Matt’s first book, The Challenger Sale, was recently ranked by marketing leader Hubspot as the #1 book today for salespeople and sales managers.
I talk to Matt about the concept of “The Challenger” … What makes a Challenger … And what you can do to be a better Challenger.
We talk about the popular question “What keeps you up at night” and why it’s no longer the right approach to take with a customer … And what a top performing Challenger Sales Rep says to prospects instead.
As the customer evolves, so too must the salesperson. The data shows that of the 5 types of salespeople discussed in The Challenger Sale, “Relationship Builders” are no longer the best performing salespeople. They’re actually the worst.
Matt’s data also shows that “insight selling”, as opposed to solutions selling, is clearly the dominant player today, and he tells us how to become better “insight sellers”.
We talk about the best ways to build a sales team around The Challenger Sale methodology, as well as how to train your own Challengers at home.
We also discuss high impact Challenger Marketing, the end of “Findable Business”, how solution selling is dead (and really has been for several years), and much more.
Hope you enjoy the interview as much as I enjoyed hosting it.
Dean is one of the few people I trust to go to when discussing marketing for Channel Sales Partners. He’s a brilliant strategist and challenger, but also a blue-collar “get’er done at any cost” implementor.
Tom started BroadReach relatively late in his career, but he made up for lost time in a big way, going from zero to Intelisys Platinum Partner (that’s a million in monthly billing for those of you who don’t know) in just six years.
Allan is one of our more technically-inclined Sales Partners: His extensive resume includes work on both the equipment side of the channel as well as the cloud and carrier side. He’s the full package.
Known in some circles as Super Dave, he’s a former martial arts instructor and is one of the few in his industry to successfully pivot his company from a traditional IT and MSP model to Cloud and Carrier services. And he is crushing it.
Charlie recently boldly went where few traditional telecom agents have gone before: He acquired a VAR. So we talk about what went into his decision … AND the pains and pleasures of such a momentous undertaking, including what it’s like to quintuple your client base overnight.
On last week’s show Rick took us through the history of Intelisys, and in this episode, we get more philosophical.
Rick has mentored dozens of top-performing Sales Partners over the years, and we delve into his methodology behind mentoring, his observations about the types of issues he comes across most often with his mentorees, and also what he gets out of the whole process.
In Part One, Rick takes us through the evolution of Intelisys as he sees it – how it went from a fairly standard telecom agency run by three guys named Rick, to the most successful business of its kind in the world in just over 20 years.
This show has touched on the 7-step sales process in the past, but today David and I really explore how it applies to our industry in particular, and how selling cloud services, with its whiteboards and sales engineers, alters one’s approach to that process.
Natasha’s specialty is mobility. Once the red-headed stepchild of the technology world, now mobility can no longer be ignored. And Natasha has discovered how to turn it into a profit center and a Trojan Horse, and she also dispels the myth that it’s a headache to manage.
Matthew started C3 in 2008 … and he and I talk about what it’s like trying to launch a business in the harshest of economic conditions, and with only one client.
We also talk about selling SD-WAN, a subject near and dear to Matthew. He reveals how he approaches SD-WAN deals, how he ties them into security, and how you can tell if it’s “Real Deal SD-WAN” you’re looking at, or a cheap knock-off.
Today’s guest is Ed Terry, co-founder of ETA and VoxNet.
Ed started out his entrepreneurial journey with ETA selling PBX’s. ETA evolved over the years into a fully functional cloud and telecom technology consultancy.
Along the way, Ed and his partners also started a telecom carrier (CLEC) called VoxNet to supplement his consultancy.
Our guest today is 20-year channel veteran, Tiffani Bova. She started her career as a card carrying channel sales rep and sales manager. She also logged ten years at Gartner, focusing on sales best practices in the channel. And today she’s the “Customer Growth and Innovation Evangelist” at Salesforce.
