Best Kyle Harkins Podcasts (2024)

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162. Why Marketing and Sales Must Collaborate to Deliver Customer-Centric Solutions, with Christian Klepp 38:43

9h ago38:43

38:43

In today’s fast-paced B2B landscape, marketing and sales can no longer operate in isolation. Both functions have different strengths, but when combined, they create a powerful, customer-centric force that drives results. Marketing builds the brand’s story and awareness, while sales directly engages with customers to convert opportunities into reven…

1
161. Sales through Storytelling, with Kyle Gray 37:42

4h ago37:42

37:42

In today’s fast-paced sales environment, facts and figures alone are not enough to close deals. Storytelling has emerged as a powerful tool to build connections, engage prospects, and convert leads into clients. Effective stories enable salespeople to highlight solutions in a way that addresses customer pain points and taps into emotions. By crafti…

1
160. Master Mental Toughness, with Matt Phillips 37:35

7d ago37:35

37:35

As a sales leader, it's critical to elevate your team's confidence. Your success doesn't solely rest on strategies or tools but on your ability to develop confident salespeople who can face setbacks and still persist. By reinforcing their mental toughness, you'll not only enable your team to overcome obstacles but also build a culture of resilience…

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159. Managing Change 17:40

17d ago17:40

17:40

Change management is crucial in sales departments because it ensures that transitions are smooth, minimizes disruption, and enhances overall performance. When sales teams are asked to adapt to new processes, tools, or strategies, the success of these changes often hinges on how well the transition is managed, not just the change itself. Effective c…

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158. Extreme Curiosity, with Neil Harkins 34:06

25d ago34:06

34:06

In the world of sales, curiosity isn’t just a trait—it's a critical component of success. Extreme curiosity allows sales professionals to dig deeper, uncover hidden needs, and truly understand their clients' challenges. This deep understanding enables salespeople to offer solutions that aren't just off the shelf but are tailored to the specific pai…

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157. Whatever They Answer, They are Right 20:30

25d ago20:30

20:30

Effective communication in sales leadership is crucial for fostering honest and productive interactions within a team. Asking the right questions without being attached to a specific outcome allows leaders to gather genuine information, which is essential for making informed decisions and guiding sales strategies. By expressing appreciation and mai…

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156. Maximize Your Market Presence: The Power of Networking and a Strong Website, with Jessica Gruber 33:10

1M ago33:10

33:10

In today's fast-paced business landscape, maintaining a strong presence in the marketplace is crucial. This involves not just having a great product or service, but also establishing a robust network and a compelling online presence. Networking, particularly in B2B environments, is about more than just meeting potential clients—it's about forming m…

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155. No One Graduates from The School of Sales, with Tony Morris 33:10

1M ago33:10

33:10

This episode is also available on YouTube: https://youtu.be/9ohmDkvORbk In the fast-paced world of sales, continuous learning is not just a nice-to-have; it's a necessity. As Tony Morris emphasizes, honing your craft and constantly evolving are critical for staying ahead. The best salespeople are those who never stop learning, who read extensively,…

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154. We Are 10 Accounts Away from Our Lives Changing, with Stu Heinecke 37:34

2M ago37:34

37:34

This episode is also available on YouTube: https://youtu.be/zcz3dGaieyM In today's AI-powered world, the essence of successful outreach lies in the power of personalization and individuality. The use of automated, generic messaging has become increasingly common, leading to a disconnect between businesses and their potential clients. Personalizatio…

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153. Prepare for the Sale, with Rick Fox 35:46

2M ago35:46

35:46

This episode is also available on YouTube: https://youtu.be/y_j9kYl_dq8 Life is unpredictable, and opportunities can arise unexpectedly. Preparing your business for sale, even if you don't plan to sell anytime soon, is a strategic move. It’s akin to maintaining your house for potential buyers; you fix the leaky roof, repaint the walls, and tidy up …

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152. When to Call In the CEO, with Alice Heiman 39:18

2M ago39:18

39:18

Bringing your CEO into a sales deal can be a game-changer, but only if done strategically. When executed correctly, involving the CEO can provide the gravitas and assurance needed to close complex deals, especially when selling to large organizations. However, without proper preparation, it can backfire, causing misalignment and confusion. Key trig…

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151. How to Survive the Acquisition, with David Farrell 37:06

2M ago37:06

37:06

Acquisitions can be a whirlwind of emotions and uncertainty for sales teams. It's essential to maintain focus and clarity to ensure a smooth transition and continued success. David Farrell, a seasoned sales leader with over 24 years of experience, shares invaluable insights on what to do and not do when your company is about to be acquired. Key str…

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150. Why a Team-Based Selling Strategy Wins, with Bradley Paster 35:21

3M ago35:21

35:21

This episode is also available on YouTube: https://youtu.be/gXbCiJ8zRYs Effective sales leadership is about more than just managing numbers and hitting targets. It's about fostering a cohesive team strategy where every department aligns towards a common goal. A scattered approach, where departments like sales, marketing, and operations pull in diff…

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149. How Helping Your Sellers Short Term May Hurt them Long Term, with Susie Mathieson, the small stuff 33:45

3M ago33:45

33:45

This episode is also available on YouTube: https://youtu.be/nijdoUc7NcA Being a leader isn't about managing the day-to-day tasks of your team; it's about empowering them to handle their responsibilities effectively. Susie Matheson, the founder of The Small Stuff, shared valuable insights on this topic. She recounted her own experiences as a frontli…

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148. Sales needs to get comfortable with transparency in the age of AI, with Julie Holmes 38:23

3M ago38:23

38:23

This episode is also available on YouTube: https://youtu.be/K-_Xk5h1Wj4 In today's rapidly evolving sales landscape, failing to embrace AI tools can leave your sales department lagging behind. AI is revolutionizing how sales teams operate, offering capabilities such as automating routine tasks, analyzing customer interactions, and personalizing sal…

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147. How to determine if you are hiring the right type of sales leader, with Karen Gordon 29:50

3M ago29:50

29:50

This episode is also available on YouTube: https://youtu.be/-Fo8j45Ne1Y Hiring the right salesperson for the stage your company is currently in is crucial to your success. As Karen Gordon emphasizes, the importance lies in understanding the unique needs of your company’s growth phase and finding someone who can meet those specific demands. Early-st…

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146. Bringing Humanity Back to Seller/ Buyer Interactions, with Phil Putnam 32:35

4M ago32:35

32:35

This episode is also available on YouTube: https://youtu.be/q1P0xsYntio In today’s complex and competitive marketplace, respecting and collaborating with your buyer is more critical than ever. Buyers are more informed, have less patience for drawn-out processes, and expect immediate value and transparency. Traditional sales methods that prioritize …

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145. No One Sees the World the Way We Do, and What to Do About It, with Jason Cutter 35:29

4M ago35:29

35:29

This episode is also available on YouTube: https://youtu.be/v9PW1onH2fU The traits that make a great salesperson are strikingly similar to those that define an effective leader. Both roles require the ability to guide and inspire others, often in situations where the path forward is unclear. Jason Cutter, Chief Transformation Officer at Cutter Cons…

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144. The Intersection of Relationships and Revenue with Amelia Taylor 29:47

4M ago29:47

29:47

This episode is also available on YouTube: https://youtu.be/cobLtb-TNh0 In the world of sales, relationships are everything. When you focus on building genuine connections with your personas, partners, and customers, you start viewing them as people first. This people-first approach is the key to creating a flywheel effect that drives revenue, refe…

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143. How a Mirror Created A 23% Increase in Sales, with Jason Cooper 34:01

4M ago34:01

34:01

This episode is also available on YouTube: https://youtu.be/cfVcSSOVFh4 Body language plays a critical role in sales, influencing trust, rapport, and ultimately, the success of sales interactions. As sales professionals strive to enhance their communication skills, understanding the nuances of body language becomes indispensable. Jason Cooper is a …

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142. The Power of a Process for Coaching, with Daniel Mullins 26:44

5M ago26:44

26:44

This episode is also available on YouTube: https://youtu.be/Vb-lOq-gBkQ Coaching plays a crucial role in developing high-performing sales teams and driving consistent revenue growth. Daniel Mullins, Head of Sales at Boodle AI, shares his experience and insights into the importance of effective coaching practices for fostering a supportive and succe…

