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The Secret Sauce of Selling

The Secret Sauce of Selling

By James Abraham & Novacy

Unleash the power of selling with 'The Secret Sauce of Selling' podcast! Join James Abraham as he takes you on a journey through the highs and lows of sales calls with expert sales leaders. Get ready to laugh, learn, and level up your sales game as you discover the keys to success and how to make every call a winning one.
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Ep. 7 - Niraj Kapur on his 3 step method for success in sales

The Secret Sauce of SellingMay 23, 2023

00:00
23:59
Ep. 35 - Tori Signorelli on Harmonizing Sales and Customer Experience: A Symphony of Success

Ep. 35 - Tori Signorelli on Harmonizing Sales and Customer Experience: A Symphony of Success

In this episode:

James and Tori Signorelli delve into the transformative world of sales and customer experience. From Seattle to Tel Aviv, the conversation spans the globe, touching on the secret sauce of customer experience, the importance of collaboration, and the journey from theater to customer experience leadership. Tori shares her approach to understanding customers from an outside-in perspective, the challenges businesses face in breaking down silos, and the power of setting clear expectations. Through stories of personal growth, industry insights, and a shared passion for music and human stories, this episode illuminates the path to creating meaningful customer connections and driving brand love, all while fostering a culture of empathy and curiosity within organizations.

About Tori:

A leader in the realm of Customer Experience (CX) and design, whose illustrious career is dedicated to crafting human-centered experiences that drive brand love and foster deep connections. With expertise spanning B2C, B2B, and B2B2C experiences, Tori stands out for her commitment to research, design, and innovative strategies that ensure seamless customer interactions. Her leadership is marked by a profound ability to inspire teams, foster collaboration, and drive strategic problem-solving, making her an invaluable asset in reimagining customer engagement. Beyond her professional achievements, Tori's dedication as a part-time mentor and advisory board member highlights her commitment to nurturing talent and advancing the field. As we explore this episode, be inspired by the insights and experiences of a leader whose work has set new benchmarks in putting customers at the heart of business strategy.

Mar 27, 202435:03
Ep. 34 - Tom Niessen on Truth Serum for Sales Success: Decoding the Art of Selling Without Selling Your Soul

Ep. 34 - Tom Niessen on Truth Serum for Sales Success: Decoding the Art of Selling Without Selling Your Soul

In this episode: Curious about how honesty can revolutionize your sales strategy and lead to unprecedented success? In this episode of "The Secret Source of Selling," host James Abraham and sales maestro Tom Niessen delve into the art of selling with honesty, revealing how truth is the ultimate key to unlocking sales success. With 30 years of rich experience, Tom shares groundbreaking insights on creating a culture of trust, the pivotal role of leadership in shaping sales dynamics, and adapting to the transformative power of AI in the sales world. Discover Tom's "secret sauce" for selling that challenges conventional tactics and emphasizes genuine connections over transactions. Tune in to uncover the secrets that have powered decades of sales triumphs and learn how to apply them in the digital age. About Tom: Tom Niesen is the CEO of Sandler Training of Dallas, a global leader in sales and management training, and Acuity Systems Inc., a company providing sales training, recruiting, outsourcing, and solutions. With over 30 years of experience, Thomas helps clients achieve their sales goals using proven techniques and tools. He is passionate about transforming sales cultures, empowering salespeople, and enabling business growth. Additionally, he has played a vital role in providing training and development for sales leaders and representatives at Mockingbird Pharma. Thomas is highly recommended for organizations seeking top-notch sales training and development.

Mar 21, 202431:26
Ep. 33 - Matt Nettleton on Practice Makes Perfect? Debunking Sales Myths

Ep. 33 - Matt Nettleton on Practice Makes Perfect? Debunking Sales Myths

In this episode: The episode dives deep into the critical distinction between practice and rehearsal in sales, underscoring the importance of not just honing sales skills but also integrating these skills in real-world scenarios. Matt draws on his high school football experience to illustrate how rehearsal—bringing together all elements of practice in a cohesive, simulated event—can significantly enhance sales performance. The conversation further explores common pitfalls in sales preparation and the transformative power of disciplined rehearsal and mental preparation. About Matt: Matt Nettleton, hailing from Indianapolis, Indiana, is a multifaceted professional with a rich background as a Sales Trainer, Podcast Host, and Keynote Speaker. His career in sales training took off with Sandler Training in 1999, marking a pivotal moment where he doubled his personal sales, leading to his role in coaching over 175 companies since 2003, propelling some from $1 million to over $10 million in annual revenue. As the President at Sandler DBT, Matt brings valuable insights into sales leadership, advocating for the importance of systemic structures and a culture of learning. His expertise isn’t limited to sales; Matt has delved into the study of trauma and the body, co-creating the somatic approach known as Embodied Processing, adding a unique perspective to his professional endeavors. Through engaging podcasts and interviews with industry leaders, he discusses a range of topics, from data privacy to the challenges of digital marketing, demonstrating his versatile skill set and thought leadership.

Mar 14, 202425:50
Ep. 32 - Or Biderman on Mastering the Art of Non-Verbal Communication in Sales

Ep. 32 - Or Biderman on Mastering the Art of Non-Verbal Communication in Sales

In this episode: Host James Abraham engages in a rich discussion with Or Biderman, exploring the nuances of non-verbal communication in sales. The conversation delves into how sales professionals can harness the power of non-verbal cues to enhance their selling strategies, emphasizing that a significant portion of communication is non-verbal. Biderman shares his insights on the challenges and opportunities presented by virtual meetings and the importance of being attuned to the subtle signals customers convey during sales interactions. The episode underscores the crucial role of non-verbal communication in building authentic connections with clients and driving successful sales outcomes. Abraham and Biderman's dialogue is not just informative but also actionable, offering practical advice for sales professionals looking to refine their approach and achieve greater sales effectiveness by being more responsive to the non-verbal dimensions of customer interactions.

