The #1 sales podcast in the world, fueled by hyper-actionable sales tactics from the top 1% sellers at companies like Salesforce, Gong, Outreach, Slack, LinkedIn, Keller Williams, Northwestern Mutual. 30 Minutes to President's Club cuts all the BS, fluffy mindset stories, and sales academia to give you the most actionable sales tactics that get you to President's Club. Every episode is a supercharged 30 minutes where you'll hear step-by-step breakdowns in every key dimension of sales, includ ...
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Northwestern Mutual has been helping people and businesses achieve financial security for more than 160 years. Through a holistic planning approach, Northwestern Mutual combines the expertise of its financial professionals with a personalized digital experience and industry-leading products to help its clients plan for what's most important. Learn more at: https://www.northwesternmutual.com/life-and-money/
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Join Ben Newman, highly regarded Performance Coach, International Keynote Speaker and 2x WSJ Best-Seller, as he takes you into the minds of some of the highest performers in sports and business to tell their full story. The "Burn" is something we all have, but rarely do people uncover and connect to it. Ben helps people from all walks of life reach their true maximum potential. Ben has worked with coaches and players from the last 6 Super Bowl Champion teams and currently serves as the Perfo ...
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Product Brew has been handcrafted for people who are obsessed with the intersection between business, technology, and user experience. On this podcast, you'll hear from an infusion of digital thought leaders and rising stars who gather once a month in the Milwaukee area. Our events are hosted by Northwestern Mutual and Alpha HQ.
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Welcome to the Live for Today, Plan for Tomorrow Podcast, your go-to source for insights on mortgages, retirement planning, and real estate. Hosted by Gabe Bodner, a seasoned expert in the mortgage industry, our goal is to simplify complex financial concepts for homeowners and potential buyers. Join us as we explore reverse mortgages and other retirement planning topics, featuring exclusive interviews and expert advice. At the Live for Today, Plan for Tomorrow Podcast, we delve deep into the ...
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CX Decoded is our semi-monthly podcast designed to deliver insight from leaders in the customer experience and marketing industries. Each episode is designed to help you better understand the customer experience and the value it can add to your customers’ lives.
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Maryfran Johnson, executive director of CIO programs at IDG, hosts CIO Leadership Live, a twice-monthly podcast featuring an in-depth interview focused on leadership, innovation and business strategy. Join the conversation live on LinkedIn and YouTube.
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Join Peter Colis, CEO and co-founder of Ethos, as he sits down with some of the life insurance industry’s biggest movers and shakers. Hear them talk through their biggest breakthroughs, business insights, and leadership challenges — and get to know them on a more personal level. Founded in 2016, Ethos is a technology company providing access to instant, accessible life insurance online.
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Make A Move Podcast showcases stories of how people have found creative ways to live their dreams. Make A Move towards living your dream doesn’t necessitate a Big Move, such as quit your day job and put your entire lifesavings at risk. The Move often can simply begins with calculated and less risky micro motions, Making A Move towards your ultimate dream. Join entrepreneur co-hosts Rylie Mills and Kirk Zeller as they share their journeys and go on a quest to find and share the stories of peo ...
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The weekly Insurance Coffee House Podcast series is the place where you’ll be inspired by some of the most successful insurance business leaders on the planet. With each guest asked the same set of ten questions you’ll understand the recurring patterns and traits that make them successful. Covering morning routines, favourite success quotes and how they overcame their largest setbacks, they’ll give a personal insight in to what it takes to be a successful insurance business leader. This podc ...
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Starring recruiting leadership from everywhere under the talent acquisition sun, Talk Talent To Me is a fast-paced rough-and-tumble tour through the strategies, metrics, techniques, and trends shaping the recruitment industry. Brought to you by your pals at Hired.
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MultiVu, a PR Newswire company, provides unsurpassed broadcast and multimedia production and global distribution services to companies worldwide who seek to reach the media, financial community and general public with their visual messages.
