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The Talent, Sales & Scale Podcast

The Talent, Sales & Scale Podcast

By Bryan Whittington
A podcast focused on three things to help you scale your hyper-growth business: Talent - Sales - and how to Scale. Hosted by Bryan Whittington of ebs/Growth, each episode will give you a real world view into the highs and lows of running a growing business. You'll gain the insight needed to avoid roadblocks in your growth plans and leave each episode better prepared to scale your company through actionable tips and hacks.
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Episode 13 - Justin Seibert - lets talk digital marketing - a few digital advertising predictions, how to stay ahead of the curve in a digital world and keys to building a company with happy employees

The Talent, Sales & Scale Podcast

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Episode 66 - Nick Cegelski - Practical Tactics for Success in Sales Development
We are back! For Episode 66 of The Talent, Sales and Scale Show - Nick Cegelski, Enterprise Account Executive at SurePoint Technologies and Podcast Host for 30 Minutes to President's Club joins us. Nick shares real world tactics on seeing success in a Sales Development role. Connect with Nick: https://www.linkedin.com/in/nick-cegelski/ Connect with Bryan: https://www.linkedin.com/in/brywhittington/ www.ebsgrowth.com
43:28
July 8, 2021
Episode 65 - Zineb Layachi - Smarketing aka One Funnel
ebsGrowth & The Talent, Sales & Scale Show with host Bryan Whittington have Zineb Layachi, CEO at Raise the Runway & Co Founder of "Pitch Slap" on the show. https://www.linkedin.com/in/zineblayachi/ https://www.linkedin.com/in/brywhittington/ https://ebsgrowth.com/​
01:04:36
June 30, 2021
Episode 64 - Charles Muhlbauer - Effective Discovery Calls
ebsGrowth & The Talent, Sales & Scale show hosted by Bryan Whittington presents another value packed episode featuring Charles Muhlbauer - Sales Training Manager at CB Insights stops by to drop some serious knowledge on what goes into running effective sales discovery calls!  Charles Muhlbauer: https://www.linkedin.com/in/charlesmuhlbauer/ Bryan Whittington: https://www.linkedin.com/in/brywhittington/ ebsGrowth: https://ebsgrowth.com/
58:12
June 26, 2021
Episode 63 - Jason Bay - Blissful Prospecting
Here we go! Episode 63 of The Talent, Sales and Scale show features Jason Bay, Chief Prospecting Officer at Blissful Prospecting. Jason has extensive experience in the prospecting world - so get your note pads out! Connect with Jason: https://www.linkedin.com/in/jasondbay/ Connect with Bryan: https://www.linkedin.com/in/brywhittington/ www.ebsgrowth.com
52:57
June 16, 2021
Episode 62 - Jamie Begin - RightBrain Networks
The Talent Sales and Scale Show is honored to have Jamie Begin, Founder/CEO at RightBrain Networks on for Episode 62. Jamie has extensive experience scaling up businesses, and brings a different background and perspective to the show!   Connect with Jamie https://www.linkedin.com/in/jamiebegin/ https://www.rightbrainnetworks.com/ Connect with Bryan: https://www.linkedin.com/in/brywhittington/ https://ebsgrowth.com/
52:49
June 10, 2021
Episode 61 - Martin MacArthur - lessons learned on the journey from SDR to CEO
Martin MacArthur, CEO at The Outbound Sales Guy joins us for Episode 61. Bryan Whittington and Martin discuss his journey from being an SDR to now running his own company.   https://www.linkedin.com/in/brywhittington/ https://www.linkedin.com/in/the-outbound-sales-guy/
42:31
June 2, 2021
Episode 60 - Sarah Howard - Overcoming self limiting beliefs in sales
For Episode 60, Bryan Whittington is joined by Sarah Howard - Founder at Human Centered Sales Enablement. Sarah and Bryan discuss overcoming self limiting beliefs. https://www.linkedin.com/in/sarah-howard-she-her-0b575132/ https://www.linkedin.com/in/brywhittington/
52:04
May 26, 2021
Episode 59 - Jeremey Donovan - The Data Science of Prospecting
We are in for a treat for Episode 59! Jeremey Donovan, SVP of Revenue Strategy at Salesloft joins the show! Jeremey and Bryan discuss the Data Science of Prospecting!  https://www.linkedin.com/in/jeremeydonovan/ https://www.linkedin.com/in/brywhittington/
58:12
May 19, 2021
Episode 58 - Jeff Furst - OutMatch
ebsGrowth & The Talent, Sales & Scale Show with host Bryan Whittington have Jeff Furst, VP of Client Partnerships at OutMatch on the show. https://www.linkedin.com/in/jfurst/ https://www.linkedin.com/in/brywhittington/ https://ebsgrowth.com/​
01:01:13
May 12, 2021
Episode 57 - Mark Shalinsky - Data Sales Science
ebsGrowth & The Talent, Sales & Scale Show with host Bryan Whittington have Mark Shalinsky, Chief Optimization Officer at Data Sales Science on the show to talk about the colliding worlds of Sales and Data Science! https://www.linkedin.com/in/markshalinsky/ https://www.linkedin.com/in/brywhittington/ https://ebsgrowth.com/​
01:00:50
May 5, 2021
Episode 56 - Liz Wendling - Using Power Language
ebsGrowth & The Talent, Sales & Scale Show with host Bryan Whittington have Liz Wendling, President at Insight Business Consultants on the show to talk about the importance of the language we use when interacting with prospects and clients. https://www.linkedin.com/in/lizwendling/ https://www.linkedin.com/in/brywhittington/ https://ebsgrowth.com/​
53:06
April 28, 2021
Episode 55 - Gary Mitchell - Keys to getting Customer Success right!
ebsGrowth & The Talent, Sales & Scale Show with host Bryan Whittington have Gary Mitchell, Director/Owner at HQI Ltd on the show to talk all things Customer Success. https://www.linkedin.com/in/garymitchellgmc/ https://www.linkedin.com/in/brywhittington/ https://ebsgrowth.com/​
57:43
April 21, 2021
Episode 54 - Taran Hughes - Conscious Selling
Episode 54 features Taran Hughes. After more than 2 decades of sales success working in sales and sales leadership, Taran founded The Conscious Sale to give founders and business owners the framework to improve sales results, develop skills and drive success based mindsets. Connect with Taran on LinkedIn: https://www.linkedin.com/in/taranhughes/ Connect with Bryan on LinkedIn: https://www.linkedin.com/in/brywhittington/
01:03:13
April 14, 2021
Hypergrowth Banter - Laura Bornyas
Episode 4 of Hypergrowth Banter features Laura Bornyas! 
