Success in any area or field of study comes down to a few factors, none of which are more important than mindset. The elite in any area know this. First and foremost, they identify the default mindsets they need to adopt and consistently apply them to maintain elite level performance. Nick O’Kelly has been an elite operator in a world where the consequences of failure are far more severe than in the world of sales and business. Nick dropped out of college to pursue a career in the US Army special forces as a Green Beret, one of the armed services most elite units. After his time in the Green Berets, he completed army helicopter pilot’s training, and then was selected to serve as a special forces pilot in the 160thSOAR, yet another unit considered to be amongst the most elite. Now retired from the Army and a partner in an investment firm, he comes on the podcast to share his short list of mindsets that power high performance. Nick also discusses the mental health challenges that high stress and top level performance can cause, and shares his own personal journey, which is thesubject of his book, “Stigma”, releasing in late 2025, aimed at changing the culture around mental health in the US Armed forces.
Nick O’Kelly’s investment firm - https://cadencewealthpartners.com/
Order Nick’s book, “Stigma” - thenickokelly.com/stigma
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This episode is brought to you by our promotional partners:
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Show Theme Song courtesy of Incompetech
Edm Detection Mode by Kevin MacLeod
Link: https://incompetech.filmmusic.io/song/4987-edm-detection-mode
License: http://creativecommons.org/licenses/by/4.0/
When things around the world are hectic, or scary, or just dramatic, it gets into the minds of prospects, but it also gets into our minds. This episode is a quick list of things to do when you feel like the world is falling apart and no one will buy anything until things calm down.
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This episode is brought to you by our promotional partners:
www.originmaine.com- Amazing clothes and work out gear all MADE IN THE USA
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Show Theme Song courtesy of Incompetech
Edm Detection Mode by Kevin MacLeod
Link: https://incompetech.filmmusic.io/song/4987-edm-detection-mode
License: http://creativecommons.org/licenses/by/4.0/
It’s very easy to get our ropes all tangled up when making cold calls. If you frame it correctly, you can establish the proper mindset and free yourself from all the ickyness and pressure of prospecting.
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This episode is brought to you by our promotional partners:
www.originmaine.com- Amazing clothes and work out gear all MADE IN THE USA
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Show Theme Song courtesy of Incompetech
Edm Detection Mode by Kevin MacLeod
Link: https://incompetech.filmmusic.io/song/4987-edm-detection-mode
License: http://creativecommons.org/licenses/by/4.0/
I’m a huge believer in understanding human and leveraging neuroscience andpsychology to have better conversations with our clients and prospects. As muchas we like to believe our brains operate based on the safe and civilizedsociety of today (on a good day), the reality is that in many ways, our brainsare still driven by stone age defense mechanisms and danger signals.
Dr. Rebecca Heiss is an evolutionary biologist and stress physiologist. Shehas spent years researching and teaching others how the brain and body respondsto perceived danger and stress. She specializes in helping people leverage sciencebased insights to transform fear, stress and anxiety into rocket fuel forpersonal growth and success.
Order Dr Heiss’ book at the links below
https://www.barnesandnoble.com/w/springboard-rebecca-heiss/1146570914?ean=9781646871995
https://amzn.to/4lNLb1L
Find Dr Heiss online:
https://rebeccaheiss.com/
Instagram: @drrebeccaheiss
LinkedIn: https://www.linkedin.com/in/rebeccaheiss/
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This episode is brought to you by our promotional partners:
www.originmaine.com- Amazing clothes and work out gear all MADE IN THE USA
https://go.clientpoint.me/claim-your-link/salesfixx - Making doingbusiness easy with one solution/one connection with your prospective clients
---------------------------------------------------------
Show Theme Song courtesy of Incompetech
Edm Detection Mode by Kevin MacLeod
Link: https://incompetech.filmmusic.io/song/4987-edm-detection-mode
AI means different things to different people, and to many, it means nothing at all. It’s confusing and scary. If you’re a sales professional, who like me, didn’t grow up with all this tech and social media stuff, this episode is for you.
Steven Werley has that rare mix of a sales and tech mind, and walks us through how to start leveraging AI for effectiveness and efficiency in the sales world.
Steven an “unconventional marketer” and the owner of Dekopon Solutions, a performance bases sales and marketing agency specializing in helping orgs scale up effectively. He’s also a former US Army Ranger and has several degrees incomputer science and digital marketing.