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👉Love customer experience and love travel? You’ve found the right podcast, a show about creating great customer experience, with a dash of travel talk. 🎤Each episode, we’ll talk with our guests about customer experience, travel, and just like the best journeys, explore new directions we never anticipated. 🎬Subscribe here and on YouTube youtube.com/@cxpassport🗺️CX Passport is a podcast that purposely seeks out global Customer Experience voices to hear what's working well in CX, what are their ...
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MultiVu, a PR Newswire company, provides unsurpassed broadcast and multimedia production and global distribution services to companies worldwide who seek to reach the media, financial community and general public with their visual messages.
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For this new special edition podcast series, we’ve spoken with hundreds of Growth Marketing Leaders to discuss what it means to lead as a growth marketing executive in the face of adversity/change and periods of growth. With this series, we hope to help other marketing executives and growth marketing leaders navigate unchartered territories and learn from other tech driven growth executives within the tech D2C space. How can a Growth Marketing Executive ensure that everyone stays calm and co ...
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The one with the customized resiliency kit - Sangeetha Rai VP Customer Success Northwestern Mutual E177
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🎤🎞️AI will require employee resilience “The one with the customized resiliency kit” with Sangeetha Rai Vice President Customer Success at Northwestern Mutual in CX Passport Episode 177🎧 What’s in the episode?... CHAPTERS 0:00 Introduction 2:34 Employee resilience in face of AI-driven change 7:39 AI's role in customer service, balancing digital solu…
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Sell Playbook: The Definitive Objection Handling Guide (Jason Bay, Outbound Squad)
51:41
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Jason Bay, Nick, and Armand walk through how to handle almost all the objections you can encounter on a cold call RESOURCES DISCUSSED Join our weekly newsletter Things you can steal The Book on Cold Calling Outbound SquadBy Armand Farrokh & Nick Cegelski
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The one with the total experience - Robby Cloninger VP Consulting, Digital Experience at FPT Software E180
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🎤🎞️Don’t focus on just one piece of the experience in “The one with the total experience” with Robby Cloninger Vice President of Consulting, Digital Experience for episode sponsor FPT Software in CX Passport Episode 180🎧 What’s in the episode?... CHAPTERS 0:00 Introduction 3:03 Digital transformation and breaking silos to improve experience 9:31 Al…
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Stay Tough Through Any Market Conditions with J.J. Mazzo
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When were YOU your toughest? This week we sit down with J.J. Mazzo talking about staying TOUGH in the hard times. I’ve been fortunate enough to spend some quality time getting to know J.J. through our Standard ELITE Mastermind Group and I can tell you that J.J. LIVES to The Standard. J.J. is an incredible leader and top 100 mortgage professional. H…
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FOUR ACTIONABLE LEADERSHIP TAKEAWAYS How engaged someone is on LinkedIn is a proxy of how good of a champion they'll be for you as a buyer. What you do in a call differs from what you want to get out of a call. The agenda is what you want to do, but make sure to explicitly say what you want to have coming out of the call. Have reps come in with a h…
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Sell Playbook: The 5 Most Common Cold Call Objections
11:22
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Get our book on cold calling "Cold Calling Sucks (and that's why it works)" Nick and Armand walk through the five most common cold calling objections and run through ways you can overcome them.By Armand Farrokh & Nick Cegelski
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Support the Show.By Make A Move
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241 (Lead) How to Coach Account Executives on Discovery (Sean Gentry, WebFlow)
36:38
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FOUR ACTIONABLE LEADERSHIP TAKEAWAYS Ensure every deal in your CRM includes the date, specific next step, and goal to make pipeline reviews more outcome-focused. Use one-on-one meetings with reps for targeted role plays to better prepare for upcoming meetings, rather than generic team-wide role plays. Assess early-stage deals by confirming if there…
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Live Book Summary: Cold Calling Sucks (And That’s Why It Works)
58:37
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Hey folks, today's the day. The book is officially live and the digital version is only $1 until Friday. You can get the book here :) - From your two favorite 30MPC sales goons, Armand and NickBy Armand Farrokh & Nick Cegelski
