drivesales.com/, and schedule a call today. It's time to drive sales!

    37 Min.

  6. 13.07.2022

    How To Determine If A Potential Client Is A Right Fit For Your Moving Company - Jason Beek

    In the moving business, there are a lot of moving parts - quite literally. You've got to make sure that you're getting quality leads, that your salespeople are doing their job, and most importantly, that you're providing an exceptional experience for your clients from start to finish. It can be tough to keep track of everything, but if there's one thing you don't want to drop the ball on, it's making sure that the client you're working with is actually a good fit for your company.  After all, you don't want to end up in some kind of moving nightmare situation. So how can you tell if a potential client is a good fit for your company? In this episode of the Drive Sales Show, Jason Beek, VP of Sales at Mesa, joins us to discuss how he and his team vet their clients to make sure they're a good fit. He talks about the importance of having a solid sales process in place, and he offers some specific questions that you can ask potential clients to help you weed out the ones who aren't a good fit.  If you're looking for some guidance on how to determine if a potential client is right for your company, this episode is definitely for you. Overview of what we talked about: 0:00 - Intro 0:54 - What is Mesa Moving and how do they work 2:44 - What Mesa deals with on a day-to-day basis 06:52 - How to determine whether a client is the right fit for your business 11:24 - The sales team can be the heroes or the villains of the company 16:19 - What metrics and analytics you should look at? 21:26 - Decisions have to be made on data not on feelings 24:04 - Jason's sales team close ratio 27:47 - The go-to interview questions when hiring someone 34:57 - How many interviewed people do Jonson hire 38:00 - Outro Connect with Jason: https://www.linkedin.com/in/jason-bee... Enjoy! ----------------------------------------------------------------------------------------------------------------------- The DriveSales Show is a podcast that builds better salespeople. Actionable sales advice for your business and much more.  Subscribe to listen to sales and marketing leaders reveal the industry’s best insight. Anchor: https://anchor.fm/drive-sales-show Spotify: https://open.spotify.com/show/5j2vWWp... Need help with reaching your full revenue potential?  Let's chat, we sold over $30M of moving services and video survey software in the last 5 years. If we could do it for other movers, why not for you as well? Jump on our site: https://drivesales.com/, and schedule a call today. It's time to drive sales!

    40 Min.

  7. 05.07.2022

    MINIMIZE STRESS, MAXIMIZE SALES: How To Make Moving Less Stressful For Your Customers - Jerad Lovett

    Moving is one of the most stressful life events a person can go through. It's a big life change that can be overwhelming, both emotionally and logistically. And, if you're in the moving business, it's essential to be aware of the stress your customers are under and do what you can to help them through it.  On top of that, there are also many horror stories in the moving industry of customers being taken advantage of by dishonest or unprofessional moving companies. So, in this episode of the Drive Sales Show, I called Jerad Lovett, Founder, and CEO of NexMuv, to chat about how to make moving less stressful for your customers and how to avoid some of the pitfalls in the industry.  Jerad has been in the industry since a young age and now he is on a mission to change it for the better. He is passionate about providing a better customer experience and being completely transparent with customers throughout the entire process.  In this episode, Jerad walks us through the moving process and shares some tips on how you can make it less stressful for your customers. He also shares some of the horror stories from his time in the industry and how you can avoid them. If you're in the moving business or thinking about getting into it, this is an episode you don't want to miss! Overview of what we talked about: 0:00 - Intro 2:01 - Dip dive into the customers' journey 6:44 - What customers need to know to feel safe about moving 10:50 - Moving is very stressful for customers 13:21 - How does the customers' service help 15:18 - Horror stories in the moving industry 21:03 - Plans for the NexMuv 23:48 - Go-To play for customers when plenty of brokers reach out 26:17 - How did Jared get into the moving industry 33:11 - Relying on technology for help 37:42 - Outro Connect with Jerad: https://www.linkedin.com/in/jeradlovett/ Enjoy! ----------------------------------------------------------------------------------------------------------------------- The DriveSales Show is a podcast that builds better salespeople. Actionable sales advice for your business and much more.  Subscribe to listen to sales and marketing leaders reveal the industry’s best insight. Anchor: https://anchor.fm/drive-sales-show Spotify: https://open.spotify.com/show/5j2vWWpn9cdgwVvW8lY6xX Need help with reaching your full revenue potential?  Let's chat, we sold over $30M of moving services and video survey software in the last 5 years. If we could do it for other movers, why not for you as well? Jump on our site: https://drivesales.com/, and schedule a call today. It's time to drive sales!

