Authentic Persuasion Show

[514] Mystery Shopping Lesson: Answer The Call Sep 23, 2022

How can you be even more successful in sales? Why is it important to always answer calls? Of everything that you do, calling your leads the first time is equally important to anybody who calls you back. Always make sure to answer the call because it’s literally all that matters. In this episode, I continue […]

[513] Determining Your Strengths Sep 22, 2022

How do you determine your strengths? What is it that is getting in the way for you to know yourself more? It is possible for every strength that you have, that it can also be a giant weakness. It can be a huge issue if you’re not careful. And the bigger the strength equals the […]

[512] Adam Geffner from Mphasis (APS Aftershow) Sep 21, 2022

“We have to convey to these people to not be a gatekeeper of knowledge, share the information, and we will realize that you are the reason that the team is now being elevated.” – Adam In this episode, you will be listening to the aftershow with Adam Geffner. This is a casual conversation, off the […]

[511] Getting Great Results From Your Contact Center, with Adam Geffner from Mphasis Sep 20, 2022

What are the elements that build up a successful organization? Why is it important to have a technical team behind a sales team? In this episode, Adam Geffner from Mphasis and I talk about getting great results from your contact center. We also talked about his sales and leadership experiences in the contact center industry. […]

[510] Talking Tradeoffs Sep 19, 2022

When is the perfect time to start talking tradeoffs? Why do you even have to talk about it? As a salesperson, always remember that this part of the conversation is going to be different for each person, situation, or sales process. But what’s most important, is that you really have to mention it. In this […]

[509] Mystery Shopping Lesson: Multiple Attempts Sep 16, 2022

How does persistence help you to be successful in sales? What is holding you back in making that 2nd call attempt? As someone who is in sales, it is not just about calling or emailing once, you have to be persistent and determined in the right way. If you are not reaching out to your […]

[508] Leaning into Leadership Sep 15, 2022

What is the difference between leaders and managers? How can you be a leader in your sales conversations? Your job in sales is to help people in a way that benefits them, not just yourself. You are there to help them to get to a better place and make necessary changes. In this episode, I […]

[507] Todd Smith from Heyday Now (APS Aftershow) Sep 14, 2022

“I don’t wanna change a KPI for a day. I wanna change a behavior. And I think that’s what we focus on is how do I change that behavior for a lifetime instead of the KPI for a day?” – Todd In this episode, you will be listening to the aftershow with Todd Smith. This […]

[506] EX (Employee Experience) Drives the SX and CX, with Todd Smith from Heyday Now Sep 13, 2022

What role does gamification play in a sales operation? In what ways can you motivate your sales teams to do their best at all times? You can really tell the difference between a solid close-knit team and one that’s not. It would be great to be in a team that feels like a family, and […]

[505] Focus on the Sales Experience Sep 12, 2022

Why is it important to focus on the sales experience? Why do some companies don’t focus on it? A lot of sales organizations think it’s just the numbers. If we make enough dials, if we knock on enough doors, if we set enough appointments, if we, if we make people sit through enough demos, we […]

[504] Mystery Shopping Lesson: Speed To Lead Sep 09, 2022

What is mystery shopping? What are some lessons that we can learn from it? If you’re in sales, an individual contributor, or a salesperson, this is super important for you because this is the difference between winning and losing. In this episode, I talk about a mystery shopping lesson, which is speed to lead. Learn […]

[503] Understanding the Role of Ordertaker Sep 08, 2022

What is it like to be an order taker? What is the role of this type of salesperson? If you’re still not getting the results that you want, it could be some other things that are out there that are causing you to not be as effective. In this episode, I talk about understanding the […]

[502] Ronnell Richards from Business & Bourbon (APS Aftershow) Sep 07, 2022

“Sales is the ultimate entrepreneur of the corporate world. You are the entrepreneurs and what you put into it, how you invest in your customer, and how you create solutions is going to be to your benefit.” – Ronnell In this episode, you will be listening to the aftershow with Ronnell Richards. This is a […]

[501] Shut The Hell Up And Sell, with Ronnell Richards from Business & Bourbon Sep 06, 2022

Why is it important to understand the “why”? What motivates you to continue doing the things that you believe are valuable? For us to succeed in sales, we need to understand the fundamentals of our profession. It is crucial to understand your own “why” in life. In this episode, Ronnell Richards from Business & Bourbon […]

[500] The Big 500th Episode Sep 05, 2022

How did the Authentic Persuasion Show come about? What inspired me to keep creating content and reach 500 episodes? This is an exciting milestone of mine and I would like to take this occasion to acknowledge and celebrate where this podcast came from, and where it is now. Learn more about my story and the […]

[499] Top Tip for Change Management Sep 02, 2022

What is one thing that most people hate? Could you also be one who is afraid of it? In this solo episode, I talk about the fear of change, and how should you manage to adapt to a change initiated by your sales leaders. For people in sales roles, you know what that’s like when […]

[498] The Value of Vision Boards Sep 01, 2022

What value does a vision board have? How do you actually make one? In this episode, I talk about the importance of having a vision board. It’s never too late to make a vision board. For those who don’t have one, or never heard of it, go to jasoncutter.com, and there is a link on […]

[497] Teresa Dodson from Greenbacks Consulting (APS Aftershow) Aug 31, 2022

“What I’ve seen in the collection space, is the most effective collectors take on a lot of what we do, which is relationship building, being empathetic, and being very soft about the approach” In this episode, you will be listening to the aftershow with Teresa Dodson. This is a casual conversation, off the cuff, and […]

[496] Stop Selling…Listen and Guide, with Teresa Dodson from Greenbacks Consulting Aug 30, 2022

How do you successfully build relationships with your customers? Why is it more important to listen to understand, than to listen to reply? A lot of people believe that retention starts after the client is enrolled, and that’s totally not true. Retention starts the minute you are on the phone with the customer, talking for […]

[495] Finding Creativity in the Sales Process Aug 29, 2022

How do you find creativity in the sales process? Why is this such an important sales success trait? This is a huge separator between the unsuccessful salespeople and the successful, based on results, and closing deals. The key to creativity is it’s all about solving problems. In this episode, I talk about finding creativity in […]

[494] Why Don’t You Have A Sales Process? Aug 26, 2022

Why do you not have a sales process in your organization? Why is having a sales process so important? You need to have a sales process built out in your team, such that every single member of the team is doing it the same way. You will get more success as a team when you […]

[493] Facing the Follow-up Aug 25, 2022

How do set a strong and effective follow-up to your prospects? What are some challenges that you face during this stage? You will never close 100% of your deals, but you can move the needle in your favor by getting effective follow-ups. In this episode, I talk about facing follow-ups in your sales process. Learn […]

[492] Assaf Cohen from Pay.com (APS Aftershow) Aug 24, 2022

“There’s no room for ego, no room for ego in this company. If you feel bad about us posting that you haven’t been performing and updating your metrics, then maybe this is not the right place for you.” – Assaf In this episode, you will be listening to the aftershow with Assaf Cohen. This is […]

[491] From SDR to CEO – Everyone Is In Sales, with Assaf Cohen from Pay.com Aug 23, 2022

What are some things you should consider in starting up a business? How does authentic persuasion apply to this? You just don’t get into a business for the sake of running a business. You should understand the marketplace and the customers that you want to serve. In this episode, Assaf Cohen from Pay.com and I, […]

[490] Problems with Urgency Aug 22, 2022

How do you execute urgency in an effective way? What can be some of the problems with urgency? Urgency is the part when done wrong, it just feels super gross. It’s when you think of sales and you think of that pushy person who’s only focused on their goals to help you buy, to make […]

