How can business help solve society’s biggest challenges? Welcome to Take on Tomorrow, the award-winning podcast from PwC that examines the biggest problems facing society and the role business can—and should—play in solving them. Hosts Femi Oke and Lizzie O’Leary talk to industry innovators, tech trailblazers and visionary leaders from around the globe about timely topics: from the climate transition to AI and data; and from the future of food to how we build, move and power the world.
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Content provided by Dan Sullivan and Shannon Waller, Dan Sullivan, and Shannon Waller. All podcast content including episodes, graphics, and podcast descriptions are uploaded and provided directly by Dan Sullivan and Shannon Waller, Dan Sullivan, and Shannon Waller or their podcast platform partner. If you believe someone is using your copyrighted work without your permission, you can follow the process outlined here https://player.fm/legal.
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The Surprising Reason Great Salespeople Fail At Hiring
Manage episode 493326453 series 1303162
Content provided by Dan Sullivan and Shannon Waller, Dan Sullivan, and Shannon Waller. All podcast content including episodes, graphics, and podcast descriptions are uploaded and provided directly by Dan Sullivan and Shannon Waller, Dan Sullivan, and Shannon Waller or their podcast platform partner. If you believe someone is using your copyrighted work without your permission, you can follow the process outlined here https://podcastplayer.com/legal.
Just because someone excels in their role doesn’t mean they should interview new hires—especially if they’re a salesperson. In this episode, Dan Sullivan and Shannon Waller reveal why great salespeople often make the worst hiring decisions, how to spot the right evaluators for your team, and the mindset shift that separates a persuasive seller from a discerning buyer.
Here’s some of what you’ll learn in this episode:
- The role of a job seeker in an interview.
- The role that an interviewer should be playing.
- Why Dan isn’t involved in the hiring process at Strategic Coach®.
- A secret ingredient in the Strategic Coach hiring process.
- The powerful question you should ask every prospective customer and team member.
Show Notes:
Salespeople shouldn’t conduct interviews because they’ll treat every interaction like a sale—focused on overcoming objections rather than evaluating fit.
Great salespeople are wired to close deals, which means they’ll prioritize getting a "yes" over finding the right candidate.
A sales-driven interviewer risks hiring the wrong person simply because they couldn’t resist "winning" the interaction.
As the person doing the hiring, you’re the buyer, not the seller.
It’s the job of the applicant to convince you they’re the right fit.
It’s not the interviewer’s job to get the applicant excited about the position.
Your hiring team should be dispassionate evaluators—think poker players, not persuaders.
The best hires are those who sell you on their ability to contribute to your company’s future.
Confidence in hiring comes from being decisive, not from convincing someone to join.
Trust your instincts—if a candidate feels off early on, that feeling rarely improves over time.
Resources:
Free Zone Frontier by Dan Sullivan
How To Improve Business By Asking Good Questions
Always Be The Buyer by Dan Sullivan
Your Business Is A Theater Production: Your Back Stage Shouldn’t Show On The Front Stage
319 episodes
The Surprising Reason Great Salespeople Fail At Hiring
Inside Strategic Coach: Connecting Entrepreneurs With What Really Matters
Share
Manage episode 493326453 series 1303162
Content provided by Dan Sullivan and Shannon Waller, Dan Sullivan, and Shannon Waller. All podcast content including episodes, graphics, and podcast descriptions are uploaded and provided directly by Dan Sullivan and Shannon Waller, Dan Sullivan, and Shannon Waller or their podcast platform partner. If you believe someone is using your copyrighted work without your permission, you can follow the process outlined here https://podcastplayer.com/legal.
Just because someone excels in their role doesn’t mean they should interview new hires—especially if they’re a salesperson. In this episode, Dan Sullivan and Shannon Waller reveal why great salespeople often make the worst hiring decisions, how to spot the right evaluators for your team, and the mindset shift that separates a persuasive seller from a discerning buyer.
Here’s some of what you’ll learn in this episode:
- The role of a job seeker in an interview.
- The role that an interviewer should be playing.
- Why Dan isn’t involved in the hiring process at Strategic Coach®.
- A secret ingredient in the Strategic Coach hiring process.
- The powerful question you should ask every prospective customer and team member.
Show Notes:
Salespeople shouldn’t conduct interviews because they’ll treat every interaction like a sale—focused on overcoming objections rather than evaluating fit.
Great salespeople are wired to close deals, which means they’ll prioritize getting a "yes" over finding the right candidate.
A sales-driven interviewer risks hiring the wrong person simply because they couldn’t resist "winning" the interaction.
As the person doing the hiring, you’re the buyer, not the seller.
