Salesology - Conversations with Sales Leaders

About Salesology - Conversations with Sales Leaders

When you are ready to transform your sales for today's transforming market, this is the show for you. In the Salesology®️ podcast, you're going to be getting the real scoop, the inside story from sales leaders who will deliver the goods on how to grow sales faster, more easily and more profitably. With your host, The Queen of Cold Calling®️ and Founder of Salesology®️, award winning author, speaker, sales trainer and coach, Wendy Weiss.

Publisher

Wendy Weiss

Category

business · education

Language

en

Explicit

Yes

First episode

7 Jul 2022

Latest episode

25 Mar 2026

Latest episodes

10 of 158 episodes have a transcript.

1. 

   25 Mar 2026TRANSCRIPT

   158: Wendell Santiago – The Action-Oriented Approach

   Wendell Santiago is a Commercial Real Estate executive and Sales Manager at Realty Capital Advisors, where he leads client relationships, site identification, acquisitions, and leasing across multiple markets and asset classes. He serves as a trusted advisor to clients, guiding projects from market analysis and site tours through due diligence, approvals, leasing, and construction coordination. In addition to his real estate leadership, Wendell directs firmwide marketing efforts, developing LinkedIn and email campaigns, branding, signage, and SEO-driven content to increase market exposure and generate deal flow. With a strong entrepreneurial background and over two decades of experience in operations, finance, and real estate, Wendell is known for his action-oriented approach, ability to navigate complex approvals, and talent for building long-term, high-trust client relationships. Key Points: Success Comes from Taking Action A core philosophy: nothing happens without action. Brokers must make calls , visit properties and physically walk spaces. Confidence comes from hands-on knowledge, not theory. How His Team Doubled Revenue Wendell's team grew leasing volume from ~$9M to ~$24.9M by: ·       Anticipating Market Shifts ·       Solving Problems Proactively ·       Adapting to Demand Trends ·       Positioning the Market Leadership & Team Management Salespeople are the "eyes and ears" of the business.  Strong leaders listen closely to field feedback  and use that insight to guide strategy. Wendell maintains credibility by staying hands-on (showings, tours). Leveraging Interns as a Force Multiplier Interns handle prospecting , list building and cold calling. At peak: 1,000+ outbound calls/week from interns alone. Brokers focus on closing, not dialing. The Biggest Frustration: Poor Follow-Up Wendell's #1 issue with salespeople is dropping the ball on follow-up, especially frustrating when leads are already warm or handed to them. Wendell feels the root problem is confusion between activity (busy work)  and productivity (closing deals). Critical Sales Lesson: Ask for the Meeting Many salespeople fail at a basic step: asking for the meeting. Even with warm leads, they hesitate. If you don't ask, someone else will . Accountability & Performance Culture Wendell discusses his strong belief in setting clear expectations and consequences for inaction. Bottom line: results matter. Core Philosophy ·        Be proactive, not reactive ·        Stay close to the market ·        Act quickly on opportunities ·        Support your team—but expect performance Bottom Line Success in sales (and leadership) comes from action + awareness + accountability. About Salesology®: Conversations with Sales Leaders Download your free gift, The Salesology® Vault. The vault is packed full of free gifts from sales leaders, sales experts, marketing gurus, and revenue generation experts. Download your free gift, 81 Tools to Grow Your Sales & Your Business Faster, More Easily & More Profitably. (https://gosalesology.com/81-tools-to-grow-your-sales-your-business/?cookieUUID=9834be71-1bac-49c6-80f3-a838caabcdc6) Save hours of work tracking down the right prospecting and sales resources and/or digital tools that every business owner and salesperson needs. If you are a business owner or sales manager with an underperforming sales team, let's talk. Click here to schedule a time. Please subscribe to Salesology®: Conversations with Sales Leaders so that you don't miss a single episode, and while you're at it, won't you take a moment to write a short review and rate our show? It would be greatly appreciated! To learn more about our previous guests, listen to past episodes, and get to know your host, go to https://podcast.gosalesology.com/ and connect on LinkedIn and follow us on Facebook and Instagram, (https://www.instagram.com/gosalesology/) and check out our website at https://gosalesology.com/. (https://gosalesology.com/)

2. 

