Selling Local: Stories | Tips | Service
Welcome to Selling Local, powered by The Sales Rebellion. Currently you will find 3 seasons of Selling Local with all different hosts including Dale Dupree, Chris Watson, Beth Pagano and Adam Snider. We recommend going on the journey of building this podcast with us by listening from start to finish... You will hear sales stories, sales tips and epic journey's of service driven individuals. Our focus is on you, the sales reps and sales leaders, that are leading our communities today. We seek to empower, not to tear down. We look to speak truth, not to mislead. We hope to bring change and lead professionals away from the disconnected sales habits of the past. We believe in people of products, community over commission checks, providing experiences over performing a pitch, and fellowship over negotiations. So the only questions, will you join us, and write the next chapter of your sales legacy?
info_outline
142: From Mission Work to IT Sales and Beyond
04/20/2024
142: From Mission Work to IT Sales and Beyond
Vincent is all-in with everything he does. From the good to the bad and everything in between, he is a seller that is meeting people where they are and deeply cares about the outcomes he helps others create. If you are not inspired by the story that Vincent tells on this episode, we don't know what to tell you... You will hear one of the most vulnerable humans on planet earth tell the tale of his walk to include his profession, his family and his person perspective. The kind of posture, courage, and resolve in this human radiates within every minute of this episode and will inspire you to do a double take on the areas of your life where you are not taking risks because of fear. Lead with belief in the legacy you are leaving, sell to people in a way that will move and impact them, be a Rebel no matter what - that statement sums up this episode! Vincent is also brand new to Tech Sales so if you are in the IT space and just getting kicked off you should listen to what Vincent is doing different to build better outcomes for himself. Alright fam, enough chit-chat, it's time to grab a snack and your favorite drink... Turn up the volume, sit back and relax... For another amazing epsiode of the Selling Local podcast.
/episode/index/show/copierwarrior/id/30911363
info_outline
141: Slow Down, Give a Crap and Sell More SaaS
04/12/2024
141: Slow Down, Give a Crap and Sell More SaaS
Well, we've got one freaking heck of an epsiode for all you Rebels today! The infamous Rebel herself, Michelle Wartelski graces us with her presence and her infectious personality. You will learn how a 17+ year veteran of the sales industry honed her craft to be more personable and desired by the people that she seeks to serve. Alignment with what her customers want to achieve and understanding that sales is about helping... So, instead of selling everyone, having people's best interest in mind. Knowing that you might not be the best fit - this is what Rebels call "full detachment" from what we want and becoming Rebel Leaders that serve above all else. You'll learn actionable ways to communicate without all the high-pressure that most salespeople use as a tactic. And by applying it to yourself, you'll see more fruit and close much more business than the typical salesperson. If you are in SaaS, you are going to love this episode... Michelle talks a lot about her experience in the SaaS space and how you can be better than your competition and achieve more. So, pop on your favorite movie (put it on mute silly) grab a soda, some snacks and get ready for another ride on the Selling Local Podcast!
/episode/index/show/copierwarrior/id/30799018
info_outline
140: Embracing Unique, Getting Attention and Being a Blessing
04/05/2024
140: Embracing Unique, Getting Attention and Being a Blessing
In this episode of the Selling Local podcast we've got one of the best salespeople in the world on our show... Caleb McCabe works in the Manged IT space and is doing things in a way that makes the status quo want to puke! Which, of course, we love the most. You'll hear about the Golden Rule of sales, where a seller needs to focus their time in order to connect with more prospects and have a greater impact on each individual person you encounter. If you are looking to hear from a seller in a crowded space and get their take on unique and creative ways to sell better... And! As a bonus, hear from a sales rep that has sent an ACTUAL carrier pigeon to set an appointment... Then you are going to want to tune in. So grab your favorite beverage, a snack, some treats, and jump into this big bad episode of Selling Local with us!
/episode/index/show/copierwarrior/id/30694498
info_outline
139: Honoring a Legend in Life and Sales
03/29/2024
139: Honoring a Legend in Life and Sales
As the tradition goes... This episode is hosted by Dale Dupree and is all about the legendary Curtis Dupree. It is a way that this show has always honored the legacy of Curtis. It is a way for Dale to continue to teach others about the amazing man he was. Is is a chance for you to hear the tales of an "ordinary man" who did some extraordinary things. We are honored to continue to host this tradition and hope that today it stops you in your tracks and makes you think... What legacy am I leaving for those I encounter on this earth? This is the way, Rebels. So grab your favorite snack, your drink of choice, a box of tissues (just in case) and get ready to hear one of the most meaningful podcast episodes you have ever laid ears on. This, is what the Selling Local Podcast is all about.