Mar 07, 202434:39
Ep. 31 - Brad Ferguson on The Art of Closing Sales: Unveiling the Secret Sauce for Success

Ep. 31 - Brad Ferguson on The Art of Closing Sales: Unveiling the Secret Sauce for Success

In this episode: Ever wondered why some sales professionals consistently outperform others, closing deals effortlessly? 🤔 The answer lies not just in their skills but in their approach to understanding and influencing buyer belief. In our latest podcast episode, Brad Ferguson reveals the "Negative Reverse Selling" technique, a game-changer in the sales world.But it's not just about techniques; it's about building a belief system. 💡 Whether it's the salesperson's belief in themselves, their product, or their company, or it's about instilling belief in the client. This episode is a treasure trove of insights for anyone looking to refine their sales approach, from new entrants to seasoned professionals.

About Brad: Brad is a seasoned sales consultant who has been helping companies hire top sales talents and dominate their market since 1994. He offers sales training programs that aim to raise the skill level and self-confidence of individual salespeople, ultimately leading to increased income and improved sales results. With a holistic client-centric approach, Brad has helped over 200 companies and thousands of salespeople improve their sales performance. His expertise lies in identifying and coaching top-performing sales professionals while avoiding underperformers, and he is known for developing customized strategies to establish stronger, more efficient, and empathetic communication within sales teams. Overall, Brad's dedication to his craft, track record of success, and unwavering commitment to sales excellence have earned him recognition as a leading consultant in the industry.

Feb 28, 202425:40
Ep. 30 - Matt Cohen on Enabling Sales Nirvana: A Quest to Crack the Sales Enablement Code

Ep. 30 - Matt Cohen on Enabling Sales Nirvana: A Quest to Crack the Sales Enablement Code

In this episode: Dive into the riveting world of sales enablement, transforming it from an enigmatic concept into a tangible powerhouse of sales success. A deep dive into how sales enablement has shifted gears to become a critical player in aligning sales strategies with the dynamic buyer's journey. Explore the unexpected pathways that lead to excellence in sales, the critical importance of a growth mindset, and the transformative role of discovery in understanding and solving client problems. The conversation delves into the essential contributions of sales managers in nurturing top-tier sales forces, making this episode a treasure trove for anyone looking to navigate the complexities of modern selling. Get ready to have your sales perspective revolutionized. About Matt: Matt is a luminary in the field of sales enablement, known for his innovative approach to optimizing revenue-generating teams. With a career marked by leadership in sales enablement and change management, Matt has a fervent passion for enhancing the performance of sales teams and their clients, driven by a vision to foster positive change worldwide. As a co-founder and board member of several chapters of the Revenue Enablement Society, Matt's contributions have significantly shaped the enablement community. His thought leadership and expertise have been recognized by analysts across the industry, making him a sought-after figure in discussions about sales strategy and organizational growth. At the heart of Matt's work is a commitment to values like kindness, empathy, and collaboration, underscoring his role not just as a strategist but as a true leader and influencer in his field.

Feb 21, 202429:34
Ep. 29 - Josh Allen on The Great Sales Safari: Hunting Success in the B2B Jungle

Ep. 29 - Josh Allen on The Great Sales Safari: Hunting Success in the B2B Jungle

In this episode: Sales leadership expert Josh Allen explores the critical insights and strategies for excelling in the B2B sales landscape. Josh and James Abraham, dive into the significance of the CRO role, its potential transformation, and the importance of aligning sales processes with customer buying journeys. Allen shares his extensive experience in scaling tech companies and emphasizes the necessity of internal development for top performers, proposing a shift towards a more holistic approach to customer engagement and success. This episode is a must-listen for those looking to navigate the complexities of sales leadership and drive sustainable growth in their organizations.

About Josh: John Allen, the Chief Revenue Officer (CRO) at Tive Inc., possesses a wealth of experience in go-to-market strategies. His notable career includes significant roles at renowned companies such as LogMeIn, CarGurus, Drift, and Owl Labs. Throughout his career, John has demonstrated a dedication to leading efficient and high-performing customer-facing teams. His holistic approach to scaling go-to-market strategies emphasizes the integration of inside sales organizations with strategic investments in field and enterprise sales, partnerships and alliances, and customer success and support. John believes that this comprehensive strategy, combined with a strong marketing strategy, is crucial for achieving true market scale

Feb 14, 202432:24
Ep. 28 - Ron Gadnir on Unlocking the Power of Listening: A Key to Successful Selling and Beyond

Ep. 28 - Ron Gadnir on Unlocking the Power of Listening: A Key to Successful Selling and Beyond

In this episode: Dive into the heart of effective communication with the "Secret Sauce Selling Podcast," where host James Abraham and listening expert Ron Gadnir explore the transformative power of listening. In this episode, Gadnir, leveraging his rich background in improvisational theater and sales, unveils the overlooked importance of truly hearing others. They discuss how listening, beyond mere hearing, can significantly enhance personal and professional interactions. With practical advice and real-world examples, Gadnir illustrates how adopting a mindset of genuine curiosity and empathy leads to deeper connections and success in sales. This conversation is a beacon for anyone eager to unlock their potential by mastering the art of listening, proving it's not just about speaking but truly understanding others that drives meaningful engagement.

About Ron: Ron Gadnir, a transformative business professional whose extensive track record spans financial services, technology, and retail. With a keen ability to lead and execute large, transformational projects, Ron stands out as a trailblazer in IT strategy, digital transformation, and beyond.His expertise doesn’t stop there; Ron is also deeply involved in business process design, corporate training, diversity & inclusion, and executive coaching. His approach to leadership and development is enriched by his background in improvisational theater, bringing a unique perspective to effective communication and listening.Ron’s career is a testament to the power of genuine curiosity and empathy in fostering deeper connections and driving success. Ron is a master of innovation and engagement, shaping the way we think about leadership and communication in the modern world.

