Shows
Propmodo PodcastHow Commercial Real Estate Has Survived High Interest Rates with Jim Costello of MSCIAfter a spike in interest rates rattled commercial real estate, many feared a wave of defaults. But as economist Jim Costello explains, CMBS lenders and debt funds helped the market stay afloat—so far.
2025-07-1522 min
Epic Universal PodcastHow Abbott & Costello (and a Baseball Bit) Saved UniversalJim Hill and Eric Hersey step up to the plate with the unbelievable true story of how a simple comedy sketch—Who’s on First—helped pull Universal Studios back from the brink of bankruptcy. Along the way, they cover the box office power of How to Train Your Dragon, a surprising coaster IP twist, and the last remaining piece of the Jaws ride hiding in plain sight.
Abbott & Costello’s rise from burlesque to box office saviors
How Who’s on First became a studio-saving sensation
Fast & Furious coaster car reveal—and Orlando’s un...2025-06-2051 min
The Jim Hill Media Podcast NetworkHow Abbott & Costello (and a Baseball Bit) Saved UniversalJim Hill and Eric Hersey step up to the plate with the unbelievable true story of how a simple comedy sketch—Who’s on First—helped pull Universal Studios back from the brink of bankruptcy. Along the way, they cover the box office power of How to Train Your Dragon, a surprising coaster IP twist, and the last remaining piece of the Jaws ride hiding in plain sight.
Abbott & Costello’s rise from burlesque to box office saviors
How Who’s on First became a studio-saving sensation
Fast & Furious coaster car reveal—and Orlando’s un...2025-06-2051 min
Peachtree Point of ViewMarket Uncertainty and Investment Opportunities: Insights from Jim CostelloJoin Peachtree Group as we speak with Jim Costello of MSCI Real Assets about the seismic shifts in commercial real estate strategy. From the end of cap rate compression tailwinds to the rise of private credit opportunities, discover why operational excellence and local market knowledge are now the keys to investment success in our new economic reality.
Topics Covered:
Changing interest rate environment and its impact on commercial real estate
The rise of private credit and identifying "debt tourists" versus experienced lenders
Market selection strategies focused on knowledge-economy foundations
The end of the "financial engineering" era...2025-05-1346 min
America‘s Commercial Real Estate ShowTransaction Volume Forecast 2025 with Jim CostelloJim Costello with MSCI joins broker Michael Bull, CCIM to discuss transaction volume in 2025. Topics include distressed property transactions, projections for specific sectors, and potential opportunities going into 2026.
Bull Realty - Customized Asset & Occupancy Solutions: https://www.bullrealty.com/
Commercial Agent Success Strategies - The ultimate commercial broker training resource: https://www.commercialagentsuccess.com/
Watch the video versions of our show on YouTube! https://www.youtube.com/c/Commercialrealestateshow
Follow us at:
@BullRealty https://twitter.com/bullrealty
2025-03-0639 minAmerica‘s Commercial Real Estate ShowRetail Market Update & Forecast with Jim CostelloMSCI Economist Jim Costello joins broker Michael Bull, CCIM to discuss the state of the retail market. Topics include property performance, interest rates, and opportunities for investors and developers in 2025 and beyond.
Bull Realty - Customized Asset & Occupancy Solutions: https://www.bullrealty.com/
Commercial Agent Success Strategies - The ultimate commercial broker training resource: https://www.commercialagentsuccess.com/
Watch the video versions of our show on YouTube! https://www.youtube.com/c/Commercialrealestateshow
Follow us at:
@BullRealty https://twitter.com/bullrealty
@CRE_show https://twitter.com/CRE_show2025-02-2635 min
The AFIRE PodcastJim Costello on how the Trump Administration will affect CRE in 2025In 2024 commercial real estate investors were confronted with tremendous changes. What’s the biggest change that will surprise us in 2025—and how should the investment community adjust to those changes? That’s just one of the topics we tackle in the latest episode of our podcast series talking with commercial real estate experts about the year ahead.
Jim Costello is the Chief Economist for MSCI Real Assets—and someone who always has a measured and data-driven forecast of what’s going to happen in the US real estate market, especially as it pertains to cross-border investment.
“If people are not taking a dis...2025-01-1612 min
Borgo Pass Horror PodcastAbbott & Costello Meet Frankenstein, pt. 2"In a half hour the moon will rise and I'll turn into a wolf""You and 20 million other guys"It's the conclusion of Abbott & Costello Meet Frankenstein! Here Jim & Livio take you on your first journey across the Borgo Pass in 2025... we will wrap up the film, and continue our discussion of it's enduring legacy! Whether you're celebrating the New Year, or recovering from last night - kick back and enjoy the conclusion of Abbott & Costello Meet Frankenstein! 2024-12-311h 28
Borgo Pass Horror PodcastAbbott & Costello Meet Frankenstein, pt. 1"McDougal!!!"Merry Christmas to all of the travelers of the Borgo Pass Horror Podcast. Santa's gift for us all is arguably the most popular classic horror film - Abbott & Costello Meet Frankenstein. This is truly a cornerstone of the classic horror fanbase, and deservedly so. Made in 1948, we see Bela Lugosi's Dracula, Lon Chaney, Jr.'s The Wolf Man, and Glenn Strange's Frankenstein Monster for one last time. Join Jim & Livio this Christmas for the first half of this film, it's legacy, the actors, the production, and so much more! 2024-12-251h 29
UpBEATsSalty Sessions with Jim CostelloSalty Sessions #4 with Jim Costello
I finally sit down the multi-hat wearing Jim Costello on this sunday weekend. We go through Jim' early childhood music days to current day Dad/Daughter music performer dynamic. Thank You Jim for taking the time to do this.
If you got any value from the show today, I ask that you let me know by donating to the show. that can be in the form of boostagrams or if you want to send a note with PayPal that is available. If you are in a different country, I have...2024-10-141h 50
Commercial Real Estate PodcastValuing Assets in a Volatile Market with Jim Costello of MSCIOn this episode of the Commercial Real Estate Podcast, hosts Adam Powadiuk and Aaron Cameron speak with Jim Costello, Head of Real Estate Economics at MSCI. Topics covered include: How to value assets in a changing economic landscape The net asset value debate in Canadian real estate Overcoming hesitancy in adjusting asset values in real...
The post Valuing Assets in a Volatile Market with Jim Costello of MSCI appeared first on Commercial Real Estate Podcast.2024-04-0327 minCommercial Real Estate PodcastValuing Assets in a Volatile Market with Jim Costello of MSCIOn this episode of the Commercial Real Estate Podcast, hosts Adam Powadiuk and Aaron Cameron speak with Jim Costello, Head of Real Estate Economics at MSCI.
