Sales Strategy & Enablement by Revenue.io

Episode 142: What is Content Marketing and What Companies Need to Be Doing Right NOW! w/ Joe Pulizzi

26 Apr 2016

Contributed by Lukas

In today’s episode, Joe Pulizzi (author of the best-selling book, Content Inc.: How Entrepreneurs Use Content to Build Massive Audiences and Create ...

Episode 141: Learn the Mistakes Companies Make in Regards to Social Media w/ Corinna Essa

25 Apr 2016

Contributed by Lukas

In today’s episode, Corinna Essa (President of Social Media Worldwide) and I discuss the mistakes SMB owners make with their social media presence.

Episode 140: Dealing with the Complexity of an Enterprise Sale w/ Bridget Gleason

22 Apr 2016

Contributed by Lukas

In today’s episode, I talk with Bridget about the complex enterprise sale. 

Episode 139: The Comparison of Tools for Sales Productivity: Now and Then w/ Micheline Nijmeh

21 Apr 2016

Contributed by Lukas

Micheline Nijmeh is the CMO at LiveHive, a unified Sales Acceleration Platform that delivers buyer-side analytics. Today we discuss the many definiti...

Episode 138: Unique Challenges Small Businesses Face in Today’s Economy? w/ Anita Campbell

20 Apr 2016

Contributed by Lukas

Anita Campbell is the founder and CEO of Small Business Trends, an award winning online publication for small business owners, entrepreneurs, and the ...

Episode 137: The Aftermath of Flight 1549 and How the Lessons He Learned Pertain to Sales w/ Dave Sanderson

19 Apr 2016

Contributed by Lukas

Dave Sanderson is author of Moments Matter: How One Defining Moment Can Create a Lifetime of Purpose. He was the last passenger off the US Airways Fli...

Episode 136: What Does the Future Hold for Sales and Business? w/ Josiane Feigon

18 Apr 2016

Contributed by Lukas

Josiane Feigon is a sales futurist and the founder of TeleSmart Communications, we go over the 10 must-have skills required to be successful on the p...

Episode 135: What’s in Your Sales Stack? w/ Bridget Gleason

15 Apr 2016

Contributed by Lukas

My regular guest on Front Line Friday is Bridget Gleason, VP of Corporate Sales for SumoLogic. In this episode, I ask Bridget what’s in SumoLogic’...

Episode 134: A New Sales Readiness Platform Helping Companies with On-Boarding Issues w/ Mohit Garg

14 Apr 2016

Contributed by Lukas

Mohit Garg is the co-founder and Chief Customer Officer of MindTickle, a new sales readiness platform.

Episode 133: 5 Laws of Stratospheric Success w/ Bob Burg

13 Apr 2016

Contributed by Lukas

In today’s episode, Bob Burg (author of, Endless Referrals) and I talk about the five laws of stratospheric success and why the amount of money you ...

Episode 132: 6 Tips on Becoming a More Effective and Persuasive Seller in the Era of Online Sales w/ Anne Miller

12 Apr 2016

Contributed by Lukas

In today’s episode, Anne Miller (author of, Metaphorically Selling: How to Use the Magic of Metaphors to Sell, Persuade, & Explain Anything to Anyon...

Episode 131: 4 Tips on How to Generate Traffic and Leads to Your Website w/ Lindsey Anderson

11 Apr 2016

Contributed by Lukas

Lindsey Anderson, also known as “One-Click Lindsey”, is the host of the Traffic and Leads podcast. She is an expert in helping small businesses us...

Episode 130: Bridget Turns the Tables on Me: Learn the Top 8 Answers to the Most Intriguing Questions All Businesses Should Know w/ Bridget Gleason.

08 Apr 2016

Contributed by Lukas

In this episode, Bridget turns the tables on me.

Episode 129: 5 Ways to Achieve Your Dream Business w/ Jim Palmer

07 Apr 2016

Contributed by Lukas

Jim Palmer, also known as The Dream Business Coach, discuss when to join a mastermind group.

Episode 128: The #1 Problem of Sales is Prospecting w/ Mark Hunter

06 Apr 2016

Contributed by Lukas

Mark Hunter AKA The Sales Hunter (author of High Profit Selling and High Profit Prospecting) and I chat about the #1 problem in sales.