58:17
April 10, 2021
Episode 53 - April Dunford - Obv!ously Awesome
ebsGrowth & The Talent, Sales & Scale Show with host Bryan Whittington are joined by April Dunford, author of Obv!ously Awesome to talk positioning, branding, & messaging.   Here's what we covered:  1. 3:11​ – 4:08​ Positioning, branding, & messaging – what’s the difference?   2. 4:40​ -  8:15​ – Face your alternatives head-on!  3. 8:52​ – 11:57​ 93% of buyers have never bought what you sell before – position your competition out of your way 4. 13:11​ – 16:13​ Define the space where you win to increase win rates 5. 16:36​ – 20:06​ Positioning thesis - create it, test it, tweak it 6. 20:56​ – 23:24​ Every market is competitive & has underserved segments   7. 24:57​ - 28:30​ – How to win with positioning – example 8. 29:52​ – 33:12​ using the 5 +1 to figure out your value  9. 33:15​ – 35:35​ - Defining the problem the wrong way 10. 35:39​ – 42:32​ How to define problem through competitive alternatives  11. 42:35​ – 45:31​Become a trusted advisor  12. 46:19​ – 46:59​  Don’t get too tight too early, bring in the team & be intentional about positioning  13. 47:25​ – 49:21​ Scaling advice  14. 49:43​ – Get to know these resources – The Challenger Customer & Sale & Positioning  15. 51:26​ – 52:05​ Need to get back to strategy & fundamentals  ebsGrowth: https://ebsgrowth.com/​ April Dunford: Twitter - @aprildunford Connect with Bryan on LinkedIn: https://www.linkedin.com/in/brywhittington/
53:34
April 7, 2021
Episode 52 - Travis Lachner - Leveraging Livestream
ebsGrowth & The Talent, Sales & Scale show hosted by Bryan Whittington have Travis Lachner of The Beast Node drop by to discuss livestreaming - what is it, how to start, how to grow, how to leverage & why you'll want to start to livestream.   Top highlights:  1. 6:14​ – 8:55​ how to judge success & the amazing engagement rate on Livestream  2. 10:06​ – 12:49​ How to build audience on livesteam  3. 14:27​ - 1837 spectrum of value – gaining new audience & creating “groupies”  4. 19:59​ – 22:26​ Find your style, be authentic & explore  5. 22:36​ – 26:29​ Different mediums have different styles expected – getting on LinkedIn  6. 28:20​ – 31:00​ Frequency & consistency for streaming  7. 31:36​ – 34:56​ repurposing content 8. 35:11​ – 38:15​ Why do Livestream  9. 38:43​ – 40:25​ Use content for prospecting  10. 40:51​ – 45:16​ The importance of building community  11. 48:07​ – 52:55​ Episode Summary – just get started Travis Lachner: https://www.linkedin.com/in/travislac...​ Bryan Whittington: https://www.linkedin.com/in/brywhitti...​ ebsGrowth: https://ebsgrowth.com/
56:02
March 31, 2021
Episode 51- Rob Turley - using AI to unleash your sales machine
ebsGrowth & The Talent, Sales & Scale Show with host Bryan Whittington have Rob Turley co-founder of White Rabbit drop by to share with us how to leverage AI to fundamentally transform your sales machine! We cover:  1. 1:55​ – 4:24​ The problem is that people don’t know how to target  2. 4:51​ – 8:33​ Problem with the way that we score leads  3. 10:00​ – 15:55​   AI shortens time to target exact matches by years  4. 16:12​ – 17:49​ We have to look at all different types of data, not just behavioral data in B2B  5. 18:11​ – 20:49​ B2B enterprise sales approach  6. 21:20​ – 24:12​  sales is based on assumptions, not knowledge  7. 24:41​ – 28:57​  The enlightened math of sales & drive down CAC 8. 29:05​ – 32:06​ Why sales & marketing teams hate one another  9. 31:47​ – 34:24​ Summary 10. 34:12​ – 36:48​ What good salespeople need – behavioral interview tactics – tell the story in reverse  11. 38:03​ – 47:42​ Smarketing funnel analogy  12. 46:07​ – 49:43​  How to problem-solve for a lack of sales effectiveness  13. 49:49​ – 52:03​ System of cycles is all based on the target as your foundation  14. 53:00​ – 53:50​ biggest problem to avoid  15. 54:05​ – 54:53​ Gate selling  16. 55:13​ – 57:00​ resources  17. 57:08​ – 59:13​ Future trends – AI  White Rabbit Intel: https://www.whiterabbitintel.com/​  Rob Turley: https://www.linkedin.com/in/robert-tu...​ Bryan Whittington: https://www.linkedin.com/in/brywhitti...​ ebsGrowth: https://ebsgrowth.com/
01:00:30
March 24, 2021
Episode 50 - Hannah Ajikawo - B2B Sales Process & Methodology
ebsGrowth & The Talent, Sales & Scale Show with host Bryan Whittington have Hannah Ajikawo, founder of Growth Mode Ltd join us to discuss sales process.  - 4:38​ - 7:35​  How do you align your sales process to your buyer’s purchasing approach  - 8:50​ - 10:59​  difference between process & system - a “fool with a tool”  - 11:18​  - 12:13​ only 4 ways to grow revenue  - 12:21​ - 17:21​-  my superpower - being human & always getting better  - 17:33​ - 12:46​ - 3 types of buyers & tie objectives to strategy to the market that you’re going after - 23:38​ - 27:23​ why should I build a sales process even when I’m in survival startup mode  - 27:49​ - 31:33​ in early days build out process to achieve our early goals  - 32:07​ - 41:07​ - the entire sales process - detail - 41:19​ - 47:51​ entire sales process - summary - 47:58​ - 49:48​ -  your process is what your doing anyway, can repeat with ease  - 49:59​ - 52:21​ - just go out & sell...really?  - 52:55​ - 54:32​  - biggest mistakes to avoid - get out if you’re not in it  - 55:23​ - 56:37​  - hire people who are curious  - 56:53​ - 59:20​  - Hannah’s recommended resources  - 59:32​ - 1:01:32​ Hannah’s future trends to watch out for https://www.linkedin.com/in/hannah-ajikawo/ https://www.linkedin.com/in/brywhittington/ https://ebsgrowth.com/​
01:03:10
March 17, 2021
Episode 49 - Todd Rode - building and scaling an operationally sound Sales Development team
Here we go! Episode 49 of The Talent, Sales and Scale show features Todd Rode, VP of Sales Operations at Stratasan. Todd has a diverse background straddling the line between sales dev and sales ops - and brings his knowledge and insight to this fantastic episode!  On Episode 49, Andrea and Bryan go over: -how to motivate your sales development team to act with urgency -seeking out curious candidates -using the Platinum rule in recruiting Plus SO much more! This episode is a chock full of actionable insights You can connect with Todd on LinkedIn here: https://www.linkedin.com/in/toddrode/
01:06:26
March 10, 2021
Episode 48 - Eloise Leeson - understanding the power of communication and how to ensure you're sales and marketing language convey the right message
The Talent Sales and Scale Show is honored to have Eloise Leeson, Consultant at Olim on the show! Eloise brings her expertise and background in academic linguistics to the conversation - get ready for some serious value!  Here are some key takeaways from this value-packed episode with Eloise: -being mindful of the language you use in sales conversations helps build trust -understanding HOW to communicate can create REAL results in your marketing efforts -being strategic about reverse engineering your sales language based on your goals You can connect with Eloise on LinkedIn here: https://www.linkedin.com/in/eloiseleeson/ Olim's website: https://www.olimcomms.com/
01:07:04
March 3, 2021
Hypergrowth Banter - Patrick Downs & François Bourdeau
We have a packed house for this session of Hypergrowth Banter. Patrick Downs and Francois Bourdeau join Bryan Whittington for another episode of "Hypergrowth Banter" to take a deep dive into sales messaging. Francois' LinkedIn: https://www.linkedin.com/in/fbourdeau/ Patrick's LinkedIn: https://www.linkedin.com/in/patmike/ Bryan's LinkedIn: https://www.linkedin.com/in/brywhittington/ ebs/growth's Website: https://ebsgrowth.com/