[489] Confidence Is Key Aug 19, 2022

How can confidence help you persuade your prospects? How do you build it up in your self? There’s one thing that is the most important part of being successful in sales and in most things of life. When you have it, in what you’re saying in yourself and in your sales conversations, you can sell […]

[488] Bringing Hope and Trust into Sales Aug 18, 2022

What role do hope and trust bring as you deal with your prospects? How do you develop this attribute within yourself? To be successful in sales, you really need to make it all about your prospects. Take what you learned about them, the information you found out about why they want what it is that […]

[487] Jennifer Hatcher from Simple Choice Lending (APS Aftershow) Aug 17, 2022

“Backing away allows them to be a better leader versus being in it every second of every day and trying to have a pulse on everything” – Jennifer In this episode, you will be listening to the aftershow with Jennifer Hatcher. This is a casual conversation, off the cuff, and unscripted. Learn more about Jennifer […]

[486] Succeeding In The World Of B2B2C Sales, with Jennifer Hatcher from Simple Choice Lending Aug 16, 2022

What are some challenges in B2B2C Sales? How can we be successful in this type of business model? It is important for everyone in an organization to be in the same process. This is one factor that will surely create a big impact on the success of your company. In this episode, Jennifer Hatcher from […]

[485] Focusing On Your Objections Aug 15, 2022

What gets in the way for you to close more deals? Are you able to identify your own personal objections? If you want to be successful in sales, make sure that you’re aware all the time of what objections you are bringing with you into your sales role, and what are you putting on other […]

[484] What Impression Are You Leaving With Prospects? Aug 12, 2022

What impression are you leaving with your prospects? What are some factors that cause you to struggle with sales conversations? You must understand fully how your prospect sees you and your approach if you want to be successful in sales. Always be aware of what they might think your intentions are. In this solo episode, […]

[483] Embracing Empathy in Sales Aug 11, 2022

Why is empathy so important in order to be an authentic persuader? How can you develop this attribute? When you are asking questions and you do it in a way where you actually want to know the answers, this will lead you to listen more than you speak. In this episode, I talk about embracing […]

[482] Brad Parker from FormPiper (APS Aftershow) Aug 10, 2022

“Teaching me the value of hard work and money was something that my dad was really good at. And it’s still working today” – Brad Everyone has their own success story, and some can influence others to reach their own way of success. In this episode, you will be listening to the aftershow with Brad […]

[481] Identify The Problem and Solve It, with Brad Parker from FormPiper Aug 09, 2022

How do you drive your sales team to achieve their goals? What are some effective strategies to help them scale? Technology these days has played a big role in identifying problems and challenges that are getting in the way to success, and there are softwares out there that can really help you identify it and […]

[480] Why Curiosity Is Important Aug 08, 2022

Why is curiosity important to be successful in your sales role? What things should you be curious about? In sales, you need to be curious about everything to do with what you’re selling, how it works and the value it’s giving to your prospects. If you want to move to quota breaker status, and be […]

[479] When Will You Be Ready To Speak To Prospects? Aug 05, 2022

When will you know it’s time for you to finally talk to some prospects? How do you get yourself ready for it? If you’re new to sales, a lot of you who have the natural tendency to want to be in sales would want to dive in right away. While other people on the other […]

[478] Successful Sales Aug 04, 2022

How do you define success in the world of sales? How can you improve in facilitating your customers? I believe your job as a salesperson is to pull people along towards your vision for them. The only way to be successful is to make it all about them and make them feel safe. In this […]

[477] Tyler Orrell from Quinstreet (APS Aftershow) Aug 03, 2022

“When people do pick up [the phone], we’re encouraging them, we’re providing them the services they need in a way that’s positive, not pushing people through.” – Tyler How do you handle the stigma where people avoid answering phone calls, thinking they are scammers? How do you differentiate your organization from these folks? In this […]

[476] Support Your Team And They Will Succeed, with Tyler Orrell from Quinstreet Aug 02, 2022

What value are you bringing to the people you engage with? As a leader, how can you more effectively motivate your people? If a person is trying to reach out, it is because they don’t know or is not sure of something, and they are looking for some guidance on your part. Always remember to […]

[475] Why Extrinsic Motivation Only Works So Much Aug 01, 2022

Why does extrinsic motivation only work so much? What is the downside of this strategy? Most people are conditioned to focus on extrinsic motivation, especially if you are in sales. This tradition is just handed down over time, and salespeople are just so used to it. In this solo episode, I talk about how extrinsic […]

[474] When Your Prospect Thinks They Can Do It On Their Own Jul 29, 2022

What do you do when your prospects think they can do it on their own? How do you handle this scenario as a sales professional? A lot of salespeople want to fight, use rebuttals, and convince the prospect that they are engaging with. There are some who would manipulate, trick, or bribe them with a […]

[473] The Importance of Trust in Sales Jul 28, 2022

What keeps your customers from moving forward in your sales conversations? How do you earn their trust? If you remember from the authentic persuasion pathway, there are five pillars, and you have to go through those parts of the process to have an effective and complete sale. In this episode, I talk about the importance […]

[472] Phil Gerbyshak (APS Aftershow) Jul 27, 2022

“I think sales forecasting is super important. Forecasting allows us not just understand revenue, but also people growth.” – Phil There are things that you or your organization itself might be missing as to why you are not scaling. It is important that you follow a standard sales process in order to be successful. In […]

[471] Connection Matters, with Phil Gerbyshak Jul 26, 2022

Why is it important to have that connection with your prospects? How do you create a connection? As a sales professional, you don’t need to fill the air with garbage. However, you will need to share what’s important. And if you can listen, and give heed to people, saying less is often even more powerful. […]

[470] Authentic Persuasion Q&A Part 8 Jul 25, 2022

Should I try to sell via email or text? My prospects keep telling me they do not have the budget, what should I do? In this episode, I continue with having Part 8 of my question and answer segment. I really want to help everyone in sales, it’s part of my mission, to help facilitate […]

[469] Are You Over-Automating Your Sales Process? Jul 22, 2022

Are you over-automating your sales process? Is this strategy overall a bad thing for your success in sales? In most areas of our lives, there’s no reason to be doing the things that you don’t have to be doing because technology is there. There’s a lot of things that used to be done manually that […]

[468] Help Them See The Destination Jul 21, 2022

How do you adapt to a new strategy that your company or leader carries out? Why is it important as a sales professional to be open to change? If your leaders are asking you to do or change something different, the reason is that they feel it’s going to help them succeed on that mission […]

[467] Kevin Daly from Value-Ad (APS Aftershow) Jul 20, 2022

“If people are impatient, you need to have a conversation with them really early on that that is engaged with something that they’re interested in.” – Kevin Daly Consumers these days just have less patience. As a salesperson, in charge of directing them to the right path, you’ve gotta be mindful and empathetic of that. […]

[466] Quality Conversations Matter, with Kevin Daly from Value-Ad Jul 19, 2022

How can quality conversations affect our success in sales? What can you do to improve on this aspect as a salesperson? You need to make every conversation count. As a salesperson, your role is to guide your customers to the right path whether it is beneficial for both of you or not. In this episode, […]

[465] Authentic Persuasion Q&A Part 7 Jul 18, 2022

What are some challenges that you face in getting personal information? How do you deal with personal doubts in your products or service? A sales process is a formula that you have to follow. No matter what you’re selling, no matter who you’re selling to, it is the fundamentals that need to be a part […]

[464] What To Do If You Aren’t Smooth During Your Sales Process Yet Jul 15, 2022

What should you do if you aren’t that smooth enough during your sales process yet? How do you respond when you don’t know the answer to a question? The normal response from new salespeople is they get concerned, and scared, and they anticipate that the customer is not gonna put up with it, then that […]

