Pronk Studios Podcasts

GIVE THE ANSWER EVEN BEFORE YOU ARE ASKED Bosses can drive you nuts with their questions, but if there’s one question that can really bring some to the edge, it’s asking about what’s going with that big account you’re trying to close. John is here to give us the secret to getting ahead of this question as part of the 3 levels of responses that a se…

IF YOU ASK DUMB QUESTIONS, YOU GET DUMB ANSWERS John talks about the importance of asking the right questions when trying to sell. He explains this by telling us a story about his experience in a toy store, where he and his wife encountered a man who skillfully probed them to know what they need. Find out more in this interesting story in this late…

FLIT IT UPSIDE DOWN AND SEE WHAT HAPPENS In this episode, John will be talking about email management. John will be discussing how you can keep up with the tasks in your inbox by simply flipping over the order of dates to instantly show you what you have left behind for days. Learn more in this latest episode of Noob School. WISDOM FOR THE NOOBS JO…

HOW DO YOU TALK TO YOURSELF? WHAT DO YOU TELL YOURSELF? It is important for a seller to have time and talk to his/herself, especially when coming from a lost deal or any undesirable event. John focuses his time today by explaining why whatever happens it is always best always take a look at the bright side, and it will brighten your day. Find out m…

EARLY BIRD GETS THE EARLY WORM John discusses the importance and benefit of starting the day early. John explains this by highlighting the Late Kobe Bryant’s work habits that have really shown great results. Tune in and learn the full story from John in this latest episode of Noob School. WISDOM FOR THE NOOBS JOHN: Top salespeople are the ones who …

BREATHE IN, BREATHE OUT Breathing is one of the basics of living. If we have some trouble with our health, one of the best treatments is going back to the basics, breathing. Now how does someone with no business background grow her small business? Just like breathing, go to the basics, make an offer people can’t refuse, and start small in your area…

ALL IT TAKES IS ONE STEP John is back with another short yet sweet solo episode and today he will be talking about getting up and getting things started. He highlights a tip he got from Scott Adam’s podcast a couple of years ago about setting one foot on the ground, and it will set you up for the day, and he relates it to taking the first step of e…

NOTHING BEATS AN INVESTMENT WHERE YOU CAN GROW John is faced with an interesting question today. “I'm a young person I've saved up some money, where should I invest it?” John talked about the most common answer you can get from people, but he provides a rather unique answer, take that money and invest it in yourself. He talks about the importance o…

TRAVELLING DOWN MEMORY LANE Dustin Caudell was once a noob under John’s tutelage, now a Principal at Fidens Advisors, he walks with John down memory lane and shares his story about starting in sales and growing into a successful sales leader. Dustin discusses the importance of having a great mentor and how it will shape you as a successful sales pe…

TELL ME WHO YOUR FRIENDS ARE, AND I’LL TELL YOU WHO YOU ARE Sounds cliche and overused, but this really makes sense especially with John Sterling’s subject today. John talks about The Rule of 5, where our character and being become the average 5 people we always hang out with. Find out how you can make sure you become aligned with the right people …

YESTERDAY’S HISTORY, TOMORROW’S A MYSTERY, TODAY IS A GIFT, THAT’S WHY IT’S CALLED “PRESENT” - That Old Turle From Kung Fu Panda Many would see this quote as a joke coming from a kid’s movie, but it completely encompasses the story that our host, John Sterling, is about to share today. John will be talking about time, its value, and what mindset yo…

FROM THE PSYCHIATRIC WARD TO THE SALESROOM Today’s episode features the story of Bill Lee, a story of just leaving his psychiatric profession because the pay was so low led him to a highly successful sales career. Bill is a Business Consultant at Lee Resources and the author of Gross Margin and 30 Ways Managers Shoot Themselves In The Foot. Tune in…

In this episode of the Noob School podcast, John Sterling is joined by his old friend and colleague, currently the Director of Partner Sales at Appian Corporation, Greg Gardner. The duo talk about their good ol’ days at DataStreams, and what Greg has been up to since he left the company. What follows is a veritable masterclass on choosing what sale…

In this episode of the Noob School podcast, John Sterling talks about showing up to a client meeting like you really want to get their business. Be enthusiastic, go the extra mile, and show them that you really want to earn the right to solve their problem. All things being equal between you and your competition, the winner is the one who wants the…

In this episode of the Noob School podcast, John Sterling talks to Todd and Brooks Taylor from Trident Digital about the exciting opportunities available in the cryptocurrency space. As people with very strong finance backgrounds, Todd and Brooks come with significant experience, and provide value to investors through their ability to identify, dil…

In this episode of the Noob School podcast, technology entrepreneur John Harrison gives hiring managers tips for choosing the right people, and for job applicants, things to do to nail their job interviews. Scott also talks about his new company, Next Founders’ Fund, which provides support for entrepreneurs looking to fund their vision. HIGHLIGHTS …

