Listen for Relationship Signals to Prospect Smartly with Jamie Shanks

Conversations Over Presentations with James Buckley: This episode of the In The Club Colors Podcast features James "Saywhatsales" Buckley, Chief Evangelist and Master of Ceremonies at JB Sales, host of The UNCrushed Podcast, and author of Tip of the Spear: Blood, Sweat & Sales. Sales training touches on so many different aspects of life that having a holistic and balanced approach to it makes all the difference in selling well. James shares their culture at JB Sales and the sheer difference of training alongside the rest of the team on the frontlines. James also talks about his book, which details his first two years as an SDR and the importance of personal branding in sales to crate pipeline. And lastly, James shares what's going on in his personal life that has a ripple effect on his sales life and how he always prioritizes conversations over presentations. by In the Club by Club Colors

68 min listen

Transforming Lives with Procurement and Passion with Jose Arnulfo Molina: In this episode of the In The Club Podcast by Club Colors, John features Jose Arnulfo Molina, Senior Manager Corporate Procurement at Constellation Brands, along with Club Colors' own Co-CEO Cris Tase. Procurement is not just a numbers game. There is a relationship-building aspect to it where adding value and being transparent are the keys to success when representing massive brands like Corona and Modelo. Jose shares the values behind Modelo's Fighting Spirit campaign and how his passion for procurement is rooted in his family and Mexican heritage. He also shares his morning routine which includes daydreaming and brainstorming ideas. HIGHLIGHTS Add value, step away from the transaction, and be transparent Modelo's Fighting Spirit campaign: Balancing branding and purpose Passion in procurement regardless of industry = success Heritage and family as Jose's driving forces What’s next: Job opportunities in by In the Club by Club Colors

64 min listen

Cooking up Influence with Mike Haracz: In this episode of the In the Club Podcast, John and Giancarlo are joined by Mike Haracz, corporate R&D chef, former McDonald's Corp. chef, and YouTube content creator at Chef Mike Does Stuff with over 14 thousand subscribers. He recently tweeted on behalf of Wendy’s which has over 17 million views. Mike shares the story behind how he became the man who brought back the McDonald's Rick and Morty Szechuan Sauce and what it means to create engaging content that resonates with audiences. He also comments on how brands can leverage digital popularity into real-life opportunities, capitalize on the right influencers, and have passion to drive your success. Mike also shares funny anecdotes about life in a heavy metal band and how the lessons of playing music also translate to his success as an influencer. by In the Club by Club Colors

87 min listen

Make an Impact: Transparency Leads to Change with Joseph Gonzalez: In this episode of the In The Club Podcast by Club Colors, John features Joseph Gonzalez, certified Kolbe consultant, high energy speaker, confidence creator, thought leader, and top person ambassador. Joseph talks about his own brand of coaching and how transparency is the best tool to effect the change his clients need. He shares the need to ask difficult questions to the right people to determine the course of action that reaches their goals. He also shares the many nuggets of wisdom he has learned through the years, from leaning on your authentic self to never leaving anybody behind as you grow. In today’s world, Joseph discusses LinkedIn and how to best engage the people you want to make an impact on. HIGHLIGHTS In the Game Group: Coaching and asking tough questions Transparency as the biggest obstacle to growth Define your give and pull up those below you Engagement on LinkedIn In the mirror: I can, I will, by In the Club by Club Colors

52 min listen

Meet Club Colors and Your Host John Morris: This is the inaugural episode of the In the Club Podcast with John Morris, Executive Director of Brand at Club Colors. He lines up the 3 main objectives of the show, including promoting their thousands of business partners, providing a platform for their future business endeavors, and giving a voice to amazing content creators and trailblazers on social media. He also introduces new features and services that Club Colors can offer to brands, including their Design Lab's external move to provide companies the marketing collateral they need. The goal is to create holistic brand management both internally and externally which will be expressed through the podcast. by In the Club by Club Colors

