Episode 41 – High Profit Selling with Mark Hunter

Price. If you’re in sales, it’s something you’re talking about or you must be giving something away for free. Mark Hunter joined me In The Arena to talk about how to win the sale without compromising on price. We discussed practical ways to shift the focus off of price in client … [Read more...]

Episode 40 – Changing the Sales Conversation with Linda Richardson

I don’t know Linda Richardson well, but she’s been a great mentor to me. She was one of the first people to teach consultative selling, and she built an enormous training company by practicing what she taught. She literally helped build generations of salespeople. I asked Linda … [Read more...]

Episode 39 – Sales and Start Ups with Steli Efti

Steli Efti is a young entrepreneur in Silicon Valley. Steli is the entrepreneur behind www.close.io. We talk sales, start ups, failure, and entrepreneurship. Give it a listen! … [Read more...]

Episode 38 – Spartan Up with Joe De Sena

Joe De Sena is an entrepreneur, an ultra athlete, an adventurer, the Founder of the Spartan Race (sponsored by Reebok), and the author of the New York Times bestseller Spartan Up! A Take-No-Prisoners Guide to Overcoming Obstacles and Achieving Peak Performance in Life. Joe has … [Read more...]

Episode 37 – Awesomely Simple with John Spence

John Spence is speaker, consultant, author, and strategist. John is perhaps the most well read person I know. He’s had amazing real life experiences. And he is super passionate and totally game. I invited John to join us here to talk about his first book, Awesomely Simple, … [Read more...]

Episode 36 – Up Your Game with David Bradford

David Bradford is a hard man to introduce. I'll point you here to his website to learn more, because to describe him simply as the CEO if Hirevue is to do him an injustice. David is a brilliant connector, a hustler, and an operator. He gets things done. But most importantly, he … [Read more...]

Episode 35 – Insight Selling with Mike Schultz

Insight-based selling is all the rage right now. But it isn’t easy to implement or execute well. Mike Schultz, coauthor with John Doerr, at RAIN Group have just released a new book, Insight Selling: Surprising Research on What Sales Winners Do Differently, and it’s worth picking … [Read more...]

Episode 34 – How to Make People Love You with Jeb Blount

Jeb Blount is the CEO of Sales Gravy, but he spends most of his time on the road training really large sales organizations. I just picked up Jeb’s new book People Love You: The Real Secret to Delivering Legendary Customer Experiences (I’ll now buy and read all of his books). Jeb … [Read more...]

Episode 33 – The Irrepressible Grant Cardone

Grant and I had tried unsuccessfully to schedule this podcast for a long time. On the fourth try, we finally connected. Grant is an entrepreneur, and author, speaker. But in my view, he is most of all a hustler. I asked him to step into the arena because so many people I know in … [Read more...]

Episode 32 – Duct Tape Selling with John Jantsch

It’s remarkable that John Jantsch and I had never been introduced to each other before now. Everyone knows John and his work helping small businesses at Duct Tape Marketing. Huffington Post calls him one of the top 100 people to follow on Twitter, and Forbes calls his site one of … [Read more...]