Topics covered include:
How to value assets in a changing economic landscape
The net asset value debate in canadian real estate
Overcoming hesitancy in adjusting asset values in real estate
The paradox of plenty in a stalled market
The US debt markets and real estate trends
More about our guest…
In his role at MSCI, Jim leads the real assets research team, focusing on the Americas, as we...2024-04-0227 min
PerspectivesJim Costello Explains it All (About Commercial Real Estate)Last week’s episode left a lot on the cutting-room floor. Here we offer the chance to listen to our complete interview with Jim Costello, chief economist at MSCI Real Assets, where he assesses the commercial real-estate landscape, including the pricing gap between buyers and sellers.2024-03-0739 min
Plebchain RadioPCR50 - Jim Costello - Value 4 Value can Free the Music IndustryQW & Corndalorian discuss Phantom Power Media, Value 4 Value within the Music Industry and All things Nostr + Bitcoin with Jim Costello
BTC PRAGUE - 10% OFF PROMO CODE : Nostr
BIT BLOCK BOOM - 10% OFF PROMO CODE : Plebchain
Culture Shock T-Shirt : https://lightning.store/product/culture-shock-t-shirt/
Avi Burra's Book 24 https://www.amazon.com/24-Avi-Burra/dp/B0CN9NRNNB/ref=sr_1_1?crid=27RW9P8JQ4YMV&keywords=avi+burra+24&qid=1700327391&sprefix=avi+burra+24%2Caps%2C122&sr=8-1
Plebchain Radio Shirt - Black and Yellow - https://lightning.store/product/plebchain-radio-black-t-shirt/
Get...2024-03-021h 44
Talk LouisianaRyan Fitzgerald, Maggie Conarro, Quiana Lynell, Mike CostelloGeneral manager of Nola Gold Rugby Ryan Fitzgerald speaks on his work with the team and also this upcoming season. Community organizer and educator Maggie Conarro talks her advocacy work and her work within politics. Singer Quiana Lynell gives insight into her new ventures. WTIX owner and morning show host Mike Costello remembers "The Beatles".2024-02-2944 min
Culture Shock 2024Fireside Chat with Jim CostelloSpeakers: Sam Means, Jim Costello2024-02-2727 min
Borgo Pass Horror PodcastAbbott & Costello Meet The MummyWhich one's the dead guy?? Join Jim and Livio and they tackle this in their review of the 1955 film Abbott and Costello Meet The Mummy. A later film in the A&C series, but not without humor, charm, and a bit of spookiness! 2024-02-221h 28
The Western Huntsman Podcast187. Getting Rocky Mountain High with Mike CostelloMike Costello is a family man, hunter, advocate for hunters, and a Howl for Wildlife Strategic Partner. He's also a return guest on The Western Huntsman and a powerful voice for the future of hunting. Mike and I dive into the Colorado lion/bobcat hunting debate as it relates to the anti-hunting community and their push to label everything as "trophy hunting." We bounce around from hunting advocacy topics to politics to some of his recent hunts, and it's a great conversation filled with action items that every hunter can do to help! As always, Mike is e...2024-02-211h 27
Bisnow ReportsMSCI's Jim CostelloDistress in real estate is prevalent in industry chatter – and in the headlines, but when it comes to sales, it is still not much of a factor. bIn fact, less than 2% of sales are distressed asset sales in the U.S., according to Jim Costello who is the chief economist at investment research firm MSCI’s Real Assets team. Read more: CRE Loan Distress Hits 10-Year High As Office Debt Crisis AcceleratesREPORT: Regional Banks See Big Jump In Nonperforming CRE Loans, Related LossesVolume Of Distressed Asset Sales On Mute As Owners Battle A Ne...2023-11-0638 min
The Dode Fox PodcastEpisode 200 with Jim McInallyThe Viaplay Cup is gubbed, Louis Moult is our new number 9, The Programme Goes Digital, Harty adds 3, On This Day with the Arab Archive and Dundee United Hall of Famer Jim McInally is our special guest...
It’s all coming up on Episode 200 of The Dode Fox Podcast…
You can follow us @dodefoxpodcast on Facebook, Twitter and Instagram, check our our brand new website at www.dodefoxpodcast.com and get more info from https://linktr.ee/dodefoxpodcast
🧡🖤 #podcast #dufc #p2baa2023-11-064h 10
LightswitchBend(Linear notes from the album) Recorded at Hollywood Sound Recorders in Hollywood, CA and The Farm Recording Studios in North Hollywood. Mixed at Hollywood Sound Recorders. Mastered by Mark Chalecki at Tower Mastering. Cover art by Jeffrey Damm. All songs written and arranged by Jim Costello, except "Isabelle," written by Jim Costello and Scott Appleton. Copyright 1996, Nomadic Slacker Publishing. Musicians: Rob Ahlers - Drums. Kristin Endsley - Backing Vocals. Jim Ervin - organ on "Bend". Michael Faue - Percussion. Kate Gibson - vocals on "Isabelle." Tim Godwin - too many electric and slide parts to remember. Lily Hadyn...2023-09-0604 minLightswitchThis(Linear notes from the album) Recorded at Hollywood Sound Recorders in Hollywood, CA and The Farm Recording Studios in North Hollywood. Mixed at Hollywood Sound Recorders. Mastered by Mark Chalecki at Tower Mastering. Cover art by Jeffrey Damm. All songs written and arranged by Jim Costello, except "Isabelle," written by Jim Costello and Scott Appleton. Copyright 1996, Nomadic Slacker Publishing. Musicians: Rob Ahlers - Drums. Kristin Endsley - Backing Vocals. Jim Ervin - organ on "Bend". Michael Faue - Percussion. Kate Gibson - vocals on "Isabelle." Tim Godwin - too many electric and slide parts to remember. Lily Hadyn...2023-09-0604 minLightswitchTell Me I Have More(Linear notes from the album) Recorded at Hollywood Sound Recorders in Hollywood, CA and The Farm Recording Studios in North Hollywood. Mixed at Hollywood Sound Recorders. Mastered by Mark Chalecki at Tower Mastering. Cover art by Jeffrey Damm. All songs written and arranged by Jim Costello, except "Isabelle," written by Jim Costello and Scott Appleton. Copyright 1996, Nomadic Slacker Publishing. Musicians: Rob Ahlers - Drums. Kristin Endsley - Backing Vocals. Jim Ervin - organ on "Bend". Michael Faue - Percussion. Kate Gibson - vocals on "Isabelle." Tim Godwin - too many electric and slide parts to remember. Lily Hadyn...2023-09-0603 minLightswitchAgain(Linear notes from the album) Recorded at Hollywood Sound Recorders in Hollywood, CA and The Farm Recording Studios in North Hollywood. Mixed at Hollywood Sound Recorders. Mastered by Mark Chalecki at Tower Mastering. Cover art by Jeffrey Damm. All songs written and arranged by Jim Costello, except "Isabelle," written by Jim Costello and Scott Appleton. Copyright 1996, Nomadic Slacker Publishing. Musicians: Rob Ahlers - Drums. Kristin Endsley - Backing Vocals. Jim Ervin - organ on "Bend". Michael Faue - Percussion. Kate Gibson - vocals on "Isabelle." Tim Godwin - too many electric and slide parts to remember. Lily Hadyn...2023-09-0603 minLightswitchCenter(Linear notes from the album) Recorded at Hollywood Sound Recorders in Hollywood, CA and The Farm Recording Studios in North Hollywood. Mixed at Hollywood Sound Recorders. Mastered by Mark Chalecki at Tower Mastering. Cover art by Jeffrey Damm. All songs written and arranged by Jim Costello, except "Isabelle," written by Jim Costello and Scott Appleton. Copyright 1996, Nomadic Slacker Publishing. Musicians: Rob Ahlers - Drums. Kristin Endsley - Backing Vocals. Jim Ervin - organ on "Bend". Michael Faue - Percussion. Kate Gibson - vocals on "Isabelle." Tim Godwin - too many electric and slide parts to remember. Lily Hadyn...2023-09-0602 minLightswitchLove Me Like Before(Linear notes from the album) Recorded at Hollywood Sound Recorders in Hollywood, CA and The Farm Recording Studios in North Hollywood. Mixed at Hollywood Sound Recorders. Mastered by Mark Chalecki at Tower Mastering. Cover art by Jeffrey Damm. All songs written and arranged by Jim Costello, except "Isabelle," written by Jim Costello and Scott Appleton. Copyright 1996, Nomadic Slacker Publishing. Musicians: Rob Ahlers - Drums. Kristin Endsley - Backing Vocals. Jim Ervin - organ on "Bend". Michael Faue - Percussion. Kate Gibson - vocals on "Isabelle." Tim Godwin - too many electric and slide parts to remember. Lily Hadyn...2023-09-0604 minLightswitchIsabelle(Linear notes from the album) Recorded at Hollywood Sound Recorders in Hollywood, CA and The Farm Recording Studios in North Hollywood. Mixed at Hollywood Sound Recorders. Mastered by Mark Chalecki at Tower Mastering. Cover art by Jeffrey Damm. All songs written and arranged by Jim Costello, except "Isabelle," written by Jim Costello and Scott Appleton. Copyright 1996, Nomadic Slacker Publishing. Musicians: Rob Ahlers - Drums. Kristin Endsley - Backing Vocals. Jim Ervin - organ on "Bend". Michael Faue - Percussion. Kate Gibson - vocals on "Isabelle." Tim Godwin - too many electric and slide parts to remember. Lily Hadyn...2023-09-0603 minLightswitchSee Me There(Linear notes from the album) Recorded at Hollywood Sound Recorders in Hollywood, CA and The Farm Recording Studios in North Hollywood. Mixed at Hollywood Sound Recorders. Mastered by Mark Chalecki at Tower Mastering. Cover art by Jeffrey Damm. All songs written and arranged by Jim Costello, except "Isabelle," written by Jim Costello and Scott Appleton. Copyright 1996, Nomadic Slacker Publishing. Musicians: Rob Ahlers - Drums. Kristin Endsley - Backing Vocals. Jim Ervin - organ on "Bend". Michael Faue - Percussion. Kate Gibson - vocals on "Isabelle." Tim Godwin - too many electric and slide parts to remember. Lily Hadyn...2023-09-0603 minLightswitchWeigh Me Down(Linear notes from the album) Recorded at Hollywood Sound Recorders in Hollywood, CA and The Farm Recording Studios in North Hollywood. Mixed at Hollywood Sound Recorders. Mastered by Mark Chalecki at Tower Mastering. Cover art by Jeffrey Damm. All songs written and arranged by Jim Costello, except "Isabelle," written by Jim Costello and Scott Appleton. Copyright 1996, Nomadic Slacker Publishing. Musicians: Rob Ahlers - Drums. Kristin Endsley - Backing Vocals. Jim Ervin - organ on "Bend". Michael Faue - Percussion. Kate Gibson - vocals on "Isabelle." Tim Godwin - too many electric and slide parts to remember. Lily Hadyn...2023-09-0603 minLightswitchSlamming The Door(Linear notes from the album) Recorded at Hollywood Sound Recorders in Hollywood, CA and The Farm Recording Studios in North Hollywood. Mixed at Hollywood Sound Recorders. Mastered by Mark Chalecki at Tower Mastering. Cover art by Jeffrey Damm. All songs written and arranged by Jim Costello, except "Isabelle," written by Jim Costello and Scott Appleton. Copyright 1996, Nomadic Slacker Publishing. Musicians: Rob Ahlers - Drums. Kristin Endsley - Backing Vocals. Jim Ervin - organ on "Bend". Michael Faue - Percussion. Kate Gibson - vocals on "Isabelle." Tim Godwin - too many electric and slide parts to remember. Lily Hadyn...2023-09-0604 min
NIC ChatsNIC Chats Market Conditions Podcast with Jim CostelloIn this first episode of our new NIC Chats podcast series focused on today's capital market conditions and implications for senior housing and care, NIC senior advisor Beth Mace speaks with Jim Costello, chief economist on the MSCI Real Estate Assets team. Learn why Costello likens today’s capital markets to a stretchy rubber band, why he believes distressed assets may prompt a transactions turning point, and when he thinks the market will settle down. Hear Costello’s perspective on how, and why, today’s capital markets turmoil affects senior housing differently than some other commercial sectors. Want to...2023-08-2534 min
House Hacks PodcastEPISODE 38: Open Championships - How it all started. Jim Costello, & Michele CarterIn this episode we have two very special guests, Michele Carter & the one and only King of the Nations Championship bowling Tournament Jim Costello. We will be discussing how Jim Costello has created the largest group of bowlers with 96 Teams to be exact and growing to a possible 134 teams next year. We also have a return visit from an awesome bowler and just an awesome person who so many stories we cant fit it into one episode, Michele Carter, the current Queens Champion 2023. We have great conversation in this episode. You do not want to miss this, an...2023-04-102h 16
Jim Harold's Crime SceneThe Making of Blind Rage - Crime Scene 201Carol Costello has interviewed multiple presidents and covered some of the biggest stories of our time during her decades of work with CNN. Yet, the one case that has stuck with her for decades was one of her very first. It's the terrible story of a woman who was raped and blinded in the 1980s. Carol tells her story on her podcast, Carol Costello Presents Blind Rage. We talk about Phyllis Cottle's story and the making of this podcast. You can find the program on all major podcasts and at the following link...2023-03-2031 min
The AFIRE PodcastIs Everything Awesome? (Jim Costello, MSCI Real Estate)Jim Costello, Chief Economist for MSCI Real Estate, discusses the state of real estate investing in 2023 and the challenges of a very different economic climate.
https://www.afire.org/podcast/ep202301/
Optimism seems to be rising in real estate firms despite the considerable economic and geopolitical headwinds investors face in 2023, but is that justified?
