Leads To Growth

The Art of Differentiation: Reclaiming the Human Touch in Sales with Patrick Kagan

Wed, 14 Jun 2023 11:00:00 -0400

Do you ever feel like sales has lost its human touch? Don't miss our enlightening conversation with internationally renowned podcast host, business coach, and author Patrick Kagan, who sheds light on this issue. We discuss his insights on how sales has become robotic and the importance of finding and maintaining our unique selling propositions to differentiate ourselves from the competition. Patrick also shares valuable information about the training offered by the National Association of Sales Professionals and why differentiation is both the number one most important skill and the most neglected in professional development.

Together, we explore the power of practicing consistency, commitment, and patience to make differentiation a standard in our sales approach. We dive into the world of proper intent and how it can help us make the right decisions, and how using hate and fear as motivators can fuel our growth. Additionally, we discuss the importance of introspection and Peter Drucker's quote, "What you measure, you can improve." This episode is filled with actionable advice and valuable insights on becoming a standout sales professional through the art of differentiation, so tune in and discover the secret sauce to separate yourself from the competition!

For more content like this, join the National Association of Sales Professionals for Free Today! Click Here

Get your ideal Seller Style with our free Seller Style Assessment Now HERE!

Facebook. LinkedIn. Instagram.

From Boring to Hilarious: How to Add Laughter to Your Presentations

Tue, 30 May 2023 16:00:00 -0400

In this episode of the "Leads to Growth" podcast, host Chris McCoy speaks with Don Colliver, a teacher of public speaking courses and an expert in improv clown and sketch comedy.

Don shares his experience and tips on how to add humor to presentations while maintaining professionalism and authenticity. He emphasizes the importance of authenticity and vulnerability in connecting with an audience and suggests using personal stories and engaging in activities to build rapport and increase engagement.

Don also shares an exercise that can help build awareness and audience engagement. Chris and Don agree that awareness is everything and encourage listeners to engage in Don's practice routine for presentations.

Time Stamp:
How Don Colliver got started [00:01:11]
Don shares his journey from being a television producer to becoming a host clown of a show for Blue Man Group and how he brings his comedic skills to Fortune 500 companies.

Using pattern interruption in comedy [00:03:18]
Don explains how pattern interruption is the foundation of comedy and how it can be used to engage and connect with an audience, especially in trade shows.

Adding humor to presentations [00:05:10]
Don advises on how to add humor to presentations without compromising professionalism and authenticity, including making fun of oneself and using the rule of three to create a pattern and break it.

Clown Presence [00:09:27]
Don Collier explains the concept of clown presence in public speaking, which involves being authentic and vulnerable while engaging with the audience.

Engaging the Audience [00:10:39]
Don shares tips on how to engage the audience during virtual presentations, including acknowledging specific individuals, telling personal stories, and using activities.

Low-Stakes Practice [00:17:46]
Don suggests low-stakes practice as a way to overcome nervousness in public speaking, such as delivering short presentations in Toastmasters or at work.

Awareness is Key [00:19:19]
Chris and Don discuss the importance of awareness in public speaking, including how to control physiology, attitude, and focus.

Feeling the Vibe of the Room [00:22:39]

The Power of Testimonials: Closing More Deals with Social Proof || Lorraine Ball

Wed, 18 Jan 2023 08:00:00 -0500

Welcome, to a fresh episode of the Leads to growth podcast, a podcast made for professional salespeople by professional Salespeople!

Today we’ve Lorraine Ball, Marketing Strategist Host of More than a Few Words, with us and it was an eye-opening experience—how you can take advantage of user-generated content to close more and more deals…

Show Notes…

🔥Why you close more deals using social proof
🔥How to encourage and enable your customers to generate content
🔥Content tips that engage your customers.

Follow these timestamps for more action…

💫Show Introduction [0:02]

💫 What is User generated content [01:23]

💫Clever way of Lead Gen [03:55]

💫 Why you should lead with value first approach [09:45]

💫Learn more about user generated content and double conversions [22:57]

Become a Top Salesperson: Learn the Strategies of the Pros || Roy Osing

Fri, 13 Jan 2023 16:00:00 -0500

Ever wondered, how you can stand out as a salesperson?

Learn 3 ways to stand out as a salesperson…

Welcome, to the fresh episode of Leads to growth podcast, a podcast made for the winning salespeople by the strong sales leaders!

Today, we’ve Roy Osing, CMO and entrepreneur with over 40 years of successful and unmatched executive leadership experience in every aspect of business with us spilling the beans on how to stand out as a salesperson…

Show Notes…

🔥How not to be a flogger

🔥How to Create your only statement

🔥Create a cravings manual

Follow these timestamps for more action…

💫Show Introduction [0:02]

💫 How to shine in a competitive space [03:03]

💫How to attract right kind of clients [06:28]

💫How can you differentiate yourself or find a way to differentiate yourself [18:11]

💫 Outro [31:15]

Find Success with a Positive Mindset || Vena Sterling

Wed, 04 Jan 2023 08:00:00 -0500

Do you believe that mindset is the #1 Deciding Factor for success?

We usually find ourselves pondering over this question—is mindset the deciding factor between a winner or a loser. Let’s get more clarity on this topic…

Welcome, to the fresh episode of Leads to growth podcast, a podcast made for the winning mindset salespeople by the strong sales leaders!

Today, we’ve Vena Sterling, Leadership Consultant for Leadership Research Institute, with us who’ll open new horizons for us and would help us become a strong mindset person…

Show Notes…
🔥Why the gig economy is providing more opportunities today than ever.
🔥What inclusive leadership really looks like and how to achieve it.
🔥How transparent data can support your transformation.