11 min listen

Build Holistic Brand Awareness Through Content Creation with John Morris, Executive Director of Brand at Club Colors: This episode of the In The Club Podcast by Club Colors features your host, John Morris. To take brand awareness further, you have to nail the basics first, starting with your core values. John shares what drives their team and how culture starts from the top down. He discusses content creation and the scary notion of personal brands and why you should encourage this to employees. John also suggests documenting your culture in action, showcasing thought leadership, and using podcasting not just as a platform for Club Colors, but also for all the guests to showcase their own brands. HIGHLIGHTS The 6 core values of Club Colors Create a content calendar and encourage personal brands Talk about your wins but also your struggles Live out your business journey and document it QUOTES John: "You have to create content that is maybe done weeks in advance, is planned by In the Club by Club Colors

33 min listen

Psychology and Communication: 'Sugar Is an Ingredient in Hot Sauce' with Christina Brady: In this episode of the In The Club Podcast by Club Colors, John features Christina Brady, Chief Strategy Officer at Sales Assembly, along with Club Colors' own CDR Supervisor Giancarlo Amador. Christina talks about the psychology in sales. She discusses how communicating with people is a true benefit for reps and leaders alike. In Sales Assembly, Christina shares how they focus on foundational skills which are agnostic of industry. She also shares her experience in sales and the nuggets of wisdom she's picked up along the way. She addresses leaders too: communicating with reps using their preferred language is a mentorship opportunity to nurture. HIGHLIGHTS A sales culture of inclusivity that recognizes everyone's expertise Sales Assembly provides foundational skills-based training Grit in sales is learning to fail forward For leaders: Learn people's communication styles Self-awareness: Move by In the Club by Club Colors

66 min listen

Overcome the Fear Mindset and Stretch Your Dollar with John Morris: This episode of the In The Club Podcast by Club Colors features your host, John Morris. During economic downturns, it's natural for companies to want to cut back on spending. John talks about the fear mindset during moments like this and how to realign your thinking to get the most time, money, and emotional return on investment for every dollar spent. He also discusses personal branding and using it strategically internally and externally to build brand awareness. SHOW NOTES HIGHLIGHTS Fear mindset and maintaining connection during economic uncertainty Lead from the front: Personal branding that trickles down from the top A single point of contact maximizes time, money, and emotional return Engagement with appreciation internally, externally, and personally QUOTES John: "How do you keep demand gen and lead gen on the high, how do you keep that momentum, while at the same time how do maintain strength and depth by In the Club by Club Colors

28 min listen

Guarantee the Integrity of Your Service with Steven Schmidt Part 2: This episode of the In The Club Podcast by Club Colors is the last part of our interview with Steven Schmidt, Founder and CEO of TIDAL, along with Club Colors' own Co-CEO Jeff Baumet. Steve and Jeff talk about CEO concerns, from the guarantees they give on service level to Steve's mindset shift moving from CEO to CRO. But as the only thing you can really guarantee is your integrity and hold yourself up to it, Steve emphasizes that this is the number one principle that drives his company forward. HIGHLIGHTS SLAs and guaranteeing your level of service Steve shifts from CEO to CRO, pros and cons of co-CEOs Internal competition at the expense of other team members Working with TIDAL for data and integrity QUOTES Steven: "Coming out of a CEO role, not on a CRO role, there is some grief associated with that. I will not lie. There's a little bit of grief and fear that you failed. That you couldn't do it. That you could by In the Club by Club Colors

43 min listen

Match the Right People with the Right Careers with Claudeen Saxon: In this episode of the In The Club Podcast by Club Colors, John features Claudeen Saxon, Executive Advisor at Culture Index, along with Club Colors' own Co-CEO Jeff Baumet, and CDR Supervisor Giancarlo Amador. Claudeen shares the impact of taking surveys to create objective data on hiring the right people. She matches people's individual traits and personalities with available positions in the organization to help ensure fit and happiness. Jeff talks about the company's growth after applying Culture Index's surveys and its tangible benefits to the business. Finally, Jeff and Giancarlo ask about their personality types and how to overcome their own particular challenges as leaders. HIGHLIGHTS Claudeen's survey to match jobs with personality types Measure 7 traits that have been hardwired in childhood Culture Index: Working with companies that want to grow Recognize patterns for correct hiring and personal developm by In the Club by Club Colors