32:46
February 27, 2021
Episode 47 - Ben White - Scaling your business with the right talent and the hiring strategies that work in 2021
The Talent, Sales & Scale Podcast returns for Episode 47 with Ben White, Director of Talent Acquisition at Titus Talent Strategies. Ben and Bryan dive into the hiring strategies that will help you scale your business in 2021. -Maneuvering the hiring process in relation to COVID - 19 -The power of a fantastic candidate experience  -Quick fixes you can make to your interview process Connect with Ben on LinkedIn: https://www.linkedin.com/in/benwhitecir/
55:14
February 24, 2021
Hypergrowth Banter - Todd Caponi
The magnificently talented and insightful Todd Caponi joins Bryan Whittington for another episode of "Hypergrowth Banter" Todd and Bryan break out the white board for a comprehensive session on motivating sales professionals and much more! Todd's LinkedIn: https://www.linkedin.com/in/toddcaponi/ Todd's website: https://www.transparencysale.com/ Bryan's LinkedIn: https://www.linkedin.com/in/brywhittington/ ebs/growth's Website: https://ebsgrowth.com/
27:47
February 20, 2021
Episode 46 - Shannon Gregg - All things Rev Ops
The term "Rev Ops" is heard a TON these days and for this episode, Shannon Gregg, President at Cloud Adoption Solutions joins The Talent, Sales & Scale Podcast for Episode 46 to give us a break down on the term. Bryan Whittington and Shannon dive deep into all things rev ops on this value packed episode!  Shannon's Linkedin: https://www.linkedin.com/in/shannonjgregg/ Cloud Adoption Solutions website: https://cloudadoption.solutions/
48:21
February 17, 2021
Hypergrowth Banter - Jordana Zeldin
The first topic for our new series called "Hypergrowth Banter": Objection Handling!  Jordana Zeldin of Spriing Training joins Bryan Whittington of ebs/growth to talk tactics and strategy around handling objections in sales conversations.  Jordana's LinkedIn: https://www.linkedin.com/in/jordanazeldin/ Spriing Training on LinkedIn: https://www.linkedin.com/company/spriing-training/ Bryan's LinkedIn: https://www.linkedin.com/in/brywhittington/ ebs/growth's Website: https://ebsgrowth.com/
37:58
February 13, 2021
Episode 45 - Steve Tanzilli - preparing college graduates to enter into the sales workforce
Episode 45 features Steve Tanzilli, Dean of the Rowland School of Business at Point Park University. Steve joins Bryan Whittington to talk about the work he is doing with the Rowland School of Business' Sales Center and how he prepares college students to be "career ready". -how Point Park has pivoted their education strategy to prepare students for a virtual job market -details on the Sales Center iniative -how COVID 19 has forced Steve and his team to pivot on how they connect with students Plus SO much more. You can connect with Steve on Linkedin here: https://www.linkedin.com/in/stephen-tanzilli-88050284/
48:46
February 10, 2021
Episode 44 - Jon Selig - Comedy for Sales
The topic of this episode is no laughing matter! Well - maybe it is. Episode 44 is chock FULL of valuable and tactical advice on using comedy in sales. Bryan Whittington is joined by Jon Selig, "the guy who helps sales reps get funnier" as they dive into the world of comedy and how it can supercharge your sales outreach. Jon and Bryan cover: -the power of comedy in sales and business -practical application of humor throughout your sales conversations -the truth about writing a good joke (there are no hacks!) Plus SO much more! Visit Jon's website: https://www.jonselig.com/ You can connect with Jon on LinkedIn here: https://www.linkedin.com/in/jonselig/
59:22
February 3, 2021
Episode 43 - Ryan Reisert - Building your top of funnel process with Buckets and why the list is your strategy
For anyone focused on top of funnel, sales development work - tune in close to this one! Bryan Whittington is joined by Ryan Reisert, Founder/CEO/Student of Sales at Reisert Consulting. Ryan shares his methodology for creating pipeline and covers key best practices for turbo charging your top of funnel efforts!  Connect with Ryan on LinkedIn here: https://www.linkedin.com/in/salesdevelopmentrepresentative/
55:08
January 27, 2021
Episode 42 - Nick Capozzi - scaling your presence on LinkedIn while scaling your business
If you've been on the fence about whether or not you can use LinkedIn to scale your business - Nick Capozzi, CEO of Sales Pitching is here to give you the FACTS! Our host Bryan Whittington is joined by Nick, who truly walks the talk when it comes to building a presence on LinkedIn while scaling his own business. You won't want to miss this value packed episode! Connect with Nick on LinkedIn here: https://www.linkedin.com/in/nick-capozzi/ Sales Pitching's website: https://www.salespitching.com/home
54:02
January 20, 2021
Episode 41 - Amy Volas - insights on effectively hiring the right sales people for your organization and why sales roles are so challenging to fill correctly
We are in for a treat on Episode 41! Our host Bryan Whittington is joined by Amy Volas, Founder & CEO at Avenue Talent Partners, Co-Founder of Thursday Night Sales and founding member of Sales Hacker. Amy brings her vast experience to the conversation to cover everything we need to know about hiring the right sales people for your growing business. Connect with Amy on LinkedIn: https://www.linkedin.com/in/amyvolas/ Avenue Talent Partners' Website: https://avenuetalentpartners.com/ Thursday Night Sales' Website: https://www.thursdaynightsales.com/
51:43
January 13, 2021
Episode 40 - Andrea Flack-Wetherald - leveraging concepts from improv to strengthen relationships between sales and customer success teams
Here we go! Episode 40 of The Talent, Sales and Scale show features Andrea Flack-Wetherald, Owner at &Beyond Improv. Andrea has a diverse background, has a deep understanding of what motivates teams, has spent lots of time in the improv world and talks to Bryan about how those skills translate to improving your business. On Episode 40, Andrea and Bryan go over: -how her structure around improv translates to success in business -concepts from improv improve teamwork and company culture -dialing in on traits that must be present from every part of a business to truly see success Plus SO much more! This episode is a ton of FUN! &Beyond's website: https://www.andbeyondimprov.com/ You can connect with Andrea on LinkedIn here: https://www.linkedin.com/in/andrea-wetherald/
55:06
January 8, 2021
Episode 39 - James Bawden - The power of personal branding for talent acquisition, the realities of having a full time job and building a brand, and how to communicate culture online
The Talent, Sales & Scale Podcast is back for one last episode of 2020! Host Bryan Whittington is joined by James Bawden, Founder of The Lunch Break Media Group (the producer of this podcast!). James has also spent the last 4 years building a personal brand while continuing his career in Sales Development - and joins the show to talk about what he has learned along the way. Here are some key takeaways from this episode with James: -building a personal brand isn't "one size fits all" - make it your own! -how having a personal brand changes the hiring process for both managers and potential candidates -some tactical ways to get past many common barriers to building an online personal brand The Lunch Break Media Group's Linkedin Page: https://www.linkedin.com/company/the-lunch-break-media-group/ You can connect with James on LinkedIn here: https://www.linkedin.com/in/james-bawden/
