Dale & Chris discuss the journey of the Selling Local Podcast.  Dale Dupree with the help of Jeff Villegas, James Carbary & Chris Watson have stayed committed to helping sales rebels understand the power & influence of selling local. We talk history, stories, & the purpose of the podcast. We discuss the importance of learning to sell local. Local is what will help you scale to global. Local is what you as a salesperson should be committed to in each & every...

Jen Ferguson, the Global Sales On-boarding Delivery Manager at Salesforce, comes on the podcast to discuss the importance of  inclusion & diversity. Jen talks about building an inclusion culture within your the organization so that people can feel included & valued. Will we only be defined by our quota's & KPI's or will we offer an opportunity help our salespeople feel valued beyond their production. Jen is a rockstar that is involved in so many places motivating, inspiring,...

Cynthia Barnes, Founder & CEO of the Barnes Sales Institute, is inspiring women to want to achieve the Top 1%.  "Sales Processes, Sales Training, & Sales Systems were created for Men, I wanted to recreate for Women" - Cynthia Barnes Cynthia talks about her journey through sales & how it prepared her to help other woman navigate the sales world. Cynthia talks about the commitment to building relationships to a degree that you can serve your buyer & your buyers buyer. Cynthia...

David Brier, Author of Branding Intervention, Advisor to CEOs, & Slayer of the Mundane, comes on the podcast to liberate you & guide your thinking about brand. David discusses the importance of owning who you are & how you can disrupt.  He takes us through the most important things to consider when identifying & strategizing on your brand. Top 3 things to consider when building your brand. 1. Did you look at the amount of noise in your industry? 2. How are you disrupting? ...

Tyler Lessard, the Chief Video Strategist at Vidyard, jumps on Selling Local to discuss the power of video prospecting. Tyler discusses why salespeople have struggled to use video in a their prospecting sequences.  He explains that the future is video outreach & adapting to this outreach will help us see the value to our prospects. A video can help you stand out, personalize & humanize the messaging, & effectively communicate through visuals. If you have been on the brink of...

Torlando Hakes, the Director of Business Development for Periodic, joins Selling Local to discuss the importance of engaging the right person. We have to help our ideal customer see that we know the  common crisis & partner to solve this problem.  Torlando discusses human behavior, buyer sentiment, ideal customers, & the importance of communicating effectively. "We use brands to help us identify who we are."  The products & brands that we use help our community know who we are. ...

Keith Cordeiro, Director of Commercial Sales at SalesLoft, dives into the importance of salespeople being mindful, empathetic, & genuine. Keith talks about his journey with anxiety, depression, & how he ended up in a sales role.  After reading a book on Zen & eastern meditation he realized that in order to be great at anything you must know yourself. Sales forces people to handle rejection, be self aware, & control what you can control.  You must be willing to take time to...

Justin Welsh, the Founder of JW Strategic Advisory helps company's avoid expensive mistakes.   Justin has utilized his failures in a way to advise startup executives in a way that helps them scale. Justin didn't allow his failure to be the reason that would hold him back from having success. He dives into his origin, early jobs, & what he learned from mentors. He discusses that he would have never realized who he was without being fired from his early positions.   Justin talks about...

Paul McCarthy, thought leader, & Founder of FIRED Leadership. Paul explains how we all are leaders in our organizations, but that many cultures are toxic. Paul discusses the importance of not compromising your values within your career.  If you are a leader it is your responsibility to help those people who you are leading. He talks about the power of using "Name What You See Moment" to help your organization.  We must begin to raise awareness of the things in our organization that need...

Martin MacArthur is an amazing sales leader that believes in leading with positivity. He brings his story to sales & to working with prospects or internally.   Martin has battled with many things throughout his life & uses those experiences when considering how a prospect might be battling within their organization. If you want to make business personal then this is the episode that could offer several tips. Grab a drink & enjoy this episode with Martin MacArthur

David Walter author of The Million Dollar Rebuttal dives into what the strategy & goals should be for cold calling.  David tells his story about why he thrives setting appointments using cold calling as his primary source of success. David explains the power of being a human & talking to people in a way that shows you care.  You have to believe that you belong on this call.   Many times when we get on a call we tend to revert back to the way that you had always done. If you ever...