    40 Min.

  8. 29.06.2022

    The State Of The Moving Industry: It's Time For Moving Companies To Embrace Technology! - Ryan Marsh

    The moving industry is changing. Are you keeping up? And more importantly, are you prepared for the future? Most companies aren't. That's why, in this episode of the Drive Sales Show, we sit down with Ryan Marsh to talk about the current state of the moving industry and how companies need to start embracing technology in order to stay afloat. Ryan has some great insights on what's happening in the industry and why now is the time for companies to make the switch to a more tech-savvy way of doing business. You see, most companies are still using antiquated methods to run their business.  Instead of utilizing technology to their advantage, they're stuck in the past using papers and manual processes that are no longer effective. What's even worse is that many of these companies don't even realize they're behind the times!   Ryan is here to set the record straight and show companies why they need to start using technology if they want to stay ahead of the curve. We also talk about why companies are finding it so difficult to make the switch and what they can do to overcome those obstacles. On top of that, we also discuss pricing, maximizing customer experience, what's the best way to compensate sales reps, and a whole lot more! If you're in the moving business or are considering getting into it, this episode is a must-listen. So, sit down, brace yourself, and get ready to hear some hard truths about the state of the moving industry. It's time to get with the times! Overview of the episode: 0:00 - Intro 1:02 - It's time for moving companies to embrace technology 5:46 - There’s more business out there that companies can potentially handle 8:22 - How to figure out which business is good and which one is not?  11:02 - Changing the pricing a week before the move, and maximizing the customer experience 13:38 - What’s the current state in terms of how salespeople are compensated? 15:42 - Paying sales reps commissions based on the profit margin of the company 17:07 - Keeping things simple 21:50 - Common interest builds a better team 22:51 - The more you share the more people care 25:32 - Different paychecks for the same jobs 27:58 - What set you apart from other companies? 32:58 - “Peak” season 36:22 - Everybody owns their own business inside of the overall business 37:36 - Outro Connect with Ryan: https://www.linkedin.com/in/ryan-marsh-3063a859/ Enjoy! ----------------------------------------------------------------------------------------------------------------------- The DriveSales Show is a podcast that builds better salespeople. Actionable sales advice for your business and much more.  Subscribe to listen to sales and marketing leaders reveal the industry’s best insight. Anchor: https://anchor.fm/drive-sales-show Spotify: https://open.spotify.com/show/5j2vWWpn9cdgwVvW8lY6xX Need help with reaching your full revenue potential?  Let's chat, we sold over $30M of moving services and video survey software in the last 5 years. If we could do it for other movers, why not for you as well? Jump on our site: https://drivesales.com/, and schedule a call today. It's time to drive sales! #drivesales #movingbusiness #moving #sales #movingcompany

    39 Min.

  9. 22.06.2022

    Moving Industry Tips: The Best Advice for People Starting Out - Simy Mathews

    Hey guys, today we have a special treat for you! This is the first episode of the Drive Sales Show that is done in person and we are more than happy to have our good friend Simy Mathews with us. Simy is Chief Experience Officer and a Partner at Kingdom International Movers, a full-service moving company based in Dubai. She came to Belgrade, Serbia, for the move she organized for one of her clients and we managed to do this podcast episode in the middle of the move!  Plus, we even managed to get some great behind-the-scenes footage for you so you can see how a professional international move is done. Simy has been in the moving industry for over 18 years and she has a wealth of experience and knowledge to share with us. We covered a lot of ground in this episode, from the best advice for people starting out in the industry, to what are the challenges in the market today and what the future holds for the moving industry. Simy is an absolute wealth of knowledge and I'm sure you'll enjoy this episode as much as we did. So sit back, relax and enjoy our conversation! Overview of what we talked about: 0:00 - Intro 2:57 - How did Simy organize a move from Serbia to the US 4:54 - What does Simy get excited about? 6:14 - How did Simy end up in the moving industry 11:36 - Moving is always stressful 12:31 - How did Simy partner up with Kingdom International Movers 13:58 - How does it feel when you got your first customer 15:03 - Customers' experience vs price 19:15 - Advice for people starting in the industry 23:42 - What are the future plans for Kingdom International Movers? 28:56 - What are the challenges in the market 30:59 - How technology is used in Saudia and Dubai 32:30 - Advice for people looking to start a moving company 38:06 - Outro Find more about Simy: https://www.linkedin.com/in/simy-mathews-462a8358/ https://www.kimww.com/ ----------------------------------------------------------------------------------------------------------------------- The DriveSales Show is a podcast that builds better salespeople. Actionable sales advice for your business and much more.  Subscribe to listen to sales and marketing leaders reveal the industry’s best insight. Anchor: https://anchor.fm/drive-sales-show Spotify: https://open.spotify.com/show/5j2vWWpn9cdgwVvW8lY6xX Need help with reaching your full revenue potential?  Let's chat, we sold over $30M of moving services and video survey software in the last 5 years. If we could do it for other movers, why not for you as well? Jump on our site: https://drivesales.com/, and schedule a call today. It's time to drive sales! #sales #moving #movingbusiness #drivesales #movingindustry

    37 Min.

  10. 15.06.2022

    Moving Industry Hiring Secrets: How To Choose The Best Sales Reps? - Roeland Delfgaauw