Episode 127: 4 Free and Smart Ways of Using Content Marketing to Open Doors w/ Stu Heinecke

05 Apr 2016

Contributed by Lukas

In this episode, Wall Street Journal cartoonist Stu Heinecke and I discuss the importance of content marketing.

Episode 126: Do Not Forget About The Human Component in Sales w/ Jorge Soto

04 Apr 2016

Contributed by Lukas

In today's installment, Jorge drives the point home, to not forget about the human element in business and to always work with quality leads over quan...

Episode 125: Let's Talk Marketing and Sales Alignment w/ Bridget Gleason

01 Apr 2016

Contributed by Lukas

My regular guest on Front Line Friday is Bridget Gleason, VP of Corporate Sales for SumoLogic. In today's episode, Bridget and I have a conversation a...

Episode 124: Good Content Marketing Generates a Better ROI than Advertising w/ Jon Wuebben

31 Mar 2016

Contributed by Lukas

In today's episode, Jon Wuebben (CEO of Content Launch) and I discuss the benefits of good content marketing and how to approach your content marketin...

Episode 123: Creative Ways to Shorten the Sales Cycle and Bring Effective Collaboration into the Work Force w/ Cliff Pollan

30 Mar 2016

Contributed by Lukas

In today's interview, Cliff Pollan (CEO at Sococo) and I discuss ways to disrupt the sales force team and the three ways anybody can make the sales cy...

Episode 122: How to Spot and Hunt That Big Whale w/ Barbara Smith.

29 Mar 2016

Contributed by Lukas

Barbara Weaver Smith is the Founder and CEO of The Whale Hunters, which provides training, consulting, and coaching on unique processes for explosive ...

Episode 121: Seven Ways to Create Compelling Content w/ Kevin Craine

28 Mar 2016

Contributed by Lukas

In today's installment, Kevin Craine (Executive Director of Craine Communications Group) and I discuss some of the key ways to grab your customer's at...

The Best of Accelerate!: Episode 23 with Mike Weinberg. You Can’t Run A Sales Organization When You’re Buried In Crap

27 Mar 2016

Contributed by Lukas

This is one of my favorite episodes from the Accelerate! archives. Mike Weinberg has written two excellent books about how to develop new business and...

Episode 120: What Happens When Cold Calls Aren't Enough? with Bridget Gleason

25 Mar 2016

Contributed by Lukas

In this episode, Bridget and I have a conversation about what you can do when your cold calls stop working.

Episode 119: Hunters vs Farmers: Why Does the Old Debate Still Apply in Sales Today? w/ Susan Barrett

24 Mar 2016

Contributed by Lukas

In today’s episode, Susan Barrett (CEO of Barrett Consulting Group) and I discuss why sales is a life skill, and not just a business skill.

Episode 118: The Reason Every Company, Large or Small, Needs to Have a CRM System w/ Nikolaus Kimla

23 Mar 2016

Contributed by Lukas

In today’s episode, Nikolaus Kimla (founder and CEO of Pipeliner CRM) and I discuss why every company needs to have a CRM system that empowers sales...

Episode 117: Smaller Companies Need to Shift Their Mindset to Compete with Larger Companies w/ Tom Searcy

22 Mar 2016

Contributed by Lukas

In this episode, Tom Searcy (author of the book, "Life After the Death of Selling: How to Thrive in the New Era of Sales") and I discuss why small com...

Episode 116: Traditional Sales Training is Broken – Utilizing Video as Reinforcement is the Future for Training Sales Reps w/ Mark Magnacca

21 Mar 2016

Contributed by Lukas

In today’s episode, Mark Magnacca (co-founder and President of Allego) and I discuss why sales training is broken and how you can utilize video to r...

Episode 115: How to Maximize Opportunities and Deals from MQLs and SQLs? with Bridget Gleason.

18 Mar 2016

Contributed by Lukas

My regular guest on Front Line Friday is Bridget Gleason, VP of Corporate Sales for SumoLogic. In this installment, Bridget and I have a conversation ...

Episode 114: The Fundamentals of Spin Selling and Account Based Selling in Today’s Market with Richard Ruff.

17 Mar 2016

Contributed by Lukas

In this episode, Richard "Dick" Ruff, Ph.D. (author of the book "Mastering Major Account Selling"; and co-author of "Managing Major Sales" with Neil R...

