Our guest this week is David Mammano, Founder and CEO of Avanti Entrepreneur Group
For more than 20 years, David Mammano has been a serial entrepreneur. Having started seven businesses from scratch, he thrives on starting and growing businesses.
Today he thrives on helping others start or grow their businesses by infusing the latest entrepreneurial principles into their strategy.
David is a three-time Inc. Magazine 5000 Growth Company, the host of The Avanti Entrepreneur podcast, a TEDx speaker, a Forbes.com contributing writer, an adjunct professor at the University of Rochester, and the author of business and college planning books.
***
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***
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Jeffrey’s website: https://gitomer.com
Jennifer’s website: https://salesinanyminute.com
Gitomer Gold Webinar Series: https://go.gitomer.com/gitomer-gold
Our guest this week is Mark Green, a sales and leadership expert who has worked with major companies like WalMart, Exxon, Visa and Johnson and Johnson to exceed sales goals and increase revenue.
Mark spent the first part of his career as a teacher and sports coach, leading the United States Junior Olympic basketball to a Gold Medal in the World Games in Belgium. His background in sports and teaching constantly informed his highly successful career as a salesperson, sales manager and consultant.
On today's show…
**Find out how you can win a trip to Charlotte to consult and learn with Jeffrey Gitomer**
4:00 - Why Jeffrey and Jen think teachers, athletes and military personnel make the best salespeople
14:00 - Transitioning successfully from salesperson to sales manager
21:00 - What Mark did differently to become #1 in his field
26:30 - Mark’s guide to sales management
33:00 - Why Mark thinks your company should be exploring “street level branding” as ana alternative to traditional marketing
***
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***
Need more sales help?
Jeffrey’s website: https://gitomer.com
Jennifer’s website: https://salesinanyminute.com
Gitomer Gold Webinar Series: https://go.gitomer.com/gitomer-gold
Our guest this week is C. Lee Smith, President and CEO of SalesFuel a data-driven sales enablement company.
Visit SalesFuel today to find out about their data-driven, yet caring consultative approach to leadership, management, sales and marketing.
On today's show…
1:00 - Providing REAL value to your prospect or customer
15:30 - Using data to discover who your customer is is CRITICAL to making more sales.
21:00 - How is data affecting the way people sell?
27:20 - How Lee builds a company culture at SalesFuel that is second to none
31:20 - Building a team: It's not just the bricks, it's the mortar.
***
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***
Need more sales help?
Jeffrey’s website: https://gitomer.com
Jennifer’s website: https://salesinanyminute.com
Gitomer Gold Webinar Series: https://go.gitomer.com/gitomer-gold
On today's Sell or Die Extra
Jennifer joins Doug Sandler's Nice Guys on Business podcast to tell the story of how she got out of sales management and into starting her own business.
Subscribe to Doug's podcast here.
AND
Jeffrey joins David Mammano's Avanti Entrepreneur Podcast to discuss how he began life as a writer and his thoughts on being current and being memorable.
Subscribe to David's podcast here.
***
Follow Jeffrey on twitter and instagram @gitomer
Follow Jennifer on twitter and instagram @jeninanyminute
***
Need more sales help?
Jeffrey’s website: https://gitomer.com
Jennifer’s website: https://salesinanyminute.com
Gitomer Gold Webinar Series: https://go.gitomer.com/gitomer-gold
Our guest this week is Sally Hogshead, New York Times bestselling author, National Speakers Association Hall of Fame speaker, chief executive officer of How to Fascinate (Fascinate, Inc) and a former advertising executive.
She’s here today to discuss how to be fascinating and what becoming fascinating can do to help you build reputation and wealth.
Go to howtofascinate.com TODAY and take a free personality test with our promo code SELLORDIE
On today's show...
2:00 - How to engage after you fascinate
13:00 - Sally’s extremely “fascinating” engagement story
15:20 - The story of Jagermeister or “What does fascination have to do with sales?”
20:40 - What Sally learned from studying 1 million professionals over a decade
22:00 - Sally reveal the personality test for Jeffrey and Jennifer. How did they score?
***
Follow Jeffrey on twitter and instagram @gitomer
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***
Need more sales help?
Jeffrey’s website: https://gitomer.com
Jennifer’s website: https://salesinanyminute.com
Gitomer Gold Webinar Series: https://go.gitomer.com/gitomer-gold
On today's show...
2:00 - The biggest thank you to all of our Sell or Diehards
5:30 - Jeffrey is not a big fan of holiday cards
9:00 - Beating the classic holiday objection of "I don't have nay budget left."
