『Invest in Yourself Before You Blame the Company』のカバーアート

Invest in Yourself Before You Blame the Company

Invest in Yourself Before You Blame the Company

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In this episode of Sales & Cigars, Walter Crosby sits down with John Golden, Chief Marketing Strategy Officer at Pipeliner CRM and host of Sales Pop, for a sharp conversation about sales leadership, self-development, business acumen, and what it really takes to stay valuable in sales. John shares why SPIN Selling remains one of the most important sales books ever written and why great salespeople are still defined by their ability to ask better questions, listen deeply, and resist the urge to jump into solution mode too quickly. The conversation also dives into one of John's biggest pieces of advice for sales professionals: invest in yourself. Don't wait for your company to train you. Don't complain that no one is developing you. Your career is your responsibility. From coaching and mentorship to business acumen and sales-marketing alignment, this episode is a reminder that the best salespeople never stop learning. Episode Highlights Why SPIN Selling still matters in modern salesThe difference between hearing and active listeningWhy silence after a good question is powerfulHow salespeople can stop rushing into solution modeWhy every salesperson should learn a sales methodologyJohn's advice to invest in yourself before blaming your companyThe ROI of hiring a coach or finding a mentorWhy sales, sales leadership, and CEO roles can feel lonelyThe importance of business acumen in today's sales environmentHow salespeople can bring value through insight, not just productsWhy a great sales call should be valuable enough to pay for Key Themes & Takeaways Great salespeople ask better questions. The best reps do not rush to pitch. They slow down, listen, and dig deeper.Silence is part of the process. When a prospect pauses after a strong question, don't interrupt. Let them think.Your career is your responsibility. If your company is not investing in your development, invest in yourself.Coaching pays for itself. A good coach or mentor can challenge your thinking, expand your goals, and accelerate growth.Sales can be lonely. Whether you are carrying a bag, leading a team, or running a company, you need people who can challenge and support you.Business acumen matters more than ever. Salespeople need to understand how businesses operate, how decisions get made, and how their solution impacts the whole organization.Value starts before the deal closes. A sales conversation should help the buyer think differently, even before they buy anything. Who Should Listen This episode is especially valuable for: Salespeople who want to take ownership of their careerSales leaders trying to develop stronger, more independent repsCEOs and entrepreneurs who want better sales conversationsTeams looking to improve discovery and active listeningRevenue leaders focused on sales and marketing alignmentAnyone who wants to become more valuable in every business conversation Links & Resources SPIN Selling by Neil Rackham Pipeliner CRM https://pipelinersales.com Sales Pop https://salespop.net John Golden on LinkedIn Continue the Conversation If this episode made you think differently about sales, leadership, or how to take ownership of your career, join the Sales Integrator Community. It's built exclusively for salespeople and sales managers who are looking for an edge—and for professionals who want support getting their questions answered by someone who has learned the hard way over 40 years. Free forever. Special founding member badges are available for the first 250 members. Join here: https://helix-community.circle.so/join?invitation_token=8b6622d942c852339d856b2af3504123cf9476e2-8b78b151-d94f-46df-a26b-ec4a6df24460 Subscribe & Follow Sales & Cigars is hosted by Walter Crosby of Helix Sales Development. The only smoke we blow is from cigars. Subscribe on Apple Podcasts, Spotify, YouTube, or wherever you listen.
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