76 min listen

Make Smarter Bets When AI Meets Horse Racing with Scotty McKeever: In this episode of the In The Club Podcast by Club Colors, John features Scotty McKeever, Creator of EquinEdge, along with Club Colors' own Co-CEO Cris Tase. The tradition of horse racing gets a digital upgrade with EquinEdge. Scotty shares the metrics that his tool displays and how it helps the user see patterns for more informed betting. He discusses how EquinEdge's AI technology is a great tool for horse racing handicappers, regardless if you are new to the sport or not. HIGHLIGHTS EquinEdge: Pick 6 betting and handicapping Win the race: A subjective read based on actual metrics Scotty's derby pick: White Abarrio EquinEdge as a guide for newbies to the sport Cris’s horse picks QUOTES Scotty: "We've got breeding metrics. We've got strength of race metrics. We've got pace metrics, win percentages. We've got an EquinEdge morning line that's incredible. And they're all on one page." Scotty: "That's the entire p by In the Club by Club Colors

66 min listen

The Tax Strategist: In this episode of the In the Club Podcast, John is joined by Sean Scope, Senior Sales Executive at TSP Family Office. Sean's brand of selling is very personal and, by doing the right thing, has created trust with clients that lasts years. He shares how delivering favorable experiences, like making clients the most money in the least amount of time, is the key to a successful business. Having this fundamental emotional component transcends even the recent shift to digital selling. Sean and John discuss how to start conversations that lead to closing and how to make clients open up so you then know where you fit in their needs. Ask insightful questions but always bring the conversation back to the client and always allow them to speak for as long as they want to keep speaking. by In the Club by Club Colors

63 min listen

Open Up Dialogues: Creating Positive Impact Through Public Speaking with Joseph Johnston: On this episode of the In the Club Podcast by Club Colors, we feature Joseph "Joe" Johnston, the CEO of M.I.I. Professional Speaking. He takes a deep dive into his why and gives tips to aspiring speakers in jumpstarting their careers. It is not only about having a story but having the ability to convey it in an engaging and inspiring manner. Joe's goal is to provoke action in the audience in a creative way that is unique to them, ultimately helping create positive change in their lives. Joe teaches about third-party persuasion and how speakers must tailor their story and message to fit a brand's needs, and then communicate the brand's goals and objectives to their audience. He also shines a light on mental health and how important it is to talk about it through his platform. HIGHLIGHT QUOTES Get experience to become a successful professional speaker - Joe: "You want to be like, Hey, I got this by In the Club by Club Colors

45 min listen

Always Be Influencing—Content Builds Your Personal Brand: This episode of the In The Club Podcast by Club Colors features your host, John Morris, Executive Director of Brand. Personal brands and social selling tremendously impact your influence to sell. You can start this by supporting your own company social media channels, commenting on the content of others, identifying brands you would like to do business with, and engaging with them. And then, once your confidence has built up, hop over to podcasting for even greater effect. HIGHLIGHTS John - Personal brands and social selling will become part of KPIs: “My prediction is that new generations of CEOs right now that might be at a lower C-suite level are going to start to make social presence, personal brands, and content creation not something that is a nice to have or an above and beyond, but they are going to start to recognize the impact that influence has, and they're going to make it part of the KPIs.” John - Start your pe by In the Club by Club Colors

11 min listen

Manage Expectations for No BS Sales with Walker McKay: This episode of the In The Club Colors Podcast features Walker McKay, Founder and Principal of McKay Consulting Group and host of the No BS Sales School podcast. Knowing how to sell as a seller helps you close more deals faster. But what is involved in this process? Walker discusses the buyer's journey and how you as the seller must be able to manage expectations early in the conversation. He talks about a prospect's mindset is during this journey and how you can position yourself to get that deal and not get blown out. He also shares what a seller's mindset has to be, whether it's selling a tangible product or an intangible service, and how to remove the BS from the process with the concept of equal business stature. Lastly, Walker speaks about his upcoming book, the imposter syndrome that comes with it, and what you can expect from it. by In the Club by Club Colors