Episode 113: Making Your Sales More Effective – Using One-on-One Screen Selling with Doug Devitre

16 Mar 2016

Contributed by Lukas

In this episode, Doug Devitre (author of the book called Screen to Screen Selling: How to Increase Sales, Productivity, and Customer Experience with t...

Episode 112: Learning the Importance of Training Sales Reps – Using Call Recording Techniques with Steve Richard

15 Mar 2016

Contributed by Lukas

In this episode, Steve Richard (co-founder of Vorsight and VorsightBP) discusses using call recording techniques to train sales reps.

Episode 111: How to Get More Value Out of Your Sales Technologies! with Steve Silver

14 Mar 2016

Contributed by Lukas

In this episode, Steve Silver (Research Director and Sales Operations Strategist for Sirius Decisions) discusses how to effectively use sales technolo...

Episode 110: Are We Setting up our Sales Development Reps (SDRs) for Failure? with Bridget Gleason

11 Mar 2016

Contributed by Lukas

My regular guest on Front Line Friday is Bridget Gleason, VP of Corporate Sales for SumoLogic. In this episode, Bridget and I have a conversation abou...

Planning, Preparing, and Engaging are the Basics of a Great Sales Process with Tim Wackel [Episode 109]

10 Mar 2016

Contributed by Lukas

In this episode, Tim Wackel, a top sales trainer and an expert on making a better sales presentation, discusses how making the right sales pitch and b...

Episode 108: How to Hire the Tight People for the Right Job w/ Lee Salz

09 Mar 2016

Contributed by Lukas

Lee Salz is a consultant and author of the bestselling book Hire Right, Higher Profits. He is also the founder of one of the biggest discussion groups...

Episode 107: How to Effectively Utilize Language to Maximize Sales w/ Kraig Kleeman

08 Mar 2016

Contributed by Lukas

In this episode, Kraig Kleeman, expert in cold calling and prospecting, discusses how using proper language strategies can increase the quality of per...

Episode 106: How Sales Training Protocols are Changing w/ Duncan Lennox

07 Mar 2016

Contributed by Lukas

In this episode, Duncan Lennox, CEO and co-founder of Qstream, discusses how training sales reps has completely changed, even though reps are still be...

Episode 105: Are We In Danger Of Breaking The Modern Sales Model? w/ Bridget Gleason

04 Mar 2016

Contributed by Lukas

My regular guest on Front Line Friday is Bridget Gleason, VP of Corporate Sales for SumoLogic. In this episode, Bridget and I have a conversation abou...

Episode 104: 4 Essential Principles of Trust-Building with Customers with Charles H Green.

03 Mar 2016

Contributed by Lukas

In this episode, Charles Green, co-author of The Trusted Advisor and author of Trust-based Selling, shares the secrets to developing a trust-based rel...

Episode 103: The 9 Cs of Social Selling Success w/ Shane Gibson

02 Mar 2016

Contributed by Lukas

In this episode, Shane Gibson, author of Sociable and Guerrilla Social Media Marketing, and host of The Social Sales Podcast, shares best practices fo...

Episode 102: 5 Strategies To Transform How You Sell To Major Accounts w/ David Brock

01 Mar 2016

Contributed by Lukas

In this episode, David Brock, founder and CEO of Partners in Excellence, discusses how modern sales reps have to transform from being reactive, tactic...

Episode 101: 4 Ways to Transform and Improve Sales Rep Interactions with Customers w/ Marc Miller

29 Feb 2016

Contributed by Lukas

In this episode, Marc Miller, founder and CEO of SpearFysh, shares how the SpearFysh commercial conversation management platform can transform the abi...

Episode 100: What is the Role of Account Management in Growing Your Revenue? w/ Bridget Gleason.

26 Feb 2016

Contributed by Lukas

My regular guest on Front Line Friday is Bridget Gleason, VP of Corporate Sales for SumoLogic. In this episode, Bridget and I have a conversation abou...

Episode 99: How To Tackle The Marketing & Sales Challenges to Growing Your Small Business w/ Kelly McCormick

25 Feb 2016

Contributed by Lukas

In this episode, Kelly McCormick, founder of Outsell Yourself, Inc., the author of Outsell Yourself: Go From Hello To Sold With Ethical Business and S...

