• Salesology® - Conversations with Sales Leaders

  • By: Wendy Weiss
  • Podcast

Salesology® - Conversations with Sales Leaders

By: Wendy Weiss
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  • Summary

  • When you are ready to transform your sales for today’s transforming market, this is the show for you. In the Salesology®️ podcast, you’re going to be getting the real scoop, the inside story from sales leaders who will deliver the goods on how to grow sales faster, more easily and more profitably. With your host, The Queen of Cold Calling®️ and Founder of Salesology®️, award winning author, speaker, sales trainer and coach, Wendy Weiss.
    2023
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Economics Marketing Marketing & Sales Personal Development Personal Success
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Episodes
  • 133: Nancy Wilhite – Grow Leadership

    133: Nancy Wilhite – Grow Leadership
    Apr 7 2025
    Guest: Nancy Wilhite Guest Bio: Nancy Wilhite is the owner of Grow Consulting, a professional consulting business that helps to develop leaders in terms of their executive presence, communication, presentation, and strategic planning. She has a strong focus on CRE professionals and market leaders, working on their business development processes and running high-performing teams. Key Points: Background and Experience: Nancy has 40 years of experience, with a focus on people, operations, and leadership development. She entered the commercial real estate field serendipitously after being recruited to CB (Coldwell Banker) for operations management. Over her career, she worked with brokers and teams to develop high-performing individuals and businesses, and also managed teams on a national level, focusing on business development and efficient processes. Transition to Consulting: Nancy started her consulting company, Grow Consulting, after the COVID-19 pandemic led to downsizing in her previous role. She now helps clients with leadership, executive presence, communication, and strategic planning. Philosophy on Leadership: Nancy believes in working with and through people, understanding that each person’s unique qualities are key to success in any team or business. She emphasizes that leaders should inspire and guide people in a way that helps them grow, particularly by recognizing their strengths and encouraging their development. Leadership, according to Nancy, is about being able to communicate effectively, guide others through challenges, and maintain a vision that motivates people to work toward a common goal. Team Development and Motivation: Maintaining momentum and excitement in teams is essential, especially when facing challenges like resource shortages or high expectations. Nancy advocates for creating quick wins and clear, manageable plans to sustain energy. She also encourages structured processes for onboarding new employees, highlighting the importance of clear roles and responsibilities, especially in high-energy industries like commercial real estate. Hiring and Role Clarity: Hiring the right people for specific roles is crucial. Nancy stresses the importance of being intentional about what you are hiring for and ensuring that the new hire fits the culture and the role. She advises that teams should have a clear understanding of what they need and the impact the new hire will have on the organization. Leadership Development: Nancy believes leaders are both born and made. Natural instincts for leadership can be honed with experience and training. Effective leaders are those who can influence others, communicate difficult messages clearly, and help their teams succeed together. Final Thoughts: Mistakes are part of the learning process. Nancy encourages embracing failures, learning from them, and moving forward with improved strategies. She reiterates the core belief that "we do things with and through people," highlighting the importance of collaboration, leadership, and team growth in any organization. Guest Links: nancy@growconsulting.today Connect on LinkedIn About Salesology®: Conversations with Sales Leaders Download your free gift, The Salesology® Vault. The vault is packed full of free gifts from sales leaders, sales experts, marketing gurus and revenue generation experts. Download your free gift, 81 Tools to Grow Your Sales & Your Business Faster, More Easily & More Profitably. Save hours of work tracking down the right prospecting and sales resources and/or digital tools that every business owner and salesperson needs. If you are a business owner or sales manager with an underperforming sales team, let’s talk. Click here to schedule a time. Please, subscribe to Salesology®: Conversations with Sales Leaders so that you don't miss a single episode, and while you're at it, won't you take a moment to write a short review and rate our show? It would be greatly appreciated! To learn more about our previous guests, listen to past episodes, and get to know your host, go to https://podcast.gosalesology.com/ and connect on LinkedIn and follow us on Facebook and Instagram and check out our website at https://gosalesology.com/.
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    27 mins
  • 132: Ron Koenigsberg – Watch, Do, Teach