Follow these timestamps for more action…

💫Show Introduction [0:02]

💫 How women entrepreneurs are making businesses grow [2:22]

💫 Why committing to your ideas is a sure shot way to build a fortune [6:44]

💫 How getting feedback is the key to hone your leadership skills [11:55]

💫 How data helps you navigate through the easier route [21:24]

💫 Outro [26:40]

The Art of Closing: Master the Techniques of Successful Salespeople || Benny Kennedy

Wed, 28 Dec 2022 11:00:00 -0500

How masterminds and training can boost a salesperson’s career tenfold…

The question every salesperson asks themselves at some point is how can I break into that next level of sales and success? And that’s the question we set out to answer...

Welcome, to the fresh episode of Leads to growth podcast, a podcast made for the salespeople by the salespeople!

Today, we have Benny Kenndy, President and Global Sales Leader for The Armor Shop and NASP CMSP graduate, with us who’ll be sharing how training and masterminds changed his career forever…

Show Notes…

🔥How Benny turned "getting fired" into "ownership" at his next role.

🔥What role did sales training play in that process?

🔥The difference between internal and external motivation.

Follow these Timestamps for actionable tips…

💫Show Introduction [0:02]

💫 What to do when you hit a rock bottom, Benny’s story [01:17]

💫How to play with your strengths to bounce back from hitting rock bottom [09:29]

💫 Internal Motivation vs external push [17:55]

💫Outro [21:57]

Effective Presentation Skills for Sales Professionals || Tim Pollard

Tue, 13 Dec 2022 17:00:00 -0500

Double your sales conversion by changing your B2B messaging NOW!

Learn about world-class sales presentations and conversion secrets by the juggernaut himself. Tim Pollard doubles sales presentation conversions for 100% for his clients and he shares the psychology and structure for you to do the same.

If you missed last weeks episode, check it out here!

Here are the secrets you can expect to learn from this episode…

🔥What does world-class messaging look like

🔥How is this tied to the brain science of how we consume information

🔥Why this messaging can double your presentation conversions

Follow these Timestamps for actionable tips…

💫Over the shoulder a good sales message structure [35:26]

💫Outro [42:31]

Closing the Sale: Communication Strategies for Success || Tim Pollard

Thu, 08 Dec 2022 13:00:00 -0500

Welcome to the 56th episode of the Leads to Growth podcast, the show where we share hot, juicy, and actionable tips to take your SALES skills to the next level!

Today we have the first half of Tim Pollard, CEO of Oratium, interview. He is known for his ability to double conversions for clients like Disney, Salesforce, and Harvard Medical school.

Let’s welcome him on the fresh episode of the Leads to Growth podcast and he literally spellbound us with the information he shared and HOW he shared it!

Could be our most valuable B2B podcast of the year...

What you can expect to learn from this episode…

🔥How to double your sales presentations conversions.

🔥3 most common mistakes made in sales presentation

🔥Why is ”relatability” the most important, yet most misunderstood aspect of sales messaging

Follow these Timestamps for actionable tips…

💫Show Introduction [0:02]

💫What messaging in world of sales mean [01:13]

💫Why your customer should relate to your story [3:31]

💫Three mind boggling observations [15:32]

💫Trust Messaging and sales effectiveness [19:07]

Stay tuned for part 2 next week...

Unlock Your Sales Potential: High Performance Strategies || Mike Maynard

Tue, 29 Nov 2022 13:00:00 -0500

Welcome to the 55th episode of the Leads to Growth podcast, the show where we share hot, juicy, and actionable tips to take your skills to the next level!

Today we’ve Mike Maynard on the fresh episode of the Growth podcast and we really had a fun time chatting about lead generation.

What you can expect to learn from this episode…

•How he turned a technical career, into a sales career into a marketing career.
•Why Sales needs Marketing more than ever and vice versa
•How Salespeople can leverage marketing content to win more deals

Follow these Timestamps for actionable tips…

Show Introduction [0:02]

Why learning marketing is important [02:38]

How sales and marketing goes hand in hand [10:01]

How salespeople can leverage marketing to generate more leads [16:55]

Outro [28:45]

Developing a Winning Sales Strategy || Ryan Tansom

Thu, 17 Nov 2022 16:00:00 -0500

Welcome to the 54th episode of the Leads to Growth podcast, the show where we share hot, juicy, and actionable tips to take your skills to the next level!

Today’s guest is Ryan Tansom, Co-Founder of Arkona, Host of Intentional Growth Podcast he really dropped some value bombs during the episode. “ Our brain is still struggling to be able to register. This episode was filled with actionable tips with golden nuggets to Turn Your Business Vision Into A Reality

What you can expect to learn from this episode…

•Create Intentional Growth For Your Business
•Get Better at B2B Sales by understanding prospects' real financial targets.
•Turn any business experience into expertise.

You’d Regret missing these actionable tips, Timestamps!

Show Introduction [0:02]

An inspiring story to help you uncover your why and be successful [04:14]

Common mistakes you should avoid at any cost [09:35]

Dealing Imposter syndrome and business wisdom [20:49]

The success trilogy [27:45]

Outro [35:45]

Conquer Your Fears with a Confident Mindset || Stacey Hall

Thu, 10 Nov 2022 07:00:00 -0500

Welcome to the 53rd episode of the Leads to Growth podcast, the show where we share hot, juicy, and actionable tips to take your skills to the next level!

Today’s guest is Stacey Hall, Author of 3 #1 Global Best-Sellers. And she really blew our mind with the amount of information she shared on—Is Your Comfort Zone Really The Best Place To Sell From?

What you can expect from this episode…

The Misconception of Your Comfort Zone
Understand the Formula of Like, Trust and Respect
Why Conversation Win over Presentations

You’d Regret missing these actionable tips, Timestamps!

Show Introduction [0:02]

What’s identifying from internal place means and how it can help you push beyond limits [04:47]

4 Laws of Focus [10:33]

Why you should stop giving sales presentations instead…[15:56]

How you can get your hands on a premium training on 8 steps to sales [19:39]

A beautiful take on comfort zone and quiet quitting [27:24]

Outro [36:55]

What do you think of this episode? We would love to hear your thoughts on this episode, so please leave a comment below.