In this episode of the Noob School podcast, John Sterling talks to fellow The Citadel Alumnus, John Harrision. John and John talk about how you can ace any job interview, coming from a manager’s perspective. Their advice includes doing the easy stuff well, being well-prepared, and maximizing your personal network to get the interview. And no matter…

In this episode of the Noob School podcast, John Sterling’s son, Jack Sterling comes back to discuss why or why not getting a Master in Business Administration is the right track for you. Jack, who himself got his MBA after getting out of the Navy talks about the benefits of securing the degree, and also talks about when it might not be worth it. H…

In this episode of the Noob School podcast, John Sterling and his son and business partner Jack Sterling talk about their new initiative. Through the SkillBridge program, they will provide training and support to outgoing military personnel to help them secure a career in cybersecurity software sales. John and Jack, themselves former servicemen, ta…

In this episode of the Noob School podcast, John Sterling talks about six things that you can do to ensure a successful sales career. From taking care of your health to always writing things down, John’s advice is sound, practical, and deceptively simple. Ultimately, they focus on the things that you can do now so that you can see results fast. Tak…

In this episode of the Noob School podcast, our host John Sterling talks about the lesson he learned from Groundhog Day (1993), one of his favorite films. John talks about making little but constant improvements on yourself everyday, until you become the more interesting and well-rounded person that you want to be. HIGHLIGHTS John's favorite movie …

In this episode of the Noob School podcast, John’s brother Jack Sterling comes back to talk about his journey from the Navy Seals to sales. Jack recounts the discomfort that he experienced during his first attempts at selling, the mentors who helped him along the way, and the skills he acquired to find success in the field. Now an entrepreneur, Jac…

In this episode of the Noob School, our host John Sterling talks about improving your mental health the way you would with your physical body: cut back on the junk. Whereas you would get rid of junk food and other unhealthy foods in your pantry and fridge to cut back on weight, so you should delete all the news apps on your phone. You can still wat…

As a salesperson, you need to be intentional. Everything you do, even the questions you ask should be in service of your goal, which is to help your customer address a need or purpose. In this episode of the Noob School podcast, John talks about figuring out the best questions to ask in order to best help your customers. Hint: Even if they say so, …

It can be tempting to give in to instant gratification from time to time. Experience the world’s pleasures, live in the moment. But at some point, you will need to put your foot down and think long-term. In this episode of the Noob School podcast, our host John Sterling talks about thinking ahead and ensuring that the decisions you make today will …

Selling could very well be the career for you. But before everything else, you need to be clear on what it is that you’re getting into. In this episode of the Noob School podcast, our host John Sterling breaks down the essence of the world’s most lucrative profession, minus all the trappings of modern technology and even politics that envelop today…

Sales is the most lucrative job in the world; no wonder you want in. But before you race to your first interview, you should probably listen to this podcast first. In this episode of the Noob School podcast, John shares a few tips that you should follow, prior to getting your first sales job. HIGHLIGHTS Is sales really what you want to do? Figure o…

Some people are just lucky and privileged enough to receive the opportunities that they are able to take advantage of, whether it be through education, social status, or just knowing the right people. But the truth is, you still have to work for it, or else that luck and privilege means nothing. In this episode of the Noob School podcast, our host …

Do you remember the legendary 007 secret agent, James Bond? International mystery man of action, always shows up in a dashing suit, and takes his martini shaken, not stirred? John certainly does, and he thinks you should channel him in your next job interview. In this episode of the Noob School podcast, John talks about doing your research, looking…

So you’ve found the job that you could be qualified for, pays well, and has decent benefits. There’s no question in your mind that you want the job. The question is, how do you ensure that you’re the one who gets hired, and not the others lining up for the same job interview? In this episode of the Noob School podcast, our host John Sterling shares…

In this episode of the Noob School podcast, our host John Sterling talks to Bill Haun, a Channel Partner Manager for ZOLL Medical Corporation. Bill, who has been selling the company’s defibrillators, trauma kits, and more for almost 30 years now talks about finding something to be passionate about in what you do, and how a life threatening and care…

Just like in nature, the business world favors those that can adapt quickly to ever-changing conditions. In this episode of the Noob School, our host John Sterling talks to Adam Fineberg, the founder of Rock My Resume, Jackson Square Company, and Grow BPO. All in all, Adam has lived in eight different countries, adjusting his management skills and …

In this episode of the Noob School podcast, John talks about standing on even ground with your client. Don’t bend over backwards just to get a sale. Find out if they have a problem that you can solve, then charge accordingly. HIGHLIGHTS Be on an equal business stature with your client Figure out if you have a solution and then charge accordingly QU…