Gabrielle "GB" Blackwell, Sales Development Leader to Gong & Co-Host of Women in Sales Club brings a lot of energy to Selling Local. GB discusses the importance of knowing yourself to the degree that you are able to feel freedom In curiosity.  She encourages us to realize that once we are self-aware then we will no longer feel like an imposter. Gabrielle touches on the importance of having difficult conversations within your community to help men & women in their sales careers. ...

Jacob Gebrewold, AE at Klue & Co-Founder of Sales For The Culture comes on the Selling Local Podcast & brings tons of value. Jacob discusses the importance of determining who you are & how to value others. He talks about being bullied, identity struggles, & finding who he wanted to be. He discusses the importance of not feeling like you have to be a cookie-cutter salesperson. He explains the purpose of Sales For the Culture is to help black people determine "What does your...

Morgan Ingram, Director of Sales Execution at JB Training & Creator & Host of the 1UP Formula Podcast. Morgan discusses his journey, lessons learned, & what salespeople should be experiencing in the modern world today.  Morgan brings his true self on this episode talking about anime, Mamba Mentality, & wearing a fedora inspired by "Straw Hat Luffy." Morgan discusses the importance of bringing people along with you as you are leveling up, bringing your true self, &...

Jeff Underwood is the President & Founder of his own organization GolfNutts. (at the time of this recording he was a Regional Sales Director for Clearent) Jeff talks about the importance of a culture that cares about the development of people. When leaders want to see people succeed as bad as they want the organization to succeed then you have found a culture that wants people to grow & thrive. We dive into how each person within the organization has the ability to impact the...

Adam Snider brings the real and raw about sales & sales leadership.  He discusses the reality of the profession of sales & how he is trying to improve the overall image of salespeople by teaching them compassion. Adam believes that compassion is about being real & honest not weak.  Salespeople should be compassionate enough to have a difficult conversation with our buyers. Sales Leaders need to understand that vulnerability can help take your team to the next level.  Compassion...

Brian Sexton, the Intentional Encourager, dives into the importance of encouragement.  He helps us realize how we can use encouragement as a tool to improving relationships, creating culture, & increasing growth.  Brian reminds us that People Buy From People, which is also the name of his newly published book.  We discuss the importance of mentors, our dads, those that came before us to teach us how to encourage. Brian is an encourager of his buyer, customer, peer, stranger, &...

Scott MacGregor is the Founder & CEO of SomethingNew LLC.  Scott discusses the importance of being a servant leader in any role that you are serving in.  He discusses core values, talent, & culture. Scott wanted to create something that was impactful for businesses so he decided the biggest gamechanger was "people". In order to reach sustainable success & make an impact on your community & your organization always comes back to hiring the right people. Sit back grab a drink...

Donnie Tuttle, Head Coach at Purpose Driven Executive, takes us on a journey of what it means to sell with a higher purpose & higher productivity. Donnie takes us into what it means to dive into your community & understand what your customer stands for. He talks to us about his journey from finding a 100-year-old brick on a beach with his name engraved to traveling the world & selling from anywhere. Donnie gives salespeople permission to sell outside of the norms of what...

Joshua Desha is the Regional Director of Sales at MASA MTS & believes in transparency & legacy.  Josh is committed to leading with who you are.   We dive into core values, sales leadership, & defining culture.  Josh is committed to being himself in every situation & shows up each day with this attitude.  Leadership is about authenticity & bringing the right strengths to the right situations. Be motivated to be yourself as a leader & lead with authenticity. Be...

Dejuan Brown, the Senior Director of Global Sales, takes us down the journey of understanding culture, understanding self, & understanding if self fits the culture. Dejuan explains the importance of understanding the culture of the audience you are interacting with on a daily basis.  Salespeople struggle to be themselves because they are concerned with the repercussions if their authenticity is misunderstood. We discuss the shift that needs to occur in the world so that people are not...