Even if the Federal Reserve lets up in the next few months, it is difficult to believe that the world will return to “normal” this year.
Jim Costello, Chief Economist for MSCI Real Estate, sat down on February 2, 2023 with AFIRE CEO and podcast host Gunnar Branson to t...2023-02-0943 min
Three in 30Hopium Rehab with Jim CostelloIs the CRE glass half empty or full? According to Jim Costello (Head of Real Estate Economics & Chief Economist — Real assets at MSCI), it doesn't matter.Join us for an impromptu history lesson, a discussion on 'hopium' and toxic positivity, and to find out what happens when a Realist and Economist walk into a bar...and sit down next to two people who just want some answers. Enjoy Jim Costello.2023-02-0332 min
The Western Huntsman Podcast136. The Human Side of Hunting with Mike CostelloMike Costello is the host of the Hunting Ain't Easy Podcast, a hunter out of Northern California, and an advocate for hunting rights. Mike took some issue with the recent "Is Hunting Conservation" series I have been doing with Chris Roe and Guy Duplantier, which is part of our goal in doing the series. So I invited him back on the show to talk about it! After catching up, we discuss his reaction to the series, where he feels like we went wrong, and what he thinks hunters should focus on as solutions to the current battle...2023-01-051h 31
We Will Rank You23. Elvis Costello & The Attractions - Blood & Chocolate rankedWhat are your most favorite and least-loved songs on Elvis Costello & The Attractions' 1986 album Blood & Chocolate? Dan chose a raw/ragged fan favorite instead of a more well-known record to get three fresh opinions from casual admirers of Mr. McManus. Contains lots of praise and the best story you will ever hear about his stage name. Be sure to stick around to the end for a historic announcement about our next few episodes. Hear it at WeWillRankYouPod.com, Apple, Spotify and your local bloodbank. Follow us and weigh in with your favorites on Facebook, Instagram and Twitter @wewillrankyoupod .
2022-11-171h 51
Borgo Pass Horror PodcastAbbott & Costello Meet The Killer, Boris KarloffFresh off the heels of Abbott & Costello Meet Frankenstein, Universal goes back to the well with 1949's Abbott & Costello Meet The Killer, Boris Karloff. Join Jim and special guest David Ullman for this in depth look at this classic 'who done it' horror/comedy! 2022-11-102h 07
The Western Huntsman Podcast95. As Luck Would Have It with Mike CostelloMike Costello is a Northern California hunter and host of the Hunting Ain't Easy Podcast. He has been instrumental on the front lines of the fight for hunting's future. He has proven experience dealing with legislative issues and communicating with state wildlife agencies, and is willing to share that experience and knowledge to hunters everywhere. In this episode, we discuss his hunting background, some of his favorite hunting tips, bear hunting, deer hunting, and how hunters can better prepare themselves to assist in the fight against the anti-hunting movement. We could all learn something from Mike! 2022-01-261h 36
Things I Think AboutPolicing Ain't EasyI had a really nice conversation with Tom Costello and Bill Dempsey from the "Cops Don't Like Donuts" podcast. Time flew by as we discussed their favorite TV cops, which Hollywood cop is needed most in today's times, how police work is more dependent on interpersonal skills than guns, social workers on the beat and the effect of politics on the police workforce. This is one thought provoking episode!
ABOUT MY GUESTS
Tom Costello and Bill Dempsey are both retired Public Safety Officers (Police/Fire). They have a large amount of knowledge, experiences, and training t...2021-08-1029 minCommercial Real Estate PodcastGlobal Capital Flows During COVID with Jim Costello of Real Capital AnalyticsReturning for his third podcast appearance today is Jim Costello, the Senior Vice President at Real Capital Analytics. As an economist, Jim looks at the commercial real estate world and helps people understand the intersection between the performance of the market and the capital that flows into it. With a far-reaching knowledge regarding global flows...
The post Global Capital Flows During COVID with Jim Costello of Real Capital Analytics appeared first on Commercial Real Estate Podcast.2021-07-2642 min
The Joe Costello ShowJM Ryerson JM Ryerson is a Mindset & Performance Coach that provides top level virtual and in person Coaching on Mindset, Performance, Leadership, Business, Team Building & Career Development. He believes in a work life balance, providing athletes, teams, sales executives and individuals the tools that lead to success at work, at home and in life! You and your team will gain skills, tools, strategies, and practices that can be used for many years to come. Let's Go Win together!! I hope you enjoy this conversation with JM Ryerson and as always, thanks so much...2021-05-191h 02
The Dode Fox PodcastEpisode 83 | A Tribute to Jim McLeanThis week's episode is all about Jim McLean. We’ll take you through his career with author Neil Forsyth, journalist Craig Millar and the wonderful United encyclopaedia that is Tom Cairns. Plus you’ll hear clips and stories from games, fans and former podcast guests.
This is our tribute to Jim McLean, on Episode 83 of The Dode Fox Podcast.
You can follow us @dodefoxpodcast on Facebook, Twitter and Instagram 🧡🖤 #podcast #dufc #p2baa2021-01-252h 02
The Workplace Evolution PodcastJim Collins - A Lifetime of Leaders, Curiosity & Going Beyond EntrepreneurshipBusiness Psychologist Michael Costello meets one of the most influential thinkers on leadership of our era…Mr Jim Collins (who rarely gives an interview!). Having authored or co-authored six books that have sold in total more than 10 million, Jim is releasing Beyond Entrepreneurship 2.0 to crack the challenge 'How do you turn your business in to an enduring great company?' Reed Hastings at Netflix stated that the original book had more influence on his leadership than any other person or any other book. Jim shares his thoughts on his time with Steve Jobs (during Jobs's wilderness years at 'NeXT') but a...2020-11-301h 23
Everything RVCThirty-five (Professor Jim Conley)Professor of Computer Information Systems Jim Conley tells us how his life-changing moment happened and how his RVC journey began. He gives us a lesson on networking and programming and how they have changed dramatically since he started teaching, and we also hear some tales about his youthful dreams of becoming a rock star drummer.2020-10-2751 minCommercial Real Estate PodcastReal Estate Forums Presents: AMA with Jim Costello of RCA AnalyticsIn today’s special episode, Aaron and Adam are hosting a physically distant AMA (ask me anything) with Jim Costello. Jim is the Senior Vice President of Real Capital Analytics. Additionally, several guests are here to participate in this AMA to ask a variety of questions related to COVID-19: Steven Gross – Director of Asset Management,...