[463] Handling Objections Jul 14, 2022

How do you overcome objections that come your way? What if your own objection is yourself? This is the number one thing that people usually have challenges with within their selling process. Sometimes other selling strategies will work on the clients who have not moved forward, but most of the time it won’t. In this […]

[462] Jay Hammans from DialAmerica (APS Aftershow) Jul 13, 2022

“In the sales world, I’m gonna be my own trainer sometimes, I’m gonna be my own support staff sometimes, but I can’t ever stop investing in learning more.” – Jay In this episode, you will be listening to the aftershow with Jay Hammans. This is a casual conversation, off the cuff, and unscripted. Learn more […]

[461] A Part-Time Gig That Got Way Out Of Hand, with Jay Hammans from DialAmerica Jul 12, 2022

How do you prepare to become a leader? Are you ready if an instant opportunity to become one comes for you? Being a good salesperson and a sales professional is actually being a leader of the prospect and being the guide, and the leader that they would want to follow. In this episode, Jay Hammans […]

[460] Enrolling vs. Selling Jul 11, 2022

What is the contrast between enrolling and selling? And how are they relevant to each other? When we talk about sales, it generally has a connotation of something I’m doing to you. Now when somebody is enrolling in something, they’re actually signing up, and it’s more of a process. In this episode, I talk about […]

[459] How Long Of A Conversation Before Giving A Quote? Jul 08, 2022

How long should you take your conversations before moving to the quotation part? How does this impact your success? A lot of times salespeople get in the mode where they just wanna rush to that point, and the challenge is that you make it feel like an unpleasant sales experience. In this solo episode, I […]

[458] Understanding and Overcoming Fear Jul 07, 2022

Do you recognize your primary greatest fear? Why is it important to understand and overcome your fears? Most people are afraid of embarrassment and literally being in the spotlight. You should not be afraid to step up and embrace change, because that’s where you will learn and grow. In this episode, I talk about fears […]

[457] Craig Radford from CSD (APS Aftershow) Jul 06, 2022

“It’s not just a problem in the United States. Deaf people are underestimated and are not given the same opportunities as hearing our goal is to see that change.” – Craig What is it like to live as a deaf person? How can these folks enjoy the same opportunities and privileges as the hearing ones? […]

[456] Lessons From Leading A Deaf Contact Center, with Craig Radford from CSD Jul 05, 2022

How do you successfully lead a deaf community? How can this be relative to authentic persuasion? It is imperative in leading a deaf organization to find qualified people that have the ability to interact with a hearing corporation and work with internal deaf employees. To manage and work between both worlds requires a lot of […]

[455] Replay – Top Ways To Sell Like A Sales Professional Jul 04, 2022

Are you ready and willing to take the necessary steps in shifting from a salesperson to a sales professional? What are some of these steps? As a sales professional, you are carrying the responsibility of helping other people get to a better place. Always think of what’s best for each person you speak with. In […]

[454] Stop Stopping Jul 01, 2022

How can you tell that a salesperson is an order taker? Why is it also important to recognize it in your self? In what I do, listening to phone calls, talking to sales reps, or observing them in their sales calls, I can actually pick up a tell of somebody who is an order taker. […]

[453] Having A Sales Process Jun 30, 2022

If you don’t have a sales process, you won’t know what’s broken, what’s not working, and what needs to be improved. Some people think sales is about talking people into and out of things, manipulating situations, and getting people excited. You need to understand the fundamentals of sales, then apply any of those sales processes […]

[452] Kelly Decker from Beyond Finance (APS Aftershow) Jun 29, 2022

“It’s been a challenge trying to get people to realize that we are doing a service for people. We are helping them avoid bankruptcy.” – Kelly How can debt relief programs help you? What is it in this industry that people have to know about? In this episode, you will be listening to the aftershow […]

[451] Lessons About Persuasion and Empathy From The World Of Debt Collections, with Kelly Decker from Beyond Finance Jun 28, 2022

How do you deal with people who owe you money? What could be a more effective way in dealing with them? Generally, people would really want to be heard and understood. Understanding this basis will make you shift from those old-school sales tactics where you just keep harassing people, to being more empathetic and going […]

[450] Controlling Your Sales Day Jun 27, 2022

How do you control your sales day? What does this necessarily mean? People, in general, will default to being reactive instead of proactive. As salespeople, we must be careful in choosing between the two, as the one or the other will surely bring an impact on our sales. In this episode, I talk about controlling […]

[449] 5 Sales Success Traits Jun 24, 2022

What are the elements of a successful salesperson? What if you are not naturally born to be in sales? I think there’s no such thing as a natural-born salesperson, and I firmly believe that anybody who wants to, can make themselves into a sales professional. In this episode, I talk about the 5 Sales Success […]

[448] Becoming A Sales Professional Jun 23, 2022

You can be yourself, you can be an introvert, and be successful in sales. It doesn’t have to be all or nothing. You need to have a system and a process. You need to be the leader that knows where the destination is. To be a sales professional, make sure you have these traits: openness, […]

[447] David Rueda from LendingUSA (APS Aftershow) Jun 22, 2022

“There’s nothing quite like immersing yourself in somebody else’s culture. And I think that’s the difference between transactional sales and relationship sales” – David How do you avoid the siloed nature within organizations? What impact can internal alignment bring to your organization? In this episode, you will be listening to the aftershow with David Rueda. […]

[446] Building A Great Sales Operation Focused On Relationships, with David Rueda from LendingUSA Jun 21, 2022

What gets in the way for your business or product to succeed? One of the keys to success is focusing on selling internally as much as externally, and having the full support of every department. You also need to find and select the right person for a certain vertical or project in order to succeed. […]

[445] Why “Sales” Feels Like A Dirty Word Jun 20, 2022

Why do “sales” feel like such a dirty word? What actually comes to your mind, when you see salespeople starting to approach you? When it’s done right, with an intention to help somebody get to a better place, sales can be an act of service. Sales is something you’re doing for somebody and with somebody. […]

[444] Who Is Running Your Team? Jun 17, 2022

Who is running your team? What concerns sales leaders and business owners? The goal of businesses is to make money, be successful as a company, and also help you be successful. If there’s something that needs to be rolled out or changed, embrace that. In this episode, I talk about an experience I had in […]

[443] Avoiding Survival Mode Jun 16, 2022

One of the biggest challenges I see with people in sales is that they are so focused on the moment, and they’re not thinking long-term. When you’re in survival mode, you’re not thinking long-term, and then it actually causes this death spiral of your sales career. Usually there comes with it some level of desperation, […]

[442] Reda Ahlouche from EDM (APS Aftershow) Jun 15, 2022

“Being young, and coming from nothing, I do understand where people come from. I do understand the poor people, and someone who needs a chance.” – Reda How does having a dream or vision help you in life? Are you ready to act on what it takes to reach them? In this episode, you will […]

[441] Me, Myself & I. How to build a 100M Company, with Reda Ahlouche from EDM Jun 14, 2022

What are the keys to scaling a business successfully? How do you deal with the challenge of finding the right people? It’s important to have the correct structure in place for your organization, as well as the ability to leverage people. Do not be afraid to recruit people who are smarter or more capable than […]

[440] Authentic Persuasion Q&A Part 6 Jun 13, 2022

How do we keep a positive mindset? How does this affect you in your sales career? Life is tough to keep a positive mindset but when you’re in the sales world, it can be even more challenging. In this episode, I will continue to address questions that I get from my clients, and from people […]

[439] Welcome to Season 6! Jun 13, 2022

Welcome back to the Authentic Persuasion Show! This is officially the Kickoff of the 6th Season. Tune in and join me in this journey, as I continue on my mission to help change the way we all sell. Make sure to catch the unique setup this season which will help everyone out there in their […]

