Sales Reps On Fire | SaaS Sales | Sales Leadership | Tech Sales | B2B Sales (Ian Agard - Sales Results Trainer, Performance Coach, Keynote Speaker)

In this episode of Sales Reps On Fire, I sit down with Joe Sanchez, a seasoned sales leader with over two decades of experience, to tackle the hot topics that are transforming B2B sales today. We dive deep into what really drives sales discipline and how effective, results-focused coaching can make all the difference in your team’s success. Joe doesn’t hold back when sharing his honest take on AI in sales. While many sales teams are relying on AI to simply “do more,” Joe explains why this approach actually dilutes your impact—and what to do instead. We discuss how AI can support sales at a systems level by focusing on real customer insights, identifying retention patterns, and understanding what moves the needle for your unique pipeline. Trust me, if you've ever felt overwhelmed by the AI hype, Joe's insights will help you recalibrate for what actually works. And here’s something special for career-minded reps and managers: Joe shares the best career advice he’s ever received, along with his top book recommendation for anyone serious about succeeding in sales. If you’re ready to take your skills to the next level—and use AI in a way that actually drives results—this is an episode you won’t want to miss. Tune in and get ready to take notes! Watch the video version on YouTube (Click Here)

CONTACT JOE: Joe’s LinkedIn: https://www.linkedin.com/in/joe-sanchez-597935197/  NEXT STEPS:  Whenever you’re ready, there are 3 ways I can help you: 1 - Hit 'follow' so you never miss another weekly episode. 2 - Schedule a FREE (30 min.) sales coaching workshop for your sales team: https://ian-agard.com   3 - Hire with me to boost your sales team's MRR by up to 30% within 8 weeks: https://ian-agard.com/#contact CONTACT IAN: LinkedIn: https://www.linkedin.com/in/ian-agard/  Website: https://ian-agard.com/ BOOKS RECOMMENDED: New Sales Simplified - https://amzn.to/4fgZ190 OUTLINE: 00:00 Intro

00:26 Free Sales Training Workshop Invitation

01:24 Meet Joe Sanchez, CRO at MotorK

01:34 Joe's Journey: From Ohio to the UK

02:20 Joe's Career in Sales and Leadership

04:45 Learning German and Early Career Decisions

05:30 Joe's Sales Philosophy and Leadership Insights

11:15 Creating a High-Performance Sales Culture

12:55 Metrics for Predictable Revenue Growth

17:45 Accountability and Coaching in Sales

19:43 Identifying and Nurturing Top Performers

21:38 Managing A and B Players

24:31 Challenges in Scaling Sales Teams

26:26 The Importance of Retention and Expansion in SaaS

28:36 Motivating Sales Teams During Tough Times

32:54 The Role of AI in Sales

37:21 Best Career Advice and Book Recommendations

41:50 Conclusion

Today, I’m excited to dive into a topic that’s at the heart of everything we do in sales: conversations. Whether you’re cold calling, prospecting on LinkedIn, or closing deals, every win you’ve had—big or small—started with a conversation. The truth is, everything you want in your sales career and life is on the other side of a conversation. In this episode, I’m going to break down three key learnings from my years in sales, podcasting, and entrepreneurship that will help you take your conversations to the next level. We’ll talk about how to approach conversations with confidence, how to ask the right questions, and how to turn conversations into meaningful opportunities. So grab a pen, take notes, and let’s jump in—because your next big win could be just one conversation away! Next steps: Whenever you’re ready, there are 3 ways I can help you improve your sales team: 1 - Hit 'follow' so you never miss another weekly episode. 2 - Schedule a FREE (30 min.) sales coaching workshop for your sales team: https://ian-agard.com/ 3 - Apply to work with me to boost your sales org MRR by 30% in 8 weeks: https://shorturl.at/7uqUB CONTACT IAN: LinkedIn: https://www.linkedin.com/in/ian-agard/ Website: https://ian-agard.com/

Welcome to this special episode of "Sales Reps on Fire". Join me as I introduce my newly released book, Everything You Want is on the Other Side of Conversation. Discover how every SaaS leader, sales rep, and founder can leverage the power of conversation to enhance sales, recruit talent, and increase revenue.

In this episode, I share insights into the book's core message: meaningful conversations are the bridge to achieving your goals. Whether you're looking to close deals, build strong relationships, or coach your sales team, my book provides practical strategies to master the art of conversation.

Explore key chapters such as the art of active listening, coaching through conversations, and effective cold outreach. Learn how to engage C-level decision makers and establish yourself as a thought leader in your industry. Don't miss the chance to elevate your communication skills and drive success in your SaaS business.

The book is available now for just $12.99 as an e-book. Click the link in the show notes to purchase and download your copy instantly.  Get a copy of my new book: https://ian-agard.com/#book

In this episode of Sales Reps On Fire, I’m breaking down the 7 key reasons why every BDR, SDR, and AE in SaaS sales needs to launch their own podcast—right now. Whether you're trying to stand out in your company, build a powerful personal brand, or connect with high-level decision-makers, hosting your own podcast can be a total game-changer. I'll dive into how it can help you grow your network, develop deeper industry expertise, and even help you close more deals faster. Trust me—if you’re serious about leveling up your sales career, starting a podcast is a must. Let's talk about how this simple but powerful move can accelerate your growth and get you noticed! Tune in, and let’s set that fire under your success. Next steps: Whenever you’re ready, there are 3 ways I can help you improve your sales team: 1 - Hit 'follow' so you never miss another weekly episode. 2 - Schedule a FREE (30 min.) sales coaching workshop for your sales team: https://ian-agard.com/ 3 - Apply to work with me to boost your sales org MRR by 30% in 8 weeks: https://shorturl.at/7uqUB

In this episode of Sales Reps On Fire, I sit down with Tim Rochman, a seasoned sales leader with a knack for blending the art and science of selling. We dive into everything from the power of asking insightful, psychologist-level questions to how to gain meaningful commitments during discovery calls. Tim shares his hard-earned lessons as a sales leader, including the critical importance of avoiding "zombie outcomes" and how to truly move deals forward. We also chat about his dream sales tool, the underrated skill every sales pro should master, and his personal sales philosophy: delivering significant, business-transforming outcomes consultatively. Plus, Tim is the first to take on our new rapid-fire Q&A segment—don’t miss his take on CRM features and his famous “rental car bus” rule! Tune in for actionable tips and insights you can apply immediately, and walk away with strategies that will transform how you approach your next sales conversation. You’ll want to share this one with your entire team! Find Tim on LinkedIn or connect with him through his company’s website for more collaboration opportunities. Watch the video version on YouTube (Click Here)