The post Real Estate Forums Presents: AMA with Jim Costello of RCA Analytics appeared first on Commercial Real Estate Podcast.2020-05-0744 min
Lights, Camera, Author!Lights, Camera, Author! #18 - Chris CostelloAn interview with Chris Costello, author of "Lou's on First" and daughter of Lou Costello (of Abbott and Costello)2020-03-0227 minCommercial Real Estate PodcastInvesting in the Americas with Jim Costello of Real Capital AnalyticsComing at you from the Global Property Market Forum, Aaron and Adam welcome Jim Costello in this episode. He is the Senior Vice President of Real Capital Analytics, a company which has many offices throughout the world that track real estate trends globally. In addition to his expertise in the Canadian market, Jim spends a...
The post Investing in the Americas with Jim Costello of Real Capital Analytics appeared first on Commercial Real Estate Podcast.2020-02-0634 min
Sales TunersThe Difference Between Cooperating and Collaborating | Amy Appleyard Takeaways Understand How Your Prospect Makes Money: You already know how your company makes money and you already know how you make money once your company makes money. During the sales process, if you really dig in and figure out how your prospects make money, then you can sync your offering with their real incentives. It truly doesn’t matter what you sell if you can figure out how your offering impacts their revenue engine. That’s the key. Put Yourself Out There: Your network is not just going to build itself. You have to commit time...2019-06-1135 minSales Tuners127: Jessica McQueen | Building a Sincere Interest in Understanding Takeaways Become a Subject Matter Expert: There have been many conversations on this show that have talked about the need to truly understand who your buyer is. Jess took that even a step farther by suggesting that she actually become a licensed health benefits consultant. Think about that. Are there certifications in your industry that could help you better relate to the knowledge your prospects have? Yes, you can learn these things at a high level likely through your companies sales enablement, but what would it take to be able to truly walk in your customers...2019-05-2827 min
Heed Your CallingDefeat Your Fears Using Expectation Therapy...with Art CostelloArt Costello – Visionary Mindset Expert, Author, Speaker, Coach, Host of the Shower Epiphanies Podcast and Program Creator of Expectation Therapy, dedicated to assisting individuals, families, athletes, and business professionals make the connection between their expectations and achievements. Art Costello discusses how he learned to talk to and understand God, how to move with faith instead of fear, and what can be gained from expectation therapy. Episode Highlights: What does it take to get out of the bondage of fear? How does Art Costello define calling? Art shares his Calling journey and how it a...2019-05-1750 minSales Tuners126: Greg Zapletnikov | Breaking the Code to Find Your Own Style Takeaways Speak a Common Language: As Greg was learning to sell, he was taught baseball idioms like ‘batting 1.000,’ ‘drop the ball,’ ‘be in the ballpark,’ and of course, ‘touch base.’ But to many of you listening, these phrases no longer have anything to do with the game because they’ve been so ingrained into our normal lexicon. What words or phrases might you be using that make no sense to your prospect? Greg gave the example of the literal translation of ‘How are you?’, a throwaway phrase we use in America that would make an Eastern European tell you all...2019-05-1419 minSales Tuners125: Jenn Etherton | Setting Up a Sales Career Development Path Takeaways Observe the Actions of Others: You may not have the confidence or even opportunity to approach others to ask them about how or why they do what they do, but you can definitely observe their actions. Break down how they speak, how they hold themselves, how they treat customers, and what they do that’s different than you. And these don’t have to just be people in your office. With unfiltered broadband access, these observations can be people you admire online, TED speakers, or even public CEOs by way of their earnings calls and annu...2019-05-0728 min
The Opportunity Zone Expo PodcastJim Costello - Real Capital Analytics Provides Real Time Pricing AnswersJim Costello loves data and loves research. And he's got the mind of a scientist. He knows there are no easy answers to the hard problems that the Opportunity Zone program addresses. But his company - Real Capital Analytics - can help anyone involved in the OZ market make better, more informed decisions. Jim Costello is our guest on The OZExpo Podcast.Host: Jack HealdGuest: Jim Costello2019-05-0652 minSales Tuners124: James Karanasios | The Habit of Success: You Are What You Repeatedly Do Takeaways Ask the Next Question: By this point, we should all be used to hearing the word “no.” However, it’s what you do after hearing it that defines you as a salesperson. The word could be a stoplight and completely shut you down. Or, it could be a challenge to you to dig a little deeper and understand the context in which that specific prospecting is using it. What aren’t they interested in? How could the get budget if the found value? When does their current contract with a competitor end? Build Your Own Followin...2019-04-3031 minSales Tuners[CLASSICS] 077: Mark Roberge | Why Most Customer Success Issues Originate in the Sales Process Takeaways Successful Customers Trumps Revenue: The goal of sales should not be revenue at all costs. It’s our job to find people we can make successful through the value prop we’re pitching. Rather than focusing solely on the signed contract and commission check, make sure the customers you close are going to find value in what they bought 90 days later. Buyers Don’t Have to Talk to Salespeople: 20 to 30 years ago, every buyer had to talk to a salesperson. Today, buyers can watch demos, compare and research alternative products, and even get ballpark pricing online...2019-04-2335 minSales Tuners[CLASSICS] 001: Jill Rowley | Know Thy Buyer in the Social Selling Generation Takeaways Share: Even if what you share is unrelated to what you’re trying to sell, doing so allows you to show you care, which drives future opportunities. Focus on the Customer: Know the buyer from every angle at the company and personal level. Provide Value: Constantly consume and share content that will be relevant to your buyers. Full Notes https://www.salestuners.com/jill-rowley/ Book Recommendation Tribes: We Need You to Lead Us by Seth Godin Sponsor Costello – What if every sales rep inherited the habits of your best rep? W...2019-04-1641 minSales Tuners[CLASSICS] 046: Cody Lamens | Strive to be a Sales Professional, Not Just an Account Executive Takeaways Take Advantage of Opportunity: There is a short window of time to take advantage of every opportunity. If you wait until an opportunity presents itself, it’s already too late. Seek out chances to learn, be more efficient, and give 100 percent from the get-go so you’re never in a position to wonder what might have been. Doors open on a daily basis, but oftentimes they are short and they are small. It’s crucial to take advantage of them when they’re there. Preparation and Repetition Always Win: You know what you need to do. You’...2019-04-0936 minSales Tuners[CLASSICS] 078: David Cancel | Prospects Want to Talk to the One Who Understands Takeaways Learn From Others: Everyone learns from failure, but you don’t have to learn from your own failure. Whether it’s your peers, other professionals in your network, books, blogs, or even podcasts like this. You owe it to yourself to seek out knowledge both positive and negative from others. But be careful, you want to learn from the best, not just your buddy or some random stranger. Pride Will Kill You: The stubbornness of pride locks you into your own thoughts. We have a cognitive bias around consistency that once we’ve formulated an idea t...2019-04-0242 