Pocket Sized Pep Talks
Position, Plan, Win: The Strategic Side of Sales
Episode Summary
Sales advice often feels like a motivational drill: “Push harder! Close faster! Dominate the deal!” But what if the real edge comes from stepping back, reading the field, and letting strategy, not force, do the work? CSMO and Amazon Bestselling author John Golden sits down with Rob and digs into why winning in sales, just like on the battlefield or in the digital arena, starts with planning, positioning, and knowing exactly when not to charge. Drawing lessons from his books Winning the Battle for Sales and Social Upheaval, John shares how modern sellers can think like strategists, connect like humans, and succeed without burning out.
Episode Notes
In this Pocket Sized Pep Talk, you'll learn:
- As former President and CEO of Huthwiate, John's interesting connection to the company and Neil Rackham.
- John's shaping of Pipeliner’s strategic direction and some of the changes he's noticed in the 11 years he's been there?
- In Winning the Battle for Sales, some of the key lessons drawn from some of history’s greatest military victories.
- Many people think social selling is just about posting on LinkedIn, but John's argument that it’s much deeper than that.
- A classic common mistake people make when trying to “sell socially,” and how can they fix it
- What excites John most about where sales technology is heading—and what should sales leaders should be paying attention to now.
To Learn More About This Guest:
https://www.linkedin.com/in/johngolden/
john.golden@pipelinersales.com