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The Engaged Prospect Podcast

The Engaged Prospect Podcast

By Dan Hersh

Engaged Prospect's Dan Hersh discusses everything involved in growing your business or personal brand. This includes interviews and high level discussions with experts on topics such as sales training, conferences, company culture, entrepreneurship, customer experience and all things growth.

Dan digs deep, asks tough questions, and gets into high value discussions. Don't expect just another short clip to promote someone's new book or training program without adding true value.
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Interview Segment with Dan Altieri - What is Sales Development and What is Your Strategy?

The Engaged Prospect PodcastJan 09, 2020

00:00
10:29
Innovation, Leadership, and Technology in Education: EP Podcast with Preston Smith
Mar 26, 202140:06
Growing the Value of Your Company: EP Podcast with Laurie Barkman
Jan 31, 202151:47
Brand Recognition: EP Podcast with Ian Moyse
Nov 28, 202038:39
Cognitive Behavior in Sales: EP Podcast with Carole Mahoney
Nov 13, 202034:14
Storytelling in Sales and Marketing: The EP Podcast with Matt Heinz
Oct 28, 202036:20
Sales Challenges for an Early Stage Entrepreneur: The EP Podcast with Kim Orlesky
Oct 12, 202012:08
Putting "People First" in Sales - EP Podcast with Deb Calvert
Oct 05, 202035:07
Cerebral Selling - EP Podcast with David Priemer
Sep 08, 202043:02
Scaling Revenue with an Experienced Chief Revenue Officer - EP Podcast with Roque Versace

Scaling Revenue with an Experienced Chief Revenue Officer - EP Podcast with Roque Versace

In this episode of the EP Podcast, Dan has the great fortune of sitting down with Roque Versace, Chief Revenue Officer at Troops.

Roque's experience, education, and background is very unique. His expertise is apparent from the very beginning of this episode, and his advice to entrepreneurs looking to scale is extremely valuable. 

Roque shares with Dan a few major pieces of value, including (but not limited to):

  • How to find pre-market fit, generate pipeline, and formulate a strong strategy for inbound and outbound prospecting
  • How to create messaging in your own words to create value for your customers, and how to understand the personality and needs of those customers
  • How to accelerate funding by leveraging data and understanding of your market fit

This episode gets right into it from the very beginning. Roque's intellect and passion shines through.

To learn more about Roque and learn more through his thought leadership, please find him on LinkedIn here.

Sep 04, 202040:32
Sales Enablement: EP Podcast with Melissa Madian
Sep 02, 202052:52
Social Prospecting with the "LinkedIn Chick": EP Podcast with Liz Simpson

Social Prospecting with the "LinkedIn Chick": EP Podcast with Liz Simpson

In this episode, Liz Simpson (known as the LinkedIn Chick) sits down with Dan Hersh to discuss social media, prospecting on LinkedIn, and leveraging digital strategies to grow pipeline. Liz is the founder of Stimulyst, a digital strategies company. She provides corporate workshops, keynote speeches, and excellent strategies to help businesses grow.

Liz brings energy, enthusiasm, and in-depth knowledge of B2B social media selling to generate new business. In this podcast, Liz shares with us:

  • How to build relationship driven sales strategies
  • How to generate a consistent revenue
  • Understanding your buyer. Like, really understanding your buyer
  • How to overcome the trust issue in sales
  • The top mistakes people make when using LinkedIn to prospect

To learn more about Liz, she surprisingly recommends LinkedIn as a way to connect. Find her here.

** Side note: the editor of our podcast files (a recent college graduate with a 'sales' major) completed this work and shared, "Dude, all of these episodes are awesome, but that Liz Simpson episode was incredible... Her energy and excitement reinforced why I studied sales! **

Aug 26, 202039:32
Questions, Comments, and Presentations to Engage Your Prospects: EP Podcast with Patricia Fripp
Aug 26, 202041:58
Becoming an Entrepreneur - an Idea, a Passion, and Skills to Succeed: EP Podcast with Jennie Johnson
Aug 18, 202039:10
Customer Experience: EP Podcast episode with Jeff Tobe

Customer Experience: EP Podcast episode with Jeff Tobe

No matter what you make or sell, regardless of the industry you're in, it's critical in today's business landscape that you see your company as your customer sees it.