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240 (Sell) Parallel Selling to Speed Up Your Deals (Samantha McKenna, #samsales Consulting)
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ACTIONABLE TAKEAWAYS: Schedule regular meetings with your champion to maintain deal momentum and reduce scheduling friction Schedule multiple next steps simultaneously if they're not dependent on each other to accelerate the deal. Determine whether the prospect will present, ask, or inform the board about the purchase, and prepare accordingly. Ask …
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The one with the catalyst (not crusader) - Megan Burns Founder Experience Enterprises E179
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🎤🎞️How to ACTUALLY create impact “The one with the catalyst (not crusader)” with Megan Burns Founder Experience Enterprises in CX Passport Episode 179🎧 What’s in the episode?... CHAPTERS 0:00 Introduction 2:26 Going from customer rhetoric to ACTION 6:42 Different generations approach to technology 9:27 Don’t prove the ROI of CX? 16:45 Experience le…
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Understanding Gratitude w/ Shannon and Matthew Missimer
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On this weeks episode of the burn, I am extremely grateful to be sitting down with Shannon and Matthew Missimer. The founders of the Motion of Gratitude and friends for over 15 years. Two of the most genuine and intentional people you will ever meet living a life of significance and gratitude through their movement they call practicing “Gratosis.” …
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FOUR ACTIONABLE TAKEAWAYS Call me in 6 months: Find the most relevant timing-based trigger for ANY time in the year to drive the evaluation. Not interested: Is it because you’re not interested in influencer software or is it something I said? Who is this: Run right back into the permission-based opener again. I hate cold calls: Try to set up a non-…
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Sell Playbook: Value Propositions on Cold Calls
12:09
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Get our book on cold calling "Cold Calling Sucks (and that's why it works)" Nick and Armand walk through four cold call openers and suggest which ones are best backed by Gong's data from over 300 million cold callsBy Armand Farrokh & Nick Cegelski
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239 (Lead) How To Avoid Hiring The Wrong Reps (John Sherer, Growth Assistant)
35:08
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FOUR ACTIONABLE LEADERSHIP TAKEAWAYS Ask why the candidate is leaving their current job and why they want to join yours. This assesses their storytelling ability, crucial for sales. Once you want to hire someone, sell them on your company but also highlight potential downsides. This builds trust and sets realistic expectations. If unsure about a hi…
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238 (Sell) Asking The Right Questions on Cold Calls (Josh Braun, Braun Training)
40:03
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FOUR ACTIONABLE TAKEAWAYS Start by assuming the prospect has researched your solution if they say yes suggest a common objection why they didn't pursue it, if they say no then ask a question to highlight a knowledge gap When explaining your solution, emphasize the before state and the problems associated with it to create contrast with your solutio…
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The one where he unifies CX - Adam Powers CX #OpenToWork E178
31:23
31:23
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🎤🎞️This month’s CX #OpenToWork seeker in “The one where he unifies CX” with Adam Powers in CX Passport Episode 178🎧 What’s in the episode?... CHAPTERS 0:00 Introduction 2:06 Unifying CX design across various aspects and industries 4:00 Improving customer experience through unification and collaboration 11:43 Customer Experience pushback and testing…
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Justin Gatlin: From Olympic Gold to Coaching the Next Generation
31:48
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On this episode of The Burn Podcast, I'm fired up to sit down with Justin Gatlin, Olympic gold medalist, world champion sprinter, and now a highly sought-after coach and mentor. In this powerful conversation, we dive into the world of elite athletics, exploring the mindset, dedication, and resilience required to reach the pinnacle of success. Justi…
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FOUR ACTIONABLE TAKEAWAYS Use “That’s exactly why I called.” When your prospect shares a problem or a priority that they have, make that your reason for booking a meeting and go right in for the close on the cold call. Call nine before nine, and five after five. Those early morning and evening dials can be some of the best ways to increase your con…