/episode/index/show/copierwarrior/id/30598088
info_outline
138: Surviving Cancer, Practicing Trust and Being the Most Authentic Seller in the Room.
03/23/2024
138: Surviving Cancer, Practicing Trust and Being the Most Authentic Seller in the Room.
We had the pleasure of hosting a University of Central FL Professional Selling Program graduate, mom, sales warrior, cancer survivor, and all around incredible woman in Chelsea Hoffmann... Hear the story of her intense struggles and an incredible lesson her father taught her through the power of unconditional love, time and what money provides. This episode will challenge the way you think about your walk... It will push the boundaries of "conventional" in the way you look at sales and remind you that your authentic self is the single most important ingredient in your sales success. Confidence, trust, loyalty, selflessness, just a few of the amazing topics you will hear in this episode that is surely going to level up your sales game just as well as your life game. So Rebels, grab your most favorite snacks, a nice cold (or warm) beverage, kick back, relax and get ready to learn from another episode of Selling Local!
/episode/index/show/copierwarrior/id/30508403
info_outline
137: SaaS Sales, Cowboys & Commitment.
03/16/2024
137: SaaS Sales, Cowboys & Commitment.
ON this episode of Selling Local we've got Colby Dill in the house and boy does he bring the ruckus to this episode! You will be made uncomfortable by his commitment to giving an experience, serving others, people and love, as he is unashamed and unapologetic with his life walk. He will help you to see business on a whole new level... As he is seeking more than just a paycheck, he is seeking to leave a legacy through relationships, servant leadership and the opportunity to bring sales back to its roots. Colby is a true champion of the Selling Local lifestyle and you are going to freaking love this episode to help you level up your life and sales existence. So grab a cold one, some cookies or crackers, kick back, relax and turn up the volume on this episode of Selling Local.
/episode/index/show/copierwarrior/id/30398983
info_outline
136: Season 3 Kick-off With a Special Guest!
03/08/2024
136: Season 3 Kick-off With a Special Guest!
Here we go Season 3! To get things started out right, we brought on one of the greatest Rebels in the state of TX... Luke Frazier. Luke loves marketing, his family, and has one of the coolest mustaches you have ever seen in your life... Seriously, it's Burt Reynolds quality. Luke shares more about the legacy he is building day to day and gets very real with our hosts. He highlights the need for grace during uncertainty and staying the course by remembering what you are building instead of wallowing in the low moments. You'll hear the strategies he's implamenting to build his business, attract more clients and get the attention of those he seeks to serve. Strap in, grab a drink, some snacks, and get ready to kick-off Season 3 of The Selling Local Podcast!
/episode/index/show/copierwarrior/id/30273473
info_outline
135: Are we Blind to Our Own Biases?
12/15/2021
135: Are we Blind to Our Own Biases?
Jen Ferguson, the Global Sales On-boarding Delivery Manager at Salesforce, comes on the podcast to discuss the importance of inclusion & diversity. Jen talks about building an inclusion culture within your the organization so that people can feel included & valued. Will we only be defined by our quota's & KPI's or will we offer an opportunity help our salespeople feel valued beyond their production. Jen is a rockstar that is involved in so many places motivating, inspiring, & guiding people to think about inclusion more often. Be challenged by listening to Jen talk about bias, inclusion, & diversity.
/episode/index/show/copierwarrior/id/21468827
info_outline
134: Never Dim Your Light so Others Can Shine
12/14/2021
134: Never Dim Your Light so Others Can Shine
Cynthia Barnes, Founder & CEO of the Barnes Sales Institute, is inspiring women to want to achieve the Top 1%. "Sales Processes, Sales Training, & Sales Systems were created for Men, I wanted to recreate for Women" - Cynthia Barnes Cynthia talks about her journey through sales & how it prepared her to help other woman navigate the sales world. Cynthia talks about the commitment to building relationships to a degree that you can serve your buyer & your buyers buyer. Cynthia will inspire you regardless if you are a woman or man. She has a way of speaking into the lives of the listener. If you need an energy boost or inspired listen to this one.
