『Salesology® - Conversations with Sales Leaders』のカバーアート

Salesology® - Conversations with Sales Leaders

Salesology® - Conversations with Sales Leaders

著者： Wendy Weiss
無料で聴く

このコンテンツについて

 When you are ready to transform your sales for today's transforming market, this is the show for you. In the Salesology®️ podcast, you're going to be getting the real scoop, the inside story from sales leaders who will deliver the goods on how to grow sales faster, more easily and more profitably. With your host, The Queen of Cold Calling®️ and Founder of Salesology®️, award winning author, speaker, sales trainer and coach, Wendy Weiss.2023 マーケティング マーケティング・セールス 個人的成功 経済学 自己啓発
エピソード
  • 152: Tom Dee – The Unexpected Sales Manager

    152: Tom Dee – The Unexpected Sales Manager
    2025/10/27
    Guest: Tom Dee Guest Bio: Tom began his sales management career over eight years ago, and he is passionate about turning underperforming teams into high-performing, revenue-generating ones. Tom loves using tools like AI-driven sales insights to stay sharp and ahead of the game. His approach to leadership is all about mentorship, making smart decisions, and keeping the focus on the customer, building relationships that last. Key Points: Career Journey Started in sales by accident. Studied TV and radio production at the University of Dayton, but couldn't find work in that field. While waiting tables, he met the president of a copier company who was impressed by his "sales pitch" and hired him. Learned cold calling and sales fundamentals in copier sales. Connected through the Chamber of Commerce to Ryden, where he started as a sales account representative. After two successful years, he was promoted to sales manager despite having no prior management experience. His boss recognized his leadership potential and sales acumen. Has been with Ryden for nine years, discovering his true calling in leadership, mentorship, and sales management. Music and Sales Tom is also a musician and band singer. Believes music and sales share core similarities: both require creativity, persistence, and appreciation of the process, not just the outcome. Says the best salespeople, like musicians, hone their craft over time — success isn't innate; it's developed through discipline and practice. Comparing recording music ("you don't see how many takes it took") to the sales process, the journey matters as much as the final result. Sales Philosophy Rejects the myth of the "born salesperson." Emphasizes that sales success comes from process, practice, and consistency, not innate talent. Says the best reps "get out what they put in". Hard work and repetition pay off. Values creativity, resilience, and self-belief in sales performance. Leadership & Coaching Approach Focuses on individualized coaching to help each rep become "the best version of themselves." Builds on strengths and raises the floor on weaknesses, progress can mean moving from a D to a B, not perfection. Believes in incremental improvement - small, consistent gains lead to big results. Encourages trust-based coaching by explaining the "why" behind feedback. Promotes two team types: · Business Development Reps: Need direction, creativity, and fresh energy. · Account Reps: Need structure, process optimization, and focus on managing existing clients. Overcoming Sales Call Fear Recognizes fear of cold calling as common, "there's no magic wand." The only real solution is repetition and desensitization: pick up the phone, make calls, and learn from experience. Sales managers often act like psychologists, helping reps shift their mindset from "I'm bothering people" to "I'm helping people." Acknowledges that sales isn't for everyone, and that's okay. The Power of Process Process brings structure and rhythm to an unpredictable job. Encourages reps to block time and eliminate distractions during call sessions. Teaches that routine builds confidence and consistency, helping overcome discomfort. Note the moment of breakthrough when reps see results from their effort; that's when confidence clicks. Use of Scripts Provides scripts to new reps, especially since Ryden is in the print industry with its own terminology. Scripts help reps learn the "language" of their customers. Encourages reps to act as if, use scripts as training wheels until they internalize the message and make it their own. "Fake it till you make it… But eventually, you have to make it." Management Philosophy Believes in meeting people where they are, not forcing everyone into one mold. Success comes from helping each rep develop in their own authentic way. Leadership is about guidance, empathy, and helping others grow, not control. Guest Links: LinkedIn: https://www.linkedin.com/in/tom-deee/ About Salesology®: Conversations with Sales Leaders Download your free gift, The Salesology® Vault. The vault is packed full of free gifts from sales leaders, sales experts, marketing gurus, and revenue generation experts. Download your free gift, 81 Tools to Grow Your Sales & Your Business Faster, More Easily & More Profitably. Save hours of work tracking down the right prospecting and sales resources and/or digital tools that every business owner and salesperson needs. If you are a business owner or sales manager with an underperforming sales team, let's talk. Click here to schedule a time. Please subscribe to Salesology®: Conversations with Sales Leaders so that you don't miss a single episode, and while you're at it, won't you take a moment to write a short review and rate our show? It would be greatly appreciated! To learn more about our previous guests, listen to past episodes, and get to know your host, go to https://podcast.gosalesology.com/ and connect on ...
    続きを読む 一部表示
    28 分
  • 151: Matt Gregory – Fast Tracking Future Leaders