15:30 - How to answer any holiday objection
Visit givegitomer.com/cyber-monday for a special offer on the Gitomer Learning Academy!
***
Follow Jeffrey on twitter and instagram @gitomer
Follow Jennifer on twitter and instagram @jeninanyminute
***
Need more sales help?
Jeffrey’s website: https://gitomer.com
Jennifer’s website: https://salesinanyminute.com
Gitomer Gold Webinar Series: https://go.gitomer.com/gitomer-gold
Our guest this week is Carson V. Heady, author, speaker and sales expert.
Carson V. Heady is a published author of 3 sales/leadership books including “Birth of a Salesman,” blogger, and Corporate Territory Manager for Microsoft. He has been the #1 company contributor in 8 roles across 4 companies in multiple levels of sales and leadership, and has been featured in numerous publications and podcasts.
On today's show...
2:15 - Did Twitter make a huge mistake doubling their character limit?
13:30 - Carson Heady discusses his new novel and the impetus to write outside of the context of his day job.
19:40 - Who is Vincent Scott?
31:30 - The Secret Sauce of Sales and the Sales Food Chain
43:05 - Book writing is hard. Writing perception vs. reality.
***
Follow Jeffrey on twitter and instagram @gitomer
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***
Need more sales help?
Jeffrey’s website: https://gitomer.com
Jennifer’s website: https://salesinanyminute.com
Gitomer Gold Webinar Series: https://go.gitomer.com/gitomer-gold
Going up? Jeffrey gives you tips on how to network, practice your cold calling skills and have some fun all in the time it takes you to get from the lobby to the 10th floor.
Our guest this week is Ken Walls, CEO of Client Solution Innovations and author of Walls of Wisdom: Turning Pain into Profit.
Ken’s story is in a word, incredible. After addiction took away everything he earned, he got help, fought back and is now the CEO of a company that began on a $20 loan. His book lays out simple steps for achieving major goals.
On today's show...
15:25 - The book that turned Ken Walls’ life around
30:15 - Ken lets you in on a secret that Google doesn't want you to know about SEO
36:15 - How Ken Walls captures attention and reels in the big fish
47:50 - Napoleon Hill Quote of the Week
51:30 - Jeffrey and Jen answer a listener question on getting your email opened
***
Follow Jeffrey on twitter and instagram @gitomer
Follow Jennifer on twitter and instagram @jeninanyminute
***
Need more sales help?
Jeffrey’s website: https://gitomer.com
Jennifer’s website: https://salesinanyminute.com
Gitomer Gold Webinar Series: https://go.gitomer.com/gitomer-gold
Jeffrey Gitomer explains the keys to an opening line that will keep your prospect on the phone LONG enough to actually make a close.
Our guest this week is Morgan Ingram, host of The SDR Chronicles, a Youtube show all about the joys and challenge of being a Sales Development Rep. He walks us through what an SDR is and what it isn’t. The challenges that most SDRs face daily and his tips for battling them.
PLUS! It’s our Halloween special. Jen and Jeffrey reveal the absolute scariest thing you can hear on a sales call and discuss sales-themed costume ideas.
Subscribe to The SDR Chronicles: https://www.youtube.com/channel/UC5mIKms3bZLtuXapHBVp2tA
Follow Morgan on twitter: https://twitter.com/morganjingram
On today's show…
4:00 - The scariest thing you can hear on a sales call
14:40 - What exactly IS an SDR?
25:00 - Morgan reveals the biggest challenges for SDRs and his advice on overcoming them.
27:30 - Where does Morgan get his mental toughness?
33:00 - Motivation vs. Inspiration: nuance or semantics?
***
Follow Jeffrey on twitter and instagram @gitomer
Follow Jennifer on twitter and instagram @jeninanyminute
***
Need more sales help?
Jeffrey’s website: https://gitomer.com
Jennifer’s website: https://salesinanyminute.com
Gitomer Gold Webinar Series: https://go.gitomer.com/gitomer-gold
It's easy to use the coming holiday season as an EXCUSE for low numbers. You might not be selling, but customers are buying. Will you be there to help your customer?
PLUS! It's not just the devil that's in the details...it's often the difference between a signed contract and a missed sale.
Our guest this week is Brian Bachofner, Chief Marketing Officer of MapAnything, a geo-productivity platform in Salesforce that helps sales, service, and marketing teams increase revenue and boost productivity.
Brian is tired of seeing sales departments and marketing departments putting on an off-Broadway rendition of West Side Story. As the world of marketing has changed it’s brought it closer than ever to the world of sales. Find out why you should consider ending your war on marketing and start utilizing them to make more sales.
On today's show...