/episode/index/show/copierwarrior/id/21468596
info_outline
133: Differentiate Your Brand or Watch it Die
12/13/2021
133: Differentiate Your Brand or Watch it Die
David Brier, Author of Branding Intervention, Advisor to CEOs, & Slayer of the Mundane, comes on the podcast to liberate you & guide your thinking about brand. David discusses the importance of owning who you are & how you can disrupt. He takes us through the most important things to consider when identifying & strategizing on your brand. Top 3 things to consider when building your brand. 1. Did you look at the amount of noise in your industry? 2. How are you disrupting? 3. Are you promoting your own brand or others? David reminds us that Branding is "The Art of Differentiation", you must differentiate by aligning to something timeless. Get ready to be inspired & challenged listening to David Brier
/episode/index/show/copierwarrior/id/21468362
info_outline
132: Figuring out the Customized Video
11/18/2021
132: Figuring out the Customized Video
Tyler Lessard, the Chief Video Strategist at Vidyard, jumps on Selling Local to discuss the power of video prospecting. Tyler discusses why salespeople have struggled to use video in a their prospecting sequences. He explains that the future is video outreach & adapting to this outreach will help us see the value to our prospects. A video can help you stand out, personalize & humanize the messaging, & effectively communicate through visuals. If you have been on the brink of using video more often or completely scared this is your opportunity to try it out. Go check out Go record your first video!!!!
/episode/index/show/copierwarrior/id/21181451
info_outline
131: Are you inviting people to experience your brand
11/16/2021
131: Are you inviting people to experience your brand
Torlando Hakes, the Director of Business Development for Periodic, joins Selling Local to discuss the importance of engaging the right person. We have to help our ideal customer see that we know the common crisis & partner to solve this problem. Torlando discusses human behavior, buyer sentiment, ideal customers, & the importance of communicating effectively. "We use brands to help us identify who we are." The products & brands that we use help our community know who we are. Come listen to this episode for some marketing & sales & biz development talk. Get your notebook ready for the notes.
/episode/index/show/copierwarrior/id/21181265
info_outline
130: Becoming A Mindful Sales Rep
11/04/2021
130: Becoming A Mindful Sales Rep
Keith Cordeiro, Director of Commercial Sales at SalesLoft, dives into the importance of salespeople being mindful, empathetic, & genuine. Keith talks about his journey with anxiety, depression, & how he ended up in a sales role. After reading a book on Zen & eastern meditation he realized that in order to be great at anything you must know yourself. Sales forces people to handle rejection, be self aware, & control what you can control. You must be willing to take time to be mindful. Strap in & listen to the former band guys talk music, community, mindfulness, & empathy in sales.
/episode/index/show/copierwarrior/id/21010289
info_outline
129: Our Failures Are Not Our Identity
11/02/2021
129: Our Failures Are Not Our Identity
Justin Welsh, the Founder of JW Strategic Advisory helps company's avoid expensive mistakes. Justin has utilized his failures in a way to advise startup executives in a way that helps them scale. Justin didn't allow his failure to be the reason that would hold him back from having success. He dives into his origin, early jobs, & what he learned from mentors. He discusses that he would have never realized who he was without being fired from his early positions. Justin talks about how a mentor forced him to become more self aware helping him realize that he would need to be committed to building the future that he wanted instead of it being given to him because of his family, opportunity, or college degree. Now Justin utilizes his experiences to help other executives & companies. Check out this episode if you are determining your identity or wondering how to utilize your failures in a different way.
/episode/index/show/copierwarrior/id/21009134
info_outline
128: Are You Fighting Toxic Leadership?
08/19/2021
128: Are You Fighting Toxic Leadership?
Paul McCarthy, thought leader, & Founder of FIRED Leadership. Paul explains how we all are leaders in our organizations, but that many cultures are toxic. Paul discusses the importance of not compromising your values within your career. If you are a leader it is your responsibility to help those people who you are leading. He talks about the power of using "Name What You See Moment" to help your organization. We must begin to raise awareness of the things in our organization that need to be improved. This is a hard hitting episode, if you are a leader grab a drink & get ready for to be challenged.
/episode/index/show/copierwarrior/id/20216006
info_outline
127: Perseverance, Positivity, & Powerful.
08/12/2021
127: Perseverance, Positivity, & Powerful.
Martin MacArthur is an amazing sales leader that believes in leading with positivity. He brings his story to sales & to working with prospects or internally. Martin has battled with many things throughout his life & uses those experiences when considering how a prospect might be battling within their organization. If you want to make business personal then this is the episode that could offer several tips. Grab a drink & enjoy this episode with Martin MacArthur
/episode/index/show/copierwarrior/id/20215895
info_outline
126: Cold Calling Isn't Dead
08/10/2021
126: Cold Calling Isn't Dead
David Walter author of The Million Dollar Rebuttal dives into what the strategy & goals should be for cold calling. David tells his story about why he thrives setting appointments using cold calling as his primary source of success. David explains the power of being a human & talking to people in a way that shows you care. You have to believe that you belong on this call. Many times when we get on a call we tend to revert back to the way that you had always done. If you ever have to make a cold call take a listen to this episode.