If you’re interested in exploring how you can improve your sales techniques, you’d love taking those really detailed quick assessment: https://www.nasp.com/the-growth-quotient/

Maintaining Focus for Optimal Sales Performance || Madelyn Dunlap

Mon, 07 Nov 2022 09:00:00 -0500

Welcome to the 52nd episode of the Leads to Growth podcast, the show where we share hot, juicy, and actionable tips to take your skills to the next level!

Today’s guest is Madelyn Dunlap, Business Development Strategist at Rewind Group. And she really blew our mind with the amount of information she shared on a sensitive topic that nobody likes to talk about — What are the 7 stages of business growth?

What you can expect to learn from this episode…

How Passion and Training can replace experience
The 7 Stages of Growth
The Non-Negotiable Rules of Business Development

You’d Regret missing these actionable tips, Timestamps!

Show Introduction [0:02]
A wild story, how a law student ended up making a fortune with sales [0:50]
Seven Stages of Growth [11:44]
Business Development Strategies [23:26
Why vulnerabilities help you grow and make progress [33:22]
Outro [38:24]

What do you think of this episode? We would love to hear your thoughts on this episode, so please leave a comment below.

If you’re interested in exploring how you can improve your sales techniques, you’d love taking those really detailed, quick assessments.

Master the Art of Communication in Sales || Aaron Weiche

Thu, 27 Oct 2022 07:00:00 -0400

Download now and listen to the secrets of the revenue attribution model.

Most business uses email as their primary communication channel with their prospects and customers. As email has been tried, tested, and proven to work.
But have you thought of using text messages?

In this episode of Leads to growth podcast, you’re going to learn how messages can prove to be the next big thing or how businesses can use text messages to improve their profits.

Today’s guest is Aaron Weiche, Co-Founder and CEO of LeadFerno. In this episode, Aaron discussed how text messages are outperforming emails by a huge margin. How text messages help in providing a great customer experience.

Glimpse of the episode…

Why and how text messages get a massive 95% open rate within just 3 minutes of sending.
How to create text messages a 2-way communication channel to provide excellent customer experience.
How to close more deals using text messages.

Lead Your Sales Team to Success with recruiting Strategy || Anna Frazzetto

Fri, 21 Oct 2022 07:00:00 -0400

This episode of the Leads to Growth Podcast features Anna Frazzetto, CRO of Kore1, Staffing Industry Analysts Top 50 DE&I Influencer; Global 150 Powerful Women.

4 Actionable Takeaways From Anna Frazzetto:

1) Why are recruiters with great sales skills highly paid?

2) How recruiters represent their company and how sales skills help in portraying a great image of the company.

3) How recruiters’ skills of asking good questions leads to weed out best from the rest. And how sales skills help you in framing the right questions.

4) Some intuitive insights from the staffing and recruiting industry.

Listen to this podcast episode and grow your sales career tenfold.

Maximize Sales with Data || Steffen Hedebrandt

Wed, 12 Oct 2022 07:00:00 -0400

Do you know what revenue attribution means? No worries. If you don’t know, just listen to us and 2X your chances to close a deal.

So, revenue attribution—is a method that connects different data sets to determine exactly which forms of marketing are resulting in revenue.

Sounds good!

But do you exactly know how it’s different from traditional conversion tracking…
B2B businesses have a complex selling process.

The sales process takes months, has higher ticket values, has sophisticated pathways, and involves multiple decision-makers.

Clearly, traditional conversion tracking alone won’t cut it. Therefore, we need marketing and revenue attribution.

And this revenue attribution model is so powerful that it directly impacts user experience.

You know user experience is the ‘KING’ for improving conversions.

Curious about how revenue attribution can impact user experience…

1. By identifying high-value points—By identifying which touchpoints contribute the most to your customer journey, you can focus your resources on making these points as user-friendly and accessible as possible.
2. Modifying Sales Path—You can use attribution modeling to identify your longest and shortest pathways to a sale.

Not only this, the revenue attribution model helps sales and marketing teams to collaborate and create massive results for the company.

You already know that when sales and marketing teams work together (it’s a lethal combo) and your chances of closing your deals just doubles.

Wanna learn more about the revenue attribution model…

Steffen Hedebrandt, Co-founder/CMO of Dreamdata.io, spills the beans and reveals all his secrets on how the revenue attribution model works and doubles your chances of closing a deal.

You can pick his brain by listening to this amazing podcast episode.

Download now and listen to the secrets of the revenue attribution model.

Master the Art of Relationship-Building in Sales || Mark Raffan

Thu, 06 Oct 2022 08:00:00 -0400

Do you get heebie-jeebies when entering a negotiation? Do you get nervous that what you want will not match what the other person wants to give? After all, for someone to win🥳, someone else has to lose😢, right?

During negotiations, a lot is on the table. Profits and closed deals are only a part of the desired outcome. Long-term relationships are the main goal because that ensures that you get long-term business opportunities.

As a Sales professional/leader, it’s essential to learn how to navigate during negotiations effectively. During negotiations, a lot is at stake; profits, deals, relationships, etc. But if you come armed with the right skills, it’s easy for you to win, which would be cool, right😉?

In this episode, we are hosting Mark Raffan-Recognized Expert on Negotiation
Topics covered:
🌞The illusion of Win/Win
🌞How to prepare for negotiations
🌞What Skills can help you Negotiate better

Would you like to know what negotiation skills can give you the desired outcome? This is for you. Download now and listen later or listen now.

Storytelling for Sales Mastery with David Hutchens: coaching for leaders

Thu, 29 Sep 2022 15:00:00 -0400

How do you convince people to buy from you?

Since birth, stories have been embedded in us through books📚, grandparents, cartoons,🎦 TV Shows🎥, etc. With this in mind, we interpret the world the same way. We tend to create stories from our own life experiences or from what we hear from others.

Human minds remember, connect bits and pieces of experience into a story, and understand. Stories are how we remember. Storytelling sets vibrant brands apart from simple businesses.

