Episode Summary [HIGHLIGHTS VIDEO] What's the secret behind sales teams that outperform their competitors by 350%? In this power-packed highlights video from our full conversation, Lisa Earle McLeod unveils the transformative power of noble purpose in sales. Discover how LinkedIn's focus on creating opportunity for the global workforce propelled them past Monster.com, and why the best salespeople share a common trait: their true north is improving customers' lives, not just hitting numbers. Lisa's groundbreaking research proves that purpose-driven teams don't just win more—they're happier and more resilient. These essential highlights reveal how to activate your team's noble purpose and transform your sales organization from transaction-focused to impact-driven, unlocking extraordinary performance and engagement along the way. Key Takeaways From This Highlights Video The Noble Purpose Advantage - Discover how purpose-driven sales teams outperform transaction-focused competitors by 350% (backed by research that will change how you lead) LinkedIn's Billion-Dollar Secret - Learn why "creating opportunity for the global workforce" beats "hitting quarterly numbers" every single time The True North Framework - Why exceptional salespeople guide every interaction by customer impact, not quotas—and how this makes them more resilient and successful Beyond Customer Centricity - The critical difference between serving customers and improving their lives (one creates servants, the other creates champions) The 10-15 Transformation Tweaks - Simple, proven changes that shift your entire organization from internal numbers-focus to external customer impact-focus Chapters 00:00 - The Billion-Dollar Noble Purpose Truth - How LinkedIn's purpose-driven approach won against Monster.com's numbers obsession 01:35 - What Makes Salespeople Exceptional - The surprising true north that separates the 99th percentile from everyone else 03:19 - The 350% Noble Purpose Advantage - Research-backed proof that improving customer lives drives extraordinary results 05:04 - From Shame to Purpose - Lisa's transformative journey discovering the nobility in sales 08:13 - When Success Meets Significance - Why financial goals and human impact are powerful allies, not enemies 09:14 - Noble Purpose vs. Customer Centricity - The empowering alternative that creates expert advisors, not indentured servants 10:54 - Belonging + Significance = Peak Performance - The two human needs that unlock sales team engagement 11:53 - Purpose in Action: The IT Transformation - Real example of shifting from "making money" to "making businesses successful" 13:57 - Leading with Noble Purpose - The parenting wisdom that shapes extraordinary sales leadership   Want the full conversation? Watch the complete 1-hour episode for deeper insights, more strategies, and extended discussion on building a purpose-driven sales culture. Guest Information Lisa Earle McLeodBestselling Author & Consultant, Selling with Noble PurposePurpose-Driven Sales Expert Connect with Lisa:Website: mcleodandmore.comLinkedIn: https://www.linkedin.com/in/lisaearlemcleod/ Host Information Connect with John Rankins:Website: https://thesalesmachine.com/YouTube: @JohnRankinsOfficialInstagram: https://www.instagram.com/johnrankinsofficial/LinkedIn: https://www.linkedin.com/in/johnrankinsofficial Transform Sales with The Sales Machine Your CRM is DEAD—just a glorified address book. While you chase reports, competitors win deals. The Sales Machine drives actual performance with automation, insights, and gamification that work. Book a strategy call: thesalesmachine.com

EPISODE SUMMARY Most B2B SaaS companies are drowning in a sea of sameness—building brilliant tech but getting zero traction. Madhav Bhandari cracked the code on explosive growth by doing the opposite of everyone else. From scaling Hubstaff and Storylane from scrappy startups to eight-figure powerhouses, Madhav reveals his "Pattern Interrupt" framework that 7X'd brand visibility and drove $2M to $10M ARR in just two years—with zero investor funding. This episode unpacks the fatal mistakes killing most startups, why your marketing looks like everyone else's, and how to engineer unfair attention in impossibly crowded markets using creative disruption. KEY TAKEAWAYS The Pattern Interrupt Framework (PIPE): The exact system Madhav uses to identify tired industry patterns and break them—turning conventional tactics into competitive advantages The SEO Experiment That Broke All Rules: How removing all text and images from blog pages and replacing them with interactive demos exploded organic traffic from 20K to 250K monthly visits in six months Why Tech-First Companies Fail at GTM: The critical go-to-market mistakes that sink brilliant products—from terrible feature naming to scattered focus across 100+ initiatives Building in Public as a Growth Engine: How publicly sharing revenue numbers, marketing budgets, and full strategies attracts your ICP and creates viral attention in crowded categories CHAPTERS 00:00 - The $2M to $10M Growth Secret: Pattern Interrupt Marketing Unleashed 02:28 - From Computer Science to Marketing Genius: How Writing Became His Superpower 04:38 - Why Your SaaS Startup Is Failing: The GTM Mistakes Killing Growth 08:22 - The Framework That Changed Everything: Introducing the PIPE Method 12:15 - Breaking SEO Rules: Removing All Text and 10X-ing Organic Traffic 18:45 - Conference Swag, Viral Ads & Webinars: Pattern Interrupts in Action 35:20 - Building in Public: The Underrated Strategy That Attracts Your ICP 59:52 - Buyback Your Time: Finding Balance as a New Dad and Marketing Leader   GUEST INFORMATIONMadhav BhandariVP of Marketing, StorylaneSaaS Growth & Pattern Interrupt ExpertConnect with Madhav Bhandari:Website: https://storylane.ioLinkedIn: https://www.linkedin.com/in/madhavbhandari/ HOST INFORMATIONConnect with John Rankins:Website: https://thesalesmachine.com/YouTube: @JohnRankinsOfficialInstagram: https://www.instagram.com/johnrankinsofficial/LinkedIn: https://www.linkedin.com/in/johnrankinsofficialTransform Sales with The Sales Machine:Your CRM is DEAD—just a glorified address book. While you chase reports, competitors win deals. The Sales Machine drives actual performance with automation, insights, and gamification that workBook a strategy call: thesalesmachine.com