In this episode of the Engaged Prospect Podcast, Dan Hersh sits down with Jeff Tobe, customer experience expert, author, and international keynote speaker.

Jeff shares with us how to better understand the customer experience (CX), how CX is different than customer service, and he shares awesome stories about how companies like Southwest Airlines, Disney, Harley Davidson, and Apple approach this discipline. 

Aug 12, 202032:29
"Exactly What to Say": EP Podcast with Phil M. Jones

"Exactly What to Say": EP Podcast with Phil M. Jones

In this episode, Dan sits down with Phil M. Jones, author of "Exactly What to Say: The Magic Words for Influence and Impact", as well as several other terrific books including "Exactly Where to Start" and "Exactly How to Sell".

In this conversation, Phil shares with us how to simplify the complicated in sales. Phil's message is instantly applicable and it's clear how he helps his readers, audiences, and clients choose the right words, tone, and message each time. In "Exactly What to Say", Phil makes sure his readers are able to quickly make adjustments to communicate more clearly, powerfully, and positively.

Jul 27, 202033:06
Sales Technology: How modern selling and COVID-19 has influenced the selling tech stack

Sales Technology: How modern selling and COVID-19 has influenced the selling tech stack

Sales technology always improves. It helps us keep track of opportunities, stay in front of potential buyers, and make informed decisions about what's working, and what's not.

How has the modern sales world been influenced by advances in technology? And, what has COVID done to further the need for advanced tech and new strategies? 

This podcast episode (2 of a 5 part series) will discuss how companies need to review their technology and processes to make sure they're up-to-date on all the current strategies for communicating with buyers.

Jul 27, 202010:30
"How Not to Sell": EP Podcast with Michael Wicks

"How Not to Sell": EP Podcast with Michael Wicks

Want to be a better salesperson? Have a product or service you want to grow, but aren't sure how? Do you ever miss quota? Does your team ever not achieve their goals?

Most sales blogs, podcasts, and training sessions focus on "what to do"... But in this podcast episode, we take a different approach. Michael Wicks, author of "How Not to Sell: Why you cannot close the deal and how to fix it", shares with us how to close more opportunities.

Michael shares his three fundamentals:

  1. Only sell to those that need and want what you provide
  2. Sell to people who have the power to make a decision
  3. Sell to people who have the financial ability to buy what you're selling

During this discussion, Michael and Dan also discuss:

  • Michael's book!
  • Get out of your own way
  • How to qualify buyers and find more of them
  • Having confidence in sales
  • Making your prospects and customers laugh
  • Telling stories in business (and in books)!
Jul 21, 202036:28
Developing a great sales strategy: EP Podcast with Maura Schreier-Fleming
Jul 08, 202045:04
All things "Outbound": EP Podcast with Mark Hunter
Jul 03, 202035:37
Sales Process: How technology and COVID-19 has influenced change

Sales Process: How technology and COVID-19 has influenced change

The sales process has been changing for the last several decades. Technology helps sellers reach more potential buyers. Buyers have the ability to use an online search tool to find the answer to any question they might have. They can now research products and services before ever engaging with a sales person.

In many cases, companies have had to adapt their outreach and selling strategies to customize their approach to the way people buy.

  • What are the best processes to follow to continuously build new opportunities in your pipeline?
  • How do you generate new business, while also closing and onboarding new customers?
  • Oh, and... how do you do all of this given the COVID-19 pandemic that disrupted almost all businesses across the world?

This podcast episode (1 of a 5 part series) will discuss how companies need to look at their process to make sure they're attracting customers given the current landscape we're in.