It’s the job of the applicant to convince you they’re the right fit.
It’s not the interviewer’s job to get the applicant excited about the position.
Your hiring team should be dispassionate evaluators—think poker players, not persuaders.
The best hires are those who sell you on their ability to contribute to your company’s future.
Confidence in hiring comes from being decisive, not from convincing someone to join.
Trust your instincts—if a candidate feels off early on, that feeling rarely improves over time.
Resources:
Free Zone Frontier by Dan Sullivan
How To Improve Business By Asking Good Questions
Always Be The Buyer by Dan Sullivan
Your Business Is A Theater Production: Your Back Stage Shouldn’t Show On The Front Stage
319 episodes
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Similar to Inside Strategic Coach: Connecting Entrepreneurs With What Really Matters
How can business help solve society’s biggest challenges? Welcome to Take on Tomorrow, the award-winning podcast from PwC that examines the biggest problems facing society and the role business can—and should—play in solving them. Hosts Femi Oke and Lizzie O’Leary talk to industry innovators, tech trailblazers and visionary leaders from around the globe about timely topics: from the climate transition to AI and data; and from the future of food to how we build, move and power the world.
…
continue reading
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Let’s face it, Real estate education has lost the script. Everybody “claims” to have the secret sauce. They get you to sign up, get you to bite on a “magic” formula, but there’s no real tools to get there. There’s so much talk, no practical steps. It’s not instructional, it’s hype. The ideas aren’t focused on your success, it’s focused on theirs. Well, it doesn’t have to be that way. If you’ve been searching for a way to escape the rat race and achieve true financial freedom wholesaling real ...
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Custom Manufacturing Industry podcast is an entrepreneurship and motivational podcast on all platforms, hosted by Aaron Clippinger. Being CEO of multiple companies including the signage industry and the software industry, Aaron has over 20 years of consulting and business management. His software has grown internationally and with over a billion dollars annually going through the software. Using his Accounting degree, Aaron will be talking about his organizational ways to get things done. Hi ...
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Welcome to the What’s Next! Podcast. I’ve met so many brilliant people as I traveled the globe and have had some fascinating conversations that I’ve wished had been recorded so I could share them with you - this podcast was a way for me to recreate those moments and let you in on some fantastic insights. My current conversations center around one objective: what's next for companies and individuals as they look to innovate and grow. I hope these conversations inspire you as much as they have ...
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Kara Goldin, Founder of Hint and Author of the WSJ Best Seller Undaunted, brings listeners real, unfiltered conversations with today’s boldest entrepreneurs, leaders, disruptors, and change-makers on The Kara Goldin Show. From overcoming setbacks to building iconic brands, Kara dives deep into the stories of those who dared to do things differently. Guests like Tony Robbins (entrepreneur, author), Chip Wilson (Lululemon), Guy Kawasaki (Apple, Canva), Mindy Grossman (WW), and Amy Errett (Madi ...
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The show that helps you maximize your wealth by turning complex financial situations into actionable advice. On Your Money. Your Mission., we answer the questions you’ve been asking about -- financial planning, investing, retirement and everything in between. Whether you’re navigating the complexities of the market or looking for the best ways to save or spend your money, tune in to hear from experienced financial advisors with JFG. Walk away from each episode with savvy tips and financial t ...
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continue reading
Wharton faculty and industry leaders discuss their latest research, books, and relevant business topics. Hosted on Acast. See acast.com/privacy for more information.
…
continue reading
Hosted by Yelp’s Small Business Expert, Emily Washcovick, Behind the Review features candid conversations with entrepreneurs and industry leaders—uncovering the stories, surprises, and creative strategies behind successful businesses. Whether you’re looking for inspiration, actionable tips, or insights to help your own business grow, tune in for fresh perspectives and expert advice, now also available on YouTube.
…
continue reading
A top podcast for healthcare leaders, with over one million downloads, Radio Advisory is your weekly download on how to untangle the industry's most pressing challenges to help leaders like you make the best business decisions for your organization. From unpacking major trends in care delivery—like site-of-care shifts and the rise of high-cost drugs—to demystifying stakeholder dynamics, to shining a spotlight on priorities that may get overlooked, we're here to help. Our hosts and seasoned r ...
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continue reading
Call them changemakers. Call them rule breakers. We call them Redefiners. And in this provocative podcast, we explore how daring leaders from across industries and around the globe are redefining their organizations—and themselves—to create extraordinary impact in today’s rapidly changing world. In each episode, Russell Reynolds Associates Leadership Advisor Hoda Tahoun and former CEO Clarke Murphy host engaging, purposeful conversations with leaders in and out of the business world who shar ...
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continue reading
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