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Get our book on cold calling "Cold Calling Sucks (and that's why it works)" Nick and Armand walk through four cold call openers and suggest which ones are best backed by Gong's data from over 300 million cold callsBy Armand Farrokh & Nick Cegelski
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237 (Lead) Taking a Startup To Market With Founder Led Sales (Peter Kazanjy, Atrium)
27:11
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FOUR ACTIONABLE FOUNDER TAKEAWAYS Your first customers should come from the founder Avoid steering the discovery conversation in a preferred direction, let the conversation flow naturally and meet the customer where they are. If the conversation is going well and the customer acknowledges the problem and believes in your solution, consider bringing…
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236 (Sell) Asking Buyers Tough Questions to Avoid Deal Killers (Steven Bryerton, ZoomInfo)
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FOUR ACTIONABLE TAKEAWAYS Gauge your prospect’s enthusiasm by asking where they fall on a scale from one to ten, providing more insight than a simple yes/no question. Ask your prospect what they discuss in internal meetings to tailor your pitch to resonate with their executive team. Avoid showing too much software to prevent prospects from associat…
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Ed Mylett: What all UNCOMMON Leaders have in Common
49:28
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Ed Mylett is one of the world’s leading authorities on Leadership and Mental Toughness and I am honored to call him a good friend and mentor. With the 3rd annual Mental Toughness Forum right around the corner I have been diving deep into my notes and thoughts around the topic and we wanted to to something special this week on the show and revisit o…
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FOUR ACTIONABLE TAKEAWAYS Eat the frog by committing to prospecting first thing in the morning. Handle objections differently with a ledge (ledge > disrupt statement > ask). Handle ‘existing solution’ objections by offering value to keep the other guys honest. Get past gatekeepers with respect, giving specific value, and providing social proof. PAT…
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235 (Lead) Habits of Highly Effective Sales Leaders (Jordan Chavez, Navan)
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FOUR ACTIONABLE LEADERSHIP TAKEAWAYS Use calendar color coding to audit your time and ensure you're focusing on important tasks consistently Always be recruiting (ABR) - Regularly connect with potential talent on LinkedIn to build relationships before you need to hire. Designate specific days for different tasks - Monday for one-on-ones, Tuesday fo…
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Episode 11: Transforming Real Estate with John Garner of Freemodel
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Episode 11: Transforming Real Estate with John Garner of Freemodel Join us for Episode 11 of the Live for Today, Plan for Tomorrow Podcast, hosted by Gabe Bodner. In this episode, we have the pleasure of welcoming John Garner, Co-Founder and CEO of Freemodel. John brings his extensive experience and innovative approach to real estate to discuss how…
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Mind and Machine: Two Paths to Marketing Mastery
17:32
17:32
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We cover today the convergence of humanity and technology in today’s marketing landscape, featuring insights from Karna Crawford, CMO at Marqeta, and Tom Wentworth, CMO at Recorded Future. In this episode, Karna shares her insights on how to bring a little bit of humanity into B2B marketing — while still getting all the benefits of modern-day techn…
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234 (Sell) Keeping Your Deals Moving Forward With Discovery and Multithreading (Maddy Jackson, Weblow)
39:27
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FOUR ACTIONABLE TAKEAWAYS Explore two types of impact with your prospect: hard metrics (e.g., hours spent, money lost) and soft impact. Address pain points in other departments to accelerate deals and improve win rates. Turn situations into problems by asking questions that highlight known pain points with competitors. If ghosted late in the deal c…
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The one with the epochal growth - Sarah Caminiti Head of US Customer Service at abcam E176
36:54
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🎤🎞️This episode gets DEEP and REAL in “The one with the epochal growth” with Sarah Caminiti Head of US Customer Service at abcam in CX Passport Episode 176🎧 What’s in the episode?... CHAPTERS 0:00 Introduction 1:27 What is Epochal Growth? 3:11 The purpose of leadership in customer experience 5:48 How to create the RIGHT kind of CX team 11:00 Why is…
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S4 EP64: Driven to help high-performing insurance people succeed - Nick Hoadley, CEO, Insurance Search
32:41
