The Engaged Prospect Podcast

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.

Want to be a better salesperson? Have a product or service you want to grow, but aren't sure how? Do you ever miss quota? Does your team ever not achieve their goals?

Most sales blogs, podcasts, and training sessions focus on "what to do"... But in this podcast episode, we take a different approach. Michael Wicks, author of "How Not to Sell: Why you cannot close the deal and how to fix it", shares with us how to close more opportunities.

Michael shares his three fundamentals:

During this discussion, Michael and Dan also discuss:

The sales process has been changing for the last several decades. Technology helps sellers reach more potential buyers. Buyers have the ability to use an online search tool to find the answer to any question they might have. They can now research products and services before ever engaging with a sales person.

In many cases, companies have had to adapt their outreach and selling strategies to customize their approach to the way people buy.

This podcast episode (1 of a 5 part series) will discuss how companies need to look at their process to make sure they're attracting customers given the current landscape we're in.

Kendra Lee, founder of KLA Group and award winning author of "The Sales Magnet: How to Get More Customers Without Cold Calling", and "Selling Against the Goal: How Corporate Sales Professionals Generate the Leads They Need" joins Dan Hersh to discuss prospecting, generating new leads, and converting new customers.

Kendra discusses lessons she's learned over decades of experience working with some of the most prestigious companies in the world.

Kenyetta Gordon, author of Command Your Presence: A guide to effective sales communication online and offline and founder of Create the Brand, sits down with Dan Hersh to discuss:

Kenyetta discusses how she helps her clients become great sales consultants, not just sales people. This mindset leads to bigger sales, better relationships, and more customer happiness (and referrals).

In this episode, Dan Hersh sits down with Amy Franko, award winning author of "The Modern Seller" and dynamic speaker and strategic sales leader. Amy shares with us these five traits, and discusses how each of them can help us become better professionals and higher performing salespeople. These traits, or dimensions as Amy calls them, are developed as sellers to become:

By Dan Hersh: For this podcast episode, I had the great fortune to speak with Trish Bertuzzi, founder of the The Bridge Group and author of "The Sales Development Playbook: Build Repeatable Pipeline and Accelerate Growth with Inside Sales".

Unbeknownst to Trish, her award winning book has been the new hire gift of choice for Engaged Prospect over the years. I've personally purchased and shared a copy with many of our new hire classes as they began their sales careers at EP. Trish simply lays out how to think like, act like, and perform like a top achieving sales development representative, and I've always felt her knowledge of the space is top-notch.

This podcast interview was special to me, and we get right into the world of sales development from the very beginning.

In this episode, Trish and I discuss:

Kevin Davis, president of TopLine Leadership and author of "The Sales Manager's Guide to Greatness: 10 Essential Strategies for Leading Your Team to the Top", sits down with Dan Hersh to discuss sales management and the key strategies for effective sales leadership.

During this episode, Kevin discusses the importance of quality coaching, and how sales managers need to better support their teams. Kevin uses examples from his book, and from decades of leadership to share with us how effective managers lead.

To learn more about Kevin and his business, please visit www.toplineleadership.com and also pick up a copy of his book on Amazon, Audible, or any leading bookstore.

In this episode, Deborah and Dan discuss the importance of public awareness and community involvement in the sales process. Public relations as a practice helps support a company's growth efforts and Deborah shares examples of how her work builds awareness and generates opportunities for her clients. Additionally, she explains how public relations can support a company's marketing efforts by providing an unbiased, third party account of the value that company can bring to its customers.

Dan Hersh and Maddi Love discuss how companies can survive the COVID-19 pandemic and how sales organizations should pivot and think creatively to maintain growth momentum.

Dan and Ryan sit down to discuss the impacts of prospecting and messaging during COVID-19, and beyond. Ryan shares his thoughts on how to find success during such difficult times for sales people, and he dives deep into the impact he feels we'll see post-pandemic.

In this episode, Dan Hersh and Jeff Bajorek discuss sales as a profession, detailing how Jeff began as a salesperson, and what drives him to be successful. They discuss mindset and how to be successful in prospecting, in sales, and in business.

During this episode, Dan H and Dan W discuss how top companies implement services and provide true value to their clients. They talk about how to improve every day, make an impact on the world, and win. Dan Waldschmidt brings a level of passion and energy that's inspiring, and his focus on success is unrivaled. 

During this episode, Dan and Brian discuss the difference between branding and selling. They talk about how to develop vision, keep an open mind as an entrepreneur, and talk about developing a positive mindset and surrounding yourself with great people.

Dan and CJ discuss how entrepreneurship has evolved over the years, and where it is headed in the future. Through CJ’s experience, he has witnessed how entrepreneurs have evolved over time. He and Dan discuss marketing, how to become prominent in your space, and the social impact of startups.

In this episode, Dan Hersh and Don Cooper discuss the early days (recorded on 3/18/2020) of COVID-19, and expectations of how the role of sales will change during this crisis. Don advocates for providing excellent value, understanding your customer, and doing whatever it takes to prove the relationship you sold them when you partnered together. Don shares insights on how to do sales right. And, he brings an excellent understanding of the customer relationship and how to help them achieve their goals. 

In this episode, Dan Hersh interviews Jason Bay, co-founder and Chief Revenue Officer of Blissful Prospecting. They discuss the importance of multi-channel prospecting, being buyer-centric, and how to customize the prospecting experience. They even role play as they deliver excellent ideas for the modern prospecting profession.

In this episode, Dan Hersh interviews Larry Levine, author of "Selling from the Heart". They discuss how salespeople benefit from being vulnerable, building authentic relationships, and being honest and open with clients. 

In this episode segment (produced from a longer interview), Dan Hersh sits down with Andrea Waltz, co-author of "Go for No!". They discuss the role of content in the sales process, and how Andrea views her strategy to engage new clients.

In this episode, Dan Hersh interviews Bob Burg, co-author of "The Go-Giver". They discuss several things including his best-selling book, how to be a "go-getter", how to bring value to other people through the sales process, the role curiosity plays in sales, and how to approach the sales process by making your prospect's life easier.

In this episode segment (produced from a longer interview), Dan Hersh sits down with Dan Altieri, Sales Development Director at Ivalua. They discuss the role of sales development and how SDRs should properly vet career opportunities.

In this episode segment (produced from a longer interview), Dan Hersh sits down with Dan Altieri, Sales Development Director at Ivalua. They discuss the role of sales development and how to attract and motivate the right candidate.

In this episode segment (produced from a longer interview), Dan Hersh sits down with Dan Altieri, Sales Development Director at Ivalua. They discuss the role of sales development and key strategies for driving new business for organizations.

In this episode, Dan Hersh interviews Dan Altieri, Sales Development Director at Ivalua. They discuss sales development, key strategies, how to find the right sales development candidates, and also what a sales development candidate should consider when finding the right organization to work for.

This episode dives into the experience Dan has while moderating a sales panel with other industry experts at Carnegie Mellon University's Schwartz Center for Entrepreneurship.

In this week’s episode, we talk with Engaged Prospect Vice President Sam Stein about how to prepare for a conference. We’ll discuss pre-conference needs, what to do during a conference, and how to follow up after.