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141. Why a Prospecting Call Should NEVER be Longer than 9 minutes, with Nancy Calabrese 28:06

5M ago28:06

28:06

This episode is also available on YouTube: https://youtu.be/D5G-vURa54U This week we are delighted to have Nancy Calabrese as our guest on the show. Nancy is someone who is very familiar with the Sandler Way, and is the founder and CEO of One of a Kind Sales. Nancy understands that those first calls are critical to the sales process, and if you are…

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140. How Your Contract Can Be A Sales Took, with Sarah Fox 27:58

5M ago27:58

27:58

This episode is also available on YouTube: https://youtu.be/hR_gPGCKP2w We've all seen them. Pages and pages of barely readable text, full of legalese and jargon no one outside of lawyers understands. Why do we do this to ourselves and our sellers? This week, we are taking ideas and insights from Sarah Fox of 500 Words about why our contracts are s…

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139. Why Scorecards Matter in Hiring for Employer and Talent, with Amy Volas 35:47

5M ago35:47

35:47

This episode is also available on YouTube: https://youtu.be/nzPQKoyx4ro It's not easy to identify and secure the talent that your enterprise needs, and doubly so if you are not sure what you are looking for. Today's guest is Amy Volas, founder of Avenue Talent Partners. She shares ideas and insights about why creating a scorecard system to rank and…

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138. Using AI to Scale Successfully, with Ryan Staley from Whale Boss 28:55

6M ago28:55

28:55

This episode is also available on YouTube: https://youtu.be/Fxboy5fhKlU There's a lot of hype around AI. How do you tell what's real, and what's not? How can you use it to get REAL benefits for you and your team? Today's guest is Ryan Staley from Whale Boss. He's going to give us ideas and insights about how to leverage AI in your sales process for…

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137. Why You Should Never Sell Using Pain with the April Fool Marcus Cauchi 33:13

6M ago33:13

33:13

This episode is also available on YouTube: https://youtu.be/rf0Bxlh8diY Do you want you, or your product or service to be tied to a feeling of pain? That's a considerable red flag, and our guest, Marcus Cauchi, explains why. Marcus challenges traditional sales methodologies, advocating for a pain-free discovery process and embracing objections as a…

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136. Understand Your Buyer's Self-Interest and They'll Make Time, with Andrew Sossin 29:38

6M ago29:38

29:38

This episode is also available on YouTube: https://youtu.be/CjrxvpkT684 This week, we are taking ideas and insights from Andrew Sossin, the co-founder and CEO of Recovery Unplugged Behavioral Health. So, what can Behavioral Health teach us about how to be better salespeople? It's about understanding our buyer's self-interest. Doctors are incredibly…

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135. Successful Change Requires Making Peace with Loss, with Roberta De Girolamo 31:34

6M ago31:34

31:34

The following episode is also available on YouTube: https://youtu.be/U4rQb2ug058 This week we take ideas and insights from Roberta De Girolamo, Director of Sales at Dropbox about change management. Change is going to happen, that's inevitable. But it's critically important to set your expectations along the way. We take a look at the role of the ch…

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134. Why Lack of Creativity in Outreach Creates Burnout with Amy Hrehovcik 31:01

7M ago31:01

31:01

The following episode is also available on YouTube: https://youtu.be/ISUTGqwZQOc Templates, procedures, and playbooks are all great. They help us to develop and maintain a consistent messaging strategy to prospective buyers. But what happens when micromanage our sellers to follow them to the letter? Burnout. This week we are taking ideas and insigh…

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133. Empathy Doesn't Mean Lack of Accountability, with Chet Lovegren 41:10

7M ago41:10

41:10

The following episode is also available on YouTube: https://youtu.be/YkUdy7ZvcAg Today’s work environment is dynamic. Leadership approaches that worked for decades just aren’t as effective today. Chet Lovegren, aka “The Sales Doctor” shares ideas and insights around managing the balance between empathy and accountability in diverse teams. Chet has …