Feb 07, 202431:33
Ep. 27 - Hilton Burke on How Not to Hire Mr. Bean

Ep. 27 - Hilton Burke on How Not to Hire Mr. Bean

In this Episode:

Ever wondered how to distinguish a truly exceptional sales candidate from the rest? Curious about the secrets behind successful sales recruitment? Dive into an enlightening discussion with host James Abraham and recruitment expert Hilton Burke, as they explore "How Not to Hire Mr. Bean." In this episode, we reveal key insights on spotting genuine talent through traits like grit, passion, resilience, and coachability. Learn about the pitfalls of poor hiring, effective strategies for job seekers, and essential onboarding tips, all in a conversation that could revolutionize your approach to building a winning sales team.

About Hilton:

Hilton Burke is a seasoned sales professional and a distinguished figure in the realm of sales and marketing recruitment. With a rich background marked by consistent outstanding results, Hilton has established himself as an invaluable resource for those aiming to elevate their sales skills and achieve success in their organizations. His expertise is not just limited to sales strategies and insights, but also extends to headhunting and recruiting, particularly in building world-class sales, SDR (Sales Development Representative), and marketing teams.

Jan 31, 202427:24
Ep. 26 - Lauren Valentine on Mastering the Art of Sales Leadership Recruitment

Ep. 26 - Lauren Valentine on Mastering the Art of Sales Leadership Recruitment

In this episode: Curious about the secrets to successful sales leadership hiring? Dive into the enlightening conversation between James Abraham and Lauren Valentine, unpacking the complex world of recruiting top sales talent. Ever wondered how a global labor shortage impacts the search for exceptional leaders? Or what makes a company culture so compelling that it attracts the crème de la crème of the sales world? Discover how the art of recruitment parallels a sales process and why keeping up with technology, like LinkedIn, is a game-changer in talent acquisition. Finally, delve into why competitive compensation, benefits, and work flexibility aren’t just perks but necessities in today's job market.

About Lauren:

Lauren, a Senior Talent Acquisition Manager at Alaant Workforce Solutions, brings over a decade of experience in building high-performance teams. Her career encompasses roles in sales, management, and significant contributions to philanthropy, including fundraising for cancer research and community work with the United Way of the Greater Capital Region. Lauren's expertise extends to professional development, training, and she holds a board membership with the University at Albany Alumni Association. Renowned for her exceptional recruiting skills, Lauren has a proven track record in various industries, demonstrating a strong commitment to both professional and community-oriented endeavors.

Jan 24, 202425:39
Ep. 25 - Mark Foley on Transforming Sales Performance through Effective Decision-Making

Ep. 25 - Mark Foley on Transforming Sales Performance through Effective Decision-Making

In this episode:

Host James Abraham and guest Mark Foley dive into the complexities of the decision-making process in sales and its relevance in today's business environment. They discuss the challenges sellers often face and how to navigate decision-making conversations without upsetting the buyer. Mark shares insights on managing sales opportunities, the importance of a robust pipeline, the power of disqualifying an opportunity when necessary, the role of mindset in sales performance and the value of having systematic sales process.

About Mark:

Mark Foley is a highly experienced and accomplished professional in the field of sales and management. With a career spanning over two decades, Mark has held various leadership positions, demonstrating his expertise in generating revenue and driving business growth. Currently serving as the Vice President of Global Accounts at Sandler Training, Mark is responsible for providing innovative customer-focused solutions and training to enhance the skills and performance of individuals involved in revenue generation. With a strong background in sales and marketing, Mark has also excelled in his role as a senior executive for a diagnostic imaging business, overseeing new business growth and customer retention across multiple states. Throughout his career, Mark has exhibited exceptional leadership abilities and a proven track record of success.

Oct 03, 202323:37
Ep. 24 - Andrew Wall on Communication Styles and Value-driven Strategies to Elevate Your Sales Game

Ep. 24 - Andrew Wall on Communication Styles and Value-driven Strategies to Elevate Your Sales Game

In this episode:

James Abraham and special guest Andrew Wall, an expert in the Sandler selling system, discuss the importance of sales process and how it can make or break your success in the industry. They emphasize the need for both individual sales professionals and companies to have a well-defined sales process that is closely aligned with the unique needs and expectations of their clients. Wall shares valuable tips on how to leverage psychology and communication styles in the sales process, as well as the importance of learning from successful clients and replicating their experiences. Listen in to discover the secret sauce that has helped countless sales professionals thrive and achieve their full potential.

About Andre: The esteemed President of Sandler Milton. For nearly two decades, Andre has been the guiding force behind countless CEOs, Presidents, and Entrepreneurs, propelling them towards profitable growth. He's steered numerous North American businesses to double their revenue, skyrocket their sales closing rates, and refine their hiring techniques. Not just a behind-the-scenes strategist, Andre is also a renowned speaker, gracing stages at various conferences and events. At the heart of it all, his true calling is to unlock the potential within individuals and teams. If you're on a quest to elevate your sales game, hone your leadership prowess, or instill a culture of accountability, then you're in for a treat

Sep 28, 202322:31
Ep. 23 - Michelle Terpstra on The Beautiful Marriage of Sales and Digital Marketing

Ep. 23 - Michelle Terpstra on The Beautiful Marriage of Sales and Digital Marketing

In this episode:

James Abraham is joined by sales and digital marketing expert, Michelle Terpstra, to discuss the importance of marrying sales and digital marketing efforts. They dive into strategies for engaging with leads, leveraging content on social media, and the importance of practice and mindset in sales success. How can automation and digital marketing help warm up potential prospects for the sales team? Learn about the significance of solving specific problems through marketing and leaving a gap for the sales team to close, as well as the qualities and traits required for sales professionals to excel in this combined approach.

