High Tech Freedom: Recent Episodes
Chris Freeman
The High Tech Freedom Podcast provides tech sales people access to some of the top tech sales professionals in the business. In addition, we bring in top sales professionals from other industries, entrepreneurs, thought leaders, consultants, & authors. These experts share their stories, tips and advice on how they built a successful careers. We will also learn how they have invested along the way to create financial freedom to pursue the passions and hobbies that are important to them.
Chris Freeman is a seasoned sales leader who has worked for 26+ years in the technology industry. Over many years of consistently exceeding quota, he has continued to invest his commissions into real estate that generates passive income. After investing for 20 years, he has created the financial freedom and flexibility to give back to his community, help others along their sales career journey, and continue to pursue new hobbies that create new challenges.
If you are looking for financial freedom, it starts with continuous learning. The more you learn, the more you earn but it is up to you to put those lessons into practice. If you want to grow professionally while mapping out a vision and plan for the future, this podcast is for you!
We are only interested in adding value to our listeners and helping them crush those sales goals and set themselves up for long-term success.
Glenn Poulos is the cofounder, vice president, and general
manager of Gap Wireless Inc. With over three decades of
experience in sales, he has developed a successful
strategy system by spending thousands of hours in
the field or on the phone with customers and working
with salespeople in several successful companies.
https://glennpoulos.com/
https://www.linkedin.com/in/glenn-poulos-45bab86/
Chris Freeman - https://www.linkedin.com/in/chrisfreeman/
Introduction:
-
Host introduces Dionne Mejer, a guest with a strong background in sales and inside sales, who now runs her own business.
-
Dionne shares that she initially didn't want to be in sales but found her passion for technology and building relationships.
-
Host emphasizes the importance of sales skills in any profession and encourages everyone to learn sales.
Background:
-
Dionne provides insight into her company, Inside Sales By Design, which focuses on creating and revamping sales infrastructure for organizations.
-
They offer services such as blueprint creation, framework development, job descriptions, onboarding, and interview support.
-
Recently, they have been working on driving adoption and utilization of technology tools within organizations.
Driving Adoption of Technology:
-
Dionne highlights the challenge of getting sales teams to embrace and utilize technology tools effectively.
-
Many organizations focus more on tracking and monitoring rather than empowering salespeople.
-
Inside Sales By Design takes a more agile approach, encouraging organizations to start small and gradually integrate technology into daily practices.
-
They begin by identifying keywords and successful sales pitches, transcribing and tracking their usage to encourage adoption.
Top Performers in Sales:
-
Dionne discusses the traits she has observed in the top 10-20% of sales reps.
-
These individuals demonstrate ownership, focus, and resourcefulness, with a clear vision of their goals.
-
They excel at filtering out unnecessary elements and prioritize effective conversation and frictionless selling.
-
The motivation behind their behaviors drives their success.
Embracing Innovation and Change:
-
Host and Dionne discuss the importance of salespeople recognizing the need to innovate.
-
They explore the concept of stream ownership and how reps can take ownership of their sales processes and adapt to changes.
-
Cultivating a mindset of innovation and embracing change helps salespeople stay ahead in a competitive market.
Conclusion:
-
Host concludes the episode, thanking Dionne for sharing her insights and experiences.
-
Encourages listeners to embrace sales skills and highlights the value of creating and fostering strong relationships in sales.
Contact :
Host Contact Information - Chris Freeman
LinkedIn - http://linkedin.com/in/chrisfreeman
Facebook - https://www.facebook.com/chris.freeman.9461
In this episode of the High Tech Freedom Sales Podcast, host Chris Freeman welcomes guest Neil Rogers, who shares his journey from the food industry to entrepreneurship in the athletic footwear and apparel business. Neil emphasizes the importance of consistency, organization, and professionalism in sales. They discuss the power of incorporating both email and physical mail in marketing strategies, and Neil shares creative ideas for grabbing clients' attention. They also highlight the significance of personalization, value-driven outreach, and building relationships. Tune in to gain valuable insights into successful sales strategies and the art of standing out in a crowded marketplace.
About Neil Rogers
For over three decades, Neil Rogers has built a successful career in sales and marketing, working with clients in a wide range of verticals, including pharmaceutical, biomedical, manufacturing, logistics, financial services, and government defense contractors. He is the
Owner and VP of Marketing & Sales at Rogers Marketing, winner of several Million Dollar Sales awards, the Velocity Award for growth, and Heavy Hitter Awards for large accounts. Neil and his wife Lori are the creators/owners of the Positive Activity 11-Step Process, using scientifically proven activities to increase the quality of life and business through creativity, optimism, and positivity. The two entrepreneurs started the non-profit PASE (Parents Assisting Special Educators) and PASE After 21 for special needs adults. Bar Tips is his first published book, drawing on the lessons learned during his years as a bartender that Neil has applied for success in sales. Discover more at: https://www.positiveactivity.net/
Host Contact Information - Chris Freeman
LinkedIn - http://linkedin.com/in/chrisfreeman
Facebook - https://www.facebook.com/chris.freeman.9461
In this episode, we cover:
In this episode of the High Tech Freedom Sales podcast, host Chris Freeman interviews guest Harrison Ryder. Harrison shares his background in sales and how he got started in the industry. He also discusses his role as the owner and founder of Elevation Sales Group, where he serves as an outsourced VP of sales and sales acceleration advisor for small to medium-sized companies. Harrison dives into the common problems and challenges he helps these companies overcome, such as stagnant or declining revenue and lack of sales infrastructure. He emphasizes the importance of aligning sales processes, compensation plans, and CRM systems with organizational goals. Harrison also highlights the key traits that separate the top 20% of sales professionals from the rest of the pack. Tune in to discover valuable insights on sales management and success.
About Harrison:
As Founder and President of Elevation Sales Group, powered by Sales Xceleration, a sales management consulting firm, Harrison leverages his 35 years of successful sales and sales management experience to help small and medium-sized companies exceed their revenue targets. Having worked with start-ups and Fortune 500 companies, managed national and international sales organizations, Harrison now partners with Owners, CEOs, and Presidents to create high performing sales teams that consistently deliver breakthrough sales results. By aligning corporate goals, installing the proper sales processes and procedures, mentoring existing sales talent, and executing on effective sales strategies, Harrison helps create an accountable, professional, results oriented sales culture within his client companies.
He can be reached at
Website: https://lnkd.in/dHJ9wHC
Email: hryder@salesxceleration.com
Phone: 774-232-2904
Host Contact Information - Chris Freeman
LinkedIn - http://linkedin.com/in/chrisfreeman
Facebook - https://www.facebook.com/chris.freeman.9461
In this episode of the High Tech Freedom Sales Podcast, host Chris Freeman welcomes JC Otero, an experienced sales professional with over 15 years of industry experience. JC shares his background in sales, his journey from individual contributor to managing sales development teams, and his insights on what sets top performers apart from the rest.
Key Takeaways:
-
Background in Sales:
-
JC Otero has been selling since he was a child, with a range of side hustles to generate income.
-
Professionally, he has over 15 years of sales experience, including roles at Wells Fargo Financial, Dell, Informatica, and leadership positions in sales development.
-
Transitioning to Sales Development:
-
JC made the transition to sales development leadership because of his passion for helping and developing future sales professionals.
-
He rapidly progressed from managing a team of 14 reps to leading multiple teams and teams across different regions.
-
Managing Managers:
-
When JC transitioned to managing managers, the biggest challenge was the people aspect.
-
Many of the managers had limited experience in people management, so JC focused on developing their skills in managing the reps.
-
Differentiating Top Performers:
-
JC consistently saw three pillars that differentiated top performers in his organizations: organization, communication, and collaboration.
-
Effective organization includes organizing thoughts, time management, and maximizing productivity.
-
Top performers prioritize their time and plan their year, month, week, and day to ensure productive use of their hours.
-
Maximizing Time:
-
JC shares his strategies for maximizing time, which include reviewing and planning the week every Friday and setting goals for each day.
-
Putting everything on the calendar, including individual tasks, helps create a clearer picture of priorities and deadlines.
-
By managing his time effectively, JC ensures that he stays focused and productive.
Conclusion:
JC Otero emphasizes the importance of organization, communication, and collaboration in sales. Top performers in sales development excel in these areas and prioritize effective time management. By implementing these strategies, sales professionals can increase their productivity and achieve superior results.
Contact JC at https://www.linkedin.com/in/juancarlosotero/
Enter our monthly drawing for an insulated High Tech Freedom tumbler - www.hightechfreedom.com/mug
Host Contact Information - Chris Freeman
LinkedIn - http://linkedin.com/in/chrisfreeman
Facebook - https://www.facebook.com/chris.freeman.9461
In this short solo episode, Chris talks about one question you should ask during your sales interview.
Hint: It’s around what is measured.
Enter our monthly drawing for an insulated High Tech Freedom tumbler - www.hightechfreedom.com/mug
Host Contact Information - Chris Freeman
LinkedIn - http://linkedin.com/in/chrisfreeman
Facebook - https://www.facebook.com/chris.freeman.9461
Mark is the CEO of Proof Analytics, a sales and marketing analytics platform that helps CMOs and CFOs bridge the ROI gap by providing cause-and-effect analytics that shows marketing and sales true business impact and financial worth.
In this episode, Mark shares his insights on the future of work and how individuals are becoming more entrepreneurial within a corporate setting. He also dives into the importance of having a strong foundation and skillset before jumping into a startup, and the value of self-assessment and acquiring necessary skills.
Mark offers advice on how to connect with him on LinkedIn and emphasizes his focus on business development and helping others. He also discusses his work in marketing analytics and the powerful automation platform he has built called Proof. Mark delves into the importance of innovation in sales and the ever-changing landscape of the market. He highlights the need to understand the real game being played in business and offers valuable tips for success. Lastly, Mark explores the concept of taking extreme ownership in sales, treating your work as your own franchise, and the benefits of having your own CRM system. Get ready for an enlightening and thought-provoking episode with Mark Stouse on the High Tech Freedom Sales Podcast!
Contact Mark at https://www.linkedin.com/in/markstouse/
Enter our monthly drawing for an insulated High Tech Freedom tumbler - www.hightechfreedom.com/mug
Host Contact Information - Chris Freeman
LinkedIn - http://linkedin.com/in/chrisfreeman
Facebook - https://www.facebook.com/chris.freeman.9461
In this episode, we discuss the framework for a sales leader to build a sales coverage model. Even if you are a field seller, you may move up the ranks and be required to own or participate in a sales coverage plan for a company. Listen to a few tips provided from a CRO friend of mine.
Highlights include:
- Market segmentation
- Addressable market strategies
- Define the right sales activities for each segment
- Measuring the right activity for performance
- Managing coverage ratios
- Iterating your plan
- Technology tools
Do you have experience in this area and have lessons learned that you would like to share?
Come join Chris as a guest on the podcast.
Enter our monthly drawing for an insulated High Tech Freedom tumbler - www.hightechfreedom.com/mug
Host Contact Information - Chris Freeman
LinkedIn - http://linkedin.com/in/chrisfreeman
Facebook - https://www.facebook.com/chris.freeman.9461
Author, speaker, seminar leader, and coach, Anne Miller teaches sales people and entrepreneurs how to increase their business; coaches CEOs and senior management to communicate clearly, creatively and persuasively to key constituencies; enables technical people to transform complex information into simpler, meaningful messages; and shows speakers how to command a room and win over audiences with their messages.
Anne is the author of The Tall Lady with the Iceberg: the power of metaphors to sell, persuade, & explain anything to anyone (the updated edition of her popular Metaphorically Selling), Make What You Say Pay!, Presentation Jazz!, 365 Sales Tips for Winning Business, and numerous articles on the Internet and in business publications like Brandweek and Selling Power. Both NBC Today in New York and Bloomberg News Radio have featured Anne on their shows.
You can connect with Anne through linkedin: linkedin.com/in/annemillersalespresentations
Enter our monthly drawing for an insulated High Tech Freedom tumbler - www.hightechfreedom.com/mug
Host Contact Information - Chris Freeman
LinkedIn - http://linkedin.com/in/chrisfreeman
Facebook - https://www.facebook.com/chris.freeman.9461
Negotiations in the realm of sales are a delicate dance, requiring finesse, strategy, and a deep understanding of human psychology. In this episode, we capture a few highlights from the book, Never Split the Difference and apply them to the sales role.
Topics include:
The power of tactical empathy
Diffusing tension
Saying no without saying no
Enter our monthly drawing for an insulated High Tech Freedom tumbler - www.hightechfreedom.com/mug
Host Contact Information - Chris Freeman
LinkedIn - http://linkedin.com/in/chrisfreeman
Facebook - https://www.facebook.com/chris.freeman.9461
Lisa Hammett is an accomplished motivational and TEDx speaker, an international best-selling author, a success and mental fitness coach, and a wellness expert, helping stressed and burned out business owners and executives develop mental fitness to manage stress, improve productivity and communication, and regain their health and wellness.
Her first book, From Burnout to Best Life. How to take charge of your health and happiness, reached bestseller status in 16 categories globally. Amazon - https://a.co/d/jjzuNiU
In this episode we cover:
- The challenges of work-life balance and how it has become even more difficult due to external pressures such as personal finances, inflation, layoffs, and remote work.
- Lisa talks about the challenges of the hybrid work situation, where some individuals are being forced to return to the office after working remotely during the pandemic.
- The stress and frustrations caused by these changes can impact productivity, communication, and overall health and wellness.
- The importance of managing stress, particularly in the professional sales role.
- Lisa shares her personal journey of experiencing burnout after 26 years in the corporate retail sector, and the negative impact it had on her physical and emotional health.
Enter our monthly drawing for an insulated High Tech Freedom tumbler - www.hightechfreedom.com/mug
Host Contact Information - Chris Freeman
LinkedIn - http://linkedin.com/in/chrisfreeman
Facebook - https://www.facebook.com/chris.freeman.9461
Lisa Hammett’ book on Amazon - https://a.co/d/jjzuNiU
Integrating humor into your sales approach can create a genuine connection with potential clients, help make your message more memorable, and build rapport.
In this episode we talk about why and how humor can positively impact your sales success.
Topics include:
- Using humor as an icebreaker
- Using humor to connect on a human level
- How humor helps your customer remember your message
- How to use humor to diffuse tension in a sales process
Enter our monthly drawing for an insulated High Tech Freedom tumbler - www.hightechfreedom.com/mug
Host Contact Information - Chris Freeman
LinkedIn - http://linkedin.com/in/chrisfreeman
Facebook - https://www.facebook.com/chris.freeman.9461
Rana Salman, M.B.A, Ph.D., author of Sales Essentials: The Tools You Need at Every Stage to Close More Deals and Crush Your Quota, is a renowned sales expert transforming global sales team performance. With a background in B2B sales and marketing, she is a trusted partner for midsize and Fortune 500 IT companies, elevating their sales strategies and execution.
Episode Highlights
- The heart of sales: The importance of relationship building and human connection
- The internal and external challenges salespeople face, changing approaches, and solutions
- Four questions to ask yourself to better understand the product you are selling
- Strategies for optimizing your sales conversations and communicating solutions
- How tech layoffs are impacting our deals—and what to do about it
- How you can use the sales process to find a job
- The continuous decline of reps meeting quotas and actionable ways to crush yours
- Analyzing sales strategies to determine gaps and identify opportunities for improvement
- How to build and strengthen sales-enabled cultures to optimize the end-to-end customer experience from pre-sales to post-sales
You can connect with through linkedin: https://www.linkedin.com/in/ranasalman1/
Rana’s book Sales Essentials: The Tools You Need at Every Stage to Close More Deals and Crush Your Quota
Enter our monthly drawing for an insulated High Tech Freedom tumbler - www.hightechfreedom.com/mug
Host Contact Information - Chris Freeman
LinkedIn - http://linkedin.com/in/chrisfreeman
Facebook - https://www.facebook.com/chris.freeman.9461
Have you ever had your sales manager tell you that you have built too good of a relationship with a customer? Most likely not!
Building strong relationships with customers is a cornerstone of successful sales professionals.
In this episode we talk about the risks of getting too close to your customer and some steps you can take to maintain great balance.
Potential risks include:
- Bias and Blind Spots
- Lack of Objectivity:
- Failure to Upsell/Cross-sell
- Missed Opportunities
Enter our monthly drawing for an insulated High Tech Freedom tumbler - www.hightechfreedom.com/mug
Host Contact Information - Chris Freeman
LinkedIn - http://linkedin.com/in/chrisfreeman
Facebook - https://www.facebook.com/chris.freeman.9461
Kareem Mostafa is an Egyptian entrepreneur and marketer currently residing in Ireland. After completing his studies in marketing, he struggled to find an internship opportunity due to his visa status. Out of desperation, he stumbled upon the concept of startups and decided to give it a try. Despite a failed attempt at a restaurant marketing startup, Kareem decided to get a real job to maintain his legal status in the country. He worked at LinkedIn and then HubSpot, but the startup bug continued to linger. Inspired by his brother, who worked at Google, Kareem decided to give entrepreneurship one final shot. Together, they embarked on a new startup journey, hoping to not only succeed but also create job opportunities. Four years later, Kareem and his brother are still learning and growing in their entrepreneurial endeavors.
Episode Highlights:
-
Capitalizing on the AI revolution
-
Importance of surrounding oneself with smart individuals
-
Strategies for marketing and sales outcomes
-
Use of content creation and podcasts for building relationships and adding value
-
Connection between founder mental health and fitness and reducing burnout
You can connect with Kareem through linkedin: https://us02web.zoom.us/j/86289408981
Enter our monthly drawing for an insulated High Tech Freedom tumbler - www.hightechfreedom.com/mug
Host Contact Information - Chris Freeman
LinkedIn - http://linkedin.com/in/chrisfreeman
Facebook - https://www.facebook.com/chris.freeman.9461
Where do reps go wrong with their demos?
- Overwhelm the customers features
- Fail to do proper research
- Lack of customer interaction
- Tech issues
- Not entertaining
In this episode we provide suggestions to each mistake.
Enter our monthly drawing for an insulated High Tech Freedom tumbler - www.hightechfreedom.com/mug
Host Contact Information - Chris Freeman
LinkedIn - http://linkedin.com/in/chrisfreeman
Facebook - https://www.facebook.com/chris.freeman.9461
Jesse is a professional sales leader with a track record of exceeding revenue targets, developing winning teams, and creating a positive work environment. He is excellent at spotting and developing talent within the sales organization. He enjoys creating relationships with his customers and truly solving business challenges. He is most proud of coaching and mentoring teammates to attain top sales goals or accomplish new roles within the organization.