Storytelling is an art that needs creativity, vision, skill, and practice. It’s not something that you can ace in one sitting or after one course. It’s a trial-and-error process of mastery. Sounds like a lot of work, right?

In this episode, we are delighted to have David Hutchens of Coaching For Leaders teach us about storytelling.

We discuss:
🏮The difference between novel, continuity, and transition Stories
🏮Novel: Narrative prose is meant to entertain and tell a story

Fact is, you're probably telling yourself a story right now😀, and hopefully, it's a tale about how to incorporate storytelling into your Sales strategy☺️.

This episode will help you understand the value of stories, types, and how to tell them in ways that demand attention. Grab your headphones🎧 and take notes📒.

Maximize Sales with Digital Prospecting Strategies || Mike O'Neil

Wed, 21 Sep 2022 08:00:00 -0400

Most sales teams have multiple tools and technologies that they use daily. LinkedIn is one of the most valuable tools for social selling. It has a variety of great features that help businesses find and target the right prospects.

In this episode, Chris talks to Mike O'Niel - 2 x Forbes Top 50 Social Influencer

We discussed:
♟️How to build a quality lead list and the biggest mistakes most make
♟️Ways that you can stand out and attract the right prospects on LinkedIn
♟️Lead scoring and how to manage it all on Sales Navigator
♟️How to take the perfect LinkedIn Picture

With Sales Navigator, you can smoothen the prospecting process using filters that align with your buyer personas.

This powerful tool can help you create a more personalized engagement and relationship with your prospects/customers.

Maximize Your Sales Potential: Insider Secrets Revealed || Joe Rockey Jr

Fri, 16 Sep 2022 06:00:00 -0400

The real estate market is always evolving and provides opportunities to earn a residual income as well as a flexible lifestyle. Whether you are in mortgages, a real estate agent or flipping houses, influence and sales skills always are always an asset.

In this episode, Chris talks to Joe Rockey Jr-Founder of Rockey Real Capital about his success in the real estate business as well as;
🎓Why Certified Sales Skills can give you an advantage flipping houses
🎓How to incentivize your employees and partners with profit sharing
🎓Why empowering your team leads to more freedom for you

Today, it takes more than hard work to excel in the market. Ongoing training and a thirst for unending knowledge foster your growth as a salesperson. Success in sales depends on how you nurture specific skills and qualities.

The Power of a Personalized Sales Strategy || Christian Banach

Fri, 09 Sep 2022 10:00:00 -0400

Would you like to know how you can land opportunities of 6-7 figures?

Of course, right😉? With the right approach, persistence, and strategies, who knows what can happen☺️ Or Maybe you would rather outsource the work to the pro’s?

With the rapid growth📈 of industries and technology, consistently landing opportunities like this requires, as Liam Neeson says in Taken, “a special set of skills”. Therefore, it’s important to use proven tactics that will produce real results.

In this episode, Chris interviews Christian Banach-Principle and CRO for Christian Banach Agency.

In this episode you will learn::
♣️ Business Development Strategies to sell to agencies and Martech companies
♣️ To leverage education and awareness to get the deal
♣️ Why prospecting is useless if you don't nurture the relationship

If you are selling to agencies and martech companies, listening to this podcast can help you analyze some areas and see where there's room for improvement. Remember, “Action is the universal language of success." Steve Maraboli

Listen and Connect: The Key to Building Sales Relationships || Oscar Trimboli

Thu, 25 Aug 2022 09:00:00 -0400

Do you know what buyers most want in salespeople?

The most effective salespeople engage in Active Listening. By observing and truly understanding your client, you can close more deals and build better relationships. When in doubt, close your mouth and open your ears.

Successful selling requires a delicate balance between talking and listening. While you need to provide enough information to communicate your product’s value, make sure your prospect feels heard.

In this episode, Chris interviews, Oscar Trimboli - Author of How to Listen | Apple Award-Winning Podcast Host. He generously shares tips to help you become an active listener.

In this episode, you will learn:
⚡The 5 levels of listening and tips to get better
⚡How to prepare to listen
⚡The neuroscience behind listening.

This podcast is about why it is more important and how to improve your Active Listening skills.

So if you’re not already practicing active listening in sales, now is the time to start!

Maximize Your Sales Performance Using AI || Neil Sahota

Thu, 18 Aug 2022 10:00:00 -0400

How can a Sales Professional leverage Artificial Intelligence?

Artificial Intelligence offers many opportunities that can bring changes in almost every sector.

There are a lot of data and AI-powered algorithms that salespeople can leverage to drive sales and understand their customers better.

In this episode, Chris interviews, Neil Sahota an IBM Master Inventor, United Nations (UN) Artificial Intelligence (AI) Advisor, author of the best-seller Own the AI Revolution, and sought-after speaker. He helps us unpack the following topics;

💡How he is Advising the UN to use AI to accomplish their 17 sustainable and development goals to transform our world
💡How AI is impacting sales, marketing, and the customer experience
💡Understanding the opportunities and challenges that AI is creating

Would you like to know more about AI and its benefits to your customers? Listen to the full Podcast. Links in the comment section

Implementing Effective Sales Strategies for Growth || Jeremy Pope

Tue, 09 Aug 2022 10:00:00 -0400

How do biases affect your B2B sales and marketing strategy?

Albert Einstein once said, “The measure of intelligence is the ability to change.”

As sales professionals, we are in the business of asking people to change. The human mind is complex and emotional, and we always underestimate that. We believe that people often make rational decisions.

In this episode, Chris interviews, Jeremy Pope-Founder of The Sales Call Overhaul.

We cover the following:

🥇Biggest Mistakes you are making in your B2B Sale that you don't know you are making

🥇The value of Mirroring Metaphors and transparency to create a pull in your sales process

🥇How to optimize and humanize your sales process to fit your unique team and offering.

Truth is, we have many cognitive biases that influence decision-making, which we sales professionals often use to promote products and services. In sales, choice bias affects your response to making a mistake.