    151: Matt Gregory – Fast Tracking Future Leaders
    2025/10/20
    Guest: Matt Gregory Guest Bio: Matt Gregory's story is one of quiet transformation, shaping the brokerage division from within while never losing the drive to help clients. A strategist and mentor, he co-founded the Office Brokerage Group, launched the firm's Fast Track training program, and has closed 1,200-plus deals worth more than $810 million. Clients value his mix of precision, urgency, and clear foresight; colleagues value his commitment to developing future leaders. Having recently earned his broker's license, Matt now serves NAI Ohio Equities in an official Management-Level Broker capacity, bringing even greater authority to the guidance he provides. Education: BA Communication - The Ohio State University Professional Affiliations: SIOR, CCIM Matt continues to pair strategic vision with hands-on coaching, ensuring both clients and the next generation of brokers achieve their full potential. Key Points: Career Background & Path into Real Estate While studying at The Ohio State University, he interned at Ohio Equities, helping modernize their marketing and tech systems. After graduation, he became Director of Information Technology for the firm. Over time, he was drawn into sales after assisting agents with listing presentations and realizing he enjoyed the client-facing, persuasive side of the business. Encouraged by the company's owner, Sandy Simpson, he got his real estate license and transitioned into brokerage. View on Selling Matt prefers to think of sales as education, advising, and consulting rather than traditional selling. His philosophy: "Educate clients so they can make confident, informed decisions." He defines selling as persuading someone of value, aligning with the dictionary meaning of "to sell." He believes in consultative selling—building trust through information, not pressure. Fast Track Program (Training for New Agents) Originally created in 2006, revived and redesigned in 2023 under his leadership. Matt discusses in depth the structure of the Fast Track Program he designed and uses to train new agents. The Goal: give three years of experience in one year to reduce new-agent failure and speed up success. Hiring & Recruiting Philosophy Matt looks for candidates who are confident but not arrogant, emotionally intelligent and adaptable, self-motivated and resilient, and realistic about the long sales cycle in commercial real estate. The recruitment process he uses is multiple conversations (3–4 meetings), both formal and informal, emphasis on intuition and relationship-building, not just testing, considers diversity in career stages and backgrounds (new grads, mid-career switchers, experienced professionals), and avoids personality assessments; it relies on observation and cultural fit. Leadership & Management Style Matt's biggest management challenge is balancing autonomy and oversight. He wants agents to feel empowered but not reckless. Some agents over-communicate; others under-communicate—he strives for a healthy middle ground. He focuses on mentorship, working directly on deals with new agents to model behaviors and decision-making. Matt encourages agents to become future leaders, not just team players. Outcomes & Culture Strong retention and development culture—agents tend to stay long-term. Emphasis on learning, collaboration, and shared success. Fast Track alumni are performing well and contributing to the firm's growth. The company's local reputation attracts new candidates organically. Guest Links: Website: https://www.ohioequities.com/brokers/mgregory.html LinkedIn: https://www.linkedin.com/in/mgregoryohioequities/ Facebook: https://www.facebook.com/mjgreg Twitter: http://www.x.com/officegrp Instagram: http://www.instagram.com/officegrp About Salesology®: Conversations with Sales Leaders Download your free gift, The Salesology® Vault. The vault is packed full of free gifts from sales leaders, sales experts, marketing gurus, and revenue generation experts. Download your free gift, 81 Tools to Grow Your Sales & Your Business Faster, More Easily & More Profitably. Save hours of work tracking down the right prospecting and sales resources and/or digital tools that every business owner and salesperson needs. If you are a business owner or sales manager with an underperforming sales team, let's talk. Click here to schedule a time. Please subscribe to Salesology®: Conversations with Sales Leaders so that you don't miss a single episode, and while you're at it, won't you take a moment to write a short review and rate our show? It would be greatly appreciated! To learn more about our previous guests, listen to past episodes, and get to know your host, go to https://podcast.gosalesology.com/ and connect on LinkedIn and follow us on Facebook and Instagram, and check out our website at https://gosalesology.com/.
    続きを読む 一部表示
    25 分
  • 150: Jon Ostenson – Non-Food Franchising