/episode/index/show/copierwarrior/id/20215832
info_outline
125: Unlocking The Power of Self Awareness
07/29/2021
125: Unlocking The Power of Self Awareness
Gabrielle "GB" Blackwell, Sales Development Leader to Gong & Co-Host of Women in Sales Club brings a lot of energy to Selling Local. GB discusses the importance of knowing yourself to the degree that you are able to feel freedom In curiosity. She encourages us to realize that once we are self-aware then we will no longer feel like an imposter. Gabrielle touches on the importance of having difficult conversations within your community to help men & women in their sales careers. Enjoy the energy of the conversation.
/episode/index/show/copierwarrior/id/19974641
info_outline
124: Make An Impact Before You Leave The Room
07/20/2021
124: Make An Impact Before You Leave The Room
Jacob Gebrewold, AE at Klue & Co-Founder of Sales For The Culture comes on the Selling Local Podcast & brings tons of value. Jacob discusses the importance of determining who you are & how to value others. He talks about being bullied, identity struggles, & finding who he wanted to be. He discusses the importance of not feeling like you have to be a cookie-cutter salesperson. He explains the purpose of Sales For the Culture is to help black people determine "What does your blackness mean to you" & "How do you want your co-workers to act towards you when stuff goes wild" & "How do I go about communicating what I want & need". Jacob is passionate about sales, black tech sellers helping other black tech sellers, & mentoring other salespeople. He is excited for being an evangelist for the changes in our culture. This episode is dripping with truth, raw emotions, & passion. Enjoy.
/episode/index/show/copierwarrior/id/19864850
info_outline
123: Mamba Mentality, Anime, & Leveling Up
07/15/2021
123: Mamba Mentality, Anime, & Leveling Up
Morgan Ingram, Director of Sales Execution at JB Training & Creator & Host of the 1UP Formula Podcast. Morgan discusses his journey, lessons learned, & what salespeople should be experiencing in the modern world today. Morgan brings his true self on this episode talking about anime, Mamba Mentality, & wearing a fedora inspired by "Straw Hat Luffy." Morgan discusses the importance of bringing people along with you as you are leveling up, bringing your true self, & looking for your mamba mentality. Morgan brings the truth on the podcast & will inspire you. Get Ready
/episode/index/show/copierwarrior/id/19817324
info_outline
122: There is a Culture Champion within us All
07/06/2021
122: There is a Culture Champion within us All
Jeff Underwood is the President & Founder of his own organization GolfNutts. (at the time of this recording he was a Regional Sales Director for Clearent) Jeff talks about the importance of a culture that cares about the development of people. When leaders want to see people succeed as bad as they want the organization to succeed then you have found a culture that wants people to grow & thrive. We dive into how each person within the organization has the ability to impact the culture regardless of title & rank. The first step of becoming a culture champion is to put people first & not selfish ambition. We all have the ability to affect the culture in each of our environments, but if you aren't willing to take the opportunities to impact people your ability doesn't matter. When you dive into this one get ready to feel challenged to ask yourself if you are a culture champion.
/episode/index/show/copierwarrior/id/19721090
info_outline
121: Compassion in Sales
07/01/2021
121: Compassion in Sales
Adam Snider brings the real and raw about sales & sales leadership. He discusses the reality of the profession of sales & how he is trying to improve the overall image of salespeople by teaching them compassion. Adam believes that compassion is about being real & honest not weak. Salespeople should be compassionate enough to have a difficult conversation with our buyers. Sales Leaders need to understand that vulnerability can help take your team to the next level. Compassion could be a secret weapon that you haven't deployed. Adam brings the fire on this episode.
/episode/index/show/copierwarrior/id/19670117
info_outline
120: Encouragement should be Intentional
06/29/2021
120: Encouragement should be Intentional
Brian Sexton, the Intentional Encourager, dives into the importance of encouragement. He helps us realize how we can use encouragement as a tool to improving relationships, creating culture, & increasing growth. Brian reminds us that People Buy From People, which is also the name of his newly published book. We discuss the importance of mentors, our dads, those that came before us to teach us how to encourage. Brian is an encourager of his buyer, customer, peer, stranger, & organization. Get Ready to Be Encouraged!