minSales Tuners[CLASSICS] 039: Keenan | Bottom Line: It’s Not Failure Until You Quit Takeaways It’s Not About Learning: It’s about applying what you love and who you are to what you do. While you need to understand your product, It’s more important to know how to sell than it is to know all the technical features and benefits of your offering. Comparing sales to fitness… you can educate yourself all you want about what it takes to get a perfect six pack, but none of that matters until you start applying that knowledge. Application and execution are the most important part of the puzzle. Be You: It’s oka...2019-03-2644 minSales Tuners[CLASSICS] 088: Liz Cain | Generating Interest: The Missing Piece of Outbound Sales Takeaways Be Responsive and Get Shit Done: When you’re working at a company that is really going somewhere, everybody has a hundred things on their plate and constantly shifting priorities. If you want to stand out, be the person that volunteers for new projects and make sure to follow through. Once you say you’ve got it, don’t be the person that someone else has to follow-up with or check-in on. This exposure is what will make you great in the future. Hone in on Your Top Segments: The simplest definition of a segment is a g...2019-03-1937 minSales Tuners[CLASSICS] 030: Raquel Richardson | Enabling a Channel Only Sales Process Takeaways Remember It’s Not About You: Hearing “no” in sales is a given, but that doesn’t make it any less trying. Regardless of the circumstances surrounding how exactly you are shot down, there is no more important personality strength than the ability to bounce back. Sales is so much easier when you can remove yourself from the process and remember one simple truth: it’s not about you. It’s not a personal attack. You are doing your job, and it might be challenging right at this moment, but “no” is not the end of the line for...2019-03-1233 minSales Tuners[CLASSICS] 086: Steli Efti | The Answer to Your Problems May Not be Convenient Takeaways Words are Powerful: Your mastery of language and results driven communication is paramount to your success in sales. It’s one thing to be good, but becoming a student of linguistics and really understanding the nuance between conscious and subconscious states can take you to an entirely different level. Think about the notion of associated and dissociated language — such as using the royal “we” when you really mean “I.” Learning different communication styles can help you not only influence others but also yourself. Act Despite Your Feelings: Knowing yourself enough to realize there are times you don’t want...2019-03-0554 minSales Tuners[CLASSICS] 002: Derek Grant | Finding Success through Personalization at Scale Takeaways Pleasantly Persistent: Keep pursuing your prospect using personalized messaging while communicating value. Overtime, the relationship will unfold so that you spend your time on qualified and interested buyers. Make it Personal: Although tempting, don’t just use the templated email that you know won’t get opened. Spend the time to identify details about the person you’re emailing and get creative with it. Email Subject Lines: Using anonymous data across all clients, SalesLoft has determined the top subject lines had three things in common – they were three words or less, they contained some sort of mail...2019-02-2644 minSales Tuners[CLASSICS] 083: Mary Jane Copps | Cold Calls: The Psychology Behind the Human Voice Takeaways Master the First 20 Seconds: We all get defensive when we receive an unexpected call from someone we don’t know. Don’t take it personal as it’s a cultural issue. However, it is your job to dissolve that defensiveness very quickly. First thing first — remove iffy language. Don’t tell them you’re “just calling” as if you have nothing better to do. Also, don’t ask them how they are. Not only is that a tell tale sign that you’re a salesperson, but when a stranger asks about your health, you get even more defensive...2019-02-1951 minSales Tuners123: Aswin Shibu | Building the Discipline to Reset Everyday Takeaways Invest Time Building the Right List: Knowing who your ideal prospect is, is only the beginning of a good outreach plan. Don’t take for granted the amount of work that goes into identifying exactly who those people are and trying to acquire their contact information. If you’re doing this manually, it’s a lot of work, and even if you’re paying for data sources, it still takes a lot of preparation to do it right. After you identify the right people, next spend some time trying to hypothesize what problems each of these co...2019-02-1228 minSales Tuners122: Anthony Monroig | Building an Executive Network by Selling the Intangible Takeaways Plan Your Target Accounts: Too many sales reps take the shotgun approach when it comes to prospecting. To me, it feels like that’s the reason we get so many shitty emails and generic LinkedIn connection requests. Take the time to plan out who you’re going to target over the next 90 days. Whether that’s 100 accounts or just 30, you’ll be able to actually customize your outreach to each person individually, or better, work to find a common connection to make an introduction. Role Play with Your Companies Executives: Think about who in your company...2019-02-0525 minSales Tuners121: Will Ibsen | Logically Speaking: Prioritizing an Honest Call Over a Comfortable Call Takeaways Systematize Your Follow-up: I’m sure you’ve heard the phrase “persistence pays” many times. Well, I hope they were talking about sales, because it couldn’t be more true. I’ve read startling stats that say on average, a sales rep will only reach out to a prospect two times before giving up. That just seems ludicrous to me. Even if your company doesn’t invest in software for you and regardless of whether they’re an active opportunity, a warm lead, or a brand new cold prospect—find a way to build a process around you...2019-01-2932 minSales Tuners[CLASSICS] 044: Lauren Wadsworth | Just Push Play: Using Video for Face-to-Face Outreach Takeaways Make Planned Calls, Not Random Calls: For many people it doesn’t take long to realize that quality over quantity matters. For example, sometimes it’s not about how many calls you make. It’s about making planned calls that target specific prospects. Instead of working your way through a list and starting over at the beginning, make calls to the same two or three prospects in the same account on the same day. It’s Hard to Say No to Someone Personally: Face to face communication is huge and while you may not be able to...2019-01-2235 minSales Tuners120: Allen Hammer | Know When It’s Time to Walk Away Takeaways Disqualify Early: If you want to save both yourself and your prospect time, then it’s your job to disqualify them as early as possible. Now, if you have a weak pipeline or don’t like prospecting, I know you will hang on to every opportunity like it’s a bar of gold, but it’s likely costing you. Instead of trying to figure out every possible way your product could work for them, focus in on the two or three things that would make it not a fit, and be transparent about it. Doing this wil...2019-01-1529 minSales Tuners119: Corn George | Fear, Vulnerability, and Failure: Why it is an Option Takeaways Differentiation is Key: Most of us want to believe we’re not selling a commodity, but having been on the buyer's side of the table for several SaaS platforms lately, I assure you, each demo starts to blur together because the features are all so similar. Figure out how you can differentiate yourself from your competitors not only in what you sell but how you sell. Unless you’re the founder of the company, I know you don’t have control over the product itself, but tailoring your pitch to only the things your prospects care a...2019-01-0831 minSales Tuners117: Making a List, Checking it Twice Special Holiday Episode https://www.salestuners.com/making-a-list Sponsor Costello - What if every sales rep inherited the habits of your