Sales for Nerds

Sales for Nerds
Sales and marketing for nerds, engineers, and other experts.

055 Russell Thackeray gains multiple degrees, loses 168 pounds, and forgets to learn that sales is hard
Sep 30 • 54 min
Russell Thackery reviews his incredible journey from professional viola player to accidental sales star to entrepreneur and trainer, with lots of fascinating stops along the way.
054 David Priemer teaches you to sell the way you buy
Aug 27 • 49 min
David Priemer, founder of Cerebral Selling, and author of “Sell the Way You Buy”, comes on Sales for Nerds to help you get clarity and make it easier for you to sell without “Cobra Kai” tactics.
053 Chalmers Brothers on Language and the Pursuit of Happiness
Jul 29 • 58 min
Chalmers Brothers, author of Language and the Pursuit of Happiness talks about how we use language not only to describe but to create. Learn how the stories we create in our heads empower us or hold us back. Learn how to communicate and collaborate…
052 Mike Capuzzi on using short helpful books for marketing for Main Street Businesses
Jul 2 • 50 min
Former engineer turned marketer turned author Mike Capuzzi shares his story and his advice on using short, helpful books (“shooks”) to help Main Street Businesses attract clients. Mike covers how shooks are different from “books”, why he thinks they’re a…
051 Stacey Brown Randall on getting more referrals without asking
May 28 • 50 min
So many people rely on referrals for business development but lack a process for generating referrals. Others ask for referrals in cheese-y, unprofessional ways. In this episode, Stacey Brown Randall, author of Generating Business Referrals without…
050 Michael Greenberg on how consultants can use podcasts for sales and marketing
Apr 29 • 35 min
Michael Greenberg shows you how to use podcasting to get in front of your ideal clients and increase your authority. This is especially helpful for consultants and coaches who are experts but aren’t comfortable with traditional sales and marketing.
049 Damian Thompson on Business Owners Sales Mistakes
Mar 25 • 47 min
Salesability founder Damian Thompson gives some very practical advice to help you sell more effectively and enjoy it more, highlighting the common mistakes expert business owners make, and how to fix them.
048 Amos Schwarzfarb on how to sell more faster
Feb 26 • 59 min
Amos Schwarzfarb, who started his “career” as a full time rockclimber, before doing 6 startups, advising dozens of others, and running TechStars Austin, shares his journey and wisdom from his new book: Sell More, Faster.
047 Tukan Das on getting your first customers
Jan 23 • 33 min
Tukan Das, computer programmer and CEO of LeadSift, talks about how they got their first customers, including how he tried to get someone else to do sales, and what he did when he realized he had to do sales himself.
046 Reuben Swartz on What I’ve Learned This Decade
Dec 27, 2019 • 24 min
Some lessons I’ve learned over the past decade, which may be obvious to you, and perhaps should have been obvious to me…
045 Meg Cumby on getting effective client testimonials
Dec 1, 2019 • 34 min
No one tells the story of how you help your clients (or customers) better than your clients. Meg Cumby walks you through her journey from journalist to a consultant making use of those skills helping consultants gather, edit, and publish effective…
044 John Livesay on Better Selling through Storytelling
Oct 29, 2019 • 34 min
“The Pitch Whisperer” John Livesay returns to Sales for Nerds to discuss his latest book, Better Selling through Storytelling— the Essential Roadmap to Becoming a Revenue Rockstar. John noticed that whoever told the best story was getting the sale.…
043 Oscar Trimboli on Deep Listening
Oct 3, 2019 • 60 min
We spend a lot of time learning to talk, to push information to other people, but what about listening? Oscar Trimboli discusses how we can become better listeners so we can be more effective at work and at life.
042 Aaron Ross comes back for more From Impossible to Inevitable Predictable Revenue
Sep 5, 2019 • 52 min
Aaron Ross is the first guest to return to Sales for Nerds— this time to talk about the 2nd edition of From Impossible to Inevitable, with updates for a world even more saturated with information. Learn why you have to “nail your nice”, how to use “seeds,…
041 Laura Briggs on SEO for the busy small business owner
Jul 30, 2019 • 49 min
Former middle school teacher and TEDx speaker Laura Briggs just released her first book, Start Your Own Freelance Writing Business, and she joins Sales for Nerds to demystify SEO for the busy small business owner. Learn: Why you don’t need to spend…
040 Steve Benson on Successful Sales Meetings
Jun 26, 2019 • 29 min
Badger Maps CEO, geography major, and former #1 Google Enterprise sales rep Steve Benson talks about what to do before, during and after your sales meetings to make them more successful.
039 Sean McCool on the W.O.R.D. copy writing method
May 27, 2019 • 33 min
Sean McCool recounts his journey from being down to his last dollars and using copy writing to save himself, plus practical tips you can use to improve your copy and get more clients, without being a writing genius.
038 Liston Witherill on growing your consulting practice beyond referrals
Apr 24, 2019 • 44 min
Liston Witherill talks about his journey into sales and marketing from environmental engineering, how he aims to “serve, not sell”, how to get more clients and be more in control of your business.
