PODCAST · business
Energy4Sales
by Tim Hooper & David Oliphant
We believe if we’re not having fun in sales we may be doing something wrong! Sales can be a lot of fun when founded on fundamental principles of connecting and adding value. Winning in sales starts by making every connection count which starts with our energy - HOW we show up! Whether, you're already selling successfully, struggling to find your rhythm, or lacking confidence, we’re here for you! As the premier sales professional accelerator, our certification program and continuing education will show you how to build consistency, proactivity, and accountability into your sales process!
Episodes
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Energy4Sales Summit - 2022
Sales Metrics, Management & Mindset That Matters! Powered by Energy4Sales Registration for 2023's annual summit is LIVE here (please share with your team as well): https://bit.ly/Energy4SalesSummit2023 - Subscribe to our weekly Podcast:...
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Following Up — the key to winning more business is in the work before and after
Sales leader and friend of Energy4Sales podcast, Andrew Warf, joins David & Tim to dive into where follow-up in the sales process really begins; and, how to do it effectively. Andrew shares that research ahead of time is necessary, but the visit is NOT a sales pitch, it's an INTERVIEW! Making the...
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Timing Isn't Everything — making the time is everything!
David and Tim believe timing ISN’T everything! Timing is a bit like luck. Remember that quote – “Luck is nothing more than the intersection of preparation and opportunity”? That’s why timing isn’t everything! MAKING the time is everything! Leveraging consistency to show up WITH an understanding…
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Next Play & Heroic Minute — overcoming the distractions of failure and success
Ben Rogers, founder of TBL Coaching, joins David and Tim to unpack the distractions of failure and success, and give 2 keys to staying consistent: #NextPlay and #HeroicMinute You can connect with Ben here: https://www.linkedin.com/in/brogers53 Ben shares the difference between sales and sports is...
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Data or Emotion — what are you relying on?
David & Tim unpack this thought, "without data, you're left with emotion, and emotion can lead to drama"! Are we proactively defining our metrics as a team and having the data pushed to us as sales leaders? If not, we're going off our gut and missing critical coaching moments as ALL activities...
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Bare Minimum Huggers — but why?
Sales superstars never live at the low end of activity; they’re always far exceeding expectation ... and funny thing — it’s their own expectations that they exceed! Tim & David unpack what believing and exceeding metrics looks like, and share why we should all start hugging maximum instead of...
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Motivation! Motivation! — why it’s foundational to your success
Julie Turner joins Tim Hooper in this impactful podcast sharing why motivation is key to every Real Estate Agent’s success; she also shares a golden nugget you don’t want to miss! You can connect with Julie here: https://www.linkedin.com/in/julie-turner-7946097 At the core of success is ALWAYS...
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Don’t Close The Deal — own the buying process
In this powerful episode, David and Tim share"Closing isn't an event, it's the logical culmination of multiple steps." Listen in and ask yourself these questions: Buying Process - do we have one? Is it clearly defined? Does our sales team own it? Buyer Confidence - have we communicated the buying...
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Don’t Jump To F — start with abc
As managers, we often assume our new hires know the ABC’s, so we jump to DE and F. Even if they know the ABC’s of the role, they may not know our culture, vision, mission, etc and how to best apply our ABCs. Do we have a solid onboarding process and ongoing training rhythm? Are we investing the...
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Stop, Start, Keep — a practical exercise going into a new year
David and Tim share a practical exercise that’s been worth their investment of time to complete it together year after year, and they believe it’ll be worth your time to do individually AND as a team activity! They simply ask a few questions in context of their vision: 1. STOP: What do I need to...
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SPARK 2022 — title agent special: will you invest in your sales & marketing teams?
Happy New Years! Give your sales and business development teams a New Year’s gift by investing SPARK 2022 into them! March 15-16, it all goes down in Orlando! Registration is open: www.wfgspark.com Listen as Justin Stutz https://www.linkedin.com/in/justinstutz and Sam Trimble...
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Cultivating Culture — the commitment it takes and impact it makes
Connect with Karen: https://www.linkedin.com/in/karengbowen Karen Bowen, Change Healthcare’s Culture Champion joins us and asks the question, “If you're not having fun, what are you doing?” You don't have to live painfully! Cultivating culture takes commitment! Company, Team, Individual! These…
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W.A.I.T. — a power question that increases the effectiveness of our next sales call
Connect with Mark: https://www.linkedin.com/in/markstileslaw Mark Stiles joins us to share the power question W.A.I.T. Why am I talking? Naturally, we want to interrupt; finish others’ sentences! Listening to UNDERSTAND takes discipline and exercise. When I'm talking, I'm not learning! WAIT…
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Content Is King — stay proactive with it, but don’t babysit it!