About Michelle:

Sales Growth Expert, author of High-Performance Sales Habits, and sought-after consultant for entrepreneurs Michelle Terpstra, founder of Startup Sales Leadership Institute, has helped over 1,000 companies shatter sales targets, cultivate high-performance habits, and elevate sales efficiency by building bulletproof systems and all-star sales teams. She brings out the best in people and is fondly called the hype woman with a plan. With her unique background, she blends digital marketing, social selling, and traditional sales methodology for a cutting-edge approach that converts like crazy for the solopreneur or scaling CEO.

Sep 20, 202324:21
Ep. 22 - Marcus Cauchi on Balancing Values, Service, and Inner Peace in Sales

Ep. 22 - Marcus Cauchi on Balancing Values, Service, and Inner Peace in Sales

In this episode:

James Abraham and guest Marcus Cauchi discuss the importance of values, customer service, and finding inner peace in selling. How can Salespeople focus on removing uncertainty for their customers, deliver certainty, and work within external constraints to make better choices. About Marcus:

Marcus Cauchi is a highly respected and accomplished sales coach, consultant, and speaker based in Sandhurst, England. With a passion for helping individuals and businesses achieve exceptional sales results, Marcus has built a reputation for his unconventional coaching methods and unparalleled expertise in the field. He has successfully transformed underperforming teams, guided sales professionals to surpass quotas, and empowered leaders to secure board seats. Marcus believes in building trust-based relationships with clients, understanding their unique needs, and providing tailored solutions. With his value-focused approach and innovative strategies, Marcus has helped countless individuals and organizations achieve their sales goals and elevate their success. Whether you're seeking explosive sales growth, career advancement, or lasting customer relationships, Marcus Cauchi is the game-changing partner you've been looking for. Set time with Marcus here: https://calendly.com/marcuscauchi

Sep 13, 202332:50
Ep. 21 - Greg Orth on Mastering the Art of Adapting to Different Buyer Styles

Ep. 21 - Greg Orth on Mastering the Art of Adapting to Different Buyer Styles

In this Episode: Host James Abraham and guest Greg Orth discuss the importance of understanding and adapting to different behavioral styles in the sales process. They dive into the four DISC styles (Dominance, Influence, Steadiness, and Conscientiousness) and share insights on how to effectively communicate with each type of buyer. Greg emphasizes that effective communication is not about treating others the way you want to be treated, but rather treating them the way they want to be treated. By being aware of the other person's preferred communication style and adapting to it, sales professionals can create a more comfortable and successful sales experience for both parties. About Greg: Greg is a highly experienced professional in the fields of sales training and leadership development. With over 20 years of experience working with various organizations, Greg has helped countless individuals and companies overcome their sales and management challenges. As a certified Sandler licensee and the founder of THincBOX LLC, Greg is dedicated to driving revenue and company performance through personal and professional development. In this episode, we will delve into Greg's expertise, explore his unique methodologies, and uncover valuable insights on how to achieve sales success and effective leadership.

Sep 06, 202330:05
Ep. 20 - Troy Elmore on Transforming Sales Performance: Discovering Your Why and Building Resilience

Ep. 20 - Troy Elmore on Transforming Sales Performance: Discovering Your Why and Building Resilience

In this episode: James Abraham and Troy Elmore discuss the importance of mindset, attitude, and techniques in sales and how to avoid becoming the person you don't want to be. The key to success in sales is having a strong why, being able to deal with rejection, and focusing on your purpose in life. Sales professionals should exercise, manage their energy levels, and document their successes to stay motivated. About Troy: Troy is an 18-year veteran in sales, currently with Sandler Training, where he focuses on sales strategy and staff development. Known for his hands-on coaching approach, he's helped elevate sales teams across industries like tech and finance. Troy is not just a trainer but a sought-after speaker and consultant, offering long-term, tailored solutions rather than quick fixes. Beyond work, he's committed to social impact, mentoring individuals with criminal histories. With his deep expertise and genuine passion for helping others, Troy is a must-listen guest for anyone interested in sales and leadership.

Aug 29, 202329:52
Ep. 19 - Ben Williams on Product-Led Growth with Traditional Sales: The New Paradigm in B2B SaaS

Ep. 19 - Ben Williams on Product-Led Growth with Traditional Sales: The New Paradigm in B2B SaaS


In this episode:

James Abraham and guest Ben Williams, known as the Product-Led Geek, delves into the synergy between product-led growth (PLG) and traditional sales. Highlighting how PLG focuses on the product as the main driver for user acquisition, retention, and monetization, allowing users to experience value before any financial commitment. Citing examples like Zoom and Slack, Ben underscores the misconception that PLG excludes human sales touchpoints. Instead, in product-led companies, sales opportunities are primarily driven by product usage, making the sales process more efficient. Ben emphasizes the importance of user engagement and habit formation, referencing Reed Hoffman's concept of consumer habits as pivotal for revenue generation.


About Ben:

Ben Williams, also known as the Product-Led Geek, is an advisor for B2B SaaS companies. With over 20 years of experience in building and scaling product and growth teams, Ben helps companies achieve sustainable growth through Product-Led Growth (PLG). He offers expertise in areas such as activation, engagement, user onboarding, growth strategy, and more. Ben is also involved in various freelance projects and charity work. He has received praise for his leadership skills and technical expertise. Additionally, he has been recognized for his contributions to the field of Android app development and is passionate about making a positive impact in the world through his work and involvement in various causes.