Episode 98: CRM Systems Should Work For Sales Reps; Not The Other Way Around w/ John Golden

24 Feb 2016

Contributed by Lukas

In this episode, John Golden, Chief Strategy Officer at Pipeliner CRM, discusses how next gen CRM systems are evolving away from management platforms ...

Episode 97: Emotional Intelligence for Sales Success: When Hard Sales Skills Aren’t Enough w/ Colleen Stanley

23 Feb 2016

Contributed by Lukas

In this episode, Colleen Stanley, CEO of Sales Leadership, Inc. and author of the best-selling Emotional Intelligence for Sales Success, discusses wha...

Episode 96: How to Survive (and Thrive!) in the Evolution of the Sales Profession w/ Fred Diamond

22 Feb 2016

Contributed by Lukas

In this episode, Fred Diamond, founder and Executive Director of the Institute for Excellence in Sales, shares his opinions about the evolution of the...

Episode 95: Is It Possible To Over-Train and Over-Manage Your Sales Team? w/ Bridget Gleason

19 Feb 2016

Contributed by Lukas

My regular guest on Front Line Friday is Bridget Gleason, VP of Corporate Sales for SumoLogic. In this episode, Bridget and I have a conversation abou...

Episode 94: How To Successfully Integrate Social Selling Into Your Sales Process w/ Kurt Shaver

18 Feb 2016

Contributed by Lukas

In this episode, Kurt Shaver, founder of The Sales Foundry, and a leading social selling expert, shares his secrets for building a successful social s...

Episode 93: Conversations That Sell: How To Collaborate with Prospects So You Both Win w/ Nancy Bleeke

17 Feb 2016

Contributed by Lukas

In this episode, Nancy Bleeke, President of Sales Pro Insider, and author of Conversations That Sell, discusses why it’s essential for sales reps to...

Episode 92: Hacking Sales: The Playbook For Building a High Velocity Sales Machine w/ Max Altschuler

16 Feb 2016

Contributed by Lukas

In this episode, Max Altschuler, founder and CEO of Sales Hacker, Inc., and the author of Hacking Sales: The Playbook for Building A High Velocity Sal...

Episode 91: Outbound Sales As A Service: Is This The Better Way To Prospect? w/ Conor Lee

15 Feb 2016

Contributed by Lukas

In this episode, Conor Lee, founder and CEO of HipLead, talks about the emerging Outbound Sales As A Service (OBSaaS) model for prospecting and genera...

Episode 90: The Role of Account Execs in the Sales Development Process w/ Bridget Gleason

12 Feb 2016

Contributed by Lukas

My regular guest on Front Line Friday is Bridget Gleason, VP of Corporate Sales for SumoLogic. In this episode, Bridget discusses how companies are ma...

Episode 89: Crowd-sourcing Warm introductions to Accelerate Your Pipeline Development w/ Bubba Page

11 Feb 2016

Contributed by Lukas

In this episode, Bubba Page, founder and CEO of QuotaDeck, shares how he plans to make the traditional cold call obsolete by crowd-sourcing warm intro...

Episode 88: Better Ways To Use Data To Find a True Competitive Edge in Your Selling w/ Ben Sardella

10 Feb 2016

Contributed by Lukas

In this episode, Ben Sardella, co-founder of Datanyze, discusses how outbound sales teams need better data to inspire more and better sales conversati...

Episode 87: From Impossible to Inevitable: How Hyper-Growth Companies Create Predictable Revenue w/ Aaron Ross

09 Feb 2016

Contributed by Lukas

In this episode, Aaron Ross, discusses the lessons that sales leaders have learned about building a predictable revenue machine since the publication ...

Episode 86: The 21-Word Email and Other Powerful Tools To Win More Sales Now w/ Ian Brodie

08 Feb 2016

Contributed by Lukas

In this episode, lan Brodie, author of the best-selling Email Persuasion: Captivate and Engage Your Audience, Build Authority and Generate More Sales ...

Episode 85: Is 2016 The Year Of The Sales Development Rep? w/ Bridget Gleason

05 Feb 2016

Contributed by Lukas

My regular guest on Front Line Friday is Bridget Gleason, VP of Corporate Sales for SumoLogic. In this episode, Bridget discusses how she, as a sales ...