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“DE&I is one of the biggest challenges for the industry. For a lot of our clients in the US, it's one of their biggest priorities”, says Nick "Before we engage with a client, we really want to make sure they're set up for diverse candidates. It's so important for us as an insurance executive search firm, that if we move someone who's very successfu…
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Miami Dolphins Director of Player Engagement, Alexander Martin
29:53
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This week on The Burn Podcast, I’m thrilled to sit down with, Alexander Martin, in a great conversation that dives into transitions, relationships, and player engagement. Alexander shares his journey of unexpected opportunities that led him to impact student athlete development at the University of Miami and his role in player engagement. We discus…
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From Hurricane Sandy to COVID-19: Leadership Lessons from Former Guardian Life CEO Deanna Mulligan
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Join us as we sit down with Deanna Mulligan, CEO of Purposeful and former CEO of Guardian Life Insurance Company, to uncover her inspiring journey and unwavering passion for helping people. From the profound messages in her bestselling book "Higher Purpose" to the real-world lessons learned during Hurricane Sandy, Deanna reveals how preparing emplo…
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FOUR ACTIONABLE TAKEAWAYS Call your below-the-line org. contacts to gather intel that you can bring up when having above-the-line conversations. Try to get a direct referral to your target persona, next best would be “permission to mention X’s name”, next best would be using the information from X’s conversation when contacting the target. Use “[X]…
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Sell Playbook: The Ultimate Cold Calling Masterclass
1:00:51
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To celebrate the launch of our book on cold calling "Cold Calling Sucks (And That's Why It Works)" we've dropping this special playbook edition that covers (almost) everything there is to know on how to cold call. From handling objections to organizing your calendar, this episode has got it all. Pre-order a copy of our cold calling book and get it …
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233 (Lead) How to Interview Sales Reps and Avoid Mishires (Brooke Freedman, Chameleon)
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FOUR ACTIONABLE LEADERSHIP TAKEAWAYS Sales leaders need to stop observing from the sidelines and actively participate in deals as player-coaches, even if they are CROs. Giving candidates extensive preparation materials for role plays allows for a more accurate evaluation of their abilities. Replaying specific parts of a role play multiple times can…
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Chamber Chatter Episode 15 NestSpace Chamber Downtown
34:09
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Support the Show.By Make A Move
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232 (Sell) The Perfect Deal Negotiation Process (Armand Farrokh, 30MPC)
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TOP ACTIONABLE SALES TAKEAWAYS: Act surprised and maintain confidence when faced with resistance on price; don't normalize discounts or concessions easily. Make each concession painful for the customer; show that every request comes with effort and negotiation, preventing them from expecting easy wins. Act as if achieving approvals for concessions …
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The one with the hidden customer revenue - Anita Toth | The Hidden Revenue Hunter E175
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🎤🎞️We’re going on a treasure hunt “The one with the hidden customer revenue” with Anita Toth | The Hidden Revenue Hunter in CX Passport Episode 175 🎧 What’s in the episode?... CHAPTERS 0:00 Introduction 1:49 - Anita's Origin Story in CX 4:21 - Addressing Cost-Cutting and Hidden Revenue 6:54 - Impact of Cost-Cutting on Customer Experience 8:35 - Tac…
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S4 EP63: Achieving business imperatives and being in good company - Daniel Fisher, Group Head of HR, Communications & Culture, Hamilton Insurance Group
25:31
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“The strength of our culture was something we used in the presentations to analysts and investors”, says Daniel. “We did some work around our employee value proposition and we asked our colleagues, ‘Why do you work at Hamilton?’ The common theme was collaboration and that's how we came up with the phrase ‘In good company’. As part of the IPO, we us…
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Taking Discipline Beyond the Court with Mark Pancratz
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Mark has DEEP roots in basketball as an elite D1 player, coach for Bruce Pearl and Cuonzo Martin, and Illinois Basketball Hall of Fame Inductee. Mark has transitioned his disciplines to build a very successful financial services practice in Knoxville, TN and has three daughters with his wife Brooke. This guy is a perfect example of what it looks li…