Jun 30, 202011:42
"Right on the Money" - EP Podcast with Colleen Francis, esteemed author, trainer, speaker
Jun 08, 202046:30
Prospecting: How to generate leads to fill top-of-funnel - EP Podcast with Kendra Lee

Prospecting: How to generate leads to fill top-of-funnel - EP Podcast with Kendra Lee

Kendra Lee, founder of KLA Group and award winning author of "The Sales Magnet: How to Get More Customers Without Cold Calling", and "Selling Against the Goal: How Corporate Sales Professionals Generate the Leads They Need" joins Dan Hersh to discuss prospecting, generating new leads, and converting new customers.

Kendra discusses lessons she's learned over decades of experience working with some of the most prestigious companies in the world.

Jun 04, 202046:16
Command Your Presence: EP Podcast Interview with Kenyetta Gordon

Command Your Presence: EP Podcast Interview with Kenyetta Gordon

Kenyetta Gordon, author of Command Your Presence: A guide to effective sales communication online and offline and founder of Create the Brand, sits down with Dan Hersh to discuss:

  1. Your personal brand
  2. Authenticity in sales
  3. Starting a brand
  4. Confidence

Kenyetta discusses how she helps her clients become great sales consultants, not just sales people. This mindset leads to bigger sales, better relationships, and more customer happiness (and referrals).

Jun 02, 202035:10
5 Traits of the Modern Seller: EP Podcast interview with Amy Franko, author of "The Modern Seller"

5 Traits of the Modern Seller: EP Podcast interview with Amy Franko, author of "The Modern Seller"

In this episode, Dan Hersh sits down with Amy Franko, award winning author of "The Modern Seller" and dynamic speaker and strategic sales leader. Amy shares with us these five traits, and discusses how each of them can help us become better professionals and higher performing salespeople. These traits, or dimensions as Amy calls them, are developed as sellers to become:

  1. Agile
  2. Entrepreneurial
  3. Holistic
  4. Social
  5. Ambassador
May 29, 202051:24
Sales Development: The EP Podcast with Trish Bertuzzi

Sales Development: The EP Podcast with Trish Bertuzzi

By Dan Hersh: For this podcast episode, I had the great fortune to speak with Trish Bertuzzi, founder of the The Bridge Group and author of "The Sales Development Playbook: Build Repeatable Pipeline and Accelerate Growth with Inside Sales".

Unbeknownst to Trish, her award winning book has been the new hire gift of choice for Engaged Prospect over the years. I've personally purchased and shared a copy with many of our new hire classes as they began their sales careers at EP. Trish simply lays out how to think like, act like, and perform like a top achieving sales development representative, and I've always felt her knowledge of the space is top-notch.

This podcast interview was special to me, and we get right into the world of sales development from the very beginning.

In this episode, Trish and I discuss:

  • What's changed in sales over the years
  • How to get more "at bats"
  • Managing remote reps
  • Hiring right
  • Having a playbook
May 27, 202044:03
Coaching in Sales Management: The EP Podcast with Kevin Davis, President of Topline Leadership

Coaching in Sales Management: The EP Podcast with Kevin Davis, President of Topline Leadership

Kevin Davis, president of TopLine Leadership and author of "The Sales Manager's Guide to Greatness: 10 Essential Strategies for Leading Your Team to the Top", sits down with Dan Hersh to discuss sales management and the key strategies for effective sales leadership.

During this episode, Kevin discusses the importance of quality coaching, and how sales managers need to better support their teams. Kevin uses examples from his book, and from decades of leadership to share with us how effective managers lead.

  • ​Selling vs. Coaching
  • Practical coaching behaviors
  • Time management for sales leaders
  • The need to act... now

To learn more about Kevin and his business, please visit www.toplineleadership.com and also pick up a copy of his book on Amazon, Audible, or any leading bookstore.

May 18, 202052:36
The Engaged Prospect Podcast Interview with Deborah Eisenberg, Founder of TechStarts PR

The Engaged Prospect Podcast Interview with Deborah Eisenberg, Founder of TechStarts PR

In this episode, Deborah and Dan discuss the importance of public awareness and community involvement in the sales process. Public relations as a practice helps support a company's growth efforts and Deborah shares examples of how her work builds awareness and generates opportunities for her clients. Additionally, she explains how public relations can support a company's marketing efforts by providing an unbiased, third party account of the value that company can bring to its customers.

