Sales Management 2.0 Podcast
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The Official Podcast for the Sales Management 2.0 Social Network
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The Sales Management 2.0 (SM20) Podcast is the Official Podcast of the SM20 Social Network. Our goal is to help educate and inspire a new generation of sales leaders, and to help elevate the profession by sharing experiences and techniques in addition to interviewing some of the top thought leaders in sales and leadership.
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For those of you new to podcasting, Click Here to read our "Introduction to Podcasting" Article.
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Guy Kawasaki Discusses “Enchantment” – Episode 36
Author: Brad Trnavsky
Tue, Apr 05, 2011
This past weekend, Brad and I were honored to chat with best-selling author, venture capitalist, and former Chief Evangelist at Apple, Mr. Guy Kawasaki about his new book, Enchantment. Enchantment should be on the reading list of every salesperson and sales manager in every industry around the world…it’s that good. Â The basic principle is to...
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We’re BACK! The Sales Management 2.0 Podcast Returns – Episode 35
Author: Brad Trnavsky
Mon, Mar 21, 2011
Well, after a much needed break in the action, we’re happy to announce the return of the Sales Management 2.0 Podcast! Brad and I are happy to be back in the saddle, as this is one of our favorite things to do. Â We’ve met some brilliant folks, and we’re really excited for the lineup...
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Sharon Drew Morgen on Buying Facilitation® – Episode 34
Author: Brad Trnavsky
Wed, Jun 23, 2010
If you’ve ever wondered what happened to those customers who said they would buy from you but never did, Sharon Drew Morgen may hold the key to solving your frustration. Sharon Drew (don’t you dare call her just plain “Sharon”!) is the visionary and thought leader behind Buying Facilitation®, the new sales paradigm that focuses...
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Alex Rogers on Why It Pays To Be Different – Episode 33
Author: Brad Trnavsky
Tue, May 25, 2010
Alex Rogers is one of those guys who tells it like it is. Â He’s the owner of ARCC Technology and Chartec, Inc. in Bakersfield, CA, and his goal is to be supplier of choice for IT consultants around the country. Â It’s a pretty ambitious goal for a guy who started with a $300 investment, and...
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Dave Crenshaw On Becoming Invaluable – Episode 32
Author: Brad Trnavsky
Tue, May 18, 2010
This week was a special treat: we got to talk to Dave Crenshaw, author of The Myth of Multi-Tasking and Invaluable: The Secret to Becoming Irreplaceable, which was just released yesterday. Â Dave was a great guest, and he had a lot of insights to offer to listeners. Of course, we couldn’t resist the opportunity to...
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Daniel Waldschmidt on Dealing With the Pain – Episode 31
Author: Brad Trnavsky
Tue, May 04, 2010
Since birth, Dan Waldschmidt has been refusing to accept business as usual.  Sure, he had a paper route, but he turned his into a money-making machine (though he opted not to tell his mom about his increased profits). He ran track like plenty of other kids, but he pushed himself to break his high school’s...
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"Go For No!" With Richard Fenton and Andrea Waltz – Episode 30
Author: Brad Trnavsky
Tue, Apr 13, 2010
Meet Richard Fenton and Andrea Waltz, the authors of an amazing little book called “Go For No!” and the proponents of a powerful philosophy that could change your sales career for the better! Richard and Andrea are no strangers to the struggles of the salesperson; they’ve been sales pros and sales trainers for many years...
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Episode 29 – Writing Winning Sales Letters with Ralph Allora
Author: Brad Trnavsky
Tue, Apr 06, 2010
Think verbal communication skills are the only ones you need as a salesperson? Â This week’s guest, Ralph Allora, says to think again. Ralph is a passionate advocate for better written communication skills in the sales profession. Â Ralph’s company, Allora Communications, has been serving clients as a consulting resource specializing in marketing strategy, promotions and creative...
