Best Josh Keller Podcasts (2024)

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266 (Lead) How to Lead a Sales Team From $0 to $100M in 8-Years 40:55

7h ago40:55

40:55

Mark Kosoglow walks through the key skills, responsibilities, and attributes for a Sales Leader at each phase of company growth Doer Phase (0 to $1M ARR): The initial stage focused on finding product-market fit. The sales leader handles everything, including cold calls, demos, building sales systems, and refining the sales process. They act as an i…

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265 (Sell) How to Present HIGHER prices w/o Losing Sales (Belal Batrawy, Death To Fluff) 39:45

1d ago39:45

39:45

ACTIONABLE TAKEAWAYS: Limit Pricing Options to Three: Offering more than three options overwhelms prospects. Present only the most relevant three to simplify decision-making. Leverage Value-Add Incentives: Highlight low-cost-to-you, high-value items (like waived fees or extra features) to steer prospects toward larger packages. Present Pricing with…

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FRANÇOIS TRUFFAUT SUPER DRAFT: PART TWO (with Marya E. Gates, Clay Keller, Ryan Marker, & Billy Ray Brewton) 3:14:47

28m ago3:14:47

3:14:47

Marya E. Gates returns alongside Clay Keller, Ryan Marker, and guest commissioner Billy Ray Brewton for the epic conclusion to the FRANÇOIS TRUFFAUT SUPER DRAFT, ranking films #11 to #1 on the single, definitive, best-of list! Next week brings the grand finale of HITCHCOCK / TRUFFAUT Month, with Oriana Nudo, Maureen Lee Lenker, and Ben Mankiewicz r…

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Hall of Fame: Josh Braun 41:03

2h ago41:03

41:03

FOUR ACTIONABLE TAKEAWAYS Start by assuming the prospect has researched your solution if they say yes suggest a common objection why they didn't pursue it, if they say no then ask a question to highlight a knowledge gap When explaining your solution, emphasize the before state and the problems associated with it to create contrast with your solutio…

1
#125 Melina Costanza — Double Double Gold Gold Pod Pod (Follow-Up Episode), ‘Pressure Is A Privilege’, What Execution Really Feels Like, V13 2nd Go, and The Power of Journaling 2:12:45

20m ago2:12:45

2:12:45

This is a follow-up episode to the last Melina Costanza podcast, #119. That episode was one of the fan favorites, josh favorites, and even favorites of other professional climbers. Go listen to that one first, because it was amazing and will set the stage for this follow-up episode. It’s only been a month since Melina last came on, but in that mont…

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264 (Lead) How to Cut New Hire Ramp Time in Half (John Sherer, Growth Assistant) 41:33

7h ago41:33

41:33

FOUR ACTIONABLE LEADERSHIP TAKEAWAYS Buddy System in Hiring: Involve the new hire’s buddy in the interview process to ensure a strong match. Focused Onboarding Ownership: Assign one person to oversee onboarding, improving retention and team quality. Call Certifications: Require reps to pass intro and demo call certifications to qualify for leads. H…

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263 (Sell) The Secret to Uncovering True Buyer Motivation in Seconds (Garrett Palmer, Pipedrive) 33:14

2d ago33:14

33:14

ACTIONABLE TAKEAWAYS: Start with “Why Did You Take the Call?”: Kick off by understanding the prospect’s motivation. For inbound leads, ask directly, "What prompted you to reach out?" For outbound, ask, "What made you take this meeting with me?" This reveals their needs and priorities. Reserve Time for Next Steps: Set aside five minutes at the end t…

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ALFRED HITCHCOCK MEGA DRAFT: PART TWO (with Mark Harris, Darren Franich, & Adam B. Vary) 5:42:22

7d ago5:42:22

5:42:22

The epic ALFRED HITCHCOCK MEGA DRAFT continues in PART TWO, as Mark Harris (Pictures at a Revolution, Five Came Back, Mike Nichols: A Life), Adam B. Vary (Variety) and Screen Drafts Legend Darren Franich (The Draftland Scene) take over the middle of the list, ranking films #20 to #11!