037 Rick Middlemass on Sales Psychology
Mar 26, 2019 • 47 min
VP of Sales and Marketing for National Association of Sales Professionals, so he’s like an uber meta-sales person, but that’s not how he started. He got a summer internship knocking on doors for a painting company. Learn about his journey, and hear Rick’s…
036 Craig Elias on Trigger Event Selling
Feb 20, 2019 • 42 min
Craig Elias goes from computer science degree to Canadian sales rock star and learns some things along the way, such as: - How people end up in the Window of Dissatisfaction - What they do when they get there - How do be the first to know someone is in…
035 Joy Beatty on Engineering the Sales Process
Jan 22, 2019 • 52 min
How to go from super nerdy software requirements consulting to running a sales (and marketing) team? You apply your requirements consulting skills to your internal processes. Here’s how…
034 Terry Hansen on preventing objections in the sales process
Dec 18, 2018 • 44 min
Terry Hansen was once on the verge of running away to join the circus. Literally. He’s now an established sales trainer. It didn’t happen overnight. In this interview, Terry shares his story, and how to prevent objections instead of trying to overcome…
033 Vanessa Van Edwards on the Science of Succeeding with People
Oct 22, 2018 • 37 min
Vanessa Van Edwards, author of Captivate: The Science of Succeeding with People, and the lead investigator at The Science of People takes us behind the scenes on her story as a “recovering awkward person” and shares tips on how to make the most of social…
032 Michael Zipursky on the Elite Consulting Mindset
Sep 26, 2018 • 59 min
Michael Zipursky didn’t mean to start consulting with giant Japanese corporations in his early 20s. It just happened. Hear how he pulled it off, and how he started multiple businesses, including his most recent venture helping consultants learn from his…
031 Rusty Shelton on Authority Marketing and Writing Books
Aug 25, 2018 • 60 min
“Author” is the root of “authority”. In this episode, young media mastermind Rusty Shelton shares tips for gaining authority and control over your own marketing channels, moving beyond other people’s social media platforms, plus mistakes people make with…
030 David A Fields- 6 steps to a great consulting practice
Jul 24, 2018 • 58 min
Consultant and consultant to consultant David A. Fields shares wisdom from his latest book, The Irresistible Consultant’s Guide to Winning Clients, including how to think “right side up”, how to price deals, how he got started in sales, and more.
029 Stella Orange on Authentic Marketing
Jun 21, 2018 • 42 min
Stella Orange talks about her strange path to marketing and copywriting via Japan, school teaching, bike riding, and writing copy to raise money for an arts nonprofit in Montana. This includes the books she read to teach herself direct marketing, how she…
028 Maurice Cherry escapes corporate dystopia to start his own firm
May 23, 2018 • 52 min
Maurice Cherry, host of the RevisionPath podcast, always wanted to learn computer science. But he ended up with a math degree and a job in a call center, not exactly doing advanced math. Learn how he started his own design firm, how he built his network,…
027 Justin Foster
Apr 25, 2018 • 43 min
Justin Foster grew up on a ranch in Oregon, got married and had a kid at 18, and accidentally learned B2B sales. Then he started his own firm and focused on “spiritual branding”. In this episode, Justin tells his story, and provides practical tips for…
026 Chris Wike has an awesome networking strategy
Mar 21, 2018 • 57 min
Chris Wike has an amazing conference room that he uses to great effect, but you don’t need this kind of conference room to use his great networking strategy. Plus, check out his rules for networking, why he doesn’t like retainers, and more.
025 Christina Bell- Sales as a Sorting Exercise
Feb 19, 2018 • 42 min
Christina Bell combines her family’s love of teaching with her love of sales as she uses her sales experience to train other sales reps.
024 Bryan Payne gets thrown out of school, starts companies
Jan 22, 2018 • 96 min
Serial entrepreneur and 12 time Iron Man finisher Bryan Payne on how he started sales in elementary school, started (and sold) his first business in high school, and much, much more.