CONTACT TIM: Tim’s LinkedIn: https://www.linkedin.com/in/tim-rochman-44774b5/  Company website: https://roofmarketplace.com/ Toll-free number: 1-888-209-4899  NEXT STEPS: Whenever you’re ready, there are 2 ways I can help you: 1 - Hit 'follow' so you never miss another weekly episode. 2 - Schedule a FREE (30 min.) sales coaching workshop for your sales team: https://ian-agard.com 3 - Hire with me to boost your sales team's MRR by up to 30% within 8 weeks: https://ian-agard.com/#contact 4 - Get a copy of my new book: https://ian-agard.com/#book   CONTACT IAN: LinkedIn: https://www.linkedin.com/in/ian-agard/  Website: https://ian-agard.com/ BOOKS RECOMMENDED: Extreme Ownership - https://amzn.to/3CVfJMQ OUTLINE:

00:00 Intro

00:26 Meet Tim Brotman, CRO at Roof Marketplace

01:29 Tim's Professional Journey and Inspirations

03:15 Understanding PNC and Roof Marketplace

04:43 Tim's Path to Sales Leadership

12:52 Building a High-Performance Sales Culture

16:11 Key Metrics for Predictable Revenue

21:33 Hiring and Nurturing Top Performers

23:57 Sales Team Structure and Responsibilities

25:25 Sales Team Strategies and Challenges

26:33 Dealing with Slow Periods

29:26 Top Performing Sales Reps

31:53 Creating a Custom Sales Process

33:17 Disagreeing with Common Beliefs

34:59 Rapid Fire Questions

46:53 Contact Information and Closing Remarks

In this episode of Sales Reps On Fire, I sit down with Keith Abramson, a seasoned sales leader and coach, to dive deep into the transformative role of sales professionals in today's B2B landscape. Keith shares invaluable insights on how we can shift our mindset from being mere salespeople to becoming trusted consultants for our clients. We discuss the importance of understanding our mission as agents of change and how to effectively navigate the complexities of client relationships. Keith emphasizes the need for continuous analysis and micro-pivots in our strategies, ensuring we remain effective and impactful in our roles. Whether you're an SDR, BDR, or a seasoned VP of Sales, this episode is packed with actionable tips that will inspire you to elevate your sales game and share these insights with your team. Don’t miss this opportunity to learn from a true thought leader in the industry! Tune in now and get ready to ignite your sales career! Watch the video version on YouTube (Click Here) CONTACT KEITH: Keith’s LinkedIn: https://www.linkedin.com/in/keithabramson/  Company website: https://cypago.com/ NEXT STEPS: Whenever you’re ready, there are 3 ways I can help you: 1 - Hit 'follow' so you never miss another weekly episode. 2 - Schedule a FREE (30 min.) sales coaching workshop for your sales team: https://ian-agard.com   3 - Hire with me to boost your sales team's MRR by up to 30% within 8 weeks: https://ian-agard.com/#contact CONTACT IAN: LinkedIn: https://www.linkedin.com/in/ian-agard/  Website: https://ian-agard.com/ BOOKS RECOMMENDED: The Only Sales Guide You’ll Ever Need - https://amzn.to/3NUbD9W

OUTLINE:

00:00 Intro

00:26 Meet Keith Abramson

01:23 Keith's Journey in Sales

04:17 Leadership and Force Multiplication

06:51 Adapting Leadership Styles

11:25 Sales Coaching Workshop Invitation

12:56 Creating a High-Performance Culture

19:52 Key Metrics for Predictable Revenue

25:10 Introduction to Motivation

25:23 Exploring SciGo's Marketplace

25:49 The Value of Automation

26:20 Discovering Cypago

28:08 Challenges in a New Market

29:43 Traits of Top Sales Reps

35:11 The Role of Sales Managers

37:48 Art vs. Science in Sales

40:20 Best Career Advice

44:13 Recommended Resources

48:19 Conclusion

In this episode of Sales Reps On Fire, I sit down with Robert Johnson, a seasoned sales leader with over 20 years of experience, to uncover the secrets behind successful sales leadership, the underrated skills every rep should master, and the tools he wishes existed to make sales even more efficient. Don’t miss Robert’s tips for thriving in sales and his reflections on how LinkedIn has become his go-to platform for prospecting and mentorship. Connect with Robert Johnson on LinkedIn, where he’s actively engaging, sharing insights, and helping others level up their sales game. Tune in, take notes, and get ready to take your sales career to the next level. Watch the video version on YouTube (Click Here) CONTACT ROBERT: Robert’s LinkedIn: https://www.linkedin.com/in/robert-johnson-58136a2/  NEXT STEPS: 👉🏾 Whenever you’re ready, there are 3 ways I can help you: 1 - 1 - Hit 'follow' so you never miss another weekly episode. 2 - Sign up for my 4-week, Mindset-First Selling sales coaching program: https://ian-agard.com/#workwithme 3 - Join the AskCoach (upcoming AI-based sales tool) early adopter program: https://ian-agard.com/#early CONTACT IAN: LinkedIn: https://www.linkedin.com/in/ian-agard/  Website: https://ian-agard.com/ BOOKS RECOMMENDED: Let's Get Real or Let's Not Play - https://amzn.to/4iM71B5 The Challenger Sale - https://amzn.to/4fv3JiX  OUTLINE: 00:00 Overcoming Sales Struggles

