In this episode of the EP Podcast, Dan sits down with Deb Calvert to discuss a wide array of sales strategies, philosophies, and values. Deb is President and founder of People First Productivity Solutions. In addition to her work with People First, Deb is also a speaker, trainer, and author. She's written "Discover Questions Get you Connected: for professional sellers" and "Stop Selling and Start Leading: How to make extraordinary sales happen". In this podcast episode, Deb dives deep into many important topics within the sales and leadership disciplines. Some of these highlights include: Questions create value and a shared experience between seller and buyer Questions can quickly change rapport Sellers want to meet a need. Buyers want to have a need fulfilled A buyer is always qualifying a salesperson, even if they don't realize it Value is personal. Talk about things that mean something to the buyer Leadership is a critical skill in sales To learn more about Deb, please visit her website.

In this episode of the EP Podcast, Dan Hersh sits down with David Priemer. David is an author, sales trainer, consultant, and keynote speaker. As the founder of Cerebral Selling, David spends a lot of time working within the sales discipline teaching people to understand the buyer's journey and to "Sell the Way You Buy". During the episode, they get into a variety of examples of how to increase sales and provide better service to your customers. ​Among many other valuable tips, David details for us: How to get yourself into the mindset of the buyer How to do homework to make sure you understand your prospect before contacting them How to differentiate yourself from the MANY other salespeople in your space To learn more about David's company, please visit his site or look for "Sell the Way You Buy: A Modern Approach to Sales That Actually Works (Even on You!)" at Amazon or Barnes & Noble.

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.

In this episode, Dan Hersh sits down with Melissa Madian to discuss sales enablement, a discipline within sales and marketing that helps create a positive customer journey and buyer experience. Melissa is founder and President of TMM Enablement Services, working with organizations around the world to help them define how buyers interact with their brands. In this episode, Melissa and Dan discuss: How to create a uniform process The importance of hiring based on sales process and strategies How to onboard sales teams What the buyer experience is, and how to influence product/service perception Melissa and Dan also play a fast paced game discussing pros and cons of modern technologies to support sales enablement.  To meet Melissa, visit her website or find her on LinkedIn.

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! **

In this episode, presentation skills expert Patricia Fripp sits down with Dan Hersh to share with us how to have important conversations, they key to questioning, and how to utilize your communication skills to engage and connect with customers. Patricia is a Hall of Fame keynote speaker, executive coach, and presentation skills expert. She's the author or co-author of five books, and was named one of the top 25 women in sales. To learn more about Patricia and her coaching, training, and speaking opportunities, please visit her website.

It's the typical story... from a transformational entrepreneur. In this episode of the EP Podcast, Jennie Johnson, Co-Founder and CEO of Retirement Atlas sits down with Dan Hersh to share how she's taken an idea and turned it into a success story for entrepreneurs everywhere. Listen here to find out how Jennie and her partner Kim came up with the idea to revolutionize the exhausting process of searching for a senior community for your loved ones, or yourself.  This story has all the components of what a first time entrepreneur goes through. Jennie saw the challenges in the market, knew how to solve those challenges, assembled a team with complimentary skill sets, and began the journey to building a sustainable and NEEDED company. Jennie shares: How the idea came about, and what she's doing with it Learning about an industry you're not familiar with, and becoming an expert How to grow your company when you're not a sales expert How to work with a co-founder and how to love what you do To learn more about Jennie, Retirement Atlas, and the senior communities they serve, visit their site here.

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. 

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.

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.