2:00 - Tips to close out your 4th quarter STRONG
8:05 - Marketing went from an art to a science. How does that affect the alignment with sales?
12:50 - “I think we overemphasize engagement...with content”
19:00 - How does Brian get his people ready to use social media to improve marketing AND sales?
25:30 - Jeffrey and Jen redefine content marketing so that it will actually WORK for you.
***
Follow Jeffrey on twitter and instagram @gitomer
Follow Jennifer on twitter and instagram @jeninanyminute
***
Need more sales help?
Jeffrey’s website: https://gitomer.com
Jennifer’s website: https://salesinanyminute.com
Gitomer Gold Webinar Series: https://go.gitomer.com/gitomer-gold
Short and sweet, sales red meat. Lookout for these Sell or Die extra mini-episodes throughout the month.
Have you actually thought about what a cold call is? I bet you haven't. Examine what you THINK a cold call should be, and let Jeffrey explain what a cold call SHOULD be.
***
Follow Jeffrey on twitter and instagram @gitomer
Follow Jennifer on twitter and instagram @jeninanyminute
***
Need more sales help?
Jeffrey’s website: https://gitomer.com
Jennifer’s website: https://salesinanyminute.com
Gitomer Gold Webinar Series: https://go.gitomer.com/gitomer-gold
Our guest this week is Jeff Bajorek, founder of Parabola Consulting, LLC and author of a new ebook Rethink the Way You Sell.
Jeff says that too often, there is a focus on the minutiae of selling, the tactics and techniques, without a proper understanding of the underlying principles that support them. This discussion delves into those principles, his book and how you can apply it to your sales philosophy to win more sales.
Find Jeff: Jeffbajorek.com
On today's show...
2:00 - Jeffrey and Jen give you tips on how to capitalize on your travel time.
12:30 - How to maintain a personalized connection through digital media
21:30 - Jeff reveals how Jeffrey was influential in his decision to branch out on his own
29:00 - How Jeff burst past his toughest gatekeeper
32:00 - A lesson in “why they didn’t buy” and why that’s so important
***
Follow Jeffrey on twitter and instagram @gitomer
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***
Need more sales help?
Jeffrey’s website: https://gitomer.com
Jennifer’s website: https://salesinanyminute.com
Gitomer Gold Webinar Series: https://go.gitomer.com/gitomer-gold
Our guest this week is Jay Baer, founder of ConvinceAndConvert.com. Jay is a 24-year digital expert, a global keynote speaker and emcee, a New York Times best-selling author, a trusted advisor to dozens of brands, an active investor in tech startups, and a member of the Word of Mouth Marketing Hall of Fame.
Jay stopped by to discuss how digital trends have changed marketing and customer relationships over the past few decades. His insight will help you no matter what business you’re in.
Links
Follow Jay on twitter @JayBaer!
On today's show…
4:25- How Best Buy revitalized their business by matching wits with Amazon
13:30- Jay Baer talks about how his career in digital marketing began with the sale of Budweiser.com
22:45- How the internet has made customers passive aggressive
32:30- Jay’s hard fast rule for replying to customers on social media
43:30- We discuss Jay’s upcoming book “Talk Triggers” and he explains how Cheesecake Factory capitalizes on word of mouth
52:00- How to stay current in an ever changing digital marketplace
***
Follow Jeffrey on twitter and instagram @gitomer
Follow Jennifer on twitter and instagram @jeninanyminute
***
Need more sales help?
Jeffrey’s website: https://gitomer.com
Jennifer’s website: https://salesinanyminute.com
Gitomer Gold Webinar Series: https://go.gitomer.com/gitomer-gold
Our guest this week is Peter Getchell, Business Development Executive at KnowledgeLink, an innovative online learning platform. He’s here to chat with us about the value and future of online learning. If you’ve ever thought about implementing simple online learning for your sales team, this is the podcast for you.
This episode is brought to you by, Strassburger Steaks, visit strassburgersteaks.com today and click the “Steak Lover” button to get delicious meat delivered to your door TODAY!
On today's show...
2:00 - Co-promotion builds your business
4:00 - How people are using "ego bait" to get your brand the attention it deserves
14:30 - What keeps Peter interested in eLearning?
15:45 - What kinds of things should people look for in a training program?
20:40 - Trends in viewing training on mobile and concerns over data
10:58 - How has training changed over the past 10 years?
***
Follow Jeffrey on twitter and instagram @gitomer
Follow Jennifer on twitter and instagram @jeninanyminute
***
Need more sales help?