50:26
December 30, 2020
Episode 38 - Galem Girmay - diversifying your sales team, building communities to spread awareness, meeting new talent where they're at and breaking down the barrier to entry into sales for women
The Talent Sales and Scale Show is honored to have Galem Girmay, Founder of RevGenius on the show! Host Bryan Whittington is joined by Galem, who is the co-founder of the 8,000+ member community RevGenius, Podcast host of "What is Your Legacy" and Account Executive at Flywire. Galem breaks down how business owners can connect with a more diverse talent pool, especially recruiting more women into sales.  Here are some key takeaways from this value-packed episode with Galem: -CEO's need to meet new talent where they're at - Snapchat, Tik Tok -Breaking down barriers to entry for a more diverse talent pool  -Engaging with talent in new ways to build stronger teams -Be human when connecting with new talent with new communication methods -Managing multiple efforts through being goal-oriented and focused You can connect with Galem on LinkedIn here: https://www.linkedin.com/in/galemgirmay/ Galem's Podcast, "What is Your Legacy": https://whatisyourlegacy.buzzsprout.com/ Sign up for RevGenius: https://revgenius.typeform.com/to/dMjuqOzt
54:09
December 23, 2020
Episode 37 - Jason Dorfman - building versus buying in outsourced sales development, the science behind recruiting the right sales people to your growing company, and getting clear on a process
Jason Dorfman, CEO at Orum joins The Talent, Sales & Scale Podcast for Episode 37. Host Bryan Whittington and Jason dive into Jason's vast experience as a sales leader, business owner, and authority in all things sales development. -using technology as a complement to a solid sales development process -finding the right type of new hires to scale your sales team the right way -building a training culture -predictions on the future of sales development Jason's Linkedin: https://www.linkedin.com/in/jasoncdorfman/
51:21
December 17, 2020
Episode 36 - Todd Caponi - How to leverage technology while practicing clinical empathy, building trust based relationships to build a great culture and scaling the smart way
Episode 36 of The Talent, Sales & Scale Podcast is live! Host Bryan Whittington is joined by Todd Caponi, Founder at Sales Melon. Todd is also the author of the best selling book "The Transparency Sale". Bryan and Todd go over some very interesting topics on this episode including:  -the meaning of clinical empathy in sales -narrowing your target market to truly scale -embracing extreme transparency to build relationships based on trust  The Transparency Sale: https://www.amazon.com/Transparency-Sale-Unexpected-Understanding-Transform/dp/1940858801 Todd's Linkedin: https://www.linkedin.com/in/toddcaponi/ Todd's Website: https://www.transparencysale.com/
01:05:20
December 9, 2020
Episode 35 - Mark Evans - providing a Marketing Spark to your growing business, the foundational pillars of great storytelling through content, and how to know what's actually working in marketing
The Talent, Sales & Scale Podcast returns for Episode 35 with Mark Evans, Principal at Marketing Spark. Our host Bryan Whittington is joined by Mark, as they dive in on what great marketing looks like for a growing company. Mark and Bryan go over so many valuable topics in this episode including: -the key pillars of a good marketing story - and when to tell them -the power of marketing data and how it informs business growth -the importance of embracing consistency in your marketing program -why every marketer needs to pay attention to LinkedIn Marketing Spark's website: https://www.marketingspark.co/ You can connect with Mark on Linkedin here: https://www.linkedin.com/in/markev/
53:48
December 2, 2020
Episode 34 - Carole Mahoney - taking a cognitive behavioral approach to sales coaching, digging deep into developing a strong mindset and how to get sales training to stick with your team
You better get your notepad ready for this one! Carole Mahoney, Founder and Chief Sales Officer at Unbound Growth joins The Talent, Sales & Scale Podcast for Episode 34. Host Bryan Whittington and Carole dive deep into cognitive-behavioral sales coaching, challenging limiting beliefs, and how all of that plays into scaling a successful business. This episode is chock full of value including - -how nonsupportive beliefs impact sales performance -the biggest challenges facing sales professionals from Carole's perspective -hiring the right talent with the right hiring mindset Carole's Linkedin: https://www.linkedin.com/in/carolemahoney/ Unbound Growth's website: http://www.unboundgrowth.com/
50:33
November 25, 2020
Episode 33 - Kasey Jones - building a personal brand that catapults your business, creating systems for continued growth in your company, and building a rock solid company culture
Episode 33 features Kasey Jones, Founder of A Better Jones and Our Galaxy. Kasey helps founders and their teams build authentic and powerful personal brands that propel their business forward and create lasting impacts in their industries and communities. On this episode, Bryan and Kasey cover: -why it's worth it to build a personal brand online -stepping out of your comfort zone on a regular basis  -creating a company culture that your employees adore Plus SO much more. You can connect with Kasey on LinkedIn here: https://www.linkedin.com/in/abetterjones/
53:33
November 18, 2020
Episode 32 - Lindsay Lackner Davey - defining authenticity in business, identifying and building up your strengths, and building a growth plan around hiring great sales people
The Talent, Sales & Scale Podcast returns for Episode 32 with Lindsay Lackner Davey. Your host Bryan Whittington is joined by Lindsay, Speaker at Authentic Sales & Sales & Marketing Professional at ExxonMobil. Lindsay and Bryan talk about some very key components of growing a healthy business - from the perspective of a true practitioner that Lindsay brings. -Finding the right balance between strengths and weaknesses -Developing the ability to detach from taking business outcomes personally -A very valuable hack on finding great sales talent Lindsay’s book recommendation: To Sell is Human by Daniel H. Pink https://www.amazon.com/Sell-Human-Surprising-Moving-Others/dp/1594631905 You can connect with Lindsay on LinkedIn here: https://www.linkedin.com/in/llackner/
45:09
November 11, 2020
Episode 31 - Jordana Zeldin - humanizing the sales process, understanding the power of "sales happiness", and aligning your purpose with sales career
The Talent, Sales & Scale Podcast serves up some unique insight on Episode 31! Host Bryan Whittington is joined by Jordana Zeldin, Founder, and CEO of Spriing Training. Jordana covers insight around humanizing the sales process and shifting the paradigm on what it means to be a sales professional. Here are some key takeaways from this value-packed episode with Jordana: -connect with your prospects by emotionally priming them - making them feel safe and comfortable -the power of going for the "no" -the language of respecting your prospect and making them feel seen and heard Spriing Training's Linkedin Page: https://www.linkedin.com/company/spriing-training/ You can connect with Jordana on LinkedIn here: https://www.linkedin.com/in/jordanazeldin/