00:44 Intro

01:35 Robert's Sales Journey

03:17 First Sales Experiences

07:41 Rising Through the Ranks

13:10 Leadership Insights

19:56 AI in Sales

26:04 Building a Sales Team

33:32 Hiring Challenges and Success Stories

34:33 The Unpredictability of Sales Talent

37:14 Maintaining Motivation in Sales

39:40 Traits of Top Sales Performers

41:33 The Importance of Professionalism in Sales

47:38 Rapid Fire Questions 

51:58 The Value of Coaching and Self-Investment

01:03:47 Final Thoughts

Zach Landres-Schnur is the Head of Sales Development at LiveRamp. In 9 years at the company, he has held roles in Sales, Customer Success and Sales Development, working with some of the largest companies in the world. A dad to 2 energetic boys, Zach spends his time outside of work coaching Little League, cheffing it up in the kitchen (Kraft mac & cheese is the current family favorite), and rooting for San Francisco (Bay-area) sports teams. CONTACT ZACH: Zach’s LinkedIn: https://www.linkedin.com/in/zachlandresschnur/ Next steps: Whenever you’re ready, there are 3 ways I can help you improve your sales team: 1 - Hit 'follow' so you never miss another weekly episode. 2 - Schedule a FREE (30 min.) sales coaching workshop for your sales team: https://ian-agard.com/ 3 - Apply to work with me to boost your sales org MRR by 30% in 8 weeks: https://shorturl.at/7uqUB CONTACT IAN: LinkedIn: https://www.linkedin.com/in/ian-agard/  Website: https://ian-agard.com/

Can a Vision Board Actually Help You Hit Quota Faster? Watch the video version on YouTube (Click Here) Follow me on LinkedIn here: https://www.linkedin.com/in/ian-agard/  —------ Ian Agard is a Toronto based entrepreneur. Read his story: https://ian-agard.com/#about OUTLINE:

00:00 Intro

00:49 How Vision Boards Work

01:52 Activating the Subconscious Mind

03:23 Personal Vision Board Example

05:19 Staying Motivated with Vision Boards

07:02 Real-Life Success Story

08:16 Improving Focus and Goal Clarity

09:28 Final Thoughts

In this episode of Sales Reps On Fire, I sit down with Shohan Rahman, a seasoned sales leader at Square, to discuss a wide range of valuable sales insights. Shohan shares his thoughts on sales culture, leadership, and some of his favorite books that have shaped his approach to sales. We dive into his perspective on the importance of prioritization and how salespeople can harness AI tools like ChatGPT for better prospecting and research. Shohan also opens up about his personal journey in sales, from overcoming adversity to building strong teams, and reveals the one skill every salesperson should master in 2025. If you're looking for actionable strategies and inspiration to level up your sales game, this episode is packed with golden nuggets you’ll want to share with your entire team. Be sure to check out the resources Shohan mentions, including his upcoming Pay It FWRD newsletter. Tune in now for a conversation that will leave you motivated and ready to tackle your next sales challenge. Watch the video version on YouTube (Click Here) CONTACT Shohan: Shohan’s LinkedIn: https://www.linkedin.com/in/shoforward/  Join his Pay it FWRD newsletter: https://gmail.us9.list-manage.com/sub... NEXT STEPS: 👉🏾 Whenever you’re ready, there are 4 ways I can help you: 1 - Hit 'follow' so you never miss another weekly episode. 2 - Schedule a FREE (45 min.) sales coaching workshop for your sales team: https://ian-agard.com/ 3 - Join the AskCoach (upcoming AI-based sales tool) early adopter program: https://ian-agard.com/#early 4 - Download my FREE book, Everything You Want Is On The Other Side Of A Conversation: https://ian-agard.com/#book CONTACT IAN: LinkedIn: https://www.linkedin.com/in/ian-agard/  Website: https://ian-agard.com/ BOOKS RECOMMENDED: New Sales. Simplified - https://amzn.to/3BswFKn KEY TAKEAWAYS: 01:18 Sho's Journey and Passion for Jordans 01:59 Sho's Career in Sales 11:01 The Importance of Calendar Management 18:23 Sho's Leadership and Team Dynamics 22:28 Exploring Personality Assessments 24:53 Motivating Sales Teams 31:07 Rapid Fire Questions

In this episode of Sales Reps On Fire, I had the privilege of sitting down with Matthew McKeown, an experienced sales leader with a wealth of knowledge to share. We dove deep into the strategies and philosophies that drive successful sales teams, from mastering sales velocity to fostering genuine trust with customers. Matthew shared his take on the most underrated skill in sales today, the power of asking the right discovery questions, and how focusing on mutual success creates long-term value for both reps and clients. We also discussed the challenges of aligning quotas with individual reps' potential and why it’s time to shift the narrative away from a “rep problem” to a leadership opportunity. Matthew didn’t hold back when it came to actionable insights—whether it was his wishlist feature for CRMs, his one must-have KPI, or the hardest leadership lessons he’s learned along the way. If you’re looking for real, no-fluff advice that could transform how you approach sales, this is an episode you won’t want to miss. Don’t forget to share it with your team—it’s packed with ideas that could spark your next big win. Find Matthew on LinkedIn (@100-miler) or reach him at (502) 521-1103 for more insights, and stay tuned for more episodes of Sales Reps On Fire! Watch the video version on YouTube (Click Here) CONTACT MATTHEW: Matthew's LinkedIn: https://www.linkedin.com/in/100-miler/ NEXT STEPS: Whenever you’re ready, there are 2 ways I can help you: 1 - Hit 'follow' so you never miss another weekly episode. 2 - Schedule a FREE (30 min.) sales coaching workshop for your sales team: https://ian-agard.com 3 - Hire with me to boost your sales team's MRR by up to 30% within 8 weeks: https://ian-agard.com/#contact   CONTACT IAN: LinkedIn: https://www.linkedin.com/in/ian-agard/  Website: https://ian-agard.com/ BOOKS RECOMMENDED: Selling The Cloud - https://amzn.to/3VpjNvw KEY TAKEAWAYS:

* 02:02 - Matthew's Journey into Sales

* 06:41 - Leadership Lessons and Team Building

* 09:57 - Creating a High-Performance Sales Culture

* 22:50 - Building Effective Sales Conversations

* 24:36 - Motivating Your Sales Team

* 30:21 - Challenging Sales Beliefs

In this episode of Sales Reps On Fire, I sit down with Garrett Strom, Head of Sales (US East) at Odoo, to dive into some of the most valuable lessons he’s learned throughout his sales career. Garrett shares the career advice that completely shifted his leadership approach and how he discovered that not every sales rep is motivated the same way. We discuss the importance of understanding individual motivations, building high-performing teams, and finding the right balance between rockstar reps and steady performers. If you want practical tips on how to lead more effectively, build a motivated team, and make better decisions in sales leadership, you don’t want to miss this one! CONTACT GARRETT: Garrrett’s LinkedIn: https://www.linkedin.com/in/garrett-strom-5b3342135/