Episode Highlights
- Discover how Jesse transitioned from a background in sports and engineering to pursue a career in sales, and why it was a game-changer for him.
- Learn about Jesse's journey in medical sales and the strategies he employed to excel in a highly competitive industry.
- Gain valuable tips on how to prepare for sales meetings, ask the right questions, and uncover the buying process.
- Explore the importance of adaptability, teaching, and self-discipline in achieving exceptional sales results.
- Get exclusive insights into the correlation between sales in software/tech and the proven Challenger sale process.
You can connect with Jesse through linkedin: linkedin.com/in/jesse-graham-99283833
Enter our monthly drawing for an insulated High Tech Freedom tumbler - www.hightechfreedom.com/mug
Host Contact Information - Chris Freeman
LinkedIn - http://linkedin.com/in/chrisfreeman
Facebook - https://www.facebook.com/chris.freeman.9461
Today we will focus on the “Freedom” part of the High Tech Freedom Sales Podcast.
As you uplevel your sales skills, bring in those larger commission checks, how will you set yourself up for future financial success?
How will you build up additional cash-flow to better manage the peaks and valleys of sales and more importantly, future retirement?
In this episode we cover some lessons learned with real estate, different investing strategies, and a quick review on 3 benefits of adding real estate to your portfolio in addition to your 401K.
Enter our monthly drawing for an insulated High Tech Freedom tumbler - www.hightechfreedom.com/mug
Host Contact Information - Chris Freeman
LinkedIn - http://linkedin.com/in/chrisfreeman
Facebook - https://www.facebook.com/chris.freeman.9461
President and co-founder of Ignite Selling, Inc., a global sales training, simulation, and consulting organization dedicated to partnering with customers to implement highly customized performance change projects for building world-class sales teams.
He and his business partner Kevin Jones recently released his latest book, Ignite Your Sales Strategy: A Field Guide to Accelerating Your Pipeline. It aims to help sales teams be able to think and act strategically, construct a seamless sales pipeline process, understand their customers’ buying factors for each unique sale, proactively manage the key influencers, navigate the competitive landscape, and quantify the true value of their solution.
3 key takeaways:
- Urgency is the secret ingredient: To successfully close deals, sales professionals need to create a sense of urgency. This means involving multiple decision-makers, expanding the problem's scope, and highlighting the implications of not resolving it.
- Challenge your assumptions: Don't fall into the trap of assuming lost sales are solely due to price or budget constraints. Understand the decision criteria customers use to evaluate you against competitors. Look beyond pricing and consider factors like school districts, bedrooms, or acreage that can make a difference.
- Validate and align business metrics: It's essential to ensure your solution aligns with a prospect's business metrics. If their metrics don't match what you can offer, they might not be a suitable fit. Don't force a suspect into the pipeline just to fill it; focus on prospects with aligned metrics.
You can connect with Steve through linkedin: linkedin.com/in/sgielda
Enter our monthly drawing for an insulated High Tech Freedom tumbler - www.hightechfreedom.com/mug
Host Contact Information - Chris Freeman
LinkedIn - http://linkedin.com/in/chrisfreeman
Facebook - https://www.facebook.com/chris.freeman.9461
By scripting your message, you free yourself to then focus on the clarity and precision of the message.
It allows you to get your message across with fewer words and be more succinct. Have you ever sat with someone trying to explain something and noticed that they are talking while thinking about their next point? They use too many words to get the point across.
Going back to the 7-38-55 rule, your tone has a 38% impact on the effectiveness of the communication. How you say it is over 3 times more important than what you said.
Free yourself up to focus on the most impactful part of the conversation.
Enter our monthly drawing for an insulated High Tech Freedom tumbler - www.hightechfreedom.com/mug
Host Contact Information - Chris Freeman
LinkedIn - http://linkedin.com/in/chrisfreeman
Facebook - https://www.facebook.com/chris.freeman.9461
Harvey Berman is the executive vice president at Abi Research, a global intelligence research firm. Based in Austin, Texas, Harvey heads up the global sales group and focuses on forward-looking transformative technologies such as AI, AR VR industrial manufacturing, electric vehicles, and metaverse.
Key Takeaways:
-
Build strong relationships and outwork everyone to succeed in sales
-
Embrace AI to become more efficient and effective
-
Share AI knowledge with the team to improve overall success
-
Continuous self-improvement is the key to success and inspiring others
-
Trust is crucial in business today
-
Making personal connections and having face-to-face conversations is still important despite the need for technology.
You can connect with Harvey through linkedin: linkedin.com/in/harvey-r-berman-9b802215
Enter our monthly drawing for an insulated High Tech Freedom tumbler - www.hightechfreedom.com/mug
Host Contact Information - Chris Freeman
LinkedIn - http://linkedin.com/in/chrisfreeman
Facebook - https://www.facebook.com/chris.freeman.9461
Albert Mehrabian's research, which started back in the 1950s, led to the development of the 7-38-55 Rule. The rule suggests that communication can be broken down into three components:
- Words (Verbal): This aspect includes the actual spoken or written words used during a conversation. In Mehrabian's study, it accounts for only 7% of the total impact of a message.
- Tone of Voice (Vocal): The tone, pitch, and inflection of one's voice fall under the vocal component. It contributes to 38% of the overall impact in a message.
- Body Language (Nonverbal): The most influential part of communication is nonverbal cues, such as facial expressions, gestures, posture, and eye contact. This component makes up a significant 55% of the total impact in a message.
In this episode, we share some examples of how this applies to sales, especially in the more virtual world of selling.
Enter our monthly drawing for an insulated High Tech Freedom tumbler - www.hightechfreedom.com/mug
Host Contact Information - Chris Freeman
LinkedIn - http://linkedin.com/in/chrisfreeman
Facebook - https://www.facebook.com/chris.freeman.9461
Marsha Acker is a coach who specializes in executives and leadership teams. She has a background in tech and software engineering as well as degrees in those fields. Her career eventually led to increasing leadership positions where she struggled with the people side of leadership. About 20 years ago, Marsha began a process to become a better leader and eventually transitioned into working with leadership teams and coaching.
Key Takeaways:
- Leaders should take the time to hear different viewpoints, even if it may be a lot of work. It can shape and shift the thinking of all parties involved and lead to a shared understanding of the business picture.
- No one person can have the full picture, and it's valuable for everyone to hear one another's perspectives.
- Individuals can feel like change is being done to them and that their voice doesn't matter. Effective leaders listen for all four actions in a conversation and prompt for any missing action.
- Having a structural language to analyze conversations can help leaders understand what is happening differently.
- Conversations can be looked at in a morally neutral language to see what is happening differently. There are four actions that can happen in a conversation - follow, oppose, bystand, and support.
- Effective conversations have all four actions voiced. Ineffective conversations leave one or more of these actions out.
You can connect with Marsha through linkedin: linkedin.com/in/keeleyhubbard
Enter our monthly drawing for an insulated High Tech Freedom tumbler - www.hightechfreedom.com/mug
Host Contact Information - Chris Freeman
LinkedIn - http://linkedin.com/in/chrisfreeman
Facebook - https://www.facebook.com/chris.freeman.9461
Are you feeling stuck in your sales success?
Do you feel that you are not where you want to be?
Are you seeing other sales pros experiencing success around you and wondering why you are not having the same success?
If your response looks towards anything external, that most likely is your challenge.
Taking 100% ownership of every aspect of your life is the secret to success.
Most people spend their time denying their mistakes, complaining about their circumstances, and giving excuses for their lack of results.
In this short episode we discuss the importance of taking ownership, being a great leader, and being a great follower.
Enter our monthly drawing for an insulated High Tech Freedom tumbler - www.hightechfreedom.com/mug
Host Contact Information - Chris Freeman
LinkedIn - http://linkedin.com/in/chrisfreeman
Facebook - https://www.facebook.com/chris.freeman.9461
Jeremy Laynor is a senior vice president of global sales for Providence Medical Technology, a medical device company that focuses on treatments for degenerative spine disease, specifically cervical spine disease. With 22 years of experience in the commercial side of early, mid-stage, and large established businesses, Laynor began his career in Major League Soccer and then ventured into sports marketing before joining a large Fortune 16 company, Cardinal Health, to work in medical sales and field management for six years. He then moved on to work in early stage medtech startups, with one stint in software sales with a startup called Fat Cloud. In recent years, he has returned to medical sales and now advises individuals on career progression and sales techniques based on his extensive experience. He is also the author of a book about how basketball principles apply to the business world called "Point Guard Sales Leadership."
Episode Summary:
- Keys to success in sales, including learning from mentors, networking, and effective communication.
- Importance of finding a mentor who is already successful in the area you want to pursue. They share a personal anecdote about one host who wanted to move into a different type of sales role and found an older colleague to mentor him. By learning from the mentor and accompanying him on sales calls, he gained experience and built relationships that eventually led to a promotion.
- Taking on responsibilities of the desired role, seeking opportunities to act like the desired role, and developing the mindset and skills needed for the role.
- The importance of social media, specifically LinkedIn, for networking and generating leads.
- The evolving nature of pipeline building in a post-pandemic world. T
You can connect with Jeremy through linkedin: linkedin.com/in/jeremy-laynor22
Enter our monthly drawing for an insulated High Tech Freedom tumbler - www.hightechfreedom.com/mug
Host Contact Information - Chris Freeman
LinkedIn - http://linkedin.com/in/chrisfreeman
Facebook - https://www.facebook.com/chris.freeman.9461
How do you quickly do your account research before a meeting?
In today’s episode we talk about the need to build a checklist so you can go fast!
In addition, we cover topics that include:
- Customer’s target market
- Information on how they are competing and where they are getting beat
- What makes them unique?
- Look at the company’s Twitter account.
- Read their press releases
- Competitors press releases.
- The company’s blog is a great way to get real time insight vs. what they post on their website.
- Don’t forget to search your own internal CRM.
- Search for 3rd party reports
Enter our monthly drawing for an insulated High Tech Freedom tumbler - www.hightechfreedom.com/mug
Host Contact Information - Chris Freeman
LinkedIn - http://linkedin.com/in/chrisfreeman
Facebook - https://www.facebook.com/chris.freeman.9461
BIO: Aaron Cullip is the head of tax research for Walters Klure, where he oversees tax and accounting software for the US and Canada. His area of expertise lies in providing a web-based tax research subscription service and ensuring firms and corporations have access to state and federal laws and codes, as well as Canadian rules and regulations around tax filing. With a background in technical software solutions, Aaron now focuses solely on the tax research side of the company. In addition to his full-time job, he also teaches business negotiations at Clemson University's graduate program.
Episode Summary:
- Keeping a professional journal
- Focus on relationship-based sales
- Common interview issues
- Being vulnerable and authentic in interviews
- Boardroom presence as an essential quality
- Importance of being transformational in sales
- Being transformational instead of transactional
You can connect with Aaron through linkedin:linkedin.com/in/aaron-david-cullip-7a6b46191
Enter our monthly drawing for an insulated High Tech Freedom tumbler - www.hightechfreedom.com/mug
Host Contact Information - Chris Freeman
LinkedIn - http://linkedin.com/in/chrisfreeman
Facebook - https://www.facebook.com/chris.freeman.9461
In this episode we talk about how you can improve and enhance your virtual sales meeting so that you can build more pipeline and sell more!
Topics include:
- Preparation tips
- Addressing tools to avoid delays
- Tipis to use chat to keep the customer engaged
- How to get your customer to turn on video
- Recording and editing out video clips for follow up
- Leveraging breakout rooms to separate leadership from the tech team
Enter our monthly drawing for an insulated High Tech Freedom tumbler - www.hightechfreedom.com/mug
Host Contact Information - Chris Freeman
LinkedIn - http://linkedin.com/in/chrisfreeman
Facebook - https://www.facebook.com/chris.freeman.9461
Bio: Peter Steube started his career in sales on Wall Street, where he created community events to share information with customers. He then evolved his career to focus on the tech industry, running a research business where he interviewed IT professionals and founders of tech companies. He ultimately joined Gartner, where he is now building out the Gartner peer community, which aims to provide a networking experience that combines industry groups with social media platforms.
Topics covered:
-
The importance of cooperation over competition in the world
-
Prioritizing learning from each other and creating a safe space for it on the community platform
-
The effectiveness of the platform for getting fast answers for precise and specific questions
-
The power of instant feedback from a peer group and input from people outside of one's close circle for formulating a thesis or gut checking ideas
-
Overview of the Gartner community platform and its features for verified users
-
The evolving nature of sales as a role, requiring creativity and storytelling for success
-
The speaker's background in sales and community building
-
The importance of storytelling for salespeople
You can connect with Peter through linkedin: linkedin.com/in/petersteube
Enter our monthly drawing for an insulated High Tech Freedom tumbler - www.hightechfreedom.com/mug
Host Contact Information - Chris Freeman
LinkedIn - http://linkedin.com/in/chrisfreeman
Facebook - https://www.facebook.com/chris.freeman.9461
We cover:
- Why spend time trying to uncover the personal pain of your customer contacts?
- How can you uncover personal pain and some example questions to ask.
We touch on topics that include:
- Motivation
- Competition
- Building long-term sales relationships
- Using your own CRM
- Thoughtful follow up
Enter our monthly drawing for an insulated High Tech Freedom tumbler - www.hightechfreedom.com/mug
Host Contact Information - Chris Freeman
LinkedIn - http://linkedin.com/in/chrisfreeman
Facebook - https://www.facebook.com/chris.freeman.9461
Chris White graduated from college in the early 90s as an IT professional and spent 15 years as an IT consultant in enterprise architecture. Feeling miserable in his job, Chris discovered sales and specifically presales as a sales engineer. He became the number one sales engineer within his organization and later became a manager, creating training for his team and turning things around. He then took an account executive role for several years before finding his passion in coaching and teaching in sales enablement. Chris published a book in 2019, which soon became required reading for new hires at Salesforce.
Key Takeaways:
- The importance of personalizing demos to the audience's needs.
- The partnership between AEs and SEs in approaching sales deals.
- The significance of mutual understanding and empathy between sales counterparts.
- The importance of focusing on demonstrating outcomes and solutions, not just presenting a product.
- The significance of balancing efficiency and effectiveness in the sales process.
You can connect with Chris through linkedin:linkedin.com/in/chris-white-six-habits
The Six Habits of Highly Effective Sales Engineers Booi - https://a.co/d/doaOxnw
Enter our monthly drawing for an insulated High Tech Freedom tumbler - www.hightechfreedom.com/mug
Host Contact Information - Chris Freeman
LinkedIn - http://linkedin.com/in/chrisfreeman
Facebook - https://www.facebook.com/chris.freeman.9461
What is latent pain?
What is real pain?
Why do they matter?
- Why does finding latent pain in the sales matter?
- Some strategies to find latent pain.
- How to bridge the gap between latent pain and real pain.
We also cover the incredible advantages to the sales professional.
Enter our monthly drawing for an insulated High Tech Freedom tumbler - www.hightechfreedom.com/mug
Host Contact Information - Chris Freeman
LinkedIn - http://linkedin.com/in/chrisfreeman
Facebook - https://www.facebook.com/chris.freeman.9461
Guest Bio: Jason Forest is a sales guru who wants to make selling the most honorable profession in the world. He believes that most salespeople don't choose sales as their plan A career due to the lack of education in professional selling. This, coupled with the bad reputation some salespeople have, has created a negative perception of the profession. Jason Forest wants to change this by teaching salespeople how to be truly great and by focusing on their mindset, process, and language. He wants salespeople to earn the respect they deserve by being the best trained and the most professional in their field. Jason Forest's ultimate goal is to ignite the pride, purpose, and respect of professional selling.
Topics include:
- Fear in Sales
- Sales leashes & NLP
- Sales as a Profession
- Warrior Selling
- Reluctance and fear are highly contagious
You can connect with Jason through linkedin: linkedin.com/in/jasonforrest
Enter our monthly drawing for an insulated High Tech Freedom tumbler - www.hightechfreedom.com/mug
Host Contact Information - Chris Freeman
LinkedIn - http://linkedin.com/in/chrisfreeman
Facebook - https://www.facebook.com/chris.freeman.9461
Episode Summary
Incremental Changes and Personal Growth
-
Emphasizes the importance of monitoring one's progress in achieving a high say to do ratio
-
Invites listeners to share their experiences and thoughts on the topic or recommend others who excel in this area
Networking and Personal Branding
-
Starting with small commitments and building up the habit of networking can lead to bigger opportunities
-
Personal brands and reputations are built over time and are based on past behavior and ability to consistently fulfill commitments
-
Sales professionals often focus on deals and performance, but personal brand is important for future opportunities
Reflecting on Past Commitments and Building Accountability
-
Poor time management, overcommitment, or resource issues may have contributed to missed commitments
-
Reflecting on these factors can help individuals make more accurate commitments in the future
Delivering on Promises and Building Reputation
-
Small incremental improvements and deliverables add up over time
-
Our actions or the lack thereof leave a lasting impression on others and influence how they perceive us
Enter our monthly drawing for an insulated High Tech Freedom tumbler - www.hightechfreedom.com/mug
Host Contact Information - Chris Freeman
LinkedIn - http://linkedin.com/in/chrisfreeman
Facebook - https://www.facebook.com/chris.freeman.9461
Michael shared Interesting story of going from an account to a sales rep, which was an intentional progression for him.
In this episode, we discussed:
- Talked about being authentic with your sales approach and how that plays out in your sales process.
- Examples of being vulnerable with your clients and how that lowers the customer’s sales barrier
- How customer decision making is not in your control
- How to rely on your sales process when you don’t have control of the customer’s process
- Bad experience selling jewelry
- The zone of resistance
You can connect with Michael through linkedin: linkedin.com/in/michaelhammelburger
Enter our monthly drawing for an insulated High Tech Freedom tumbler - www.hightechfreedom.com/mug
Host Contact Information - Chris Freeman
LinkedIn - http://linkedin.com/in/chrisfreeman
Facebook - https://www.facebook.com/chris.freeman.9461
Introduction:
- Recap of the poll question on whether sales reps should work over the weekend.
- Introduction to the topic and its alignment with Episode 107, "Slow Down Does not Mean Stop."
- Highlighting the importance of flexibility and upside through commissions in sales.