   11 Mar 2026TRANSCRIPT

   157: Tom Poland – The Science of Being in Demand

   Tom Poland is a multiple best-selling marketing author and has clients in 151 cities around the world. He works just two days a week in seclusion from his private resort on the sub-tropical Sunshine Coast of Australia. Key Points: Sales Led to Marketing Insight After 20 years in sales, the speaker realized selling is much easier when prospects are already interested or qualified. The Sales Spectrum Prospects fall between two ends: ·        Convincing: uninterested prospects you must persuade ·        Confirming: highly qualified prospects ready to buy Good marketing moves prospects closer to the confirming side. Demonstrations Increase Engagement Offering a demo or webinar works better than simply describing a product because people enjoy watching and learning. Use Other People's Networks (OPM) Partner with people who already have audiences, email lists, or communities that match your ideal customers. Choose Partners with Aligned Interests Both demographics and interests (psychographics) need to match for partnerships to work. Craft stronger marketing messages Effective messages include: ·        Benefits ·        Differentiation ·        Specific details Build Relationships First Before proposing partnerships, establish rapport and reciprocity (e.g., promote their content or interview them). Bottom Line: Sales become easier when you focus on qualified prospects, strong messaging, and leveraging other people's audiences. Guest Links: tom@leadsology.guru +61404885553 www.GetTomsFreeBook.com www.FiveHourChallenge.com About Salesology®: Conversations with Sales Leaders Download your free gift, The Salesology® Vault. The vault is packed full of free gifts from sales leaders, sales experts, marketing gurus, and revenue generation experts. Download your free gift, 81 Tools to Grow Your Sales & Your Business Faster, More Easily & More Profitably. Save hours of work tracking down the right prospecting and sales resources and/or digital tools that every business owner and salesperson needs. If you are a business owner or sales manager with an underperforming sales team, let's talk. Click here to schedule a time. Please subscribe to Salesology®: Conversations with Sales Leaders so that you don't miss a single episode, and while you're at it, won't you take a moment to write a short review and rate our show? It would be greatly appreciated! To learn more about our previous guests, listen to past episodes, and get to know your host, go to https://podcast.gosalesology.com/ (https://podcast.gosalesology.com/) and connect on LinkedIn (https://www.linkedin.com/in/wendyweiss/) and follow us on Facebook (https://www.facebook.com/gosalesology/) and Instagram, and check out our website at https://gosalesology.com/ (https://gosalesology.com/).

3. 

   25 Feb 2026TRANSCRIPT

   156: Ivana Taylor – Building Prospect Lists with AI (Part 2)

