PODCAST · business
Reclaiming Sales
by Robert Gillette
You need have to sell your soul to be successful. Listen in for interviews with successful sales professionals who have mastered the ability to balance their own needs with those of the company. Real people who have figured out how to meet their sales goals and still sleep soundly at night. People who have discovered how to do their job with honor, confidence, and integrity.
Episodes
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How to Approach MSP Marketing | Derek Marin
When it comes to new MRR, every MSP will say they need more leads. They'll say, "When we get the at bat, we usually win… but we need more at bats." While this might be true, it's usually not the whole story. When it comes to sales and marketing, there is a difference between a referral and a...
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The Feel Good Close, Part 2 | Brian Gillette
"As soon as you hit an objection, you just go back and change a bunch of stuff [in your tech stack], rather than learning how to overcome the objection… You change the external factors as to why you're not selling, rather than addressing the internal factors: which is that you don't know how to...
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The Feel Good Close, Part 1 | Brian Gillette
"You know I had a lot of confidence in you when you started here. That confidence has been dashed. I don't actually believe in you. I don't think you know how to do this. But your sales manager seems to think that you can so I'm gonna let you keep trying." —Company COO Brian knew that this was in...
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Douglas Cole, author of The Sales MBA
Douglas Cole has been working at LinkedIn since 2019. He sold enterprise software, and eventually ended up leading a team of salespeople. We talked about his new book The Sales MBA, and one of my favorite topics of achieving Plausible Objectivity. Who I am: My career spans consulting, education,...
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Season 1 Capstone | What Comes Next?
I started this podcast over a year and a half ago, and it has been an amazing journey so far. Listen to this update episode to get an idea of what's coming next, and where you might be able to get more! https://club.reclaimingsales.com Find me at: http://linkedin.com/in/rwgillette/
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If You Have a Brain, You Have a Bias | Matthew Cahill
Matthew Cahill is the President & Principal Consultant at The Percipio Company. He's one of my favorite people, and one of the few people who sells bias advice that cultivates belonging. In this episode, we'll cover the 5 most common biases that salespeople fail to recognize and compensate for....
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What I Learned Selling Door to Door | Ray Kim
Ray Kim is the Director of IT Strategy, and one of the owners of Simplified IT Consulting. He started his career with what I imagine is one of the hardest sales jobs in the world: selling Encyclopedias door to door, commission only, in the Mid-West at the height (and humidity) of summer. Who I…
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The Beast is Always Hungry | Sean Kline
In a perfect world, every prospect that becomes a client is a perfect client. But since we don't live in that perfect world, sometimes we end up bringing in clients that aren't perfect. Listen in as Sean and I discuss that tension. Who I am: My name My worldview is that relationships are the most...
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A Day in the Life of Duncan Bruce
If you're anything like me, you're getting a bit tired of influencers and gurus. I've sort of lost my appetite for self proclaimed experts who may or may not be successful, but can't seem to find any humility. That's why I loved my conversation with Duncan Bruce, an understated success who's been...
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Selling Mortgages in the 2008 Housing Crisis | Arjun Dhingra
Ask around in any industry, and you'll find someone who claims they have the toughest sale. I think what I do is hard, but certainly not selling mortgages in the middle of the 2008 financial crisis. For those stories, you'll have to talk to Arjun… Who I am: Am from NV originally, and been in CA…
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Making the Best of Things You Can't Change | Sylvia Borek
There are things in our control, and things that are not. Sylvia took a couple things that she could not change and turned them into assets that drive her success. Who I am: Sylvia Borek is the Head of Revenue at Lilt. She was born in Poland and immigrated to the US in middle School. Her dream…
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Nothing is Certain Except Death and Taxes and Sales | Matt Wheeler
It turns out that no matter how much you go to school, you still might end up in sales. Matt Wheeler is an accomplished CPA and firm manager who learned the hard way that there is more to winning business than just getting the meeting. Who I am: Matt Wheeler is the managing partner of Wheeler...