Exploring the Weekend Work Question:
- Discussing the behavior of top performers who go the extra mile by working when others are not willing to.
- Considering the factors of urgency, deal priority, and planning when deciding to work over the weekend.
- Emphasizing the love for weekends and personal activities as a means of recharging.
Differentiating Between Types of Weekend Work:
- Explaining the despised work over the weekend, which often consists of administrative tasks that were procrastinated during the week.
- Describing the enjoyable work done over the weekend when actively pursuing deals and presentations, fueled by passion and the desire to succeed.
Harnessing the Weekend for Strategic Thinking:
- Recognizing the weekend as a time for harnessing free thinking and visualizing potential outcomes.
- Highlighting the difficulty of finding dedicated planning time during the weekdays due to day-to-day activities.
- Encouraging the use of weekends for updating opportunity plans, exploring ideas with contacts, and conducting additional research.
The Mindset of Top Performers:
- Clarifying that top sales professionals work over the weekend out of hunger, passion, and a determination to win.
- Stressing the importance of hard work in achieving success and how it impacts future weekends.
Call-to-Action and Conclusion:
- Inviting listeners to share their thoughts and comments on the topic through DM or email.
- Extending an invitation for potential guests to be on the show.
- Closing with a reminder to make the upcoming week the best one yet.
Enter our monthly drawing for an insulated High Tech Freedom tumbler - www.hightechfreedom.com/mug
Host Contact Information - Chris Freeman
LinkedIn - http://linkedin.com/in/chrisfreeman
Facebook - https://www.facebook.com/chris.freeman.9461
Sebastian is a Sr. Level Technology Sales Management Executive with a proven record of achievement in leading organizations to unprecedented growth.
In this episode we discuss:
- Lessons learned making the move from BDR to field sales
- Lessons learned when making that initial move from field sales to sales manager
- Finding motivation through recognizing the small wins
- Tips for building more pipeline
You can connect with Sebastian through linkedin: linkedin.com/in/sebastianestades
Enter our monthly drawing for an insulated High Tech Freedom tumbler - www.hightechfreedom.com/mug
Host Contact Information - Chris Freeman
LinkedIn - http://linkedin.com/in/chrisfreeman
Facebook - https://www.facebook.com/chris.freeman.9461
Are you falling into the trap of “Slowing down to smell the roses”?
Everyone is saying that we need to slow down, find your why, and find your purpose.
What they are not saying is to stop.
In this episode we share a few thoughts on slowing down from 100% to 70% to prepare for upcoming risks or needed changes in your business.
The top earners have not forgotten one of the foundational keys to crushing it in sales.
Enter our monthly drawing for an insulated High Tech Freedom tumbler - www.hightechfreedom.com/mug
Host Contact Information - Chris Freeman
LinkedIn - http://linkedin.com/in/chrisfreeman
Facebook - https://www.facebook.com/chris.freeman.9461
In 2005-2006 Nate was deployed to Kuwait, a 1st Lt in the US Army. Charged with the responsibility and leadership of over 40 men for over 15 months thousands of miles from home.
He came back home to his wife and their dog after a successful deployment and what he thought of himself as a Championship Leader. Not exuding the qualities or characteristics of a Championship Leader at all as he tried to assimilate back into his marriage and career back home as a civilian.
Today it is of utmost importance that he lives what he teaches and preaches to others at the highest level. That he set and be the standard that others strive for in all areas of his life. I've done that first and foremost through extreme performance in my body.
You can connect with Nate through linkedin: linkedin.com/in/coachnatebailey
Enter our monthly drawing for an insulated High Tech Freedom tumbler - www.hightechfreedom.com/mug
Host Contact Information - Chris Freeman
LinkedIn - http://linkedin.com/in/chrisfreeman
Facebook - https://www.facebook.com/chris.freeman.9461
In this episode we talk about why you should do it and then some tips on how to do it.
Why should you go around your main contact in the sales process?
- A simple reason why is that there are on average 10+ people with influence over your deal. If not you, who is influencing those 10 people? This is based on a Gartner study back in 2020.
- There are other groups or stakeholders that could be impacted by your offering.
- They will not represent your solution with the same depth and justification.
- Competing priorities – Your main contact may have your solution as his #1 priority, but someone above them will have different priorities.
How do you effectively go around your main contact?
- Make your primary contact the hero.
- Communicate with your main contact on WHY you need to expand your contacts.
- Report back to your main contact
Enter our monthly drawing for an insulated High Tech Freedom tumbler - www.hightechfreedom.com/mug
Host Contact Information - Chris Freeman
LinkedIn - http://linkedin.com/in/chrisfreeman
Facebook - https://www.facebook.com/chris.freeman.9461
With over 17 years of sales experience as a top producer across various industries, Keeley has conquered nearly every obstacle imaginable as she implemented her custom sales process that grew an international organization’s revenues from $40M to over $220M in less than 4 years.
As a sales coach and business strategist, Keeley helps her clients confidently close more deals to achieve consistent income and rapid growth. Her proprietary sales strategies help business owners learn how to have intentional and authentic conversations that convert and win!
You can connect with Keeley through linkedin: linkedin.com/in/keeleyhubbard
Enter our monthly drawing for an insulated High Tech Freedom tumbler - www.hightechfreedom.com/mug
Host Contact Information - Chris Freeman
LinkedIn - http://linkedin.com/in/chrisfreeman
Facebook - https://www.facebook.com/chris.freeman.9461
As a high performing sales rep, why in the world would you want to take 2-3 days out of the field to attend your national or global sales conference?
I have shifted my thoughts on this over the last few years, especially after the pandemic and attending a few virtual sales conferences.
If you are going to go, and you really don’t have a choice, how can you maximize your time to actually grow your business?
In this episode we touch on three ways that include:
- Corporate resources
- Other top sales professionals
- Execute some strategic planning
Check out the full episode for some examples of productive ways to maximize your sales conference time.
Enter our monthly drawing for an insulated High Tech Freedom tumbler - www.hightechfreedom.com/mug
Host Contact Information - Chris Freeman
LinkedIn - http://linkedin.com/in/chrisfreeman
Facebook - https://www.facebook.com/chris.freeman.9461
Fabiana has 18 years of experience in all aspects of field marketing, marketing operations, demand generation, and business development. She is currently the Director, Enterprise Marketing at Pure Storage.
In this episode, Fabiana touches on:
- How top sales professionals utilize field marketing
- Events & activities that are driving high-level executive engagement
- How field marketing activities should be utilized later in a sales cycle
You can connect with Fabiana through linkedin: linkedin.com/in/fabianacarpio
Enter our monthly drawing for an insulated High Tech Freedom tumbler - www.hightechfreedom.com/mug
Host Contact Information - Chris Freeman
LinkedIn - http://linkedin.com/in/chrisfreeman
Facebook - https://www.facebook.com/chris.freeman.9461
What’s holding you back to success in sales? Are you holding yourself back from incredible sales success?
Have you ever said that you were too young, too old, not smart enough, not enough experience, not enough industry knowledge, fear of rejection, or insert any other excuse?
In this episode we share two tips to get over the beliefs that may be holding you back.
Enter our monthly drawing for an insulated High Tech Freedom tumbler - www.hightechfreedom.com/mug
Host Contact Information - Chris Freeman
LinkedIn - http://linkedin.com/in/chrisfreeman
Facebook - https://www.facebook.com/chris.freeman.9461
After founding and running his own company for 15 years with a successful exit, Jason Guppy continued to advise and consult on Enterprise Performance Management (EPM) projects for another 8 years.
Jason has recently made the jump to a sales role as a reseller for EPM software. While Jason has 20+ years of business experience, he is in the early stages of selling and shares some valuable lessons learned.
In this episode, we discuss:
- His journey into sales
- His first deal that he was working on
- A few mistakes he made when preparing for a critical demo
You can connect with Jason through linkedin: https://www.linkedin.com/in/jason-guppy-9070b25
Enter our monthly drawing for an insulated High Tech Freedom tumbler - www.hightechfreedom.com/mug
What does Freedom mean to you?
Check out our webinar:
“How Top Sales Pros Create Passive Income & Achieve Financial Freedom With Hands-Off Real Estate Investing”
Host Contact Information - Chris Freeman
LinkedIn - http://linkedin.com/in/chrisfreeman
Facebook - https://www.facebook.com/chris.freeman.9461
Have you been impacted at your job?
Are you looking for your next career move?
In this episode, we cover 5 tips to help with your next job pursuit.
Topics include:
- Working with the recruiter
- Preparing your questions
- Prepare examples
- Support your achievement claims
- Meeting recap
Would you like to be a guest on the podcast?
Book a quick call. https://calendly.com/freeman-ppp/15-minute-virtual-coffee
Enter our monthly drawing for an insulated High Tech Freedom tumbler - www.hightechfreedom.com/mug
Host Contact Information - Chris Freeman
LinkedIn - http://linkedin.com/in/chrisfreeman
Facebook - https://www.facebook.com/chris.freeman.9461
After spending 20 plus years selling enterprise software, Brian is now working with leadership teams he helps create and dominate their market segments. Brian’s approach is based on an exhaustive study of hundreds of eight, seven and six-figure deals across several industries and geographies; what he discovered is that the majority of salespeople are Selling Backwards.
Selling Backwards means that the focus is on the outside of the prospect looking in. Instead of obsessing on messaging, positioning, presentations, demonstrations and closing, what is really effective is matching the selling process with the prospect's decision process.
What we have found is that the salespeople that still embrace the old-school dogma of relying on relationships, one-on-one selling skills and aggressively pushing their prospects are as obsolete as palm pilots. What he teaches is what is going on inside the prospect's organization and how they make product selections.
You can connect with Brian through linkedin: linkedin.com/in/brianburns
Enter our monthly drawing for an insulated High Tech Freedom tumbler - www.hightechfreedom.com/mug
What does Freedom mean to you?
Check out our webinar:
“How Top Sales Pros Create Passive Income & Achieve Financial Freedom With Hands-Off Real Estate Investing”
Host Contact Information - Chris Freeman
LinkedIn - http://linkedin.com/in/chrisfreeman
Facebook - https://www.facebook.com/chris.freeman.9461
What is a sales success binder?
It is a way to organize all my accomplishments and achievements over a career.
As you progress in your sales career, you will no doubt have milestones, successes, special moments when all the hard work and the grind of sales pays off.
Why do it?
- Support your success claims when interviewing for a job
- Walk down memory lane
- Remind yourself that you have been there when struggling with short-term challenges.
Enter our monthly drawing for an insulated High Tech Freedom tumbler - www.hightechfreedom.com/mug
Book a 15 minute call with Chris. 15 Minute Call With Chris Freeman - Chris Freemancalendly.com
Host Contact Information - Chris Freeman
LinkedIn - http://linkedin.com/in/chrisfreeman
Facebook - https://www.facebook.com/chris.freeman.9461
Marcus Chan is the Founder of Venli Consulting Group. He helps Account Executives sell and earn $100,000+ MORE each year through his coaching and training programs. Marcus is an official member on the Forbes Business Council and has also been featured in Forbes, Yahoo! Finance, MarketWatch, and more. He has also been named as one of the top sales experts to follow by Salesforce and LinkedIn. Most recently he wrote a Wall Street Journal, USA Today, and #1 Amazon Best Selling Book.
Prior to this, Marcus was in Corporate America for 14+ years. In that time, he worked for two Fortune 500 organizations and was promoted 10X in 10 years with them. He has won countless awards and has been ranked in the top percentile every single year. In his last role, he led one of the top sales regions in the company with over 110 employees. Marcus lives in Portland, OR with his wife, Sara, and son, Roman.
In this episode we cover:
- How effort & execution impacts our income.
- The power of small incremental changes in your sales approach.
- What the top reps do differently
You can connect with Marcus through linkedin: linkedin.com/in/marcuschanmba
Enter our monthly drawing for an insulated High Tech Freedom tumbler - www.hightechfreedom.com/mug
What does Freedom mean to you?
Check out our webinar:
“How Top Sales Pros Create Passive Income & Achieve Financial Freedom With Hands-Off Real Estate Investing”
Host Contact Information - Chris Freeman
LinkedIn - http://linkedin.com/in/chrisfreeman
Facebook - https://www.facebook.com/chris.freeman.9461
Are trade shows a waste of time?
As we enter the spring, there has always been a ramp of industry trade shows.
Could your time be better spent elsewhere?
That is the question you should always be asking yourself when planning out your day and week. Your sales time is the most valuable thing you can control during the week.
In this episode, we discuss the following:
- Why trade shows still have a place in your account or territory development.
- How to maximize your time at an event.
- Will the event generate $5-10k in future commissions?
- Fill you calendar while at the show.
Enter our monthly drawing for an insulated High Tech Freedom tumbler - www.hightechfreedom.com/mug
Host Contact Information - Chris Freeman
LinkedIn - http://linkedin.com/in/chrisfreeman
Facebook - https://www.facebook.com/chris.freeman.9461
Have you lost your sales job during one of the many layoffs?
Are you wanting to get ahead of the next change?
If you plan to speak with a recruiter, listen to this episode for some best practices with Sally Williams.
Sally Williams has been a Senior Recruiter with Boly:Welch for 18 years. As she works with companies candidates, she has seen many examples of where candidates have missed golden opportunities.
You can connect with Sally through linkedin: linkedin.com/in/salmwilliams
Enter our monthly drawing for an insulated High Tech Freedom tumbler - www.hightechfreedom.com/mug
What does Freedom mean to you?
Check out our webinar:
“How Top Sales Pros Create Passive Income & Achieve Financial Freedom With Hands-Off Real Estate Investing”
Host Contact Information - Chris Freeman
LinkedIn - http://linkedin.com/in/chrisfreeman
Facebook - https://www.facebook.com/chris.freeman.9461
What to do during a recession?
As a sales professional selling during a downturn, you might have to navigate some challenges.
If you have not sold during a full out major downturn or recession, you may be feeling anxious, nervous, or uncertain.
In every recession, there are winning and losing businesses. There are businesses that are able to take advantage of a downturn. You may have to pivot your territory plan and adjust some of your targets.
Lessons from this episode:
- Pivot within your account or pivot to other accounts less impacted. A recession does not mean that the economy stops operating all together!
- Focus on what you can control
- Use this as an opportunity to build a future pipeline by building new relationships.
Enter our monthly drawing for an insulated High Tech Freedom tumbler - www.hightechfreedom.com/mug
Book a 15 minute call with Chris. 15 Minute Call With Chris Freeman - Chris Freemancalendly.comHost Contact Information - Chris Freeman
LinkedIn - http://linkedin.com/in/chrisfreeman
Facebook - https://www.facebook.com/chris.freeman.9461
Samantha did volunteer work at an orphanage in Ghana for a few months in 2013 which led her to her first sales related job at a non-profit at UJA-Federation of New York, a 150M fundraising campaign that serves the New York community. She attributes her experience in fundraising (cold calling non stop to get donations, and putting on fundraising events) to giving her a leg up when moving to the for-profit world in the capacity of a quota-driven CSM role (aggressive upsell targets + renewal targets). She still gives back to the orphanage she lived at, UJA, and she volunteers locally in Denver, CO with other Airbnb hosts (Food Bank of the Rockies).
She made my first real estate investment last year on a home in Denver, CO, and became an Airbnb host to give herself and her husband more financial freedom and flexibility to earn income while they travel for work and pleasure, and while they are on the road to have an additional revenue stream. They hope this is the first of many real estate investments they make.
You can connect with Samantha through linkedin: linkedin.com/in/samanthablum
Enter our monthly drawing for an insulated High Tech Freedom tumbler - www.hightechfreedom.com/mug
What does Freedom mean to you?
Check out our webinar:
“How Top Sales Pros Create Passive Income & Achieve Financial Freedom With Hands-Off Real Estate Investing”
Book a 15 minute call with Chris. 15 Minute Call With Chris Freeman - Chris Freemancalendly.comHost Contact Information - Chris Freeman
LinkedIn - http://linkedin.com/in/chrisfreeman
Facebook - https://www.facebook.com/chris.freeman.9461
Just received your quota and you are not happy?
You have two options:
- Spend hours talking with peers and complaining to your manager.
- Develop an adjusted plan and then communicate the plan to your manager
This episode covers some reasons why developing a plan and communicating the plan to your manager can help elevate your career.
Enter our monthly drawing for an insulated High Tech Freedom tumbler - www.hightechfreedom.com/mug
Book a 15 minute call with Chris. 15 Minute Call With Chris Freeman - Chris Freemancalendly.com
Host Contact Information - Chris Freeman
LinkedIn - http://linkedin.com/in/chrisfreeman
Facebook - https://www.facebook.com/chris.freeman.9461
Rene Grahales has had a very successful career leading very large sales teams and ultimately a Billion dollar sales organization. He moved up the sales ranks at Iron Mountain and ran multiple N American teams. He ended up taking on a role running sales at Staples during a time of great turmoil - Failed merger with Office Depot, horrible morale, and sales dropping. Over 4 years, Rene and team turned it sound and got sales back to double digit growth - Which is very impressive considering that you have Amazon continuing to take share of everything.
Rene is now the President & COO of a locally owned property management service in Fort Lauderdale coupled with the marketing power of digital technology platform and international backbone of over 3,000 vacation properties managed in over 125 destinations. They give vacation rental owners more money, time and attention.
You can connect with Rene through linkedin:linkedin.com/in/renegrajales
What does Freedom mean to you?
Check out our webinar:
“How Top Sales Pros Create Passive Income & Achieve Financial Freedom With Hands-Off Real Estate Investing”
Book a 15 minute call with Chris. 15 Minute Call With Chris Freeman - Chris Freemancalendly.comHost Contact Information - Chris Freeman
- LinkedIn - http://linkedin.com/in/chrisfreeman
- High Tech Freedom LinkedIn Newsletter - Subscribe on LinkedIn https://www.linkedin.com/build-relation/newsletter-follow?entityUrn=7031832426368684032
Facebook - https://www.facebook.com/chris.freeman.9461
Have you ever been or currently stuck in a sales rut?
Do you feel like you are going through the motions, coming up a little short of plan or forecast?
Sales is a tough profession because if you are out there hustling and working it every day, you are going to face a large percentage of rejection and disappointment. That’s a big part of your day!
This is a short conversation about how to get out of that sales rut!