Wayne Gretzky once said that he doesn’t skate to where the puck is, he skates to where it’s gonna be, and today I talk to Tiffani about how to apply that strategy to the convergence of hardware and carrier and cloud technologies.
Today’s guest is Brett Harney, co-founder of Corporate Technologies Group.
Once a traditional telecom agent, Brett has pivoted recently, creating a booming niche in Hosted Voice and other cloud-related technologies.
We talk today about Brett’s innovative approach to client consultations where he uses a specific type of software that differentiates CTG from their competitors and currently makes the biggest profitability impact on his business.
Today’s guest is sales & startup guru Sean Sheppard, founder of GrowthX and GrowthX Academy. As the channel continues its hyper-growth, channel sales professionals look to penetrate enterprise accounts and scale through hiring new sales reps. And there’s no better expert in the world at training sales reps to sell to enterprise accounts than Sean.
He started his career selling for a large VAR, and he’s been moving upstream ever since. In 2016, one publication voted him a top 20 sales influencer in the world, and in 2017 another voted him the #2 online sales-influencer worldwide.
Today’s guest is Mark Prudell, co-owner of Broadband Consultants, a telecom agency offering Internet, voice, and managed network services covering all networking technologies. Mark is a unique Channel Outlaw who is zigging while everyone else zags. And he doesn’t apologize for it….
Together with his business partner Mark Radford, he is strategically NOT jumping into the cloud arena but is instead doubling down on connectivity and broadband. And this double-down is paying off for him big time.
Today we have a different kind of guest on the show. Brandon Knight is the Cloud Evangelist at Intelisys, and he’s here to share his rich history of crushing it in channel sales from every angle: as a channel sales professional, a cloud supplier, a venture capitalist and now a distributor.
He’s been in consulting and sales for over 30 years with some of the biggest brands in the world including American Express, Travelers, Humana, Merck, Colgate, Clorox, Toyota, Lexus, Walgreens, Berkshire Hathaway and more….
In this episode, I talk with Tricia Ward who runs NSG and Onward Communications, a Portland based technology advisor for cloud and communications services.
In 2011, Tricia beat out thousands of other channel sales professionals to become the first to bill $1M monthly with Intelisys (at the time, a seemingly impossible task).
By destroying this barrier, Tricia became the Chuck Yeager of the Channel: The first Platinum Partner at Intelisys, making the impossible seem possible for so many in channel sales. And 6 years later, she’s still flying at 1,000 miles per hour.
Mike Oliver started SOLUS Network Solutions, a brokerage of telecommunications and cloud services and cost management solutions, in 2001.
With well over 450 active customer accounts, Mike does an amazing job of managing these accounts with only 6 employees, and a new business partner who focuses on sales.
Not your typical sales person in the channel, Mike is more of a technical guy, focusing heavily on the technology that drives his solutions. But you don’t grow to this size and scale without building some serious sales skills, which he did when he broke into the industry over 30 . . .
Keep Reading »
Steve Gerhardt is the CEO of D&M Enterprise Group, a cloud services concierge company focused on enterprise clients throughout the United States.
Steve is a true icon in the industry. He’s been paying his dues in the channel since 2001 with D&M and is seeing the results of it today in a big way. Ask any veteran supplier channel manager and they’ll tell you a good Steve Gerhardt war story. He makes that big of an impression and is that demanding.
And the results don’t lie. He’s in a 3-person race for . . .
Dave Dyson is the of CEO Eclipse. Based in Chicago, Eclipse is a leading technology lifecycle consulting and management company in the United States.He started Eclipse in 2009 with a business partner and has grown it to the point where today he focuses almost entirely on enterprise clients in the $100M – $5B range.
During this journey, Dave has made some dramatic personal transformations in how he approaches sales and business and he’s since incorporated that into the DNA of Eclipse. And the results are astounding.