Episode SummaryWhat if the deals you're losing today could become your biggest wins tomorrow? Chris Ritson, founder of The SDR Leader and former sales leader at Perkbox, Workday, and Tessian, reveals the counterintuitive truth about B2B sales: most opportunities aren't "no"—they're "not yet." In this game-changing conversation, Chris exposes why 90% of SDRs are burning future revenue by treating every prospect like they need to buy today. Learn how to build a pipeline that compounds over time, master the art of strategic patience, and transform "not now" responses into a systematic advantage. If you're tired of playing the short game while competitors win long-term, this episode rewires how you think about sales success. Key Takeaways The 90-10 rule destroying your pipeline: Why focusing only on "ready to buy now" prospects leaves 90% of potential revenue on the table—and how to capture it From spam to sales machine: The exact framework Chris used to scale Perkbox from $18k to $10M by treating "not now" as the beginning, not the end The delayed gratification playbook: How top performers turn timing objections into competitive advantages while everyone else chases the next shiny lead Chapters 00:00 - The Cold Hard Truth: Why Your "No" Is Actually "Not Yet" 05:12 - The $10M Lesson: What Scaling Perkbox Taught About Pipeline Patience 12:45 - Stop Spamming, Start Strategizing: The Modern SDR's Real Job 19:33 - The Timing Trap: Why "Bad Timing" Is Your Biggest Opportunity 26:08 - Building the Long Game: Systems That Turn Delays Into Deals 34:22 - Leadership Gold: How to Coach Your Team Beyond Quick Wins 41:50 - The SDR Leader Philosophy: Training Top Performers, Not Order Takers Guest InformationChris Ritson Founder, The SDR Leader B2B Sales Authority & Leadership Expert Connect with Chris:Website: thesdrleader.comLinkedIn: https://uk.linkedin.com/in/chris-ritson Host InformationConnect with John Rankins:Website: https://thesalesmachine.com/YouTube: @JohnRankinsOfficialInstagram: https://www.instagram.com/johnrankinsofficial/LinkedIn: https://www.linkedin.com/in/johnrankinsofficialTransform Sales with The Sales Machine:Your CRM is DEAD—just a glorified address book. While you chase reports, competitors win deals. The Sales Machine drives actual performance with automation, insights, and gamification that workBook a strategy call: thesalesmachine.com

Episode Summary: Dr. Natalie Nixon, the "creativity whisperer to the C-suite," reveals how leaders at Microsoft, Meta, and Salesforce transform creativity from a buzzword into measurable results. Her WonderRigor™ framework demolishes the myth that innovation means chaos—showing instead how structured curiosity drives profitability. Discover why your team's best ideas emerge from strategic rest, not relentless hustle, and how asking better questions unlocks breakthrough performance. If you're navigating AI disruption while chasing growth, this conversation will fundamentally shift how you think about competitive advantage. Natalie proves that wonder isn't soft—it's your hardest-working strategic asset. Key Takeaways: The counterintuitive framework Fortune 500 leaders use to turn creativity into predictable revenue growth Why your innovation strategy is failing (and the one question that fixes it immediately) How strategic rest and intentional pauses create more breakthroughs than 80-hour work weeks The hidden cost of hustle culture that's quietly destroying your team's competitive edge A practical system for embedding curiosity into daily operations without sacrificing execution Chapters: 0:00 – The C-Suite Secret: Why Top Executives Are Hiring a "Creativity Whisperer" 5:23 – WonderRigor™ Unveiled: The Framework That Makes Innovation Measurable 12:47 – The Question That Unlocks Breakthrough Thinking in Every Meeting 18:35 – Rest as Strategy: Why Your Best Ideas Come When You Stop Working 25:12 – From Microsoft to Meta: Real Results from Applying Structured Creativity 31:40 – AI's Creativity Paradox: What Machines Can't Replicate (And Why It Matters) 38:55 – Killing Hustle Culture: How to Build High-Performance Without Burnout 44:20 – The Foresight Advantage: Seeing Around Corners in Your Industry 50:08 – Practical Tactics: Embedding Wonder and Rigor Into Your Operations TodayGuest Information: Dr. Natalie Nixon CEO, Figure 8 Thinking Creativity Whisperer to Global LeadersConnect with Dr. Natalie: Website: figure8thinking.com LinkedIn: https://www.linkedin.com/in/natalienixonphd/Host InformationConnect with John Rankins:Website: https://thesalesmachine.com/YouTube: @JohnRankinsOfficialInstagram: https://www.instagram.com/johnrankinsofficial/LinkedIn: https://www.linkedin.com/in/johnrankinsofficialTransform Sales with The Sales Machine:Your CRM is DEAD—just a glorified address book. While you chase reports, competitors win deals. The Sales Machine drives actual performance with automation, insights, and gamification that workBook a strategy call: thesalesmachine.com

Episode SummaryWhat if earning trust had nothing to do with time—and everything to do with understanding how people receive it? In this game-changing conversation, equity expert and bestselling author Minda Harts reveals the revolutionary framework that's transforming how Fortune 500 leaders build authentic workplace relationships. Discover why your trust-building efforts might be falling flat, how to decode the seven distinct "trust languages" that drive human connection, and the 60-second technique top CEOs use to instantly establish credibility. Whether you're leading a team, closing deals, or navigating difficult conversations, this episode will fundamentally shift how you approach trust—turning it from an abstract concept into a practical skill you can master today.Key Takeaways The 7 Trust Languages Framework – Discover why people receive trust differently and how speaking the wrong "language" destroys relationships before they begin The 60-Second Trust Technique – Learn the exact method Fortune 500 CEOs use to establish instant credibility and connection in any conversation Why Diversity Efforts Fail – Uncover the hidden trust deficit sabotaging your DEI initiatives and what to do about it immediately Dignity vs. Respect at Work – Master the critical difference that separates high-performing cultures from toxic ones (most leaders get this backward) Chapters0:00 – The Trust Crisis Costing You Deals and Talent4:32 – Why Your Communication Style Is Breaking Trust12:15 – The 7 Trust Languages That Change Everything18:47 – Building Trust in 60 Seconds: The CEO Method25:03 – The Dignity Difference: Beyond Respect31:28 – Why Your DEI Strategy Isn't Working38:55 – Talking Nice vs. Talking Real: Finding Balance44:12 – Trust Recovery: Rebuilding After You've Blown It51:20 – The Future of Leadership and InclusionGuest InformationMinda HartsFounder & CEO, The Memo LLCLinkedIn's #1 Voice for EquityConnect with Minda:Website: mindaharts.comLinkedIn: https://www.linkedin.com/in/mindahartsHost InformationConnect with John Rankins:Website: https://thesalesmachine.com/YouTube: @JohnRankinsOfficialInstagram: https://www.instagram.com/johnrankinsofficial/LinkedIn: https://www.linkedin.com/in/johnrankinsofficialTransform Sales with The Sales Machine:Your CRM is DEAD—just a glorified address book. While you chase reports, competitors win deals. The Sales Machine drives actual performance with automation, insights, and gamification that workBook a strategy call: thesalesmachine.com