Enter our monthly drawing for an insulated High Tech Freedom tumbler - www.hightechfreedom.com/mug
Book a 15 minute call with Chris. 15 Minute Call With Chris Freeman - Chris Freemancalendly.com
Host Contact Information - Chris Freeman
LinkedIn - http://linkedin.com/in/chrisfreeman
Facebook - https://www.facebook.com/chris.freeman.9461
Nick plays a large role in selling the company and our capabilities as the technical expert in many opportunities (or at least I did that as my primary role as a Sales Engineer for the majority of my career). However, leading a team of 80+ across the US and internationally at this point, he is responsible for supporting the business units beyond technical but nearly anything pre-sales related.
His goal in everything he does is to make a positive impact. When he is at work, he is giving it his all to help drive his company's success. When he is on the football field or basketball court, he pushes himself and his team to do better. He feels that there is always room for improvement and he is constantly trying to better prepare himself and those around him for the next challenge.
You can connect with Nick through linkedin: linkedin.com/in/nickmitchell
Enter our monthly drawing for an insulated High Tech Freedom tumbler - www.hightechfreedom.com/mug
What does Freedom mean to you?
Check out our webinar:
“How Top Sales Pros Create Passive Income & Achieve Financial Freedom With Hands-Off Real Estate Investing”
Book a 15 minute call with Chris. 15 Minute Call With Chris Freeman - Chris Freemancalendly.comHost Contact Information - Chris Freeman
- LinkedIn - http://linkedin.com/in/chrisfreeman
- High Tech Freedom LinkedIn Newsletter - Subscribe on LinkedIn https://www.linkedin.com/build-relation/newsletter-follow?entityUrn=7031832426368684032
Facebook - https://www.facebook.com/chris.freeman.9461
In any sales engagement, there are a few hurdles that you must get past.
- You need to build a relationship.
- You need to communicate some value of your product to their business and future outcomes
- You need to find the money
- You need to differentiate yourself from the competition.
Start to listen and take note of questions that you get from your customers and prospects. If you hear it a few times, write it down and record a response. There is a high probability that other customers may have the same question, but they have not actually asked it. How powerful is it to follow up with the customer and say, by the way, you did not ask this but it often comes up so I wanted to pass it along. Or you are responding to one, and you can share a couple others. One obvious fit for this is the more product or technical centric questions. Maybe you have a follow up response with a pre-recorded “How-to”. Each of your offerings are different, but guaranteed, there are common questions that come up. Build your database of the top 10, get organized on the naming and filing, and give it a try.
Enter our monthly drawing for an insulated High Tech Freedom tumbler - www.hightechfreedom.com/mug
Book a 15 minute call with Chris. 15 Minute Call With Chris Freeman - Chris Freemancalendly.comHost Contact Information - Chris Freeman
LinkedIn - http://linkedin.com/in/chrisfreeman
Facebook - https://www.facebook.com/chris.freeman.9461
Mark Hunter, CSP, is also known as "The Sales Hunter." Mark Hunter helps companies and salespeople find and retain better prospects they can close at full price.
Hunter accomplishes such through his keynote speaking, sales training, consulting services, and 3 best-selling books: A Mind for Sales, High-Profit Prospecting, and High-Profit Selling.
Delivering insights based on 30+ years of sales leadership experience, Mark Hunter's style–live and online–is perhaps one of the most memorable elements of his performances, being both high-energy and blunt. Hunter is known for challenging people and the sales myths they cling to. His message is not for the timid; it's for the organization that knows change is required and must happen now.
Recognized as a Top 50 Most Influential Sales and Marketing Leader, Hunter travels globally nearly 230 days per year, working with companies to help them grow their top-line sales and bottom-line profits. His keynotes and training workshops are centered on:
- Prospecting – Developing a prospecting strategy to allow you to attract better prospects you can close fast.
- Maximizing price – The art of avoiding the discount and getting full-price every time.
- Selling leadership – Showing sales teams and sales managers what it takes to be seen as a sales leader.
- Sales motivation – Preparing the salesperson to win.
You can connect with Mark through linkedin: linkedin.com/in/markhunter1975
Enter our monthly drawing for an insulated High Tech Freedom tumbler - www.hightechfreedom.com/mug
What does Freedom mean to you?
Check out our webinar:
“How Top Sales Pros Create Passive Income & Achieve Financial Freedom With Hands-Off Real Estate Investing”
Book a 15 minute call with Chris. 15 Minute Call With Chris Freeman - Chris Freemancalendly.comHost Contact Information - Chris Freeman
LinkedIn - http://linkedin.com/in/chrisfreeman
Facebook - https://www.facebook.com/chris.freeman.9461
As a sales pro, are you innovating?
Are you thinking outside of the box?
We all know that the best ideas come from the field and not the ivory tower of executive leadership!
Why do you think your manager is always coming to you with new ideas? In some cases, they may be neurotic, maybe micromanaging you. In many cases, they are just trying to innovate. They are trying to do things better, get ahead of competition, get ahead of trends, and get ahead of their own manager!
How do you innovate?
It’s not complicated, but it takes just a little bit of time to slow down and look at your business.
How could you work differently?
How are your customers behaving differently?
How are they responding to some of your offers?
How are you or they communicating?
Enter our monthly drawing for an insulated High Tech Freedom tumbler - www.hightechfreedom.com/mug
What does Freedom mean to you?
Check out our webinar:
“How Top Sales Pros Create Passive Income & Achieve Financial Freedom With Hands-Off Real Estate Investing”
Book a 15 minute call with Chris. 15 Minute Call With Chris Freeman - Chris Freemancalendly.comHost Contact Information - Chris Freeman
LinkedIn - http://linkedin.com/in/chrisfreeman
Facebook - https://www.facebook.com/chris.freeman.9461
Marissa Schmidt has a long track record of product management and product management leadership with companies like Bay Networks, Nortel, and Citrix.
We get into how top sales professionals engage and leverage the product management team to accelerate and grow sales.
She has relentless optimism while balancing what's right for the business and being customer-oriented. She has a strong work ethic and the ability to work with cross functional teams. Her specialties in the Product Line Management field are relationship building with partners and customers, data networking - Ethernet switching, routing and load balancing (Application Delivery Controller market) and Web Application Firewall.
You can connect with Marissa through linkedin: linkedin.com/in/marissaschmidt
Enter our monthly drawing for an insulated High Tech Freedom tumbler - www.hightechfreedom.com/mug
Book a 15 minute call with Chris. 15 Minute Call With Chris Freeman - Chris Freemancalendly.comHost Contact Information - Chris Freeman
LinkedIn - http://linkedin.com/in/chrisfreeman
Facebook - https://www.facebook.com/chris.freeman.9461
Why in the world would you want to create an extra administrative task as a seller?
I probably worked for about 15 years before I went into a company where everyone did a weekly report. It was part of the culture for all departments. For sales, AM did one up to their manager, managers did one to their directors, and directors up to their VP.
Was it a pain in the but? Definitely, there were some weeks where I was busy. My style is if I am going to do something, I need to do it well. I couldn’t just half ass the work.
I learned a very interesting lesson over the years doing this.
- It forced me to slow down once a week and reflect on my business.
- It forced me to slow down and think and assess my upcoming week.
- Writing down your forecast and forecast construction once a week just keeps things top of mind.
- Helped highlight where I need help or where there is a challenge and made it easier for my manager to have visibility on this.
What to include?
Upcoming week
- Start with your forecast or quota, how much have you sold, % of forecast
- What are your big rocks for the week? These are the 1-3 things that if you get them done, they will have an impact on your business. BTW - I’ve been doing this for years in my planner and it helps ground me when looking at my daily tasks.
- Important meetings for the week
- Depending on your business, what is forecasted to close this week.
Prior Week
- What did you do on the big rocks last week?
- Outcomes of key meetings?’
- What deals closed? In reality, your manager already knows this one as they are probably staring at the CRM/forecasting tool
- What new pipeline or opportunities did you create?
- Things management should know.
Enter our monthly drawing for an insulated High Tech Freedom tumbler - www.hightechfreedom.com/mug
What does Freedom mean to you?
Check out our webinar:
“How Top Sales Pros Create Passive Income & Achieve Financial Freedom With Hands-Off Real Estate Investing”
Book a 15 minute call with Chris. 15 Minute Call With Chris Freeman - Chris Freemancalendly.comHost Contact Information - Chris Freeman
LinkedIn - http://linkedin.com/in/chrisfreeman
Facebook - https://www.facebook.com/chris.freeman.9461
Andrew Plato is an experienced CEO, founder, entrepreneur, and cybersecurity expert. In 1995 Andrew founded one of the first companies dedicated to information security, Anitian. While CEO of Anitian, Andrew was a pioneer in network security, risk management, and compliance practices.
This culminated in 2016 with the invention of an automated platform that dramatically accelerated the deployment and configuration of security in cloud environments. Andrew secured venture-backed funding for this technology and led the company through rapid growth. During this time Andrew also cultivated lucrative strategic partnerships with leading security and cloud companies such as AWS, Microsoft Azure, Trend Micro, Sysdig, Elastic, Qualys, and Sentinel One.
Andrew is currently the CEO/Founder of Zenaciti (www.zenaciti.com) which provides security and cloud advisory services to investors and leaders worldwide. Andrew is a prolific speaker, author, and industry analyst on matters of cybersecurity, compliance, and leadership.
You can connect with Andrew through linkedin: linkedin.com/in/andrewplato
Enter our monthly drawing for an insulated High Tech Freedom tumbler - www.hightechfreedom.com/mug
What does Freedom mean to you?
Check out our webinar:
“How Top Sales Pros Create Passive Income & Achieve Financial Freedom With Hands-Off Real Estate Investing”
Book a 15 minute call with Chris. 15 Minute Call With Chris Freeman - Chris Freemancalendly.comHost Contact Information - Chris Freeman
LinkedIn - http://linkedin.com/in/chrisfreeman
Facebook - https://www.facebook.com/chris.freeman.9461
Today’s episode discusses when you should take a job for less money.
I have two different perspectives on this. The early career rep vs. the more experienced rep.
Let’s first look at this from the perspective of someone that is in their first few years of a career. In reality, your starting pay may not be that much so slightly less should be insignificant.
If you are an early career rep, your focus should be more on the experience that you are getting and NOT the pay. When starting off, you are setting the foundation for your entire career. You can build a strong foundation or a weak one. If that base layer structure is poor, you could find yourself actually losing out on a lot more income than any pay increase in the early years.
Enter our monthly drawing for an insulated High Tech Freedom tumbler - www.hightechfreedom.com/mug
Book a 15 minute call with Chris. 15 Minute Call With Chris Freeman - Chris Freemancalendly.com
Host Contact Information - Chris Freeman
LinkedIn - http://linkedin.com/in/chrisfreeman
Facebook - https://www.facebook.com/chris.freeman.9461
Samuel has a highly successful career as a contact Center Artificial Intelligence pre-sales engineer for Avaya, Nuance, Talkdesk, and Avaamo . An award-winning AI engineer and high-performance sales producer thus, he was afforded numerous international travel opportunities for business. He acquired a global perspective, appreciation, and language skills from decades of working remotely for worldwide premier technology companies.
Outside his technical career, Samuel is an avid traveler who constantly looks to experience the fascinating elements of nature, art, culture, customs, people, language, food, religion, and literature. He has become an amateur photographer that enjoys capturing the essence of many breathtaking landscapes, amazing historical artifacts, and unique artworks. Writing poetry is one of Samuel’s greatest pleasures for written expression and pure relaxation. He considers himself a journeyman of life, taking the paths least taken for love, wisdom, and romance.
Check out the Link to his new book:
Therapy for the Heart: A collection of illustrated poems about love, relationships, inner struggles, and healing | Poetry collection with reflection journal prompts https://a.co/d/7nnDOob
You can connect with Samuel through linkedin: linkedin.com/in/samuel-golden-7279561
Book a 15 minute call with Chris. 15 Minute Call With Chris Freeman - Chris Freemancalendly.comHost Contact Information - Chris Freeman
LinkedIn - http://linkedin.com/in/chrisfreeman
Facebook - https://www.facebook.com/chris.freeman.9461
I don’t think so.
It is more challenging as a vehicle for communication than it was before.
A huge part of the issue 1) Volume and 2) Horrible emails with generic topics.
As a tech sales professional, whether you are selling software, hardware, or anything, e-mail should absolutely be a tool that you use as part of your selling process.
Go for quality. Do some research on the person, the company, the competitors. Have an opinion on their business, have an opinion on a possible problem they could be experiencing if they are like your other clients in that same industry or based on your research.
Book a 15 minute call with Chris. 15 Minute Call With Chris Freeman - Chris Freemancalendly.com
Host Contact Information - Chris Freeman
LinkedIn - http://linkedin.com/in/chrisfreeman
Facebook - https://www.facebook.com/chris.freeman.9461
Amit is results oriented business leader with progressive experience in Sales, alliances, client relationships, business development and delivery functions. Have handled roles and delivered results in areas of Infrastructure transformation, SI services, contact centers and voice technology areas.
He is a leader with global experience and managing teams across geographies driving order book and revenues and partner relationships.
One of his key strengths is to set up new businesses or regional operations and drive growth from a small base.
You can connect with Amit through linkedin: linkedin.com/in/amit-aggarwal-55a8901
Book a 15 minute call with Chris. 15 Minute Call With Chris Freeman - Chris Freemancalendly.com
Host Contact Information - Chris Freeman
LinkedIn - http://linkedin.com/in/chrisfreeman
Facebook - https://www.facebook.com/chris.freeman.9461
Why does this matter if you are a sales professional?
This is one of those areas that if you don’t take ownership of your personal development plan, no one else will. Gone are the days where you worked for a company for a lifetime that may have included a way to manage your overall career progression, personal development, and training.
That is not the world that you, a high tech sales professional, live in today. You will get plenty of training on your product and messaging, but be thankful for ANY sales and personal development training you get while working for a company.
Book a 15 minute call with Chris. 15 Minute Call With Chris Freeman - Chris Freemancalendly.com
Host Contact Information - Chris Freeman
LinkedIn - http://linkedin.com/in/chrisfreeman
Facebook - https://www.facebook.com/chris.freeman.9461
Scott Maurer is the Director of Business Development for Advanta IRA, a nationwide self-directed IRA administrator. Scott has worked for Advanta since 2006, helping thousands of people invest in alternative assets (mainly real estate) using their IRAs and old 401ks. Scott is a frequent speaker and lecturer on the topic of self-directed IRAs and has also appeared on many real estate and investment podcasts. Scott is also an attorney and a member of The Florida Bar, although he does not give legal advice to Advanta clients.
You can connect with Scott through linkedin: linkedin.com/in/scott-maurer-18998465
Book a 15 minute call with Chris. 15 Minute Call With Chris Freeman - Chris Freemancalendly.com
Host Contact Information - Chris Freeman
LinkedIn - http://linkedin.com/in/chrisfreeman
Facebook - https://www.facebook.com/chris.freeman.9461
It’s possible. Not all territories and account bases are equal.
I do generally challenge this idea or comment. Why is that?
1) Most of the reps that I have heard personally say this have not done deep level due diligence on their territory.
Most of the reps that have said this do not have a well-defined personal sales process.
This week I share some tips on how to handle a situation where you might have a territory that is a little out of balance (Nice way of saying your territory sucks).
Book a 15 minute call with Chris. 15 Minute Call With Chris Freeman - Chris Freemancalendly.com
Host Contact Information - Chris Freeman
LinkedIn - http://linkedin.com/in/chrisfreeman
Facebook - https://www.facebook.com/chris.freeman.9461
Darrell knows how to help businesses grow. Rolling up his sleeves, he works
behind the scenes with executives, sales leaders, and marketing professionals
to develop and execute revenue growth strategies. He knows what works and
what doesn’t, and he is sharing this information in his new best-selling book
Revenue Growth Engine: How To Align Marketing and Sales to Accelerate Growth.
Over the past 27 years, Darrell has been a leader in sales and marketing, giving
him a unique perspective on sales and marketing alignment. In sales, he has
trained over 1,000 salespeople and developed training programs for multiple
Fortune 500 companies. Since 2004, he has also led a marketing agency,
helping companies leverage the latest digital marketing strategies.
You can connect with Darrell through linkedin: linkedin.com/in/darrellamy
Book a 15 minute call with Chris. 15 Minute Call With Chris Freeman - Chris Freemancalendly.com
Host Contact Information - Chris Freeman
LinkedIn - http://linkedin.com/in/chrisfreeman
Facebook - https://www.facebook.com/chris.freeman.9461
Are you giving gifts that make an impact and are memorable to your customer?
Does your customer really want more swag, a bottle of wine, cookies, or chocolate?
I personally received two gifts that stand out that I remember this year.
One was a box of truffles from Harry and David. The only reason they really stand out is because they are an old Oregon brand, and they were also one of my very first big IT sales that led to my first $50k+ commission check. The sender had no idea about that.
The second was this quality wooden board, about 8x10, with the High Tech Freedom logo laser etched into the wood. It came with a simple stand that could hold the board. I absolutely love it!
Continue listening for some ideas on how you get up-level your customer gift giving.
Book a 15 minute call with Chris. 15 Minute Call With Chris Freeman - Chris Freemancalendly.com
Host Contact Information - Chris Freeman
LinkedIn - http://linkedin.com/in/chrisfreeman
Facebook - https://www.facebook.com/chris.freeman.9461
Trent Dressel has quickly moved up the ranks over the last four years starting as a college hire into the Sales Development Representative (SDR) role to a Senior Account Executive. While successfully selling in the SaaS space, Trent has also built a very popular YouTube channel with over 1 Million views!
In this episode, Trent not only shares some of the things he is doing to excel and grow, but he also covers some of the areas he is struggling with as a sales professional.
You can connect with Trent through linkedin:: linkedin.com/in/trentdressel
Enter our monthly drawing for an insulated High Tech Freedom tumbler - www.hightechfreedom.com/mug
What does Freedom mean to you?
Check out our webinar:
“How Top Sales Pros Create Passive Income & Achieve Financial Freedom With Hands-Off Real Estate Investing”
Host Contact Information - Chris Freeman
LinkedIn - http://linkedin.com/in/chrisfreeman
Facebook - https://www.facebook.com/chris.freeman.9461
How many times have you sent your meeting follow up and only one person responded?
It’s usually the manager, the higher ranked person, or the person that scheduled the meeting.
When you follow my process outlined in episode 49, you will usually get a response from the customer.