    If you think about it, the success of any business comes down to one thing: its ability to make sales. After all, without sales, there would be no revenue, and without revenue, there would be no business, right? So it only makes sense that when it comes to hiring salespeople, you want to make sure you're choosing the very best.  But how do you know who the best sales reps are? How can you be sure that you're making the right choice?   Well, in this episode of the Drive Sales Show, we sit down with Roeland Delfgaauw, Director & Senior Consultant at GlobalMobilityPartners, to get his insights on how to choose the best sales reps for your company. Roeland has over 25 years in sales and the moving industry, so he knows exactly what to look for when it comes to hiring salespeople.  From what questions to ask in the interview process to how to decide whether someone is a good fit for your company, Roeland gives us all the inside information on how to hire the best sales reps. Aside from talking about the hiring process, we also talked about the future of the moving industry and how starting a company in the moving space actually looks like. It was a great conversation and we're sure you're going to get a lot of valuable insights from it. So sit back, relax, and enjoy the show! Overview of what we talked about: 0:00 - Intro 1:56 - Roeland's backstory 4:02 - How will the moving industry look like in 25 years 7:31 - How starting your own company in the moving space look like 12:30 - How to decide who are you going to hire 13:38 - Tie breaker question when hiring 16:54 - The biggest challenge in Roeland company's growth 19:23 - Answering the right questions with the right answers 21:21 - How do you motivate people to have the same value as you 25:56 - Generational differences and communication problems 29:40 - A simple phone call solves lots of problems 34:45 - Outro Connect with Roeland: https://www.linkedin.com/in/roeland-delfgaauw-775a282/ ----------------------------------------------------------------------------------------------------------------------- The DriveSales Show is a podcast that builds better salespeople. Actionable sales advice for your business and much more.  Subscribe to listen to sales and marketing leaders reveal the industry’s best insight. Anchor: https://anchor.fm/drive-sales-show Spotify: https://open.spotify.com/show/5j2vWWpn9cdgwVvW8lY6xX Need help with reaching your full revenue potential?  Let's chat, we sold over $30M of moving services and video survey software in the last 5 years. If we could do it for other movers, why not for you as well? Jump on our site: https://drivesales.com/, and schedule a call today. It's time to drive sales! #sales #drivesales #movingindustry #movingbusiness #salesreps #recruiting

    36 Min.

  11. 08.06.2022

    50% More Revenue in ONE year? Here’s How This Moving Company Did It! - Erick Barr

    If you are in the moving industry even for just a short time, you've probably heard of Interstate Van Lines. They are one of the biggest moving companies in the United States and they've been in the business for over 75 years. That's a lot of years, don't you think? Well, Interstate Van Lines is a company that is always looking for ways to improve their business and they recently did something that had a huge impact on their bottom line. They increased their revenue by 50% in the last year! How did they do it? Well, that's exactly what we're going to talk about today! In this episode of the Drives Sales Show, I had a chance to sit down with Erick Barr, the sales manager at Interstate Van Lines, and he was kind enough to share with us some of the strategies they used to achieve this massive growth. Erick is a wealth of knowledge and he has a ton of experience in the moving industry and in sales. We talked about many interesting things from how to increase sales, to how to become a better salesman, and we even talked about How to structure your team on a weekly basis. If you're in the moving industry or if you're in sales, this is an episode you don't want to miss! Here's an overview of what we talked about: 0:00 - Intro 2:37 - What's new with Interstate van lines 5:50 - How did Interstate increase revenue by 50% in the last year? 08:21 - How to improve closing ratios 13:07 - Interview questions that tell you a lot about the person 15:35 - Great salespeople function the best on their own 17:17 - How to structure your team on a weekly basis 20:23 - The leader is out there pulling the rope 23:35 - Keep your head in the game or you will lose more than you gain 26:27 - The mindset of the team always needs to be on point 30:46 - If people see that you are needy and pushy they'll walk away 31:54 - Benefits of the competitive team 34:53 - Cut your losses and learn from your mistakes  35:49 - What's the trigger that alerts you when you make a mistake 39:48 - Outro   Connect with Erick: https://www.linkedin.com/in/erick-barr-798665b/ Enjoy! ----------------------------------------------------------------------------------------------------------------------- The DriveSales Show is a podcast that builds better salespeople. Actionable sales advice for your business and much more.  Subscribe to listen to sales and marketing leaders reveal the industry’s best insight. Anchor: https://anchor.fm/drive-sales-show Spotify: https://open.spotify.com/show/5j2vWWpn9cdgwVvW8lY6xX Need help with reaching your full revenue potential?  Let's chat, we sold over $30M of moving services and video survey software in the last 5 years. If we could do it for other movers, why not for you as well? Jump on our site: https://drivesales.com/, and schedule a call today. It's time to drive sales!

    41 Min.

  12. 03.05.2022

    Drive Sales Show Trailer

    Unscripted conversations around sales, moving, entrepreneurship, growth, and potential life wisdom in between. Join real people having real business conversations with no fluff. Your host is Milovan Milosevic, Founder and CEO @ DriveSales.com

    23 Sek.

Trailer

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Unscripted conversations around sales, moving, entrepreneurship, growth, and potential life wisdom in between. Join real people having real business conversations with no fluff. Your host is Milovan Milosevic, Founder and CEO @ DriveSales.com

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