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

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

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

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

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 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 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

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