56:49
November 4, 2020
Episode 30 - Nadir Mansor - focusing on the "how to do" instead of "what to do", the value of truly connecting with your prospects
Get ready! Episode 30 is chock FULL of valuable and tactical advice on seeing success in sales development. Bryan Whittington is joined by Nadir Mansor, Founder & CEO of GRB INSIGHT LLC to talk about the "how to" in making a difference at the top of the sales funnel. Nadir and Bryan cover: -how to get your prospects to open up  -why sharing insights from both failure and success is valuable -the value of taking advantage of available resources to level up your game Plus SO much more!  GRB INSIGHT's website: https://www.gr8insight.com/ Nadir's Book recommendation: Never Split the Difference by Chris Voss https://www.amazon.com/Never-Split-Difference-Negotiating-Depended/dp/0062407805 You can connect with Nadir on LinkedIn here: https://www.linkedin.com/in/nadir-mansor-8224a050/
54:07
October 28, 2020
Episode 29 - Larry Long Jr. - what coaching means for successful teams, the right way to turn a team around, the difference between a coach and a trainer and how to connect with your employees
Episode 29 of The Talent, Sales & Scale Podcast is here! Host Bryan Whittington is joined by Larry Long Jr, Director of Collegiate Sales at Teamworks. Larry brings massive amounts of energy to the show - so buckle up for a fantastic conversation all about coaching your team to success! On this episode, Bryan and Larry dive into: -the difference between coaching and training -how to work with a struggling employee  -the power of true connection with your team  plus SO much more! Larry's LinkedIn: https://www.linkedin.com/in/longjr7/
55:32
October 21, 2020
Episode 28 - Kyle Smith - Breaking down The Bridge Group data on critical KPI's for sales development, metrics on what matters in hiring and diving into the data on selling during a pandemic
Attention all data devotees! This episode is for you! Kyle Smith, Director of Sales and Customer Success at The Bridge Group joins host Bryan Whittington to talk about the mountains of data on sales development he is privy to in his role. We love to talk about sales as an art - but this episode is for the statisticians!  Kyle and Bryan talk about: -top of funnel KPIs -analyzing data on attracting top talent -understanding "the numbers" of sales development -pay attention to key data benchmarks on a regular basis to direct personal development The Bridge Group's website: https://www.bridgegroupinc.com/ Kyle Smith on LinkedIn: https://www.linkedin.com/in/kylesmithtbg/ Trish Bertuzzi's (CEO of The Bridge Group) Book, The Sales Development Playbook: https://books.google.com/books/about/The_Sales_Development_Playbook.html?id=8Y-bDAEACAAJ&source=kp_book_description Matt Bertuzzi's (Director of Ops at The Bridge Group) Book, Lighting Sales Ops: https://books.google.com/books/about/Lightning_Sales_Ops.html?id=KDDlAQAACAAJ&source=kp_book_description
01:00:32
October 16, 2020
Episode 27 - Christophe Morin, Ph.D. - understanding the "SalesBrain", tactical methodologies for creating a dialogue with prospects and perfecting your message delivery
The doctor is in for Episode 27 of The Talent Sales and Scale Show! Host Byan Whittington is joined my Christophe Morin, Ph.D. - CEO and Co Founder of SalesBrain - the only research, coaching, and training company that helps you DEVELOP and DELIVER messages that reach the true decision-maker: the Primal Brain. Bryan and Christophe cover SO many great topics on this episode including: -the power of the Primal Brain in sales -how to structure your messaging to evoke the right emotion at the right time -the power of understanding and communicating pain points that are relevant to your target market Plus SO much more! Grab a pen and note pad for this one folks!  SalesBrain's website: https://www.salesbrain.com/ You can connect with Christophe on LinkedIn here: https://www.linkedin.com/in/christophemorinphd/
56:13
October 13, 2020
Episode 26 - Mateo Elvira - from the POV of an XDR - how sales development prepares you for business ownership, the power of adaptability, how to network in today's world and creating original content
Buckle in for an interview with a special guest who is on the front lines doing the work every single day! Mateo Elvira joins the The Talent, Sales & Scale Podcast for Episode 26. Host Bryan Whittington and Mateo dive into Mateo's experience as a front line SDR and how that translates to his growth as a business owner. Here are some key takeaways from this episode: -the sales development skillset is highly transferable to other aspects of business -the power of being extremely adaptable as a sales professional -why salespeople need to get comfortable with creating their own original content for their prospects Mateo's Linkedin: https://www.linkedin.com/in/mateoelvira1/
01:00:02
October 7, 2020
Episode 25 - Dan Altieri - sales development best practices, the power of using different prospecting methods throughout the sales process, cultivating growth on your team & the future of SDRs
The Talent, Sales & Scale Podcast is back with an episode all about the top of the funnel - sales development! Host Bryan Whittington is joined by Dan Altieri, Sales Development Director at Ivalua. Dan gives us a fantastic overview of sales development best practices - covering everything from high-level strategy to the exact words that go into great sales development talk tracks. Here are some key takeaways from this value-packed episode with Dan: -the role that technology plays in sales development -vetting, hiring and coaching sales development talent  -balancing team and individual production and growth -specialization of skillsets is the future of sales development You can connect with Dan on LinkedIn here: https://www.linkedin.com/in/danaltieri/ Ivalua's website: https://www.ivalua.com/
53:15
October 3, 2020
Episode 24 - Mike Montague - social selling vs social marketing, the power of quality over quantity, developing a social selling process and why keeping it stupidly simple is a recipe for success
Episode 24 of The Talent, Sales & Scale Podcast is live! Host Bryan Whittington is joined by Mike Montague, Global Head of Content at Sandler Training. Mike is also the host of the How to Succeed Podcast and the co-author of Linkedin The Sandler Way - so they dive all the way into the right way to approach social selling.  On this episode, Bryan and Mike talk about: -The difference between social selling and social marketing -quality over quantity when it comes to content, prospects, and talent -how to engage the right people in the right way on social How to Succeed Podcast: https://www.sandler.com/podcasts/ LinkedIn the Sandler Way: https://shop.sandler.com/books/linkedin-sandler-way Mike's Linkedin: https://www.linkedin.com/in/mikedmontague/
56:34
September 24, 2020
Episode 23 - Michael Hanson - moving at the speed of change, the power of building a LinkedIn following and keeping your finger on the pulse of technology