He can be found on Linkedin at https://www.linkedin.com/in/stevenwerley/
Steven’s company is found at closable.ai
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This episode is brought to you by our promotional partners:
www.originmaine.com- Amazing clothes and work out gear all MADE IN THE USA
https://go.clientpoint.me/claim-your-link/salesfixx - Making doingbusiness easy with one solution/one connection with your prospective clients
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Show Theme Song courtesy of Incompetech
Edm Detection Mode by Kevin MacLeod
Link: https://incompetech.filmmusic.io/song/4987-edm-detection-mode
License: http://creativecommons.org/licenses/by/4.0/
Sales techniques and sales tactics are great, but often WHAT we say is not asimportant as HOW we say it. There is a part of sales (and life) that isperformance. Not performance in a dramatic or deceptive way, but in the senseof leveraging tonality, body language and cadence to create the full scene and picturethat connects the prospect to the message we want them to receive. People findcomfort in the song and dance of human interaction.
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This episode is brought to you by our promotional partners:
www.originmaine.com- Amazing clothes and work out gear all MADE IN THE USA
https://go.clientpoint.me/claim-your-link/salesfixx - Making doingbusiness easy with one solution/one connection with your prospective clients
---------------------------------------------------------
Show Theme Song courtesy of Incompetech
Edm Detection Mode by Kevin MacLeod
Link: https://incompetech.filmmusic.io/song/4987-edm-detection-mode
License: http://creativecommons.org/licenses/by/4.0/
After knowing Haley as a colleague and then as a client, we recruited her on to the Sales Fix team last summer. Haley has been a top performer, an A list front line manager and an accomplished sales leader, guiding team through growth and change, and building up and mentoring leaders on her teams. We discuss her sales origin story, and the perspective and outlook she has gained from her experience at all levels of the sales ladder.
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This episode is brought to you by our promotional partners:
www.originmaine.com- Amazing clothes and work out gear all MADE IN THE USA
https://go.clientpoint.me/claim-your-link/salesfixx - Making doingbusiness easy with one solution/one connection with your prospective clients
---------------------------------------------------------
Show Theme Song courtesy of Incompetech
Edm Detection Mode by Kevin MacLeod
Link: https://incompetech.filmmusic.io/song/4987-edm-detection-mode
License: http://creativecommons.org/licenses/by/4.0/
Understanding why prospects stay frozen in indecision comes down tounderstanding the baseline conflict in the brain when we make decisions. Thatcomes down to what psychology calls the pain/pleasure index. Avoiding pain andseeking pleasure (gain) drives all human decisions, including the decision tobuy.
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This episode is brought to you by our promotional partners:
www.originmaine.com- Amazing clothes and work out gear all MADE IN THE USA
https://go.clientpoint.me/claim-your-link/salesfixx - Making doingbusiness easy with one solution/one connection with your prospective clients
---------------------------------------------------------
Show Theme Song courtesy of Incompetech
Edm Detection Mode by Kevin MacLeod
Link: https://incompetech.filmmusic.io/song/4987-edm-detection-mode
License: http://creativecommons.org/licenses/by/4.0/
They say a picture is worth 1000 words. But why is that? Pictures tell stories, and for thousands of years humans have communicated concepts through stories while sitting by the campfire. Stories create emotions and emotions create connection to data. Leverage stories to emotionally connect prospects to buying your solution
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This episode is brought to you by our promotional partners:
www.originmaine.com- Amazing clothes and work out gear all MADE IN THE USA
https://go.clientpoint.me/claim-your-link/salesfixx - Making doingbusiness easy with one solution/one connection with your prospective clients
---------------------------------------------------------
Show Theme Song courtesy of Incompetech
Edm Detection Mode by Kevin MacLeod
Link: https://incompetech.filmmusic.io/song/4987-edm-detection-mode
License: http://creativecommons.org/licenses/by/4.0/
Success leaves clues, and a big one of those is the concept of pattern recognition. Spotting patterns allows us to lead instead of reacting all the time. It allows the calculated risks that pay off big. I peek back to early influences in my sales career to illustrate how we can leverage this concept to sale success
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This episode is brought to you by our promotional partners:
www.originmaine.com - Amazing clothes and work out gear all MADE IN THE USA
https://go.clientpoint.me/claim-your-link/salesfixx - Making doing business easy with one solution/one connection with your prospective clients
---------------------------------------------------------
Show Theme Song courtesy of Incompetech
Edm Detection Mode by Kevin MacLeod
Link: https://incompetech.filmmusic.io/song/4987-edm-detection-mode
License: http://creativecommons.org/licenses/by/4.0/
It's a new year, and everyone is making plans. Plans are great, but to plan effectively, you need to know the data and the numbers.
