Juliet Funt is a globally renowned keynote speaker and founder of the efficiency training firm, Juliet Funt Group. She has brought her powerful concepts to renowned companies such as Spotify, National Geographic, Nike, Sephora, and ESPN. Juliet is also the author of the bestselling book A Minute to Think: Reclaim Creativity, Conquer Busyness, and Do Your Best Work which was nominated for the Next Big Idea Club.

In this episode, Juliet and Steve discuss how to give the best virtual presentations.

Here are some of the topics covered in this episode:

• How salespeople can make an instant impression in the virtual world
• Why choosing the right words can make your sales presentation more effective
• How learning specific vocal techniques can allow salespeople to engage, impress, and sound more interesting
• The biggest mistakes salespeople make when presenting virtually

More From the Guest

Juliet’s Website: https://www.julietfunt.com/vps/ 

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Jon Levy is a behavioral scientist and New York Times Bestselling author. His expertise lies in understanding the intricacies of trust, belonging, and influence, and his work has left a lasting impact on Fortune 500 brands like Microsoft, Google, AB-InBev, and Samsung.

Jon is renowned for his creation of The Influencers Dinner, a clandestine dining experience that brings together luminaries from various fields, fostering deep connections and meaningful interactions. His latest book, "You're Invited: The Art and Science of Connection, Trust, and Belonging," delves into the essence of human connection and belonging, offering invaluable insights for anyone seeking to forge genuine relationships.

In this episode, we dive into the world of trust, human connection, and influence.

Here are some of the topics covered in this episode:

• The concept of inattentional blindness and its implications for salespeople
• The significance of trust in sales, emphasizing honesty, competence, and benevolence
• The power of community and belonging in fostering customer loyalty and support
• Leveraging the Ikea effect to deepen customer engagement
• The importance of designing a sales journey with the end result in mind

More From the Guest

Linkedin: https://www.linkedin.com/in/jonlevytlb/ 

Website: https://www.jonlevy.com/  

Instagram & Twitter - @jonlevytlb

Jon's Book: https://www.amazon.com/Youre-Invited-Science-Cultivating-Influence/dp/0063030977

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John Barrows is a sales trainer and the founder of JBarrows Sales Training, which provides sales training and consulting services to companies and individuals worldwide.

He has been named one of LinkedIn's Top Sales Voices and is a contributor to Forbes, Inc., and Salesforce. John is also the host of the "Make It Happen Mondays" podcast, where he shares insights and advice on sales and business development. 

In this episode, John and Steve discuss techniques to crush every stage of the sales process.

Here are some of the topics covered in this episode:

• Resetting your ideal customer profile in market shifts
• How to make the most out of cold calls and the information you receive
• How to go beyond personalization and show customers what’s relevant to them
• Being proactive against objections and how to handle them
• Getting your customers to the decision making stage

More From the Guest

Website: https://www.jbarrows.com/ 

Social: @Johnmbarrows - Get quick selling tips on his Instagram

Linkedin: https://www.linkedin.com/in/johnbarrows/ 

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Ryan Staley is the Founder and CEO of Whale Boss, a cutting edge consultancy designed around providing fast results. Ryan helps B2B Sales Leaders & Sales Professionals capitalize on the AI revolution to earn more and work less. Ryan is also the host of The Scale Up Show podcast and he’s one of the top voices in AI. 

In this episode, Ryan shares how sales teams can grow faster and bring in more revenue with AI.

Here are some of the topics covered in this episode:

• The tangible benefits of AI tools
• How to save time with AI
• Using AI for common and simple sales tasks
• AI tools to get started with
• How to add AI tools into your daily habits

More From the Guest

Ryan’s Websites: 

https://www.aiforrevenue.com/sale-ai-accelerator-home

https://ryanstaley.io/ 

The Scale Up Show Podcast: https://ryanstaley.io/podcast/ 

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Michael is the CEO and Co-Founder of Callypso, a company that helps account managers generate more revenue through up-selling and cross-selling. Before Callypso, Michael worked for over two years as the Director of Revenue Performance at Chili Piper. 

In this episode, Michael and Steve will be discussing the topic of Sales Expansion.

Here are some of the topics covered in this episode:

• How to figure out your ideal customer and qualify prospects
• Performing a win/loss analysis to understand the reasons why you win or lose deals
• Why it is important to continuously provide value to your customers
• How to split your workforce into account management and customer success teams

More From the Guest

Linkedin: https://www.linkedin.com/in/michaeltuso/ 

Website: https://www.callypso.co/ 

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Tyler Carlson is the Co-Founder of Resquared, a platform that streamlines the prospecting process through powerful automation. He has a long history in tech startups and most recently led a pro-tech startup to over 7 figures in SaaS revenue. Tyler’s focus is the entire customer journey, from getting in the door, closing the deal, and setting customers up for success.

In this episode, Tyler and Steve will be discussing the topic of AI-powered email campaigns.