What frustrates me is that more people on the email chain are not involved in the response. It is easier to let someone else respond. I don’t know about you, but when I get an email that I am cc'd on, that’s an invitation to ignore!
Here is the hack.
Try sending your meeting follow-up to everyone from the meeting directly. There is something about receiving email directly that encourages a response. You are contacting them so there is an obligation to respond. LISTEN FOR THE REST OF THE HACK
Book a 15 minute call with Chris
What does Freedom mean to you?
Check out our webinar:
“How Top Sales Pros Create Passive Income & Achieve Financial Freedom With Hands-Off Real Estate Investing”
Host Contact Information - Chris Freeman
LinkedIn - http://linkedin.com/in/chrisfreeman
Facebook - https://www.facebook.com/chris.freeman.9461
Lee challenges executives to blast through the artificial barriers that impede their success. He is an entrepreneur, results-driven consultant, and dynamic keynote speaker. Clients say he has a gift for architecting sales success by helping them:
He is the bestselling, award-winning author of six books, including Sales Differentiation and Hire Right, Higher Profits. In September 2021, his sixth book, Sell Different!, was published by HarperCollins which presents all-new Sales Differentiation strategies to outsmart, outmaneuver, and outsell the competition. Sell Different! achieved bestseller status in the US and Canada, was ranked top new sales book around the world, and was a finalist for top sales book of 2021. He’s got another book in the works that’ll be published in September 2024 focused on discovery strategy.
You can connect with Lee through linkedin: linkedin.com/in/leesalz
What does Freedom mean to you?
Check out our webinar:
“How Top Sales Pros Create Passive Income & Achieve Financial Freedom With Hands-Off Real Estate Investing”
Host Contact Information - Chris Freeman
LinkedIn - http://linkedin.com/in/chrisfreeman
Facebook - https://www.facebook.com/chris.freeman.9461
What mistakes do people typically make when setting goals?
What 5 mistakes have I made when setting goals?
1) Set too many goals
2) Set goals on things I cannot control
3) Setting goals that don’t align with some bigger 5–10 year vision or objective
4) Did not review my goals each day
5) Not setting a reward or celebrating the achievement
Listen to the 2022 two-part series on goal setting (Each about 6 minutes) for additional ideas on how to achieve your goals.
Episode 7 - Resetting 2022 Goals
Episode 9 – How to achieve in 2022
Book a 15 minute call with Chris
What does Freedom mean to you?
Check out our webinar:
“How Top Sales Pros Create Passive Income & Achieve Financial Freedom With Hands-Off Real Estate Investing”
Host Contact Information - Chris Freeman
LinkedIn - http://linkedin.com/in/chrisfreeman
Facebook - https://www.facebook.com/chris.freeman.9461
How are you balancing your high demanding sales role, fitness, and nutrition?
My guest today shared a story about going from the best physically fit time in his life to the worst while absolutely crushing sales performance. As a result, we went deep into learning about nutrition, exercise and ended up having his best year while working less.
- Start with sleep
- Tips on maximizing your nutrition for high performance
- Building your fitness routine for you current state
You can connect with Bryan through linkedin: linkedin.com/in/bryanscudiere
What does Freedom mean to you?
Check out our webinar:
“How Top Sales Pros Create Passive Income & Achieve Financial Freedom With Hands-Off Real Estate Investing”
Host Contact Information - Chris Freeman
LinkedIn - http://linkedin.com/in/chrisfreeman
Facebook - https://www.facebook.com/chris.freeman.9461
A reflection from an interview earlier in the year. In this episode, I take 4 keys to success that one of my guests talked about, and I put my own opinion to each one.
While the 4 points may not be a surprise, spend the time to hear my personal examples and ideas.
- Pasion
- Focus
- Discipline
- Structure
To connect with Chris, please schedule a 15 minute introduction call.
https://calendly.com/freeman-ppp/15min
What does Freedom mean to you?
Check out our webinar:
“How Top Sales Pros Create Passive Income & Achieve Financial Freedom With Hands-Off Real Estate Investing”
Download our free eBook on “Passively Investing in Real Estate” by going to www.hightechfreedom.com
Host Contact Information - Chris Freeman
LinkedIn - http://linkedin.com/in/chrisfreeman
Facebook - https://www.facebook.com/chris.freeman.9461
Sean has done in-depth over 5,000 sales and marketing consulting engagements over his 30ish year career. Chances are if you are an executive that is facing a sales and marketing problem Sean has seen it before and can help you apply a solution within your specific organization and industry.
He has spent the last 27 years running a B2B sales and marketing consultancy helping executives of businesses grow and overcome sales and marketing barriers based on groundbreaking research in behavioral change. He's an author, speaker, and advisor for Small to Mid-Sized businesses from $5MM to $250MM. Sean helps larger companies through the firm FitzMartin. For those rapidly growing firms under 25FTEs, SeanMDoyle.com offers 1-2-1 executive coaching, a video training series, strategic insights, and leadership retreats. His vision, to change the way executives at small and mid-sized businesses think about and leverage marketing as a serious business tool.
You can connect with Sean through linkedin: linkedin.com/in/sean-m-doyle
What does Freedom mean to you?
Check out our webinar:
“How Top Sales Pros Create Passive Income & Achieve Financial Freedom With Hands-Off Real Estate Investing”
Host Contact Information - Chris Freeman
LinkedIn - http://linkedin.com/in/chrisfreeman
Facebook - https://www.facebook.com/chris.freeman.9461
Janae’s journey into sales leadership began in the military. Leading teams, quick decision-making, and excellent communication skills were just a few proficiencies she took away from her service and has allowed her to grow into the passionate leader she is today, with over 20+ years of sales and leadership experience.
Ultimately, she landed in the sales development program at Citrix where she spent the next 11 years. Today, she focuses heavily on DE&I and Veterans initiatives and increasing visibility and diversity in the workplace. She leads the Digital Sales Development team globally for IBM. Her goal and mission are to make a lasting impact on people’s lives and develop world-class talent across the organization.
You can connect with Janae through linkedin: linkedin.com/in/janae-bennett
What does Freedom mean to you?
Check out our webinar:
“How Top Sales Pros Create Passive Income & Achieve Financial Freedom With Hands-Off Real Estate Investing”
Download our free eBook on “Passively Investing in Real Estate” by going to www.hightechfreedom.com
Host Contact Information - Chris Freeman
LinkedIn - http://linkedin.com/in/chrisfreeman
Facebook - https://www.facebook.com/chris.freeman.9461
Tom has been leading B2B sales teams for Fortune 500 companies since 2000.
He has built successful teams from scratch, scaled new organizations, turned struggling departments around, and integrated numerous acquisitions. None were easy; but, each time I've grown revenue, expanded margins and still managed to have some fun along the way.
As a mentor and coach, he has trained countless sales professionals. Over the years, he has hired many first time salespeople. Most have successful selling careers today and some are now leading winning sales teams of their own, which is something that he takes great pride in.
When Tom isn’t growing sales organizations, he loves taking wife Suzanne and two daughters Casey and Sydney to Disneyworld, is an MCU enthusiast and a zealous fan of all things wrestling.
You can connect with Tom through linkedin: linkedin.com/in/tomwhalen
What does Freedom mean to you?
Check out our webinar:
“How Top Sales Pros Create Passive Income & Achieve Financial Freedom With Hands-Off Real Estate Investing”
Download our free eBook on “Passively Investing in Real Estate” by going to www.hightechfreedom.com
Host Contact Information - Chris Freeman
LinkedIn - http://linkedin.com/in/chrisfreeman
Facebook - https://www.facebook.com/chris.freeman.9461
At some point in your career, you may have had a bad boss. It’s going to happen. After all, we are humans. We are not all alike and there will be times when you work with or work for someone that you just don’t align with.
Have you had a bad boss?
Overbearing? Micromanager? Unreasonable? It can be draining.
By now, many of you have heard some stat or quote about the reason people leave a job is because of their manager. They leave for some emotional challenge with their manager, and then justify with some other logic – Better money, better advancement, or career opportunity, getting more experience on the resume.
Listen for the rest of the episode.
What does Freedom mean to you?
Check out our webinar:
“How Top Sales Pros Create Passive Income & Achieve Financial Freedom With Hands-Off Real Estate Investing”
Download our free eBook on “Passively Investing in Real Estate” by going to www.hightechfreedom.com
Host Contact Information - Chris Freeman
LinkedIn - http://linkedin.com/in/chrisfreeman
Facebook - https://www.facebook.com/chris.freeman.9461
Spencer Hilligoss is the CEO & Co-Founder of Madison Investing, a real estate investment firm specializing in real estate syndications. As a passive investor and active syndicator, he understands the unique challenges that busy professionals face when starting out on their REI journey. Spencer’s mission is to arm investors with the know-how they need to make confident investment decisions tailored to their individual
life goals.
You can connect with Spencer through linkedin: linkedin.com/in/shilligoss
What does Freedom mean to you?
Check out our webinar:
“How Top Sales Pros Create Passive Income & Achieve Financial Freedom With Hands-Off Real Estate Investing”
Download our free eBook on “Passively Investing in Real Estate” by going to www.hightechfreedom.com
Host Contact Information - Chris Freeman
LinkedIn - http://linkedin.com/in/chrisfreeman
Facebook - https://www.facebook.com/chris.freeman.9461
Jeremy Miner is the Chairman of 7th Level, a Global Sales Training company that
was ranked #1,232 of the fastest growing companies in the United States by INC
magazine’s list of the top 5000 companies in 2021. He is also a contributor for INC
magazine and has been featured in the Wall Street Journal, Forbes, Entrepreneur
magazine, and a host of other publications.
“The single most effective way to sell anything to anyone in 2021, is to be a problem
finder and a problem solver... NOT a product pusher.”
For Jeremy Miner, the embodiment of this philosophy has made him one of the
wealthiest sales professionals on the planet.
During his 17 year sales career, Jeremy was recognized by the Direct Selling
Association as the 45th highest earning producer, out of more than 100 million
salespeople - selling anything, worldwide! His earnings as a commission-only
salesperson were in the multiple 7-figures, EVERY year.
Jeremy’s unique brand of sales training pioneers the use of behavioral science and
human psychology, reflective of his deep studies in the subject from Utah Valley
University.
You can connect with Jeremy through linkedin: linkedin.com/in/jeremyleeminer
What does Freedom mean to you?
Check out our webinar:
“How Top Sales Pros Create Passive Income & Achieve Financial Freedom With Hands-Off Real Estate Investing”
Download our free eBook on “Passively Investing in Real Estate” by going to www.hightechfreedom.com
Host Contact Information - Chris Freeman
LinkedIn - http://linkedin.com/in/chrisfreeman
Facebook - https://www.facebook.com/chris.freeman.9461
As tech sales professionals, we are all out there competing. You may be dealing with competitors of call sizes. Maybe you are dealing with a large incumbent competitor. Maybe you are the incumbent.
While some tactics carry over between customers and sales engagements, you’ll often find yourself having to adjust to unique customer situations. That’s why our professional is so incredible and why we are needed.
When competing, go directly at your competition is not always the best move. In fact, rarely would I recommend it. It’s one of the fastest ways to drive down your price.
Check out our webinar:
“How Top Sales Pros Create Passive Income & Achieve Financial Freedom With Hands-Off Real Estate Investing”
Download our free eBook on “Passively Investing in Real Estate” by going to www.hightechfreedom.com
Subscribe to our newsletter for sales and real estate investing tips by going to www.hightechfreedom.com
Host Contact Information - Chris Freeman
LinkedIn - http://linkedin.com/in/chrisfreeman
Facebook - https://www.facebook.com/chris.freeman.9461
Dan is a Sales Executive, Podcast host, Author, Speaker, Business Coach, Connector of good ideas and great people.
After training thousands of sales people, Dan has some insights into success. Not just sales success but career success.
Dan gives entrepreneurs and managers the tools and talent to become transformational leaders.
He believes that together, we can transform business cultures by affecting how managers, employees, and peers interact with each other, so that they are more engaged, higher-performing, happier, and more loyal sales professionals.
What separates top performers?
- Specific goals
- Connects well with people
- High level of effort
- Never stop working on your craft
You can connect with Dan through linkedin: linkedin.com/in/dan-casetta-71b6179
What does Freedom mean to you?
Check out our webinar:
“How Top Sales Pros Create Passive Income & Achieve Financial Freedom With Hands-Off Real Estate Investing”
Download our free eBook on “Passively Investing in Real Estate” by going to www.hightechfreedom.com
Host Contact Information - Chris Freeman
LinkedIn - http://linkedin.com/in/chrisfreeman
Facebook - https://www.facebook.com/chris.freeman.9461
Check out our webinar:
“How Top Sales Pros Create Passive Income & Achieve Financial Freedom With Hands-Off Real Estate Investing”
Bern is the Founder of My Berning Words, LLC, a consulting service specializing in helping customers build or improve their Customer Success strategy. Bern also offers both Leadership Development and Customer Success coaching to better the post-sale customer journey and ensure Customer Lifetime Value. While continuing in the Telecom Expense Management market through 2015, she then moved into a Management role at Citrix, Enterprise Virtualization Software solutions building multiple teams over five years. She helped develop the Standard Operating Procedures implemented for the global practice
You can connect with Bern through linkedin: linkedin.com/in/bernadetterisley
What does Freedom mean to you?
Check out our webinar:
“How Top Sales Pros Create Passive Income & Achieve Financial Freedom With Hands-Off Real Estate Investing”
Download our free eBook on “Passively Investing in Real Estate” by going to www.hightechfreedom.com
Host Contact Information - Chris Freeman
LinkedIn - http://linkedin.com/in/chrisfreeman
Facebook - https://www.facebook.com/chris.freeman.9461
Check out our webinar:
“How Top Sales Pros Create Passive Income & Achieve Financial Freedom With Hands-Off Real Estate Investing”
Adam is passionate about culture-driven sales leadership & team development. In his perspective, leaders should be honest, transparent, and fair. His goal is to help people achieve what they never thought was possible.
He brings over a decade of sales leadership experience with deep expertise in Consultative Selling, Sales/Rev Operations, Sales Enablement, and and Leadership Development. Thriving in environments where he can build repeatable, scalable, and measurable processes for early/mid-stage SaaS startups, he embodies a servant leader mindset. His teams have booked over $100M in annualized revenue.
You can connect with Adam through linkedin: linkedin.com/in/adambjay
Download our free eBook on “Passively Investing in Real Estate” by going to www.hightechfreedom.com
Subscribe to our newsletter for sales and real estate investing tips by going to www.hightechfreedom.com
Host Contact Information - Chris Freeman
LinkedIn - http://linkedin.com/in/chrisfreeman
Facebook - https://www.facebook.com/chris.freeman.9461
In this solo episode, I share three things, as a sale rep, you should not be doing as we head into a recession. I’ve been through two major downturns and have learned a few things along the way.
There are three things, as a sales rep, that you should not do as we go into a downturn.
- Do Not Hide
- Pivot
- Be Debbie Downer
There is no guarantee that you will do all of these and still not get laid off. Sometimes, it’s just pure economics and business survival.
That brings me to my next point of what you should be doing. Always be networking.
What does Freedom mean to you?
Check out our webinar:
“How Top Sales Pros Create Passive Income & Achieve Financial Freedom With Hands-Off Real Estate Investing”
Download our free eBook on “Passively Investing in Real Estate” by going to www.hightechfreedom.com
Host Contact Information - Chris Freeman
LinkedIn - http://linkedin.com/in/chrisfreeman
Facebook - https://www.facebook.com/chris.freeman.9461
Check out our webinar:
“How Top Sales Pros Create Passive Income & Achieve Financial Freedom With Hands-Off Real Estate Investing”
Penelope’s mission is to inspire, educate and support women entrepreneurs to become financially Free. With her team at Real Prosperity, Inc., she supports amazing women entrepreneurs on handling money, while figuring out exactly what it will take for them to be financially free..
She has authored a book called: “The Financial Freedom Formula”. It is offered free on her website and can help you discover how you can save you YEARS of time, energy, pain and frustration. It guides you how to create more ease, peace and freedom around money.
You can connect with Penelope through linkedin: linkedin.com/in/penelopejanesmith
Download our free eBook on “Passively Investing in Real Estate” by going to www.hightechfreedom.com
Subscribe to our newsletter for sales and real estate investing tips by going to www.hightechfreedom.com
Host Contact Information - Chris Freeman
LinkedIn - http://linkedin.com/in/chrisfreeman
Facebook - https://www.facebook.com/chris.freeman.9461
After three decades of interviewing world leaders, professional athletes, and billionaires for Professional Performance Magazine, Dr. Jeffrey Magee has picked up some incredible insights into success.
4 Success Traits 1) Passion 2) Focused 3) Discipline 4) Structure
He discusses how he co-authored two books with Richard Branson
Dr. Jeffrey Magee shares an amazing story about how the Army had never truly reviewed their 10,000 recruiters to see what works. When they implemented WP x F = ROI the results were staggering!
You can connect with Dr. Jeffrey Magee through linkedin: linkedin.com/in/drjeffspeaks
Check out our webinar:
“How Top Sales Pros Create Passive Income & Achieve Financial Freedom With Hands-Off Real Estate Investing”
Download our free eBook on “Passively Investing in Real Estate” by going to www.hightechfreedom.com
Subscribe to our newsletter for sales and real estate investing tips by going to www.hightechfreedom.com
Host Contact Information - Chris Freeman
LinkedIn - http://linkedin.com/in/chrisfreeman
Facebook - https://www.facebook.com/chris.freeman.9461
Check out our webinar:
“How Top Sales Pros Create Passive Income & Achieve Financial Freedom With Hands-Off Real Estate Investing”
Park has been creating and teaching the storytelling curriculum for the Executive Masters of Sustainability Leadership at Arizona State University for five years showing business leaders around the world how to advance their social initiatives further and faster through the power of story.
Four years of coaching U.S. Air Force leadership how to connect with recruits, commissioned officers, staff and congress through story.
Innumerable in-person and virtual storytelling masterclasses and mastery courses for organizations that include Dell, Hilton, Visit California, Destination D.C., McCormicks (the spice people), Cummins (the diesel engine people), American Express, and Premier Protein plus a host of small companies to emerging challenger brands.
Teaching executive ed. and story marketing courses at Emory University, Stetson University, Nova Southeastern University, Dayton University, University of Wisconsin, ASU, and of course my beloved WAZZU.