👉🏾 Whenever you’re ready, there are 3 ways I can help you improve your sales team:

1 - Checkout my podcast, Sales Reps On Fire: https://shorturl.at/gBd4P 2 - Schedule a FREE (30 min.) sales coaching workshop for your sales team: https://ian-agard.com/ 3 - Apply to work with me to boost your sales org MRR by 30% in 8 weeks: https://shorturl.at/7uqUB CONTACT IAN: LinkedIn: https://www.linkedin.com/in/ian-agard/ Website: https://ian-agard.com/ BOOKS RECOMMENDED: Leaders Eat Last: https://amzn.to/3Ur2wS8  OUTLINE 00:00 Intro 02:32 Who is Garret Strom 03:50 Scaling Odoo’s sales organization 05:35 Transitioning to leadership 08:00 Defining moment to become a better sales leader 12:33 How to create a high-performing culture on a sales team 14:30 Important KPIs tracked 16:48 Identifying and nurturing top performing talent 18:35 Biggest challenge/frustration in scaling a sales team 23:11 Difference between top reps vs average reps 26:40 Tech sales belief that Garrett disagrees with 28:06 Best career advice ever received 31:00 Book recommendation for new sales reps

If you're BDR, SDR or AE who wants to close more deals, get promoted faster and win awards...you must build a personal brand. I unpack more about this during my first ever episode of the Level Up podcast. Enjoy! Next steps: Whenever you’re ready, there are 3 ways I can help you improve your sales team: 1 - Hit 'follow' so you never miss another weekly episode. 2 - Schedule a FREE (30 min.) sales coaching workshop for your sales team: https://ian-agard.com/ 3 - Apply to work with me to boost your sales org MRR by 30% in 8 weeks: https://shorturl.at/7uqUB

In this episode, I’m joined by Antonio Garcia, a seasoned sales leader whose journey is truly inspiring. Antonio started his sales career selling media door-to-door on a 100% commission basis. Over the years, he worked his way up from a BDR at Salesforce to becoming their VP of Commercial Sales, where he spent nearly a decade driving growth and building high-performing teams. Now, as the Head of Sales at Motion—an AI-driven project management tool for busy professionals—Antonio brings a wealth of knowledge about what it takes to succeed and lead in B2B sales. During our conversation, Antonio shares his insights on everything from mastering the basics in a sales role to strategically advancing your career. We dive into his biggest lessons learned at Salesforce, the strategies he used to build resilience and maintain momentum through tough sales cycles, and his approach to empowering teams at Motion today. Trust me, this episode is packed with actionable tips that will make you think, “Wow, I’ve got to share this with my entire team right now!” Watch the video version on YouTube (Click Here) CONTACT ANTONIO: Antonio’s LinkedIn: https://www.linkedin.com/in/antonio-garcia-18b912220/  Antonio’s email: antonio@usemotion.com NEXT STEPS:  Whenever you’re ready, there are 3 ways I can help you: 1 - Hit 'follow' so you never miss another weekly episode. 2 - Schedule a FREE (30 min.) sales coaching workshop for your sales team: https://ian-agard.com   3 - Hire with me to boost your sales team's MRR by up to 30% within 8 weeks: https://ian-agard.com/#contact CONTACT IAN: LinkedIn: https://www.linkedin.com/in/ian-agard/ 

Website: https://ian-agard.com/ OUTLINE:

(00:00) - Intro

(00:12) - Guest Introduction: Antonio Garcia

(01:16) - Antonio's Sales Journey

(03:37) - Sales as the Great Equalizer

(04:48) - Sales Coaching Workshop 

(06:27) - Leadership and Mentorship in Sales

(11:12) - Building a High-Performance Sales Culture

(15:54) - Starting the Fiscal Period with a Clear Mind

(16:12) - Facilitating Team Discussions and Idea Generation

(17:52) - Leveraging Team Strengths for Success

(19:55) - Importance of Discovery and Qualification in Sales

(23:28) - Introduction to Motion's AI Project Management Solution

(25:25) - Challenges in Scaling Sales Teams

(28:03) - Best Career Advice Antonio Received

(29:37) - Conclusion and Contact Information

Today, we're diving deep into one of the biggest game-changers for any sales professional: motivation. We all know sales is a high-stakes, high-reward game that requires not just skill but also the drive to keep pushing forward, even on the toughest days. In this episode, I’m sharing actionable insights to help you stay fired up, focused, and determined as you work toward your career and financial goals. Whether you’re chasing a promotion, aiming for the next deal, or simply trying to stay on top of your game, this episode is packed with motivation hacks that I personally use to keep my energy and ambition at their peak. You’ll hear about simple but powerful routines, mindset shifts, and strategies that can turn a rough day into a winning one. And by the end of this episode, you’ll have everything you need to stay consistent, resilient, and ready to perform at your best. Listen in, and don’t forget – if this episode gives you that “aha” moment, share it with your entire team. Let’s keep the fire burning together! Next steps: Whenever you’re ready, there are 3 ways I can help you: 1 - Hit 'follow' so you never miss another weekly episode. 2 - Schedule a FREE (30 min.) sales coaching workshop for your sales team: https://ian-agard.com   3 - Hire with me to boost your sales team's MRR by up to 30% within 8 weeks: https://ian-agard.com/#contact

CONTACT IAN:

LinkedIn: https://www.linkedin.com/in/ian-agard/    

Website: https://ian-agard.com/ 

In this episode of Sales Reps On Fire, I sit down with Kyle Phillips, VP of Sales Enablement at AI Media, to uncover the secrets behind what truly sets top-performing sales reps apart. Kyle brings 25 years of experience in sales and sales enablement, sharing invaluable insights for B2B sales professionals at every level—from SDRs to CROs. We dive into the power of curiosity and the importance of asking the right questions. Kyle breaks down how top reps stand out by understanding their customers' goals deeply, creating a well-defined path to closing the deal, and building the confidence that moves deals forward. Kyle also reveals how he coaches reps to have those tough but necessary conversations, to turn wishful thinking into actionable strategies that drive results. We also tackle one of the biggest misconceptions in tech sales—that you need to be a tech expert to succeed. Kyle explains why a customer-centric approach is far more powerful than having every technical detail down. Plus, we talk career advice, the most valuable book for new salespeople, and practical tips that any sales rep can implement right away. If you’re looking for actionable insights that you’ll want to share with your entire team, this episode is for you. Don’t miss it! Tune in to hear how to turn curiosity into a superpower and close deals with confidence. Watch the video version on YouTube (Click Here) CONTACT KYLE: Kyle’s LinkedIn: https://www.linkedin.com/in/kyle-phillips-salesleadership/  NEXT STEPS:  Whenever you’re ready, there are 4 ways I can help you: 1 - Hit 'follow' so you never miss another weekly episode. 2 - Schedule a FREE (30 min.) sales coaching workshop for your sales team: https://ian-agard.com   3 - Hire with me to boost your sales team's MRR by up to 30% within 8 weeks: https://ian-agard.com/#workwithme 4 - Get a copy of my new book: https://ian-agard.com/#book CONTACT IAN: LinkedIn: https://www.linkedin.com/in/ian-agard/  Website: https://ian-agard.com/ BOOKS RECOMMENDED: Influence - https://amzn.to/3O1YbRE OUTLINE:

00:00 Intro

00:26 Meet Kyle Phillips: VP of Sales Enablement

03:04 Kyle's Journey into Sales

05:31 Sales Coaching Workshop Invitation

06:25 From University to VP: Kyle's Career Milestones

08:29 Understanding Sales Enablement

12:18 Creating a High-Performance Sales Culture

17:40 Key Metrics for Sales Success

22:02 Challenges in Scaling Sales Teams

26:17 Top Traits of High-Performing Sales Reps

35:18 Career Advice and Book Recommendations

41:36 Conclusion

Welcome back to Sales Reps On Fire! In this episode, I’m diving into a topic that’s crucial for anyone looking to succeed in sales and life: why people quit too easily—and how you can avoid being one of them.I’m going to break down the common reasons why so many SDRs, BDRs, and AEs give up just before they’re about to level up. It usually comes down to four big things:

1. Lack of a clear vision 
2. No compelling 'why' 
3. Trying to do everything alone 
4. Seeing failure as final, not feedback 

If you’ve ever felt like quitting or you're struggling to push through challenges, this episode will give you the tools to stay in the game and come out on top. Ready to learn how to stay in the fight? Let’s get into it! Next steps: Whenever you’re ready, there are 3 ways I can help you improve your sales team: 1 - Hit 'follow' so you never miss another weekly episode. 2 - Schedule a FREE (30 min.) sales coaching workshop for your sales team: https://ian-agard.com/ 3 - Apply to work with me to boost your sales org MRR by 30% in 8 weeks: https://shorturl.at/7uqUB

How To Avoid The #1 Mistake That Creates Long B2B Sales Cycles Watch the video version on YouTube (Click Here) 👉🏾 Whenever you’re ready, there are 4 ways I can help you: 1 - Checkout my podcast, "Sales Reps On Fire": https://podcasts.apple.com/ca/podcast... 2 - Schedule a FREE (45 min.) sales coaching workshop for your sales team: https://ian-agard.com/ 3 - Join the AskCoach (upcoming AI-based sales tool) early adopter program: https://ian-agard.com/#early 4 - Download my FREE book, Everything You Want Is On The Other Side Of A Conversation: https://ian-agard.com/#book 

Follow me on LinkedIn here: https://www.linkedin.com/in/ian-agard/  —------ Ian Agard is a Toronto based entrepreneur. Read his story: https://ian-agard.com/#about

In Episode #16 of Sales Reps On Fire, we're diving into the idea that sales reps can fall into two camps: artists and scientists. This concept came up in a conversation I had with a VP of Sales, and it really made me think. Are you an “artist” who thrives on charisma and intuition, or a “scientist” who relies on data and structure to close deals? In this episode, I break down the unique strengths of each type and discuss how understanding your natural style can help you level up your sales game. We’ll talk about how artists bring creativity and emotional connection to the table, while scientists shine with a structured and measurable approach. I’ll also share how combining the best of both worlds—charisma with a solid process—can create an unbeatable approach in sales. Plus, I’ve got action steps and book recommendations! Tune in to learn how to embrace your style and take your sales skills to the next level. Whether you're an artist, a scientist, or a bit of both, this episode has valuable insights you’ll want to share with your entire team. Watch the video version on YouTube (Click Here) NEXT STEPS: Whenever you’re ready, there are 3 ways I can help you: 1 - Hit 'follow' so you never miss another weekly episode. 2 - Schedule a FREE (30 min.) sales coaching workshop for your sales team: https://ian-agard.com   3 - Hire with me to boost your sales team's MRR by up to 30% within 8 weeks: https://ian-agard.com/#contact CONTACT IAN: LinkedIn: https://www.linkedin.com/in/ian-agard/  Website: https://ian-agard.com/ BOOKS RECOMMENDED: 1. The Only Sales Guide You’ll Ever Need - https://amzn.to/3YMQMM9 2. People Buy You - https://amzn.to/3YPHRcT OUTLINE: (00:00) - Intro

(00:22) - Artists vs. Scientists in Sales

(01:02) - Characteristics of Artist Sales Reps

(02:56) - Characteristics of Scientist Sales Reps

(05:01) - Blending Art and Science in Sales

(05:59) - Action Steps for Artists and Scientists

(06:43) - Recommended Books for Sales Reps

(07:27) - Conclusion and Final Thoughts

In this episode of Sales Reps On Fire, I’m diving deep into the mindset shifts that separate the average sales rep from the top 1%. Whether you're just starting out or looking to take your tech sales career to the next level, developing a millionaire mindset is crucial. Today, I’m sharing 3 powerful secrets every SDR, BDR, and AE must know to unlock their full potential and crush their goals. These mindset hacks aren’t just for increasing your income—they’ll help you get promoted faster, close bigger deals, and create long-term success. Tune in to learn the strategies that high performers in tech sales use to not only hit their numbers but build a career that’s on fire! Ready to shift your thinking and level up fast? Let’s get into it! Next steps: Whenever you’re ready, there are 3 ways I can help you improve your sales team: 1 - Hit 'follow' so you never miss another weekly episode. 2 - Schedule a FREE (30 min.) sales coaching workshop for your sales team: https://ian-agard.com/ 3 - Apply to work with me to boost your sales org MRR by 30% in 8 weeks: https://shorturl.at/7uqUB