Episode 23 features Michael Hanson, Founder of Growth Genie. Michael has created a massive following on LinkedIn, stays on the bleeding edge of what works in business development, and has a passion for all things growth! On this episode, Bryan and Michael cover: -why staying up to date on market trends is so important to success -focusing on executing ideas instead of strategizing all the time -striking a balance between quality and quantity in your outreach Plus SO much more. Growth Genie's website: https://growthgenie.co/ You can connect with Michael on LinkedIn here: https://www.linkedin.com/in/michael-hanson-/
56:12
September 22, 2020
Episode 22 - Justin "TQ" Michael - futuristic sales development theory, taking a deep dive into heuristics around successful cold outbound messaging and assessing your Technology Quotient
If you're not ready for an insanely thorough conversation about the future of sales development - this episode may have to wait. Bryan Whittington is joined by none other than the Sales Cyborg himself - Justin "TQ" Michael.  If you're not already familiar with Justin - He is a Futurist, Technologist, and Consultant at Justin Michael Consulting (JMC) - with over 20 years of sales experience. Justin has worked for companies like Salesforce and Linkedin, partnered with some of the world's fastest-growing companies to perform massive amounts of cold outreach.  On this episode, Bryan and Justin cover: -a breakdown of the term "Technology Quotient" and what it means for the modern seller -the role that technology currently plays and will play in sales development -cold email breakdowns - what works - why it works and why you're not doing it right Plus SO much more.  Join Justin Michael's Patreon community by clicking the link below! https://www.patreon.com/michaeljustin You can connect with Justin on LinkedIn here: https://www.linkedin.com/in/michaeljustin/ Justin's book recommendation: Smart Calling 3 by Art Sobczak https://www.amazon.com/Smart-Calling-Eliminate-Failure-Rejection/dp/111967672X
52:22
September 12, 2020
Episode 21 - Dan Dupee - finding your strengths as a leader, tactical tips on developing and retaining talent, and how to get the most out of your leadership teams
The Talent, Sales & Scale Podcast serves up some unique insight on Episode 21! Host Bryan Whittington is joined by Dan Dupee, President/CEO/Chairman of the Board at CCO Campus Ministry. Dan covers insight around strengths-based leadership, building and scaling his own non-profit organization, and much more! Here are some key takeaways from this value-packed episode with Dan: -tactical and practical tips on scaling a business  -investing time and resources into front line leadership -the power of setting up "bonding and formation" time with your team CCO Campus Ministry's website: https://ccojubilee.org/ You can connect with Dan on LinkedIn here: https://www.linkedin.com/in/dan-dupee-b9976a2/
59:31
September 4, 2020
Episode 20 - Aaron Browning - when does outsourcing make sense? when to call on a partner, what to look for in a great outsourced sales partner and trends for the future of sales development
Episode 20 of The Talent, Sales & Scale Podcast is here! Host Bryan Whittington is joined by Aaron Browning, VP of Sales at Frontspin. Aaron shares his insight on choosing the right outsourced sales partner in this fantastic episode! Here are some key takeaways from Episode 20: -how to determine when you should call on an outsourced partner -the importance of properly vetting potential partners  -video is the future of sales development and why Frontspin's website: https://www.frontspin.com/ Aaron's content recommendations:  https://www.linkedin.com/in/salesdevelopmentrepresentative/ https://www.linkedin.com/company/sdrevolution/ You can connect with Aaron on Linkedin here: https://www.linkedin.com/in/aaronbrowning1/
54:51
August 29, 2020
Episode 19 - Rusty Goodsell - scaling the smart way - the areas to focus on in your business if you want to scale, and how to stand out in a crowded marketplace
The Talent, Sales & Scale Podcast is back for Episode 19! Host Bryan Whittington is joined by Rusty Goodsell, CEO/Co-founder at New Orchard. Get your notepad and pen out - you'll want to take notes on all the amazing insight Rusty shares with us!  Here are some key takeaways from this value-packed episode with Rusty: -the areas of your business you must pay attention to in order to scale effectively  -the importance of developing a strategy and seeing it through to implementation -three areas to focus on for success going forward: expertise, process, and technology New Orchard's website: https://neworchard.com/ Rusty's book recommendations: https://www.amazon.com/Ultimate-Blueprint-Insanely-Successful-Business/dp/098465920X https://www.amazon.com/Value-Proposition-Design-Customers-Strategyzer/dp/1118968050 https://www.amazon.com/Challenger-Sale-Control-Customer-Conversation/dp/1591844355 You can connect with Rusty on LinkedIn here : https://www.linkedin.com/in/rustygoodsell/
54:44
August 29, 2020
Episode 18 - Evan LaPointe - building a winning company culture through alignment, communication and understanding the psychology behind it all
Episode 18 of The Talent, Sales & Scale Podcast is live! Host Bryan Whittington is joined by Evan LaPointe, Founder of CORE and serial entrepreneur. Evan has seen massive success in scaling teams - his company was acquired by Adobe - no big deal - so this is an episode packed with value! On this episode, Bryan and Evan dive into: -The REAL tactics that work in building a winning culture -Why communication is so key  -Demystifying and clarifying what works in scaling teams  CORE's website: https://www.core-sciences.com/ Evan's Linkedin: https://www.linkedin.com/in/evanlapointe/
01:03:13
August 18, 2020
Episode 17 - Skip Lineberg - seeking wisdom in business, learning to fuel growth and building strong business relationships along the way
The Talent, Sales & Scale Podcast returns for Episode 17 with Skip Lineberg. Your host Bryan Whittington is joined by Skip, Podcast host, and marketing professional - and they dive into the topic of wisdom in business! Here are some key takeaways from this fantastic episode: -the role that wisdom plays in business growth -learning from others to fuel growth -building business relationships that last  The Main Thing Podcast: https://podcasts.apple.com/us/podcast/the-main-thing-podcast/id1481608923 You can connect with Skip on LinkedIn here: https://www.linkedin.com/in/skiplineberg/
48:21
August 14, 2020
Episode 16 - Troy Hipolito - approaching Linkedin the RIGHT way, building relationships, pillars for success on social and tactical ways to break through the noise
Here we go! Episode 16 of The Talent, Sales and Scale show features Troy Hipolito of ReturnClient. Troy helps his clients build powerful campaigns on social media to drive business, and stops by to share his wisdom! On Episode 16, Troy and Bryan go over: -the power of giving value first on social -how to build valuable relationships on Linkedin -tactical ways to avoid being marked as spam Plus SO much more! This episode will leave you with a slew of social tactics to grow your business! ReturnClient's website: https://returnclient.com/ You can connect with Troy on LinkedIn here: https://www.linkedin.com/in/troyhipolito/
51:24
August 13, 2020
Episode 15 - Adam Boyd & Casey Conlon - getting real about post - PPP loan, financing for the future, working with the right investors and understanding cash flow