    132: Ron Koenigsberg – Watch, Do, Teach
    Mar 31 2025
    Guest: Ron Koenigsberg Guest Bio: Ron Koenigsberg is an award-winning commercial real estate broker with over three decades of experience and the founder of American Investment Properties, Inc. Recognized as a top-performing broker nationwide, Ron has successfully navigated countless transactions, establishing himself as an industry leader and trusted advisor. As the author of "Power Broker: How to Succeed in Life and Business", Ron shares his proven insights into sales excellence, relationship-building, and personal growth. Known for his engaging style and practical advice, Ron leverages humor, warmth, and real-world experience to empower others to achieve greater professional success and personal fulfillment. Key Points: Dyslexia and Overcoming Challenges: Ron shares his experience of being born with dyslexia, a condition that went undiagnosed during his childhood. Despite struggling with reading and comprehension, he found his strength in "human engineering," which led him to sales. His father's influence, especially through Dale Carnegie’s book How to Win Friends and Influence People, helped him realize that 85% of success is due to people skills, not technical knowledge. Sales and Human Connection: Ron emphasizes that sales success relies on building relationships, not just knowledge. He shares that the key to success is understanding people and communication, which is more important than expertise in a specific field. He mentions that 85% of successful entrepreneurs and business leaders start their careers in sales because it builds essential people skills. Teaching Sales to His Team: Ron adopts a "watch, do, teach" approach with his sales team. He emphasizes leading by example and actively teaching his team, building their skills through practical experience. He fosters a supportive environment, always looking to guide and encourage his salespeople, focusing on making them better rather than criticizing them. Streamlining the Prospecting Process: Originally, Ron tried to contact a large number of property owners (around 10,000), but eventually realized that focusing on a smaller group of 800 key individuals worked better. This "narrowing down" approach allowed for deeper, more meaningful connections, and ultimately led to more successful relationships. Persistence in Sales: Ron emphasizes the importance of persistence in sales. He shares that 80% of sales happen after the fourth ask and encourages his team to keep pushing and not be discouraged by rejection. He uses a CRM to manage and track relationships, remembering personal details about prospects, as he believes in the power of personalization. Building Resilience: Ron believes resilience is crucial for sales success and business leadership. Despite setbacks and rejections, resilience helps maintain motivation and drive. He practices what he preaches by remaining calm in tough situations and sharing his own experiences with his team to help them develop emotional resilience. Hiring Challenges and Social Media: Ron admits that recruiting talent has been his biggest challenge in growing his business. He has recently focused more on social media, growing his LinkedIn following from 1,000 to 14,000 in a year, using it to attract talent and build his brand. His Book, Power Broker: Ron wrote a book titled Power Broker, focusing on success in sales and business. It’s particularly aimed at aspiring commercial real estate brokers. The book was written with his sons in mind, sharing his knowledge and lessons for them to use in their lives. The book has resonated with a wider audience and is available in various formats, including Audible and Amazon. Family and Legacy: He shares his desire for his children to be involved in his business, though they are still young. He wants to build a successful company that attracts his sons to work with him in the future. Overcoming Dyslexia: Ron reflects on the impact of dyslexia on his life, acknowledging that it has shaped his resilience and approach to challenges. He stresses that dyslexia taught him how to overcome obstacles and build resilience, which is key to thriving in sales and business. The interview highlights the power of resilience, human connection in sales, persistence, and the importance of teaching others as a key to leadership and success. Guest Links: Connect on LinkedIn www.aiprops.com www.RonKoenigsberg.com Power Broker on Amazon Power Broker on Audible About Salesology®: Conversations with Sales Leaders Download your free gift, The Salesology® Vault. The vault is packed full of free gifts from sales leaders, sales experts, marketing gurus and revenue generation experts. Download your free gift, 81 Tools to Grow Your Sales & Your Business Faster, More Easily & More Profitably. Save hours of work tracking down the right prospecting and sales resources and/or digital tools that every business owner and salesperson needs. If you are...
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    31 mins
  • 131: Tony Stillinger – Building a Sales Team