Episode Summary: The AI revolution isn't coming to sales—it's already here, and it's brutal. Justin Shriber, CEO of Terret, reveals how artificial intelligence is fundamentally reshaping sales teams right now. As a leader at the forefront of AI-powered sales transformation, Justin has seen firsthand which companies are thriving and which are dying in this new landscape. In this raw, no-BS conversation, Justin exposes which sales roles are disappearing, which are becoming more valuable, and the counterintuitive moves top CEOs are making to dominate. If you're still running sales the old way, you're already behind. Key Takeaways: The "AI Replacement Test": Discover the simple framework to identify which sales roles on your team are vulnerable to AI automation (and which become 10x more valuable) Why traditional SDRs are extinct: Learn how enterprise companies are replacing 50% of their outbound teams with AI—and getting better results The new sales skill stack: Find out the three critical capabilities every salesperson must develop immediately or risk becoming obsolete within 24 months CEO playbook for AI transformation: Get Justin's battle-tested strategy for restructuring your sales org without destroying morale or losing top performers Chapters: 0:00 - The Brutal Truth: How AI Is Quietly Eliminating Sales Jobs Right Now 4:23 - The Hidden Patterns: What Elite Sales Leaders See That Others Miss 9:47 - The SDR Death Spiral: Why Outbound Prospecting Will Never Be the Same 15:32 - Which Sales Roles Survive (And Which Get Automated First) 22:18 - The AI Replacement Framework Every Sales Leader Needs Today 28:45 - Why Your Best Salespeople Are Starting to Panic 34:12 - The Counterintuitive Move: Hiring More Humans in the Age of AI 41:29 - Transform or Die: Justin's 90-Day AI Implementation Roadmap Guest Information Justin ShriberCEO, TerretAI-Powered Sales Transformation Leader Connect with Justin Shriber:Website: https://terret.ai/LinkedIn: https://www.linkedin.com/in/justinshriber/ Host Information Connect with John Rankins: Website: https://thesalesmachine.com/YouTube: @JohnRankinsOfficialInstagram: https://www.instagram.com/johnrankinsofficial/LinkedIn: https://www.linkedin.com/in/johnrankinsofficial Transform Sales with The Sales Machine Your CRM is DEAD—just a glorified address book. While you chase reports, competitors win deals. The Sales Machine drives actual performance with automation, insights, and gamification that work.   Book a strategy call: thesalesmachine.com

Episode Summary Want to know how a strategy consultant built 124,000 LinkedIn followers without posting daily? Alex Smith reveals the counterintuitive content creation method that built massive influence and a thriving consulting business. Forget everything you think you know about LinkedIn growth—this isn't about posting more or using fancy tools. Alex shares the one skill that changed everything: writing fast. Learn why content velocity beats content perfection, how to create compelling thought leadership in minutes, and the touch-typing secret that separates influencers from wannabes. Plus, discover why "different beats better" in business strategy and how to make your competitors work FOR you, not against you. Key Takeaways The Content Speed Secret – Why writing fast (not posting more) is the real LinkedIn growth hack that built 124K followers Touch Type or Fail – The overlooked skill that separates successful content creators from frustrated ones (hint: it's not creativity) Strategy Charisma > Strategy Intelligence – Why a mediocre strategy that gets executed beats a brilliant one that sits in a drawer Love Your Competition – The Häagen-Dazs vs Ben & Jerry's framework for creating defensible market positions Selling to Careers, Not Companies – The B2B truth nobody admits about what decision-makers actually care about Chapters 00:00 – How Did He Build 124K LinkedIn Followers So Fast?01:02 – The Strategy Consultant Who Never Read a Strategy Book06:42 – Why Most Marketing Can't Save a Bad Business10:06 – The Water in the Desert Strategy (Make Money Effortlessly)30:46 – Why 70% of Strategies Fail After the Consultant Leaves32:36 – Strategy Charisma Beats Strategy Intelligence (Always)36:39 – You're Not Selling to Companies. You're Selling to People's Careers.44:07 – Why You Should Love Your Competitors (The Ecosystem Strategy)59:10 – The Secret to 124K LinkedIn Followers Revealed01:00:06 – Learn to Touch Type or You'll Never Build an Audience Guest Information Alex SmithStrategy Consultant & AuthorSimplifying strategy for real businesses Connect with Alex Smith:Website: basicarts.org/welcomeLinkedIn: https://uk.linkedin.com/in/alex-m-h-smithInstagram: https://www.instagram.com/alexmhsmith/ Host Information Connect with John Rankins: Website: https://thesalesmachine.com/YouTube: @JohnRankinsOfficialInstagram: https://www.instagram.com/johnrankinsofficial/LinkedIn: https://www.linkedin.com/in/johnrankinsofficial Transform Sales with The Sales Machine Your CRM is DEAD—just a glorified address book. While you chase reports, competitors win deals. The Sales Machine drives actual performance with automation, insights, and gamification that work.   Book a strategy call: thesalesmachine.com