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This episode is brought to you by our promotional partners:
www.originmaine.com - Amazing clothes and work out gear all MADE IN THE USA
https://go.clientpoint.me/claim-your-link/salesfixx - Making doing business easy with one solution/one connection with your prospective clients
---------------------------------------------------------
Show Theme Song courtesy of Incompetech
Edm Detection Mode by Kevin MacLeod
Link: https://incompetech.filmmusic.io/song/4987-edm-detection-mode
License: http://creativecommons.org/licenses/by/4.0/
Hamish Knox is the founder and owner of Sales4 Training and Consulting Inc, out of Calgary, Canada. An accomplished and award winning speaker, mentor, coach and consultant, his focus is on helping entrepreneurs sustainably scale their sales so they can exit for their number, not the number they're told to take. He is also the host of the Full Funnel Freedom Podcast and serves as an advisor for STS Capital partners. I've personally heard him speak numerous times over the past decade, and I invited him on the podcast to cover some of his favorite sales coaching topics.
Follow him on Linkedin = https://www.linkedin.com/in/hamishknox/
Find Sales4 Training online =
https://www.hamish.sandler.com/howtosandler
Book him as a speaker =
http://www.hamish.sandler.com/speaker
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This episode is brought to you by our promotional partners:
www.originmaine.com - Amazing clothes and work out gear all MADE IN THE USA
https://go.clientpoint.me/claim-your-link/salesfixx - Making doing business easy with one solution/one connection with your prospective clients
---------------------------------------------------------
Show Theme Song courtesy of Incompetech
Edm Detection Mode by Kevin MacLeod
Link: https://incompetech.filmmusic.io/song/4987-edm-detection-mode
License: http://creativecommons.org/licenses/by/4.0/
No one likes to travel with a lot of luggage. Are you going on sales calls with luggage, specifically other people's luggage? It's important to understand what kind of baggage we drag into sales conversations and how to avoid allowing other people to give us beliefs or thoughts that we carry like luggage into the next conversation
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This episode is brought to you by our promotional partners:
www.originmaine.com - Amazing clothes and work out gear all MADE IN THE USA
https://go.clientpoint.me/claim-your-link/salesfixx - Making doing business easy with one solution/one connection with your prospective clients
---------------------------------------------------------
Show Theme Song courtesy of Incompetech
Edm Detection Mode by Kevin MacLeod
Link: https://incompetech.filmmusic.io/song/4987-edm-detection-mode
License: http://creativecommons.org/licenses/by/4.0/
We are often told of the power of persistence. The idea that continued effort in the face of failure breeds success. It is often a misunderstood concept though, because persisting in doing the wrong thing creates frustration, not success. Keep cold calling the prospect who says no, and you quickly become a stalker. How do we address that balance?
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This episode is brought to you by our promotional partners:
www.originmaine.com - Amazing clothes and work out gear all MADE IN THE USA
https://go.clientpoint.me/claim-your-link/salesfixx - Making doing business easy with one solution/one connection with your prospective clients
---------------------------------------------------------
Show Theme Song courtesy of Incompetech
Edm Detection Mode by Kevin MacLeod
Link: https://incompetech.filmmusic.io/song/4987-edm-detection-mode
License: http://creativecommons.org/licenses/by/4.0/
There's a thinking problem out there. It's pervasive. It's potent. When you identify a thinking problem, you better start talking to a great thinker. That's what Mike is. I've seen Mike speak several times over the last decade. Mike heads up a Sandler training center in Oklahoma City. He always manages to lock down on the core elements of things and provides great clarity on them. Tim and I managed to get an hour of his time and we cover a range of sales thinking topics. Grab a notebook, prepare to write a bunch of good stuff down.