Click here to learn more about my online course Quota Crusher Academy: https://www.levellup.co/quota-crusher

In this episode, I break down the exact steps I’d take if I were a BDR looking to make the jump to AE in just 6 months. I share the daily habits and actions that helped me level up fast, and if you’re serious about advancing your sales career, you’ll want to take notes. This episode is packed with actionable insights that can help you crush your current role and earn that promotion faster than you thought possible. Ready to level up? Let’s go! NEXT STEPS: 👉🏾 Whenever you’re ready, there are 3 ways I can help you: 1 - Checkout my podcast, "Sales Reps On Fire": https://open.spotify.com/show/0Y50BAL... 2 - Schedule a (30 min.) sales coaching workshop for your sales team: https://ian-agard.com  3 - Hire with me to boost your sales team's MRR by up to 30% within 8 weeks: https://ian-agard.com/#contact CONTACT IAN: LinkedIn: https://www.linkedin.com/in/ian-agard/  Website: https://ian-agard.com/ OUTLINE: 00:00 Intro

00:13 Overview

00:27 Transition from BDR to AE: Key Strategies

01:05 The Power of Sales Podcasts 04:04 Taking Massive Action in Prospecting 05:58 Sales Coaching Workshop Invitation 06:51 The Importance of Writing Down Goals 09:06 Achieving Sales Quotas Consistently 09:14 The Power of Mentorship and Coaching 10:05 Following a Proven Success Recipe 11:36 Reviewing and Critiquing Sales Calls 12:59 Bonus Tip: Weekly Call Reviews with Managers 13:35 Recap and Final Thoughts 15:02 Client Testimonial

In this episode of Sales Reps On Fire, I sit down with Bo Hamrick, an experienced sales leader who shares his unique insights on everything from staying motivated after tough sales days to how to improve your sales game by focusing on consistency and authenticity. Bo reveals the power of being coachable, explains why you should embrace the "go for no" mindset, and stresses the importance of genuinely helping prospects rather than pitching to them. Plus, we dive into his daily routine, the books that shaped his career, and why sales is just like a sport. Whether you're an SDR, AE, or CRO, Bo's tips are packed with actionable advice that you’ll want to share with your whole team. Tune in for a conversation full of wisdom and practical strategies to take your sales to the next level. Watch the video version on YouTube (Click Here) CONTACT BO: Bo’s LinkedIn: https://www.linkedin.com/in/bohamrick/  NEXT STEPS: Whenever you’re ready, there are 3 ways I can help you: 1 - Hit 'follow' so you never miss another weekly episode. 2 - Schedule a FREE (30 min.) sales coaching workshop for your sales team: https://ian-agard.com 3 - Join the AskCoach early adopter program: https://ian-agard.com/#early  CONTACT IAN: LinkedIn: https://www.linkedin.com/in/ian-agard/  Website: https://ian-agard.com/ BOOKS RECOMMENDED: So You Want to Be In Sales?: Ten Things I wish I knew before starting in Sales - https://amzn.to/4f8drYi KEY TAKEAWAYS: 02:07 Bo's Journey into Sales

06:53 Bo's Early Sales Career and Leadership Path

20:52 Identifying and Nurturing Top Performers

24:46 Maintaining Motivation During Tough Times

32:48 Shifting Focus: Always Be Helping

44:58 Sales as a Sport

✅ Would you like to get your next promotion in tech sales within 3-6 months? Book a call here: https://calendly.com/ianagard/chat-with-ian-sales-coaching 👉🏾 FREE TRAINING VIDEO: https://ian-agard.com/#workwithme - how I help sales reps earn their next promotion within 3-6 months. 5 reason why every B2B sales reps MUST do role-playing everyday | Building a $1M ARR SaaS - Week #2 Watch the video version on YouTube (Click Here) Follow me on LinkedIn here: https://www.linkedin.com/in/ian-agard 

—------

Ian Agard is a Toronto based entrepreneur. Read his story: https://ian-agard.com/#about 

OUTLINE:

00:00 Intro

01:47 Introducing Level Up: The Role Playing Software

03:25 Why Role Playing is Essential for Sales Reps

03:52 Benefit 1: Enhancing Communication Skills

04:52 Benefit 2: Improving Objection Handling

06:05 Benefit 3: Increasing Confidence

07:21 Benefit 4: Onboarding New Reps Faster

08:58 Benefit 5: Real-Time Feedback and Skills Development

09:37 The Importance of Daily Practice

11:51 Final Thoughts

Tonality: How To Build 'Master Level Authority' On a Sales Call (Case Study) Watch the video version on YouTube (Click Here) ✅ Would you like to get your next promotion in tech sales within 3-6 months? Book a call here: https://calendly.com/ianagard/levellup-discovery-call-clone 👉🏾 FREE TRAINING VIDEO: how I help sales reps earn their next promotion within 3-6 months: https://ian-agard.com/#workwithme Follow me on LinkedIn here: https://www.linkedin.com/in/ian-agard/ Subscribe to my YouTube Channel: https://www.youtube.com/@IanAgard/videos Ian Agard is a Toronto based entrepreneur. Read his story: https://ian-agard.com/#about

Welcome to another exciting episode of Sales Reps on Fire, the ultimate podcast for B2B sales professionals, from SDRs to CROs. Hosted by Ian Agard, this episode is designed to provide invaluable tips that are so impactful, you'll want to share them with your entire team.

Today, Ian sits down with Jim Bell, a seasoned sales leader with a wealth of experience in the SaaS industry. Jim shares his journey, from his early days at SHL System House to leading high-performance sales teams in North America and Europe. Discover the secrets behind his success, including the importance of building long-lasting relationships, understanding client needs, and focusing on value over features.

Jim also delves into the challenges of scaling sales teams, the differences between bootstrapped and seed-funded growth, and how to create a culture of high performance. Learn about the traits that set top-performing sales reps apart and the best career advice he's ever received.