Episode 84: What Stand-up Comedy and Sales Have In Common. And How To Use That To Accelerate Your Sales w/ Butch Bellah

04 Feb 2016

Contributed by Lukas

In this episode, Butch Bellah, sales trainer, speaker and author of “Sales Management for Dummies,” talked about the unusual career path he follow...

Episode 83: How You Can Quickly Become An Incredibly Effective Cold Caller w/ Wendy Weiss.

03 Feb 2016

Contributed by Lukas

In this episode, Wendy Weiss, President of Cold Calling Results, and also known as The Queen of Cold Calling, provides detailed information about how ...

Episode 82: The Secrets Successful People Know About Time Management That You Don’t (But Absolutely Should!) w/ Kevin Kruse.

02 Feb 2016

Contributed by Lukas

In this episode, Kevin Kruse, author of the best-selling book, 15 Secrets Successful People Know About Time Management: The Productivity Habits Of Sev...

Episode 81: A Bulletproof Process to Accelerate Your Sales Through Referrals w/ Bill Cates

01 Feb 2016

Contributed by Lukas

In this episode, Bill Cates, founder of Referral Coach International, shares the secrets of accelerating your sales productivity through referrals. Be...

Episode 80 Front Line Friday with Bridget Gleason. How Detailed Sales Planning Can Help You Hit Your Sales Goals

29 Jan 2016

Contributed by Lukas

My regular guest on Front Line Friday is Bridget Gleason, VP of Corporate Sales for SumoLogic. In this episode, Bridget discusses how she, as a sales ...

Episode 79: Millennials and Management, The Essential Guide To Making It Work At Work w/ Lee Caraher

28 Jan 2016

Contributed by Lukas

In this episode, Lee Caraher, Founder and President of Double Forte, and author of the book, Millennials and Management, The Essential Guide To Making...

Episode 78: How to Become A Modern Seller And Transform Your Sales Productivity w/ Kyle Porter

27 Jan 2016

Contributed by Lukas

In this episode, Kyle Porter, founder and CEO of SalesLoft, shares his take on what constitutes a modern sales team. He also provides a detailed look ...

Episode 77: Do You Have A Sales Development Playbook? w/ Trish Bertuzzi

26 Jan 2016

Contributed by Lukas

Trish Bertuzzi has one for you. In this episode, Trish Bertuzzi, founder & President of The Bridge Group and author of The Sales Development Playbook;...

Episode 76: The Future Of B2B Sales And The Changing Role Of Sales Reps w/ Regis Lemmens

25 Jan 2016

Contributed by Lukas

In this episode, Regis Lemmens, founder of Sales Cubes and a Professor at business schools in the UK, Belgium and the Netherlands, shares the key find...

Episode 75: How Sales Leaders Should Structure Their Days to Maximize Their Effectiveness w/ Bridget Gleason

22 Jan 2016

Contributed by Lukas

My regular guest on Front Line Friday is Bridget Gleason, VP of Corporate Sales for SumoLogic. In this episode, Bridget discusses how she, as a sales ...

Episode 74: The Essential Ingredients of Effective Sales Presentations That Win Deals w/ Patricia Fripp

21 Jan 2016

Contributed by Lukas

In this episode, Patricia Fripp, President of Fripp & Associates, past President of the National Speakers Association, and one of the leading speaking...

Episode 73: Using Small Data To Accelerate Improved Sales Results w/ Sean Burke

20 Jan 2016

Contributed by Lukas

In this information-packed episode, Sean Burke, CEO of KiteDesk, tells why big data is a great resource for companies but is not good for sales people...

Episode 72: The Sales Acceleration Formula. Part Two w/ Mark Roberge

19 Jan 2016

Contributed by Lukas

In this second part of my two-part conversation with Mark Roberge, CRO of HubSpot sales division and author of the best-selling book, The Sales Accele...

Episode 71: If You Want To Accelerate Your Sales, Hire More Women Sales Reps with Lori Richardson w/ Lori Richardson

18 Jan 2016

Contributed by Lukas

In this episode, Lori Richardson, President of Score More Sales, and President of Women Sales Pros, discusses how companies are missing out on the opp...