Unlock the Secrets of Effective Prospecting || Jas Takhar

Fri, 29 Jul 2022 07:00:00 -0400

Was one of your resolutions this year to increase your customer base?

In this episode, we are delighted to have Chris interview the amazing Jas Takhar- Real Estate Broker | Sales Strategist |Business Operator who can show you how to do this and more.

Well, in order to attract new customers, you need to have a plan for ways to reach them, draw them in, and keep them coming back. Get started now so that when 2023 comes, you’ll be having an expanded customer base.

Would you like to learn more about identifying and attracting your target customers? This podcast is just right for you.🤜

In this episode, learn how to:
✴️ How to attract prospects by giving away your value

✴️Live abundantly by starting with gratitude

✴️How to sort quickly so you can sell confidently

The tips shared here are surprisingly simple, but effective.

Master the Game of Prospecting Using Business Intelligence || Derrick Jenkins

Mon, 18 Jul 2022 18:00:00 -0400

What if you could fill your B2B sales pipeline with nothing but the best potential clients? Goals🥳, right?

With the right tools🔍, it means more improved forecasts, which simplifies the lives of your sales team. With BI, they know what to sell, to whom, and how much they need to sell.

In this episode, Chris speaks with Derrick Jenkins, Head of Marketing at Owler and here are some topics they covered;

💡The impact of sales managers in a post covid environment
💡How to leverage our unique self in sales
💡The impact of business intelligence on the SDR

If you want to go into depth about B2B prospecting, especially in the digital age, you can click the links in the comment section to listen to the full episode.

Transform Your Mindset and Achieve Your Career Change Goals || Gina Riley

Tue, 12 Jul 2022 12:00:00 -0400

Are you thinking about making a career move?

Whether you are or aren’t, you are going to find a ton of value in this podcast.

Gina Riley-Career transition coach joins Chris as we discuss the power of having the right mindset for a career change.

Many times, professionals experience downturns that halt the advancement of their careers.
In this episode, we cover:

The biggest mistakes executives make when making a career transition
How to Interview for real values
The State of the Executive Job Market
Challenges for executives in the future

It can be challenging to maintain a positive mindset during a career change, but when you stay inspired and hopeful, you can simplify the career switch. After all, 😊😊happier people are more likely to succeed.

Boost Your Sales Performance with Salesforce || Bradley Rice

Thu, 07 Jul 2022 13:00:00 -0400

Our guest this week on leads to growth is Bradley, “Mr Salesforce” Rice(I nicknamed him). This guy knows a heck of a lot about the biggest SaaS in Sales, Salesforce, and we def pick his brain.

Bradley is an Entry Level Salesforce Career Expert and we promise he will unpack what that means and a lot more, including;🔽

⭐Why you should consider Salesforce as a vehicle for financial independence.

⭐Why Salesforce is bigger than most industries

⭐What additional costs are associated with a Salesforce contract

If you're still seeking your vehicle for financial freedom or insider info on Salesforce, this podcast is for you.

This podcast will give you tips, tactics, and inspiration.

Achieve Your Dreams with a Focused Mindset || William "Bill" Gammon

Fri, 01 Jul 2022 10:00:00 -0400

Hello everyone,

We are back again with another 🔥 episode.

In this episode, William "Bill" Gammon joins our super host Chris. Bill is an author, Certified Business Coach, and Management Consultant, with over 50 years of experience.

We cover;

How the foundational principles never change.
Why everyone needs a coach/mentor.
Why helping others is the fastest way to fulfillment and success.

This episode is about giving hope to the people who feel stuck, in a rut, or, anyone who needs some motivation to take the next step.

Prospecting Techniques: Finding Your Ideal Customer || Andy Buyting

Thu, 23 Jun 2022 10:00:00 -0400

Are your prospects really able to connect with you?

In a world of content at our fingertips, the customer journey has evolved and expanded significantly bringing new channels, pathways, and advertising opportunities into the mix.

In this episode, Chris is joined by Andy Buyting, Certified Scaling Up Coach, founder, and CEO of Tulip Media Group. We cover many things, amongst them;

We cover these hot B2B Sales and Marketing Topics:

Where does your customer journey really start?
What smart sales and marketing look like.
How to truly connect with your prospects.

Tune in and learn how you can use SMART marketing to understand the needs, wants, and actions of your customers.

Effective Communication Strategies for Sales Prospecting || David Hutchens

Fri, 17 Jun 2022 09:00:00 -0400

In this episode, Chris speaks to David Hutchens an author and learning designer who creates solutions for leaders in organizations worldwide to find, craft, and tell their most urgent stories for the purpose of creating shared meaning, preserving culture, disseminating learning, and speeding change in organizations.

David also shared 3 types of stories you can leverage in several areas of sales:
Origin Stories - What excites you about your journey
Eureka Stories - Let us see the people and process of creation of your product/service
Value Stories - Share your values to sell yourself, not your product.

We discussed the value of stories for all aspects of the business from Sales, to Leadership to Product launches and Branding.

Master your Mindset for Sales Success || Benah Parker

Thu, 09 Jun 2022 17:00:00 -0400

In this episode, Chris speaks to Benah Parker, a social psychologist who has coached C-suite leaders, nonprofit executives, high-ranking military officers, university professors, and entrepreneurs.

We discuss; How to attract B2B Sales with Ease when you have a Growth Mindset.

Mastering the Art of Sales Strategy || Simon Severino

Tue, 31 May 2022 13:00:00 -0400

As Jim Rohn once said “Success is 20% skills and 80% strategy. You might know how to succeed, but more importantly, what’s your plan to succeed?”

In this episode, we are excited to have Simin Severino with us. He is a renowned author of Habits of Success and Strategy Sprints. He is also the CEO of a global consulting company, Strategy Sprints.

This episode is for the people who want to learn the art of agile sales and strategy.