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Brad and Jerry Discuss the Myth of Multi-Tasking – Episode 28
Author: Brad Trnavsky
Tue, Mar 30, 2010
After a  brief hiatus (OK, 139 days…but who’s counting?!), the Sales Management 2.0 Podcast is back!  We’ve missed the podcast, and we’re committed to getting it back on track with the best content about sales and sales management we can dig up, and this week is no exception. In this episode, we discuss (and debunk)...
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Sales 2.0 and the Changing Face of Sales With Christian Maurer – Episode 27
Author: Brad Trnavsky
Thu, Nov 12, 2009
So, what’s the deal with Sales 2.0? Is it enough to have a Facebook or Twitter account, or to use LinkedIn to connect with prospects? How about using new software applications to track your CRM data? Well, according to this week’s guest, Christian Maurer, Sales 2.0 is much, much more than that. You might recognize...
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Terri Levine and "Sell Without Selling" – Episode 26
Author: Brad Trnavsky
Thu, Nov 05, 2009
This was a special episode for us, as it marked the return of sales coach and author Terri Levine. Terri was here to discuss her book “Sell Without Selling: Lessons From the Jungle for Sales Success” and to raise awareness about Reflexive Sympathetic Dystrophy (RSD), a devastating disease that causes excruciating pain in its victims. ...
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Randy Illig and "Let's Get Real or Let's Not Play" – Episode 25
Author: Brad Trnavsky
Wed, Oct 21, 2009
This was a great episode for us, as we had the chance to catch up with a true thought leader in the sales profession: Randy Illig. Randy has over 25 years experience in business, ranging from accomplished salesperson and general manager to successful entrepreneur (CEO) and board member. He is currently CEO of ninety five...
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Sales and Social Media With Alejandro Reyes (AKA Successfool)-Episode 24
Author: Brad Trnavsky
Tue, Oct 13, 2009
 This week, we had the chance to catch up with Alejandro Reyes, aka the Successfool. Alejandro is a social media rock star, and he’s been on the scene since 2006 (an eternity in the online world).  Alejandro’s drug of choice is people; he gets really excited about helping people follow their passions and making a great...
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Is It Coaching, or Is It Training? – Episode 23 with Terri Levine
Author: Brad Trnavsky
Thu, Oct 08, 2009
So, what’s the difference between coaching and training anyway? That was the topic of our conversation with Master Coach, CEO and entrepreneur Terri Levine, The Guru of Coaching and owner of The Coach Institute. And what was the answer? According to Terri, coaching has the intent of inspiring and improving the recipient, as opposed to...
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Motivating Sales People in Tough Economic Times with Jim Keenan – Episode 22
Author: Brad Trnavsky
Thu, Aug 27, 2009
Image by Text 100 via Flickr What motivates sales people? How do great sales managers keep their teams motivated in tough economic times? Those were the topics we discussed with Jim Keenan in this episode. Jim Keenan is the Regional Sales Leader for Emerging Service Providers at Avaya and author of the popular sales blog...
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Episode 21 – Scott Anderson, Chris Heggem and the Power of Sales 2.0
Author: Brad Trnavsky
Wed, Aug 05, 2009
Image via Wikipedia So, you wish you had a magic pill for turning cold calls into warm leads? Well, we just may have found the answer for you. Meet Scott Anderson and Chris Heggem from MyWay Interactive. Â Scott Anderson is the VP of Business Development at MyWay. Â He spent 28 years managing commercial channels at...
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Episode 20 – Tom Schaber on Managing Generation X and Y
Author: Brad Trnavsky
Thu, Jul 30, 2009
Image by dalechumbley via Flickr As many sales executives are starting to realize, managing Gen Xers and Millenials (also known as Gen Y) presents new challenges that didn’t exist a decade ago. Â That was the subject of Brad’s discussion with Tom Schaber, a sales management consultant who specializes in helping sales managers deal with the...
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Episode 19 – Kevin Cook Discusses Assessment Tools and the Hiring Process
Author: Brad Trnavsky
Tue, Jul 21, 2009
When it comes to recruiting new salespeople, many hiring managers are at a loss for how to uncover what really makes the candidates they interview tick. Enter Kevin Cook of Target Teams. Kevin Cook is Director of Business Development at Target Teams, a Cambridge, Mass. organization that creates performance improvement solutions applicable for use with...