023 Rohan Kale
Dec 19, 2017 • 42 min
Rohan Kale left the typical grind of software engineering for a giant company in India. He headed to Germany, learned German, and started a video marketing company. Find out how, including the coincidence that led to his company idea, how he got his first…
022 Laura Roeder of MeetEdgar
Nov 27, 2017 • 27 min founder Laura Roeder talks about how she started her consulting, online training and software businesses, and how she decided to move on from earlier efforts. Laura also discusses: -How to connect with thought leaders online -How she got her…
021 Michael Katz on being a likeable expert
Oct 31, 2017 • 43 min
Would you take marketing and customer service advice from someone who spent a decade at a cable company? In this case, you should, as Michael Katz, Chief Penguin and Blue Penguin Development, talks about the series of happy accidents that led him to a…
020 Aaron Ross From Impossible to Inevitable
Oct 2, 2017 • 32 min
Aaron Ross, co-author of “Predictable Revenue”, along with Mary Lou Tyler from episode 14, is back with a new book, “From Impossible to Inevitable: How Hypergrowth companies create predictable revenue”. Learn what Aaron had to learn the hard way about…
019 Brennan Dunn on Selling without Sales
Aug 28, 2017 • 48 min
Brennan Dunn wasn’t always a whiz internet marketer. He started off pursuing a degree in electrical engineering, but switched gear to study Classical Languages (which did come in very handy later). Along the way, he learned how to do internet marketing,…
018: Ben Seigel on Website Planning
Jul 31, 2017 • 52 min
In this week’s show: Building awareness of a growing medium Systematization The intake process is all about the business owner Planning isn’t sexy Interrogating a problem Keeping it simple Ben’s top 3 quick tests for your website
017 Anil Dash on Lessons for Sales from Tech
Jun 6, 2017 • 85 min
In this wide-ranging discussion, Anil talks about: how he first learned to sell (and overcome his distrust of sales reps) how he didn’t learn to do marketing until much later (and what he did instead) how he tries to structure non-zero-sum incentives the…
016 Maura Thomas on Attention Management
Apr 18, 2017 • 55 min
Author and productivity consultant Maura Thomas talks about how she got into the field (by accident), working with David Allen, where she agrees (and disagrees) with Getting Things Done (GTD), why time management is outdated, and how to manage your…
015 Jill Konrath on More Sales in Less Time
Apr 5, 2017 • 72 min
Best selling author and sales guru Jill Konrath details her own struggles with digital distractions and how to sell more in less time.
014 Marylou Tyler on Predictable Revenue and Predictable Prospecting
Mar 21, 2017 • 66 min
Marylou Tyler of Predictable Revenue and Predictable Prospecting fame discusses how she moved from writing code to sales success by using her engineering background instead of running away from it.
013 How to Price
Mar 7, 2017 • 40 min
Few things cause as much stress as pricing. But it doesn’t have to be that way. This episode looks at how to think about pricing, how to align better to customers’ needs so you can price better, how to move from cost to value-based pricing (and why most…
012 Caleb Sidel
Feb 21, 2017 • 36 min
Caleb Sidel discusses how he got into consulting, why his company partners sell and stay deep in tech, the advantages of partnering with someone like, the simple way they train consultants to be effective sales people, and more.
011 Brian Spross on Legal Advice
Feb 7, 2017 • 49 min
Attorney (and mechanical engineer) Brian Spross on when you need a lawyer and how to protect yourself and your company.
010 Scott Ingram on going from Networking Engineering to Sales Success
Jan 24, 2017 • 48 min
Scott Ingram, host of the Sales Success Podcast, discusses his journey from networking engineering to sales success, including: The importance of great mentors. A great short cut for nerdy sales success. His morning routine. Why women are overrepresented…
009 Matthew Pollard
Jan 10, 2017 • 64 min
Matthew discusses: How he taught himself to sell, including the steps of the sale, how to turn features into benefits, and how to close. How he taught his team to sell. “People hate to be sold to, but people love to buy.” Why if you’re doing too much…
008 Erik Luhrs on Positioning
Dec 27, 2016 • 68 min
Erik Luhrs, “The Bruce Lee of Lead Generation”, talks about how effective positioning creates a foundation for successful sales, and how poor positioning leads to frustration, not matter how well you execute on the tactics.
007 Ash Maurya on Scaling Lean
Dec 12, 2016 • 64 min
Ash Maurya talks about how to turn great ideas into great products and avoid building things that don’t matter. Because, “life’s too short to build products nobody wants.”
006 John Livesay on How to Pitch
Nov 29, 2016 • 45 min
John Livesay discusses how to pitch, including: The 2 simple parts of a pitch Why most founders don’t have a good pitch How to practice your pitch in low pressure situations, so you’re ready in high pressure situations.
005 June Rodil
Nov 15, 2016 • 68 min
Master Sommelier June Rodil discusses how to pick wine as a beginner, how she became as Master Sommelier, and how she opened her own restaurant. Plus, Secrets for great customer service How to delegate as a control freak Why spreadsheets are still…
004 Joe Williamson
Nov 1, 2016 • 65 min
Joe has a great technique to price a new product in a market, and we conduct a wine experiment.
003 Adam Boyd
Oct 18, 2016 • 69 min
Adam Boyd from MarketSense, a Sandler sales trainer, discusses the importance of process, why you probably talk too much in sales, how to uncover a solution rather than prescribing it, building good habits, and more.
002 Jason Cohen Interview Part 2
Oct 4, 2016 • 61 min
Jason Cohen returns for part 2, including what kind of company do you want and want to keep, why you should be honest, and more.
001 Jason Cohen Interview Part 1
Oct 3, 2016 • 72 min
Serial entrepreneur, WPEngine founder, and Smart Bear blogger Jason Cohen talks about how to sell as a technical founder against professional sales teams and big companies. You have more advantages than you think, but most small companies squander them.…