Scaling your Sales with The Power of Influence || Zack Slingsby

Wed, 25 May 2022 09:00:00 -0400

In this episode, Chris McCoy talks with Zack Slingsby, Founder and Creative Director of Human Factor Media.

Learn how your shared content can increase your sales, from an award-winning branded storytelling company that has worked with leading brands and publishers to create videos people actually want to watch.

Salesforce, Motorcycles and Startups, Oh My, with Drew Sechrist

Wed, 18 May 2022 17:00:00 -0400

In this episode, Chris interviews the # 36 employee at Salesforce, Drew Sechrist, now CEO and Co-founder of Connect the Dots, the next generation of network intelligence.

Drew shares how to scale through network intelligence and how he and his team used the same strategy to grow Salesforce from $0 to over $1B in revenue.

If you are in B2B Sales and looking for a unique selling proposition, don't forget about the referral, your fastest path to rapport.

Dale Backus, Founder of ohsnap Swears He's Not a Sales Guy!

Tue, 10 May 2022 11:00:00 -0400

In this episode of Leads to Growth, Chris interviews, Dale Backus, Founder and Creator of ohsnap, one of the most innovative phone accessory brands out there. Influence radiates from the inspiring leader though he would tell you he's not a "sales guy". lol

Learn how he took a product from idea to scaling company by building a team which today he admits is more important to his success than anything else.

Dale also shares his unique hiring and interview process, what he looks for in a cold email, and the value of flexibility and quick responses to meeting the needs of the market.

Maximize Sales through Powerful Social Influence || Ted Rubin and John Andrews

Tue, 03 May 2022 12:00:00 -0400

In this episode of Leads To Growth, Chris chats with 2 leading authorities in social marketing and the authors of Retail Relevancy, 'How Brands and Retailers will Connect with Shoppers in a Post-Physical Retail World', Ted Rubin and John Andrews.

We discuss how today's buyers' habits are evolving and the brands that are evolving with them are the ones developing relationships and removing friction from their transactions. This trend is just as important to B2B Sales as it is to retail brand marketing.

Brands that empower their employees to build their own brands through social media create ambassadors and extend their reach and ability to build relationships with their customers. Each day customers and employees leave brands and employers who take them for granted and still people question the ROI of culture.

Why your personal brand is absolutely your most powerful and biggest B2B asset

Thu, 28 Apr 2022 17:00:00 -0400

Want to outperform your competition by 202%?

In this episode of Leads to Growth, Chris interviews, Chellie Phillips, award-winning author of 2 books, When In Doubt, Delete It and Get Noticed, Get Hired, and founder/brand strategist of successful ever after.

She shares how she has used her first-rate public relations and communication skills to help countless people create an authentic personal brand designed to get them noticed and hired.

We also discussed how creating a company culture that encourages employee support, growth, and community can leverage employees as brand ambassadors.

Meet the Billionaire Whisperer and CEO of NASP

Wed, 20 Apr 2022 14:00:00 -0400

In this episode of Leads To Growth, Chris interviews the CEO of the National Association of Sales Professionals, Rod Hairston. He shares stories and lessons of his successful career with the Navy, Tony Robbins, Quicken Loans to where he finds himself today. Rod is currently CEO of all his Trusum companies including NASP, Envision-U, Growth-U and Musich Hill Ranch.

He shares how his career took off when he was able to flip a 20% downturn in leads into a 30% upswing in deals in 90 days at Quicken Loans. That's more than a 50% increase in revenue!

Rod acquired NASP moving on advice from his partner at the time, Dan Gilbert and turned that same training methodology into the certifications we have today. Styles and skills change but mindset will always prevail and Rod is one of the best in the world at creating a growth mindset and growth culture.

"Grow Your People, Grow Your Sales" with Best-Selling Author, Leigh Ashton

Wed, 30 Mar 2022 13:00:00 -0400

In this episode of Leads to Growth, Chris interviews, Leigh Ashton, international best-selling author of "Grow Your People, Grow Your Sales" and the Ceo and founder of, The Sales Consultancy. Also, one of our favorite podcast and blog guests.

Leigh is a b2b sales coach and trainer who has been leading the way in Growth Mindset and Culture. We talk about the evolution of sales skills, the challenges of most sales managers, how every salesperson can find a unique selling proposition by just being human and so much more.

Creating Retention Through Onboarding with Chris Ronzio

Wed, 16 Mar 2022 12:00:00 -0400

In this episode, Chris interviews Chris Ronzio, Founder and CEO of Trainual. After a record 4.5 M Americans quit their jobs in the "Great Resignation", Chris and his team started offering $5k bonuses for new hires to QUIT! We discuss how this and other amazing onboarding strategies have allowed them to rapidly grow and retain 99% of their hires. As well as how they are approaching the challenges of the new remote work culture.

The New Model of Selling with Jeremy Miner

Tue, 08 Mar 2022 18:00:00 -0500

You do not want to miss this special episode of Leads To Growth, with special guest, Jeremy Minor. This guy is one of the top Sales trainers around and he drops sales tip dimes throughout this entire episode.

Jeremy is the Chairman of 7th Level, a Global Sales Training company that was ranked #1,232 of the fastest-growing companies in the U.S. by INC magazine's list of top 5000 companies in 2021 and has been featured in the Wall Street Journal, Forbes, INC, Entrepreneur magazine, and a host of other publications.

The Consultant to the Consultants

Tue, 22 Feb 2022 15:00:00 -0500

In this episode, our host Chris McCoy welcomes, Max Traylor, who has made a living out of helping consultants with proven strategies, productize and sell their services to others. He runs a podcast called "Beers with Max" and is an expert in systems, processes, and identifying opportunities to optimize.

Watch the full video here: Click Here

Customer Wow's and Conversational Commerce with Paul Ace

Wed, 16 Feb 2022 11:00:00 -0500

In this episode, Chris interviews, Paul Ace, the CEO of Amplify C-Com. Amplify C-Com helps 7 figure high ticket course creators break through their glass ceiling to generate an extra six figures+ in new revenue using conversational commerce ( what the cool kids call C-Com)

Their unique C-Com System blends together a trifecta of Psychology, technology, and dataology to help rapidly scale company profits.

