How To Avoid The #1 Mistake That Creates Long B2B Sales Cycles Watch the video version on YouTube (Click Here) 👉🏾 Whenever you’re ready, there are 4 ways I can help you: 1 - Checkout my podcast, "Sales Reps On Fire": https://podcasts.apple.com/ca/podcast... 2 - Schedule a FREE (45 min.) sales coaching workshop for your sales team: https://ian-agard.com/ 3 - Join the AskCoach (upcoming AI-based sales tool) early adopter program: https://ian-agard.com/#early 4 - Download my FREE book, Everything You Want Is On The Other Side Of A Conversation: https://ian-agard.com/#book

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 Shohan Rahman, a seasoned sales leader at Square, to discuss a wide range of valuable sales insights. Shohan shares his thoughts on sales culture, leadership, and some of his favorite books that have shaped his approach to sales. We dive into his perspective on the importance of prioritization and how salespeople can harness AI tools like ChatGPT for better prospecting and research. Shohan also opens up about his personal journey in sales, from overcoming adversity to building strong teams, and reveals the one skill every salesperson should master in 2025. If you're looking for actionable strategies and inspiration to level up your sales game, this episode is packed with golden nuggets you’ll want to share with your entire team. Be sure to check out the resources Shohan mentions, including his upcoming Pay It FWRD newsletter. Tune in now for a conversation that will leave you motivated and ready to tackle your next sales challenge. Watch the video version on YouTube (Click Here) CONTACT Shohan: Shohan’s LinkedIn: https://www.linkedin.com/in/shoforward/ Join his Pay it FWRD newsletter: https://gmail.us9.list-manage.com/sub... 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 (45 min.) sales coaching workshop for your sales team: https://ian-agard.com/ 3 - Join the AskCoach (upcoming AI-based sales tool) early adopter program: https://ian-agard.com/#early 4 - Download my FREE book, Everything You Want Is On The Other Side Of A Conversation: https://ian-agard.com/#book CONTACT IAN: LinkedIn: https://www.linkedin.com/in/ian-agard/ Website: https://ian-agard.com/ BOOKS RECOMMENDED: New Sales. Simplified - https://amzn.to/3BswFKn KEY TAKEAWAYS: 01:18 Sho's Journey and Passion for Jordans 01:59 Sho's Career in Sales 11:01 The Importance of Calendar Management 18:23 Sho's Leadership and Team Dynamics 22:28 Exploring Personality Assessments 24:53 Motivating Sales Teams 31:07 Rapid Fire Questions

In this episode of Sales Reps On Fire, I sit down with Bo Hamrick, an experienced sales leader who shares his unique insights on everything from staying motivated after tough sales days to how to improve your sales game by focusing on consistency and authenticity. Bo reveals the power of being coachable, explains why you should embrace the "go for no" mindset, and stresses the importance of genuinely helping prospects rather than pitching to them. Plus, we dive into his daily routine, the books that shaped his career, and why sales is just like a sport. Whether you're an SDR, AE, or CRO, Bo's tips are packed with actionable advice that you’ll want to share with your whole team. Tune in for a conversation full of wisdom and practical strategies to take your sales to the next level. Watch the video version on YouTube (Click Here) CONTACT BO: Bo’s LinkedIn: https://www.linkedin.com/in/bohamrick/ 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 - Join the AskCoach early adopter program: https://ian-agard.com/#early CONTACT IAN: LinkedIn: https://www.linkedin.com/in/ian-agard/ Website: https://ian-agard.com/ BOOKS RECOMMENDED: So You Want to Be In Sales?: Ten Things I wish I knew before starting in Sales - https://amzn.to/4f8drYi KEY TAKEAWAYS: 02:07 Bo's Journey into Sales