In this episode of the Noob School podcast, John answers a few rapid-fire questions from some avid listeners. Tune in for John’s tips on selling during uncertain times, how to be the top one seller in your organization, and how small businesses with little to no budget for sales and marketing can increase their revenue and reach more customers. HIG…

When talking to clients and prospects, tone is everything. You don’t need to be domineering, but you don’t want to sound hesitant either. In this episode of the Noob School podcast, our host John talks about the different voices that people talk in, and how you should sound when talking to your clients. HIGHLIGHTS Don't talk to your client like a p…

The old adage is true: birds of the same feather do flock together. If you want to be around more interesting people, then you will want to be more interesting yourself. In this episode of the Noob School podcast, our host John gives us eight things anybody can do out of the gate to be more interesting. Spoiler alert: it’s all about doing something…

It’s true: the day you stop improving is the day you start dying. Therefore, it’s crucial to never stop learning new things, even as you achieve a long-held goal. There’s always a lot more to learn at the next level. In this episode of the Noob School podcast, our host John Sterling talks to Sunland Logistics Solutions CEO Arch Thomason about his o…

As sellers and human beings, it’s natural to have some insecurities. But there’s absolutely no reason to go and compare yourself to others to seem more interesting. In this episode of the Noob School podcast, John talks about one way to cure that insecurity while also enriching your skill set as a seller. HIGHLIGHTS Comparing yourself to others is …

As sellers, we rely on a healthy body and sound mind to go about our work, so it makes sense to take care of ourselves. In this episode of the Noob School podcast, John talks about taking care of your health to live healthier lives and as an added bonus, sell more. HIGHLIGHTS Commit to an hour of exercise everyday Drink at least a gallon of water a…

SHOW SUMMARY By every stretch of the imagination, Donald Corry has had an interesting career. After graduating from The Citadel, he served as a military intelligence officer and upon completion of active duty, began to carve himself a career in enterprise sales with Blackbaud. After a few years, Donald decided to work as a financial advisor with Ed…

In this episode of the Noob School podcast, John talks about taking the pressure of closing a deal off from a seller's back by thinking of it as a game of lottery. If you don’t win, just get more tickets. You don’t control whether or not a customer really needs your product or service, so make sure that pipeline is filled and flowing. HIGHLIGHTS Th…

SHOW SUMMARY In this episode of the Noob School podcast, our host John Sterling talks about the 3-Foot Rule and why you should practice talking to people, even if it can feel a bit awkward at first. The trick is to get used to doing it so that you’re prepared when an opportunity presents itself, three feet away from you. HIGHLIGHTS The 3-Foot Rule,…

SHOW SUMMARY Today’s sellers may have the fanciest tools and the best sales education that money can buy, but at the end of the day it’s about two things: consistency and a good plan. In this episode of the Noob School, Managing Partner of ACME Capital and Senior Lecturer in the College of Business at Clemson University, Matt Klein talks about his …

SHOW SUMMARY In this episode of the Noob School podcast, our host John Sterling talks about the Rule of 5: you become the average of the five people you always hang out with. If your goals include being financially independent, having a successful career or business, and/or getting a steady passive income to fund your retirement, then you’ll want t…

SHOW SUMMARY In this episode of the Noob School podcast, our host John Sterling talks about his own approach to living a happy life, particularly in dealing with one’s past, present, and future. While nobody can claim that they know the absolute correct way to live, John’s approach comes close. It is simple yet all-encompassing, all delivered to yo…

SHOW SUMMARY This episode of Noob School with John Sterling features Bill Lee, Business Consultant at Lee Resources and author of Gross Margin and 30 Ways Managers Shoot Themselves In The Foot. Bill helped grow Builder's Mart from nothing to $678 million over the course of 19 years. He shares how testing sales teams with the Kolbe Index was a gamec…

John Sterling Noob School Podcast Descriptions "Rhino" Dan Sterling is a natural salesperson—and John's brother. They recall a story about Dan's time in Columbia at the University of South Carolina that showcases his selling abilities perfectly! Noobs will want to listen to this episode. Dan's start in sales was anything but smooth. He was selling …

John Sterling Noob School Podcast Descriptions Jim, aka "Yummy," had an interesting start in sales: liquor. After college, he and his buddies opened up their own shop and earned their chops the hard way in one of the most competitive industries around. Once he got his start in investments for SunTrust, he had a rough start due to little formal sale…

Todd began his sales journey in college out of a reluctance to return home. He went from slinging knives, to selling cars, to traveling across Europe before he even graduated! In addition to a nice chunk of cash, he also learned a whole heck of a lot about sales. Out of college, John hired him at Datastream. Among Todd's best assets is his ability …

Toni Leopard is a basketball coaching legend around these parts, even coaching John's daughter for a few years! Recently, she's channeled her intensity for improvement and passion for relationships to the real estate world. She talks John through this interesting (and rewarding) transition, and how her coaching chops helped her ramp up into a succe…