In this episode of the Best Sellers Podcast, host Doug Dvorak chats with Randy Heeb—a business consultant, professor, and pro poker player. They dive into how game theory and economics can shape business and sales strategies.

Randy shares stories and breaks down how poker tactics—like reading opponents, managing emotions, and adapting strategies—also apply to business. He also talks about the importance of spotting behavioral cues in both poker and negotiations. Plus, he gives book recommendations and insights into decision-making under pressure.

Episode Highlights:
00:00 Intro to Game Theory & Poker
00:49 Randy’s Background
02:50 Game Theory in Business & Sales
04:54 Poker & Game Theory Explained
14:03 Applying Poker Insights to Business
19:12 Mental Prep & Discipline in Poker
25:35 The Role of Tells in Poker
34:31 Online vs. Live Poker
36:20 Final Thoughts & Book Recs

In this episode of the Best Sellers Podcast hosted by Doug Dvorak, Eunicia Peret, managing partner of Excelstra Wealth Strategy Consulting, discusses effective wealth management strategies tailored specifically for top sales professionals. Eunicia explains the critical difference between financial advisors and wealth strategists, emphasizing the importance of a holistic, collaborative approach to financial planning. Highlighting the significance of starting wealth optimization early, she delves into strategies for mitigating market volatility and leveraging compound interest. The episode also touches on challenges like relying on conventional advice and stresses the value of working with a trusted wealth strategist to ensure financial independence and peace of mind.

02:39 Understanding Wealth Strategy vs Financial Planning
08:11 The Importance of Early Wealth Optimization
15:45 Navigating Financial Volatility
19:57 Top Tips for Sales Professionals
26:00 Conclusion and Contact Information

In this episode of the Best Sellers Podcast, host Doug Dvorak interviews Jennifer Frye, founder and owner of Appreciated Asset. Jennifer shares her journey and approach to creating disruptive sales strategies that prioritize consultative, human-centered interactions over traditional hard sales tactics. She discusses the unique methods her company uses to connect clients with high-quality business solutions, emphasizing the importance of genuine relationships and strategic prospecting. Jennifer also provides insights into training sales teams to be dynamic and authentic, and offers her perspective on leveraging technology and AI in a way that complements rather than replaces human touch in sales.

00:00 Introduction to Disruptive Messaging
01:46 Meet Jennifer Fry: Founder of Appreciated Asset
04:07 The Concept of Sales Disruption
06:48 Outdated Sales Tactics vs. Consultative Approach
11:35 Implementing Disruptive Sales Strategies
22:29 Training Sales Teams to be Disruptors
26:10 Future of Sales and Personal Development
29:41 Conclusion and Contact Information

In this episode of the Best Sellers Podcast, host Doug Dvorak interviews former NFL player and entrepreneur Marcus Ogden. The discussion centers around the importance of discipline, mental toughness, and resilience both in sports and sales. Marcus shares personal experiences from his NFL career and offers practical advice for sales professionals on handling setbacks, staying focused, and achieving long-term goals. Listeners gain insights into visualization techniques, the value of structure and routine, and strategies to thrive amid rejection and challenges. The episode provides actionable tips for salespeople looking to elevate their performance and maintain a success-oriented mindset.

01:39 Introducing Marcus Ogden
02:13 Developing Mental Toughness
02:37 The Importance of Focus
04:27 Daily Routine and Discipline
07:25 Handling Setbacks and Rejections
09:16 Visualization Techniques
12:09 Balancing Short-Term and Long-Term Goals
13:05 Teamwork and Culture in the NFL
15:07 The Role of Film Study and Analysis
18:05 Cultivating Resilience
19:22 Staying Calm and Focused


Links:

Connect with Doug Dvorak:
https://salescoach.us/podcast/
https://dougdvorak.com/
linkedin.com/in/doug-dvorak

In this episode of the Best Sellers Podcast, host Doug Dvorak engages in an enriching conversation with Casey Keller, a former professional soccer player and U.S. national team goalkeeper. Drawing from his extensive experience in major soccer leagues in the U.S. and Europe, Keller reveals the striking parallels between mental preparation in sports and sales. The episode delves into themes of discipline, mental resilience, and the holistic approach needed for success in high-stakes environments. Keller discusses strategies for managing pressure, balancing personal and professional life, and visualizing outcomes to maintain focus. Additionally, the conversation explores the importance of humility, handling setbacks, and leveraging experiences for continuous improvement. Keller provides actionable advice on mental visualization, disciplined habits, and the necessity of mental preparedness for achieving excellence in both sports and professional careers.