Episode 70: Are You Just Going Through The Motions? Learn How To Stop Sleepwalking And Lead A Life Of Success And Significance with Aaron Walker w/ Aaron Walker

15 Jan 2016

Contributed by Lukas

In this episode, Aaron Walker, talks about his journey from being a successful businessman and serial entrepreneur to a nationally recognized life coa...

Episode 69: How To Increase Win Rates & Beat Your Sales Goals In 2016 w/ Mike Schultz.

14 Jan 2016

Contributed by Lukas

In this episode, Mike Schultz, Co-President of Rain Group and best-selling author of Insight Selling, shares the findings of an extensive research pro...

Episode 68: The More Digital We Get, The More Human We Need To Be. How To Pay Forward Relationships To Become A Trusted Advisor To Your Customers w/ Jon Ferrara

13 Jan 2016

Contributed by Lukas

In this information-packed, rapid-fire episode, Jon Ferrara, founder and CEO of Nimble, and one of the early pioneers of the entire sales force automa...

Episode 67: The Sales Acceleration Formula. Part One w/ Mark Roberge.

12 Jan 2016

Contributed by Lukas

In this first part of my two-part conversation with Mark Roberge, CRO of HubSpot sales division and author of the best-selling book, The Sales Acceler...

Episode 66: How To Simplify And Shorten Sales Cycles With Value-Based Selling w/ Bob Apollo

11 Jan 2016

Contributed by Lukas

In this episode, Bob Apollo, founder of Inflexion-Point Strategy Partners, describes how to use value-based selling to transform the performance, and ...

Episode 65: What’s the Most Important Sales Resolution You Can Make For 2016? w/ Anthony Iannarino.

08 Jan 2016

Contributed by Lukas

Anthony Iannarino is one of the most influential sales bloggers, an international speaker and business coach, and a successful entrepreneur. He unders...

Episode 64: You Are Your Greatest Sales Asset. Invest Your Time, Effort and Money into Training and Developing You! w/ Tom Hopkins

07 Jan 2016

Contributed by Lukas

Tom Hopkins is the author of one of the most influential and all-time best-selling sales books How To Master The Art Of Selling. He has trained hundre...

Episode 63: If You Fail to Plan Then You Are Planning to Fail. Essential Sales Planning Strategies for 2016 w/ Mike Weinberg

06 Jan 2016

Contributed by Lukas

That saying about failing to plan is from Ben Franklin. And, while Mike Weinberg may or may not be Ben Franklin, he is one of the smartest people I k...

Episode 62:. Do You Know What You Sell? You Sell Hope! w/ Tom Ziglar

05 Jan 2016

Contributed by Lukas

In this episode, Tom Ziglar, CEO of Ziglar Inc., builds on the words of his father Zig Ziglar, to cut through the noise and help you focus on what’s...

Episode 61: Want to really kick-start your sales in 2016? Commit yourself to positive change! w/ Jeb Blount

04 Jan 2016

Contributed by Lukas

In this special first episode of 2016, Jeb Blount, CEO of Sales Gravy and best-selling author of multiple books including his latest best-selling book...

Episode 60: Stop Selling & Start Leading: Are You Ready To Liberate The Leader Inside You? w/ Deb Calvert.

31 Dec 2015

Contributed by Lukas

One of our most popular episodes in the past 90 days was my conversation with Deb Calvert, President of People First Productivity Solutions. Deb is on...

Episode 59: Quit Whining And Start Selling. How The Winners in Sales Think, Learn and Act Differently From The Whiners w/ Kelly Riggs

30 Dec 2015

Contributed by Lukas

Kelly Riggs is the creator of The Business Locker Room and author of Quit Whining And Start Selling. In this episode, Kelly breaks down why, despite ...

Episode 58: Lean Communications: What The Lean Revolution Can Teach You About How to Effectively and Persuasively Communicate Your Sales Message w/ Jack Malcolm

29 Dec 2015

Contributed by Lukas

Jack Malcolm, is President of the Falcon Performance Group and the author of Bottom-Line Selling and Strategic Sales Presentations. In this episode, ...

Episode 57: Selling Is A Team Sport. How To Effectively Blend Sales And Non-Sales Resources To Win New Business w/ Babette Ten Haken

24 Dec 2015

Contributed by Lukas

Babette Ten Haken is the author of Do You Mean Business? Technical, Non-Technical Business Collaboration, Business Development And You. In this episo...