Dan Passacantilli founded Blue Front Technology Group in 2001. Blue Front is a technology advisory company with offices in Boston, New York and one coming soon to Fort Lauderdale.Dan comes from, what was once, the very tough streets of Boston’s Little Italy. He’s had a lot of ups and downs in his professional life in the technology world where he was an agent “before it was cool”.
Mary Anne Schafer is an icon in the industry, starting her company SMI Corporation 28 years ago when the channel was still in its infancy. As the industry morphed numerous times, she evolved with it each step of the way with an efficiency that would make Darwin proud. That’s because she understands macro-technology trends at a deep level, and has an unrivaled innate sense of timing.Keep Reading »
Mike Miller heads the cloud and carrier division for Sidepath, a huge IT solutions provider located in Southern California.A 20 year veteran of the industry, Mike grew up with a love for sales, and has methodically hustled and honed his sales skills since childhood, always seeking an edge to achieve more. And he’s paid his dues to the sales Gods, from selling women’s shoes, to bellhopping for a living, and he took important lessons from each gig that he still applies today in selling multi-million dollar deals. You’ll learn what he learned.
Patrick Wefers is the owner of Infinium Communications, a telecom and cloud technology advisory company located in Loomis, CA, doing business throughout the United States. Patrick left a high paying job at a large carrier to start his business almost a decade ago . Since he was a project manager there, not a salesperson, he started his business with no clients in the pipeline and had to partner with VARs to get his business off the ground. He still thrives from this model today and is considered one of the foremost leaders in the industry on telecom agents partnering with VARs.
Chris Checksfield is the co-founder of Net7 Solutions, a cloud and connectivity technology advisory company with clients across the United States.He left the corporate world 4 years ago to start Net7 Solutions with his best friend Cary Stallings, where they’ve since grown it rapidly by partnering with VARs and focusing relentlessly on customer satisfaction.
Angie Tocco is the cofounder of LanYap Networks, a certified woman owned business and a provider of strategic telecom and cloud solutions for mid-sized and enterprise level companies. Angie has rapidly built a telecom and cloud agency and achieved Intelisys’ highest award based upon a strong business partnership, a strategic sub hiring strategy, and old fashioned hard work and grit. She discusses how executive coaching has changed her business. And she reveals the finer details of how she started and runs the telecom channel charity Telecom for Change.
Jim Suss is the Cofounder and President of LAM Technology, a Texas-based tech services company. He and his business partner, Link Moore, built LAM into one of the top 10 Intelisys Sales Partners in the country. Jim is a big picture visionary and shares how he helped make LAM the successful business it is today.Keep Reading »
Ty is the founder of TDC Technologies, a telecom and cloud agency. A veteran of the industry, Ty has learned how to land huge brands while building the lifestyle of abundance he only dreamed about as a kid, and completely reinventing the meaning of the words “board meeting”. To give back to the community, he works hands-on with military veterans to help them overcome PTSD through a special foundation and an even more amazing new type of therapy.Keep Reading »
What is Intelisys Channel Outlaws?
Channel Outlaws is a weekly podcast about the top performing entrepreneurs and salespeople who sell technology, cloud, and carrier solutions through the global indirect channel.
Why do we call them outlaws? Because these are the rebels, the trailblazers, the square pegs in round holes who ditch the playbook, defy the rules and do whatever it takes to optimize business technology solutions and move society forward in an ever connected world. They’re more important now than ever, as the channel reaches a tipping point.
The Channel Outlaws Podcast was born out of a 23 year crusade to support these technology advisors who change the world. Today you can take control and radically transform your own business by learning from the best of the best and modeling their success.
Host Brian Leonard leads the marketing department at Intelisys (a ScanSource company), the largest technology services distributor of telecommunications and cloud services in the United States. He’s worked directly with business owners for decades, with a single-minded, relentless focus on discovering the simplest strategies for achieving peak performance.
In this podcast, Brian digs deep to uncover the strategies, tactics and best practices that top channel partners use to transform their businesses and upgrade their lifestyles to achieve independence . . . without limits.