06:53 Bo's Early Sales Career and Leadership Path

20:52 Identifying and Nurturing Top Performers

24:46 Maintaining Motivation During Tough Times

32:48 Shifting Focus: Always Be Helping

44:58 Sales as a Sport

In this episode of Sales Reps On Fire, I had the privilege of sitting down with Matthew McKeown, an experienced sales leader with a wealth of knowledge to share. We dove deep into the strategies and philosophies that drive successful sales teams, from mastering sales velocity to fostering genuine trust with customers. Matthew shared his take on the most underrated skill in sales today, the power of asking the right discovery questions, and how focusing on mutual success creates long-term value for both reps and clients. We also discussed the challenges of aligning quotas with individual reps' potential and why it’s time to shift the narrative away from a “rep problem” to a leadership opportunity. Matthew didn’t hold back when it came to actionable insights—whether it was his wishlist feature for CRMs, his one must-have KPI, or the hardest leadership lessons he’s learned along the way. If you’re looking for real, no-fluff advice that could transform how you approach sales, this is an episode you won’t want to miss. Don’t forget to share it with your team—it’s packed with ideas that could spark your next big win. Find Matthew on LinkedIn (@100-miler) or reach him at (502) 521-1103 for more insights, and stay tuned for more episodes of Sales Reps On Fire! Watch the video version on YouTube (Click Here) CONTACT MATTHEW: Matthew's LinkedIn: https://www.linkedin.com/in/100-miler/ NEXT STEPS: Whenever you’re ready, there are 2 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: Selling The Cloud - https://amzn.to/3VpjNvw KEY TAKEAWAYS:

* 02:02 - Matthew's Journey into Sales

* 06:41 - Leadership Lessons and Team Building

* 09:57 - Creating a High-Performance Sales Culture

* 22:50 - Building Effective Sales Conversations

* 24:36 - Motivating Your Sales Team

* 30:21 - Challenging Sales Beliefs

7 Most Common Sales Objections (And How To Overcome Them) | For B2B Sales 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/levellu... 👉🏾 FREE TRAINING VIDEO: https://ian-agard.com/#workwithme - how I help sales reps earn their next promotion within 3-6 months. 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 Tim Rochman, a seasoned sales leader with a knack for blending the art and science of selling. We dive into everything from the power of asking insightful, psychologist-level questions to how to gain meaningful commitments during discovery calls. Tim shares his hard-earned lessons as a sales leader, including the critical importance of avoiding "zombie outcomes" and how to truly move deals forward. We also chat about his dream sales tool, the underrated skill every sales pro should master, and his personal sales philosophy: delivering significant, business-transforming outcomes consultatively. Plus, Tim is the first to take on our new rapid-fire Q&A segment—don’t miss his take on CRM features and his famous “rental car bus” rule! Tune in for actionable tips and insights you can apply immediately, and walk away with strategies that will transform how you approach your next sales conversation. You’ll want to share this one with your entire team! Find Tim on LinkedIn or connect with him through his company’s website for more collaboration opportunities. Watch the video version on YouTube (Click Here)

CONTACT TIM: Tim’s LinkedIn: https://www.linkedin.com/in/tim-rochman-44774b5/ Company website: https://roofmarketplace.com/ Toll-free number: 1-888-209-4899 NEXT STEPS: Whenever you’re ready, there are 2 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 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: Extreme Ownership - https://amzn.to/3CVfJMQ OUTLINE:

00:00 Intro

00:26 Meet Tim Brotman, CRO at Roof Marketplace

01:29 Tim's Professional Journey and Inspirations

03:15 Understanding PNC and Roof Marketplace

04:43 Tim's Path to Sales Leadership

12:52 Building a High-Performance Sales Culture

16:11 Key Metrics for Predictable Revenue

21:33 Hiring and Nurturing Top Performers

23:57 Sales Team Structure and Responsibilities

25:25 Sales Team Strategies and Challenges

26:33 Dealing with Slow Periods

29:26 Top Performing Sales Reps

31:53 Creating a Custom Sales Process

33:17 Disagreeing with Common Beliefs

34:59 Rapid Fire Questions

46:53 Contact Information and Closing Remarks

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