   Guest Bio: Ivana Taylor has spent 35 years translating complex marketing into simple, executable strategies. She's the founder of DIYMarketers.com, where she helps entrepreneurs compete without enterprise budgets. She's a self-described AI power user who tests tools for six hours a day. And she's built follow-up systems for everyone from manufacturing companies to consultants. Key Points: 1. Cold Outreach Requires Far More "Touches" Than It Used To A "touch" is no longer just a phone call or email. Every interaction counts. It includes: ·        Social media posts ·        Website visits ·        Content consumption ·        LinkedIn engagement ·        Webinars ·        Direct mail ·        Comments and DMs 2. Most Small Businesses Skip the Foundational Steps Before worrying about sequences, automation, or buying lists, you must clearly define your ideal customer, understand the problem you solve, identify the desired outcome your buyer wants and know how your buyer makes decisions. Without this groundwork, marketing becomes expensive guesswork. 3. Cold Email Alone Is Weak (and Often an Avoidance Strategy) Response rates to pure cold email are extremely low. Buying lists and blasting emails often feels productive, is easy to automate and produces poor results. Cold email works best as a second step, not a first step. 4. Start Manual Before You Automate The recommendation: ·        Begin with real conversations ·        Aim for consistent outreach (calls or personal messages) ·        Learn from live interactions ·        Identify patterns in objections, desired outcomes, and buying triggers Only after recognizing patterns should you build automated sequences. 5. The Phone Is Still the Fastest Path to Revenue Despite all the marketing tools available, the most consistent answer to "What's working?" was picking up the phone and having conversations. Why? ·        Immediate feedback ·        Faster learning curve ·        Real-time objection handling ·        Faster path to booked appointments 6. Mindset Matters: Service, Not Persuasion Cold outreach works best when: ·        You see yourself as helping, not convincing ·        "No" is viewed as clarity (not rejection) ·        Your goal is conversation, not immediate conversion A clear "no" frees you to pursue someone who will say yes. 7. Specific Targeting Beats Big Lists Instead of buying 10,000 names: ·        Define clear parameters (industry, role, company size, revenue, keywords) ·        Start with a focused segment ·        Refine messaging based on real conversations ·        Build segmented sequences based on actual buying motivations Broad targeting = poor response. Specific targeting = stronger engagement. 8. Automation Is Powerful — But Only After Strategy Automation should amplify a proven message, a clearly defined audience, validated buying patterns. It cannot replace foundational work. 9. Marketing Is Not Magic — It's Consistent Work There is no shortcut. Successful outreach requires: ·        Repetition ·        Iteration ·        Conversations ·        Testing ·        Refinement The "eat your vegetables" truth: the people succeeding are doing the work. Bottom Line Cold outreach still works — but not as a blast-and-hope strategy. What works: ·        Clear targeting ·        Strong positioning ·        Multi-channel touches ·        Real conversations ·        Strategic follow-up And above all, start with the fundamentals before scaling with tools. Guest Links: Free Gift:  An AI Outreach Ebook IMPORTANT – You must Double Opt-in and confirm your email to receive this free gift. Learn More Visit DIYMarketers.com – Simple, actionable marketing strategies for small business owners who want to do marketing on less than $17 a day. Fix Your Marketing Problem in Less Than 24 Hours – Fill out the form, tell me your marketing challenge, and I'll send personalized recommendations in less than 24 hours. About Salesology®: Conversations with Sales Leaders Download your free gift, The Salesology® Vault. The vault is packed full of free gifts from sales leaders, sales experts, marketing gurus, and revenue generation experts. Download your free gift, 81 Tools to Grow Your Sales & Your Business Faster, More Easily & More Profitably. Save hours of work tracking down the right prospecting and sales resources and/or digital tools that every business owner and salesperson needs. If you are a business owner or sales manager with an underperforming sales team, let's talk. Click here to schedule a time. Please subscribe to Salesology®: Conversations with Sales Leaders so that you don't miss a single episode, and while you're at it, won't you take a moment to write a short review and rate our show? It would be greatly appreciated! To learn more about our previous guests, listen to past episodes, and get to know your host, go to https://podcast.gosalesology.com/ and connect on LinkedIn (https://www.linkedin.com/in/wendyweiss/) and follow us on Facebook (https://www.facebook.com/gosalesology/) and Instagram, and check out our website at https://gosalesology.com/.

Inside a recent episode

158: Wendell Santiago – The Action-Oriented Approach

Published 25 Mar 2026 · Transcript excerpt

[…] You have to put them to the test quickly. I've taken people that have had zero experience in commercial real estate put them through probably one week's worth of confidence building and understanding numbers and what to talk about when you're talking to a property owner. And after that first week, so basically by week two, you're gonna be on the phones. I'm not gonna put pressure on you to pull a list. I don't understand the systems. I could care less about all that stuff because you can learn that over time. I'm gonna pull a list. I actually already have lists ready. There's lists that we've called on last summer that we haven't touched again. […]

Who has been a guest on Salesology - Conversations with Sales Leaders

Names identified in recent episode analyses. Showing up to five guests.

• Jon Ostenson
• Dia Bondi
• Vaughn English
• Melissa Palmer
• Ben Filkouski

Reach and audience

Public platform figures. Ratings count people who left a rating, not total listeners.

YouTube views

7,389

Score snapshot 15 Sept 2025

Apple Podcasts (US)

5.0 / 5

31 ratings

Spotify

5.0 / 5

4 ratings

Podcast Authority Score: 90 / 100

A composite of feed quality, social presence, YouTube performance and engagement. Read the methodology.

Quality

99

Social presence

90

YouTube

74

Engagement

82

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