[438] Training Session – 34 – Authentic Persuasion Q&A Part 5 Jun 06, 2022

I am struggling with getting past gatekeepers, what should I do? How should I approach that? My sales keep canceling, how can I get them not to cancel? In this episode, I will continue to address some common questions that I get that are related to sales. Learn more about the basic fundamentals of sales, […]

[437] Training Session – 33 – Authentic Persuasion Q&A Part 4 Jun 01, 2022

My clients treat me like I should be on demand, and that I work for them. Is there anything I can do to change that? In this special episode of my training session, I continue to address questions that are sales-related. One of the things that I love doing more than anything, is helping facilitate […]

[436] Training Session – 32 – Authentic Persuasion Q&A Part 3 May 23, 2022

My manager asked me to move up to a team lead supervisor role, should I do it? I used to be a door-to-door salesperson. Now I’m over the phone and working from home, I’m struggling to get the same results I used to get. What can I do? In this special episode of my training […]

[435] Training Session – 31 – Authentic Persuasion Q&A for Leaders May 17, 2022

How do you recruit authentic salespeople who will be effective? How do I manage my reps to a process, but give them the latitude of being authentic? In this special episode of my training session, I addressed some leadership-focused questions that will help everyone in a leadership role. Learn more about leadership, how to be […]

[434] Training Session – 30 – Authentic Persuasion Q&A Part 2 May 09, 2022

What is the one question I should be asking that will help me close more deals? You said it is my duty to help people, especially as their guide, but my product doesn’t change lives. How do I get people to care? These are some of the questions that I get that I am going […]

[433] Training Session – 29 – Authentic Persuasion Q&A May 02, 2022

Will people buy at me if I am being my real self? How can I become effective in being authentic? People actually want you and your authentic self and they want to know that they are dealing with a human who cares. In this special episode of my training session, I am going to answer […]

[432] Training Session – 28 – They won’t buy today…now what? Apr 18, 2022

What happens after, when people don’t buy? Is there anything you can do about it? In sales, no matter what, it’s not B2C nor B2B, but H2H. It’s human to human. The big thing is that no matter what you sell, no matter who you’re dealing with, none of that really matters at the fundamental […]

[431] Training Session – 27 – Why Does The Sales Experience Matter? Apr 11, 2022

What does sales experience mean to you? Why does it even have to matter? The sales experience is about what the prospect is dealing with, what your employees are dealing with, and then ultimately what your company is facilitating. In this episode of my training session, I talk about the sales experience and what it […]

[430] Training Session – 26 – Marry The Vision. Date The Strategy Apr 04, 2022

What does it mean to “Marry the Vision, and Date the Strategy”? Why is this important to be applied by everyone in an organization? The mission and vision explain what you do, who you’re focused on, and the value you provide. While the strategies, are about how are you going to get there. In this […]

[S2E08] Why Companies Don’t Build Better Training Programs? Mar 31, 2022

Why don’t companies build better training programs for their staff, and for their leaders? In this episode, Oliver and Jason talk about how training programs can help your sales team achieve success. One of the biggest things where companies fail to build scalable training programs is when they put somebody in that role and they […]

[429] Training Session – 25 – Working Together: Marketing & Sales Mar 28, 2022

Why does working together as a team matter so much? How can you break down silos between marketing and sales? One of the things that get in the way is when a prospective customer hears or reads something, then they get to the salesperson, and the salesperson says something different. In this episode of my […]

[S2E07] Why Do Sales Leaders Get Bogged Down In The Details? Mar 24, 2022

Why do sales leaders get bogged down in things that may or may not be helpful for their sales teams? When companies have too much data that nobody knows really where to start, you won’t really know where to focus your time and energy. One of the big keys for managers or leaders who feel […]

[S2E06] Why Aren’t Sales Teams Good at Recruiting? Mar 17, 2022

Why aren’t sales teams good at recruiting? What are some of the big recruitment issues? One of the issues is that organizations try to hire people that are just like them, hoping that person knows what to do and will come pretty much ready to be the best. In this episode, Oliver and I talk […]

[428] Training Session – 24 – Sales Processes Mar 14, 2022

Why is it important to follow a sales process? How can it help you in becoming authentic? If you are not sure about a sales process, or why one would be valuable, the key is that what you’re looking for is scalable, consistent, expected results. In this episode of my training session, I talk about […]

[S2E05] Why Do Sales Teams Have So Much Turnover? (pt.2) Mar 10, 2022

Why do sales teams have so much turnover? Why causes your team to have low morale? If everybody else is churning around, morale sweeps through like wildfire. When you’re looking at people burning out, it always has that negative atmosphere and negativity breeds negativity. In this episode, Oliver and Jason talk about continue to talk […]

[047] Lead Data Enhancements and Appends, with Steven Moreno from IM Data Center Mar 09, 2022

How can you be more effective in your marketing? How has it changed over the past 20 years? In this episode, Steven Moreno from IM Data Center and I, talk about lead data enhancements and appends. We also talked about his experiences in helping his clients by providing precision targeting for online marketing, telemarketing, and […]

[427] Training Session – 23 – Mindset & Mental Health Mar 08, 2022

What are some factors that affect our mental health? How is this relevant to you, being in a sales role? In this episode of my training session, I talk about mindset and mental health. There’s a lot that goes into sales and selling, and a lot that makes it a tough mental game, which then […]

[S2E04] Why Do Sales Teams Have So Much Turnover? (pt 1) Mar 03, 2022

Why do sales teams have so much turnover? How do you address this problem? Sales is predominantly thought to have a higher expected turnover because it’s such a rough gig. In any company, there’s always going to be some level of turnover, where people just come and go. In this episode, Oliver and Jason talk […]

[046] Digital Marketing Strategies and Success, with Donald Batsford from Google Mar 02, 2022

Are you fully using your digital capabilities to connect with people? How do you leverage digital marketing? The world has changed when it comes to marketing. In order to be more effective, you must ensure that you are leveraging all available resources to engage your prospects. In this episode, Donald Batsford from Google and I […]

[426] Training Session – 22 – Getting Your Ideal Sales Job Feb 28, 2022

As a salesperson, you might want to ask yourself – “what type of things do I want to sell?” or “what kind of product or service would I be excited by and believe in?” In this episode of my training session, I talk about getting your ideal sales job. If you have a sales role, […]

[S2E03] Why Do Sales Leaders Fail? Feb 24, 2022

Why do sales leaders fail? Where do they struggle? When we talk about failing, we talk about not supporting their team, not doing their job effectively, or not having the capability to do so. When this happens, it will affect the business, and ultimately the revenue. In this episode, Oliver and Jason talk about the […]

[045] Becoming Bulletproof for the Sales Battlefield, with Shawn Rhodes from Bulletproof Selling Feb 23, 2022

What qualities do you think a successful sales leader should have? How can you make your sales team stand out on a sales battlefield? In this episode, Shawn Rhodes from Bulletproof Selling and I, talk about becoming bulletproof for the sales battlefield. “The priority that every sales leader should be encouraging in their team, is […]

[425] Training Session – 21 – Generating Referrals Feb 21, 2022

How do referrals help you in your sales career? What happens when you don’t focus on it? One of the biggest challenges I see with people in sales is that they are so focused in the moment, in the short-term, and they’re not thinking long-term. It’s really tough to farm when you’re worried about eating […]

[S2E02] Why don’t companies do Leadership Training? Feb 17, 2022

Why do some call centers not do leadership training? What impact can it bring to the company? This episode will bring you to the leadership role, which is related to the previous episode’s topic of why are employees these days harder to manage. It is not always the leader who is solely responsible, but more […]

[044] Recruiting and Retention Success, with Milan Batinich from A.W. Companies, Inc. Feb 16, 2022