Connect with Brad: https://www.linkedin.com/in/bradbald/ Brad Bald joins us to discuss staying proactive in our sales & marketing communication by - finding a piece of value, - talking about it, - sharing it with the world, - creating attraction, and - following up with people connecting with it!...
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Taking Their Temperature — how well are we really connecting?
David & Tim flip connection on its head with this riveting question, “On a scale of 1 to 10, how would our client or prospective client rate our connection?”. We may think we’re connecting well, but are we REALLY, and what do THEY think. What’s their temperature? Hot? Cold? Warm? If we answer the...
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Delighting Customers — proactively deepening relationships & making it fun!
Summit speaker and ACS Executive Director, Tswana Sewell joins us to discuss how people don’t give to organizations who HAVE needs, but rather to organizations who MEET needs! You can donate here: https://energy4sales.biz/ACS If you can meet their need, that’s delightful! See, our quote isn’t…
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Extreme Ownership — no more excuses; just prioritization & execution
David & Tim kick the podcast back off post E4S Summit with a riff on Extreme Ownership! Yep, we dusted Jocko and Leif’s book off and discuss what effective leadership looks like! Our lives and the lives of those around us are bettered when we stop making excuses, define what the next step to move...
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Sales Roundtable — C is for consistency in the “CPA” of sales
American Cancer Society Donation: https://energy4sales.biz/ACS Energy4Sales Summit Handout: https://energy4sales.biz/Summit2021Handout Consistency: Craig (be fanatical about these 4 buckets) • hire the RIGHT sales reps • onboarding & training 30/60/90 days • consistently coaching our team •…
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Sales Roundtable — P is for proactivity in the “CPA” of sales
American Cancer Society Donation: https://energy4sales.biz/ACS Energy4Sales Summit Handout: https://energy4sales.biz/Summit2021Handout Proactivity: Janelle • set firm expectations • act with intention! • ask leading questions. Help them be realistic. • pay for A! Todd • proactively setting up...
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Sales Roundtable — A is for accountability in the “CPA” of sales
American Cancer Society Donation: https://energy4sales.biz/ACS Energy4Sales Summit Handout: https://energy4sales.biz/Summit2021Handout Accountability: Justin • accountability is NOT what you do to people • it’s a combination of great leadership and management. Leadership - questions to ask...
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Effective Conversations — generating buy-in for better results
REGISTER for our Sept 18, 2021. Virtual Sales Summit here: bit.ly/Energy4SalesSummit Jeff Bajorek, author of Rethink The Way You Sell, and fellow sales coach, brings his perspectives, experiences and insights on how to be a better & more effective sales leader! Underperforming sales reps indicate...
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Wow Experiences — treat your prospects more like family
REGISTER for our Sept 18, 2021. Virtual Sales Summit here: bit.ly/Energy4SalesSummit Jeremy joins us on this BONUS episode where we ask him some questions about the touches he’s made with Dad’s clients and what emotion he feels that delivered. Listen in as a nine-year-old shares his perspective…
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“I’m Not OK if I Don’t Connect” — bettering connection, earning buy-in & developing trust
REGISTER for our Sept 18, 2021. Virtual Sales Summit here: bit.ly/Energy4SalesSummit Andrew Hooper, Business Sales Strategist for JP Morgan Chase joins us in this dynamic conversation. The context is a statement he made as he gets in the field with his branch managers and their teams — “I’m not…
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What Do You Call A Broken Can Opener? — words matter and here’s one we CAN change
REGISTER for our Sept 18, 2021. Virtual Sales Summit here: bit.ly/Energy4SalesSummit David and Tim share a powerful mindset shift when it comes to our ability — CAN, and our willingness — WILL. Either we can or we won’t and making this clear in sales will radically shift our reliability and...
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Authenticity — one word that changes everything in sales
REGISTER for our Sept 18, 2021, Virtual Sales Summit here: bit.ly/Energy4SalesSummit Friend of the show and leader in the Real Estate industry, Ryan Koppel, joins us and shares why he got into sales to begin with. A “gut check” early in his career changed everything and he shares how it was the...
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You’re Invited — Sept 18th | Energy4Sales Virtual Summit
REGISTER for our Sept 18, 2021, Virtual Sales Summit here: bit.ly/Energy4SalesSummit 💯Want to grow your sales and develop an energized culture? 💯Energy4Sales virtual summit has partnered with American Cancer Society to invest more consistency, proactivity and accountability into our sales teams...