Whether you're a revenue leader or an aspiring sales professional, this episode is packed with insights and actionable strategies that can boost your team's performance and drive business growth. Don't miss out on this opportunity to learn from a true sales veteran. CONTACT JIM: Jim's email: jim-bell@rogers.com

NEXT STEPS: Whenever you’re ready, there are 3 ways I can help you: 1 - Hit 'follow' so you never miss another weekly episode. 2 - Schedule a FREE (30 min.) sales coaching workshop for your sales team:https://ian-agard.com 3 - Hire with me to boost your sales team's MRR by up to 30% within 8 weeks:https://ian-agard.com/#contact

CONTACT IAN: LinkedIn: https://www.linkedin.com/in/ian-agard/     Website: https://ian-agard.com/ BOOKS RECOMMENDED: Start With Why - https://amzn.to/3UDvz4Y 

In this episode of Sales Reps On Fire, I sit down with Mian Habib, a seasoned sales leader known for his genuine, people-first approach to sales. Mian dives deep into the nuances of what makes conversations impactful in the B2B sales world, from SDRs to CROs and everyone in between. We talk about the art of truly listening, why follow-up steps are critical, and how to close with confidence without feeling "salesy." Mian also shares his insights on building rapport, the importance of next steps, and his favorite tips for turning small talk into big opportunities. This conversation is packed with strategies that you’ll want to share with your entire team. Tune in and get ready to take notes—you won’t want to miss a minute! Watch the video version on YouTube (Click Here) CONTACT MIAN: Mian’s LinkedIn: https://www.linkedin.com/in/mianhabib/  NEXT STEPS:  Whenever you’re ready, there are 4 ways I can help you: 1 - Hit 'follow' so you never miss another weekly episode. 2 - Schedule a FREE (30 min.) sales coaching workshop for your sales team: https://ian-agard.com   3 - Hire with me to boost your sales team's MRR by up to 30% within 8 weeks: https://ian-agard.com/#workwithme 4 - Get a copy of my new book: https://ian-agard.com/#book CONTACT IAN: LinkedIn: https://www.linkedin.com/in/ian-agard/  Website: https://ian-agard.com/ OUTLINE:

00:00 Intro

01:16 Mia's Journey into Sales

02:52 First Sales Experience

03:41 Sales Coaching Workshop

04:39 From Cold Calling to Leadership

10:40 The Importance of Details in Sales

24:07 Building a High-Performance Sales Culture

25:10 Building a Sales Team Culture

26:02 Establishing the Sales Rhythm

27:30 Defining Sales Team Identity

31:20 Motivating Sales Teams During Down Cycles

38:47 Situational Leadership in Sales

43:52 Top Career Advice for New Sales Reps

45:25 Conclusion

✅ Would you like to get your next promotion in tech sales within 3-6 months? Book a call here: https://calendly.com/ianagard/chat-wi...

👉🏾 FREE TRAINING VIDEO: https://ian-agard.com/#workwithme - how I help sales reps earn their next promotion within 3-6 months.

How To Make 2025 your highest earning year in SaaS Sales Watch the video version on YouTube (Click Here)

Follow me on LinkedIn here: https://www.linkedin.com/in/ian-agard/ 

—------ Ian Agard is a Toronto based entrepreneur. Read his story: https://ian-agard.com/#about OUTLINE: 

00:00 Intro

01:18 Step 1: The Power of Vision

04:18 Step 2: The Importance of Focus

06:00 Step 3: Consistency is Key

07:04 Step 4: Embracing Patience

09:08 Step 5: Effective Partnering

11:31 Next steps

✅ Join the AskCoach waiting list: https://askcoachsignup.carrd.co/  👉🏾 FREE TRAINING VIDEO: https://ian-agard.com/#workwithme - how I help sales reps earn their next promotion within 3-6 months. How I Plan To Build A $1M ARR SaaS sales tool within 12 Months 👉🏾 Watch the video version on YouTube (Click Here)

Follow me on LinkedIn here: https://www.linkedin.com/in/ian-agard/  —------

Ian Agard is a Toronto based entrepreneur. Read his story: https://ian-agard.com/#about

In this episode of Sales Reps On Fire, I’m diving deep into the ONE skill that separates top performers from the rest and helps them consistently hit their sales quota, month after month. If you're struggling to stay on track or feel like you're spinning your wheels without the results you want, this episode is for you.I’ll break down exactly what this critical skill is, why it’s the most important tool in your arsenal, and how to develop it starting today. Whether you're an SDR, BDR, or AE, mastering this skill will take your sales game to the next level and help you hit (or exceed) your targets every single month. You won’t want to miss it!Tune in and get ready to level up! Next steps: Whenever you’re ready, there are 3 ways I can help you improve your sales team: 1 - Hit 'follow' so you never miss another weekly episode. 2 - Schedule a FREE (30 min.) sales coaching workshop for your sales team: https://ian-agard.com/ 3 - Apply to work with me to boost your sales org MRR by 30% in 8 weeks: https://shorturl.at/7uqUB

In this episode, I sit down with Jordan Glover, a GTM strategist who has spent the last decade building and leading high-performing sales teams across early-stage start-ups, Series A companies, and even publicly traded organizations. Jordan, who's originally from Toronto, shares how he realized that the traditional, hard-sell approach just didn’t work for him. Instead, he found success by focusing on authentic connections, trust, and genuinely helping his clients win. We dive deep into why this shift made sales feel effortless and how you can apply these principles to your own team. Whether you're an SDR or a CRO, you’ll walk away with insights on building a sales team culture that drives results while staying true to your values. This episode is packed with actionable strategies you’ll want to share with your entire team. Don’t miss it! CONTACT JORDAN: Jordan’s LinkedIn: https://www.linkedin.com/in/gloverjordan/  NEXT STEPS: Whenever you’re ready, there are 3 ways I can help you: 1 - Hit 'follow' so you never miss another weekly episode. 2 - Schedule a FREE (30 min.) sales coaching workshop for your sales team: https://ian-agard.com   3 - Hire with me to boost your sales team's MRR by up to 30% within 8 weeks: https://ian-agard.com/#contact CONTACT IAN: LinkedIn: https://www.linkedin.com/in/ian-agard/  Website: https://ian-agard.com/ BOOKS RECOMMENDED: Gap Selling: https://amzn.to/4fswhtx  OUTLINE: 00:00 Intro 00:58 Meet Jordan Glover 01:47 Jordan Glover's Background and Sales Philosophy 03:06 Transition from Traditional to Authentic Sales 10:04 Identifying and Nurturing Top Performers 12:37 Challenges in Scaling Sales Teams 15:09 The Art and Science of Sales 16:55 Top Performers vs. Average Reps 20:19 Creating a Reliable Sales Process 22:16 The Importance of Curiosity in Sales 24:08 Disagreeing with Common Sales Beliefs 28:10 What's the Best Career Advice You've Received? 30:48 How to connect with Jordan