Scaling Your Sales Team with Jerry Brooner

Tue, 08 Feb 2022 16:00:00 -0500

On this week's episode of NASP's Leads To Growth, our host Chris McCoy interviews Jerry Brooner, the President of Global Field Operations at Enable, a venture-backed cloud-based SaaS solution for B2B rebate management. Enable has tripled its revenue and customer base since last year and has more merchants and suppliers in the UK and US than any other comparable software solution.

Jerry shares expertise from his two decades of experience as a high-growth global enterprise SaaS technology executive, most recently as the former Chief Revenue Officer at Scout RFP, scaling it from a $50M valuation to a $540M acquisition in two years.

Speak on Podcasts with Mark Colgan

Tue, 25 Jan 2022 17:00:00 -0500

On this week's episode of NASP's Leads To Growth, our host Chris McCoy interviews Mark Colgan, co-founder, and CEO of Speak on Podcasts, the worlds leading podcast booking agency.

Mark shares his insights on why podcasts are the hottest growth medium in B2B and tech as well as how he has created a culture ready to grow and leverage this opportunity.

The Evolution of the Sales Role with Richard Harris

Tue, 18 Jan 2022 16:00:00 -0500

In this episode of Leads to Growth with the National Association of Sales Professionals, our guest is top sales influencer for 2021 by Salesforce.com, co-founder of Surf and Sales and founder of the Harris Consulting Group, Richard Harris.

He shares everything from top sales tech he is using, evolving sales compensation, and insights from his consulting to his personal story, feelings of depression, and the reminder that there is more to life than just work.

Leveraging MarTech and Data with Asa Hochhauser

Tue, 04 Jan 2022 15:00:00 -0500

In this episode of NASP's, Leads To Growth, we join our host, Chris McCoy, as he discusses Marketing, Revenue and Growth Operations with the VP of Sales of McGaw.io, Asa Hachhauser.

Learn to Write Prospecting Emails from the Best with Will Allred

Mon, 20 Dec 2021 12:00:00 -0500

On this episode of Leads to Growth, NASP Master Trainer and host, Chris McCoy interviews 1 of LinkedIn's voices of sales for 2021, Lavender COO and Cofounder, Will Allred.

If you don't already know Will, Stop what you are doing and listen to this interview. This guy is the real deal!

Will shares the insights he gets by personally reviewing thousands of email templates of some of the top sales teams out there as well as his personal journey of leading with value and finding success on the other side.

Is the SDR role dead or is it just evolving?

Mon, 22 Nov 2021 12:00:00 -0500

Join our host and NASP master sales trainer, Chris McCoy, as he discusses the evolution of the SDR role in sales with Nelsen Gilliat, author of the book "The Death of the SDR and the Birth of the Buyer Centric Revenue".

Are you listening to your customers with Mark Allen Roberts

Fri, 29 Oct 2021 11:00:00 -0400

If you don't know Mark, just google "Fix Sales Problems" and he is the name at the top of the list, literally! Mark has an extremely simple yet valuable process that starts with the voice of your customer. You will be blown away by the insights this process provides. Check out our conversation and learn more.

How Solving his Sales Challenges Opened the Door to Creating a Cold Email AI Assistant

Mon, 27 Sep 2021 14:00:00 -0400

In this episode, Chris McCoy talks to William M Ballance, CEO and cofounder at Lavender.

Why Can't Sales and Finance Get Along?

Thu, 26 Aug 2021 14:00:00 -0400

In this episode, Chris McCoy talks with Ed Wallace and Tom Stewart from Achievenext, about the existing struggle that exists between Sales Executives and Financial Executives. As well as their research and experiences managing these relationships while influencing them to mutually agreeable and profitable solutions.

Why A Growth Mindset is the #1 Skill in Sales Right Now!

Thu, 22 Jul 2021 21:00:00 -0400

In this episode, Chris McCoy talks to the Founder and CEO of The Sales Consultancy, Leigh Ashton, about why sales leaders all over the world are asking for mindset training.

They discuss:

The current state of sales in the UK and US
How training requests have shifted now to seeking a growth mindset
What challenges salespeople are having to overcome today
How to develop a growth mindset

The Value and Future of Sales Education with Robert M. Peterson

Tue, 22 Jun 2021 13:00:00 -0400

In this episode of Leads To Growth, we discuss the current state and future of sales education with Robert M. Peterson, The Distinguished Professor of Sales for Northern Illinois University.

Dr. Peterson teaches and leads sales education at one of the few universities in the country where revenue generation can be a key focal point for students. NIU has one of the oldest sales centers in the country. Rob is also the editor of the scholarly publication, Journal of Selling. He teaches B2B Sales, Digital Selling Strategies, Negotiation, and Sales Enablement to students attending the 2nd oldest sales program in the country.

Rejecting the Status Quo with Megan Bowen

Wed, 26 May 2021 12:00:00 -0400

On this episode of Leads To Growth, Chris has a powerful conversation with Megan Bowen, CCO of Refine Labs and host of The Unwritten Playbook Podcast. From her standard of rejecting the status quo and highlighting others that do the same to her vulnerable share about learning from mistakes and falling in love with the journey of growth, it is easy to see that although she has accomplished so much already, Megan is just getting started.

The Real Value of Podcasting with Dan Sanchez

Wed, 28 Apr 2021 22:00:00 -0400

Dan Sanchez is a co-host of the B2B Growth Podcast which has 160k+ monthly downloads and over 1,600 episodes, B2B Growth is one of the top daily podcasts for B2B marketers who want to win at work.

He also is the Director of Audience Growth for Sweetfish Media who produces podcasts for B2B brands.

They empower you to establish thought leadership. Fuel your content strategy. Create strategic relationships with your ideal clients, potential referral partners, & industry influencers.