Here are some of the topics covered in this episode:

• How salespeople can use AI to be more efficient with their time
• Using AI to help make each of your emails unique and avoid email blasting
• Why you should use AI email tools to help nurture your relationship with prospects until they’re ready to buy
• What AI tools you can use to personalize your approach and further stand out with prospects

More From the Guest

Website: https://www.re2.ai/ 

Linkedin: https://www.linkedin.com/in/tylerwcarlson/ 

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Paul Cherry is the founder of Performance Based Results, which provides companies with customized sales workshops, coaching, and leadership programs. He has worked with more than 1,200 organizations, including 175 of the Fortune 500. His top-rated bestseller, Questions That Sell: The Powerful Process for Discovering What Your Customer Really Wants is one of BookAuthority’s “100 Best Sales Books of All Time”

In this episode, Larry and Steve will be discussing the importance of asking the right questions during the sales process.

Here are some of the topics covered in this episode:

• How to gain control as a Salesperson
• Why you should always have a purpose when visiting a prospect
• Why salespeople should focus on the past and future, not the present
• Lock-on and Expansion questions

More From the Guest

Linkedin: https://www.linkedin.com/in/paulcherry1 

Website: https://pbresults.com/ 

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Larry Kendall has been a leader of the real estate industry for 45 years. He is a founding partner of The Group, Inc. which has regularly been nationally recognized as one of the best run and most productive real estate companies in the United States. Larry is a co-creator of the Ninja Selling System, used by more than 100,000 real estate and other sales professionals worldwide. His book, Ninja Selling: Subtle Skills. Big Results. was an Amazon best seller and number one new release in its first week. It received the Axiom Business Book Awards Gold Medal as the best new sales book for 2018.

In this episode, Larry and Steve will be discussing some of the core principles from his book.

Here are some of the topics covered in this episode:

• Why Ninja Selling is all about balancing high income with a quality life
• The difference between the finite and the infinite game
• How salespeople can implement the Ninja Nine into their work life
• Why FORD questions are crucial when building relationships

More From the Guest

Linkedin: https://www.linkedin.com/in/larry-kendall-1078b61/ 

Website: https://you.ninjaselling.com/ 

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Badger Maps - The #1 Route Planner for Field Sales

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Mickeli is the CEO of Bedore Business Group, a business growth advisory and M&A brokerage that helps salespeople achieve rapid revenue growth via timeless marketing, sales & exit strategies. He is also the Co-Founder of Closers Media, which offers courses & content to help salespeople close more revenue and achieve growth.  Some of his previous experience includes leading sales organizations such as IBM, Oracle, and Verizon.

In this episode, Mickeli and Steve will discuss the topic of Sales Growth.

Here are some of the topics covered in this episode:

• Why it’s important to adapt to market shifts
• How relationships help you get an inside view of a company to move the sale forward
• Understanding key metrics to move towards in order to have clear goals
• Why there isn’t a one-size-fits-all sales methodology

More From the Guest

Linkedin: https://www.linkedin.com/in/mickelibedore/ 

Website: https://www.closersmedia.com/ 

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Badger Maps - The #1 Route Planner for Field Sales

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Larry is the founder and CEO of Larry Long Jr LLC, which focuses on sales motivation, training & coaching. He’s the host of the ‘Midweek Midday Motivational Minute series on Youtube and has been coaching sales organizations for 16+ years. Larry’s also the co-author of the book Colour Outside the Lines: Stories of Extraordinary Leadership. His new book, JOLT!: Get Zapped into Intentionality: Rediscover and Believe in Your Inner Greatness was just released in 2022.

In this episode, we’ll be exploring with Larry some of the themes from his latest book, JOLT!: Get Zapped into Intentionality.

Here are some of the topics covered in this episode:

• How to be intentional with your mindset
• Why failure can be a positive thing
• The impact of focusing on what you can control 
• Ways to implement a work-back plan

More From the Guest

Linkedin: https://www.linkedin.com/in/longjr7/ 

Website: https://larrylongjr.com/ 

Instagram - https://www.instagram.com/longjr7/  

Twitter - https://twitter.com/larrylongjr  

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David Newman is a highly successful speaker, consultant, and author with over 25 years of experience. He is a Certified Speaking Professional and member of the NSA Million Dollar Speakers Group, specializing in helping consultants and business coaches increase their revenues by 50%-500% in under 15 months. David has worked with 44 of the Fortune 500 companies and has authored two highly successful books, "Do It! Marketing" and "Do It! Speaking”.

In this episode, David discusses the topic of attracting clients and closing bigger deals which is the focus of his newest book “Do It! Selling”.

Here are some of the topics covered in this episode:

• Common mistakes made by professional services sellers
• Strategies for making selling easier and increasing sales
• Approaching sales conversations to understand a prospect’s needs 
• Targeting the right prospects for increased sales
• Techniques for gaining commitment and closing deals

More From the Guest

Companion tools and downloads for the book: www.doitselling.com

Free PDF manifesto for sales pros: www.doitmarketing.com/manifesto

Listen to The Selling Show podcast: www.thesellingshow.com   

Linkedin: https://www.linkedin.com/in/davidjnewman/

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Badger Maps - The #1 Route Planner for Field Sales

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Our 95,000+ subscribers stay at the top of their game with actionable tips from top sales experts.

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