Episode 56: It’s Not Just About Xs and Os, Important Lessons You Can Learn About Sales From Big-Time College Football Coaches with Jeff Beals w/ Jeff Beals

23 Dec 2015

Contributed by Lukas

Jeff Beals is the author of Selling Saturdays: Blue Chip Sales Tips From College Football. Imagine a sales situation in which there are only 100 pros...

Episode 55: Not Taught: What It Takes to be Successful in the 21st Century that Nobody's Teaching You: Part 2. w/ Jim Keenan

22 Dec 2015

Contributed by Lukas

Jim Keenan, otherwise known as Keenan, is A Sales Guy, a widely read blogger and the author of a new book, Not Taught: What It Takes to be Successful ...

Episode 54: Five Common Reasons Buyers Say No And How To Get To Yes w/ Bridget Gleason

18 Dec 2015

Contributed by Lukas

My regular guest on front line Friday is Bridget Gleason. Bridget is the key of corporate sales at SumoLogic. On this episode, Bridget and I talk abo...

Episode 53: What Should You Be Doing, But Aren’t? Overcoming The Sales Fears That Are Holding You Back w/ Townsend Wardlaw

17 Dec 2015

Contributed by Lukas

Townsend Wardlaw is a sales transformation architect. In this episode, he talks in depth about the fears that paralyze many sales reps and provides e...

Episode 52: What Steps Should You Take Right Now? A New Generation of Tools Specifically Designed To Boost Sales Rep Productivity w/ Adam Honig

16 Dec 2015

Contributed by Lukas

Adam Honig, is the Founder of Spiro Technologies. In this episode, Adam talks about the need to provide sales reps with real-time data-driven insight...

Episode 51: If You Don’t Ask, You Don’t Get. Effective Proactive Prospecting Through Referrals w/ Joanne Black

15 Dec 2015

Contributed by Lukas

Joanne Black is the best-selling author of No More Cold Calling and Just Pick Up The Damn Phone!  In this episode, Joanne describes why sales reps mu...

Episode 50: Not Taught: What It Takes to be Successful in the 21st Century that Nobody's Teaching You: Part 1 w/ Jim Keenan

14 Dec 2015

Contributed by Lukas

Jim Keenan, otherwise known as Keenan, is A Sales Guy, a widely read blogger and the author of a new book, Not Taught: What It Takes to be Successful ...

Episode 49: Three Ps of Sales Success: Positive Attitude, Patience, Practice w/ Bridget Gleason

11 Dec 2015

Contributed by Lukas

My regular guest on Front Line Friday is Bridget Gleason. Bridget is VP of Corporate Sales at SumoLogic. On this episode, Bridget and I talk about a ...

Episode 48: What You Can Learn About Sales Acceleration from Political Campaigns (Which is a Lot) w/ Todd Schnick

10 Dec 2015

Contributed by Lukas

Todd Schnick, is the founder and CEO of IntrepidNow Media. He learned about accelerated sales and marketing strategies from his experience as a senior...

Episode 47: You Lost Me At “Hello.” How Prospects Make Decisions About You Based on the Sound of Your Voice w/ Nancy Munro

09 Dec 2015

Contributed by Lukas

Nancy Munro is the Founder/CEO of Knowledge Shift. In this episode, Nancy talks about the impact that the quality of your speaking voice makes on a p...

Episode 46: Achieving Success is All About Achieving Mastery w/ Dan Waldschmidt

08 Dec 2015

Contributed by Lukas

Dan Waldschmidt, is the best-selling author of Edgy Conversations, and President of Waldschmidt Partners International. He is a dynamic, inspirational...

Episode 45: Preparing Salespeople For Success In The 21st Century w/ Bridget Gleason

04 Dec 2015

Contributed by Lukas

My regular guest on Front Line Friday is Bridget Gleason. Bridget is VP of Corporate Sales at SumoLogic. On this episode, Bridget and I talk about ho...

Episode 44: Harnessing The Power Of The Story To Win New Business w/ Karen Dietz

03 Dec 2015

Contributed by Lukas

Karen Dietz, author of “Business Storytelling For Dummies”, is a master storyteller and presentation coach. In this episode, Karen talks about ho...