Episode 15 of The Talent, Sales & Scale Podcast is here! Host Bryan Whittington is joined by Adam Boyd and Casey Conlon of Dare Capital to talk about all things cash flow related! Here are some key takeaways from Episode 15: -what to look for in lenders and VCs -creative ways of using your cash  -operating past the PPP loan Dare Capital's website: https://darebizcapital.com/ Adam's Linkedin: https://www.linkedin.com/in/adamboyd1/ Casey's Linkedin: https://www.linkedin.com/in/casey-conlon-06b64213/
43:28
July 29, 2020
Episode 14 - Kathleen Quinn Votaw - the power of leading with compassion, building a strong company culture, recruiting realities and smart scaling for today's business environment
The Talent, Sales & Scale Podcast returns for Episode 14. Host Bryan Whittington is joined by Kathleen Quinn Votaw - Speaker, Author, and CEO to talk about scaling and finding the right talent in today's "new normal". Kathleen shares amazing insight on very important, but sometimes neglected aspects of building a strong team: -being non-judgemental of your employees/potential employees decisions when it comes to their personal safety  -leading with compassion when recruiting new talent, adapting to the new digital environment -understanding that many, many people are struggling with mental health and leaning into being an ally for your team  Talentrust's website: https://talentrust.com/ Kathleen's Linkedin: https://www.linkedin.com/in/kathleenquinnvotaw/ Kathleen's Book: https://www.amazon.com/Solve-People-Puzzle-High-Growth-Companies/dp/1599326299
47:44
July 29, 2020
Episode 13 - Justin Seibert - lets talk digital marketing - a few digital advertising predictions, how to stay ahead of the curve in a digital world and keys to building a company with happy employees
The Talent, Sales & Scale Podcast returns for Episode 13 with Justin Seibert! Host Bryan Whittington is joined by Justin, President at Direct Online Marketing - to talk - you guessed it - marketing!  Not just marketing - Justin and Bryan cover a ton of valuable topics on this episode:  -Justin shares his story of getting started in digital advertising and marketing - the "wild wild west" early 2000's  -Mistakes made along the way that YOU can avoid - Justin is as authentic as they come! -A few key predictions on the future of digital marketing and advertising Direct Online Marketing's website: https://www.directom.com/ You can connect with Justin on LinkedIn here: https://www.linkedin.com/in/justinseibert/
54:16
June 30, 2020
Episode 12 -Christopher Miladinovich - working with purpose and creating a thriving culture in your business so that your employees look forward to Monday!
The Talent, Sales & Scale Podcast returns for Episode 12 with Christopher Miladinovich. Your host Bryan Whittington is joined by Chris, Principal & SVP at ProspHire - and they dive into his view on what it takes to build a winning firm. Here are some key takeaways from this fantastic episode: -operating with a purpose is key to building and scaling - it keeps you going through tough times -create a workplace your employees enjoy showing up to on Monday morning  -and on the talent side: invest in infrastructure early! ProspHire's website: https://www.prosphire.com/ You can connect with Christopher on LinkedIn here: https://www.linkedin.com/in/cmiladinovich/
42:45
June 29, 2020
Episode 11 - David Dulany - Keeping up with sales technology, focusing on "blocking and tackling" to build a solid business and the difference between sales development and business development
The Talent, Sales and Scale show is back with a special guest - David Dulany, Founder/CEO at Tenbound. David talks about the state of sales tech, sales development, and much more! On Episode 11, David and Bryan go over: -the importance of staying up to date on sales technology in the market -why searching for hacks is a waste of time - you're better of building a solid business! -the history behind how David got involved with the sales development industry Plus SO much more!  Tenbound's website: https://www.tenbound.com/ You can connect with David on LinkedIn here: https://www.linkedin.com/in/davidkdulany/
44:44
June 12, 2020
Episode 10 - Lloyd Wolf - from start-up to successful exit - the steps to take to scale your business, the real deal on the power of processes and systems & growing your business via peer groups
Here we go! Episode 10 of The Talent, Sales and Scale show features Lloyd Wolf of Achieve Business Services. Lloyd has gone from start-up to successful exit and shares his expertise with host Bryan Whittington on this episode. On Episode 10, Lloyd and Bryan go over: -the power of implementing company-wide processes and systems  -peer to peer groups and how they enable faster business growth -the importance of being hyper-focused on your business' core competencies Plus SO much more! This episode will leave you with a slew of tactics to grow your business! Achieve Business Service's website: https://www.achieve-services.com/ Matthew's Book recommendation: Get a Grip by Geno Wickman and Mike Paton https://www.amazon.com/Get-Grip-Entrepreneurial-Journey-Results-ebook/dp/B009K44DQY You can connect with Lloyd on LinkedIn here: https://www.linkedin.com/in/lloydwolf3/
41:04
June 5, 2020
Episode 9 - Matt Belkin - hypergrowth trends, changes in the B2B buyer and the importance of developing a truly buyer centric growth plan
Let's talk hypergrowth! The Talent, Sales & Scale Podcast is back for Episode 9 with Matt Belkin, Founder at GrowFlare. Host Bryan Whittington is joined by Matt - who is a true hyper-growth practitioner. Bryan and Matt dive into his time in hyper-competitive environments, what he learned about the success he enjoyed, and what must be done to see success today. Here are some key takeaways from the episode: -the B2B buyer is changing - don't be the next Blockbuster! -developing a buyer-centric approach to your growth plans is mandatory -tactical tips on the tools you can use to scale  GrowFlare's website: https://growflare.com/ Matt's Linkedin: https://www.linkedin.com/in/mattwbelkin/
52:47
May 31, 2020
Episode 8 - Marcus Cauchi - getting serious about channel sales - losing your ego, creating the right relationships and what it takes to scale via channel partnerships
Episode 8 of The Talent, Sales & Scale Podcast is live! Host Bryan Whittington is joined by Marcus Cauchi, Author of "MAKING CHANNEL SALES WORK", entrepreneur and podcast host. Marcus is a no-nonsense, get real or get lost business advisor - and a breath of fresh air!  Here are some key takeaways from Episode 8: -Channel sales make up for a MASSIVE percentage of total sales for most companies - its important for a reason -The first step to building a successful channel program is looking in the mirror - getting real about building real relationships! -Reputation is everything in channel sales - treat your partners well or else. Marcus' website: https://www.southeast.sandler.com/ Marcus' book: https://www.amazon.com/MAKING-CHANNEL-SALES-WORK-World-Class-ebook/dp/B07FDHMRH2 Marcus' Podcast, The Inquisitor: Marcuscauchi.podbean.com Marcus' Podcast,  : Scaleupsandhypergrowth.podbean.com
44:22
May 29, 2020
Episode 7 - Martin Slowey - understanding social media for the small to medium size B2B business, the rich is in the niche, building the right relationships and economic heroes