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Episode 984: North Florida head coach Matthew Driscoll 22:38

10d ago22:38

22:38

Coach Driscoll and I recorded this on Friday, which, of course, was before Sunday’s 105-93 win over Georgia Tech. The Ospreys have moved to 3-0, starting with wins over South Carolina and Charleston Southern. To begin the season, the Ospreys defeated an SEC and an ACC opponent. Coach Driscoll explains the team’s makeup as a unit and discusses playe…

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#124 Ross Fulkerson — Efficient Movement Over Everything, Performing Well In Different Disciplines, Practical Breathing Tips, and Testing New Climbing Shoes 1:58:31

3d ago1:58:31

1:58:31

This episode is brought to you by Mad Rock! Mad Rock is run by REAL climbers, and that’s why they supported Ross Fulkerson and Testpiece to go on an awesome trip to Mallorca where they recorded this podcast. Ross is back on the pod after a multi year hiatus. Ross was actually the very first guest back on episode #3 and #4! Since then Ross has won t…

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Hall of Fame: Joe McNeill 37:23

3d ago37:23

37:23

ACTIONABLE TAKEAWAYS Embrace Silence: Don't fear pauses in conversations. It's natural to take a moment to think about your next question or response during a conversation with a prospect. Setting Conditions for Progress: When faced with a contact unwilling to advance your connection, you have two options: Explicitly ask them what conditions need t…

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262 (Lead) How Gong's CRO Hires Top Talent: Mastering Interview Tactics (Shane Evans, Gong) 44:56

12d ago44:56

44:56

ACTIONABLE TAKEAWAYS: Ask About Interview Prep: Ask candidates, “What did you do to prepare?” to gauge their commitment and thoughtfulness. Challenge in Final Interviews: Address yellow flags, past successes, and expected challenges to identify high performers. Empower Experienced Managers in Hiring: Let senior managers make final hiring calls; sta…

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Episode 983: Cal State Fullerton head coach Dedrique Taylor 14:47

9d ago14:47

14:47

Fullerton State was smitten with injuries a year ago and Coach Taylor had to spend the season without three talented players who were a springboard to the finish in ’22-23. The Titans bring back four of their top five scorers as they have the potential to be able to score at a faster pace than a year ago. Kaleb Brown, who came over from Missouri, g…

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Episode 982: UC Irvine head coach Russell Turner 18:28

9d ago18:28

18:28

The Anteaters once again have an eye on the top of the Big West Conference after finishing first in the conference a season ago. Coach Turner returns key players in Justin Hohn and Andre Henry at guard, with Bent Lecturn and Jurian Dixon as key contributors inside and on the wing, respectively. Coach Turner begins his 15th season as the winningest …

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Why Your Cold Call Value Prop Isn't Working | Sales Playbook 26:06

13d ago26:06

26:06

This was a preview from our upcoming course, Cold Calls to President's Club: register for the waitlist here ACTIONABLE TAKEAWAYS: No Value Propositions. Buzzwords make you sound like a telemarketer, and benefits fall flat without the context of a problem. Triggering Problem. Instead, lead with a problem so specific that it triggers your prospect an…

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FRANÇOIS TRUFFAUT SUPER DRAFT: PART ONE (with Marya E. Gates, Clay Keller, Ryan Marker, & Billy Ray Brewton) 3:08:18

10d ago3:08:18

3:08:18

Hitchcock / Truffaut Month continues with PART ONE of the FRANÇOIS TRUFFAUT SUPER DRAFT! Veteran GM Marya E. Gates joins Clay and Ryan to make picks 21-12 on the definitive ranking of the work from one of the architects of the French New Wave. Leading the festivities as guest commish is Screen Drafts Legend Billy Ray Brewton!…

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Episode 981: Notre Dame head coach Micah Shrewsberry 11:41

10d ago11:41

11:41

Coach Shrewsberry begins his second season as the head coach of Fighting Irish basketball. He returns seven of his top eight scorers from last season as Marcus Burton and his son, Braeden Shrewsberry will take charge of the depth on this team. Watch Burton’s talents on the point in attack mode and Braeden Shrewsberry consistently nails the three. T…

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#123 Adam Shahar — The Best Training For Climbing, 1-Arm Pogo’s, IFSC Athlete of the Week, Ego Snacks, and Letting Go of Negative Thoughts 1:54:40

10d ago1:54:40

1:54:40

Adam Shahar is the name that keeps coming up when I ask who is an up and coming star. At 18 he had a breakout year where he won bouldering nationals, climbed V15 in a few sessions while he was on the road doing WC’s, and then became IFSC’s Athlete of the Week when he narrowly missed finals with a 7th place finish at the Prague WC. He also had perha…

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Hall of Fame: Robin De Vries 37:35