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Cultivate a Helpful Work Environment | Building Resilience (5 of 5)
This is the third episode of a five part miniseries on Building Resilience, you can find episode one here. A Helpful Work Environment I hate to date this podcast, but as we're coming to the end of this big COVID-19 pandemic the big IT companies. Apple, Facebook, all these people, they're spending...
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Train Your Lizard Brain | Building Resilience (4 of 5)
This is the third episode of a five part miniseries on Building Resilience, you can find episode one here. Your First Sales Meeting Do you remember the first sales call you ever went on? I remember mine, it was terrifying. I was selling advertising to a carpet company, and I just remember sitting...
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A Formula for Daily Motivation | Building Resilience (3 of 5)
This is the third episode of a five part miniseries on Building Resilience, you can find episode one here. Spinning 'round in Circles You may have heard, it said that those who don't learn from history are doomed to repeat it. What goes around comes around. The pendulum swings both ways... and...
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You Need a Better Why | Building Resilience (2 of 5)
This is the second Episode of a five part miniseries on Building Resilience, you can find episode one here. You Need a Better Why I really struggled with math in high school. It's not like it was hard for me to understand the concepts, algebra is great geometry I loved, I just wish wish someone…
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Discipline Cultivates Personal Resilience | Building Resilience (1 of 5)
Why You Need Resilience What makes a great athlete, or entrepreneur, or scholar, or spelling bee champ? Is there anything they have in common? Is there a trait they all share? Angela Duckworth calls it Grit. I've always known it as resilience. Call it whatever makes the most sense to you, but you...
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Curiosity Kills the Quota | Sean O'Shaughnessey
Have you ever met a person and genuinely felt refreshed, like somehow they were are a glass of cold water on a hot day? I'm not 100% sure how Sean O'Shaughnessey pulls it off but I flat-out enjoyed our conversation about sales. Since he works with a lot of teams to get their salespeople unstuck…
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Just Smile and Enjoy the Ride | Chad Van Derrick
In the high-stakes world of business to business sales, sometimes you have to make tough choices. Those choices are always going to cost something. In this episode I have a wonderful little chat with Chad about some of the tough choices he had to make early in his career, and how it gave him the...
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Hard Work Mixed with a Little Luck | Tom Carter
I'm a multigenerational sales professional, so when I connected with Tom Carter it just made sense for us to talk about his more than 20 years experience in sales. What I like about Tom is his pragmatic approach to selling and managing yourself from day to day.
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Just Talk Like a Real Person | Colleen Chulis
You may have met Colleen for the first time a few months ago when her daughter shared a blistering impression of every working parent over the last 15 months, so I couldn't help but invite her on the show to talk a little about her experience in sales. Since 2018 she's been at SAP and is…
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Battling Burnout with 3 Simple Tools
Burnout is real, and it's coming for you. Working nights and weekends may get you off your PIP, but you can't build a career that way. You just won't make it.
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4 Ways to be More Reliable | Robert Gillette
We talk a lot about building trust with our prospects. Whether you're asking for a Million dollar contract, or 15 minutes to demo your product, what you're really asking is for your prospect to trust you. Trust that you won't waste their time, trust that you can deliver on your promises. Once...
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Dealing with Pressure | Robert Gillette
A sales career will always be a stressful one. It doesn't matter how good you get, you will always have some kind of pressure... and you should welcome it.
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It's the Thoughts that Count | Dr. Garrett Goggans
Mindset is everything. You can have the best training, habits, and opportunities in the world but without the correct mindset it will be difficult to consistently succeed.
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Cold Calling in Another Language | Angel Ribo
Look, cold calling is never easy. We all know know that. Hearing the phone ring and looking at a name I have no idea how to pronounce still sends a cold chill up my spine... but at least I knew they spoke English.
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Listen Your Customer Into Existence | Doug Noll
In this episode with Doug we spend a little time talking about the power of listening, and how a few simple tools can help your prospects feel heard.
