The Referral Coach

Jason Jordan is my guest in the LockerRoom this week. Jason is the co-author of “Cracking the Sales Management Code,” the first operating manual for sales managers. We’ll talk about sales, managing salespeople, and why some sale managers are far more effective than others. br Cracking the Sales Management Code is based on “groundbreaking research into how world-class companies measure and manage their sales forces.” It is described as a book that “reveals the gears and levers that actually control sales results.” Join me and Jordan as we discuss what makes a great salesperson, and why a great sales manager is a critical part of the equation.

Anthony Iannarino is back on #BizLockerRadio to talk about sales success, and to introduce his brand new book, “17 Elements.” As founder and managing partner of two closely-held, family-owned businesses in the staffing industry, few sales trainers are more dynamic and more influential than Anthony – don’t miss this powerhouse interview! Anthony is a highly respected international speaker, author, entrepreneur, and sales leader specializing in the complex business-to-business sale. Anthony is best known for his work at The Sales Blog, which has helped him gain recognition as a top thought leader in sales strategy.

This week on #BizLockerRadio, Jeff Wolf joins me to talk about his new book, “7 Disciplines of a Leader.” An executive business coach, speaker, management consultant, and former basketball coach, Jeff will also share his thoughts about the pitfalls of leadership in crisis. Jeff has co-written a book with leadership titans Steven Covey and Ken Blanchard. More than most, he has observed the evolution of our understanding of effective leadership over the past three decades. Don’t miss this candid conversation about leadership and the 7 disciplines you need to lead well.

We start off a brand new year on BizLocker Radio with the social selling wild man, Jack Kosakowski. Jack is an unapologetic social selling advocate who tells it like it is to anyone who will listen. I intend to to discuss the good, the bad, and the ugly of social selling. What is fact? What is pure fiction? Tune in and find out! br Here is Jack on social selling: “Sales will always be difficult and time will never be on your side. This is where prioritizing time management on a variety of buyer channels comes in. You have to block out time for social and make it a priority on a daily basis. The key here is to be efficient with your time on social media. Your time must be spent on revenue generating activities like prospecting, nurturing, and engagement.” Read the entire interview with Jack on Forbes.

Building a compelling brand is critical to your company's success, and it won't happen by accident. Join me on #BizLockerRadio this week as I welcome marketing guru (and Business LockerRoom coach), Josh Miles, to the show. A great brand speaks volumes about your company, says Josh Miles, who just happen to specialize in creating a compelling brand. His recent book, Bold Brand, covers the new rules of marketing, and you don't want to overlook Josh's twelve-month, twelve-post series of articles on the Business LockerRoom blog dedicated to the #BoldBrand Challenge (read the final installment here: http://bizlockerroom.com/year-end-marketing-review/).

My guest in the LockerRoom this week is Donald Hatter, author of “10 Things Great Sales Leader Don’t Do!,” a bestseller in multiple categories on Amazon.com. As a sales veteran and successful entrepreneur, Don will provide critical insights into sales leadership and those things that often prevent salespeople from reaching their potential. Defining one's value proposition will be beneficial when selling a product or service, or selling yourself in an interview, or selling your ideas in meetings and presentations. Don's book details 10 common mistakes that sales leaders make that hinder their ability to acquire new clients. All professionals, whether in traditional sales roles or not, can benefit by avoiding these common mistakes and I hope to get to all ten of them in this interview!

Dave Brock, one of the very first guests on #BizLockerRadio (Episode No. 5), is back to discuss the current state of B2B selling, and the recent suggestion that over 1 million B2B sales jobs will be eliminated by 2020. We will also talk about the impact of social media on selling and the ways in which companies must respond and adapt - or become irrelevant. Some social selling advocates have projected the loss of over 1 million B2B sales jobs by 2020, and while Dave is a supporter of social media as a sales tool, he thoroughly disagrees with that conclusion. Read his scathing commentary in his blog post, Deja Vu All Over Again.

“Sales is not magic.” It is a process with defined steps, and Alice Heiman joins me on BizLocker Radio to talk about how you can more effectively communicate that process, drive revenue, and get your sales team on the same page! Alice spent the first 13 years of her career as a teacher, but later went to work for her parents, who just happened to be part of (then) Miller Heiman, Inc., a world-renowned sales training company. Once upon a time, the books Conceptual Selling and Strategic Selling from Miller-Heiman were the two books that became the cornerstone of my own sales career. I am really excited to talk to Alice about her experiences there, and to discuss the ways in which she develops world-class sales organizations today.

In Week 3 of our 4-part series, #BizLockerRadio welcomes Jim Keenan and Mike Weinberg into the Business LockerRoom to talk about creating high-performance sales teams! Creating high-performance sales teams is every sales manager's dream, but few truly know how. These two sales superstars will weed out the non-essential items and get you moving in the right direction. Jim Keenan is CEO/President and Chief Antagonizer of A Sales Guy, Inc. Mike Weinberg is the author of New Sales. Simplified: The Essential Handbook for Prospecting and New Business Development, an Amazon #1 best-seller. Both of these guys are genuine superstars, high-achievers, and world-class platform speakers

Steven Gaffney is back on #BizLockerRadio with more great tips and ideas about you can transform your communication – as a salesperson, as a manager, or as an employee. According to Steven, one of the first steps is to avoid some of the common communications “myths” that exist. Communication is hard in the best of times. Add a little stress and some bad assumptions, and and communication can fall off a cliff in a hurry. In the process of trying to correct some of the communication challenges that leaders face, they often back into one or more of the communication myths that get passed around like old wives tales. In this interview, Steven will help us navigate around these communication killers.