You can connect with Park through linkedin: linkedin.com/in/parkhowell
Download our free eBook on “Passively Investing in Real Estate” by going to www.hightechfreedom.com
Subscribe to our newsletter for sales and real estate investing tips by going to www.hightechfreedom.com
Host Contact Information - Chris Freeman
LinkedIn - http://linkedin.com/in/chrisfreeman
Facebook - https://www.facebook.com/chris.freeman.9461
Summary
- Achieving annual quota in the first month, twice
- Learn more about how Donovan Pearman made the mental shift from individual contributor to sales leader
- Using your fear as your greatest enabler
- Are you letting fear control you?Learn how Donovan controlled fear to excel to new heights in his sales
- Taking massive action quickly
Guest Background
Donovan Pearman is a Regional Sales Director with Citrix Systems.
Donovan’s Contact: linkedin.com/in/donovanpearman
Call to Action - Check out our latest webinar:
“How Top Sales Pros Create Passive Income & Achieve Financial Freedom With Hands-Off Real Estate Investing”
Download our free eBook on “Passively Investing in Real Estate” by going to www.hightechfreedom.com
Subscribe to our newsletter for sales and real estate investing tips by going to www.hightechfreedom.com
Host Contact Information - Chris Freeman
LinkedIn - http://linkedin.com/in/chrisfreeman
Facebook - https://www.facebook.com/chris.freeman.9461
Check out our webinar:
“How Top Sales Pros Create Passive Income & Achieve Financial Freedom With Hands-Off Real Estate Investing”
Why do I ask this?
I recently went back and started evaluating past episodes to see how I could improve by content for you the listener.
I’ve been asking the question about giving back but I had not given a lot of thought on why I was asking the question.
It just made sense at the time.
As I reflected on it. I truly believe that its hard to be successful and happy without balance.
Part of that balance is how you give back to others.
Listen to the full episode for more information.
Download our free eBook on “Passively Investing in Real Estate” by going to www.hightechfreedom.com
Subscribe to our newsletter for sales and real estate investing tips by going to www.hightechfreedom.com
Host Contact Information - Chris Freeman
LinkedIn - http://linkedin.com/in/chrisfreeman
Facebook - https://www.facebook.com/chris.freeman.9461
Check out our webinar:
“How Top Sales Pros Create Passive Income & Achieve Financial Freedom With Hands-Off Real Estate Investing”
JP is a forward-thinking leader and strategist unafraid of challenging old systems and methodologies.
He is a highly-effective leader with a proven record of leading enterprise sales organizations through an organization’s Sales & Operation Planning process. Collaborates with executive leadership in creating and deploying a strategic and accountable sales organization.
He has a successful record of revitalizing underperforming sales teams and ineffective sales operations to achieve projected targets. Directs team of sales managers in the recruiting, developing, and retaining of a top-performing sales force. Analyzes and monitors performance data to set aggressive sales goals that align with company goals and offers consistent performance feedback. Creates and develops systemized sales programs and introduces innovative concepts that drive volume and margin growth. Resourceful team leader with ability to identify performance gaps and inefficiencies and creatively solve problems.
You can connect with JP through linkedin: linkedin.com/in/jp-arlie-03b0002
Download our free eBook on “Passively Investing in Real Estate” by going to www.hightechfreedom.com
Subscribe to our newsletter for sales and real estate investing tips by going to www.hightechfreedom.com
Host Contact Information - Chris Freeman
LinkedIn - http://linkedin.com/in/chrisfreeman
Facebook - https://www.facebook.com/chris.freeman.9461
In an earlier episode, I talked about running a great meeting. This episode highlights some tips and best practices for that post meeting following. Have you had a meeting that you thought went well, sent your follow up, and then crickets? No response?
Customer meetings are the most important activity we do as professional sales reps. What we do after is just as important. What do you do?
- Do you send a thank you email?
- Do you send a meeting recap?
- Do you have a process or structure that you follow?
Listen for more…
Check out our webinar:
“How Top Sales Pros Create Passive Income & Achieve Financial Freedom With Hands-Off Real Estate Investing”
Download our free eBook on “Passively Investing in Real Estate” by going to www.hightechfreedom.com
Subscribe to our newsletter for sales and real estate investing tips by going to www.hightechfreedom.com
Host Contact Information - Chris Freeman
LinkedIn - http://linkedin.com/in/chrisfreeman
Facebook - https://www.facebook.com/chris.freeman.9461
Check out our webinar:
“How Top Sales Pros Create Passive Income & Achieve Financial Freedom With Hands-Off Real Estate Investing”
Download our free eBook on “Passively Investing in Real Estate” by going to www.hightechfreedom.com
Subscribe to our newsletter for sales and real estate investing tips by going to www.hightechfreedom.com
Host Contact Information - Chris Freeman
LinkedIn - http://linkedin.com/in/chrisfreeman
Facebook - https://www.facebook.com/chris.freeman.9461
Candy served as Vice President, Global Operations at AT&T, supporting cutting edge solutions in over 36 countries that enabled global business to become more agile and aggressively compete in their industries. She managed digital transformation by implementing a single platform for all customer and internal interfaces and led 5,000 employees through a massive re-skilling effort in software engineering and use of data analytics. Candy also served as Chief of Staff for the CEO, AT&T Communications, gaining valuable insights from sitting at the table with C-Suite executives.
You can connect with Candy through linkedin: linkedin.com/in/candy-conway-8a6101b
- This episode is really geared towards that sales rep that wants to move into management at some point.
- This idea of sharing is exactly what slowed my progression into the role.
- Management and leadership, at least good leadership, is all about making other people successful. The leader is a coach. If the players don’t get better, it’s hard for the team to win and the coach to be successful.
- If you want to make the leap to the next step, start thinking about how you can intentionally help those around you. How can you get involved with internal programs to help provide the company or sales leadership direction?
Check out our webinar:
“How Top Sales Pros Create Passive Income & Achieve Financial Freedom With Hands-Off Real Estate Investing”
Download our free eBook on “Passively Investing in Real Estate” by going to www.hightechfreedom.com
Subscribe to our newsletter for sales and real estate investing tips by going to www.hightechfreedom.com
Host Contact Information - Chris Freeman
LinkedIn - http://linkedin.com/in/chrisfreeman
Facebook - https://www.facebook.com/chris.freeman.9461
Check out our webinar:
How Top Sales Pros Create Passive Income & Achieve Financial Freedom With Hands-Off Real Estate Investing
https://hightechfreedom.com/webinar/
Subscribe to our newsletter for sales and real estate investing tips by going to www.hightechfreedom.com
Host Contact Information - Chris Freeman
LinkedIn - http://linkedin.com/in/chrisfreeman
Facebook - https://www.facebook.com/chris.freeman.9461
David J.P. Fisher (also known as D. Fish) is a speaker, coach, and author of 12 books, including the best-selling Hyper-Connected Selling and Networking in the 21st Century: Why Your Network Sucks and What to Do About It. David helps salespeople, business owners, and entrepreneurs understand the Sales Sherpa™ Path, where social media, networking, and traditional sales skills are the key to providing value and staying relevant. He is a Sales Hall of Fame inductee and LinkedIn Influencer and collaborator. Building on 20 years of experience as an entrepreneur and sales professional, he combines nuanced strategy and real-world tactics to help professionals become more effective, efficient, and happy.
- 30 Minutes a Day to a Best-Selling Author
- Shavings make a pile – The power of a little bit each day
- People want to be the noun but don’t want to be the verb
- Consistency = Refining your approach
- Look up LinkedIn State of Sales Report – Great research
- “If you try to be everything to everyone, you’ll be nothing to no one” –
- “It doesn’t take a lot to not be mediocre”
You can connect with David through linkedin: https://www.linkedin.com/in/iamdfish/
Check out our webinar:
“How Top Sales Pros Create Passive Income & Achieve Financial Freedom With Hands-Off Real Estate Investing”
Download our free eBook on “Passively Investing in Real Estate” by going to www.hightechfreedom.com
Subscribe to our newsletter for sales and real estate investing tips by going to www.hightechfreedom.com
Host Contact Information - Chris Freeman
LinkedIn - http://linkedin.com/in/chrisfreeman
Facebook - https://www.facebook.com/chris.freeman.9461
Check out our webinar:
How Top Sales Pros Create Passive Income & Achieve Financial Freedom With Hands-Off Real Estate Investing
https://hightechfreedom.com/webinar/
Subscribe to our newsletter for sales and real estate investing tips by going to www.hightechfreedom.com
Host Contact Information - Chris Freeman
LinkedIn - http://linkedin.com/in/chrisfreeman
Facebook - https://www.facebook.com/chris.freeman.9461
Steve Cross has 40+ years experience in tech sales; hardware, software, peripherals. Started out selling keypunch machines!! In those days we still rode dinosaurs to the office. As National Sales Manager and later VP Global Sales drove packaged Mac software in the retail channel when that was a "thing": SoftPC, RAM Doubler, Virtual PC. As VP Sales, launched the global market for webcams in 1995-1998.Finished up career at Atlassian - managed Americas Channel. Now a billion dollar channel (est). 10 years in the Atlassian ecosystem. Retired from full time work in 2018. Currently retained to consult/advise on channel issues and general business in the Atlassian ecosystem for one software company, one Solution Partner, and one Private Equity firm.
You can connect with Stephen through linkedin: linkedin.com/in/channelsalesstevecross
Download our free eBook on “Passively Investing in Real Estate” by going to www.hightechfreedom.com
Subscribe to our newsletter for sales and real estate investing tips by going to www.hightechfreedom.com
Host Contact Information - Chris Freeman
LinkedIn - http://linkedin.com/in/chrisfreeman
Facebook - https://www.facebook.com/chris.freeman.9461
Dr. Timme is founder and president of FinListics. Over the past two decades, FinListics has helped dozens of companies and thousands of sales professionals better serve their clients by boosting their knowledge of finance and relevant metrics and how their solutions relate to business goals and challenges. He believes buying executives want insight not only into how a seller’s solutions can help them achieve goals and implement initiatives, but how much value they can help create.
You can connect with Stephen through linkedin: linkedin.com/in/dr-stephen-timme-phd-finance-8177578
Check out our webinar:
“How Top Sales Pros Create Passive Income & Achieve Financial Freedom With Hands-Off Real Estate Investing”
Download our free eBook on “Passively Investing in Real Estate” by going to www.hightechfreedom.com
Subscribe to our newsletter for sales and real estate investing tips by going to www.hightechfreedom.com
Host Contact Information - Chris Freeman
LinkedIn - http://linkedin.com/in/chrisfreeman
Facebook - https://www.facebook.com/chris.freeman.9461
Implementing consistency and your ability to execute something consistently is your friend. This episode emphasizes how I started journaling in the morning focused on 4 questions:
- What/who do I appreciate?
- What challenge or idea do I need to work through
- What am I excited about
- What did I accomplish yesterday
Check out how I take one thing - and consistently work on it over 30, ideally 60 days to improve myself on my goals at work, my health and in life.
Download our free eBook on “Passively Investing in Real Estate” by going to www.hightechfreedom.com
Subscribe to our newsletter for sales and real estate investing tips by going to www.hightechfreedom.com
Host Contact Information - Chris Freeman
LinkedIn - http://linkedin.com/in/chrisfreeman
Facebook - https://www.facebook.com/chris.freeman.9461
Travis is a Sales Enablement Manager and a Coach at Dynatrace for post-onboarding sales coaching. He is a CMO and co-founder for a tech start up focused on RFP collaboration in the AEC industry. He started his first field sales job in 2018, a Partner Account Manager on the Citrix Service Provider team with accounts up and down the east coast; Jacksonville, Atlanta, the tech triangle, DC, NYC, Baltimore and a couple small ones in PA. In 2020, He started a new job in the pandemic! Enablement for Citrix Onboarding
You can connect with Travis through linkedin: linkedin.com/in/travisdobler
Download our free eBook on “Passively Investing in Real Estate” by going to www.hightechfreedom.com
Subscribe to our newsletter for sales and real estate investing tips by going to www.hightechfreedom.com
Host Contact Information - Chris Freeman
LinkedIn - http://linkedin.com/in/chrisfreeman
Facebook - https://www.facebook.com/chris.freeman.9461
Travis is a Sales Enablement Manager and a Coach at Dynatrace for post-onboarding sales coaching. He is a CMO and co-founder for a tech start up focused on RFP collaboration in the AEC industry. He started his first field sales job in 2018, a Partner Account Manager on the Citrix Service Provider team with accounts up and down the east coast; Jacksonville, Atlanta, the tech triangle, DC, NYC, Baltimore and a couple small ones in PA. In 2020, He started a new job in the pandemic! Enablement for Citrix Onboarding
You can connect with Travis through linkedin: linkedin.com/in/travisdobler
Download our free eBook on “Passively Investing in Real Estate” by going to www.hightechfreedom.com
Subscribe to our newsletter for sales and real estate investing tips by going to www.hightechfreedom.com
Host Contact Information - Chris Freeman
LinkedIn - http://linkedin.com/in/chrisfreeman
Facebook - https://www.facebook.com/chris.freeman.9461
Larry Long Jr is the Founder and CEO (Chief Energy Officer) of LLJR Enterprises, focused on sharing and spreading motivation, inspiration, and transformation. He is the host of the ‘Midweek Midday Motivational Minute’ weekly live video program.
Larry is an experienced sales leader and business professional with a demonstrated history of success in SaaS sales, Larry brings a unique perspective to the table and understands many of the business and life challenges faced.
Larry highlights the following:
- Turn tragedy into triumph
- Self-belief is very important
- Trust the process and be a lifelong learner
- Giving back is everything
- Be a resource and be significant to your prospects or clients
You can connect with Larry through linkedin: linkedin.com/in/longjr7
Book: https://amzn.to/3LbyABL
Download our free eBook on “Passively Investing in Real Estate” by going to www.hightechfreedom.com
Subscribe to our newsletter for sales and real estate investing tips by going to www.hightechfreedom.com
Host Contact Information - Chris Freeman
LinkedIn - http://linkedin.com/in/chrisfreeman
Facebook - https://www.facebook.com/chris.freeman.9461
Chris shared the facts on great pressure to deliver QTR after QTR in a sales world. Holding a win celebration call, invite the resources, and sending out win notices will make a huge impact to elevate your credibility internally to create more champions and supporters of your business. Win as a team, celebrate as a team and you will have a long productive selling career.
Download our free eBook on “Passively Investing in Real Estate” by going to www.hightechfreedom.com
Subscribe to our newsletter for sales and real estate investing tips by going to www.hightechfreedom.com
Host Contact Information - Chris Freeman
LinkedIn - http://linkedin.com/in/chrisfreeman
Facebook - https://www.facebook.com/chris.freeman.9461
Sridhar Ramanathan, Co-founder and General Partner of the Aventi Group, is a 25-year veteran of enterprise technology companies. As the Marketing executive for Hewlett-Packard’s IT Outsourcing business, a $1.1B unit, he was responsible for worldwide marketing and the services portfolio management. He also held profit & loss responsibility for electronic messaging outsourcing and e-services business units. Sridhar holds an MBA from the Wharton School of Business.
Sridhar highlights the following:
- Do your homework as a preparation
- Use the language of the customer
- Share your insights to add value
- Listen and validate what you hear
- Be humble and confident
- Be ambitious but don’t be pushy
- Engage with your prospects on social media
You can connect with Sridhar through linkedin: linkedin.com/in/srramanathan
Download our free eBook on “Passively Investing in Real Estate” by going to www.hightechfreedom.com
Subscribe to our newsletter for sales and real estate investing tips by going to www.hightechfreedom.com
Host Contact Information - Chris Freeman
LinkedIn - http://linkedin.com/in/chrisfreeman
Facebook - https://www.facebook.com/chris.freeman.9461
Chris highlights wisdom being associated with experience by people. There are too many opinions about “Wisdom” but it doesn’t necessarily mean it has to come from your experience. Chris shared how a previous High Tech Freedom guest surrounded himself with more senior talent when he was just getting started. “Life time learners are lifetime earners”. You should always be learning and reach out to wise people which will accelerate your professional development, you personal development will benefit. Aside from all these, you also need to enjoy life in general.
Download our free eBook on “Passively Investing in Real Estate” by going to www.hightechfreedom.com
Subscribe to our newsletter for sales and real estate investing tips by going to www.hightechfreedom.com
Host Contact Information - Chris Freeman
LinkedIn - http://linkedin.com/in/chrisfreeman
Facebook - https://www.facebook.com/chris.freeman.9461
Andrew is an action oriented senior leader with a track record of delivering results and building lasting partnerships. Andrew has extensive technology and entrepreneurial experience that he now leverages in his CIO role. He is also the founder of Redline Equity, a real estate investment firm matching busy working professionals with high quality cash flowing Multi-Family assets.
Andew highlights the following:
- Relatability makes a great tech leader
- Scheduling in a chaotic environment
- What vendor value looks like to the CIO
- Assess the gaps and talent capabilities of your team
- Engage in a two-way decision process
- Present new concept of ideas weekly or monthly
- Start with small scale real estate investing
You can connect with Andrew through linkedin: https://www.linkedin.com/in/andrew-schutsky-33a12b3/
Peter Strohkorb is the head of Peter Strohkorb Advisory, a specialist firm advising business and sales leaders on modern selling frameworks, methods and techniques. "More Sales, Faster." is his business' tagline and his brand promise to you. Typically working with mid-market technology, consulting, and b2b services businesses in Australia, on the West Coast USA, and in the UK.
Peter highlights the following:
- Sell smarter not harder
- The opening is the new closing in modern sales
- Solicit customer’s interest in only 8 seconds
- Metrics drives people to measure their productivity
- Know your ideal customers
- Leverage social media
You can connect with Peter through the following links:
linkedin.com/in/peterstrohkorbsalesmarketing
https://peterstrohkorb.com/sales-assessment
https://peterstrohkorb.com/roundtables
Download our free eBook on “Passively Investing in Real Estate” by going to www.hightechfreedom.com
Subscribe to our newsletter for sales and real estate investing tips by going to www.hightechfreedom.com
Host Contact Information - Chris Freeman
LinkedIn - http://linkedin.com/in/chrisfreeman
Facebook - https://www.facebook.com/chris.freeman.9461
Darren founded Group Sixty, an executive coaching and training company based in San Diego, to bring his purpose to life and to transform leaders, their teams, and their organizations. Group Sixty works with leaders and teams at Fortune 500’s, mid-market companies, fast-growing startups, and visionary non-profits.