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FOUR ACTIONABLE TAKEAWAYS When asked for pricing early, give a range but hold the other key pricing details until you get feedback. If you’re getting ongoing buying objections, suggest that it may be too early to be talking. Get to the true objection when someone asks to be sent more information. Before giving any discounts, get clear commitment on…
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Lead Playbook: Fixing Your Pipeline Problem
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FOUR ACTIONABLE LEADERSHIP TAKEAWAYS Ensure there is a financial plan that walks through the pipeline conversion assumptions to keep your team and your partnering teams accountable Do not try and fix something that's working in order to compensate for low metrics, look at the indicating metrics and fix those Have Account Executives dedicate 20% of …
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231 (Sell) Building Your Business Case from Day One (Spencer Ivey, Webflow)
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FOUR ACTIONABLE SALES TAKEAWAYS During demos, connect features shown to insights gathered during Discovery. Address confusion promptly and facilitate discussions rather than relying on your Solutions Consultant. Make your effort visible to prospects when working on the business case. Let them know you're actively involved and invite collaboration, …
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The one with the CX tasting menu - Courtney LeBlanc CX #OpenToWork E174
31:21
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🎤🎞️This month’s CX #OpenToWork seeker knows CX gets to influence all parts of the business in “The one with the CX tasting menu” with Courtney LeBlanc in CX Passport Episode 174🎧 What’s in the episode?... CHAPTERS 0:00 Introduction 4:19 What draws you to Customer Experience? 7:30 Creating CX customers want 13:35 How does Customer Experience create …
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S4 EP62: Having a myopic focus on solving a real reinsurance problem – Ben Rose and Jerad Leigh, Co-Founders, Supercede – the Reinsurance Platform
36:49
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“In our experience, a reinsurance deal was being profiled in a physical binder full of paper. I thought, ‘How good would it be if we could take risk or bundles of risk and make a profile for it’", says Ben. "Think of all the information that you could attach to that profile. That was a very early concept. For a long time we debated, how this would …
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Aligning Clients’ and Carriers’ Interests: A Conversation with John Hancock CEO Brooks Tingle
52:51
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What if your life insurance policy could actually help you live a longer, healthier life? Join us for an inspiring conversation with Brooks Tingle, CEO of John Hancock, as he reveals how this 162-year-old company is using cutting-edge technology and wellness programs to revolutionize the insurance industry. From the emotional journeys of policyhold…
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The Power of 5 Years: Questions and Coaching for those who struggle with consistency
22:02
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What have YOU done for 5 years straight? Too many people are looking for a shortcut or fast results and quit too soon. Give up to easily. Talk a big talk until things get tough. I don't want YOU to be that person. This week on the podcast we're talking about YOU. This episode will could inspire you, piss you off, or cause you to take action... I ho…
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FOUR ACTIONABLE LEADERSHIP TAKEAWAYS Burndown: Every day before the end of the month, make your team put all open deals in a spreadsheet with a two-line update. When you’re rolling out a methodology like command of the message, you can’t stop at the initial training. Every single new product launch needs to be trained in that framework, otherwise, …
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230 (Lead) Enabling Sales Teams And Keeping Reps Accountable (Jason Bay, Outbound Squad)
38:08
38:08
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FOUR ACTIONABLE LEADERSHIP TAKEAWAYS Hold regular one-on-one meetings, set public goals in team meetings, and use midweek check-ins to monitor and adjust prospecting efforts to ensure accountability and goal achievement. When implementing new initiatives, enlist team members who excel in those areas as champions. Their involvement and sharing of ex…
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Episode 10: Navigating Estate Planning with David Perlick
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Join us for Episode 10 of the Live for Today, Plan for Tomorrow Podcast with your host, Gabe Bodner. In this insightful episode, Gabe sits down with David Perlick, Attorney & Legal Tech Entrepreneur, to delve into the critical aspects of estate planning. David shares his expertise on "The 4 Why’s of Estate Planning," offering valuable insights into…
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