57 min listen

Ignite Your Brand Impressions with John Lincoln: This episode of the In The Club Podcast by Club Colors features John Lincoln, Founder and CEO of Ignite Visibility, an Inc 5000 company, and author of The Forecaster Method and Digital Influencer. John starts by sharing about his company's culture of innovation and how they cut through the noise with thought leadership and social selling. He talks about the changing trends in digital marketing and the dominance of short-form video across all platforms. He also discusses how they utilize social selling and how a customer-first mindset drives business. In his upcoming book, he empowers new digital marketers and entrepreneurs with the tools to navigate digital marketing and even its legalities so you can avoid them too. SHOW NOTES HIGHLIGHTS Ignite Visibility: The customer's success is your success The changing digital advertising landscape Digital marketing now: LinkedIn, YouTube, and Tiktok John's upcoming book: Self-improvement in d by In the Club by Club Colors

53 min listen

A Dynamic Brand on the Move with Tim Mason: In this episode of the In the Club Podcast, John and Giancarlo are joined by Tim Mason, Vice President of Sales at Fossa Apparel. Selling apparel has its own unique way to appeal to buyers. By wearing the actual apparel, you make the chances of selling it skyrocket. Tim shares the strategies they use to sell their boutique brand’s identity and the characteristics that make Fossa unique. He also comments on the industry as a whole and how the ability of apparel to pivot according to global needs is a strength that apparel brands can lean on. by In the Club by Club Colors

73 min listen

Sell with Comedy and Mercifully Short Videos with Chris Bogue: This episode of the In The Club Podcast by Club Colors features Chris Bogue, a writer, and video consultant who creates short and personalized video content that drives revenue for business owners. Video can be your differentiator and Chris shares how he uses "mercifully short" videos to create relatability while injecting the principles of improv comedy into his brand of selling. Chris also discusses how to get started on video, playing on your inherent strengths to let them shine, and being authentic. HIGHLIGHTS Improv, like sales, is about listening to the audience Which version of me do you need me to open up? Batching: Record videos and talk about your prospect Display your strengths in video to be authentic QUOTES Chris: "You're doing the same thing in sales, you're not there to show them that you're the best and the smartest and that your product is the best. You want to get them talking. You want to get question by In the Club by Club Colors

60 min listen

The Influential Communicator: Tell Stories About Values with Ravi Rajani: This episode of the In The Club Podcast by Club Colors features Ravi Rajani, Founder of Ravi Rajani Consulting and host of The Influential Communicator Podcast. Today is all about communication and Ravi first discusses how to use body language to help drive your ideas home. He also talks about using hooks to handle objections at the get-go and getting over impostor syndrome when dealing with c-suite executives. As sellers, Ravi stresses for teams to share congruent stories on your company's solution and message to align values. Have a story bank of customer success per persona, personal stories, connection-focused stories, and company creation story, etc. HIGHLIGHTS Be inclusive, not isolating, with your body language Hooks: Handle villains and objections upfront Overcome impostor syndrome Tell your company story, solution, and message Have a story bank and practice delivering it QUOTES Ravi: "Your job, t by In the Club by Club Colors

55 min listen

Mindset Guidance from a Self-Taught Salesman with Troy Barter: This episode of the In The Club Podcast by Club Colors features Troy Barter, Vice President of Sales at RentalMatics. While some would keep the secret sauce to sales a secret, Troy goes on social media to share what helped his success as a self-taught salesman. He shares that old-school sales still works and how he cultivated his personal brand without compromising his values. He talks about discovering Tiktok and using it as a platform to educate others on less theoretical and more practical advice to crush sales goals. SHOW NOTES HIGHLIGHTS Presentation and ease of use convince buyers to buy Content creation: Giving guidance not the gospel Helping others with sales lessons on social media Writing a book to share the mindset of sales success The secret is to start and don’t stop QUOTES Troy: "The reality is when you go into a presentation if you're playing up ease of use, if you tell them that it's easy to use e by In the Club by Club Colors

66 min listen

Dream Big and Envision Your Success with Larry Long Jr.: This episode of the In The Club Podcast by Club Colors features Larry Long Jr., Chief Energy Officer and Founder of LLJR Enterprises, as well as author of Jolt!: Get Zapped into Intentionality: Rediscover and Believe in Your Inner Greatness. Larry shares his energy as he discusses how your dreams, mindset, and attitude come together to realize your success. He also talks about being intentional with your thoughts and actions and how putting people first is at the heart of sales. Larry was raised thinking he will become somebody someday and, seeing his success today, encourages others to keep dreaming and believe that you have what it takes to achieve your wildest dreams—all while helping others along the way. HIGHLIGHTS A passion for business and the Law of Reciprocity PQV: Perspective, Questions, and Vision A top Salesforce sales influencer and remembering to dream Align your state of mind and behaviors and believe that by In the Club by Club Colors