best rep? With Costello, they do. 2018-12-2511 minSales Tuners116: Frank Schneider | Do Your Homework: Shifting the Burden Off Your Buyers Takeaways Ask Direct Questions About the Sales Process: Buyers that are interested and want to actually buy are more forthright with information than you may think. They want you to know what has to happen, but it’s your responsibility to ask, and you need to be direct about it. For instance, the last time you bought something like this, what did that process look like? Did you buy alone or were other people involved? How long did it take? Knowing these details can help you understand not only what’s real, but also how to accu...2018-12-1829 minSales Tuners[CLASSICS] 066: Chris Voss | Negotiating as if Your Life Depended on It Takeaways Empathy Saves Time: I know it sounds counterintuitive, but slowing down a sales process can often times speed up the deal. If you lean into your prospect and get a good emotional intelligence read, the empathy you show gets them to open up about their actual concerns. Get to “No": When you are leading your prospect to say “yes," they get worried about what they are committing to and anxiety creates confusion. But, when you get them to say “no,” they feel protected and they have the illusion of control. Once a person says “no,” they’ll like...2018-12-1145 minSales Tuners115: Ryan Arnett | Fluently Speaking Multiple Sales Languages Takeaways It Doesn’t Matter What You Want: There's nothing that frustrates buyers more than getting cold messages that are all about you. You know the ones I’m talking about… where every paragraph, or maybe even every sentence, starts with “I.” I hope, I just, I wanted, I think, I, I, I, I. Again, it doesn’t matter what you want. Take two minutes to find something personal about the person you’re reaching out to. If for some reason, you can’t find anything, make the message about their situation without making a request of their time. T...2018-12-0437 minSales Tuners114: Amy Volas | Why Too Much Discovery Can Hurt You Takeaways: Use the Information You Get: Every salesperson has been told they need to ask great questions, but here’s the deal, if you don’t actually listen to the buyer and use the information they give you, what was the point to begin with? Yes, you have to uncover some kind of pain and tie it to a compelling event, but how many times have you made your prospect feel like they’ve wasted their time with you by asking questions they’ve already answered either to you or to an SDR who set the meeting f...2018-11-2732 minSales Tuners113: Jim Brown | Being Thankful: The Grass is NOT Always Greener Here I am. Halfway around the world, living what most would consider the “experience of a lifetime.” Yet, I’m spending my time thinking about all the things YOU get to do on a daily basis. Don’t get me wrong, I wouldn’t trade this time for anything, but living in a constant state of change does start to wear on you. As we look to celebrate Thanksgiving this week, I recorded a special solo show about what it means to be happy and what I’m thankful for. Full Note...2018-11-2011 minSales Tuners112: Jorge Lana | How Local Cultures Influence the Sales Process Takeaways Change Your Mindset: It is my strong belief that the next generation of great sellers will be subject matter experts that have been taught how to sell, rather than salespeople who learn about a portfolio of products. With information being readily accessible and buyers expecting more every day, you owe it to yourself to become an industry expert. Not in sales, but in the industry you’re selling to. You need to know your buyers' world just as well as they do to be able to communicate why your solution could help solve their problem. Le...2018-11-1325 minSales Tuners111: Scott Brown | Mastering Messaging and Putting Your Audience First Takeaways Figure Out the Why First: Nearly everyone you come across knows ‘what’ to do, but do they know ‘why’ to do it? If they know, do you? As you work through building a hook that resonates with your target audience, it’s critical you understand their why. Then, and only then, you can deliver your what in a bite-sized manner they can understand. Your goal is to get them to hear it and say, “hmmm… that’s interesting, tell me more” or “hmmm… how do you do that?” Numbers Only Support a Decision that’s Already Been Made: If you’...2018-11-0639 minSales Tuners[CLASSICS] 029: Morgan J. Ingram | The Power of Persuasion: Give Your Pipeline the Green Light Takeaways Think Big Even If You Start Small: Anyone who’s either lived it before or is living it now knows the truth about being a sales development representative: it’s tough. SDRs are pushed hard, work long hours and go into work every single day knowing they’re going to get rejected over and over again. But, if you can master the art of opening up new opportunities, your career will open up in ways you may never have imagined. The mental toughness of those who persevere, those who thrive, those who live to tell the ta...2018-11-0143 minSales Tuners110: Carson Heady | Delivering Value by Becoming a Prospect’s Advocate Takeaways Become an Advocate: As a seller, you will never benefit if a prospect goes down a path that isn’t going to benefit them. We’ve talked a lot on this show about the need to truly listen to your buyer, and it’s true — you have to understand what factors they’re facing internally and externally, what deadlines they're up against, and what investments they may have already made. Once you’ve done that, then you can align your resources from content to people to offer the best solution that’s unique to them. Make Quality T...2018-10-2337 minSales Tuners109: Jermaine Edwards | Uncovering Truth: Selling to Someone's Multiple Layers Takeaways Relationships Begin With Intent: You don’t need me to tell you this, but buyers can sniff a hard sell coming from a mile away. The long-term relationship you’ll build begins with the first conversation you have. Find a way to align your goals with their needs. And no, that does not mean you have to sell them something. Steven Covey said it best, “Seek First to Understand.” I know you have a quota, but if your first intention is to better understand your buyer's world, you may actually discover a way to help them tha...2018-10-1635 minSales Tuners108: David Lefever | Starting from Scratch and Proving the Naysayers Wrong Takeaways Prove the Concept: If you’re rolling out a new product or service you know can solve a problem, but no one can vouch for it, consider giving it away to seed the market. Think about the last time you were in the food court at a mall. Several of the restaurants had a person standing outside their area handing out free samples. After trying a small nibble of something good, you proceed to pay full price for the product. The same is true with pilots and limited engagements of your service. Getting companies to pu...2018-10-0936 minSales Tuners107: Wes Schaeffer | Showing Up Without Assumption Takeaways Never Assume: You’ve likely heard the saying about that when you assume, all you do is make an ass out of you and me. Well, it’s true, especially in sales. Wes talked about what he saw selling mobile homes — where his colleagues would see someone show up in a Mercedes and they’d jump all over the chance to sell that person. But, when “Bubba” showed up in an old pickup truck, dirty boots, and lip full of Copenhagen, they had no interest. They were assuming that person didn’t have any money. Think about ti...2018-10-0234 minSales Tuners106: Lucy MacCallum | Be Your Genuine Self with Pleasant Persistence Takeaways Act as a Resource: With more information than ever readily available for prospects, we need to become good stewards of context. What are your prospects likely not thinking about? What are the real challenges they should be worried about? Figure out how to get ahead of their search patterns and provide them real-time resources. This could be upcoming changes in the industry, it