10d ago37:35

37:35

FOUR ACTIONABLE SALES TAKEAWAYS When looking for intel on an account, consider reaching out to ex-employees for insider info Record simple videos, dont be corny, send them natively on LinkedIn Don't over-do personalization, weigh the cost/benefit of putting in extra work into your outreach All personas exist on LinkedIn, don't write it off as a pro…

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ALFRED HITCHCOCK MEGA DRAFT: PART ONE (with Drea Clark, William Bibbiani, & Walter Chaw) 4:08:33

12d ago4:08:33

4:08:33

HITCHCOCK / TRUFFAUT Month commences with PART ONE (picks 30-21) of the long, long, long-awaited ALFRED HITCHCOCK MEGA DRAFT. Joining us to build the foundation of the list are newly-minted Screen Drafts All-Star William Bibbiani (Critically Acclaimed Network), author Walter Chaw (A Walter Hill Film), and newly-minted Screen Drafts LEGEND Drea Clar…

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Episode 980: Florida Atlantic head coach John Jakus 16:29

13d ago16:29

16:29

Coach John Jakus takes over the Owls after Dusty May moves to the head coaching seat at Michigan. Coach Jakus has an extensive background as a head coach overseas. He worked for three years under Coach Mark Few at Gonzaga before joining Scott Drew’s staff at Baylor. He was the associate head coach at Baylor for the last two seasons. An irony in his…

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Episode 979: Eastern Kentucky head coach AW Hamilton 13:39

13d ago13:39

13:39

Coach Hamilton returns to “Marching to Madness” as he will feature another group of Colonels who can follow the team’s first conference championship in 45 years. Building the program with his quality approach has allowed him to win ASUN Coach of the Year in back-to-back seasons. The Colonels will run the floor, look for the early three, and feature…

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We Answer Your Cold Calling Questions (Sell Better) 14:38

13d ago14:38

14:38

This is an except from the Daily Sales Show by Sell Better with Will Aitken Check out the full show here: https://sellbetter.xyz/daily-show/how-to-book-more-meetings-with-these-cold-call-strategiesBy Armand Farrokh & Nick Cegelski

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261 (Lead) Why Most Sales Reps Fail As Managers (Mark & Armand) 41:02

20d ago41:02

41:02

Mark & Armand link up live and in person to discuss the when, how, and who of promoting sales reps to sales managers ACTIONABLE TAKEAWAYS: Efficacy in Sales Management: A sales manager’s primary job is to ensure team efficacy while fostering a supportive environment. Effective managers don’t just oversee but actively build up their teams. Conscious…

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Episode 978: Baylor head coach Scott Drew 13:38

20d ago13:38

13:38

Coach Drew is back for his 22nd season, leading the Baylor Bears. It’s amazing to trace back to how he took a wavering program and built it into a national champion in 2019. Baylor will be a Big 12 challenger is what has become one of the deepest conferences in the nation. The Bears will look to a backcourt of Jeremy Roach and VJ Edgecomb as comple…

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260 (Sell) How To Win Complete Control of Your Deals (Dan Flood, Challenger) 38:43

17d ago38:43

38:43

ACTIONABLE TAKEAWAYS: Provide Hypotheses, Not Generic Questions: Instead of broad questions, offer informed hypotheses to invite deeper discussion. Ask Questions to Guide Next Steps: Use questions to guide the process without being pushy, keeping the prospect engaged. Teach Process Over Just Problems: Beyond identifying issues, recommend processes …

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CLASSIC HAMMER HORROR (with Bryan Cogman, B.J. Colangelo, & Chris Hewitt) 5:04:05

17d ago5:04:05

5:04:05

SCREAM Drafts 2024 comes to a shocking conclusion as Screen Drafts Legend Bryan Cogman (Game of Thrones) is joined by B.J. Colangelo (This Ends at Prom) and Chris Hewitt (Empire Magazine) to rank the 13 (oooo scary) best HORROR films made by HAMMER studios in the CLASSIC era!