58 min listen

The 3-Step Process of Show Marketing with Kap Chatfield: This episode of the In The Club Podcast by Club Colors features Kap Chatfield, CEO at Rveal Media. CEOs are their organizations' lead content creators. Kap shares how they do it and their 3-step pattern for creating their Show Marketing: identify your objective, define your buyer persona, and create a premise or narrative structure. He also shares how to overcome the product-market fit dilemma and how God is his North Star. HIGHLIGHTS CEOs are the chief content creators of the company Show Marketing: Objective, Buyer Persona, Premise A pattern for narrative structure and Kap's big vision Product-market fit is the biggest obstacle Encountering God: Jesus established relationship, not religion QUOTES CEOs drive vision Kap: "The buck stops with you when it comes to casting vision. If you don't cast the vision, the organization falls apart. Who are they going to follow? You can't outsource vision." The three steps of Show Mark by In the Club by Club Colors

54 min listen

Shift Your Founder's Mindset on Profitable Growth with Steven Schmidt: This episode of the In The Club Podcast by Club Colors features Steven Schmidt, Founder and CEO of TIDAL, along with Club Colors' own Co-CEO Jeff Baumet. Steve shares his insights on creating top-of-funnel processes for clients and how it affects profitable growth. Steven and Jeff provide a decision maker's perspective on running a business, from the stresses of the recent pandemic to modern hiring practices that help guarantee fit and mutual growth. Jeff also talks about the role of transparency in an organization, while Steven shares the mindset and shifts in priority as he became a founder and builds his company. SHOW NOTES HIGHLIGHTS TIDAL builds top-of-funnel processes for companies How to perform cold calls, pitching, and podcasting today Founders' points of view on profitability, hiring, and transparency Steve's growth from salesperson to founder QUOTES Steven: "The one thing you can do consistently no by In the Club by Club Colors

63 min listen

Sales Leader Roundtable: Scalable Business Development and Strengthening Partnerships with Chris Jaeger and Giancarlo Amador: On this episode of the In the Club Podcast by Club Colors, we sit down with our very own Chris Jaeger and Giancarlo Amador, Strategic Development Manager and Campus Development Representative Manager at Club Colors respectively. Giancarlo shares the amazing news of his promotion, as he and Chris discuss how to create scalable business development of new campuses, the transfer of knowledge to up-and-coming reps, and how to strengthen strategic partnerships. Chris shares that knowing the why of a client is one of his pillars so that every single product Club Colors puts out is aligned with that greater purpose. They also look back on the culture-driven response Club Colors had despite the difficulties of COVID and share their observations on ongoing trends within campuses today. And, as always, stick around where we have some fun on the Hot Iron with JMo! HI by In the Club by Club Colors

61 min listen

The 3 Pillars of Brand Success: This episode of the In The Club Podcast by Club Colors features your host, John Morris, Executive Director of Brand. He shares the exciting updates happening right now at Club Colors, including diversification of products and services and a renewed focus on creating an inspiring brand experience for clients. John also discusses their 3 pillars of brand success: client intimacy, operational excellence, and product leadership, and how these 3 elements create an unmatched customer experience that speaks for itself. Find out your company's own pillars that make you stand out from the crowd! SHOW NOTES HIGHLIGHTS Club Colors can now accommodate 3x volume with the biggest lease in Chicagoland 3 pillars of brand success: Client intimacy, operational excellence, product leadership QUOTES Club Colors creates an inspiring brand experience John: "It's not just about the price, it's not just about the product, but it's about creating the right reaction with cl by In the Club by Club Colors