00:20 Discipline and Accountability in Professional Sports
00:52 Insights from Casey Keller's Athletic Career
02:35 Mental Preparation for Success
05:06 Balancing Personal and Professional Life
12:20 Handling Pressure and Stress
18:45 Continuous Improvement and Skill Development
19:37 Continuous Improvement: Balancing Strengths and Weaknesses
22:18 Handling Setbacks: Lessons from Professional Sports
26:01 The Importance of Discipline in Sports and Sales
30:22 The Ruthless Nature of Professional Sports
34:30 Key Takeaways and Final Thoughts
37:50 Closing Remarks and Podcast Outro

Links:

Connect with Doug Dvorak:
https://salescoach.us/podcast/
https://dougdvorak.com/
linkedin.com/in/doug-dvorak

Servant Sales Leadership: Creating a Positive and Productive Sales Culture

In this episode of the Best Sellers Podcast, host Doug Dvorak interviews Travis Carlson, an accomplished leader with over 17 years of experience and a proponent of servant leadership. Travis shares insights from his journey with organizations like the U.S. Navy, IBM, and Micron Technology. The discussion revolves around key principles of servant sales leadership, emphasizing integrity, active listening, and empathy. Travis explains how these principles build trust, loyalty, and commitment within sales teams, driving better sales performance and fostering a culture of continuous learning and innovation. Practical strategies for adopting a servant leadership mindset and creating a supportive organizational culture are also discussed, highlighting the importance of senior leadership buy-in and celebrating successes and failures. This episode is a comprehensive guide to transforming traditional sales management styles into a servant-oriented approach that nurtures team growth and enhances overall sales effectiveness.

00:00 Introduction to Servant Leadership
02:00 Guest Introduction: Travis Carlson
02:38 Travis's Journey and Insights on Leadership
05:36 Principles of Servant Sales Leadership
10:40 Building Trust, Loyalty, and Commitment
18:10 Driving Sales Performance with Servant Leadership
19:20 Balancing Service and Accountability
23:27 Developing a Servant Mindset
28:01 Creating a Culture of Servant Leadership
30:26 Continuous Learning and Personal Growth
33:15 Fostering Innovation and Engagement
37:06 Transitioning to Servant Leadership
38:57 Final Thoughts and Contact Information

Links:

Connect with Doug Dvorak:
https://salescoach.us/podcast/
https://dougdvorak.com/
linkedin.com/in/doug-dvorak

In this episode of the Best Sellers Podcast, host Doug Dvorak speaks with Spencer Ward, the founder and president of New Clean and host of the Idaho Business Podcast. Spencer shares his journey as an entrepreneur, starting from small beginnings cleaning cabins to building a successful commercial cleaning business in Pocatello, Idaho. The discussion delves into the crucial role of sales and marketing for small to medium-sized businesses, stressing the importance of creativity, defining core values, and understanding key performance indicators (KPIs). Spencer provides practical tips on generating leads, maintaining customer relationships, and using technology to streamline operations. The episode offers valuable insights for entrepreneurs and business owners on the significance of knowing their numbers, staying true to their values, and the impact of a strong sales function on overall business success.

00:00 Introduction to Sales and Core Values
00:15 Tracking KPIs for Business Success
00:34 Maintaining Customer Relationships
01:01 Spencer Ward's Entrepreneurial Journey
01:14 Welcome to the Best Sellers Podcast
02:10 Spencer Ward's Background and Business Start
05:06 The Importance of Effective Selling
05:53 Creative Sales Strategies
08:37 Integrating Sales with Marketing and Customer Service
10:32 Knowing Your Numbers and Margins
13:09 The Role of Business Owners in Sales
13:26 Core Values and Company Culture
17:20 Tracking Sales Metrics and KPIs
18:56 Customer Retention and Unique Value Proposition
21:06 Generating Leads with Limited Resources
23:28 Embracing Technology in Sales
26:36 Advice for Entrepreneurs and Small Business Owners
27:49 Closing Thoughts and Contact Information

Links:

Connect with Doug Dvorak:
https://salescoach.us/podcast/
https://dougdvorak.com/
linkedin.com/in/doug-dvorak

In this episode of the Best Sellers Podcast, host Doug Dvorak discusses with Jas Krdzalic, General Manager of Third Party Marketplace for Albertsons and former CEO of Bodybuilding.com, the essential elements of implementing an effective digital marketing strategy for sales organizations. The conversation covers the significance of understanding objectives and target audiences, the importance of website load times and user experience, and how to align digital marketing efforts with specific sales goals. Key themes include the value of content marketing, buyer personas, and clear calls to action, alongside practical advice on leveraging data analytics and metrics like customer acquisition cost and return on advertising spend.

00:00 Understanding Your Digital Marketing Objectives

00:22 Importance of Website Load Time

00:41 Crafting a Clear Call to Action

01:05 Leveraging Buyer Personas

01:17 Introduction to the Best Sellers Podcast

01:43 Interview with Jas Krdzalic

02:27 Evolving Technologies in Digital Marketing

03:33 Components of a Digital Marketing Strategy

04:50 First Steps for SMBs in Digital Marketing

06:41 Content Marketing Essentials

07:46 Optimizing for Mobile

09:38 SEO and Other Digital Marketing Channels

13:05 The Role of Web Analytics

16:07 Website Design and User Experience

19:52 Buy vs. Build Strategy

23:46 Effective Customization Strategies

24:50 Collaboration Between Sales and Marketing

29:17 Understanding Digital Marketing Metrics

37:19 Stages of Business and Marketing Spend

43:22 The Importance of Authenticity in Digital Marketing

Links:

Connect with Doug Dvorak:
https://salescoach.us/podcast/
https://dougdvorak.com/
linkedin.com/in/doug-dvorak