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Episode 18 – Shaun Priest: Working With Objections And Concerns, Continued
Author: Brad Trnavsky
Wed, Jul 08, 2009
This episode is a fantastic follow up to last week’s conversation with Steven Bachert. Â Shaun Priest Spent some time discussing how to work with objections presented by your prospects (no, not “handling”…dealing with!) Shaun Priest has been a successful sales person and sales manager for over 15 years. He is currently Sr. VP of Sales...
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Episode 17 – Steven Bachert: Stop "Handling" Objections
Author: Brad Trnavsky
Wed, Jul 01, 2009
Steven Bachert wants you to do something that, at first blush, may surprise you: he wants you to stop “handling” objections. Steven Bachert is an accomplished executive and leader in the software industry with a 20-year track record of executive sales and operations management success. He has driven large and smaller/start-up organizations to superior performance....
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Episode 16 – Joel D Canfield and the Human Connection
Author: Brad Trnavsky
Wed, Jun 24, 2009
Have you ever found yourself wondering what’s missing from your business relationships? Â Joel D Canfield suggests that the missing element might be making genuine connections with other human beings. Â In a world that’s increasingly driven by technology, numbers and bottom-line results, Joel would like to see businesses get back to the basics of human relationships....
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Episode 15 – Colleen Stanley on Building High Performance Sales Teams
Author: Brad Trnavsky
Tue, Jun 16, 2009
When Brad was in the hospital with his wife while she was giving birth to their second daughter, Jerry had the chance to chat with Colleen Stanley about how to build a high performance sales team. Colleen Stanley is president of SalesLeadership, Inc. She is a monthly columnist for national Business Journals, co-author of ‘Motivational Selling‘...
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Episode 14 – Karl Goldfield on Selling for Startups
Author: Brad Trnavsky
Wed, Jun 10, 2009
Karl Goldfield is a whiz at helping startup companies generate revenue, and in this episode he shares valuable tips for salespeople working for startup companies and the people who manage them. Karl is the Sales Evangelist, a startup sales mentor and the host of Sales Evangelist TV. Â He also writes a blog and is a...
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Episode 13 – Christian Maurer on Training in a Sales 2.0 World
Author: Brad Trnavsky
Tue, Jun 02, 2009
How should we be training sales people in the new era of sales, Sales 2.0?  What are the initiatives and topics we should focus on?  That was the topic of discussion for Christian Maurer, the Ultimate Sales Executive Resource. Christian is an independent consultant, trainer and coach with a proven track record of helping to increase the...
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Episode 12 – Lee Salz and the "Sales Marriage"
Author: Brad Trnavsky
Wed, May 27, 2009
Have you ever wondered why a sales person can be a superstar at one company, only to fail miserably at another?  That was the topic of this week’s episode with Lee B. Salz, President of Sales Architects. Lee B. Salz, is a sales management guru who specializes in helping companies hire the right sales people, on-board them, and...
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Episode 11 – Author Marc Warnke Talks About His Book ONO: Options Not Obligations
Author: Brad Trnavsky
Tue, May 19, 2009
We are very excited about this episode! We got to catch up with best-selling author Marc Warnke to discuss his new book “ONO: Options Not Obligations“. Marc is the Founder of the Family First Entrepreneur movement, an effort to bring entrepreneurs back in touch with the most important people in their lives: their kids! Marc...
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Episode 10 – Brad and Jerry Discuss the importance of Self-Education
Author: Brad Trnavsky
Wed, May 13, 2009
Image via Wikipedia So, you’re company doesn’t provide enough training? Â They won’t send you to seminars? Â Won’t reimburse you for books and audio programs? Â Well, while that is unfortunate (sales managers, what are you thinking?!), we’re not going to let you off the hook! In this early episode (we’ve been saving it for a special...