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#122 Hamish McArthur — His Surprising Path To Olympic Success, The Right Kind of Motivation, BTS at Paris 2024, Advice To Young Hamish, and Handling Danger and Death 1:45:25

17d ago1:45:25

1:45:25

If you watched the Paris Olympics then you remember Hamish McArthur’s stand out performance to secure an incredible 5th place finish. Hamish had already stood atop World Cup podiums and won Youth Worlds, but his Olympic showing was a clear level up. In this episode Hamish shares what changed for him in the year leading up to the Olympics and how it…

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Hall of Fame: Matthew Mazankowski 37:59

17d ago37:59

37:59

Free Guide: 3 Tactics to Drive Mid-Funnel Deals to Close FOUR ACTIONABLE SALES TAKEAWAYS Do not spend excessive time researching when sometimes calling the account may be the fastest way to get information Be like the restaurant that is calling you to make a reservation to avoid no shows, send reminders, and set an agenda ahead of time When telling…

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Episode 977: Stephen F. Austin head coach Kyle Keller 24:58

19d ago24:58

24:58

Stephen F. Austin returns to the Southland Conference after the Lumberjacks have spent their last three seasons in the WAC. Coach Keller’s ‘Jacks tied for the regular season WAC title in year one before the team was besieged with injuries in the last two seasons. Before the move to the WAC, SFA went to the NCAA Tournament in 2018 and 2020 as the la…

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Episode 976: Florida State head coach Leonard Hamilton 18:52

21d ago18:52

18:52

Coach Hamilton starts his 23rd year as the Seminoles head coach as he has recorded 443 wins at FSU with 643 overall. He and his staff have worked throughout the recruiting season to put together a squad that will challenge in the ACC. Coach Hamilton returns Jamir Watkins as he is the only returning player in the ACC to be in the Top 10 in the leagu…

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259 (Lead) How To Develop a Winning Sales Team Culture (Alex Kremer, Alluviance) 41:04

21d ago41:04

41:04

ACTIONABLE TAKEAWAYS Foster belonging to engage the prefrontal cortex: Sales reps thrive when they feel they belong, as it activates their prefrontal cortex, leading to passion—a key trait in top reps. Start with one-on-one exercises before group activities: Begin with individual sessions like "Rosebud Thorne" to ease reps in before moving to large…

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Episode 975: Pitt head coach Jeff Capel 18:15

23d ago18:15

18:15

Pittsburgh head coach Jeff Capel returns to MTM as he starts his seventh season with the Panthers and brought Pitt back into the NCAA Tournament in 2023 for the first appearance since 2017. The Panthers were 22-11 last year and were erroneously left out of the NCAAT despite winning 11 of their last 14 ACC games. Pittsburgh returns a solid group of …

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258 (Sell) How To Avoid Competitors Undercutting Your Deals (Johnny Larson, Talkdesk) 41:48

23d ago41:48

41:48

ACTIONABLE TAKEAWAYS Know Competitors' Fiscal Periods: Be aware of when your competitors’ fiscal periods end to anticipate price drops and position yourself better. Phased Approach: When price matters, propose only the essentials for day one to make your quote smaller and easier to accept. Timeline Stack: Identify key timeline drivers, like contrac…

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RURAL HORROR (with Josh Larsen & Joe George) 2:19:59

23d ago2:19:59

2:19:59

It's week three of SCEAM Drafts VII and out-of-towners Josh Larsen (Filmspotting) and Joe George (Den of Geek) broke down in Draftland, so we tied them to the draft table and made them rank the 7 best RURAL HORROR films ever made!

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Episode 974: Stanford head coach Kyle Smith 14:10

24d ago14:10

14:10

Coach Kyle Smith comes back onto “Marching to Madness” as the new head coach of the Stanford Cardinal. He built Washington State back into an NCAA Tournament contender as the Cougars were a 7-seed last season and defeated Drake to get into the Round of 32. Stanford hasn’t been in the NCAAT since 2014, but the Cardinal had a run of 13 tournaments in…

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#121 Matt Fultz — BIG MOVES small crimps, Long Term Projecting, Video Analysis, Hardest Board Climbs, Throwing Away His Scale, and How He Coaches on OTG 1:51:26

24d ago1:51:26

1:51:26

You’ve heard of Matt Fultz, but you may not realize just how amazing Matt is. He’s climbed eight V16’s. 8. Eight! By the way, two of them are rarely repeated and recognized as some of the hardest in the world (Hypnotized Minds and Big Z). He’s FA’d 7 climbs V15 and up, including 2 V15’s in one day!! We’re pretty sure that’s a world’s first, but who…

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Hall of Fame: Lylle Ryals 32:56

24d ago32:56

32:56

TOP FOUR ACTIONABLE TAKEAWAYS Incorporate GIFs or Venn Diagrams in prospecting emails to capture attention effectively. When prospects mention a competing solution, ask how long they've used it and what prompted their choice to uncover their unresolved needs. Direct prospects back to email in voicemails; keep initial messages brief and contextual, …

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