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132. How Ethical Persuasion Works for Leaders and Sellers, with Brian Ahearn 35:49

7M ago35:49

35:49

The following episode is also available on YouTube: https://youtu.be/4peglht5JVk Persuasion isn't just about changing how people think and feel - it's ultimately about changing their behavior. Today's guest is an expert at persuasion, having being one of the dozen people in the world to hold the coveted Cialdini Method Certified Trainer certificate…

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131. Why Winbacks Are the Highest ROI Sales Activity, with Dan Pfister 29:11

7M ago29:11

29:11

When a customer leaves your organization, that doesn't mean it has to be the end of their sales. But winning that business back will need to take a different approach. This week we take ideas and insights from Dan Pfister. Dan is the creator of the Winback Process and the founder of Winback Labs. He was also a co-founder at Business Source Group, w…

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130. Two Trigger Words Your Sellers Say and What to Do, with Simon Hazeldine 33:24

7M ago33:24

33:24

The following episode is also available on YouTube: https://youtu.be/vlqOn3Zfhqk Do your sellers think it, or do they KNOW IT? That's what you, as the leader, should be asking your team. Today's guest is Simon Hazeldine. Simon works internationally as a keynote and conference speaker, sales transformation consultant, and as a sales and negotiation …

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129. Telephone Selling Isn't Dead, with Anthony Stears, "The Telephone Assassin" 38:02

8M ago38:02

38:02

Is telephone selling dead? This week's guest, Anthony Stears doesn't think so. Anthony is on a mission to get businesses talking again and stop people from hiding behind their emails and social media. He's a conversational strategist, helping clients to get in front of more of their ideal customers and getting more business from their existing clie…

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128. Sales Is More Science Than Art, with Will Fuentes 30:05

8M ago30:05

30:05

Is sales an art, or a science? While selling has components of art, there are repeatable and measurable elements that can be worked on in a systematic, scientific basis. This week's guest is Will Fuentes. Will is the founder of the Maestro Group, which is a sales acceleration firm that focuses on teaching sales professionals the science of sales. I…

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127. How to Avoid Using Sales Tech for Evil, with Joel Stevenson 29:31

8M ago29:31

29:31

Just like any tool, AI can be used for good - or evil. This week we are taking ideas and insights from Joel Stevenson. Joel is currently the VP of Growth at Vendasta, which acquired Yesware in 2022, where Joel was the CEO. Prior to Yesware, Joel build Wayfair's B2B business from scratch to $400 million in annual revenue. In this episode, you'll lea…

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126. How Sales Leaders can Become Great Presenters, with Lee Warren 28:31

8M ago28:31

28:31

If you are going to be successful in sales, you need to know how to speak in front of others. This week's guest is Lee Warren. Lee has headed up sales at several large organizations, including News International, Hertz Leasing, and the Chunnel Tunnel. He has also had a parallel career as a magician and a mind reader and is a member of the world-fam…

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125. The Truth About Pricing with Melina Palmer 34:04

9M ago34:04

34:04

Are you a value or quality based? You can be both, but your pricing can't be! This week we are joined by Melina Palmer, author of The Truth About Pricing to gain ideas and insights about how your pricing plays a pivotal role in how you present your product or service to your customers. And, if you find yourself struggling to figure out your pricing…

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124. It's Not About the Product! with Dorine Rivers 30:08

9M ago30:08

30:08

Happy New Year Full Funnel Freedom Followers! This week, we have Dorine Rivers of Alpha81 as our guest! It's not enough to have a great product - you also have to have a great team to succeed. How do you support them, build them, and get the most out of them? Rivers shares ideas and insights. And, if you find yourself struggling to fill out your sa…

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123. How a Struggling Sales Team Created 80% Predictability in their Funnel, with Kirk Nelson 30:07

9M ago30:07

30:07

Kirk Nelson noticed an issue. His team of eight salespeople were only booking 110 business development meetings a year. How did he change the team so that they began to book 30 meetings a week? Kirk streamlined the sales process by implementing a standardized approach and eliminating custom solutions. Additionally, by devoting their focus on deals …

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122. Ops and Sales - Two Sides, Same Coin, with Taft Love 28:50

