Sales Secrets

Gabe Larsen

So the question is this, how do entrepreneurial sales people like us, who have traditionally sold alone and used gut and intuition to hit their number, take their innate talents and begin selling using science, technology, and the secrets of thousands who have done it before---to crush their quota and change the world. That is the question and this podcast provides the answers.

  • 22 minutes 44 seconds
    Maximizing the Value of a Customer: A Casino’s Most Important Assets with Cory Morowitz at Morowitz Gaming Advisors
    Customers are king and nowhere is that more apparent than in the casino and gaming industry. The retention and treatment of a customer can make or break a company. In this episode, managing partner Cory Morowitz talks about his experience consulting companies on the importance of the customer in the gaming industry.
    17 October 2019, 6:47 pm
  • 13 minutes 47 seconds
    How Successful Leaders, Lead with Transparency with David Karp at Numerator
    Transparency is a buzzword but it’s still important. Great companies have figured out a way to be transparent but also be private. Transparency doesn’t mean telling everything but it does mean open and honestly. In this episode, David Karp talks about transparency and how great companies use this tool to be successful.
    14 October 2019, 4:30 pm
  • 20 minutes 30 seconds
    Secrets to Successful Account Management with Suneal Rao at InsideSales.com
    Account management has been around a long time but it’s changing every day. There are emerging trends that are forcing leaders of account management to change the way they do their job and it’s a good thing. In this episode, Suneal Rao talks about trends in account management and the secrets great companies are following to win with this important sales function.
    10 October 2019, 2:10 pm
  • 27 minutes 9 seconds
    How to Scale an Inside Sales Team with Jeff Knowlton at Softchoice
    Inside sales is growing at incredible rates and it doesn’t appear to be slowing down anytime soon. Many companies struggle to figure out how to change their typical outside sales motion to an inside sales motion. In this episode, Jeff Knowlton from Softchoice talks to us about how to effectively scale an inside sales team.
    7 October 2019, 2:13 pm
  • 19 minutes 34 seconds
    Engaging Employees in Times of Change with Sharlene Dozois at Cision
    Change is hard. Nobody likes it but it is something that we all have to deal with every day in sales. In this episode, Sharlene Dozois from Cision talks about her experiences with change and how she’s managed teams through that change to be successful.
    3 October 2019, 3:28 pm
  • 22 minutes 11 seconds
    Moving from Question Selling to Insight Selling with Lori Langholz at BDO
    Why do sales reps always want to talk about themselves? It’s because they are comfortable with that. It’s hard to learn about the customer, their problems, and their industry but that’s exactly what great salespeople do. They spend more time on the customer then they do themselves. In this episode, Chief Business Development Officer Lori Langholz talks to us about her discoveries of moving from a question-based sales to an insight based sale.
    30 September 2019, 2:00 pm
  • 2 minutes 25 seconds
    Three Enduring Sales Principles with Joe Haynie at JCI
    We've all sold for a long time but many of us have not taken the time to step back and think about what are the principles that make us successful in our day-to-day selling. In this episode, Joe Haynie from JCI talks to us about three enduring sales principles that have shaped his career and help to make him a successful sales leader
    23 September 2019, 4:18 pm
  • 21 minutes 9 seconds
    How to Master Pre-Call Planning with Jeff Boyle at Cision
    Pre-call planning is one of most important tasks we overlook in sales. Many sales reps want to simply get on the phone and do their thing, but more and more reps are finding that shoot from the hip approach is not working. In this episode, we dive into how Jeff Boyle from Cision coaches his team to think about pre-call planning: - Research the contact & their company - Check your CRM system - Explore on LinkedIn (Contact & Company Page) - Competitor overview - Plan for the call
    23 September 2019, 11:22 am
  • 25 minutes 36 seconds
    Are You a Real Salesperson or Not with Bill Parry at AspenTech
    There are a lot of salespeople in the world but not every salesperson really wants it. To win at sales, you have to dive deep into yourself and really decided if you want to really get better at what you do or not. Don’t talk the talk if you’re not ready to walk the walk. In this episode, we talk about how some of the greatest salespeople in the world are successful.
    16 September 2019, 12:00 pm
  • 26 minutes 39 seconds
    How to Support Frontline Sales Managers w/Natalie Bering @ServiceNow
    Front-line managers are oft-forgotten and they shouldn't be. In this episode, Natalie Bering from Service now talks about how to support managers by coaching them, maximizing your 1:1 time with them, and focusing on their professional development.
    12 September 2019, 12:00 pm
  • 30 minutes 51 seconds
    How Sept 11th Transformed me and my career w/ Jim Donovan (Bonus Episode)
    September 11th was a terrible time for many people and the US as a whole. For many people, it was a day they will never forget as it changes their lives forever. In this special episode, we talk to inside sales executive Jim Donovan about his experience on 9/11 and how his life was transformed.
    11 September 2019, 12:00 pm
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