And they stand behind the belief(and obvious proof) that, A podcast does all that☝️️ and more.

Here he shares all the value and insight which inspire this massive movement.

Top 5 Reasons Sales Enablement Is A Must For Growth and Sustainability

Mon, 29 Mar 2021 16:00:00 -0400

Check out the unique perspective of first sales enablement hire for one of the largest sales enablement organizations, Matt Cohen. He and another top industry leader, Daniel Redman, discuss top trends, how to get started, and the future of this industry, while our host, Chris McCoy, vigorously takes notes.

Making Connections Count with Nick Araco Jr.

Mon, 22 Feb 2021 12:00:00 -0500

Our host Chris McCoy welcomes one of the best in the connection business.

Nick Araco, Jr.(https://www.linkedin.com/in/nick-araco-jr/) has a demonstrated track record as a multi-talented and innovative growth strategy, sales, marketing, finance, HR, operations and enterprise leader.

Nick is the co-founder, Chairman, and CEO of AchieveNEXT. AchieveNEXT provides a unique combination of Peer Advisory Networks and specialized Human Capital Solutions to enterprise leaders, to their teams, and to their workforce, solving one of the most challenging problems they face today -- the ability to meet and benchmark with their peers, to know what they are doing and how they are doing it -- all accessible in the most efficient and effective way.

Nick is the founder of AchieveNEXT's Alliance Peer Advisory Networks, including The CFO Alliance and The CHRO Alliance — the professional Peer Networks responsible for introducing disruptive knowledge-sharing to Finance & HR Leaders throughout North America.

Over the past 2 decades, Nick has been able to bring his unique ability of "Making Connections that Count” to Empower Growth of Finance, HR, Sales, and other C-Suite executives and business leaders across North America.

Nick serves as 'a voice for the Middle Market,' representing the more than 15,000 Finance and HR Leaders who are Members of The CFO Alliance and The CHRO Alliance Peer Advisory Networks that empower Modern Finance and HR Leaders to make complex decisions on People, Strategy, Technology & Risk.

Nick is a regular speaker at Executive Conferences, has appeared on Bloomberg, and is called upon by the media and press for commentary on the opportunities and issues that drive the global economy.

Nick prides himself on his selfless approach, his passions for learning, and personal mission to impact the success of each person he meets. This is evident in Nick's earning his Herrmann HBDI® and Chally/GrowthPlay Assessment Certifications which allow him to administer and utilize the latest tools to identify and nurture any company’s most valuable assets, its people.

Previously, Nick served in senior leadership roles at leading global law, accounting and business advisory firms, established and led a human capital management practice and was a practicing attorney. Nick is a published thought leader, a highly sought after public speaker and a recognized global business leader.

B2B Sales is getting very SaaSy

Mon, 14 Dec 2020 06:00:00 -0500

Join our host, Chris McCoy, as he interviews industry and thought leaders, to give our listeners an insider's perspective of Elite Performers in the world of sales.

Christine Rogers: President and COO of Aspireship.com, where they bridge the knowledge and experience gap between the SaaS sales world and the current rapidly shifting workforce by training future leaders for exciting careers, and proactively matching them with fast-growth employers in need of talented and ambitious professionals. She is a seasoned sales and marketing leader with over 15 years of recruiting, hiring, training, and managing high-performing sales teams as well as someone very cool that you should really want to know.

Thomas Boccard: aka #BoKnowsSales on LinkedIn, SVP of Sales for GlobalData PLC. A forward looking, sales leader, and change champion with a history of transforming organizations to exceed sales and profit goals domestically and internationally. Diverse industry experience selling into Fortune 500 industry leaders in highly competitive environments. Known for building and incentivizing top-performing teams while creating cultures of accountability, empowerment, and loyalty.

You can find them both every Thursday night @ https://www.thursdaynightsales.com/

The Future of Sales with Justin Michael the Salesborg

Wed, 11 Nov 2020 11:00:00 -0500

Check out this great conversation with our host Chris McCoy and the Salesborg, Justin Michael, as they discuss the future of sales and how it is changing right now.

Justin Michael, aka the Tony Stark of XDRs, is a sales futurist and author of "Tech-Powered Sales" releasing on HarperCollins in 2021. After two decades of consulting 100+ early-stage startups on hypergrowth and holding leadership roles at LinkedIn, Salesforce, and reporting to Sean Parker, Justin was part of a stealth project where engineers built an AI model of his brain while prospecting with the goal of fully automating sales development itself. He is passionate about AI, ML, NLP, Deep Learning AI, and Neural Network evolution in order to bridge toward the Singularity. His writing seeks to unlock all the ways Marketing and Sales leaders can apply these mechanics to free up the human in the sales process, restoring quality consultative exchanges that drive value.

Why technology is hurting your sales, not helping it!

Tue, 06 Oct 2020 19:00:00 -0400

Our host Chris McCoy interviews Michael Zipursky, the CEO of Consulting Success® and Coach to Consultants, as they discuss why technology is often hurting sales reps these days and not helping them.

Michael has advised organizations like Financial Times, Dow Jones, RBC, and helped Panasonic launch new products into global markets, but more importantly, he’s helped over 400 consultants from around the world in over 75 industries add 6 and 7 figures to their annual revenues. Over 35,000 consultants read his weekly consulting newsletter.

Michael is also the author of the Amazon Best Sellers ACT NOW: How successful consultants thrive during chaos and uncertainty, The Elite Consulting Mind and Consulting Success®, the book.

Why Social Touching is Very Appropriate for Sales

Fri, 16 Aug 2019 11:57:04 -0400

The Leads to Growth Podcast with The National Association for Sales Professionals provides in-depth discussions sharing the best sales training techniques, sales, and prospecting skills, as well as influence and communication skills to take your professional sales career to the next level!

Why Everyone Who Uses PowerPoint Should Take a Class with Camille Holden and Taylor Croonquist

Mon, 08 Jul 2019 16:50:45 -0400