May 12, 202043:49
Engaged Prospect Podcast interview with Maddi Love, Brand Partnership Director at Gridwise

Engaged Prospect Podcast interview with Maddi Love, Brand Partnership Director at Gridwise

Dan Hersh and Maddi Love discuss how companies can survive the COVID-19 pandemic and how sales organizations should pivot and think creatively to maintain growth momentum.

May 05, 202035:31
Engaged Prospect Podcast interview with Ryan O'Hara, VP of Growth and Marketing at LeadIQ

Engaged Prospect Podcast interview with Ryan O'Hara, VP of Growth and Marketing at LeadIQ

Dan and Ryan sit down to discuss the impacts of prospecting and messaging during COVID-19, and beyond. Ryan shares his thoughts on how to find success during such difficult times for sales people, and he dives deep into the impact he feels we'll see post-pandemic.

Apr 28, 202047:55
Engaged Prospect Podcast interview with Jeff Bajorek, author of "The Five Forgotten Fundamentals of Prospecting"

Engaged Prospect Podcast interview with Jeff Bajorek, author of "The Five Forgotten Fundamentals of Prospecting"

In this episode, Dan Hersh and Jeff Bajorek discuss sales as a profession, detailing how Jeff began as a salesperson, and what drives him to be successful. They discuss mindset and how to be successful in prospecting, in sales, and in business.


Apr 24, 202048:45
Engaged Prospect Podcast Interview with Dan Waldschmidt, Co-CEO of Edgy

Engaged Prospect Podcast Interview with Dan Waldschmidt, Co-CEO of Edgy

During this episode, Dan H and Dan W discuss how top companies implement services and provide true value to their clients. They talk about how to improve every day, make an impact on the world, and win. Dan Waldschmidt brings a level of passion and energy that's inspiring, and his focus on success is unrivaled. 

Apr 17, 202045:52
Engaged Prospect Podcast Interview with Brian Rashid, CEO of Brian Rashid Global

Engaged Prospect Podcast Interview with Brian Rashid, CEO of Brian Rashid Global

During this episode, Dan and Brian discuss the difference between branding and selling. They talk about how to develop vision, keep an open mind as an entrepreneur, and talk about developing a positive mindset and surrounding yourself with great people.

Apr 13, 202047:09
Engaged Prospect Podcast Interview with CJ Cornell, serial entrepreneur, university professor, and author of "Age of Metapreneurship", and "Startup Brain Trust"

Engaged Prospect Podcast Interview with CJ Cornell, serial entrepreneur, university professor, and author of "Age of Metapreneurship", and "Startup Brain Trust"

Dan and CJ discuss how entrepreneurship has evolved over the years, and where it is headed in the future. Through CJ’s experience, he has witnessed how entrepreneurs have evolved over time. He and Dan discuss marketing, how to become prominent in your space, and the social impact of startups.

Apr 06, 202055:28
Engaged Prospect Podcast with Don Cooper, the Sales Heretic

Engaged Prospect Podcast with Don Cooper, the Sales Heretic

In this episode, Dan Hersh and Don Cooper discuss the early days (recorded on 3/18/2020) of COVID-19, and expectations of how the role of sales will change during this crisis. Don advocates for providing excellent value, understanding your customer, and doing whatever it takes to prove the relationship you sold them when you partnered together. Don shares insights on how to do sales right. And, he brings an excellent understanding of the customer relationship and how to help them achieve their goals. 

Apr 03, 202001:01:34
The Engaged Prospect Podcast Interview with Jason Bay, Co-Founder and Chief Revenue Officer at Blissful Prospecting

The Engaged Prospect Podcast Interview with Jason Bay, Co-Founder and Chief Revenue Officer at Blissful Prospecting

In this episode, Dan Hersh interviews Jason Bay, co-founder and Chief Revenue Officer of Blissful Prospecting. They discuss the importance of multi-channel prospecting, being buyer-centric, and how to customize the prospecting experience. They even role play as they deliver excellent ideas for the modern prospecting profession.