Episode Summary Tired of chasing closes and facing endless objections? Walter Crosby's "Little Yes" framework is how his clients achieve 37-43% revenue growth without pressure tactics. The secret: stop trying to close and start stacking small affirmations that make the final yes inevitable. As CEO of Helix Sales Development with 40 years in B2B sales, Walter reveals exactly how this psychology works—when prospects tell you what they need and it becomes their idea, the solution is a no-brainer. This episode breaks down the framework behind effortless closes, from discovery to decision, proving sales should be service, not manipulation. Key Takeaways The 25-minute power move that got Walter hired—and why standing your ground signals you can talk to Fortune 1000 CEOs The "Little Yes" strategy that makes the final close feel inevitable (hint: when prospects give you the answer, it becomes their idea) Why sales is service, not manipulation—and how reframing this belief eliminates the fear that holds most people back The NEXT Level Sales framework—a proven system for discovery that uncovers needs, economic impact, X-factors, and timeline without chasing Risk reversal secrets—how to craft irresistible offers where your solution literally pays for itself Chapters 00:00 - The Sales Leader Who Helps Teams Boost Revenue by 37-43% Without Selling Their Soul02:00 - Why Salespeople Are Saints, Not Slimy—Breaking the Stereotype That Kills Careers05:31 - From Economics Degree to B2B Sales—How Most of Us Fall Backwards Into This Profession06:23 - The Job Interview Walk-Out That Gave Him an Edge with Fortune 1000 CEOs07:11 - Sales Is a Slight Edge Business—Why Discipline and Small Wins Matter More Than Talent07:58 - "I'm Unemployable Now"—Why Building an Agency Beat Working for Entrepreneurs57:02 - Risk Reversal Mastery—The Core Strategy Behind Offers They Can't Refuse58:42 - The NEXT Level Sales Framework—From Discovery to Close Without Pressure Tactics01:00:23 - Stack Little Yeses to Make the Big YES Inevitable—Prospects Sell Themselves01:01:41 - The 45-Minute Diagnostic That Reveals Exactly What's Broken in Your Sales Process Guest Information Walter CrosbyCEO, Helix Sales DevelopmentTurning Sales Teams Into Revenue Machines Connect with Walter Crosby:Website: helixsalesdevelopment.comLinkedIn: linkedin.com/in/walterlcrosby Host Information Connect with John Rankins: Website: https://thesalesmachine.com/YouTube: @JohnRankinsOfficialLinkedIn: https://www.linkedin.com/in/johnrankinsofficial Transform Sales with The Sales Machine Your CRM is DEAD—just a glorified address book. While you chase reports, competitors win deals. The Sales Machine drives actual performance with automation, insights, and gamification that work. Book a strategy call: thesalesmachine.com

Episode Summary Your brand is working 24/7—but is it making you money or costing you deals? Phil Pallen, who's built brands for Shark Tank investors across 23 countries and collaborated with Adobe on AI initiatives, reveals the 3-second rule that separates forgettable brands from unforgettable ones. In this game-changing conversation, discover how to achieve consistency between what makes you great in real life and how that shows up online. Phil breaks down why most salespeople focus on the pitch when they should focus on the presence, and shares his proven framework for creating a brand that does the selling when you're not in the room. Key Takeaways The 3-Second Brand Test: Learn why people judge your brand in three seconds or less—and how to make those seconds count (even top performers get this wrong) Why Your Sales Team Has a Branding Problem: Discover the hidden reason your team isn't closing deals (hint: it's not their selling skills) The Charlie Sheen Strategy That Built a Multi-Million Dollar Business: How Phil went from 90,000 applicants to the top 50 and turned rejection into a thriving brand consultancy AI + Branding = Unfair Advantage: Phil's created 408 AI tool videos in 4 years—here's how to leverage AI without losing your human touch Delegation Over Micromanagement: Why the most successful people trust experts, don't micromanage, and build systems that work when they're sleeping Chapters 00:00 - Introduction: The 3-Second Rule That Makes or Breaks Your Brand02:17 - What Jeff Bezos Got Right About Branding (And What Most People Miss)03:47 - From Canadian TV Host to Shark Tank Brand Strategist: Phil's Origin Story06:59 - Humanizing Corporate Giants: The Adobe Collaboration Secret09:34 - Why Your First Impression Is Costing You Millions18:37 - The Social Media Algorithm Hack Nobody's Talking About30:14 - AI for Small Business: Cutting Through the Hype42:16 - Why Phil Says "I'm Better When I Know Less About You"55:28 - Extracting Best Practices: The Top 10% Framework01:03:28 - The Training Wheels Approach to Branding01:05:24 - 408 Videos Later: What Phil's Learned About AI Tools01:08:00 - How to Work with Phil (And His Brand Audit Process) Guest Information Phil PallenBrand Strategist, Phil Pallen CollectiveBuilt brands across 23 countries Connect with Phil Pallen:Website: philpallen.coInstagram: https://www.instagram.com/philpallen/ LinkedIn: https://www.linkedin.com/in/philpallen/ Host Information Connect with John Rankins: Website: https://thesalesmachine.com/YouTube: @JohnRankinsOfficialLinkedIn: https://www.linkedin.com/in/johnrankinsofficial Transform Sales with The Sales Machine Your CRM is DEAD—just a glorified address book. While you chase reports, competitors win deals. The Sales Machine drives actual performance with automation, insights, and gamification that work. Book a strategy call: thesalesmachine.com  

Episode Summary What if your biggest sales problem isn't your pitch—it's pretending to be someone you're not? Jaime Diglio, founder of The Win Room and named one of the top 100 most powerful women in sales, reveals why 10x winners don't follow scripts—they discover their unique winning formula. From burnout at Gartner (literally losing feeling in her legs) to helping 98.4% of clients hit their goals, Jaime breaks down her ROI framework: Return on Interactions. Learn why authenticity beats perfection, how to stop living in the war room inside your head, and the Moneyball approach to sales that transforms average performers into elite closers.   Key Takeaways The "War Room vs Win Room" mindset shift that ended Jaime's burnout and unlocked 10x performance at Microsoft and Gartner Why following scripts makes you forgettable—and how discovering your unique "winning formula" makes you irreplaceable to buyers The Return on Interactions framework: How elite sellers practice like athletes to make every customer conversation count The real reason customers can read your energy—and why being authentically YOU is the ultimate competitive advantage How the Moneyball philosophy transforms sales teams: Stop forcing one-size-fits-all, start doubling down on individual strengths   Chapters 0:00 – Introduction: Jamie Diglio reveals her ROI framework for sales success  01:09 – From Microsoft executive to building The Win Room methodology  01:43 – The burnout moment that changed everything and sparked a revolution  04:21 – Fear of failure, Tony Robbins, and finding your authentic path  08:45 – The terrifying career pivot from corporate to entrepreneur  14:35 – How pressure and challenges reveal your true authentic self  21:15 – Why your mindset directly determines your income potential  29:12 – The psychology of high performance and elite achievement  33:45 – ROI: Return on Interaction framework explained in detail  42:15 – How top 1% sellers think and operate differently  51:45 – Trust-building strategies that actually work in modern sales  1:00:35 – Elite athlete training principles applied to sales performance  1:10:25 – Discovering and leveraging your unique value proposition  1:21:22 – Uncovering your personal winning formula for success  1:22:50 – Why fake people fail and authenticity wins in sales  1:24:26 – The Moneyball approach: personalized performance in selling  1:27:31 – Introducing The Win League mastermind community  1:29:05 – Final takeaways and how to level up your game   Guest Information Jaime Diglio Founder & CEO, The Win Room Transforming Sales Through Authentic Performance Connect with Jaime: Website: thewinroom.com LinkedIn: linkedin.com/in/jaimediglio   Host Information Connect with John Rankins:  Website: https://thesalesmachine.com/ YouTube: @JohnRankinsOfficial LinkedIn: https://www.linkedin.com/in/johnrankinsofficial   Transform Sales with The Sales Machine Your CRM is DEAD—just a glorified address book. While you chase reports, competitors win deals. The Sales Machine drives actual performance with automation, insights, and gamification that work.   Book a strategy call: thesalesmachine.com