How do you become successful in recruiting and retention? How do you manage to lead a team with considerable diversity in behavior and preferences? One of the biggest things in successfully keeping people in the company is the Platinum Rule, where you take a step further and treat your employees the way they want to […]

[424] Training Session – 20 – Preventing Buyer’s Remorse Feb 14, 2022

Was it really something I wanted to do? Is that something I should do? Does this make sense to me? These are some of the few questions customers might have after making a purchase. It’s human nature for everyone to have some form of buyer’s remorse after purchasing almost anything of any value. In this […]

[S2E01] Why Are Employees Harder To Manage? Feb 10, 2022

Why are employees today more difficult to manage? What are some of the contributing factors? The most amazing technology, leads, sales process could mean nothing if you don’t have the operations side worked out. It’s coming from somewhere in the leadership side if you’re having all these people issues. In this episode, Oliver and Jason […]

Season 2 (intro) – We are back! Feb 10, 2022

Welcome back to Call Center Confidence with Cutter & Catt! This marks the beginning of a new season. We will continue to talk about all of the phases, and all of the parts that it takes to build a successful call center. Stay tuned, and stick around as we head into season two. Learn more […]

[043] The Art and Science of Call Center Success, with Richard Blank from Costa Rica’s Call Center Feb 09, 2022

What does it take to build a successful BPO company? How successful are you with your agents? In running a call center, make sure you got the right people on the bus, and if you do then find the best seat for them. In this episode, Richard Blank and I, talk about his experiences in […]

[423] Training Session – 19 – Addressing The Cancellation Paradox Feb 07, 2022

What does a paradox mean? What comes to mind when you hear the words “The Cancellation Paradox”? If you’re a sales professional, you’re going to have people that are going to cancel or people that are going to change their minds. It is always not easy to guide people who are stuck in their comfort […]

[042] How Emerging Media Can Help You Close More Sales, with Eric Smith from Incremental Media Feb 02, 2022

In a world full of distractions, how can you reach more customers? Are you winning overall with your marketing strategy? Consumers aren’t always going to do what you think they should. They will not always follow your footsteps. And many companies only consider how they want to market their product, yet neglect to consider what the consumers want. In this […]

[E422] Conversation on the Senior Living Foresight Show Feb 02, 2022

How do you sell without selling? Why is empathy pivotal when it comes to sales? Sales is sales at a basic level, and the fundamentals are the same. People usually default to order taker mode, and they don’t really know how to make it applicable to a particular customer. In this special episode, you are […]

[E421] Training Session – 18 – Overcoming Your Own Objections Jan 31, 2022

What are some of the obstacles you face in your sales career? How can you go over your own doubts? Becoming a customer is a fundamental experience that everyone has prior to entering a sales career. We sometimes bring our customer experiences with us, and it will be quite difficult for you to persuade others […]

[041] Learning How To Become A Sales Professional, with Leff Bonney from Florida State University Jan 26, 2022

How do you move up from a salesperson to a sales professional? What are some of the steps to be successful in a sales career? It is not as simple as you may think to start in the sales industry. Few people are born salespeople, while most must work hard to acquire the necessary skills. In this episode, Leff […]

[E420] Training Session – 17 – Kicking Off Your New Year Jan 24, 2022

How do you make the shift from being a salesperson to a sales professional? Are you always evaluating yourself and looking for ways to improve? Remember that everything in life is sales. If you want your children to do something, you’ll need to use some level of persuasion, leadership, and trust to convince them to agree. This […]

[040] Lessons From A Sales Revenue Growth Expert, with Doug C. Brown Jan 19, 2022

Every department of a company must learn how to connect with customers on a human-to-human level somewhat on the customer journey so that they feel valued, whether it’s short-term or long-term sales. In this episode, Doug C. Brown from Business Success Factors and I, talked about his experiences in talking to CEOs and top business leaders in […]

[039] The Value of Good Data, with Courtney Sylvester from SalesIntel Jan 12, 2022

How can data help you in scaling with your sales team? How important is it to understand the data that you have? It’s crucial to understand where everything you’re doing derives from. To make better sales, marketing, and operational decisions, you should be reviewing whatever you have on a regular basis. In this episode, Courtney […]

[E419] Welcome to 2022: What Is Coming Up For This Year Jan 11, 2022

Welcome to 2022! What’s next for the Authentic Persuasion Show? In this episode, I am going to give you a recap of what the plans are for this year. Focusing on my ultimate mission – to enable and encourage over a million authentic persuaders in the world, let’s shift the way sales is done. Make […]

[E418] Order Takers vs. Authentic Persuaders Dec 13, 2021

What type of salesperson are you? Are you just taking orders, or are you an authentic persuader? Your goal is to guide people through a process and to a specific destination. Don’t only build rapport, demonstrate empathy, and develop trust, and then just hope that your customers will want to do business with you. In […]

[Ep.29] Finishing Out The Year Strong Dec 10, 2021

Your team certainly wants to be paid at this point in the year, but do they still want to work as hard as they did before? You should be finishing the year with confidence and momentum moving into the next because it’s far more difficult to shake everyone up if everything is dying off. In […]

[038] Shaping the Next Generation of Sales Professionals, with Caitlyn Gill from Oregon State Sales Academy Dec 08, 2021

How can sales become a profession for somebody? What is the process to make this happen? In recent years, there has been a trend toward professionalizing the field of sales in all of its various forms. There are college programs and independent organizations that are making this attainable right now. In this episode, Caitlyn Gill […]

[E417] How Do You Build Up and Trigger Urgency? Dec 06, 2021

How do you build up and trigger urgency? Why is this so important in your sales process? This is the make-or-break step, and it’s where most order takers fail. This is the part that, when done poorly, feels quite unpleasant, similar to when you think of that person who is entirely concerned with pushing and pressuring you […]

[Ep.28] Overcoming Sales Management Challenges Dec 03, 2021

What are some of the challenges that sales managers face these days? Has it changed compared to the last 10 years? Many things have changed since the past – how businesses operate, the technology available, the complexity, and how consumers buy. There are, nevertheless, some fundamentals that remain the same. In this episode, Oliver and […]

[E416] Can You Win at Sales with Authenticity? Dec 01, 2021

What type of salesperson are you? Can you win at sales with Authenticity? Most people associate the phrase “sales” with a grossly misleading image of a – jacket, tie, and pushy car salesperson. Remember that the most respected people are the ones who are honest, and these people are the ones who earn trust. In […]

[E415] Important Closes You Should Be Using Nov 22, 2021

What are some important closes that you should be using, or are so fundamental? How critical is it to have a thorough understanding of your sales role? When sales is done in a certain way, it’s all about human to human. No matter what, your job is to help a confused, worried, scared, or excited […]

[E414] What If You Don’t Close A Deal? Nov 15, 2021

What if you don’t close a deal? What happens when you have a sales conversation with someone, and then you have to do some follow-up? In most sales environments, rarely ever is it a hundred percent, one-call close. People sometimes need to check in with someone else because they don’t feel safe and are relying […]

[E413] Training Session – 12 – Being a Purveyor of Hope Nov 08, 2021

How can you be a purveyor of hope? Why is it critical to recognize that everything you do is for the benefit of the customer? As a salesperson, you are the one giving your customers the path, as your role is to be their guide. This is where you tell your prospects, how they can […]

[E412] Training Session – 11 – Diagnose, then Prescribe Nov 01, 2021

Prescription before diagnosis is malpractice. What does this mean? How does this relate to becoming an Authentic Persuader? In terms of sales, diagnosing involves deciding what is going on for your potential buyer and evaluating if you can help them. The key is that you must first diagnose and determine what they are suffering from, […]