Aug 16, 202328:36
Ep. 18 - Adir Zimerman on Decoding Sales Leadership: Bridging Gaps and Setting Realistic Expectations

Ep. 18 - Adir Zimerman on Decoding Sales Leadership: Bridging Gaps and Setting Realistic Expectations

In this episode:

James Abraham Abraham dives deep with sales strategist, Adir Zimerman, unraveling the often overlooked friction between sales professionals and leadership. As they navigate the Israeli startup scene's unique challenges, they tackle the "Hopium" problem, where founders' sky-high expectations clash with ground realities. With insights from Harvard's Sales Learning Curve and Adir's personal journey balancing intense sales strategies with Midburn events and holistic well-being practices, this episode promises salespeople a fresh perspective on bridging gaps, setting realistic goals, and the CEO's pivotal role in the sales process. 


About Adir:

Adir is the founder of RAINMAKERS, a "Marry Poppins" style program that helps early-stage startups to boost their revenues. Adir brings many years of B2B selling experience, closing deals with customers ranging from SMBs to Fortune 500 companies, including Walmart, Coca-Cola, Microsoft, Facebook, Best Buy, and others. 

Previously Adir served as the VP of Sales at Lightico, Market Beyond, and the CEO and Co-founder of SCREEMO, a company he took from an idea to a global startup that operated across North America, Europe, and APAC.

Aug 07, 202325:27
Ep. 17 - Michael Norton on Aligning Sales Teams and Leveraging Technology

Ep. 17 - Michael Norton on Aligning Sales Teams and Leveraging Technology

In this episode:

Host James Abraham welcomes Michael Norton, the Executive Vice President of Enterprise at Sandler, to discuss the intricacies of sales leadership. The conversation delves into the importance of aligning large sales teams, the role of technology, and the need for hands-on coaching and engagement.


About Michael:

Michael is a highly accomplished and respected expert in sales, sales management, and leadership performance. With over 30 years of experience in the industry, he has held various roles from sales representative to CEO, gaining a deep understanding of the challenges and opportunities that come with driving sales success. Michael's passion for personal and professional development has led him to create and deliver training programs that deliver real ROI for his clients. His expertise, coupled with his extensive network and partnerships with top training organizations, has made him a sought-after advisor and mentor in the field. Whether it's helping organizations identify key performance indicators or guiding individuals towards achieving their goals, Michael's knowledge and guidance are invaluable assets.

Aug 01, 202324:50
Ep. 16 - Rochelle Carrington on the Three Components of Effective Selling

Ep. 16 - Rochelle Carrington on the Three Components of Effective Selling

In this episode:

James Abraham invites Rochelle Carrington, a renowned mentor, and coach, to discuss how self-sabotage impacts selling. Carrington emphasizes the importance of mindset, alongside behavior and technique, in selling, explaining that self-sabotage often stems from limiting beliefs formed in childhood. They discuss strategies to confront and overcome these beliefs, stressing the value of continuous learning, self-realization, and maintaining a healthy, disciplined lifestyle.


About Rochelle:

Rochelle Carrington is a highly accomplished professional who has made a significant impact in the field of personal and professional growth. With expertise in eliminating limiting beliefs and rewiring the mind for success, Rochelle helps successful individuals and business leaders reach their full potential. Through her personalized one-on-one coaching and proprietary protocol called "Emotional Blueprinting," she uncovers negative subconscious beliefs and reprograms them, enabling her clients to achieve their goals effortlessly in just 90 days. With a track record of success and numerous accolades, Rochelle's expertise and dedication have earned her recognition and praise from clients and colleagues alike.

Jul 26, 202335:31
Ep. 15 - Donald Kelly on Unlocking LinkedIn Secrets: Empowering the Next Generation of Successful Sales Professionals

Ep. 15 - Donald Kelly on Unlocking LinkedIn Secrets: Empowering the Next Generation of Successful Sales Professionals

In this episode:

Donald Kelly reveals powerful LinkedIn strategies to drive sales success. The art of strategically crafting your profile, purposefully connecting the right contacts, engaging your network effectively and more... Unlock the full potential of LinkedIn!


About Donald:

Donald Kelly, famously known as 'The Sales Evangelist'. With a firm belief in mastering the fundamentals and simplifying sales, Donald has carved out a niche as a revered sales mentor, trainer, and coach, admired for his authentic, uplifting, and inspirational approach to sales. From hosting his enlightening podcast to running his own consulting firm, and from authoring his forthcoming book, Donald's mission is to craft a community of high-performing sellers, empowering salespeople to hone their skills and accomplish their objectives.

Jul 19, 202330:39
Ep. 14 - Mike Monatgue on Maintaining Relevance in Sales: The Role of Humanity amid Rising AI in Selling

Ep. 14 - Mike Monatgue on Maintaining Relevance in Sales: The Role of Humanity amid Rising AI in Selling

In this episode:

Mike Montague shares his professional journey and discusses the role of humanity in a world of Artificial Intelligence (AI). He emphasizes that while AI is a powerful tool, it should not replace sales professionals. Instead, salespeople should enhance their human skills such as intuition, empathy, and communication to complement the benefits of AI. He also highlights that the ability to break rules and cater to unique situations are skills that robots lack. The episode concludes with Mike reminding salespeople to not fear the advent of AI in the sales industry but rather embrace it while also improving their human skills and using AI as a tool to boost their sales performance.

About Mike:

Mike is an accomplished public speaker, engaging podcaster, charismatic game show host, and inspiring writer. With a career spanning over 20 years at Sandler Training, Mike currently serves as the Director of Community Engagement. He captivates audiences as the host of two podcasts called 'How to Succeed' and 'Playful Humans.' Fuelled by his love for the unconventional, Mike has championed the transformative power of play, advocating for adults to reignite their sense of playfulness. Among his diverse professional experiences, Mike's impressive portfolio includes working as a DJ and an internet marketing consultant. An influential figure in public speaking, Mike's considerable contributions have earned him due recognition. A certified trainer for Sandler Training, Mike has added literary achievement to his list by authoring a book on utilizing LinkedIn effectively. As an active participant in the educational domain, he also holds multiple advisory roles.