Episode Summary You're measuring everything—calls, emails, pipeline velocity—but your sales team still isn't hitting quota. Here's why: tracking metrics without managing them is like stepping on a scale 20 times a day expecting to lose weight. Michelle Vazzana, Chief Innovation Officer at Impart and co-author of Cracking the Sales Management Code, exposes the fatal mistake killing sales performance: creating dashboards instead of driving coaching. Discover why elite managers coach less frequently but achieve better results, how the three dimensions of sales execution separate winners from losers, and why AI orchestration—not another CRM—is the future of scalable revenue. This research-backed conversation transforms sales leadership from inspection culture to performance engine. Key Takeaways The scale paradox solved: Stepping on a scale 20 times doesn't make you lose weight—discover why coaching activities, not results, is the highest-impact move managers can make The 3 Rs that separate outliers from average performers: Elite sellers share resilience, rigor, and responsibility—learn how these mindset elements predict success better than competency assessments Why your CRM is secretly sabotaging growth: Built for companies, not salespeople, traditional platforms create admin burden instead of driving performance—see what AI orchestration actually solves The counterintuitive coaching formula: High performers coach less frequently but go deeper—the "minimum effective dose" that transforms teams without burning out managers Sales-aware AI vs. vanilla chatbots: Generic AI doesn't know how buyers buy—discover the difference between platform automation and true sales intelligence that wins deals   Chapters 00:00 - Introduction 04:20 - From IBM to Sales Framework Pioneer: Michelle's Origin Story 08:21 - The Research That Changed B2B: Creating the Sales Management Code 11:29 - Activities Over Results: The Coaching Breakthrough Data 16:35 - Why CRMs Are Just Glorified Address Books 18:49 - Sales-Aware AI: The Intelligence Platform Companies Are Missing 24:29 - The Orchestrator Revolution: How AI Agents Actually Work Together 31:33 - The Discipline Gap: Why Metrics Alone Don't Drive Performance 35:44 - The 3 Rs of Elite Mindset: Resilience, Rigor, Responsibility 42:53 - The Minimum Effective Dose: Less Coaching, Better Results 45:38 - 3D Sales Agility: Insight, Influence, and Trust Dimensions Guest Information Michelle VazzanaChief Innovation Officer, ImpartSales transformation research pioneer Connect with Michelle:Website: https://imparta.com/about/leadership-team/ Instagram: https://www.instagram.com/vazzanam/LinkedIn: https://www.linkedin.com/in/michelle-vazzana/ Host Information Connect with John Rankins: Website: https://thesalesmachine.com/ YouTube: @JohnRankinsOfficial LinkedIn: https://www.linkedin.com/in/johnrankinsofficial Transform Sales with The Sales Machine Your CRM is DEAD—just a glorified address book. While you chase reports, competitors win deals. The Sales Machine drives actual performance with automation, insights, and gamification that work. Book a strategy call: thesalesmachine.com

Episode Summary What if getting rich 10X faster meant falling in love with client problems instead of pitching solutions? Mo Bunnell, CEO of Bunnell Idea Group and bestselling author of "Give to Grow," reveals why top salespeople obsess over problems while average performers chase deals. Discover the counterintuitive IKEA Effect that turns prospects into partners, the "so you can" phrase that eliminates objections, and the exact framework 60,000+ professionals use to make clients drag them across the finish line. This isn't about working harder—it's about the psychological shift that separates millionaire salespeople from the rest.   Key Takeaways The 10X Performance Gap: Why average salespeople and top performers aren't just 20% different—they're 10 times different, and the exact mindset shift that separates them Never Send Proposals Again: The IKEA Effect principle that proves people buy into what they help create, and how co-creating proposals skyrockets your close rates The Two-Word Sales Multiplier: How adding "so you can" after any accolade transforms negative bragging into compelling value propositions backed by research The 50-Word Email Rule: Why your outbound emails are too long and the magic number that fits on one phone screen and dramatically increases response rates Fall in Love With Their Problem: The counter-intuitive approach to business development that makes clients drag you across the goal line instead of you pushing   Chapters 00:00 - Introduction: The Mastermind Behind Growth Machines 01:38 - From Actuary to Sales Expert: An Unexpected Journey 06:05 - Mindset & Moves: The Two Pillars of Sales Success 08:08 - Nobody Cares: Making Clients the Hero of Every Story 13:53 - Fall in Love With Their Problem Framework 16:17 - Business is Simple: The "So You Can" Phrase 21:35 - The 10X Difference: Average vs Top Performers 27:17 - Relationships to Revenue: Strategic Networking Done Right 31:35 - Giftology & Give to Grow Philosophy 39:36 - The IKEA Effect: Co-Creating Winning Proposals 43:54 - AI & Sales: Extracting Best Practices at Scale 49:56 - The Snowball System: World-Class Training in a Book 55:49 - Free Resources & How to Connect   Guest Information Mo Bunnell Founder & CEO, Bunnell Idea Group (BIG) Transforming Organizations Into Growth Machines Connect with Mo Bunnell: Website: https://bunnellideagroup.com/ LinkedIn: https://www.linkedin.com/in/mobunnell Podcast: https://bunnellideagroup.com/podcast/   Host Information Connect with John Rankins: Website: https://thesalesmachine.com/ YouTube: @JohnRankinsOfficial LinkedIn: https://www.linkedin.com/in/johnrankinsofficial   Transform Sales with The Sales Machine Your CRM is DEAD—just a glorified address book. While you chase reports, competitors win deals. The Sales Machine drives actual performance with automation, insights, and gamification that work. Book a strategy call: thesalesmachine.com