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What Does Selling Your Soul Look Like? | Audience Questions
I've been getting some questions from people who are listening to the show, and thought it would be fun to bring my fabulous wife Kon the show to ask them. We covered a ton in a very short time, but at the very center is this: What does selling your soul look like, and how do I avoid it?
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Why Do People Hate Sales People? | Kurt Nelson
Kurt Nelson, PhD is a Behavior Scientist who spends a lot of his time working with sales people. In this episode we dive into some of the reasons why people seem to hate sales people.
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Dave Sagraves Says You Don't Sound Different
Dave Sagraves is one of the best sales professionals I have ever met. I invited Dave on the show because he helped me be what I am today, and I wanted him to share his thoughts on why so many sales people struggle.
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Alay Yajnik Says There is Always a Payoff
Alay Yajnik is the Founding Partner of Law Firm Success Group learned the hard way that sales is a tough gig.
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Alex Dunnam Says the Little Victories Can Save You
Alex Dunnam is the Sales Manager at Creative Network Innovations who got into sales because (quite literally) someone's life depended on it. Since then he's discovered how to use some simple tools to help him hit his numbers, and how to keep his head in the game by celebrating the "little...
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Max Johns Says You Need to Step Away
Max Johns is a Commercial Account Executive at Appen who found himself looking for something to save him from a career in restaurants. He talks about his experience recovering from beginners luck and the need to step away from time to time.
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Nico Wiborg Says People Trust You if You Help Sweep Up
Nico Wiborg is an Agent at New York Life who spent the first few years of his career building trust in his community, even if there wasn't much money in it. Since then, he's found a rewarding way to succeed despite the fact that he sucks at sales.
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Holly Kraiker Says We Play the Long Game
Holly Kraiker is a Sales Consultant at TriNet who fell into sales and LOVES it. She's never felt icky about the job and finds that taking the long view gives her the right perspective.
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Ro Puri Says The Grass Can Be Greener
Ro Puri is the President of ROKO BDS and has been in sales since he started his first job as a bartender. How did he get where he is? Reading certainly helps...
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Carolyn Sweeney Says to Focus on the Activity
Carolyn Sweeney is a Managing Director at Century Group and actually, truly loves being in sales. She has some great reasons why she's always sought the role wherever she worked.
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Pete Ravani Says Read all the Books
Pete Ravani is a Vice President at CBIZ Retirement and is one level-headed salesman. Reading is where he gets his sharp edge and recommends you do as well.
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Jennifer Matheson Says Positivity is Worth it's Weight
Jennifer Matheson is a Senior Sales Executive at CoStar Group and is flat out one of the most positive people I've ever met. She says that positivity has gotten her through some tough times.
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Robert Gillette Says It's Time to Reclaim Sales
Robert Gillette is a Salesman at Endsight who wants to change the way we think and talk about sales people. In this episode he'll talk about why he made this podcast and the mark he hopes it leaves on this world.
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ABOUT THIS SHOW
You need have to sell your soul to be successful. Listen in for interviews with successful sales professionals who have mastered the ability to balance their own needs with those of the company. Real people who have figured out how to meet their sales goals and still sleep soundly at night. People who have discovered how to do their job with honor, confidence, and integrity.
HOSTED BY
Robert Gillette
CATEGORIES
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Frequently Asked Questions
How many episodes does Reclaiming Sales have?
Reclaiming Sales currently has 40 episodes available on PodParley. New episodes are automatically indexed when they're published to the podcast feed.
What is Reclaiming Sales about?
You need have to sell your soul to be successful. Listen in for interviews with successful sales professionals who have mastered the ability to balance their own needs with those of the company. Real people who have figured out how to meet their sales goals and still sleep soundly at night. People...
How often does Reclaiming Sales release new episodes?
Reclaiming Sales has 40 episodes. Check the episode list to see recent publication dates and frequency.
Where can I listen to Reclaiming Sales?
You can listen to Reclaiming Sales 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 Reclaiming Sales?
Reclaiming Sales is created and hosted by Robert Gillette.
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