[E411] Training Session – 10 – What is the formula of Trust? Oct 25, 2021

What is the foundation to developing trust? What are the advantages of being a trustworthy salesperson? When all else is equal, people will buy from individuals they know, like, and trust. You can’t ask, demand, or compel someone to trust you. It can only be built using a formula. In this training session, I talk […]

[E410] Training Session-09- Empathizing for Success Oct 18, 2021

Do you empathize in order to succeed? Should you even be concerned about potential customers? In this episode of my training session, I continue to talk about empathy and actually winning with it in all your sales process. Always ensure that you leave them in a better state than you found them. Asking questions, listening, […]

[E409] Training Session – 08 – Effective Empathy Oct 11, 2021

How do you show empathy in a way that is effective? Are you getting positive results in your sales conversations? There is no right or wrong, good or bad when it comes to demonstrating empathy; it’s all about effectiveness. This is where you ask questions, go through your fact-finding process, analyze, and try to get […]

[E407] Training Session – 06 – What Are They Afraid Of? Sep 27, 2021

What is it that you are afraid of? As a salesperson, are you able to face challenges? If you want to be successful in sales, you need to know what your prospect is going through. Purchasing something new involves change. And, for the most part, change can be worrisome. In this episode of my live […]

[E406] Training Session – 05 – Are You Being A Leader? Sep 20, 2021

Are you being a leader? What does it entail to become a leader on your own? In this episode of my live training session, I discuss all you need to know about leadership and its elements. I don’t mean leadership in the sense of managers, supervisors, directors, or bosses, or someone in charge of salespeople. […]

[E405] Training Session – 04 – Acknowledging Your Strengths Sep 13, 2021

How well do you know yourself as a salesperson? Do you work on your weaknesses so you can become better at them and make them your strengths? If you want to be really effective at sales and persuading people, you have to understand how your mind is working, and then apply those to your prospects. […]

[E404] Training Session – 03 – Know Fear & WHY Sep 09, 2021

What are your personal fears and how do you deal with them? How well can you recognize these feelings in yourself? Fear is something you can’t get rid of. Fear is always present; it is a part of us. The idea is to recognize your fear, experience it, then go ahead and do it anyway. […]

[E403] Training Session – 02 – Making Yourself Into A Sales Pro Sep 06, 2021

What are some positive characteristics of a salesperson? What distinguishes effective salespeople from the rest? Every successful salesperson, in my opinion, possesses five characteristics. All of these are attributes that may be learned and improved through time. In this episode, I talk about the good attributes of a sales professional that can you help you […]

[E402] Training Session – 01 – Are You An Order Taker? Sep 03, 2021

What does it mean to be an order taker? In the field of sales, what do these people do? Salespeople who are acting like order takers are trying to close deals and maybe giving up a lot on price, or they’re so worried about upsetting the other person by selling them or moving them forward […]

[401] Announcing the new Scalable Call Center Sales Podcast Jul 22, 2021

What’s next for the Authentic Persuasion Show? Some of you may have wondered where I went once the podcast season ended. Here, I will tell you what’s been going on with me for the past couple of months. Stay tuned for what’s coming! Buy Selling With Authentic Persuasion: Transform from Order Taker to Quota Breaker […]

[400] ASK! with Mark Victor Hansen Feb 19, 2021

Do you want to know the mindset of a salesperson? Are you interested in developing skills in the sales industry? Are you looking for answers on how to become successful in sales? Sales is the highest paid work yet the lowest paid easy work in the world. It’s thought-and-feeling transfers where you don’t know when […]

[399] Do You Have A Mission? Feb 18, 2021

What is your mission? What drives you? And we’re not talking about big life purpose, not even about, how you’re going to change the world. But more of like, what is at the core? One of the biggest things that have been found in a person’s life is that when you set a mission, or […]

[398] Getting Your Mind Right, with Kevin Stacey Feb 17, 2021

Do you doubt yourself? Are you not confident enough to take on sales? Do you have what it takes to be a top salesperson, or are you going to cower away? People who are confident trust their capabilities. They do not wallow in fear and hide; instead, they are driven through a positive mindset and […]

[397] Dominating Stages and Sales Success, with Jennifer Gottlieb Feb 16, 2021

Are you wondering how you can improve your company’s sales? Interested to know how can you authentically connect with your audience rather than simply making a sales pitch? What does “thoughtful” communication really mean when you’re talking to a customer? What’s the strategy behind successful conversations? If you are a salesperson or a business owner, […]

[396] Door2Door Success, with Sam Taggart Feb 15, 2021

What does it really take to be successful in door-to-door selling? Analyze the situation, be intuitive and come up with a way to break the ice and have a good authentic conversation with who you are selling to, and then do the transaction. The three types of salespersons are “dinosaurs..” herbivores (they take the leads […]

[395] BOLD Business Success, with Jess Dewell Feb 12, 2021

How do we find the missing elements that are keys to our success? How do we move forward and go to where we need to go? Do you want to make sure your actions align with yourself in the future? Your company wants and needs you to succeed. If you work for a company and […]

[394] APS Live with Michael Ferree (Replay) Feb 11, 2021

Have you effectively utilized your prospect client’s data to close a successful deal? How has lead generation evolved throughout the years? Does traditional marketing still work, or will it eventually go out of date? Time passes by quickly, and the business industry would likewise adapt to these changes. Techniques and strategies will never be obsolete; […]

[393] Adding ROCKET FUEL to your life, with C Roc Feb 10, 2021

What comes to your mind when you heard the word ‘rocket fuel’? Do you possess that rocket fuel within you? How can you turn setbacks into capital rocket fuel? A lot of times, people aren’t grateful for the things they have. They worry about what they don’t have and that’s the first thing that blocks […]

[392] APS Live with Maya Connet (Replay) Feb 09, 2021

Can sales be a career for women? How are women making a shift into tech sales? Women are effective in sales because they are good listeners. If most of the time is spent listening to clients, the salesperson gets a wealth of crucial data to build a compelling, collaborative, consultative, mutual success plan to achieve […]

[391] Sales Success through Connectedness, with David Meltzer Feb 08, 2021

Are you interested in making a lot of money? Do you like to empower a billion people to be happy? Do you want to learn how to achieve your dreams? Your happiness is determined by whether you can enjoy the consistent persistent pursuit of whatever your potential is. The key is having enough drive persistence […]

[390] Sales Team Success using the C3 Framework, with Mali Phonpadith Feb 05, 2021

Where do companies miss the mark that affects their community and culture? Is your team happy in the workplace they are performing in? Moreover, is your company, organization, or team in a healthy collaborative environment? Working in a workplace where everyone is collaborating and working together is an ideal workplace that can result in a […]

[389] When No Leads To $$$ Feb 04, 2021

Telling NO actually leads to money – As a Salesperson, how do you sleep at night when you persuade people to buy from you? How can rejecting or saying no lead to more money and profit? Are you leading your customers to the framework you know you can help when they need your product and […]

[E388] Improving Retention from an HR Expert, with Eric Stewart Feb 03, 2021

Are you facing high turnover in your company? When it comes to addressing turnover concerns, what is your first step to employee retention issue? Do you hire candidates based on their skills or attitude? Have you seen any commonality on the reasons why your employees leave? There are so many reasons why employees leave a […]

[387] Balance Between Abundance and Urgency Feb 02, 2021

How do we move people forward in the sales conversation? Are you having doubts about losing the chance of closing a sale from a potential client? Do you want to know the balance between Abundancy and Urgency? There are about 7 billion people on the planet. Not everyone will buy from you, and not everyone […]

[386] Mindset Guidance for Sales Success, with Tim Skiba Feb 01, 2021

Do you want to know the secret to effective sales? Do you want to learn how to become a successful salesperson and be able to help others as well? Sales is a mental game. Being in charge of the sales process and providing service to the customer require a lot of focusing on. It’s important […]