In this episode, I sit down with Ben Wagner, VP of Sales at Botify, to dive deep into what it takes to build and lead a high-performing sales team. Ben shares his journey in the tech sales world and the insights he's gathered from leading one of the most innovative sales teams in the industry. We discuss everything from the core habits that drive successful sales reps to the most impactful books and resources that shaped his career. Ben also drops powerful advice on personal finance for sales professionals and highlights the invaluable wisdom from iconic figures like Charlie Munger. We talk about practical, tried-and-true approaches for navigating hard times, as well as ways to consistently bring value to clients in the fast-paced world of B2B sales. If you’re in sales—whether you’re a rep, manager, or executive—you’ll walk away from this episode with actionable tips you can start using today. Grab a notebook, share this with your team, and get ready to level up your sales game! Watch the video version on YouTube (Click Here) CONTACT BEN: Ben’s LinkedIn: https://www.linkedin.com/in/benwagner23/  Company website: https://www.botify.com/ NEXT STEPS: Whenever you’re ready, there are 3 ways I can help you: 1 - Hit 'follow' so you never miss another weekly episode. 2 - Schedule a FREE (30 min.) sales coaching workshop for your sales team: https://ian-agard.com   3 - Hire with me to boost your sales team's MRR by up to 30% within 8 weeks: https://ian-agard.com/#contact CONTACT IAN: LinkedIn: https://www.linkedin.com/in/ian-agard/  Website: https://ian-agard.com/ BOOKS RECOMMENDED: Poor Charlie's Almanack: The Wit and Wisdom of Charles T. Munger: https://amzn.to/3YJdrJa  OUTLINE:

00:00 - Intro

00:45 - Meet Ben Wagner: VP of Sales at Botify

01:23 - Welcome to the Podcast

01:50 - Ben Wagner's Journey in Sales

02:50 - The Path to Sales Leadership

06:43 - Creating a High-Performance Sales Culture

12:26 - Identifying and Nurturing Top Talent

15:07 - Challenges in Scaling Sales Teams

19:29 - Understanding Botify and Sales Structure

22:49 - Secrets of Top Sales Reps

27:21 - Reaching the C-Level Executives

28:29 - Best Career Advice You're Ever Received

33:36 - Conclusion

Spencer Krieger is a proven leader in driving new business growth and revenue generation. Spencer the Head of Sales for the High Velocity division, reporting directly to the COO for Vendasta, a digital marketing platform, which boasts $100 million in annual recurring revenue (ARR). Spencer is responsible for managing a team of Sales Development Representatives, Account Executives, and Account Managers in North America/India. CONTACT SPENCER: Spencer’s LinkedIn: https://www.linkedin.com/in/spencerkrieger/ Company website: https://www.vendasta.com NEXT STEPS: Whenever you’re ready, there are 3 ways I can help you improve your sales team: 1 - Hit 'follow' so you never miss another weekly episode. 2 - Schedule a FREE (30 min.) sales coaching workshop for your sales team: https://ian-agard.com/ 3 - Apply to work with me to boost your sales org MRR by 30% in 8 weeks: https://shorturl.at/7uqUB CONTACT IAN: LinkedIn: https://www.linkedin.com/in/ian-agard/ Website: https://ian-agard.com/

https://ian-agard.com/#workwithme How i'd make $10K a month (working in tech sales) asap if i had to start again Watch the video version on YouTube (Click Here) 👉🏾 Whenever you’re ready, there are 2 ways I can help you: 1 - 1 - Hit 'follow' so you never miss another weekly episode. 2 - Watch a video on how I help sales reps earn their next promotion within 3-6 months, along with my calendar so you can book in a call with me to discuss us working together: https://ian-agard.com/#workwithme Follow me on LinkedIn here: https://www.linkedin.com/in/ian-agard/  —------ Ian Agard is a Toronto based entrepreneur. Read his story: https://ian-agard.com/#about

Hey there, welcome back to Sales Reps On Fire, the go-to podcast for B2B SDRs, AEs, and CROs looking for tips that make you say, “I’ve got to share this with my entire team!” I’m your host, Ian Agard, and today’s episode is a special milestone—episode 21! Did you know only 1% of podcasts make it this far? Thanks to persistence (and a lot of lessons from past attempts), I’m thrilled we’re here. Today, we’re diving into one of the biggest challenges in B2B sales: how to reach and book meetings with C-level decision-makers. I’m going to break down my tried-and-true email strategies that can help you connect directly with CEOs, CFOs, CROs, and more. From providing immediate value to getting that first positive response, these techniques focus on what matters most to them, both professionally and personally. If you’re ready to elevate your outreach game, tune in—you’ll walk away with actionable steps to start booking high-level meetings in 30 days or less! Watch the video version on YouTube (Click Here) NEXT STEPS:  Whenever you’re ready, there are 4 ways I can help you: 1 - Hit 'follow' so you never miss another weekly episode. 2 - Schedule a FREE (30 min.) sales coaching workshop for your sales team: https://ian-agard.com   3 - Hire with me to boost your sales team's MRR by up to 30% within 8 weeks: https://ian-agard.com/#workwithme 4 - Get a copy of my new book: https://ian-agard.com/#book CONTACT IAN: LinkedIn: https://www.linkedin.com/in/ian-agard/ Website: https://ian-agard.com/ OUTLINE: 00:00 Intro

00:35 The Significance of Episode 21

01:27 How to Book Meetings with C-Level Executives

03:02 Email Strategies for Connecting with the C-suite

04:59 Adding Value and Personal Touch in Emails

10:33 Actionable Steps to Secure Meetings

12:50 Conclusion

7 Most Common Sales Objections (And How To Overcome Them) | For B2B Sales Watch the video version on YouTube (Click Here) ✅ Would you like to get your next promotion in tech sales within 3-6 months? Book a call here: https://calendly.com/ianagard/levellu... 👉🏾 FREE TRAINING VIDEO: https://ian-agard.com/#workwithme - how I help sales reps earn their next promotion within 3-6 months.  Ian Agard is a Toronto based entrepreneur. Read his story: https://ian-agard.com/#about