Jeffrey’s website: https://gitomer.com
Jennifer’s website: https://salesinanyminute.com
Gitomer Gold Webinar Series: https://go.gitomer.com/gitomer-gold
Our guest this week is Joe Apfelbaum, speaker, author, motivator, CEO of Ajax Union, a New York marketing company. He’s back again to talk about the biggest issues facing people who are OR want to be entrepreneurs.
Ajax Union: https://www.ajaxunion.com/
Joe Apflebaum: http://www.joeapfelbaum.com/
This episode is brought to you by, Owler. Every morning, Owler sends you the most relevant news about the companies you follow, so you can effortlessly catch up with updates in your industry in a matter of minutes. Visit Owler.com today and sign up for free!
On today's show...
9:00 - Are you ready for the next level of success?
10:45 - Seven-figure breakthroughs in your life
11:15 - Thriving vs. Surviving
12:00 - Joe discovers the entrepreneurial spirit
17:00 - The difference between perceived fear and real fear
20:00 - The biggest issue for most entrepreneurs
21:20 - How to control the present
***
Follow Jeffrey on twitter and instagram @gitomer
Follow Jennifer on twitter and instagram @jeninanyminute
***
Need more sales help?
Jeffrey’s website: https://gitomer.com
Jennifer’s website: https://salesinanyminute.com
Gitomer Gold Webinar Series: https://go.gitomer.com/gitomer-gold
Our guest this week is Shawn Doyle, contributing writer for The Huffington Post, Entrepreneur, Inc, The Good Men Project and Addicted2Success and author of Jumpstart Your Motivation and The Sun Still Rises.
His mission as a trainer and certified speaker is to make a monumental difference in people’s lives at work and at home, as they go through this thing called life. He founded the largest motivation group on LinkedIn, Motivation Nation, with over 16,000 members.
Today he takes us through dealing with grief and forging a positive attitude to keep you on a success track no matter what situation arises.
This episode is brought to you by, Strassburger Steaks, visit strassburgersteaks.com today and click the “Steak Lover” button to get delicious meat delivered to your door TODAY!
On today's show...
1:50 - How can you become referable?
9:57 - Shawn’s transition from sales to speaking
11:40 - The secrets to staying motivated.
13:02 - “If you don’t like what you’re doing...get OUT. You are the architect of your own life.”
17:00 - Dealing with grief and loss without “steps” or “stages”
22:10 - The leadership gap and why it’s destroying corporate America
32:00 - Shawn’s secret to happiness
***
Follow Jeffrey on twitter and instagram @gitomer
Follow Jennifer on twitter and instagram @jeninanyminute
***
Need more sales help?
Jeffrey’s website: https://gitomer.com
Jennifer’s website: https://salesinanyminute.com
Gitomer Gold Webinar Series: https://go.gitomer.com/gitomer-gold
Our guest this week is Jay Biss.
Jay has worked with small businesses for over 15 years and is now focused on helping clients save money by finding cash management solutions and maximize their short/long term credit opportunities at a large bank in New York City, currently the top ranked banker in the US in his category. An avid football fan and runner, his motto is 'show up and follow up'.
This episode is brought to you by, Strassburger Steaks, visit strassburgersteaks.com today and click the “Steak Lover” button to get delicious meat delivered to your door TODAY!
On today's show...
5:00 - The best way to get a testimonial for your product or service.
12:30 - The motto that has made Jeffrey more money than he can count.
14:10 - How do you become the number one person in your industry?
20:00 - “They key is to make sure you show up again and that you’re present.”
21:54 - How do you organize your pipeline WITHOUT the help of a major CRM?
25:38 - Jay Biss’ tips on winning over a client who had a terrible previous experience with your company.
28:53 - “The client comes to you, you help them...that’s it!”
34:45 - Maintaining a customer relationship and becoming a trusted advisor.
***
Follow Jeffrey on twitter and instagram @gitomer
Follow Jennifer on twitter and instagram @jeninanyminute
***
Need more sales help?
Jeffrey’s website: https://gitomer.com
Jennifer’s website: https://salesinanyminute.com
Gitomer Gold Webinar Series: https://go.gitomer.com/gitomer-gold
Our guest this week is Doug Sandler, host of The Nice Guys on Business podcast. He's here to explain that podcasting is within your reach and can help your business and sales.
Doug Sandler is an entrepreneur and industry leader. His book, Nice Guys Finish First is a #1 ranked Amazon Best Seller. As a podcast host of The Nice Guys, Doug has interviewed Jeffrey Gitomer, Gary Vaynerchuk, Arianna Huffington from HuffPost, Dan Harris from Good Morning America, Ron Klain, White House Chief of Staff and dozens of celebs. Doug is a nationally recognized speaker, writer, and founder of TurnKey Podcast Company, providing podcast production, editing and launch services.