[385] B2G (Government) Sales Success, with Kevin Jans Jan 29, 2021

What are the proper ways to approach the government as a business entity? Do you think your current knowledge is sufficient to deal with its complexity? How will you navigate yourself when you are in a pinch? Do you have what it takes to deal with them? The government is one of the essential keys […]

[384] APS Live – Everyone Is Different (Replay) Jan 28, 2021

How does your optimism in the business industry measures in 2021? Have you found a way to steer around the challenges facing you this year? Does your current sales perspective match with the shifts brought by the pandemic? How will you stand out in the new era of sales? We all have different wants, needs, […]

[383] Confident Introvert and Sales Success, with Stephanie Michelle Jan 27, 2021

Are you an Introvert? Or an Extrovert? How can you create a network of people who connects with you in a suitable way to your interests? How can you meet somebody and form a relationship with them? There’s a difference between being an introvert and just being shy. Networking and connecting with other people requires […]

[382] APS Live with JD Gershbein (Replay) Jan 26, 2021

How can you put yourself in the position to win business? How does consistency contribute to your authenticity? We’re all a work in progress. We’re all trying to get better, do better. We’re all continuously adapting, reinventing ourselves, improving ourselves, communicating with the world. And from that you take and you build and you assimilate, […]

[381] Selling From The Heart, with Larry Levine Jan 25, 2021

How do you show your authenticity to your clients? Does your authenticity build around your interest in profits? Or is it to deepen the relationship and create an image of charisma? Do you want to transform your selling such that it would be your new calling? Humans are naturally emphatic. This is precisely why authenticity […]

[380] Speed To Lead Success through Persistence, with Jesse Teron Jan 22, 2021

What is persistence? What does it provide, and why is persistence valuable to companies? A lot of times, order takers don’t even know why somebody would want it. They know what the brochure says, what they were told in training, but they haven’t walked a mile in their customer’s shoes enough to go. Your duty […]

[379] How Confident Are You? Jan 21, 2021

How does lack of confidence hold you back from showing your best self? Can you possibly pretend to have confidence and get the attention of your audience? Many people, especially when they go into sales, do not plan to sell for the long haul. For most, it isn’t their life goal. Nothing comes from nothing. […]

[378] Network Marketing Sales Done Right, with Richard Brooke Jan 20, 2021

Have you encountered weird-looks when introducing yourself as a salesperson? Do you find it difficult to convince prospect clients? All businesses need to sell to survive but why do so many people are repelled against the idea of a “salesperson”? It is common to see bad apples mixed in a stack of good ones, this […]

[377] Enrolling versus Selling Jan 19, 2021

What does it mean to ENROLL versus to SELL? Enrollment may be seen as similar to selling, but it is not the same thing. However, it is true that those who are very good at enrollment, have no trouble selling. So what should your focus be? When people hear the word “sales”, it’s almost synonymous […]

[376] Success through Admired Leadership, with Dr. Suzanne Peterson Jan 18, 2021

What do you feel about your leadership role? How will you improve your leadership skills and be the person you aspire to be? Leadership is a word where the meaning differs relative to the scale. A student leader’s responsibility appears menial in the grand scheme of things, but a country leader is responsible for the […]

[375] The Success Finder, with Brandon Straza Jan 15, 2021

Are you seeing stagnant sales figures despite the fact that your sales team looks busier than ever? It could be because your salespeople have fallen into the trap of bad sales habits and toxic sales strategies. The real question here is what makes a good salesman? Selling is all about connecting and build real and […]

[374] Virtual Sales Tips Jan 14, 2021

Are you out of ideas on what to do during the pandemic? Are you concerned about how to transition your traditional sales persona to the virtual space? With the risk of spreading the virus in mind, the business world made the largest shift towards the virtual space. Different companies are now slowly adapting to the […]

[373] From Computer Programmer to Global Sales Leader, with Matthew Newman Jan 13, 2021

Having trouble reaching your clients during this pandemic? How can you manage your sales team to be able to keep up with today’s demands? How will you build trust with clients? Having an analytical approach to what you are selling is very important. Setting up your team and knowing what will work in the work […]

[372] APS Live with Casey Hasten (Replay) Jan 12, 2021

Do you want to scale down your turnover-rate to scale up your business? Are you tired of wasting most of your resources hiring employees without plans to stay for the long haul? Today’s recruiting environment has never been more challenging. Just when you were working to meet your recruitment quotas, the whole world went sideways. […]

[371] How to be a Home Service Millionaire, with Tommy Mello Jan 11, 2021

What can you do to improve your relationship with your team? How will this change your company? Many people are chasing after customers or clients. And so many people are letting their top talent go and getting another person. Most people believe that they need to wait till everything’s perfect to make a decision. People […]

[370] Sales Succes through Mindfulness, with Joy Rains Jan 08, 2021

How does being mindful has a great impact on your sales profession? Where should you focus on to achieve success? Mindfulness is an awareness of the present moment. Noticing your visualization and affirmations would be things to do when you’re not with your customer to train your mind. Mindfulness helps you respond consciously rather than […]

[369] Selling in 2021 Jan 07, 2021

Are you struggling to get a sale during this pandemic? Are you worried everything will stall out for your business? Do you want to know how you will be able to get back on track this 2021? 2020 has been a challenging year to close sales and gain trust. With the current situation, creating client […]

[368] Sales and Contact Center Success through Benchmarking, with Bruce Belfiore Jan 06, 2021

How can you get the right people? Does comparing yourself to others have a value? You need to have better staffing so that you could make more sales. More staff getting, more support bringing in training, bring in help, and being perfect. If we get the right people in, we onboard them the right way, […]

[367] APS Live with Benita Samuels (Replay) Jan 05, 2021

Is your business geared with the highest visibility? Have you laid down a sturdy foundation for your business to grow and prosper? Have you taken into consideration the advantages of having a well-equipped business publicity? Fading into obscurity is one of the most disastrous scenarios that any businessperson would want to avoid. With the massive […]

[366] Leadership and Sales of a Global Outsourcing Company, with Chanie Gluck Jan 04, 2021

Have you found your unique selling point? Were you able to utilize it to its max potential? Or are you still trying to figure out your strengths and weaknesses? “We are all born unique”, one of the most common statements you can hear from advocates of personal development. Learning our unique abilities and using them […]

[365] Welcome to 2021! Jan 01, 2021

How is your mindset going to 2021? Will you expect and start your year full of optimism? Or will you be cautious and set your mind towards possibilities? Are you well-prepared as you face 2021? The pandemic set the world into a roller coaster. Any business, big corporations to small businessowners, were thrown off guard […]

[364] Finishing Strong (in your sales process) Dec 31, 2020

Do you want to end your year in sales career with splendor? Do you want to finally close the deal and start your prosperous new year? Do you want to finish this year strong and fulfilled? This year is full of ups and downs. The world, as we know it, is moving forward towards an […]

[363] APS Live with Kwame Christian Dec 30, 2020

Are you terrible at negotiating? Do you want to improve your negotiation skills a notch? Do you want to know the secret to your business success? Negotiation is simply an agreement of the terms between the two parties. As simple as it sounds, the tremendous pressure and intimidation a negotiator go through is not simple […]

[362] APS Live with Aleasha Bahr Dec 29, 2020

Is it a bad idea to promote salespeople? What’s the good idea? Organizations move people up thinking that because they sell well, they can lead well. They have the wrong expectation at all levels. Most organizations barely provide sales training. They provide some sales training and then they hope that people do it or they […]

