Cover image of Sales Tuners

Sales Tuners

SalesTuners is an interview where I talk with great sales leaders and high performing individual salespeople about the Behaviors, Attitudes, and Techniques that have made them great. Learn more at Sal... Read more

Ranked #1

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125: Jenn Etherton | Setting Up a Sales Career Development Path

125: Jenn Etherton | Setting Up a Sales Career Development Path

Takeaways Observe the Actions of Others: You may not have the confidence or even opportunity to approach others to ask ... Read more

7 May 2019

28mins

Ranked #2

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066: Chris Voss | Negotiating as if Your Life Depended on It

066: Chris Voss | Negotiating as if Your Life Depended on It

Takeaways Empathy Saves Time: I know it sounds counterintuitive, but slowing down a sales process can often times speed... Read more

5 Dec 2017

45mins

Ranked #3

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002: Derek Grant | Finding Success through Personalization at Scale

002: Derek Grant | Finding Success through Personalization at Scale

Full Notes https://www.salestuners.com/grant Takeaways Pleasantly Persistent: Keep pursuing your prospect using persona... Read more

4 Oct 2016

45mins

Ranked #4

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097: Sam Hay | Breaking Down the What and How of Sales Calls

097: Sam Hay | Breaking Down the What and How of Sales Calls

Takeaways Set Daily Goals: I know most of you listening to this are the type that set a really big vision for your year... Read more

10 Jul 2018

37mins

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Ranked #5

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014: John Logar | Get Past the Gatekeeper and Talk to the Right People

014: John Logar | Get Past the Gatekeeper and Talk to the Right People

Full Notes http://www.salestuners.com/logar/ Takeaways Ask For More: If you want to be great at what you do, ask for mo... Read more

6 Dec 2016

41mins

Ranked #6

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054: Carrie Simpson | Pick-up the Phone: Getting Over Call Reluctance

054: Carrie Simpson | Pick-up the Phone: Getting Over Call Reluctance

Takeaways Overcome the “Send Me Info” Objection: The goal of cold calling is not to just send information, but to get i... Read more

12 Sep 2017

34mins

Ranked #7

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063: Mark S A Smith | 50/40/10: Why Your Product Only Makes Up 10% of Your Success

063: Mark S A Smith | 50/40/10: Why Your Product Only Makes Up 10% of Your Success

Takeaways Sales is Change Management: This is especially true when we’re selling disruptive products, but it’s our job ... Read more

14 Nov 2017

41mins

Ranked #8

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015: Greg Freeman | Staying Consistent by Building Good Habits

015: Greg Freeman | Staying Consistent by Building Good Habits

Full Notes https://www.salestuners.com/freeman/ Takeaways It’s Not Your Money: This remains a challenge for most people... Read more

13 Dec 2016

27mins

Ranked #9

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027: Jeb Blount | The Anatomy of a Sales Slump (And How to Dig Yourself Out)

027: Jeb Blount | The Anatomy of a Sales Slump (And How to Dig Yourself Out)

Full Notes https://www.salestuners.com/jeb-blount/ Takeaways Protect the Golden Hours: Setting a structure in place for... Read more

7 Mar 2017

49mins

Ranked #10

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026: What I Learned from 25 Sales Leaders

026: What I Learned from 25 Sales Leaders

Full Notes https://www.salestuners.com/25-sales-leaders/ Top Book Recommendations The Challenger Sale: Taking Control o... Read more

28 Feb 2017

29mins

Ranked #11

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055: Mike Chudy | The Science of Positioning for a Win/Win

055: Mike Chudy | The Science of Positioning for a Win/Win

Takeaways Learn to Position Yourself: Rather than selling pieces of the puzzle, focus on what the entire puzzle should ... Read more

19 Sep 2017

36mins

Ranked #12

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[CLASSICS] 066: Chris Voss | Negotiating as if Your Life Depended on It

[CLASSICS] 066: Chris Voss | Negotiating as if Your Life Depended on It

Takeaways Empathy Saves Time: I know it sounds counterintuitive, but slowing down a sales process can often times speed... Read more

11 Dec 2018

45mins

Ranked #13

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029: Morgan J. Ingram | The Power of Persuasion: Give Your Pipeline the Green Light

029: Morgan J. Ingram | The Power of Persuasion: Give Your Pipeline the Green Light

Full Notes https://www.salestuners.com/morgan-j-ingram/ Takeaways Think Big Even If You Start Small: Anyone who’s eithe... Read more

21 Mar 2017

44mins

Ranked #14

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039: Keenan | Bottom Line: It's Not Failure Until You Quit

039: Keenan | Bottom Line: It's Not Failure Until You Quit

Full Notes https://www.salestuners.com/keenan/ Takeaways It’s Not About Learning: It’s about applying what you love and... Read more

30 May 2017

44mins

Ranked #15

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[CLASSICS] 037: Mary Browning | Start Your Engines: Four Keys to Successful Prospecting

[CLASSICS] 037: Mary Browning | Start Your Engines: Four Keys to Successful Prospecting

Takeaways It All Starts With Data (But It Doesn’t End There): Data is the list of people you’re going to call and the i... Read more

18 Sep 2018

40mins

Ranked #16

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051: Mike Julian | Humble Yourself: Getting Comfortable with Being Uncomfortable

051: Mike Julian | Humble Yourself: Getting Comfortable with Being Uncomfortable

Takeaways Effort + Execution + Empathy: It used to just be a numbers game. You put in the work, you made your calls, yo... Read more

22 Aug 2017

34mins

Ranked #17

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102: Gabe Moncayo | Chess vs Checkers: The Scientific Approach to Sales

102: Gabe Moncayo | Chess vs Checkers: The Scientific Approach to Sales

Takeaways Remind Prospects of Their Priorities: When you’re talking with a prospect and seem to be slipping or losing g... Read more

21 Aug 2018

31mins

Ranked #18

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041: Todd Muffley | Waiting to Exhale: Showing Prospects You Care

041: Todd Muffley | Waiting to Exhale: Showing Prospects You Care

Takeaways Nurture Wins: Nurture campaigns are an investment, but they can pay huge dividends in the long-term. In gener... Read more

13 Jun 2017

37mins

Ranked #19

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046: Cody Lamens | Strive to be a Sales Professional, Not Just an Account Executive

046: Cody Lamens | Strive to be a Sales Professional, Not Just an Account Executive

Takeaways Take Advantage of Opportunity: There is a short window of time to take advantage of every opportunity. If you... Read more

18 Jul 2017

36mins

Ranked #20

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070: Jill Konrath | Playing the Thinking Game and Becoming a Sales Sponge

070: Jill Konrath | Playing the Thinking Game and Becoming a Sales Sponge

Takeaways Understand Time to Proficiency: Prior to joining a new sales team, find out the average time it takes a rep t... Read more

2 Jan 2018

38mins

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