Mar 25, 202057:12
Engaged Prospect Podcast Interview with Larry Levine, author of "Selling from the Heart"

Engaged Prospect Podcast Interview with Larry Levine, author of "Selling from the Heart"

In this episode, Dan Hersh interviews Larry Levine, author of "Selling from the Heart". They discuss how salespeople benefit from being vulnerable, building authentic relationships, and being honest and open with clients. 

Mar 10, 202049:02
Interview Segment with Andrea Waltz - Using Content in the Sales Process and Andrea's Personal Sales Strategy

Interview Segment with Andrea Waltz - Using Content in the Sales Process and Andrea's Personal Sales Strategy

In this episode segment (produced from a longer interview), Dan Hersh sits down with Andrea Waltz, co-author of "Go for No!". They discuss the role of content in the sales process, and how Andrea views her strategy to engage new clients.

Mar 02, 202010:21
Engaged Prospect Podcast Interview with Bob Burg, co-author of "The Go-Giver".

Engaged Prospect Podcast Interview with Bob Burg, co-author of "The Go-Giver".

In this episode, Dan Hersh interviews Bob Burg, co-author of "The Go-Giver". They discuss several things including his best-selling book, how to be a "go-getter", how to bring value to other people through the sales process, the role curiosity plays in sales, and how to approach the sales process by making your prospect's life easier.

Mar 02, 202044:57
Engaged Prospect Podcast Interview with Andrea Waltz, co-author of "Go for No!"

Engaged Prospect Podcast Interview with Andrea Waltz, co-author of "Go for No!"

In this episode, Dan Hersh interviews Andrea Waltz, co-author of "Go for No!". They discuss several things including her best-selling book, developing a winning content strategy, how to overcome call reluctance, segmenting prospecting lists and call goals, and what salespeople should do when they don't get a no or yes.
Feb 24, 202056:43
Interview Segment with Dan Altieri - Sales Development Reps and Finding the Right Opportunities

Interview Segment with Dan Altieri - Sales Development Reps and Finding the Right Opportunities

In this episode segment (produced from a longer interview), Dan Hersh sits down with Dan Altieri, Sales Development Director at Ivalua. They discuss the role of sales development and how SDRs should properly vet career opportunities.

Jan 09, 202011:01
Interview Segment with Dan Altieri - The Sales Development Role and Finding the Right Candidate

Interview Segment with Dan Altieri - The Sales Development Role and Finding the Right Candidate

In this episode segment (produced from a longer interview), Dan Hersh sits down with Dan Altieri, Sales Development Director at Ivalua. They discuss the role of sales development and how to attract and motivate the right candidate.

Jan 09, 202019:28
Interview Segment with Dan Altieri - What is Sales Development and What is Your Strategy?

Interview Segment with Dan Altieri - What is Sales Development and What is Your Strategy?

In this episode segment (produced from a longer interview), Dan Hersh sits down with Dan Altieri, Sales Development Director at Ivalua. They discuss the role of sales development and key strategies for driving new business for organizations.

Jan 09, 202010:29
Engaged Prospect Podcast Interview with Dan Altieri - Sales Development Strategy, Finding the Right Candidate, and Finding the Right Organization

Engaged Prospect Podcast Interview with Dan Altieri - Sales Development Strategy, Finding the Right Candidate, and Finding the Right Organization

In this episode, Dan Hersh interviews Dan Altieri, Sales Development Director at Ivalua. They discuss sales development, key strategies, how to find the right sales development candidates, and also what a sales development candidate should consider when finding the right organization to work for.

Jan 09, 202050:25
411: Interview with Dan Hersh - moderating a sales panel

411: Interview with Dan Hersh - moderating a sales panel

This episode dives into the experience Dan has while moderating a sales panel with other industry experts at Carnegie Mellon University's Schwartz Center for Entrepreneurship.

Nov 25, 201913:57
Conferences (what to do before, during, and after)

Conferences (what to do before, during, and after)

In this week’s episode, we talk with Engaged Prospect Vice President Sam Stein about how to prepare for a conference. We’ll discuss pre-conference needs, what to do during a conference, and how to follow up after.

Jul 23, 201917:46