[361] APS Live with Rob Howze Dec 28, 2020

Do you know your clients well enough? Have you formed an emotional connection with them? Have they expressed their trust in you completely? People are born unique, hence our decisions and how we execute them are dependent on that unique trait. Aligning oneself to your clients will already give a big advantage against your competitors. […]

[360] Happy Holidays from the APS Dec 25, 2020

It is the most wonderful time of the year, Christmas Day. A week to go, before getting into a New Year. In this episode, I encourage everyone to take time to reflect on what has happened over the year. See the good in all things, and take lessons from the bad. Merry Christmas and a […]

[359] What Can You Do If You Don’t Have Flash and Sizzle? Dec 24, 2020

What does it truly take to be successful in sales? Are you an ideal salesperson that has what it takes to be successful? Do you want to know how to be a successful salesperson? A lot of people want to get into sales but they are being they are held back by fear of objections. […]

[358] Observations From A First Time Sales Leader, with Adam Chickman Dec 23, 2020

Do you have what it takes to be a leader? Do you know the difference between a manager and a leader? Are you aligned with the mission of your company? Being a leader is as heavy as lifting a mountain. A leader sets the right direction for the future of his team and makes sure […]

[357] Are You Making It Easy For Your Prospects To Buy? Dec 22, 2020

What are you doing to meet your prospects? Having trouble getting clients to meet due to time conflict? Do you want to expand your tools on how you will be able to properly meet clients and make it easier for both sides? We often get ourselves fixated on how we want to meet our clients […]

[356] Sales and Leadership Success via Podcasting, with Craig Hewitt Dec 21, 2020

Are interested in a way to revolutionize podcasting? Do you want to change the way to disseminate information on your clients and your employees? Do you want to learn the best practices of a successful company? Podcasting has changed the game of dialogues in the entertainment space. Interviews in the past were linear in which […]

[355] Financial Wellness and Sales Success, with George Grombacher Dec 18, 2020

Are you interested in how to generate your wealth? Do you have doubts about handling your finances? Do you want to learn what your company might have missed out for an effective sales team? Dealing with finances has never been easy. Money is not just some paper printed and handed out to people. It requires […]

[354] Does Your Recruiting Process Feel Like It’s Failing? Dec 17, 2020

Do you have the right recruitment process? Looking to hire the right person for your team? Putting the right people into your team is very crucial and can be the foundation for the success of the company. And the hiring process is the first step in hiring people for your team. Determining if the recruitment […]

[353] Using Your Voice More Effectively, with Tracy Goodwin Dec 16, 2020

Have you utilized your voice to its max potential? Do you have a problem in connecting with your clients? Do you have that resonance in you? Having a conversation, as a salesperson, might be too linear. You offer your services, you persuade them, then you close the deal. But persuasion demands a resonance in emotion. […]

[352] Ready For Your First Sales Team? Dec 15, 2020

Do you have the right people on your team? Do you want to escape the situation of being the founder and the only best salesperson in your company? Oftentimes you need the right people for your organization because being the only salesperson could be a positive step in moving forward but it creates a lot […]

[351] Why Steve Hates Authenticity, with Steve Sims Dec 14, 2020

How can you be successful at networking? How can you be the solution to your client’s problem? Relationships often build up networks and those networks can get you to the right persons you want to work with. And to build relationships, you need to ask yourself how can you be the solution to your client’s […]

[350] Networking: More Than Who You Know, with Frank Agin Dec 11, 2020

Are you having trouble trying to connect with people? Feeling blanked out and not knowing what to say? Do you want to know how to lead a conversation in your favor? Any businessperson would feel the itch to strike a deal. However, it takes a lot of mental fortitude and persuasion to close the deal. […]

[349] Why Promoting Your Top Sales Reps Doesn’t Work Dec 10, 2020

Have you ever thought of promoting your top salesperson into a lead role? Thinking that a top salesperson, as a leader, equates to a top sales team? Have you provided them enough support, to help assist you in reviving your company? “Survival of the fittest”, as what the law of the jungle says and that […]

[348] Martech and Sales Success, with Benjamin Shapiro Dec 09, 2020

Why is there a fine line between marketing and sales? How will you interpret the data gathered to create a lead indicator? Does your marketing data translate to effective sales? Does the structure of your business matter? Information is at every customer’s fingertips. Companies struggle to sell products and services to new customers and retain […]

[347] Tips and Tactics Don’t Work Dec 08, 2020

When it comes to sales, it is vital that we ask ourselves this question: “Am I selling TO somebody? Or am I selling FOR, or WITH somebody?” In this episode, I talk about understanding the importance of the foundation, and internal aspects of “why” you are selling. This is where most salespeople fall short, when […]

[346] Sales Success via ABM, with Kristina Jaramillo Dec 07, 2020

Do you want your withered sales to see the light once again? Are you approaching your customers in the correct way? Do you have a hard time being unique against your competitors? Do you really know who your customers are? As technology progresses day by day, many companies have a hard time adapting to changes. […]

[345] APS Live with John Welch (Replay) Dec 04, 2020

How can you create an audience that begs you for help? How do you attract them to you? People buy from you because they feel a connection with you. Buyers connect with “the right person” not so much because of how the product works, but how the right person made them feel good, and part […]

[E344] What To Do If You Are A Toxic Salesperson Dec 03, 2020

What if you are a toxic salesperson? In episode 342, I addressed this topic for the leaders listening. Now, I want to help you – if this applies to you. I truly want you to take your great sales ability and come at your role as a positive force on the team and for the […]

[343] Leadership and Sales Success, with Evan Knox Dec 02, 2020

Want to separate your company from the competition? How do you set the right expectations? Building and scaling a successful company could be a difficult venture. One of the challenges to small business organizations is to bring in the wrong type of salesperson. Many times, companies do not set the right expectations or over-promise on […]

[342] Why Do Companies Tolerate Toxic Salespeople? Dec 01, 2020

Why do companies tolerate toxic energy or behavior in the sales team? Simple: Money A top-performing, revenue-generating rep that also happens to be toxic to the corporate/team culture is better than no rep…right? In this episode, I address this trend, why it happens, and what sales and business leaders should do about it. Buy Selling […]

[341] Don’t Be The Weird Guy At The BBQ, With Daniel Vander Kooi Nov 30, 2020

Don’t be the Weird Guy at the barbeque. Change sales successfully with effective company culture. Transform your sales team from order takers to quarter breakers, significantly increase revenue, and create scalable sales systems. In today’s episode, Daniel Vander Kooi, Founder/CEO of Manna Insurance Group, and I talked about how to build companies through his quote […]

[340] APS Live with Collin Mitchell (Replay) Nov 27, 2020

What are the benefits of being authentic? How can a mindset help you achieve your goals? The most common mistake is focusing your energy on one activity. Look at what you’re doing and think about it like a professional. Most content you see scrolling through social media is from “the pros” – people who have […]

[339] Tis the Season…but for what? Nov 26, 2020

It’s that time of year where things slow down for salespeople. The holiday season is upon us, and the prospective buyers are distracted, busy, tuned out. They don’t want to make buying decisions or don’t care about anything other than making it through the holidays. Well, at least that is what most salespeople think. They […]

[338] APS Live with Jarrett Thomas (Replay) Nov 25, 2020

How do you build a relationship with somebody who doesn’t know you on the other end of the line? What do you say to keep their attention? If you are randomly calling, emailing, or directly emailing your prospects, STOP! It is NOT a numbers game. Become useful and help your prospects. Create value by providing […]

[337] What if they just want the info, and don’t answer questions? Nov 24, 2020

“Just tell me what you are selling, I don’t want to answer any of your questions.” Or maybe: “Can you just show me the demo? I want to see it and I will let you know if I am interested.” Or even: “You don’t need to know that info (in response to trying to get […]

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