This episode is brought to you by, Strassburger Steaks, visit strassburgersteaks.com today and click the “Steak Lover” button to get delicious meat delivered to your door TODAY!
On today's show...
6:30 - How Doug’s podcasting journey began and how it changed his business and his life
9:00 - Doug Sandler “The technical side of podcasting could not be easier than it is right now”
10:50 - Doug breaks down the “simple science” of getting your podcast started
15:00 - How many podcasts does a pro-podcaster listen to?
19:00 - Givers vs. Takers
27:00 - The key to getting a great guest to come on your podcast
30:00 - Doug’s best podcast guest EVER
***
Follow Jeffrey on twitter and instagram @gitomer
Follow Jennifer on twitter and instagram @jeninanyminute
***
Need more sales help?
Jeffrey’s website: https://gitomer.com
Jennifer’s website: https://salesinanyminute.com
Gitomer Gold Webinar Series: https://go.gitomer.com/gitomer-gold
Our guest this week is Noah Kagan, Chief Sumo at Sumo.com. Noah was employee #30 at Facebook, #4 at Mint and has since created four multi-million dollar businesses.
His latest obsession is Sumo.com (free marketing tools for small businesses to become big). He founded AppSumo.com (daily deals for entrepreneurs) and has a popular podcast on business, Noah Kagan Presents.
This episode is brought to you by, Strassburger Steaks, visit strassburgersteaks.com today and click the “Steak Lover” button to get delicious meat delivered to your door TODAY!
On today's show...
4:45 - Battling price objection with value and testimonials
14:30 - Noah Kagan “If you ever have a chance to be a part of something that’s just working, do whatever it takes to be a part of it.”
18:55 - Noah tells us what it’s like to get fired from Facebook and lose a bunch of money
22:00 - Noah Kagan “The businesses I’ve started that have gone on to make 8-figures...it’s only been solving problems I’ve wanted solved.”
26:50 - AppSumo's article on Tony Robbins' marketing strategy
***
Follow Jeffrey on twitter and instagram @gitomer
Follow Jennifer on twitter and instagram @jeninanyminute
***
Need more sales help?
Jeffrey’s website: https://gitomer.com
Jennifer’s website: https://salesinanyminute.com
Gitomer Gold Webinar Series: https://go.gitomer.com/gitomer-gold
1:16 - Jeffrey Gitomer joins Mike Pici, Director of Sales at HubSpot, for their Inbound Sales Day
9:42 - Why Jeffrey reads the 1-star reviews
16:30 - How to overcome the "bad experience last time" barrier
22:50 - Is there a difference between selling a product vs. a service?
26:34 - What happens when you're in a situation you're not prepared for?
32:00 - HubSpot developer and inbound sales expert Jon Pavoni joins for a lead-gen and content creation talk you can't miss.
33:10 - People consume content differently, how can you take advantage of that?
36:00 - Could Hubspot automation work for your marketing needs?
***
Follow Jeffrey on twitter and instagram @gitomer
Follow Jennifer on twitter and instagram @jeninanyminute
***
Other helpful places…
Jeffrey’s website: https://gitomer.com
Jennifer’s website: https://salesinanyminute.com
Gitomer Gold Webinar Series: https://go.gitomer.com/gitomer-gold
Gamification isn't coming...it's here. Companies all over the world are incorporating game mechanics into training, production and even the product or service itself. The industry is worth $2 billion and growing fast. Our guest this week is Sam Caucci, CEO of one of the top gamification companies in the world, 1Huddle. He breaks down why gamification works and where training is going in the next decade.
Peter James is a former Navy Seal turned Senior Vice President. It's not hard to imagine that a lot of the values and lessons he learned from his experience as a Seal carried over into his new career. You don't have to go through basic training to pick up the tips, strategies and amazing sales and life advice Peter has for us today.
2:00 - Jeffrey and Jen have a message, "Flying stinks...GET OVER IT!"
7:45 - Peter James on the most important thing he learned as a Navy Seal
14:42 - "If everyone can hit the number, it's probably not that impressive."
18:18 - Identifying sales greatness
27:30 - Peter's biggest regret turns into his greatest lesson.
***
Follow Jeffrey on twitter and instagram @gitomer
Follow Jennifer on twitter and instagram @jeninanyminute
***
Other helpful places…
Jeffrey’s website: https://gitomer.com
Jennifer’s website: https://salesinanyminute.com
Gitomer Gold Webinar Series: https://go.gitomer.com/gitomer-gold