Jul 11, 202325:36
Ep. 13 - Jeff Borovitz on Unlocking the Secrets of Successful Budget Discussions in Sales

Ep. 13 - Jeff Borovitz on Unlocking the Secrets of Successful Budget Discussions in Sales

In this episode:

Host James Abraham, features sales expert Jeff Borovitz. They discuss the importance and tactics of conducting the budget discussion with prospective clients to determine their financial capabilities and their level of comfort in terms of spending. Jeff emphasizes the need to use strategic questions to understand the client's budget, specify budget range, and get clients to justify bigger budgets.


About Jeff:

Jeff Borovitz is a highly experienced sales trainer and consultant who has been working with Presidents, CEOs, entrepreneurs, sales professionals, and executives since 1991. He has helped numerous individuals and companies improve their sales organizations and achieve business growth. With a focus on strategic business development, coaching, training, and competitive analysis, Jeff is known for his ability to deliver tangible results and drive increased sales and revenue growth.

Jul 04, 202327:54
Ep. 12 - David Trapani on Creating Urgency in Sales

Ep. 12 - David Trapani on Creating Urgency in Sales

In this episode: Host James Abraham interviews David Trapani from the Center Network. They discuss the importance of creating urgency in sales and how salespeople can successfully implement it in their sales process. Trapani shares his tactics and strategies, including creating scarcity in sales – a mindset in which the salesperson is not always available and is selective in choosing their clients. About David: David Trapani is an experienced sales trainer and business development professional with over 20 years of experience in the finance industry. He has worked with a variety of verticals including technology, professional services, and financial services organizations. David's approach to sales training is tailored to each business by understanding their sales team's day-to-day operations. He has a passion for helping business owners and salespeople eliminate the frustrations they experience in their client development process, allowing them to more effectively and efficiently bring solutions to their intended clients. With his deep knowledge of the Sandler methodology, he is able to assist management teams in achieving measurable sustainable growth.

Jun 27, 202323:53
Ep. 11 - Eddie Huff on Mastering the Art of Pain Discovery for Sales Success

Ep. 11 - Eddie Huff on Mastering the Art of Pain Discovery for Sales Success

In this episode:

Host James Abraham speaks with Eddie Huff, a member of the Sandler corporate team, about the importance of uncovering compelling pain in the sale process. Eddie shares his insights on the different levels of pain that sales professionals may experience and the best practices for overcoming them.


About Eddie:

Eddie Huff is a sales training expert with an un-matched experience in the field. He is the founder of HireGuru and a certified Sandler Trainer. With his company, Eddie works with business owners and their teams to improve their sales culture and build a winning team. He is highly regarded by his clients for his expertise in sales management, hiring overachievers, and changing sales culture. Additionally, Eddie has a deep sense of compassion for his clients and genuinely cares about making them better.



Jun 21, 202323:20
Ep. 10 - Joe Stiles on Mastering the Craft of Professional Selling

Ep. 10 - Joe Stiles on Mastering the Craft of Professional Selling

In this episode:

James Abraham is joined by Joe Styles from Sandler Enterprise, who helps to unpack the complex world of professional selling, discussing the importance of relationship-building, communication, qualification, and closing. The conversation covers the techniques and approaches needed for sales professionals to build relationships with equal business stature while driving revenue for the organization.


About Joe:

Joe Stiles is a highly experienced professional in sales training, business strategy, and leadership development, currently serving as a Senior Facilitator at Sandler Training. With a strong commitment to equipping businesses, sales leaders, and salespeople with the tools necessary for growth and success, Joe has dedicated 18 years to Sandler Training, delivering his expertise across multiple industries at the local, national, and global levels. With a keen eye for understanding the needs of businesses, Joe has become a sought-after keynote speaker and is known for his ability to foster positive change and produce measurable results for organizations across multiple industries.


Jun 13, 202321:28
EP. 9 - Steffaney Zohrabyan on the Potential of Sales Enablement

EP. 9 - Steffaney Zohrabyan on the Potential of Sales Enablement

In this episode: Host James Abraham is joined by special guest Steffaney Zohrabyan. Together, they delve into the world of sales enablement and its evolving landscape. Steffaney shares her background and journey, highlighting her focus on gathering insights and driving innovation in the field. The episode takes a deep dive into the future of sales enablement, emphasizing the importance of continuous improvement to effectively support sales teams. Through their engaging discussion, James and Steffaney shed light on the strategies and approaches necessary to unlock success in the dynamic world of sales. About Steffaney: Steffaney Zohrabyan is a professional with expertise in Digital Adoption, Sales Enablement, and Digital Transformation. With a wealth of experience, she has established herself as an industry leader in creating disruptive and strategic technology enablement programs. Steffaney has worked with companies such as Liveops, LendingClub, Robert Half, T-Mobile, PTC, and Cisco, where she has contributed to their success by implementing innovative solutions and driving organizational growth. Her broad skill set and extensive experience make her a valuable asset in navigating the ever-changing digital landscape and helping companies optimize their operations through technology integration.