/episode/index/show/copierwarrior/id/19646273
info_outline
119: Gas Attendant to CEO of SomethingNew
06/22/2021
119: Gas Attendant to CEO of SomethingNew
Scott MacGregor is the Founder & CEO of SomethingNew LLC. Scott discusses the importance of being a servant leader in any role that you are serving in. He discusses core values, talent, & culture. Scott wanted to create something that was impactful for businesses so he decided the biggest gamechanger was "people". In order to reach sustainable success & make an impact on your community & your organization always comes back to hiring the right people. Sit back grab a drink on the rocks & enjoy Scott's insights.
/episode/index/show/copierwarrior/id/19570997
info_outline
118: The Journey of an Unfettered Sales Leader
06/15/2021
118: The Journey of an Unfettered Sales Leader
Donnie Tuttle, Head Coach at Purpose Driven Executive, takes us on a journey of what it means to sell with a higher purpose & higher productivity. Donnie takes us into what it means to dive into your community & understand what your customer stands for. He talks to us about his journey from finding a 100-year-old brick on a beach with his name engraved to traveling the world & selling from anywhere. Donnie gives salespeople permission to sell outside of the norms of what salespeople are supposed to be. Grab your favorite cold brew or pour over & get drawn into the stories of Donnie Tuttle.
/episode/index/show/copierwarrior/id/19485446
info_outline
117: Wearing The T-shirt - GOD, FAMILY, ME
06/10/2021
117: Wearing The T-shirt - GOD, FAMILY, ME
Joshua Desha is the Regional Director of Sales at MASA MTS & believes in transparency & legacy. Josh is committed to leading with who you are. We dive into core values, sales leadership, & defining culture. Josh is committed to being himself in every situation & shows up each day with this attitude. Leadership is about authenticity & bringing the right strengths to the right situations. Be motivated to be yourself as a leader & lead with authenticity. Be yourself relentlessly in all situations.
/episode/index/show/copierwarrior/id/19369193
info_outline
116: Value of Knowing Yourself
06/08/2021
116: Value of Knowing Yourself
Dejuan Brown, the Senior Director of Global Sales, takes us down the journey of understanding culture, understanding self, & understanding if self fits the culture. Dejuan explains the importance of understanding the culture of the audience you are interacting with on a daily basis. Salespeople struggle to be themselves because they are concerned with the repercussions if their authenticity is misunderstood. We discuss the shift that needs to occur in the world so that people are not pigeonholed, hip hop, & the importance of being who I need. Get ready to be challenged, recharged, & powerful.
/episode/index/show/copierwarrior/id/19369157
info_outline
115: Know The Journey Of Your ICP
06/04/2021
115: Know The Journey Of Your ICP
Anupreet Singh the Sales Director of Slintel gives us a deep dive into truly understanding the journey of the customer. Anupreet explains that many salespeople are just scratching the surface on the amount of information that they could discover about their customers if they would invest the time. We discuss side hustles, personal buying stories, & even touch on the importance of understanding where your customer is currently in their journey toward caring about the problem your product solves. Get ready to enjoy a fast-paced, high-energy, and exciting conversation.
/episode/index/show/copierwarrior/id/19351178
info_outline
114: Is Your Brand An Experience?
06/01/2021
114: Is Your Brand An Experience?
Roy Kowarski, CEO of Out There Branding, dives into the importance of branding yourself to a degree that it is an experience for your buyers. Roy explains that often companies or people have branding that they don't even believe. We must believe in every experience that we are going to offer. Your personal brand should communicate who you are & the core values that you have in your life. When you communicate your brand with genuineness people will recognize you. Enjoy our conversation with the greatest TSR ambassador Roy Kowarski. A true gentleman & Legend in Branding and Experiences.
/episode/index/show/copierwarrior/id/19308929
info_outline
113: The Mad Scientist of Selling
05/27/2021
113: The Mad Scientist of Selling
David Weiss needs no introduction, but as the Regional Vice President of Sales for Seismic, he has a huge impact on people. David is a process-oriented mad genius that cares about people & wants to make an impact on each and every person he comes into contact with. David discusses the importance of having a process that you can take action utilizing. David has created I.N.V.A.S.I.O.N within The Sales Rebellion to help Enterprise Sales Team with a plan that can be executed to accomplish their goals. Get ready to feel motivated to have a better plan & defeat the status quo.
/episode/index/show/copierwarrior/id/19228277