Darren highlights the following:
- Be the developer of your team
- See value in the context
- Ask questions that create awareness
- Focus on internal attributes
- You act your way to a new way of thinking
- Your values are universal
- Step up and take the stand as a leader
You can connect with Darren through linkedin:
Download our free eBook on “Passively Investing in Real Estate” by going to www.hightechfreedom.com
Subscribe to our newsletter for sales and real estate investing tips by going to www.hightechfreedom.com
Host Contact Information - Chris Freeman
LinkedIn - http://linkedin.com/in/chrisfreeman
Facebook - https://www.facebook.com/chris.freeman.9461
Dave is an expert in enterprise relationship management, start-up business consulting, peer mentoring, and leadership coaching. He is also a Director in sales management, channel business development, and real estate investing. He has been working with customers from various industries.
Dave highlights the following:
- Highlights tha power of strong questioning in order to solve the right problems
- The art and science of selling
- Leveraging his charity business coaching in his professional selling
You can connect with Dave through linkedin: linkedin.com/in/daveleon
Download our free eBook on “Passively Investing in Real Estate” by going to www.hightechfreedom.com
Subscribe to our newsletter for sales and real estate investing tips by going to www.hightechfreedom.com
Host Contact Information - Chris Freeman
LinkedIn - http://linkedin.com/in/chrisfreeman
Facebook - https://www.facebook.com/chris.freeman.9461
Cynthia Barnes is an award-winning sales influencer, keynote speaker, LinkedIn Top Voice, and the National Association of Women Sales Professionals and Barnes Sales Institute founder. She has spent the past two decades studying the innate strengths of women in sales and what it takes for them to reach the top 1% and her insights and unique understanding of what it takes for women sales professionals to thrive have made her a sought-after expert on women-centric sales training and coaching, appearing in over 250 major media outlets – including the Wall Street Journal and Business Insider.
Cynthia highlights the following:
- Women sales empowerment
- Reinforce mentality that there are 3 types of people
- People who make things happen
- People who wait for things to happen
- People who wonder what the hell happened
- Study sales like a profession
- Stop comparing yourself to the top of the leaderboard
- Know your numbers
- Control the Controllables
- Social media is crucial to success
You can connect with Cythia through linkedin: linkedin.com/in/cynthiabarnes
Download our free eBook on “Passively Investing in Real Estate” by going to www.hightechfreedom.com
Subscribe to our newsletter for sales and real estate investing tips by going to www.hightechfreedom.com
Host Contact Information - Chris Freeman
LinkedIn - http://linkedin.com/in/chrisfreeman
Facebook - https://www.facebook.com/chris.freeman.9461
Eric believes in the power of people and technology. He spent 15+ years providing IT solutions to businesses to be more operational, efficient, secure, and he helped accelerate their business. Technology should not be a burden or cost center to a business but a highly contributing business unit to products and services.
Highlights
- Startups require a unique way of getting visible to your target audience
- Hitching your wagon to someone else to gain market traction
- As a rep, more exposed but more upside
- Empathy - Key to sales success
- Opportunity is in the response, not the question
Eric’s LinkedIn: https://www.linkedin.com/in/eric-hannah-4362874
Download our free eBook on “Passively Investing in Real Estate” by going to www.hightechfreedom.com
Subscribe to our newsletter for sales and real estate investing tips by going to www.hightechfreedom.com
Host Contact Information - Chris Freeman
LinkedIn - http://linkedin.com/in/chrisfreeman
Facebook - https://www.facebook.com/chris.freeman.9461
David is a Principal Enterprise Account Manager at Citrix Systems, based in NY. After years in consulting, he moved into services sales. After experiencing success in that role, he moved into the Enterprise sales role. In 2021, David was the #1 NE Sales Rep. In addition, he was also the #1 sales rep for all of the Americas. But he didn’t stop there, he was the #1 Global Sales rep for 2021.
- Always learning from more senior reps
- Leveraging his mentors for career advice
- Selling like a consultant - Always mapping to the business need
- Intense focus on the customer’s vision
- Don’t pitch products
- Annual customer review to build pipeline
- Book recommendation: Thinking, Fast and Slow
David can be reached at
Linkedin: linkedin.com/in/david-case-a1778124
Subscribe to our newsletter for sales and real estate investing tips by going to www.hightechfreedom.com
Download our free eBook on “Passively Investing in Real Estate” by going to www.hightechfreedom.com
Host Contact Information - Chris Freeman
LinkedIn - http://linkedin.com/in/chrisfreeman
Facebook - https://www.facebook.com/chris.freeman.9461
Matt Fore is a highly motivated, results-driven sales leader with 12+ years of technology sales at both HP and Dell EMC.
Matt highlights the following:
- Understand what your leader needs
- Work with good leaders
- Consistency will lead to success
- Map out resources to get everyone aligned (Read the book Team of Teams)
- Commit to a habit
- Build consistent relationship with your customers
- Bring value outside of the products you sell
Matt can be reached at
Linkedin: linkedin.com/in/forematt
Download our free eBook on “Passively Investing in Real Estate” by going to www.hightechfreedom.com
Subscribe to our newsletter for sales and real estate investing tips by going to www.hightechfreedom.com
Host Contact Information - Chris Freeman
LinkedIn - http://linkedin.com/in/chrisfreeman
Facebook - https://www.facebook.com/chris.freeman.9461
Highlights
As sales people, we can be optimistic creatures. We have to recognize that if we want something, we will create the justification and easily sell ourselves. That’s what we do! Maybe take out a sheet of paper, do the old Ben Franklin method.
- The money. Because we are in sales, we become programmed to look at the money. The risk is to simply look at the one-year OTE and base it on that. Try looking more long term and add in a few additional variables.
- What are your 5-year objectives? Is it a certain income, a particular role? Does a move to this company get you there faster? Will you be happier on the journey? Now, the worst time to be decide this 5-year objective is when you are looking at the new opportunity. As sales people, we are really good at selling ourselves and creating the justification. You should have this 5-year goal or objective clearly scripted out.
- Acquisition – How would you feel if the new company was acquired within the first couple of years? If you are pursuing a smaller company, that is part of their exit plan so it’s important to think about the role as part of a larger unknown organization. Download our free eBook on “Passively Investing in Real Estate” by going to www.hightechfreedom.com
Subscribe to our newsletter for sales and real estate investing tips by going to www.hightechfreedom.com
Host Contact Information - Chris Freeman
LinkedIn - http://linkedin.com/in/chrisfreeman
Facebook - https://www.facebook.com/chris.freeman.9461
Bronson Hill who has been a highly successful sales professional in the medical device world. He has been the #1 sales rep multiple times and has qualified for Sales Club with multiple companies. In July 2021, he left his medical sales career to focus on his real estate business. He now runs Bronson Equity to help individuals become financially free through investing in apartment buildings and other real assets.
Bronson highlights the following:
- Cultivate relationship with top sales performers
- Approach top performers with honor and respect
- Uncover the customer’s needs before presenting solutions
- Creating value in Social Media
- Make yourself valuable to valuable people
Charity: Dressember Foundation https://www.dressember.org/
Bronson can be reached at
Linkedin: linkedin.com/in/bronson-hill-b4843910
Download our free eBook on “Passively Investing in Real Estate” by going to www.hightechfreedom.com
Subscribe to our newsletter for sales and real estate investing tips by going to www.hightechfreedom.com
Host Contact Information - Chris Freeman
LinkedIn - http://linkedin.com/in/chrisfreeman
Facebook - https://www.facebook.com/chris.freeman.9461
Highlights
- Shorter emails are not better when prospecting but more concise emails did improve results.
- Do not use “Bubble up” emails as they are 15x less likely to get a response.
- Avoiding phrases that turn off your prospect.
Download our free eBook on “Passively Investing in Real Estate” by going to www.hightechfreedom.com
Subscribe to our newsletter for sales and real estate investing tips by going to www.hightechfreedom.com
Host Contact Information - Chris Freeman
LinkedIn - http://linkedin.com/in/chrisfreeman
Facebook - https://www.facebook.com/chris.freeman.9461
Craig is a Senior sales manager and account executive with a long-term, proven track record of strong results. A leader focused on achieving objectives using a team approach, careful planning, developing client-centric solutions and effective execution. He and his wife are passionate about helping out autism charities, church and medical research.
Craig highlights the following:
- Build and develop your technical skills
- Preparation is the key
- Discuss the objective of the meeting with executives
- Knowing the right internal person and right timing to engage
- Introduce yourself and your brand
- Leverage where your customers go and follow them
- Great blocking and tackling can be the a key to success
- Focus on what your customers are focused on
- Validate the agenda with the customer, take notes, summarize the meeting
- Always look for efficiencies
- Save, spend, give
Craig can be reached at
LInkedIn - linkedin.com/in/craig-anderson-2015701
Download our free eBook on “Passively Investing in Real Estate” by going to www.hightechfreedom.com
Subscribe to our newsletter for sales and real estate investing tips by going to www.hightechfreedom.com
Host Contact Information - Chris Freeman
LinkedIn - http://linkedin.com/in/chrisfreeman
Facebook - https://www.facebook.com/chris.freeman.9461
Highlights
- Ask questions based on research
- Ask questions that challenge
- Listen intently – Ask the question, listen, ask a clarifying question, listen, and make statements to acknowledge their response. Once you have done that, do it all over again!
Books
- Good Leaders ask Great Great Questions by John Maxwell
- Start with Why by Simon Sinek
- Questions That Sell: The Powerful Process for Discovering What Your Customer Really Wants by Paul Cherry
We are growing the private LinkedIn and Facebook group that is only for High Tech sellers. This will be a forum to share great ideas and learn from each other. Please join if interested:
- LinkedIn Private Group - https://www.linkedin.com/groups/14004473/
- Facebook Private Group - https://www.facebook.com/groups/276813757591360
Download our free eBook on “Passively Investing in Real Estate” by going to www.hightechfreedom.com
Subscribe to our newsletter for sales and real estate investing tips by going to www.hightechfreedom.com
Host Contact Information - Chris Freeman
LinkedIn - http://linkedin.com/in/chrisfreeman
Facebook - https://www.facebook.com/chris.freeman.9461
Jason Braun has 20+ years of sales leadership experience in the technology and information security industries. Prior to joining Defy, Jason was the VP of Global Sales at CyCognito, CRO of Protectwise (now Verizon), VP of Strategic Accounts at Optiv and held leadership roles at leading technology companies including F5, VCE and Quest Software. His belief in establishing long-term, trusted relationships with clients, business partners and manufacturers has been a core value to his successful career. “Try not to become a man of success. Rather a man of value.” – Albert Einstein
Jason highlights the following:
- Sales is a team sport
- Let self motivation drive you
- Support, digital marketing, and branding are factors to be successful
- Digital transformation drives complex security innovations
- Transcendence in business value
- Evolve with time
- Educate yourself about the customer’s fundamental needs
- Rule of 5—ask 5 questions before making a statement
- Figure out customer’s true pain
- There is no perfect recipe to be a top performer
- Live within your means
- Challenge yourself to be better
- Maximize your time
Jason can be reached at jason@zanpower.us
Phone number - (949) 278-2628
LInkedIn - linkedin.com/in/▶-jason-braun-7034991
Download our free eBook on “Passively Investing in Real Estate” by going to www.hightechfreedom.com
Subscribe to our newsletter for sales and real estate investing tips by going to www.hightechfreedom.com
Host Contact Information - Chris Freeman
LinkedIn - http://linkedin.com/in/chrisfreeman
Facebook - https://www.facebook.com/chris.freeman.9461
Highlights
- Sets up the day
- Creates focus and clarity for the day
- The day starts off well – Higher probability that it will end well.
- A routine gets you into the right mind set so you are ready for a challenging and productive day
We are growing the private LinkedIn and Facebook group that is only for High Tech sellers. This will be a forum to share great ideas and learn from each other. Please join if interested:
- LinkedIn Private Group - https://www.linkedin.com/groups/14004473/
- Facebook Private Group - https://www.facebook.com/groups/276813757591360
Download our free eBook on “Passively Investing in Real Estate” by going to www.hightechfreedom.com
Subscribe to our newsletter for sales and real estate investing tips by going to www.hightechfreedom.com
Host Contact Information - Chris Freeman
LinkedIn - http://linkedin.com/in/chrisfreeman
Facebook - https://www.facebook.com/chris.freeman.9461
Jason developed a business called The Calm and Confident Leader back in January of 2021 where he helps leaders, executives and professionals BUILD RESILIENCE, BEAT ANXIETY, and MANAGE STRESS. He has a 90-day program that has successfully freed many executives and leaders from high anxiety & panic attacks. He also comes alongside HR professionals to offer workshops and coaching for their top performers around resilience and anxiety/stress & preventing burnout.
Jason highlights the following:
- Don’t let anxiety and panic attack stop you from being a leader
- We all deal with stress and tension
- Success is 20% know-how and 80% what happens in between your ears
- Overthinking impacting your mental health
- Being present
- Be teachable
- A fine line between confidence and arrogance
- Be a constant learner
- Inside out strategy -
- Emotional self-check
- Responding versus reacting
Jason can be reached at jasontstonehouse@gmail.com
Facebook - https://www.facebook.com/jason.stonehouse
Facebook Group - facebook.com/groups/calmconfidentleader
Twitter - https://twitter.com/stonehousejason
LInkedIn - https://www.linkedin.com/in/jason-stonehouse-2383176/
Ebook - https://bit.ly/BurnoutProof
Download our free eBook on “Passively Investing in Real Estate” by going to www.hightechfreedom.com
Subscribe to our newsletter for sales and real estate investing tips by going to www.hightechfreedom.com
Host Contact Information - Chris Freeman
LinkedIn - http://linkedin.com/in/chrisfreeman
Facebook - https://www.facebook.com/chris.freeman.9461
Highlights
- Start with an objective
- Do your research on people and company
-
Break the meeting down into three parts
-
Opening
- Discovery & Positioning
- Closing
- Always open with a reconfirmation of the need
- Discovery & Positioning
- Execute an effective closing
We are growing the private LinkedIn and Facebook group that is only for High Tech sellers. This will be a forum to share great ideas and learn from each other. Please join if interested:
- LinkedIn Private Group - https://www.linkedin.com/groups/14004473/
- Facebook Private Group - https://www.facebook.com/groups/276813757591360
Download our free eBook on “Passively Investing in Real Estate” by going to www.hightechfreedom.com
Subscribe to our newsletter for sales and real estate investing tips by going to www.hightechfreedom.com
Host Contact Information - Chris Freeman
LinkedIn - http://linkedin.com/in/chrisfreeman
Facebook - https://www.facebook.com/chris.freeman.9461
Alejandro Quiroga found his way into his first job in enterprise software as an Inside Sales Rep. He has become a top performer in the Data & AI sector with multiple years of incredibly high sales attainment. He is currently an account executive at Databricks, the leader in Data & AI.
Alejandro highlights the following:
- Change the game in your favor
- Blocking the time to prospect
- Know your persona when making connections
- Invest in yourself - Both professionally and for free time
- Help your colleagues to meet their goals
- Taking advice that resonates with you
Alejandro can be reached at
Linkedin: https://www.linkedin.com/in/alejandromquiroga/
Download our free eBook on “Passively Investing in Real Estate” by going to www.hightechfreedom.com
Subscribe to our newsletter for sales and real estate investing tips by going to www.hightechfreedom.com
Host Contact Information - Chris Freeman
LinkedIn - http://linkedin.com/in/chrisfreeman
Facebook - https://www.facebook.com/chris.freeman.9461
High Tech Freedom Facebook Group - https://www.facebook.com/groups/276813757591360
Brad is the founder/organizer of the CUTCO Cares World Impact Initiative. He has been a Division Manager at Vector Marketing for 12 years and worked in Vector for more than 30 years. He studied at Texas A&M University and Hardin-Simmons University. Now based in Fallbrook, California with his wife, Paulette, and their two children, J Brad Britton is a best selling author who has been in direct sales since 1988. He is responsible for more than $400 million in business revenue and has personally trained and developed thousands of leaders in sales and management. While with CUTCO, J Brad and his sales organizations have earned eight national championships, helped develop seven other national champions in various categories, and he is a member of the company’s Hall of Fame.
In this episode:
- The importance of confidence when presenting your product
- Redefining how conference meetings should work by facilitating a more participative environment
- Systematic sales process deliver consistent results
- Identifying the customer problem
- Be ready for sales innovation when things change
- Establishing long term relationships
- Leveraging digital technology to learn and grow
- Making a difference by equipping and enabling the next generation of leaders
Brad is involved in Rotary, International. With his wife, Paulette, and daughter, Madison, he co-founded a charitable organization called Annie’s Closet in Malawi, Africa. He also co-founded CUTCO Cares, an organization that facilitates group volunteer projects domestically and abroad. Foreign projects include locations in Guanacaste Costa Rica, Puerto Vallarta Mexico, Munich Germany, Paris France, and Grand Cayman. He has done consulting for more than a dozen companies over a 9 year hiatus from Vector, including Sensi Media Group, COX Cable, Baby Signs LLC, Neighborhood Communications, Concierge Gold Services, DSR Inc., and Best Version Media. Since 2017, he and his wife have invested in syndicated real estate deals - all apartment complexes in Arizona and Texas for a total of 745 doors.
Brad can be reached at jbrad@mac.com
Instagram - https://www.instagram.com/jbradbritton/
LInkedIn - https://www.linkedin.com/in/jbrad/
Download our free eBook on “Passively Investing in Real Estate” by going to www.hightechfreedom.com
Subscribe to our newsletter for sales and real estate investing tips by going to www.hightechfreedom.com
Host Contact Information - Chris Freeman
LinkedIn - http://linkedin.com/in/chrisfreeman
Facebook - https://www.facebook.com/chris.freeman.9461
Heidi is a Director of National Channels at Critical Start. She is a data-driven Channel Leader enabling National Partners to to excel. She is experienced in creating strategic plans, negotiating difficult contracts, solving customer issues, managing sales pipelines, developing relationships with partners internal and external, and developing relationships with C-Level executives. She is a top performer and a strategic thinker.