Episode Summary What if everything you've been taught about sales is backwards? Jeff Bajorek, who's turned dead territories into multimillion-dollar producers and coached teams across 60+ companies, sits down to expose the uncomfortable truths most sales leaders won't admit. This isn't another feel-good episode about "mindset" and motivation. Jeff breaks down why your sales training investments are wasted, how a 13-year-old newspaper carrier outsold seasoned professionals using one simple strategy, and the five prospecting fundamentals that separate real closers from glorified telemarketers. Whether you're leading a team that's underperforming or hustling solo trying to hit quota, this raw conversation delivers the frameworks and mindset shifts you need to stop losing deals you should be winning. Key Takeaways The hidden sales happening everywhere – Discover why 90% of your daily "sales" don't involve money and how this realization transforms your approach to every conversation Why your sales training is failing – Learn the critical mistake companies make before training their teams (hint: they're not sold on needing it) and how to fix it The 5 prospecting fundamentals crushing it in 2025 – Jeff reveals his proven framework that separates B2B professionals from glorified telemarketers making the same cold calls The "nobody cares" principle that changes everything – Find out why leading with ego kills deals and what top performers do instead to create real engagement From paper routes to million-dollar deals – How a 13-year-old's free offer strategy outperforms most modern sales tactics and what that means for your pipeline Chapters 00:00 – Sales Without Money: Why Your Teen's Car Request Is Teaching You Everything 02:15 – The Dangerous Truth About "Selling Is Selling" That Most Get Wrong 04:09 – Transfer of Enthusiasm: Brian Tracy's Forgotten Secret to Every Sale 07:36 – The Toyota Strategy: When Giving Up Margin Makes You Millions 11:35 – The 13-Year-Old Who Crushed Objections Better Than Your Sales Team 15:03 – Ego Vs. Service: Why Showing Up to Impress Guarantees You'll Lose 18:43 – The Apprenticeship Model: Why Sales Mastery Takes Decades, Not Days 24:25 – Generational Sales Manager Trauma and How It's Killing Your Numbers 29:09 – Training Teams That Don't Want It: The Pre-Sale Nobody Talks About 37:14 – The 5 Prospecting Fundamentals Your Competition Doesn't Know 44:03 – Building Courseware That Actually Works: From Beer to Best Practices 52:15 – Discovery Before Demos: Why SDRs Fail and How to Fix It Guest Information Jeff Bajorek Sales Consultant, Author & Speaker Transforming Sales Teams Through Service Connect with Jeff: Website: https://www.jeffbajorek.com/ LinkedIn: https://www.linkedin.com/in/jeffbajorek Host Information Connect with John Rankins: Website: https://thesalesmachine.com/ YouTube: @JohnRankinsOfficial LinkedIn: https://www.linkedin.com/in/johnrankinsofficial Transform Sales with The Sales Machine Your CRM is DEAD—just a glorified address book. While you chase reports, competitors win deals. The Sales Machine drives actual performance with automation, insights, and gamification that work. Book a strategy call: thesalesmachine.com

Episode Summary From developer to enterprise sales leader to agency founder, Dale Zwizinski reveals the brutal truth about scaling revenue: most founders think they've hit product-market fit when they haven't, and they don't document anything. With 20+ years building teams from 2 to 150 across six countries, Dale shares how Revenue Reimagined has driven $425M in revenue and $3.6M in savings for startups. Learn why stabilization beats scale, how to avoid "commercial debt" that kills growth, the AI charter framework for go-to-market success, and why your ICP should change every 90 days—not stay frozen for years. Key Takeaways Documentation kills chaos - Founders automate processes in their heads but can't scale until every step is written down for others to execute The Go-to-Market Gap methodology - Why you must move through stabilization and foundation before chasing repeatability and scale (most skip steps and fail) AI needs a charter, not hype - Building AI without cross-organizational strategy costs jobs and money—start with low-hanging GTM fruit first Your ICP expires every 3 months - The companies crushing it review ideal customer profiles quarterly, not once when they launched two years ago Momentum beats perfection - You can't reach repeatability without momentum; forecast accurately and understand your process before trying to scale Chapters 03:17 - From Code to Customers: The Y2K Moment That Changed Everything How a furious customer complaint launched a 20-year sales career 09:28 - The Founder's Fatal Flaw: Why Documentation Kills Startups Most founders think they have product-market fit when they don't 16:09 - Sales as Service: The Psychology Framework That Scales Why software without soul fails and how to transfer founder passion 20:16 - The Go-to-Market Gap: Four Phases from Chaos to Scale Stabilization, Foundation, Repeatability, Scalability - you can't skip steps 29:44 - Breaking Things on Purpose: The Entrepreneur's Paradox Why true entrepreneurs wake up trying to put themselves out of business 32:04 - When Everything Looks Like a Sales Problem But Isn't The audit that reveals your real go-to-market bottlenecks 34:03 - The ICP Trap: Why Your Market Definition Is Too Wide Forget total addressable market - focus on sellable and serviceable 41:50 - The AI Charter Strategy: Beyond the Buzzword Building AI cross-functionally from recruiting to operations to go-to-market 48:55 - The $10M Per Person Question: Can Three People Build a $30M Company? How AI-first companies are rewriting revenue-per-employee metrics Guest Information Dale Zwizinski Co-founder, Revenue Reimagined 20+ year enterprise sales leader $425M in revenue driven | $64.5M in funding secured Connect with Dale:Website: https://www.revenue-reimagined.com/LinkedIn: https://www.linkedin.com/in/dalezwizinski/ Host Information Connect with John Rankins: Website: thesalesmachine.com YouTube: @JohnRankinsOfficial LinkedIn: https://www.linkedin.com/in/johnrankinsofficial/ Transform Sales with The Sales Machine: Your CRM is DEAD—just a glorified address book. While you chase reports, competitors win deals. The Sales Machine drives actual performance with automation, insights, and gamification that work. Book a strategy call: thesalesmachine.com

