Pit Stops to Podium: B2B RevOps Podcast RevPartners

In this episode of Pit Stops to Podium, we're thrilled to have Josh Braun, a former Head of Business Development at Basecamp and the Co-Founder & CEO of Sales DNA. Josh's expertise lies in aiding sales leaders, CEOs, and founders to build systems that consistently secure meetings with qualified buyers. Known for hosting the Inside Selling Podcast and creating the Badass Growth Guide, Josh is a seasoned thought leader in sales strategy.



Throughout this episode, Josh delves into customer engagement for successful deals, exploring pivotal sub-topics that redefine sales tactics. From selling without sounding salesy to deciphering why people buy (and why they don't), he navigates strategies like being a red X in a sea of white circles. With valuable insights on personalization versus relevance, overcoming sales objections, and breaking through the zone of resistance, Josh offers actionable advice to revolutionize sales approaches and drive success.



Chapters:


00:00 - Intro


01:03 - Josh Braun Background


04:08 - Who’s Josh Outside Work


04:59 - Enhancing Customer Engagement for Mutual Success


08:24 - The 'Red X' Strategy for Product and Service Enhancement


14:00 - Rethinking Objections in Selling


19:51 - Shining a Light on Problems, Not Convincing to Buy


22:04 - Engage with Josh



//ENGAGE WITH JOSH

Josh’s LinkedIn

Josh’s Website



//MENTIONS

Dish Network

Jellyvision

HubSpot

Zendesk



//SUBSCRIBE!

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New "pit stops" every week.

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//STAY AWESOME &  DO IT BIG!!

Website: revpartners.ioListen on Spotify and Apple Podcasts

In this episode of Pit Stops to Podium, we are honored to have Jim Cathcart, a renowned mentor, author, and Hall of Fame professional speaker. With his extensive experience as the founder of The Going Pro Experts Academy Mentorship and author of 25 bestselling books, Jim brings a wealth of knowledge and practical insights to our discussion.



During the episode, Jim will explore the essential traits of a great sales professional and the role mindset plays in achieving sales success. He will share proven strategies for bulletproof selling and discuss how "The Acorn Principle" relates to effective sales techniques. Additionally, Jim will provide valuable advice on navigating challenging times in sales and the power of relationship selling.



Chapters:


00:00 - Intro


00:53 - Who Cathcart Institute Is


07:58 - Who’s Jim Outside Work


10:56 - Enhancing Sales Leaders' Mindset for Success


15:00 - The Half of the Job Mindset


16:55 - Implementing Acorn Principle in Bulletproof Selling Strategies


21:24 - Guiding Revenue Leaders Through Economic Challenges


25:14 - Engage with Jim



//ENGAGE WITH JIM

Jim’s Website

Jim’s LinkedIn



//MENTIONS

American Bank Association

Earl Nightingale

MassMutual



//BOOKS

The Acorn Principle

//SUBSCRIBE!

Subscribe to RevPartners YouTube Channel

New "pit stops" every week.

Join our growing community! 



//STAY AWESOME &  DO IT BIG!!

Website: revpartners.ioListen on Spotify and Apple Podcasts

In this episode of Pit Stops to Podium, we're thrilled to have Matthew Neuberger, President & CEO at Neuberger & Company, known for elevating sales performance, increasing revenue, impacting company growth, and implementing advanced sales training methodologies.



Today's conversation will explore the realm of superior selling attitudes and behaviors. Matthew will uncover the dynamics behind achieving exceptional sales results while shedding light on the often surprising traits exhibited by top executives. Additionally, he'll delve into the intricacies of primary communication styles essential for effective salesmanship.

Chapters:


00:00 - Intro


00:47 - Who Neuberger & Company Is?


04:24 - Who’s Matt Outside Work


08:07 - Understanding The Superior Selling Concept


14:05 - Qualify, Close, Present


19:35 - Effective Communication Styles with Clients


24:52 - Identifying Customer Communication Styles


27:31 - Engage with Matthew



//ENGAGE WITH MATTHEW

Matt’s LinkedIn

Neuberger & Co Website



//MENTIONS

Sandler

Fredric G. Reynolds



//SUBSCRIBE!

Subscribe to RevPartners YouTube Channel

New "pit stops" every week.

Join our growing community!  



//STAY AWESOME &  DO IT BIG!!

Website: revpartners.io

Listen on Spotify and Apple Podcasts

In this episode of Pit Stops to Podium, we're excited to introduce Ian Koniak, President and Founder of Ian Koniak Sales Coaching and CEO of Untap Your Sales Potential. With a background in leading national training workshops for Fortune 500 companies and a career sales record exceeding $100 million, Ian's expertise is unmatched. As the former #1 Enterprise Account Executive at Salesforce.com and current Acting Dean at Pavilion's Enterprise Sales School, he brings a wealth of knowledge to our discussion.