- Always be learning
- Skill sets are transferable across industries
- Wanting something different and then pursuing it
- Mindset of wanting everyone to be successful
- Living a life of abundance
- Setting your charitable goals
- Understand your role to implement business goals
- Don’t judge a partner by what you think they do
- Embrace your partner’s business strategy
- Getting onboard with your partner’s plans creates great synergy
- Expose yourself with people who have done things you wanted to do to learn
- Learn from the best to earn like the best
- Know your risk tolerance before investing your money
- Make your money work for you–let it duplicate
Heidi can be reached at heidi@tkinvesting.com and heidi.hills@criticalstart.com
LInkedIn - https://www.linkedin.com/in/heidimayer/
Download our free eBook on “Passively Investing in Real Estate” by going to www.hightechfreedom.com
Subscribe to our newsletter for sales and real estate investing tips by going to www.hightechfreedom.com
Host Contact Information - Chris Freeman
LinkedIn - http://linkedin.com/in/chrisfreeman
Facebook - https://www.facebook.com/chris.freeman.9461
Mark Bennetts has over 30 years in the technology sales and leadership fields. Mr. Bennetts is a seasoned executive with a proven track record of guiding enterprise technology organizations as they grow and scale. He has held various roles ranging from VP, Worldwide Sales and Partners to other sales and leadership roles at Hewlett-Packard, Cisco Systems, Juniper Networks, and Palo Alto Networks. He currently runs the Sales GTM teams for the Strategic Verticals at Palo Alto Networks.
He currently sits on the Board of Stocking for Kids, a United Way (501c.3) charity centered around providing Christmas stockings for children that would otherwise go without. In addition, he is a proud veteran of the Armed Forces (US Army) and active in many aspects of veteran’s affairs, and mental health.
- Talks about the right role with the right company and culture
- Establishing your network and relationships early in your sales career and nurture them
- Building and establishing your lifelong brand
- Learned to slow down and take time to learn from every level of the ladder in your career
- Working with intent – Planning out your day
- Spend 60% of your time in front of your customers
- Be prepared, have an agenda and work on a plan when you present with a customer
- Build up your bigger stream of passive income so when you exit your W2, you can prepare for a lifestyle that you and your family enjoy
- Get educated and attend monthly meetups about RE investing
- Mark served in the army and helps with programs that benefit veteran needs
In terms of past investment history, he has owned multiple businesses in real estate, as well as a group of Great Clips hair franchises. Currently, he invests in mostly commercial real estate (Hotel/Condo/Apartments/Strip Malls/Retail Office Parks/raw land) in his home markets of Washington State, and Arizona.
Mark can be reached at marbenne@comcast.net
LInkedIn - linkedin.com/in/mbennetts
Download our free eBook on “Passively Investing in Real Estate” by going to www.hightechfreedom.com
Subscribe to our newsletter for sales and real estate investing tips by going to www.hightechfreedom.com
Host Contact Information - Chris Freeman
LinkedIn - http://linkedin.com/in/chrisfreeman
Facebook - https://www.facebook.com/chris.freeman.9461
Brad is the Corporate Vice President at AMD. He is an accomplished strategic sales leader with hands-on experience in building long-lasting and mutually beneficial relationships with some of the most notable brands in tech. Proven record of leading teams to consistently exceed sales goals. He has a well established network among industry executives and influencers within the largest tech brands in Silicon Valley and Seattle with the ability to serve as a trusted customer advocate and partner, while continuously driving revenue growth and profitability for shareholders.
Brad highlights the following:
- Sales Success - Process, discipline, and attention to detail
- Critical to have a sense of urgency
- Don’t wait - get it done today
- Your influence results in great things when you touch lives and share your knowledge
- Spend as much time on the meeting prep as the actual meeting
- A quality meeting kick-off sets the tone for the entire meeting
- Be a pathfinder - There is always a new or alternative path to hit the goal
- Always have a beginners mindset. There is more to learn!
- Finding your purpose
Brad can be reached at:
LInkedIn - https://www.linkedin.com/in/bradcsmith2020/
Download our free eBook on “Passively Investing in Real Estate” by going to www.hightechfreedom.com
Subscribe to our newsletter for sales and real estate investing tips by going to www.hightechfreedom.com
Host Contact Information - Chris Freeman
LinkedIn - http://linkedin.com/in/chrisfreeman
Facebook - https://www.facebook.com/chris.freeman.9461
Jen is a tenured sales leader in the healthcare space who holds a masters in leadership and has
been promoted to greater responsibility six different times in her career at Johnson & Johnson and Abiomed. She has been a sales representative, sales trainer, sales manager, sales director, sr. sales director and zone general manager (~Area VP) during her 25 year career. She has worked with and/or led hundreds of different sales professionals in pharma and medical devices, including many who are the best in the business. She is a patient-focused, passionate and driven person with
ethical priorities that have shaped organizational operations and the successful career paths of others. Most notably, during over 10 years at Abiomed, she helped to scale the commercial
organization from $80m to >$850m in sales leaving a legacy of best practices.
In this podcast Jen will share her insights into:
- Sales rep to sales management career transition
- Habits of top sales people
- Authentic customer focus
- Minimizing your financial burn rate, considering risk tolerance & passive real estate investing as a path to financial freedom
From a charitable perspective, Jen and her husband, both return AFS exchange students, volunteer with AFS (American Field Service) which sponsors students abroad. She and her family are excited to be hosting their first exchange student for the 22/23 school year. She and her daughter belong to the National Charity League, a mother-daughter volunteer organization, where they are able to contribute to building leadership skills in girls and also volunteer in the community together.
Jennifer can be reached at jenniferaweddell@gmail.com or https://www.linkedin.com/in/jen-weddell-4549b417/
Download our free eBook on “Passively Investing in Real Estate” by going to
www.hightechfreedom.com Subscribe to our newsletter for sales and real estate investing tips by going to
www.hightechfreedom.com Host Contact Information - Chris Freeman
LinkedIn - http://linkedin.com/in/chrisfreeman
Facebook - https://www.facebook.com/chris.freeman.9461
Jack was a system engineer transformed to a seasoned sales professional in the networking and security space. Jack is a 40 year+ veteran of Information technology with 30 years of that experience being in direct sales. Jack has worked with a "Who's Who" of Technology companies including Cisco, Juniper and Palo Alto Networks. Jack has a real passion for community service/giving back and focuses on helping young adults below the poverty line develop careers in technology, working with the national service known as "Year Up".
Jack highlights the following:
- When you’re at the top of your game, enjoy it because eventually you need to be aware that everything will turn into a job
- Think about the next step on your career
- Invest in yourself–When you stop learning, you stop growing
- Equate your products and services to broad business needs
- Sales and strategy planning is critical to success
- Build up a reliable team with different resources
- Know and understand your partner's goals in the ecosystem
- Skating in unison with the same gameplay
- Make your internal executives active partners
- Investmenting strategy - Start with investing in yourself
- Balance - Don’t wait to find it!
- Give back
Jack has a strong interest with investing and maintains a highly diverse portfolio that includes areas such as REITs. On a personal note, Jack has a huge passion for jazz music and Alabama Crimson Tide football.
Jack can be reached at jacmorri99@yahoo.com
LInkedIn - https://www.linkedin.com/in/jack-morrison-3bb771a/
Download our free eBook on “Passively Investing in Real Estate” by going to www.hightechfreedom.com
Subscribe to our newsletter for sales and real estate investing tips by going to www.hightechfreedom.com
Host Contact Information - Chris Freeman
LinkedIn - http://linkedin.com/in/chrisfreeman
Facebook - https://www.facebook.com/chris.freeman.9461
Brian Hemedinger is a real estate Investor, coach, and sales
leader. After spending 13 years pursuing an acting career
in NYC, Brian found himself newly married, 95k in debt, and
earning less than 35k per year. He transitioned to a successful
sales and leadership career with an upscale fitness brand; eventually
overseeing sales for 30 locations representing over 300 million in annual
revenue. Brian shares insights on:
Brian highlights the following:
- Morning routine
- Leveraging his life coaching experience and real estate experience into his sales role
- Long-term sales activity to deliver long-term results
- Tips on how he invests in himself for life time growth
- Building wealth for freedom
- Journey into real estate investing while working in sales
Wrapped up in the “rat-race” or maybe just a slow learner, Brian
eventually realized that contributing to a 401k and traditional stocks/bonds
portfolio was a sub-optimal strategy for achieving financial freedom.
With the help of mentors, Brian discovered the power of investing in multifamily
real estate and is now on a mission to help corporate professionals take control of
their investments and diversify into cash-flow producing assets.
Brian can be reached at BRIAN@MAEBARCAPITAL.COM
Instagram - @BHEMEDINGER
LInkedIn - BRIAN HEMEDINGER
Download our free eBook on “Passively Investing in Real Estate” by going to www.hightechfreedom.com
Subscribe to our newsletter for sales and real estate investing tips by going to www.hightechfreedom.com
Host Contact Information - Chris Freeman
LinkedIn - http://linkedin.com/in/chrisfreeman
Facebook - https://www.facebook.com/chris.freeman.9461
This is part 2 on goal setting and achieving your goals. If you missed part 1, you should go back and listen to that episode first. Part 2 covers some tips and tactics to help achieve those goals that you can control.
- Brendon Burchard - daily 1 page productivity planner
- Top 3 projects for the day with some specific tasks to support them
- People that I needed to reach out to for the day
- People I am waiting on for some follow up
- Priorities tasks – Items that I would tackle before getting trapped in e-mail or other people’s priorities
- Yearly goal setting structure
- Quarterly objective setting structure
- Weekly big three tasks
- Daily big three taks
- Be the CEO of your life
- Constant course correction by asking yourself:
- What did I accomplish this past week?
- What worked?
- What didn’t work?
- What will you keep, improve, start, or stop doing?
If you would like to chat about goal setting, I love to brainstorm ideas. Please connect or schedule a call on my calendar.
Download our free eBook on “Passively Investing in Real Estate” by going to www.hightechfreedom.com
Subscribe to our newsletter for sales and real estate investing tips by going to www.hightechfreedom.com
Host Contact Information - Chris Freeman
LinkedIn - http://linkedin.com/in/chrisfreeman
Facebook - https://www.facebook.com/chris.freeman.9461
Jared Martin is a sales executive at Zscaler with previous experience and success at Citrix. Jared has demonstrated amazing sales wisdom even as an early career inside sales rep. He touches on the following topics:
- Rising to the top on the inside sales floor
- Transitioning from inside sales to field sales - It is a different role!
- Slowing down to go faster and create bigger deals
- Getting into the flow of the customer’s revenue - Drive value
- Growing his brand by helping others around him be successful
- Giving back and helping other early career minorities find their path to sales success
Wrapped up in the “rat-race” or maybe just a slow learner, Brian
eventually realized that contributing to a 401k and traditional stocks/bonds
portfolio was a sub-optimal strategy for achieving financial freedom.
With the help of mentors, Brian discovered the power of investing in multifamily
real estate and is now on a mission to help corporate professionals take control of
their investments and diversify into cash-flow producing assets.
Jared can be reached at:
LInkedIn - linkedin.com/in/jared-martin-6449a7ba
Sign up for our new newsletter to receive insights on selling, learning, and investing by going to hightechfreedom.com
Download our free eBook on “Passively Investing in Real Estate” by going to www.hightechfreedom.com
Subscribe to our newsletter for sales and real estate investing tips by going to www.hightechfreedom.com
Host Contact Information - Chris Freeman
LinkedIn - http://linkedin.com/in/chrisfreeman
Facebook - https://www.facebook.com/chris.freeman.9461
By now, you are a month into your 2022 goals and some of you may be crushing it while some of you may have already found yourself off course. This is part 1 of a 2-part episode on Setting and Achieving your goals. Today I share some thoughts on setting goals. The next episode will cover some lessons learned on how to achieve the goal so make sure to tune back in.
- The struggle of too many goals. Feels great to set the goals
- Disappointment of falling behind on goals
- Adjusting your process to focus on what you can control
- Setting performance based goals - That YOU control
- Less can be more
I love hearing about other people’s goals. If you would like to share your goals, or discuss some challenges you are having achieving your goals, connect with me. I’m happy to share some of my additional tips and tools that I leverage.
As a reminder, check back for part 2 where I will share some insight into HOW to achieve those 2022 goals.
Download our free eBook on “Passively Investing in Real Estate” by going to www.hightechfreedom.com
Subscribe to our newsletter for sales and real estate investing tips by going to www.hightechfreedom.com
Host Contact Information - Chris Freeman
LinkedIn - http://linkedin.com/in/chrisfreeman
Facebook - https://www.facebook.com/chris.freeman.9461
Andy is the Founder of HackBack Gaming which leads a team through a security incident where people are able to role-play responses, make mistakes and have a good laugh. They enjoy providing an entertaining, fun and interactive experience for their customer’s group to help them learn how to respond faster and more effectively when the real deal happens. He is also an Account Executive in DeFY Security and is based in Portland, Oregon.
-
- Puzzles are everywhere and they can all be fixed
- Get in the flow of the customer’s revenue to create the most value and attachment
- Build contacts, network and get together to build a pipeline
-
Collect people and stay engage
-
Identify measurables for success to move forward
-
Leverage relationships you have with vendors
-
Passive income can support your retirement
-
Create your own venue to be the connector to help people build connections
Andy always enjoyed finding a way to solve complex problems by leveraging technical resources with ”best-fits” business development. He embraces great challenges and faces them head-on and this work has secured business and trust with his customers, peers and partners. His experience includes leading, developing and organizing sales programs. He excels at connecting and building technical teams to define problems and deliver lasting value. The ability to cross-function in sales, marketing, business development and enablement has provided him the flexibility and adaptiveness to succeed in different economic climates. The field of Cybersecurity has been a great venue for him to help find solutions to lots of new and interesting problems and he’s at his best when challenged to keep up with the brightest minds in cryptography, PKI, Big Data Analytics and many other security areas. He lived his work life in high tech and has backed it up with investing in stocks (and most recently crypto) and real estate along the way. We own SFRs, AirBnBs and have property in his Self Directed IRA. He is involved in non-profit organizations–WiCys of Oregon, Portland B-Sides, Randal Wyatt at Taking Ownership PDX.
Andy can be reached at andy@hackbackgaming.com
Linkedin - https://www.linkedin.com/in/akaplan/
Website - https://www.hackbackgaming.com/
Download our free eBook on “Passively Investing in Real Estate” by going to www.hightechfreedom.com
Subscribe to our newsletter for sales and real estate investing tips by going to www.hightechfreedom.com
Host Contact Information - Chris Freeman
LinkedIn - http://linkedin.com/in/chrisfreeman
Facebook - https://www.facebook.com/chris.freeman.9461
In this episode, Chris talks about persistence and getting ready for the new year’s challenges around focus and priorities.
Topics include:
- Keep building pipeline
- Focus on what will generate the income
- Be stubborn and refuse to fail
- Stay persistent, stay focused, and never give up
Download our free eBook on “Passively Investing in Real Estate” by going to www.hightechfreedom.com
Subscribe to our newsletter for sales and real estate investing tips by going to www.hightechfreedom.com
Host Contact Information - Chris Freeman
LinkedIn - http://linkedin.com/in/chrisfreeman
Facebook - https://www.facebook.com/chris.freeman.9461
Matt Sentena is a Group Vice President at Oracle and 25+ years of high tech sales and
leadership experience.
In this episode, Matt shares valuable lessons that include the following:
- The foundations of a good sales rep include 1) Always building pipeline 2) Knows their customer 3) Operational organization
- Days of the specialists and the quarterback is a dated view. Likes the hockey analogy where everyone on the team is skating together. With any larger organization, if you are not able to account plan and sell as a team, you will struggle to be successful.
- Insights on making the move to field sales to a 1st line manager
- Investing in yourself. Why paying for a professional coach is valuable
- Setting up for future financial freedom with investments in commercial real estate
For more information on high tech sales strategies and tips to set yourself up for financial freedom, join our newsletters at www.hightechfreedom.com. You can also download our free e-book investing in real estate.
Matt can be reached at msentena@yahoo.com
Linkedin - https://www.linkedin.com/in/mattsentena/
Download our free eBook on “Passively Investing in Real Estate” by going to www.hightechfreedom.com
Subscribe to our newsletter for sales and real estate investing tips by going to www.hightechfreedom.com
Host Contact Information - Chris Freeman
LinkedIn - http://linkedin.com/in/chrisfreeman
Facebook - https://www.facebook.com/chris.freeman.9461
Freedom Power Clip
In this episode, Chris talks about how the top sales pros manage their contacts over a career.
Topics include:
- LinkedIn for connecting but not managing your contact data
- The value of owning and maintaining your own list
- How building up a quality network will grow your income
- Example of a rep that owns their own 2200, and growing, contact database
- Capturing data on contacts
- Chris’s secret sales ninja tactic
Download our free eBook on “Passively Investing in Real Estate” by going to www.hightechfreedom.com
Subscribe to our newsletter for sales and real estate investing tips by going to www.hightechfreedom.com
Host Contact Information - Chris Freeman
LinkedIn - http://linkedin.com/in/chrisfreeman
Facebook - https://www.facebook.com/chris.freeman.9461
Claus Strand has been with Citrix for 15 years. After making the transition from sales engineer to lead account manager, he has never looked back. In fact, Claus has been a #1 sales rep three years in a row and #2 the 4th year. This was not an accident! During the episode, Claus shares insights on:
- Transition from SE to sales
- Owning the business, taking action, and responsibility
- Understands what he is selling to gain customer respect
- Creating lasting relationships with clients outside of the 9 to 5 role
- Focus on the people
- Leveraging office hours to create consistent touches
- Power of leveraging his team
- Coming back from a challenging year
- Building your brand
LinkedIn – clausstrand
claus@strandonline.net
You can check out his new Klassi app at https://apps.apple.com/ml/app/klassi/id1583512618
Download our free eBook on “Passively Investing in Real Estate” by going to www.hightechfreedom.com
Subscribe to our newsletter for sales and real estate investing tips by going to www.hightechfreedom.com
Host Contact Information - Chris Freeman
LinkedIn - http://linkedin.com/in/chrisfreeman
Facebook - https://www.facebook.com/chris.freeman.9461
The High Tech Freedom inaugural podcast. In this episode, Chris Freeman shares some insight into why he started the podcast, his personal journey, and the plans for future podcasts.
He talks about:
-Working with great tech companies
-Investing commissions into real estate to build passive income
-Building financial freedom
-Crushing it at your sales role
-Value of constantly be learning, taking action, and increasing you earnings
-Guest suggestions for future episodes
Contact Chris at
LinkedIn: linkedin.com/in/chrisfreeman
Facebook: facebook.com/chris.freeman.9461
www.hightechfreedom.com