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Random Acts of Connectivity — getting creative and more effective in connecting with others
REGISTER for our Sept 18, 2021, Virtual Sales Summit here: bit.ly/Energy4SalesSummit We’re honored to welcome Ken Bernardo to the show as he brings a revolutionary idea and one that can transform your sales & influence. It’s “random acts of connectivity”! He’s a masterful networker and adds value...
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Trusting Your Gut — keep opportunity costs down with the right fit
REGISTER for our Sept 18, 2021. Virtual Sales Summit here: bit.ly/Energy4SalesSummit Justin Cook returns to discuss the opportunity cost many organizations face because a sales team member isn’t a good fit. Being proactive in helping the right people get on your bus and find the right seat on the...
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Contingency Coaching — proactively mitigating why they won’t buy from you
REGISTER for our Sept 18, 2021. Virtual Sales Summit here: bit.ly/Energy4SalesSummit David & Tim discuss an often-overlooked coaching moment — contingency coaching. As sales professionals emotionally vested in relationships, it’s easy to get “happy ears” and imagine the best case scenario. By...
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Drama Triangles — understanding them so we can exit & take ownership instead
Enjoy this deep discussion & executive-level coaching with Craig Eggleton as we dig into the Kartman Drama Triangle — similar to the Bermuda Triangle in that it’s a danger zone! Understanding how we may be operating in this zone helps us exit and take ownership. Be it at home, our business…
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So What? — we’ve got to pass this test
David & Tim discuss one of the most important questions we can ask ourselves, “So What?” Why ask this? Because our prospective clients are ALREADY asking it! Every time we go to sell via phone call, voicemail, email, etc. our words must be ruthlessly relevant to THEM, not us! Jack Daly says…
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Being Accessible — getting in the trenches with our teams
As sales leaders, are we accessible? Jason Kron, Businesses Dev. Manager & Attorney at BridgeTrust Title and good friend of the show joins us. He shares how people are yearning to connect, but the word is also wobbly right now. Do our teams feel we’re accessible to them. Do we think they know, or...
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From Product Pusher to Trusted Advisor - the art of making wholistic sales calls w/ the BANT recipe
Whitney McKinney, AVP for Change Healthcare, joins David and Tim on this episode of Energy4Sales. Much of her success as a sales leader has come from nurturing a Wholistic Sales Mindset in her team. Instead of picking your favorite product or two and “pushing” them, we can learn about our entire...
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Networking Post-Pandemic— it’s just like riding a bike ...
Todd joins David and Tim to discuss networking—getting back out there! It’s just like riding a bike, he shares, with an added measure of emotional intelligence. People are ready to see you post-pandemic. Be courageous and bold enough to show up. Evolve your discovery, lead with empathy and have…
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If You’re Not Having Fun — you might be doing something wrong!
David & Tim discuss having fun in sales! “Don’t count the days you live; make the days you live count!” We believe that if you’re NOT having fun in sales, you may be doing something wrong! What does “fun” mean to you? We discuss enjoyment — did I enjoy today? Do I enjoy what I get to do? Do I…
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How To Avoid Coasting — especially when business is booming
Connect with Janelle here: https ://www.linkedin.com/in/janelle-rosenbaum-79b4a34 We discuss how to keep our teams away from “coasting”. Times are great! Business is booming! It’s EASY to take our eye off the prize of leading indicators — prospecting, activities that generate opportunities,...
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Get On The Floor — leading from the trenches
Our sales teams need empathetic leadership; our families do, too! Especially during this pandemic/post-pandemic era where lines between work and family easily become blurred to non-existent. David encourages Tim and listeners to go get on the floor with their kids! And in sales, avoid becoming…
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Why You Need A Film Room — pros practice & role play
Connect with Thom : https://www.linkedin.com/in/thom-coats/ Middle Tennessee State University is dedicated to developing the “SOFT skills” in their business school students. Thom leads their dynamic sales lab program. No, they don’t have beakers cloning sales people. Thom describes it as more of…
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What’s Your Trademark — teammate or trouble maker?
Our TM is the essence of who we are and it’s felt — around our team and our clients! Are we abundant-minded teammates, or limited-minded “trouble makers”? Like Simon Sinek states, “The finite-minded player strives to climb to the top; but, the infinite-minded player strives to constantly…
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Lean Into Conflict — and remove the springs!
Connect with Justin: https://www.linkedin.com/in/justincookctgcoach/ As an Enneagram 9 (Peacemaker) Justin's LEANED INTO conflict. He shares the biggest room for improvement in most organizations is CONFLICT. Often, we look at conflict as a bad thing instead of seeing it as the greatest area for...