could be potential competitive information, or it could just be research you’ve done into the problems facing people in similar roles. Have a Bias Toward Action: From the timing to resources, or...2018-09-2525 minSales Tuners[CLASSICS] 037: Mary Browning | Start Your Engines: Four Keys to Successful Prospecting Takeaways It All Starts With Data (But It Doesn’t End There): Data is the list of people you’re going to call and the industry or demographics of companies you’re looking at. Taking those numbers to the next level focuses on the people behind the numbers. What are their common needs? How can you help meet them? When you consider the current marketplace, and the ins and outs of each organization, part of being a successful salesperson is understanding and meeting clients where they are at. Make Your Message Matter: It isn’t just about the...2018-09-1840 minSales Tuners105: Craig Storie | Land and Expand: Connecting the Human Network Takeaways Build Connections: Careers are long. If you start thinking about the sales you’re going to make over the next 20-30 years, it will become apparent just how important your network is. Both internally and externally, you need to be able to call upon people when you need help but to do so, not only do you have to build the connections in the first place, you have to give first before you can expect to receive. Become a Trusted Advisor: We’ve all heard the mantra, “people buy from people they know, like, and trust...2018-09-1131 minSales Tuners104: Paul Cherry | To Sell Into the Future, Dig Into the Past Takeaways Lock in on the Verbs: If you’ve ever been anxious on a sales call, thinking too far ahead or worrying about what your next question is going to be, stop! Your prospect will lay out the entire roadmap if you let them. As you listen to them, focus on the verbs they use. For instance, “we’re trying,” “we’re evaluating,” or “we’re thinking about.” When they use these verbs, seek clarity as to what they mean. Ms. Prospect, you mentioned you were thinking about X, what did you mean by that? What exactly have you tri...2018-09-0435 minSales Tuners103: Hector Garza | Building Clarity of Conversation into Client Relationships Takeaways Give Your Prospect What they Need: Notice, I did not say “give your prospect what they want,” there is a difference. No longer are salespeople the gatekeeper to information. It is our job to facilitate the best buying experience we can for prospects. In that mutual exchange, it’s important to listen to your buyer and decipher the difference between what they need and what they want. Are they asking to see certain features? Guess what? They’ve probably done their homework and need to see that to determine if they want to engage in a full s...2018-08-2825 minSales Tuners102: Gabe Moncayo | Chess vs Checkers: The Scientific Approach to Sales Takeaways Remind Prospects of Their Priorities: When you’re talking with a prospect and seem to be slipping or losing ground, it’s your responsibility to remind them of why they’re even in the conversation to begin with. Ask them questions that harken back to the pains they’ve divulged, the goals they’ve shared, and try to dig into the emotional side of their brain. Remember, they are the ones that have the problem, not you. Email Should Not Look Automated: With nearly everyone trying to use some sort of automation these days, it’s very impor...2018-08-2131 minSales Tuners100: Jim Brown | You Have My Permission Full Notes https://www.salestuners.com/permission/ Book Recommendations The 7 Habits of Highly Effective People by Stephen Covey Tribes: We Need You to Lead Us by Seth Godin Barking Up the Wrong Tree by Eric Barker Ego is the Enemy by Ryan Holiday How to Win Friends and Influence People by Dale Carnegie Good to Great: Why Some Companies Make the Leap and Others Don’t by Jim Collins First Break All the Rules by Marcus Buckingham The Challenger Sale: Taking Control of the Customer Conversation by Matthew Dixon and Brent Adamson You Are a...2018-07-3112 minSales Tuners098: Kara Gilbert | Developing a Game Face for Sales Takeaways Don’t Be Afraid to Work Hard: Just like the quote at the beginning said, winners embrace the need to work hard, where losers see it as punishment. If you want to be great at something, you have to be willing to sacrifice. Just showing up and running through the motions is not going to make you better. Sure, you may have some short-term success, but it’s one of those things where in 10 years, you won’t have 10 years of experience; you’ll have one year of experience 10 times. It’s Okay to Ask for Help...2018-07-1732 minSales Tuners090: Jim Brown | AskJB AskJB: “Is it better to research your prospect before cold calling or just pick up the phone and dial?” [2:35-3:22] “What does one do when a promising lead turns cold or goes dark?” [3:37-5:26] “I have a deal in my pipeline that has hit a wall, how can I go over their head to the person who is likely more interested in the solution we can provide?” [3:52-5:26] “When a prospect was very engaged in the sales process but then goes cold, what do you recommend to do to re engage them?” [4:10-5:26] “There’s a lot going on with GD...2018-05-2214 minSales Tuners081: Brandon Bruce | Preparation and Endurance Enable Success Takeaways Do the Boring Work: The best salespeople I’ve ever met run the same process every single time. I know how boring that sounds to most of you, but the truth is you don’t have to get fancy in sales to win. In fact, it’s quite the opposite. Focus on the little things — those foundational elements that you know actually move the needle. Control the Signal vs the Noise: With the volume of email being sent by sales reps today, combined with the number of calls being logged, you have to stand out from the...2018-03-2035 minSales Tuners079: Adam Schoenfeld | Lessons Learned Going From CEO to SDR Takeaways Know What to do Next: You just made the investment in acquiring data, hashing out your target accounts and cold prospecting, but what happens when you actually get someone on the phone? Make sure you build out at least the basic infrastructure to know how to handle responses both positive and negative. If your goal is a meeting, make sure you’re not getting stuck in a 20-message email thread or look silly when your prospect ends up on your website talking to your chatbot. Put Your Hands on the Keyboard: Building from the last ta...2018-03-0631 min
Hey OACollaborative Scholarship - Jim Schrijvers and Jaap Harlaar, Vrije Universiteit Medisch Centrum (VUmc), Amsterdam, the Netherlands, and Derek Rutherford, Dalhousie University, Halifax, Nova Scotia, CanadaJim Schrijvers, a Ph.D. student at the VU University Medical Center in Amsterdam, the Netherlands, and OARSI collaborative scholarship holder at Dalhousie University in Halifax, Nova Scotia, Canada, discusses international research collaboration with his two supervisors: Jaap Harlaar (VUmc) and Derek Rutherford (Dalhousie). More information on the OARSI collaborative scholarship can be found at https://www.oarsi.org/young-investigators/scholarship-awards. You can find contact information for Jim Schrijvers, Jaap Harlaar, and Derek Rutherford through the OARSI member directory and can find more information about their research by looking up Amsterdam Movement Sciences and following the Joint Action Research l...2017-10-1621 min
Sales Tuners042: Jim Brown | By the Numbers: A Practical Approach to Increasing Sales Takeaways Figure Out a Growth Trajectory: One of the first challenges I see a lot of salespeople struggle with is their quota or actual goal. Regardless of what the number is, going from zero to that number can seem daunting. Instead of focusing on the end, find the unit of growth that makes your sales process work and then do the backwards math to develop your daily game plan. You’ll find this activity to be a lot more manageable. Quit Being Afraid of Cold Calls: It’s so much easier to send out a quick batc...2017-06-2042 min