Today's episode revolves around Unlocking The Sales Champion Mindset. Ian will explore the defining traits and habits of Sales Champions, offering insights on effective coaching strategies for Account Executives to reach their peak performance.

Chapters:


00:00 - Intro


00:44 - Who Untap Your Sales Potential Is + Ian’s Background


05:47 - Who’s Ian Outside Work


08:31 - Unleashing Sales Champion Mindset Dynamics


14:56 - Establishing Effective Sales Behavior Patterns


22:46 - Managerial Strategies for Prioritizing Sales Pipeline Development


30:08 - Engage with Ian



//ENGAGE WITH IAN

Ian’s LinkedIn

Ian’s Website



//MENTIONS

Ricoh USA, Inc

Salesforce

John WoodenNick Saban

Bill Walsh

Kirby Smart

Northrop Grumman



//BOOKS

Ruthless Elimination of Hurry by John Mark Comer



//SUBSCRIBE!

Subscribe to RevPartners YouTube Channel

New "pit stops" every week.

Join our growing community!  



//STAY AWESOME &  DO IT BIG!!

Website: revpartners.ioListen on Spotify and Apple Podcasts

In this episode of Pit Stops to Podium, we're excited to introduce Ian Altman, Founder at Same Side Selling Academy, a distinguished keynote speaker and author specializing in integrity-based business growth. Ian is renowned as a sales and marketing modernization consultant for B2B business leaders, boasting an illustrious career as a professional speaker, podcast host, and contributor to prestigious platforms such as Forbes and Inc.



Today's episode revolves around overcoming sales traps and embracing value. Ian will delve into the differentiators between top-performing teams and the average, shedding light on the common adversarial traps that sellers encounter. Furthermore, he'll discuss the vital shift from a focus on price to emphasizing value, providing valuable insights for our audience.



Chapters:


00:00 - Intro


00:54 - Ian's Journey with Same Side Selling Academy


03:24 - Same-Side Selling Approach Explained


04:32 - Who’s Ian Outside Work


07:29 - Embracing Value Shift in Sales Traps


11:37 - Adversarial Traps in Pricing for Sellers and Buyers


16:55 - Closing the Gap in Seller-Buyer Conversations


20:21 - Characteristics of High-Performing Teams


27:12 - Engage with Ian



//ENGAGE WITH IAN

Same Side Selling Website

Ian’s LinkedIn



//MENTIONS

Jack Quarles

Keenan



//SUBSCRIBE!

Subscribe to RevPartners YouTube Channel

New "pit stops" every week.

Join our growing community!  



//STAY AWESOME &  DO IT BIG!!

Website: revpartners.io

Listen on Spotify and Apple Podcasts

In this episode of Pit Stops to Podium, we're thrilled to introduce Mor Assouline. Mor is a multi-talented professional who wears various hats in the sales industry. He serves as the Founder at FDTC (From Demo To Close), a Sales Coach at FDTC University, a Strategic Advisor at Vajro, and a Sales Instructor and Mentor at Six Figures. Mor's wealth of experience and expertise promises an enlightening discussion for our audience.



In today's episode, we'll delve into the captivating world of sales demos and how they can be utilized to drive success. Our primary focus for this episode centers around unlocking the potential of persuasive sales demos. We'll also explore the nuances of understanding the different personalities of your prospects and discover how to leverage psychological insights to enhance your win rates. Mor will also share some valuable insights and strategies to help you achieve an outstanding 50% close rate in your sales efforts.



Chapters:


00:00 - Intro


00:51 - Who’s FDTC + Mor’s Background


04:07 - Fun Facts About Mor


06:11 - Balancing Discovery and Demo for Sales Success


08:11 - Distinguishing Great Demos from Poor Ones


12:27 - Adapting Sales Approaches to Buyers' Needs and Personalities


16:58 - Improving Your Demo Success with Three Key Questions


22:19 - Fostering Humility, Vulnerability, and Effective Communication in Sales


25:21 - Maximizing Demo Impact for Faster Sales Cycles


26:49 - Engage with Mor



//ENGAGE WITH MOR

Demo to Close Website

Mor’s LinkedIn

//BOOKS

Expert Secrets

Traffic Secrets



//SUBSCRIBE!

Subscribe to RevPartners YouTube Channel

New "pit stops" every week.

Join our growing community!  



//STAY AWESOME &  DO IT BIG!!

Website: revpartners.ioListen on Spotify and Apple Podcasts