Marcello speaks with Jon Gordon, author of The Energy Bus, The Power of Positive Leadership, & 15 others! They discuss leadership, dealing with negativity in the workplace, & changing company culture.
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Sales
The Double Armbar – Wrestling with Sales
When I began wrestling in 4th Grade, I remember one mustachioed coach, showing the team how to run a double arm bar. One of the wrestlers sitting huddled in a Central NJ middle school cafeteria asked “How do you get out of the move?” Coach replied immediately, “Don’t get put in it!” Normally in this situation the person in the bottom position can hope to not get turned, or have a stalemate called. To this day, when asked the counter for a double armbar, I am quick to reply with the same answer and expression my coach gave minus the mustache. You can search the internet and find various videos on how to counter a single armbar, but I haven’t found one yet for a double armbar.
So what does this have to do with sales? Simple for me, there are certain sales situations where a salesman is put in a situation like the double arm that they cannot get out of and are hoping for a fresh start.
Here are some examples of salespeople allowing themselves to get put in a double armbar.…
Ask the Right Questions to Get the Sale (ep. 45)
Marcello gives specific examples of which questions to ask & when to ask them in various sales scenarios. The sales industry is continually changing, & what worked in the past won’t necessarily work today. Stay up to date with your tactics & keep improving your sales process.
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Take the Shot – Wrestling with Sales
As of writing this, the 2017 NCAA Wrestling Championships has just ended so wrestling is top of mind for me right now. Wrestling relates really well to sales, & can give great insight into how to improve your sales process.
Last year I started working with Wrestling Mindset helping them & individual wrestlers reach their full potential. One of the areas where Wrestling Mindset is helpful is getting wrestlers to open up & take more shots. They have looked closely at this situation & figured out the main reasons why wrestlers freeze up. Turns out, it’s not that different from the reasons that salespeople hold back.…
Interview with Marylou Tyler – Fortune 1000 Consultant (ep. 44)
Marylou Tyler is an author, CEO, & a Fortune 1000 consultant. Marcello & Marylou discuss the beginning stages of pipeline management such as role segmentation & specialization within the sales process.
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Mindset & Motivation for Sales Reps (ep. 43)
Marcello goes into details about how sales reps can improve their mindset heading into various sales situations. We also discuss the importance of finding that baseline that is best for you & your personality. Look to your sales team to help you with both your mindset & your motivation.
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Interview with Tom Hopkins – Sales Legend & Best-Selling Author (ep. 41)
Marcello had the honor of speaking with Tom Hopkins for this episode. Tom has sold over a million copies of his book, How to Master the Art of Selling, & you currently have the opportunity to sign up for his Advanced Sales Academy. Listening to this episode gives you a free ticket to 40 years of sales experience & knowledge.
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Interview with Coyte Cooper – Best-Selling Author & Speaker (ep. 39)
Coyte Cooper is a speaker, coach, & an Amazon best-selling author, as well as being a world-class athlete. In this episode, Coyte talks to Marcello about some of the life-lessons that he has learned through wrestling, & how he made the leap from being a professor of Marketing at UNC-Chapel Hill to having a thriving business today. His most recent book, Make Your Mark, outlines how you can achieve massive success & get to the next level. Most people spend their time drifting from thing to thing without purpose & energy, but Coyte shows you how to go “ollin” to achieve your dreams.
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Territory Management for Outside Sales Reps (ep. 38)
In this episode, Marcello & Shari discuss the different elements that go into territory management, & why managing your territory well is so important. Marcello introduces some of the key concepts that he focuses on such as: Routing, Resources, Research, Right Timing/Frequency, & Reason to Go Back.
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Second Interview with Paul Smith – Author, Speaker, Podcaster, & More (ep. 35)
Paul Smith is back for a second episode, & this time Marcello had the chance to speak with him. Paul is an expert in storytelling & how it applies to business. He has certainly done his research in this field, & now he is able to share it with us in a very meaningful way. His most recent book, Sell with a Story, walks you through the importance of storytelling in sales, but it also gives you a very detailed guide to begin putting together your own toolbox of go-to stories. Listen to his first episode here.
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