Jun 06, 202322:28
Ep. 8 - Bill Bartlett on crushing sales weaknesses: fearless success unlocked

Ep. 8 - Bill Bartlett on crushing sales weaknesses: fearless success unlocked

In this episode: James Abraham and Bill Bartlett, Executive Vice President of Franchise at Sandler, about the four "killer weaknesses" that salespeople need to overcome to be successful. These weaknesses are the need for approval, fear of rejection, money tolerance, and belief in oneself. The conversation covers how these weaknesses affect a salesperson's success and strategies for overcoming them, as well as the importance of coaching and continuous education in the sales industry. They also discuss leveraging technology, such as AI, to enhance a salesperson's skills and staying adaptable to change in today's ever-evolving sales environment. About Bill: Meet Bill Bartlett, Sandler Training's Executive Vice President, boasting over 40 years of sales success. For 27 years, he owned Corporate Strategies & Solutions Inc., an authorized Sandler Training center in Naperville, Illinois. Now leading a network of over 270 franchisees, Bill's focus is on improving revenue and market dominance. As an internationally sought-after speaker and trainer, Bill has an impressive portfolio with clients ranging from small businesses to Fortune 500 companies. Skilled in identifying core challenges and implementing transformative strategies, he has coached Fortune 1000 CEOs, professional athletes, and leading Hollywood actors. Drawing on his vast experience, Bill inspires increased productivity and profit by fostering high-performance behaviors, winning attitudes, and superior sales and management techniques. His expertise has helped countless professionals reach new heights in both professional and personal spheres. Currently, Bill serves as Executive Vice President Sales at Sandler Training (since Mar 2020) and brings over 25 years of experience as President/Owner of Corporate Strategies & Solutions, Inc. Get ready to learn from the best in the sales arena and transform your professional journey.

May 30, 202321:11
Ep. 7 - Niraj Kapur on his 3 step method for success in sales

Ep. 7 - Niraj Kapur on his 3 step method for success in sales

In this episode: Niraj Kapur, a LinkedIn top voice, and sales expert. The discussion focuses on sales and integrity on LinkedIn and how to avoid spamming while effectively connecting with potential clients on the platform. Niraj recommends three main steps for success: 1. Create quality content: Write content that speaks to the conversations going on in your clients' heads and addresses their concerns. Utilize video content, as it makes you appear more credible and authoritative. 2. Have a mindset of serving, not selling: Focus on helping people rather than just trying to make a sale. When you help and provide value, sales will naturally follow. 3. Follow up effectively: Use a multi-step process that includes liking and commenting on your prospects' posts, sending personalized invites and messages, and eventually a voice note or video to grab their attention. About Niraj:

Niraj Kapur is a sales coach, LinkedIn trainer, speaker, and author of the Amazon bestsellers "Everybody Works in Sales" and "The Easy Guide to Sales for Business owners". He has over 23 years of experience in sales and has worked for The Guardian newspaper Group and FTSE 100 businesses. Niraj is also a screenwriter and has had several screenplays optioned. He has been recognized as a Salesforce Top Sales Influencer from 2021 to 2023 and is a TEDx speaker.

May 23, 202323:59
Ep.6 - Mark Rose on unlocking growth: the power of people, belief, and strategy

Ep.6 - Mark Rose on unlocking growth: the power of people, belief, and strategy

In this episode:

Host James Abraham is joined by Mark Rose, an enterprise change-maker and business transformation expert with over 20 years of experience. They discuss the importance of growth in sales performance, sales leadership, and overall business success. The key to unlocking growth lies in having the right people, a strong belief system, clear goals, and an effective system in place. In challenging economic times, companies that invest in their people and strategies are more likely to succeed and emerge stronger. Ultimately, the secret sauce for selling and growth is a combination of people, belief, and a well-oiled machine working towards a common goal.

About Mark:

Mark Rose is a highly motivated and accomplished business leader with a proven track record of success. With extensive experience in operational and growth initiatives, he has worked with some of the world's largest companies, including Hewlett Packard Enterprise. Mark's exceptional leadership skills have enabled him to drive transformational programs across these organizations, delivering exceptional results and driving growth. He is a strategic thinker with a deep understanding of business strategy, finance, and performance management, and is committed to helping early-stage technology businesses grow and succeed. His expertise, advisory services, mentoring, and world-class business development network have helped many start-ups access global enterprise customers and take their businesses to the next level.


May 16, 202339:39
Ep.5 - Dragan Vojvodić on courage in sales

Ep.5 - Dragan Vojvodić on courage in sales

In this episode:

James and Dragan discuss the importance of convictions and courage in sales. Salespeople's need to have strong convictions about their own abilities and the value of their products or services. This mindset helps them to effectively sell without discounting or giving away anything for free. The importance of continuous personal development, practicing dialogue techniques, and being present in the moment during sales calls.


About Dragan:

Dragan Vojvodic is a sales consultant who strongly believes in uncovering the truth to reveal hidden potentials. He emphasizes that not everyone can become his client as discovering the truth can be an unpleasant experience. Dragan doesn't believe in short-term seminars with cheap content, focusing instead on the three most important aspects related to success: Attitudes, Behavior, and Techniques.


Graduating in management, Dragan started his career at Raiffeisen Bank and Porsche sports car but soon realized that corporate life was not for him. He felt a calling to create and inspire others. In 2010, he went to London and was recommended by his trainers to Sandler home office in Baltimore, where he became a licensed representative of the Sandler company for Serbia, Croatia, and Slovenia.


Prof. Dr. Križo Katinić, a neuropsychiatrist from Zagreb, was Dragan's professor while studying Logotherapy, the third Viennese school of psychiatry founded by Jewish doctor Dr. Viktor Frankl. This study helped Dragan in difficult life situations, as it proved that a person is not a product of their environment but of personal choice.


In 2012, Dragan was a guest of the Serbian royal family Karađorđević at the White Palace, where he served as a speaker for Nick Vujicic on the topic of "The Meaning of Life." That same year, his book "Feeding the Ego or the Family, a Difficult Choice, Isn't It?" was published, exploring the challenges individuals face when balancing personal ambitions and family life.