Episode Summary Discover hidden SaaS profit levers with Ulrik Lehrskov-Schmidt, top B2B pricing expert. From accidentally starting consulting to helping 150+ companies achieve 102% price increases, Ulrik reveals pricing isn't about numbers—it's about structure. Learn how shifting to all-you-can-eat pricing tripled a business and the psychological triggers that make customers buy. Key Takeaways Price customers, not products - segment packages by customer type Package around outcomes - sell "pipeline generation" vs features Use price anchors - provide comparison context Avoid commercial debt - custom contracts kill scalability Match complexity to deal size Chapters 00:58 - The Accidental Pricing Consultant How writing a book on pricing psychology during baby duty launched a million-dollar consulting career 02:23 - From Conference Tickets to Microsoft Partnerships The surprising story of how one pricing experiment led to becoming Microsoft's preferred pricing partner 07:09 - It's Not the Number, It's the Structure Why the "how" of pricing matters more than the "what" - the conference business case study 10:34 - Package Around Outcomes, Not Features Transform your sales conversations by selling pipeline and conversion instead of basic and pro plans 14:17 - The Psychology of Price Anchors Why no price is high or low except when compared to something else - mastering pricing psychology 17:32 - Data-Driven Pricing That Actually Sells The promise times probability formula and why customers need reassurance, not just promises 21:03 - The 102% Price Increase Methodology How segmented pricing strategies increase enterprise accounts while lowering prices for smaller customers 24:33 - The Perpetual License Trap Why customers asking for one-time payments create a maintenance nightmare and kill innovation 32:02 - The Complexity Budget Framework Matching pricing complexity to deal size - from simple $5K sales to complex $5M enterprise deals 36:11 - Pricing Design vs. Pricing Math Why you're pricing the customer, not the product - the train class ticket analogy 39:57 - The Commercial Debt Crisis How custom contracts and sales flexibility create an operational nightmare at scale 41:46 - Should You Put Pricing on Your Website? The decision framework for public vs. private pricing and how transparency supports sales teams Guest Information Ulrik Lehrskov-Schmidt CEO, willingness to pay.com Author of "The Pricing Roadmap" 150+ B2B SaaS pricing projects completed Connect with Ulrik: Website: https://www.willingnesstopay.com/ Book: https://www.willingnesstopay.com/product/the-pricing-roadmap YouTube: https://www.youtube.com/@SaaSPricing Host Information Connect with John Rankins: Website: https://thesalesmachine.com/ Facebook: https://www.facebook.com/TheSalesMachineOfficial Instagram: https://www.instagram.com/thesalesmachine_official/ LinkedIn: https://www.linkedin.com/company/thesalesmachineofficial/ YouTube: https://www.youtube.com/@JohnRankinsOfficial Transform Sales with The Sales Machine Your CRM is DEAD—just a glorified address book. While you chase reports, competitors win deals. The Sales Machine drives actual performance with automation, insights, and gamification that work. Book strategy call: thesalesmachine.com

In this episode, I sit down with Zack Zeller, revenue leader and sales mentor, to unpack the mindset shifts and systems needed to go from individual hustle to building high-performing sales teams. With years of experience leading sales organizations, Zack shares practical lessons on leadership, coaching, and creating a culture where reps thrive. We talk about: Why hustle alone won’t scale in sales The biggest mistakes new sales leaders make How to build a culture of accountability without micromanagement The power of coaching in unlocking team performance Why self-awareness is a sales leader’s greatest tool How to align reps to company goals and customer value Lessons Zack learned firsthand in leading growth   Chapters 00:00 The Role of Copywriting in Business Growth 05:29 Building a Personal Brand Through Speaking 09:15 The Importance of Consistency in Sales 12:37 Identifying and Solving Core Problems 13:33 Differentiating Between Book Types 16:26 The Power of Unique Perspectives 22:29 Case Studies: Transforming Ideas into Sales 28:13 Practical Steps for Aspiring Authors 32:43 Book Launch and Editing Timeline 34:08 Marketing Strategies for Book Sales 36:53 Leveraging Books for B2B Success 40:12 Understanding Client Needs and Sales Psychology 43:21 Disruption in Sales and Marketing Strategies 44:31 Repositioning Existing Books for Better Sales 47:06 Nurturing Leads and Email Marketing Strategies 50:14 Building a Brand Through Books 52:50 Creating Content Around Your Book 55:53 Working with Zach: Process and Investment   Whether you’re a rep aspiring to leadership or an executive scaling a team, this episode gives you the tools to lead with clarity and confidence. Still trusting your CRM, ERP, or sales tools to tell you the truth about your business? Here’s the problem: Most of your systems are just fancy filing cabinets. They don’t help your team perform, they just track what’s already happened. If you’re tired of chasing reports, dealing with bad data, and running a sales org on broken systems, book a strategy call with The Sales Machine. We'll show you how to finally get visibility, accountability, and real performance:👉www.thesalesmachine.com 👉 Book a sales strategy call with The Sales Machine today: www.thesalesmachine.com Let’s upgrade your tools, your team, and your results.   Connect with Zack Zeller Website: thisshouldntwork.com Instagram: https://www.instagram.com/thezackzeller/ LinkedIn: https://www.linkedin.com/in/zackzeller22 Threads: https://www.threads.com/@thezackzeller Free Book: https://fixyourlist.com/smp   Connect with John Rankins Website: https://thesalesmachine.com/ Facebook: https://www.facebook.com/TheSalesMachineOfficial Instagram:https://www.instagram.com/thesalesmachine_official/ LinkedIn:https://www.linkedin.com/company/thesalesmachineofficial/ YouTube:https://www.youtube.com/@JohnRankinsOfficial

In this episode, I sit down with Lee Salz, globally recognized sales differentiation strategist and author of The First Meeting Differentiator. Lee has written seven books on sales, and his work has helped organizations worldwide move from generic sales pitches to truly differentiated conversations. We talk about: Why “different is better than better” in sales The fatal flaw with traditional discovery meetings How to turn every first meeting into a consultation that delivers value The difference between an inconvenience and a real problem buyers will pay to solve Why emotion—not logic—drives deals forward How to qualify prospects early and avoid wasting months on dead opportunities Small personalization moves that create massive competitive advantage Whether you’re a sales leader, B2B seller, or entrepreneur, this episode will change how you think about first meetings, differentiation, and delivering value. Still trusting your CRM, ERP, or sales tools to tell you the truth about your business? Here’s the problem: Most of your systems are just fancy filing cabinets. They don’t help your team perform, they just track what’s already happened. If you’re tired of chasing reports, dealing with bad data, and running a sales org on broken systems, book a strategy call with The Sales Machine. We'll show you how to finally get visibility, accountability, and real performance:👉www.thesalesmachine.com 👉 Book a sales strategy call with The Sales Machine today: www.thesalesmachine.com   Connect with Lee Salz Website: salesarchitects.com Book: The First Meeting Differentiator Resource: meaningfulvalue.com (tip sheet: adding value in first meetings) Book site: firstmeetingbook.com (download chapter 1 free) Instagram: @theleesalz   Connect with John Rankins Website: https://thesalesmachine.com/ Facebook: https://www.facebook.com/TheSalesMachineOfficial Instagram:https://www.instagram.com/thesalesmachine_official/ LinkedIn:https://www.linkedin.com/company/thesalesmachineofficial/ YouTube:https://www.youtube.com/@JohnRankinsOfficial