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Episode 9 – Kim Williams on Building Relationships
Author: Brad Trnavsky
Fri, May 08, 2009
No matter what you sell, the core competency every sales person needs is the ability to build relationships. Whether you’ve got five minutes or five months, your capacity to build rapport with your prospects is critical, and that was the topic of our discussion with Kim Williams, Vice President of Sales at Pike’s Home Maintenance....
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Episode 8 – Will Fultz on Rewarding Your Top Producers
Author: Brad Trnavsky
Tue, Apr 28, 2009
Image by b_trnavsky via Flickr This week, we had the chance to talk to Will Fultz about the importance of rewarding top sales producers. Will is the author of Top Sales Blog, a contributing member of the Sales Bloggers Union, an Internet marketer, and a practicing salesperson for a Fortune 500 paint & coatings company....
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Bonus Episode 1- Sales Analytics with Ken Rudin of LucidEra
Author: Brad Trnavsky
Wed, Apr 22, 2009
Image of Ken Rudin With so many companies using their CRM program as little more than a babysitting/Big Brother tool, you may find yourself wondering what the point is. If that’s the case in your organization, this first-ever Bonus Episode is just for you! Ken Rudin the founder of LucidEra is going to show you...
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Episode 7 – Craig Elias and Trigger Event Selling
Author: Brad Trnavsky
Tue, Apr 21, 2009
Image of Craig Elias This week, we had the chance to chat with Craig Elias, the founder of Shift Selling. At Shift, they believe the biggest mistake most selling professionals and sales organizations are making is analyzing lost sales versus analyzing won sales and finding or creating the perfect timing. What’s the difference? Listen and...
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Episode 6 – Rick Cooper: The Fortune Is In the Follow Up
Author: Brad Trnavsky
Wed, Apr 15, 2009
In this week’s episode, we caught up with Rick Cooper, The Attraction Marketing Expert, and chatted with him about the importance of proper follow up. Rick works with entrepreneurs who want to grow their business. He specializes in helping entrepreneurs attract their ideal clients. Rick is Founder and President of The PDA Pro and is...
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Episode 5 – Customer Engagement with Skip Anderson
Author: Brad Trnavsky
Wed, Apr 08, 2009
In this episode, we had a chance to speak with Skip Anderson, the founder of Selling to Consumers Sales Training, a retail sales training and management consulting company. Skip is also the founder of The Sales Bloggers Union, a group of sales leaders and experts committed to sharing sales knowledge and information via industry-leading blogs....
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Episode 4- Steve Farber and Greater Than Yourself
Author: Brad Trnavsky
Tue, Mar 31, 2009
You’re going to love this episode! In it, Brad and Jerry get the chance to chat with Steve Farber, the president of Extreme Leadership, Incorporated—an organization devoted to the cultivation and development of Extreme Leaders in the business community. His best-selling book, The Radical Leap: A Personal Lesson in Extreme Leadership was recently named one...
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Episode 3 – Tibor Shanto and Pipeline Management
Author: Brad Trnavsky
Tue, Mar 24, 2009
What’s in your pipe? The answer to that question is one of the most important factors in your sales success. So how do you make sure that your pipeline is filled to capacity with high-quality leads? Brad and Jerry discuss this subject with Tibor Shanto from Renbor Sales Solutions. Tibor has over 20 years of...
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Episode 2 – SMART Goals and You
Author: Brad Trnavsky
Tue, Mar 17, 2009
Greetings listeners, and thanks for coming back! In this episode Brad and Jerry discuss one of the basic skills of being a great sales person: setting and reaching goals. The key to achieving whatever you want in your career, business or life is to set goals that are SMART: Specific, Measurable, Attainable, Realistic and Timely....
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Welcome to the Sales Management 2.0 Podcast!
Author: Brad Trnavsky
Sun, Mar 08, 2009
Welcome to the Sales Management 2.0 Podcast series. In this first episode, Brad Trnavsky, president of Sales Management 2.0, and Jerry Kennedy, owner of Inside Out Business Solutions discuss the motivation behind creating this podcast series: the mutual desire to create a new level of respect for the selling profession by elevating the skills, ethics...
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