Biztalk Radio's Podcast

Sniffing out new clients and avoiding common pitfalls are what successful entrepreneurs do best. Michael Dalton Johnson, founder of SalesDog.com and author of “Rules of the Hunt: Real-World Advice for Entrepreneurial and Business Success” shares with BizTalk host, Jim Lobaito, the best business tactics on growing your company gathered from his 30 years of business leadership.

Work harder, work faster, work smarter will only take you so far, and even traditional time management strategies offer no real relief. Peter Bregman, author of “18 Minutes: Find Your Focus, Master Distraction and Get the Right Things Done” shares with BizTalk host, Jim Lobaito, his tips for regaining your balance and getting you back to being effective.

Did you choose a career in sales or did it choose you? Chris Lytle, author of “The Accidental Salesperson: How to Take Control of Your Sales Career and Earn the Respect and Income You Deserve," shares with BizTalk host Jim Lobaito proven strategies on how you can take your career to the next level. Whether you are new to sales or a seasoned sales professional, you'll gain valuable insights from this podcast.

Are you struggling to get your sales team to call new prospects? Does it feel like your advanced sales efforts have stalled out? Nathan Jamail, President of Jamail Development Group and author of “The Sales Professionals Playbook” shares with BizTalk host, Jim Lobaito, the four key principals, never taught in traditional sales training, to influential selling.

Recent studies have shown that 60% of employees are unhappy at work. Tom Klobucher, CEO of Thomas Interior Systems and author of “The Great Workplace Revolution - Twelve Essential Strategies for Creating a Great Place to Work” shares with BizTalk host, Jim Lobaito, the strategies he utilizes to continually grow his company in spite of an uncertain economy.

Even the most talented and experienced new salespeople you hire need to be trained on your products and the way you do things. You have good intentions of doing that but the business of running the business gets in the way. Prospects to see, proposals to generate, customer issues to address, etc. and the next thing you know your new hire, who you had great hopes for, is not performing up to expectations. Lee B. Salz, sales management strategist and talent management expert, shares with BizTalk host, Jim Lobaito, how companies can launch onboarding initiatives designed to stay on track and therefore reducing ramp-up time and getting your new salespeople to generate sales sooner.

Before coach Bill Belichick and quarterback Tom Brady, took the New England Patriots to the top of the NFL they still had a product that needed to be sold. Patriot’s owner, Jonathan Kraft, drafted Lou Imbriano to revitalize the teams marketing and sales. Lou shares with Host Jim Lobaito the common sense marketing and relationship building tips he wrote about in his book “Winning the Customer: Turn Consumers Into Fans and Get them to Spend More."

Prospects not responding to your emails? Are you frustrated because buyers don't seem to understand the value you offer? Geoffrey James, author of "How to Say It: Business to Business Selling: Power Words and Strategies from the World's Top Sales Experts," talks with Jim Lobaito about how to write stronger sales messages, get referrals and convert leads into sales. James shares with Jim effective tips such as focusing on concrete results and steering clear of the abstract.

A recent IBM Study of the Global Marketplace says that an astounding 98% of CEO’s believe their current business models are ultimately unsustainable. Jason Jennings, author of “The Reinventors - How Extraordinary Companies Pursue Radical Continuous Change,” talks with Jim Lobaito about the secrets of organizations that have successfully transformed to stay relevant in their market. Jennings shares with Jim the best practices and characteristics that turn leaders and organizations into Reinventors.

Excuse making is a cancer that can kill an organization if left unchecked. Sam Silverstein, author of “No More Excuses: The Five Accountabilities for Personal and Organizational Growth,” talks with Jim Lobaito about how to stop accepting excuses from ourselves and our organizations. Silverstein shares with Jim how to empower yourself to think strategically and tactically for a more productive and competitive organization.

By the year 2020, it is predicted 80% of sales professionals in North America will be out of a job. The top 10% of sales professionals will be moved to inside sales positions. Do you and your sales force have the skills needed to be successful? Jonathan Farrington, globally recognized business coach and sales strategist, talks with Jim Lobaito about the future of professional selling and the death of the traditional sales model. Jonathan shares with Jim what it will take to survive and thrive in this new selling landscape.

With greater success comes greater complexity. Are you struggling to break through the barriers that prevent you from growing your business? Dan Sullivan, founder and president of The Strategic Coach Inc., talks with Jim Lobaito about his life long learning program designed to help business owners and entrepreneurs reach greater heights.

Do you wish you could spend more time focusing on the vision of your company and doing the things that really drive value? Larry Linne, author of “Make the Noise Go Away - The Power of An Effective Second in Command,” and Steve Lounsberry, advisor and coach at The Sitkins Group, talk with Jim Lobaito about how to teach your second in command to take on more tasks and make more decisions.

Are you struggling to find employees with the right skill sets to grow your business? Are you constantly trying to turn B and C employees into A-players? Eric Herrenkohl, author of How to Hire A-Players: Finding the Top People for Your Team – Even If You Don’t Have a Recruiting Department, talks with Jim Lobaito about how to recognize and recruit top talent for your company. Herrenkohl shares with Jim how company leadership, not just HR, must act as recruiters-in-chief – always on the look out for the next A-player to add to their team.

Calling an employee on their behavior is never easy. Cyndi Gave, Founder and Owner of The Metiss Group, shares with Jim Lobaito a four-step process anyone can execute. Nice guys finish first with Cyndi’s process to correcting employee behaviors!

“You never know what the next market is going to be, but if you can find it early you can make a lot of money.” Rick Harrison, owner of the Gold & Silver Pawn Shop, and star of the hit History Channel show, Pawn Stars, talks with Jim Lobaito about his 21-year, overnight success and his book, License to Pawn.

Forecasting your business is tough, forecasting the economy has gotten next to impossible. Harry Dent author of "The Great Crash Ahead: Strategies for a World Turned Upside Down," talks with Jim Lobaito about trends that will affect the economy for the next decade and why you as a business owner and private investor should not ignore them, how you can take advantage of them and how to best position yourself for sustainability.

Your phone calls are not being returned even by your customers, prospects blow you off if you do get through, and nobody seems to be interested in switching vendors. Sound familiar? Jill Konrath, sales strategist and author of "Snap Selling: Speed Up Sales and Win More Business With Today's Frazzled Customers" talks with Jim Lobaito, and shares her strategies on how to get through to customers and speed up their decision making process.

What does it take to lead and direct sales people in today’s environment? Jim Lobaito talks with Dave Handsaker, Regional Sales Manager at Agrigold, and gets an inside look at successful sales management and leadership.

Tired of hearing no? Looking for a powerful way to influence others? Listen to Jim Lobaito visit with Don Spini regarding his national best-seller, Sixty Seconds to Yes! A Power Method for Mastering Sales & Influence.