    150: Jon Ostenson – Non-Food Franchising
    2025/10/13
    Guest: Jon Ostenson Guest Bio: Jon Ostenson is the Founder and CEO of FranBridge Consulting, a 2-time Inc. 5000 company, and he is a top 1% franchise consultant. Jon is also the author of the bestselling book, 'Non-Food Franchising'. Jon draws on his experience as a former Inc. 500 Franchise President and Multi-Brand Franchisee in helping his clients select their franchise investments. Jon is a frequent contributor on franchising for publications such as Forbes, Inc., and Bloomberg. Do you have a free gift or landing page that you would like to share? Key Points: Background and Experience Jon never planned to be in franchising, but transitioned from corporate sales leadership. He became president of Shelf Genie, a national non-food franchise (custom pull-out shelving for kitchens/pantries), managing support for all franchisees in North America. Jon fell in love with franchising due to the diversity of industries and supportive business model, and has personally invested in multiple franchises and now helps others identify opportunities. Why Non-Food Franchising Many think "franchise = fast food," but non-food franchises often offer easier paths to profitability: o Fewer employees needed o Lower operating hours o Lower CapEx investment o Higher margins, less waste, less susceptible to consumer whims Jon focused industries: home/property services, health/wellness, kids, pets, seniors, B2B services, and takes a contrarian approach by cutting out food franchises to go deeper into other industries. Why Choose a Franchise Over Starting Your Own Business Not all entrepreneurs thrive on full autonomy; some benefit from a proven system. Franchising is easier, not easy; it still requires work, but with structured support. Advantages of franchising: o Training wheels and guidance o Higher success rates than solo businesses o Proven playbook and marketing already optimized o Support from other franchisees – a built-in mastermind o Step-by-step framework helps shortcut growth and profitability How to Start in Franchising Doing independent research can be noisy and inefficient; many top 100 franchise lists are paid PR placements. FranBridge Consulting acts like a broker for franchises: o Free to work with clients o Access to over 600 non-food franchise opportunities o Matches clients to opportunities in their market o Helps narrow options from 10–12 down to 3–4 for deeper exploration o Provides funding resources, franchise attorneys, and support through the process Key Considerations Before Buying a Franchise Buying a franchise is like a business partnership or marriage. It's important to "date around" – talk to multiple franchises before committing. Success comes from following the system, not trying to reinvent it. Common mistakes: o Not following the franchise system o Thinking you can do everything your own way Territory exclusivity protects franchisees from competition within the same system. Franchises allow you to build your own team and avoid inheriting issues from an existing business. Advice for Potential Entrepreneurs Explore all options: buying a franchise, an existing business, or starting your own. Franchises offer proven models and support, making them ideal for most would-be business owners. Understanding your own style: Some are too entrepreneurial to follow a system, which may make franchising a poor fit. Guest Links: Sign up for a complimentary copy of our book, 'Non-Food Franchising' Schedule an intro call with Jon to discuss opportunities further (no cost) About Salesology®: Conversations with Sales Leaders Download your free gift, The Salesology® Vault. The vault is packed full of free gifts from sales leaders, sales experts, marketing gurus, and revenue generation experts. Download your free gift, 81 Tools to Grow Your Sales & Your Business Faster, More Easily & More Profitably. Save hours of work tracking down the right prospecting and sales resources and/or digital tools that every business owner and salesperson needs. If you are a business owner or sales manager with an underperforming sales team, let's talk. Click here to schedule a time. Please subscribe to Salesology®: Conversations with Sales Leaders so that you don't miss a single episode, and while you're at it, won't you take a moment to write a short review and rate our show? It would be greatly appreciated! To learn more about our previous guests, listen to past episodes, and get to know your host, go to https://podcast.gosalesology.com/ and connect on LinkedIn and follow us on Facebook and Instagram, and check out our website at https://gosalesology.com/.
    続きを読む 一部表示
    23 分
まだレビューはありません