The Talent, Sales & Scale Podcast returns for Episode 7 with Martin Slowey. Your host Bryan Whittington is joined by Martin, Owner at Slowey Consulting - and they dive into his expertise on small to mid-size B2B business growth! Here are some key takeaways from this fantastic episode: -understand social selling - now is the time! -building meaningful relationships and do it faster by building trust -tactical tips on finding common ground with your prospects Slowey Consulting's website: https://sloweyconsulting.teachable.com/ Martin's book recommendations: Keenan - https://www.amazon.com/Gap-Selling-Problem-Centric-Everything-Relationships/dp/1732891001 Jeb Blount - https://www.amazon.com/Sales-Performers-Sales-Specific-Emotional-Intelligence/dp/1119312574 You can connect with Martin on LinkedIn here: https://www.linkedin.com/in/martinslowey/
35:24
May 23, 2020
Episode 6 - Matthew Toth - Getting your first sales hire right, bringing kindness and empathy to sales leadership and coaching teams to success
Get ready! Episode 6 is chock FULL of valuable and tactical advice on growing your sales team. Bryan Whittington is joined by Matthew Toth, VP of Sales at The Neat Company to talk about attracting the right talent, retaining that talent by developing a strong culture, and keeping them accountable while being kind. On Episode 6, Matthew and Bryan cover: -the character traits needed for a great first sales hire -how to build a performance improvement plan that actually works -the importance of coaching your team to be better people, not just better employees Plus SO much more! This episode will leave you with a path towards success in building a winning sales team! The Neat Company's website: https://www.neat.com/ Matthew's Book recommendation: The Advantage by Patrick Lencioni https://www.amazon.com/Advantage-Organizational-Health-Everything-Business/dp/0470941529/ref=tmm_hrd_swatch_0?_encoding=UTF8&qid=&sr= You can connect with Matthew on LinkedIn here: https://www.linkedin.com/in/matthewjtoth/
50:08
May 22, 2020
Episode 5 - Melanie Robb - Hyper - growth through diversity of thought, the true meaning of inclusion and tactical tips on hiring in today's market
On Episode 5 of The Talent, Sales & Scale Podcast - host Bryan Whittington is joined by Melanie Robb, Founder/CEO of Melanie Robb Consulting Company. Melanie has kept a "front-line" view on what it takes to see growth in business over the last 20 years and shares her insight with Bryan on what works today. Here are some key takeaways from this actionable and insightful episode: -Diversity of thought isn't a buzzword phrase - it takes real work - especially on uncovering  your own "unconscious bias" -The difference between diversity and inclusion -Current tips on what to watch for and best practices when hiring in today's job market Melanie Robb Consulting Company's website: https://www.melanierobb.com/ You can connect with Melanie on LinkedIn here: https://www.linkedin.com/in/melanie-robb-31015a58/
32:42
May 21, 2020
Episode 4 - John Rosso - Sales training in our "new normal", realizing that the sales call isn't about you and tactical advice on finding champions and identifying detractors
The Talent, Sales & Scale Podcast returns for Episode 4 with John Rosso! Host Bryan Whittington is joined by John, CEO at Sandler Training by Performance Partners and Author of "Prospect the Sandler Way" - and they dive into how to navigate this current climate as sales professionals. Here are some key takeaways from this fantastic episode: -The power of realizing that the sales call isn't about you - good mood, bad mood - doesn't matter! It's about your prospect! -Tactical approaches on developing strong sales relationships during this "COVID era" -The rise of virtual sales training  Peak Performance's website: https://www.peakperformance.sandler.com/ John's book: https://www.amazon.com/Prospect-Sandler-Way-John-Rosso/dp/098326144X You can connect with John on LinkedIn here: https://www.linkedin.com/in/johnsrosso/
43:33
May 16, 2020
Episode 3 - Ryan Reisert - From fear of failure to future-focused motivation, being a "connector", building a growth focused network and using the Platinum Rule
Episode 3 of The Talent, Sales & Scale Podcast is here! Host Bryan Whittington is joined by Ryan Reisert, Author of "Outbound Sales No Fluff", serial entrepreneur and Sales Director at Connect and Sell. Ryan is a masterful networker and "connector" and Bryan digs into how Ryan has built his massive network over the years. Here are some key takeaways from Episode 3: -Identifying a "North Star" set of goals is key - everything you do in building your network should point towards it! -Be incredibly intentional about the people you spend time with - growth and positivity mindsets only! -Exercise the "Platinum Rule" when connecting people inside your network Connect and Sell's website: https://connectandsell.com/ Ryan's book: amazon.com/Outbound-Sales-Fluff-millennials-something-ebook/dp/B077Y49KF4 Ryan's book recommendation, "The Obstacle in the Way" by Ryan Holiday: https://www.amazon.com/Obstacle-Way-Timeless-Turning-Triumph/dp/1591846358 You can connect with Ryan on LinkedIn here : https://www.linkedin.com/in/salesdevelopmentrepresentative/
32:27
May 16, 2020
Episode 2 - Justin Roff-Marsh - The secret to scaling your sales team, unifying your sales team, and counting - then multiplying - sales conversations to drive revenue
For the second episode of The Talent, Sales & Scale Podcast, host Bryan Whittington is joined by Justin Roff-Marsh, Author of "The Machine" and founder of Ballistix. Get ready - because some MAJOR "sales leadership commandments" are challenged on this episode. Beware! Here are some key takeaways from this value-packed episode with Justin: -Salespeople must unify as a team and always provide value. -Counting the number of sales convos is having and then multiplying that number by 5 is a recipe for growth -"Question the axioms" that most sales teams are built on. Then build your own. THINK! Ballistix website: https://ballistix.com/ Justin's book: https://www.amazon.com/Machine-Radical-Approach-Design-Function/dp/1626342245 Justi's book recommendation, "The Goal" by Eliyahu M. Goldratt: https://www.amazon.com/Goal-Process-Ongoing-Improvement/dp/0884271951 You can connect with Justin on LinkedIn here (after reading his book recommendations 😎) : https://www.linkedin.com/in/justinroffmarsh/
33:13
May 11, 2020
Episode 1 - Chris Windley - The relationship between sales and marketing, social selling, personal branding and delivering valuable content
For the premiere episode of The Talent, Sales & Scale Podcast, host Bryan Whittington is joined by Chris Windley. Chris is a Global Sales and Marketing Director at LuJam Cyber, and someone who is a practitioner when it comes to marrying marketing and sales together.  Here are some key takeaways from this value-packed episode with Chris: -Marketing is about driving leads for Sales - full stop. -Understanding your competition is vital to the success of your growth -A sales AND marketing methodology must be in place and work together - rowing in the same direction -Condensing your focus on a smaller set of potential customers will accelerate growth  -When creating and posting content, being authentic and delivering value first is the only strategy that works You can connect with Chris on LinkedIn here: https://www.linkedin.com/in/chriswindley/
34:09
May 6, 2020