9M ago28:50

28:50

Collaboration between Sales and Ops is crucial to your business. This week we take ideas and insights from Taft Love, Founder and Principal Strategist at Iceberg RevOps about the importance of sales leadership, processes, as well as aligning incentives. And, if you are having difficulty determining your path to operational excellence, it might be t…

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121. How Big Is Your Plate, with Al Kinnear 36:31

10M ago36:31

36:31

How do you ensure that you are moving the right opportunities through your funnel, without any "hangers-on?" Plate size. By limiting how many opportunities each seller takes on, you create a scarcity mindset that will ensure that items are either closed won, or closed lost, and gives you an opportunity to celebrate each. And, if you are having diff…

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120. Finding the Right People is not an Accident, with Jeremy Ruch 30:09

10M ago30:09

30:09

For Jeremy Ruch at Bandalier, finding the right people is a process. The best sales people have opposing skillsets: They need to be both stubborn and coachable. How do you find those people? Jeremy shares ideas and insights. And, if you find yourself struggling to fill out your sales roster, it might be time to give Hamish a call. What you'll learn…

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119 Not Just How - But When to reach out matters, with Sharon Park, of Sage Digi 28:44

10M ago28:44

28:44

Between 95% and 98% of our potential buyers are not acutally in a buying mode right now. So, how to you capture them into your funnel so you can reach out and make that sale when the time is right? Sharon Park, CEO of Sage Digi joins us this week to share ideas and insights around not only how, but WHEN to reach out to bag that next sale. What you'…

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118 Winning Over Our Sellers (and Buyers) by Understanding How They Want to Feel with Chantal Cornelius from Appletree Marketing 36:07

10M ago36:07

36:07

Selling and marketing is about emotions. How can you understand your client's desired emotions in order to build stronger relationships and business growth? This week we talk with Chantal Cornelius to gain ideas and insights around building emotional connections, using consistent language, and prioritizing personal health and resilience. What you'l…

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117. Anyone Can Be a Leader, with Masako Long 28:36

11M ago28:36

28:36

Building and maintaining an efficient and effective team takes WORK. Your sales leadership needs to build an environment of trust, motivation, and a positive team culture. This week we take ideas and insights from Masako Long, VP of Sales at Janusea regarding the human aspect of sales and the importance of building confidence in your team. What you…

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116. Building Confidence in the High Stakes Game of Sales Leadership, with J. Ryan Williams 42:05

11M ago42:05

42:05

Confidence is a tricky thing. It’s hard to gain, and easy to lose. This week we take ideas and insights from J. Ryan Williams, an experienced and certified executive coach and individual who has done the Zero to $100 million dollar journey three times. He speaks with us about building confidence in the high stakes game of sales leadership. What you…

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115. Are Your Sellers Actually Listening to their Buyers, with Nathan Johnson, of CEO of Stratus Advanced Technologies 35:44

11M ago35:44

35:44

It's not about pushing a product, but about empowering the buyer, addressing their core concerns, and building a lasting relationship. By truly listening and aligning solutions with the buyer's needs, sales professionals can foster trust, ensure repeat business, and create advocates within the client's organization. This approach moves beyond a tra…

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114. Successful Sales Leadership Can be Explained with 6th Grade Math, with Matthew Iovanni 28:50

11M ago28:50

28:50

How are you tracking your progress and success? In this week's episode, we explore ideas and insights with Matthew Iovanni, managing partner of Full Funnel. We take a deep dive into the numbers behind the sales, exploring ROI, efficiency, cost of acquisition, and the importance of SDRs in demand generation. What you'll learn: How to explain Revops …

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113. To Scale Successfully Train Your Team to Communicate with Steve Bustin from Get Your Voice Heard 38:13

11M ago38:13

38:13

Adopting a more humane approach can significantly impact employee engagement and organizational culture. Your people want to be talked to like humans, not office robots. This week's guest is Steve Bustin of Get Your Voice Heard. He shares ideas and insights on how to talk to your team like the humans they are. What you'll learn: What is the biggest…

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Kyle Harkins Podcasts

Podcasts Worth a Listen

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