Still trusting your CRM, ERP, or sales tools to tell you the truth about your business? Here’s the problem: Most of your systems are just fancy filing cabinets. They don’t help your team perform, they just track what’s already happened. If you’re tired of chasing reports, dealing with bad data, and running a sales org on broken systems, book a strategy call with The Sales Machine. We'll show you how to finally get visibility, accountability, and real performance:👉www.thesalesmachine.com   Now to the good part...In this episode, I sit down with Greg Nutter, author of P3 Selling and global sales advisor, to talk about what it really takes to win complex B2B deals. With decades of experience coaching sales teams worldwide, Greg shares how sellers can stop being “pitch machines” and start guiding customers through the buying journey.   We talk about: Why most CRM systems set sellers up to fail The difference between a sales process and a buying process The 5 predictable stages of buying decisions Why being a coach and mentor matters more than being a “product expert” How to identify the hidden stakeholders (procurement, IT, finance, etc.) before it’s too late Why sometimes the best sales move is telling a customer not to buy Whether you’re a sales leader, entrepreneur, or B2B seller, this episode is your playbook for aligning with buyers and closing more deals.   👉 Book a sales strategy call with The Sales Machine today: www.thesalesmachine.com Let’s upgrade your tools, your team, and your results.   Connect with Greg Nutter LinkedIn: https://www.linkedin.com/in/greg-nutter/ Website: https://soloquent.com/p3-selling-book/                  https://soloquent.com Connect with John Rankins Website: https://thesalesmachine.com/ Facebook: https://www.facebook.com/TheSalesMachineOfficial Instagram:https://www.instagram.com/thesalesmachine_official/ LinkedIn:https://www.linkedin.com/company/thesalesmachineofficial/ YouTube:https://www.youtube.com/@JohnRankinsOfficial  

Most salespeople kill their deals without even realizing it… They feature-dump their way into irrelevance. They think rattling off specs will impress prospects, when in reality, it’s the fastest way to bore them and lose the sale. Here’s the truth: features don’t sell…stories do. That’s why in this episode of The Sales Machine Podcast, I sit down with Stephen Steers, sales expert and author of Superpower Storytelling. We break down exactly how to ditch feature dumping and start selling with stories that stick. 👉 If you’re tired of long sales cycles, ghosted follow-ups, and deals dying in the pipeline, this episode is your fix. And if you’re ready to build a sales system that actually performs, book a call with The Sales Machine team today. What You’ll Learn in This Episode: Why feature dumping destroys trust and how to avoid it The storytelling frameworks that win deals in 2025 How to run discovery calls that uncover why people actually buy Why most startups fail at sales (hint: it’s not their product) Practical ways to coach your reps to sell with impact, not info overload Tune in now to How to Sell Without Feature Dumping (The Storytelling Fix) | ft. Stephen Steers. And if you’re serious about transforming your sales culture, book a call with The Sales Machine team, because the future of selling is already here, and it’s storytelling-driven. Connect with Stephen Steers Website: https://www.stephensteers.com/  X: https://x.com/stephensteers_?lang=en  Instagram: https://www.instagram.com/stephensteers_/?hl=en  LinkedIn: https://www.linkedin.com/in/stephen-steers  Connect with John Rankins Website: https://thesalesmachine.com/ Facebook: https://www.facebook.com/TheSalesMachineOfficial Instagram:https://www.instagram.com/thesalesmachine_official/ LinkedIn:https://www.linkedin.com/company/thesalesmachineofficial/ YouTube:https://www.youtube.com/@JohnRankinsOfficial

Most professionals think networking is about adding names to a list. But the truth? Most of those names never buy, never trust you, and never move the needle for your business. If you’re leading a sales team or running a professional services firm that’s stuck in “random acts of networking,” this episode is for you. Before we dive in, if you want to fix the chaos in your sales process, build a system that drives performance, and actually grow, book a call with The Sales Machine team. We’ll help you turn your network into a growth engine. Today, I’m joined by Andi Baldwin, CEO of Profitable Ideas Exchange (PIE), based in Bozeman, Montana, and author of the new book The Growth Engine. Andi has spent her career helping firms like KPMG, IBM, JLL, and Slalom build executive communities that don’t just talk, but actually generate business growth. We get into: Why client feedback is the lifeblood of professional services growth How trust and relationships win more business than transactions ever will Why niching down beats trying to serve everyone How AI can enhance efficiency but never replace human connection The mindset shift leaders need to build scalable growth systems Why long-term relationships are the key to securing huge contracts And how to build a network that becomes your real growth engine 👉🏼 Andi’s new book, The Growth Engine, is a must-read for professional services leaders who want to create scalable, sustainable growth models. 👉🏼 And if you’re ready to streamline your sales, fix the data chaos, and empower your team with performance-driven systems, book a call with The Sales Machine team today. This isn’t about business card collecting. This is about building relationships and communities that transform careers and companies. Connect with Andi Baldwin Website: https://www.profitableideas.com/the-growth-engine/  Instagram: https://www.instagram.com/andirodesb/  LinkedIn: https://www.linkedin.com/in/andi-baldwin-922b0354/  Connect with John Rankins Website: https://thesalesmachine.com/ Facebook: https://www.facebook.com/TheSalesMachineOfficial Instagram:https://www.instagram.com/thesalesmachine_official/ LinkedIn:https://www.linkedin.com/company/thesalesmachineofficial/ YouTube:https://www.youtube.com/@JohnRankinsOfficial