Mike can be found on Linkedin - www.linkedin.com/in/mikecrandall/
Company Website = www.customgrowth.sandler.com/
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This episode is brought to you by our promotional partners:
www.originmaine.com - Amazing clothes and work out gear all MADE IN THE USA
https://go.clientpoint.me/claim-your-link/salesfixx - Making doing business easy with one solution/one connection with your prospective clients
---------------------------------------------------------
Show Theme Song courtesy of Incompetech
Edm Detection Mode by Kevin MacLeod
Link: https://incompetech.filmmusic.io/song/4987-edm-detection-mode
License: http://creativecommons.org/licenses/by/4.0/
Fellow Sales Consultant and Trainer Rich Austin from Elite Sales Training and I hit the record button on one of our catch up calls. We talk about current market conditions, how to sell in them, and even hit a few prickly topics like voicemail and calendar links etiquette.
Rich can be found on Linkedin - https://www.linkedin.com/in/riaustin1/
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This episode is brought to you by our promotional partners:
www.originmaine.com - Amazing clothes and work out gear all MADE IN THE USA
https://go.clientpoint.me/claim-your-link/salesfixx - Making doing business easy with one solution/one connection with your prospective clients
---------------------------------------------------------
Show Theme Song courtesy of Incompetech
Edm Detection Mode by Kevin MacLeod
Link: https://incompetech.filmmusic.io/song/4987-edm-detection-mode
License: http://creativecommons.org/licenses/by/4.0/
The very nature of the role of a sales person is to cause change. We call on clients to change the way they feel about what they are and are not doing currently. Change is uncomfortable for most people. Humans create anchors and habits really fast, and often not through clear thinking.
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This episode is brought to you by our promotional partners:
www.originmaine.com - Amazing clothes and work out gear all MADE IN THE USA
https://go.clientpoint.me/claim-your-link/salesfixx - Making doing business easy with one solution/one connection with your prospective clients
---------------------------------------------------------
Show Theme Song courtesy of Incompetech
Edm Detection Mode by Kevin MacLeod
Link: https://incompetech.filmmusic.io/song/4987-edm-detection-mode
License: http://creativecommons.org/licenses/by/4.0/
Sometimes prospects act disinterested in the discovery and/or presentation meeting. They have no energy, show no interest, no enthusiasm and barely respond. I call these Eeyores. It has nothing to do with them being extroverts or introverts, and it is something you cannot ignore and must address if it lasts more than a minute or two. I discuss the psychology at work and different approaches to use to address the Eeyores in your sales demos.
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This episode is brought to you by our promotional partners:
www.originmaine.com - Amazing clothes and work out gear all MADE IN THE USA
https://go.clientpoint.me/claim-your-link/salesfixx - Making doing business easy with one solution/one connection with your prospective clients
---------------------------------------------------------
Show Theme Song courtesy of Incompetech
Edm Detection Mode by Kevin MacLeod
Link: https://incompetech.filmmusic.io/song/4987-edm-detection-mode
License: http://creativecommons.org/licenses/by/4.0/
Too often we are told that "Buyer are liars" but is this really true? And if it is, whose fault is it that buyers don't feel they can tell us the truth. Let's discuss the tactics to get buyers to tell the truth.
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This episode is brought to you by our promotional partners:
www.originmaine.com - Amazing clothes and work out gear all MADE IN THE USA
https://go.clientpoint.me/claim-your-link/salesfixx - Making doing business easy with one solution/one connection with your prospective clients
---------------------------------------------------------
Show Theme Song courtesy of Incompetech
Edm Detection Mode by Kevin MacLeod
Link: https://incompetech.filmmusic.io/song/4987-edm-detection-mode
License: http://creativecommons.org/licenses/by/4.0/
Everyone claims they have value, and because everyone claims it, many customers are suspicious of value claims. Enter the power of ROI, understanding our value as it compares to the investment needed to unlock it. The confidence from understanding that, and the power of communicating that effectively is astounding. Sales Fix partner Tim Wasman comes back on the podcast to discuss and expand on this concept.
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This episode is brought to you by our promotional partners:
www.originmaine.com - Amazing clothes and work out gear all MADE IN THE USA
https://go.clientpoint.me/claim-your-link/salesfixx - Making doing business easy with one solution/one connection with your prospective clients
---------------------------------------------------------
Show Theme Song courtesy of Incompetech
Edm Detection Mode by Kevin MacLeod
Link: https://incompetech.filmmusic.io/song/4987-edm-detection-mode
License: http://creativecommons.org/licenses/by/4.0/