    131: Tony Stillinger – Building a Sales Team
    Mar 24 2025
    Guest: Tony Stillinger Guest Bio: I have been in the seal and gasket business for 37 years. I started off in production and quality, moving into sales in 1997. I quickly learned that to be successful in a sales role you needed to be self-motivated, competitive, reliable, and a great listener (2 ears > 1 mouth). I have had the privilege of working for a multi-billion-dollar giant in the industry to a small distributorship. I have found that sales leadership gives me great satisfaction. I love coaching and talking sales strategy with my team. I get more enjoyment from their success than my own. I guess you could say I view my success is tied to their success. My current position with ESP has been very satisfying because I was tasked with finding acquisitions, building a sales team, and guiding the team toward acquiring new business. I told one of my direct reports this morning that I don't see retirement in my future because I love what I do and the company I work for. Key Points: Background, Journey to Sales, and Path to Engineer Seal Products: · Tony started in production and quality at Southern Rubber in Greensboro, NC, with a family connection and gained valuable product knowledge. · Attended college at night while working, with the goal of transitioning into sales; found success despite being an introvert by focusing on listening to customers and solving their problems. · Moved to Engineer Seal Products after helping them explore acquisitions in the Southeast; later, ESP acquired Southern Rubber, Tony's former employer. Cold Calling and Prospecting: · Cold calling is a primary strategy for new business acquisition, particularly in the Southeast region, where ESP had limited presence before the speaker joined. · Post-COVID hybrid work schedules have made cold calling more challenging, but it has still led to valuable conversations and new accounts. · Tony views cold calling as less common today, which gives their team an advantage in reaching decision-makers. Sales Team Development and Coaching: · Building a sales team from scratch required careful coaching and mentoring, particularly in managing the frustration of cold calling. · The sales process can be slow and requires persistence. Tony compares sales to a baseball player, where even a 30-40% success rate is considered good. · Coaching involves encouraging perseverance, trying different strategies, and using personal stories to motivate the team. Hiring and Training Salespeople: · When hiring, Tony looks for candidates with a "hunter mentality" and technical knowledge of the industry, understanding that the sales cycle is long-term. · The interview process involves assessing candidates' daily routines, sales plans, and role-playing cold calls. · Tony values networking to find potential candidates and looks for people willing to hunt for new business rather than manage existing accounts. Mistakes in Hiring: · Tony shared a past hiring mistake involving a candidate with the right skills but who had personal issues that impacted their work. · The lesson learned was to inquire more about personal hobbies and interests during the hiring process, which may reveal potential red flags. Overall Philosophy: · Tony emphasizes the importance of caring for employees and helping them succeed, which adds to the satisfaction of leadership. · Even though firing employees can be painful, it is sometimes necessary for the benefit of the company. · Tony’s competitive nature and enjoyment of challenges drive their success in building teams and acquiring new business. Guest Links: https://www.linkedin.com/in/tonystillingermbasalesgrowth/ About Salesology®: Conversations with Sales Leaders Download your free gift, The Salesology® Vault. The vault is packed full of free gifts from sales leaders, sales experts, marketing gurus and revenue generation experts. Download your free gift, 81 Tools to Grow Your Sales & Your Business Faster, More Easily & More Profitably. Save hours of work tracking down the right prospecting and sales resources and/or digital tools that every business owner and salesperson needs. If you are a business owner or sales manager with an underperforming sales team, let’s talk. Click here to schedule a time. Please, subscribe to Salesology®: Conversations with Sales Leaders so that you don't miss a single episode, and while you're at it, won't you take a moment to write a short review and rate our show? It would be greatly appreciated! To learn more about our previous guests, listen to past episodes, and get to know your host, go to https://podcast.gosalesology.com/ and connect on LinkedIn and follow us on Facebook and Instagram and check out our website at https://gosalesology.com/.
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    25 mins

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