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Vitamin D for Sales - so that we can “enjoy our chips & beer”
Special guest Mike Fisher takes us back to the Fundamentals! Sales requires daily Vitamin D (discipline) to focus on the RIGHT activities! “What got us here worked so well, we stopped doing it” has to be one of this show’s biggest takeaways! When we fall into Self-Pity City, we have to shift...
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Energizing Sales Leader — some strategies & Bono quote
Connect with Craig LinkedIn: https://www.linkedin.com/in/craigeggleton1 Email: [email protected] Join our sales group on Facebook for no-nonsense sales accountability: https://www.facebook.com/groups/Energy4Sales/ David Oliphant & Tim Hooper interview Craig Eggleton who shares golden...
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Ask Better Questions — then, go deeper!
David & Tim interview Certified Business Performance Advisor with Insperity, Todd Bowman. Everyone's trying to find the right deal - Venture Capitalist or Sales Pro … it can be hard to say, “No”, but just as difficult not to prejudge a good opportunity. Looking at our PIPELINEs as Deal Flow: know...
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Hiring Talent - or recruiting the RIGHT people?
Are you just looking to hire people; or, are your wanting to hire the RIGHT people? Jim Collins said, “if you begin with the WHO rather than the WHAT, you can more easily adapt to a changing world!” David & Tim interview guest coaches Jeff Jamaleldine and Mike Noblin and discuss points like: 1....
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Capes Off — the importance of being there for your team!
When we as sales leaders no longer need to be the superhero, but we realize our job is to create super heroes — multiplication truly begins. We no longer micromanage, and accountability becomes a gift. The team FEELS our care and they’re free to thrive! When we no longer worry about WHO gets the...
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Watered-Down Coffee? — the importance of systems & processes in sales!
“Systems & processes, systems & processes, systems & processes!” We can still hear Jack Daly’s voice reverberating around the auditorium of our Nashville sales conference! Yes, we’ve all been the “benefactors” of a lack of process at some point leaving us confused and disappointed! If we confuse,...
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Don’t Be “That Guy” — be a “Go-Giver” instead.
We all know “that guy”. The person that calls you only when THEY need something. “Don’t be that guy” is an episode compelling us to think about becoming a GIVER instead. “If you may need them someday, then call them today.” Build mutually beneficial relationships and do life with people…
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Momentum — the “RPM” formula to becoming more consistent
It’s not what we do once in a while that changes us; rather, it’s who we are and what we do on a consistent basis! The “flywheel effect” is the culmination of consistent actions. But why be consistent?! Because it creates MOMENTUM in our lives! Coaches David & Tim unpack the nR + nP = M formula…
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Micro-Pivots — stay agile & “unstuck” by adopting a “micro-pivot mindset”
Something’s not working? Try a small tweak. Or perhaps something’s working well? Try a small tweak to make it even better. Micro-pivots keep us agile and evolving so that change isn’t some BIG, scary, last-ditch effort, but something we’ve exercised on a DAILY basis. Don’t get stuck! Adopt a...
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Know Your Metrics — put specific numbers on your sales goals
What gets measured gets done, AND can be improved upon. We begin to find what really matters when we begin to measure our time investments in those activities. Knowing our metics — high-value metrics — will literally change the trajectory of our lives. Reach out to sales coaches David & Tim:...
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ABOUT THIS SHOW
We believe if we’re not having fun in sales we may be doing something wrong! Sales can be a lot of fun when founded on fundamental principles of connecting and adding value. Winning in sales starts by making every connection count which starts with our energy - HOW we show up! Whether, you're already selling successfully, struggling to find your rhythm, or lacking confidence, we’re here for you! As the premier sales professional accelerator, our certification program and continuing education will show you how to build consistency, proactivity, and accountability into your sales process!
HOSTED BY
Tim Hooper & David Oliphant
CATEGORIES
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Frequently Asked Questions
How many episodes does Energy4Sales have?
Energy4Sales currently has 64 episodes available on PodParley. New episodes are automatically indexed when they're published to the podcast feed.
What is Energy4Sales about?
We believe if we’re not having fun in sales we may be doing something wrong! Sales can be a lot of fun when founded on fundamental principles of connecting and adding value. Winning in sales starts by making every connection count which starts with our energy - HOW we show up! Whether, you're...
How often does Energy4Sales release new episodes?
Energy4Sales has 64 episodes. Check the episode list to see recent publication dates and frequency.
Where can I listen to Energy4Sales?
You can listen to Energy4Sales on PodParley by clicking any episode. We provide an embedded audio player for direct listening, and you can also subscribe via your preferred podcast app using the RSS feed.
Who hosts Energy4Sales?
Energy4Sales is created and hosted by Tim Hooper & David Oliphant.
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