Selling Local: Stories | Tips | Service

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.

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!

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.

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!

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.

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.

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

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 www.vidyard.com Go record your first video!!!!

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.

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.

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.

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.

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

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.

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.  

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.  

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

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.

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.

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!