Dragan is a devoted father to his daughter, Maria Angela, and a loving husband to his wife. His passion for helping others discover their true potential through uncovering the truth and focusing on Attitudes, Behavior, and Techniques has made him a sought-after consultant in the sales industry. With his unique approach and dedication, Dragan Vojvodic continues to inspire others to achieve success and create meaningful lives.

May 03, 202330:28
Ep. 3 - Leslie Venetz

Ep. 3 - Leslie Venetz

In this episode: James and Leslie Venetz, founder of Sales Team Builder, discuss insights and strategies for successful selling and sales leadership and how a buyer-centric approach is essential for success. Some key takeaways: 1. Focus on having a buyer-centric mindset when crafting cold call scripts and emails. Make sure the message is relevant and valuable to the buyer, not just centered on the seller. 2. Keep emails and LinkedIn messages short and simple to make them easier to digest and relate to. 3. Personalization is important, but it should be relevant and meaningful to the buyer. Avoid using personalization tokens that don't add value or context to the message. 4. Active listening is crucial in sales interactions. Resist the temptation to interrupt, judge, or assume that you know what the buyer is trying to communicate. Instead, focus on understanding their needs and concerns. 5. Time management is key for sales professionals. Commit to focused tasks and eliminate distractions to improve productivity and effectiveness. 6. Be intentional about the content you consume and apply the lessons learned to your sales practice. About Leslie: Leslie Venetz is a highly successful sales leader and founder of Sales Team Builder, an organization that helps leaders build inclusive and buyer-centric sales teams. She has over 15 years of experience in C-suite enterprise selling and has a history of success in new business development and sales leadership. Leslie has worked with large organizations such as AT&T, KraftHeinz, Walmart, ExxonMobil, JPMorgan, Verizon, and Target. She specializes in events, B2B inside sales and sales management, sales training and coaching, sales strategy and leadership, corporate sponsors, marketing campaigns, and more. Leslie is passionate about transforming sales into an inclusive and respected profession. She can be found on TikTok at @SalesTipsTok for sales and B2B marketing inspiration and humor.

Apr 17, 202333:10
Ep 4. - John Barrows

Ep 4. - John Barrows

In this episode:

John and James discuss the crucial role of authenticity, care, and trust in the sales process, emphasizing that sales professionals should focus on the fundamentals instead of solely relying on technology. They explore the future of sales, highlighting the need for emotional intelligence to effectively leverage artificial intelligence. Additionally, they recommend the book "The Unsold Mindset" by Colin Coggins and Garrett Brown, which investigates the disconnect between generally negative perceptions of salespeople and the admiration for the best sales reps in the industry.


About John:

John Barrows is a sales trainer, consultant, and keynote speaker who has helped hundreds of companies build and optimize their sales processes. He is the founder of JBarrows LLC, a sales training and consulting firm that offers customized sales training programs, consulting services, and coaching to B2B companies. John is known for his practical, hands-on approach to sales training, and has worked with some of the world's largest brands, including Salesforce, LinkedIn, and Google. He is a thought leader in the sales industry, and has been featured in publications such as Forbes, The Wall Street Journal, and Inc. Magazine. John is also the host of the "Make It Happen Mondays" podcast, where he shares sales tips, best practices, and insights.

Apr 17, 202328:18
Ep 2. - Larry Long Jr.

Ep 2. - Larry Long Jr.

In this episode: CEO Larry Long Jr. discusses the current landscape of sales and the importance of working hard and having a process in place. He emphasizes the need for sales professionals to focus on solving problems and understanding their clients' needs. He also suggests that sales professionals should continually educate themselves and develop their communication skills. Long Jr. believes that by focusing on these areas, sales professionals can become more effective and successful in their roles. About Larry: Larry Long Jr. is a dynamic and passionate sales coach, trainer, and motivational speaker who has helped numerous individuals and organizations achieve their full potential. With over 16 years of experience in coaching and training sales teams, Larry has a deep understanding of the challenges faced by sales professionals and has a proven track record of success in helping them achieve their goals. As the Founder and CEO of Larry Long Jr LLC, Larry is dedicated to helping people and organizations go from good to great, providing energy, excitement, and a jolt of inspiration to get them into action. In addition to his coaching and training work, Larry is also the host of the 'Midweek Midday Motivational Minute', where he shares insights and inspiration to help people stay motivated and focused on their goals. With a focus on Sales Training, Team Development, Leadership, and Motivation, Larry is a sought-after speaker and coach, working with organizations of all stages to help them achieve success. With his unique perspective and deep commitment to continuous learning and growth, Larry is an inspiring and impactful leader in the field of sales coaching and motivation.

Apr 04, 202323:21
Ep. 1 - Chris Widener

Ep. 1 - Chris Widener

In this episode: Chris Widener, a top 10 influence speaker in sales and leadership, discusses the importance of mindset and belief in the sales process. Widener believes that everyone is in sales, even if they don't do it professionally. He emphasizes the importance of character in a salesperson, as people do business with those they know, like, and trust. Widener shares a simple three-step process for building rapport with anyone: asking questions, finding a connection, and going in that direction. He also advises thinking big rather than small and shares his own experiences to illustrate this point. About Chris: Chris Widener is a well-known author, speaker, and coach who specializes in personal and professional development. He has written several books, including "The Art of Influence," "The Angel Inside," and "The Leadership Rules." Widener is also a sought-after keynote speaker, known for his engaging and insightful presentations on leadership, sales, and motivation. Widener's career began in sales, where he quickly rose through the ranks to become a top performer. He eventually left sales to pursue his passion for helping others, and he has since become a prominent figure in the self-help and personal development industry. In addition to his books and speaking engagements, Widener is also the founder and CEO of Made for Success, a company that provides training and development programs for individuals and organizations. He is dedicated to helping people achieve their full potential and live fulfilling lives, and his work has inspired and empowered countless individuals around the world.

Mar 27, 202333:16