25 min listen

Let Your Product Lead You To A Journey with Natalie Boyatt: This episode of the In The Club Podcast by Club Colors features Natalie Boyatt, Founder and CEO of Bevee. There's always that anxiety of having to carry something in a cardboard carrier that you may spill on yourself or another person. Natalie talks about how this ultimately led her to realize the necessity for a secure and compact carrier that can also house more than two drinks. She shares about creating a product that brings her joy while also facing the challenge of presenting a new idea to the market. HIGHLIGHTS The different situations that led Natalie to Bevee Breaking into the promotional product space and being a woman in business The challenge of moving away from the norm with a new product The most gratifying and difficult parts of Natalie's journey QUOTES Making products with the commitment to make the world a better place - Natalie: "If anybody can live their best life, it doesn't have to be creating prod by In the Club by Club Colors

47 min listen

Listen for Relationship Signals to Prospect Smartly with Jamie Shanks: This episode of the In The Club Podcast by Club Colors features Jamie Shanks, CEO at Pipeline Signals and Sales for Life, as well as the author of Social Selling Mastery and SPEAR Selling. Jamie coined the term "social selling" and he explains how to listen to relationship signals which allow you to prospect better. He talks about the process of reverse-engineering your customers to find out who else is most ready to buy and prioritize them. Jamie also addresses account managers and urges them to use video, take stories from the road, and have monthly feedback loops with clients. HIGHLIGHTS Account selection and prioritization are sellers' biggest time vampires Tune into relationship signals to prioritize prospects smartly Account managers: Reverse-engineer customers and use video Take stories from the road and perform monthly feedback loops QUOTES Seller classification as A, B, and C players - Jamie: "They by In the Club by Club Colors

42 min listen

Connect with Gen Z: Teach Real-World Skills Authentically and Passionately with Benjamin Williams: On this episode of the In the Club Podcast by Club Colors, we feature Benjamin Williams, the Assistant Dean of Students at Miami University, as well as Chris Jaeger, the Strategic Development Manager of Club Colors. Benjamin gives his insights on what it means to be an educator these days and what he sees as the strengths and weaknesses of Gen Z. Benjamin shares the challenges of messaging students as this group of people changes every 4 years. However, despite that, the basics of building up younger people remain the same: show authenticity to get authenticity, relationships remain the most important thing, and growth happens after failure—so don't be afraid to take risks! HIGHLIGHT QUOTES Fear of failure disregards the fact that you CAN succeed - Benjamin: "I wouldn't be where I am today in my career if I hadn't been willing to fail. Taking risks and innovating means you're going by In the Club by Club Colors

59 min listen

Spatial Branding: Evoke a Brand's Emotions in a Physical Space with Nicole Berthold and Charlene Guthrie: Welcome to the inaugural episode of Season 2 of the In The Club Podcast by Club Colors. Today we feature our DesignLab Managers, Nicole Berthold, and Charlene Guthrie, as they share their friendship and natural similarities in design values and philosophies. They talk about how DesignLab creates the feeling that brands want to evoke, as well as the exciting new projects they are working on today. From spatial branding to videography, Nicole and Charlene showcase the amazing work they create. John also highlights the soft costs of increasing productivity, such as camaraderie and emotion, and how spatial branding helps brings this all together. He also fires off In the Club's brand new segment called The Hot Iron with JMO which features rapid-fire questions for 2 minutes sprinkled with lots of personal branding and stories. HIGHLIGHT QUOTES Have the tenacity and determination by In the Club by Club Colors

63 min listen

The 4 Keys That Drive Your Brand Internally: This episode of the In The Club Podcast by Club Colors features your host, John Morris, Executive Director of Brand. There are 4 main keys that drive your brand and nurture your team culture. John discusses starting an online company brand store, implementing repeatable promotional programs, offering multi-level welcome kits, and choosing premium over volume. He provides tangible examples of how each key excites company employees and transforms them into brand champions. HIGHLIGHTS The 4 keys that drive your brand: An elite online brand store Repeatable promotional branded apparel programs Multi-level welcome kits Go premium over volume QUOTES Use premium apparel to incentivize stellar performance - John: "For those that meet or exceed standards of performance, you don't always have to give them a bonus check. Give them a credit to the company online store. Two things happen. Number one, they feel great because they're rewarded wi by In the Club by Club Colors

45 min listen

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Listen for Relationship Signals to Prospect Smartly with Jamie Shanks

Listen for Relationship Signals to Prospect Smartly with Jamie Shanks

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