Power to Sell

Hosted by Eric Gjerdevig

Business Entrepreneurship

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Episodes

Latest episode

May 2026

Language

EN-US

About the show

Power to Sell is a student-led podcast focusing on mastering the underlying skills of persuasion, leadership, and sales. It's focused on how we transform these 'ordinary' human skills into the extraordinary and how we can differentiate ourselves based on how we sell versus the characteristics of what we sell.

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53 recent

May 8, 2026Episode 5340 min

Don Masters - Power of Time

In this episode of the Power to Sell podcast, students sat down with Don Masters, Executive Vice President of Sales and Marketing at Border States, to discuss why time is one of the most valuable assets in professional sales. Masters shares the best advice he ever received: treat time like money by breaking annual quotas into daily goals to maximize productivity and consistency.One area of focus was the idea that trust is built by consistently honoring small commitments, whether that’s showing up early, following through on promises, or meeting deadlines. Over time, those moments compound, helping sales professionals evolve from vendors into trusted partners.The episode also explores how Border States is leveraging AI to accelerate “time to solution” by automating manual tasks and creating more time for meaningful customer interactions. Masters also cautions students against impatience, emphasizing that strong B2B relationships are built incrementally over time. Finally, he discusses the transition from working “in” the business to working “on” the business, highlighting the importance of disciplined decision-making, data, and long-term thinking.

April 1, 2026Episode 5244 min

CeCe Morken - Power of Empathy

This episode of the Power to Sell podcast features an interview with Cece Morken, a successful North Dakota State University alumni and former CEO of Headspace. Throughout the conversation, Morken discusses her transition from sales and marketing into high-level executive leadership and corporate board roles. She emphasizes that effective selling and leading both require deep empathy and a focus on co-developing solutions with others. Morken also shares personal insights on maintaining a growth mindset, the benefits of meditation in the workplace, and the importance of being a "learn-it-all" rather than a "know-it-all." The discussion serves as a guide for students entering the workforce, highlighting trust, transparency, and humility as the foundations of a meaningful career.

March 26, 2026Episode 5141 min

Ann Melancon - Power of Relationships

In this episode of the Power to Sell podcast, training manager Ann Melancon joins student hosts to discuss her career path and the relationship-driven culture at CED (Consolidated Electrical Distributors). After a 15-year career gap as a stay-at-home mother, Ann returned to the workforce at CED, a company she praises for its integrity and family-oriented environment. Ann describes CED as a decentralized wholesale electrical supplier where nearly 800 locations operate as independent "profit centers" run like small businesses. She emphasizes that the company’s success relies on authentic relationship building rather than traditional marketing, as sales professionals must understand a customer’s goals to provide superior service.Ann asserts that "everything is sales" and highlights essential skills such as active listening, the empathy of a "human touch," and the tenacity to ask for the sale. A significant portion of the conversation focuses on CED’s Management Training Program, which fosters leadership by seeking "hungry, humble, and smart" candidates who possess a growth mindset. Regarding modern technology, Ann explains that while the industry is often a "late adopter," CED is foundational in powering AI by supplying materials for massive data centers. Ultimately, Ann advises graduating seniors to avoid the "thief of joy" that is comparison, encouraging them to find mentors and remain curious as they navigate their unique professional timelines

March 3, 2026Episode 5036 min

Joe Sandin - Power of Reps

In this episode of the Power to Sell podcast, NDSU students sit down with Joe Sandin, founder and CEO of Onsharp, to explore lessons from his 26-year journey as a technology entrepreneur and business leader.A central theme throughout the conversation is the importance of putting in the reps, the belief that mastery in sales, leadership, and entrepreneurship comes from consistent, disciplined effort over time. Sandin reflects on the risks he took starting a technology company while still in college and explains why gaining real-world selling experience early in a career creates long-term competitive advantage.The discussion also examines how artificial intelligence is reshaping software development by automating repetitive work and enabling engineers to focus on higher-value problem solving. Beyond technology, Sandin shares practical leadership insights, encouraging young professionals to focus on outcomes rather than micromanagement, build trust through authentic relationships, and remain willing to take on difficult challenges.Throughout the episode, Sandin reinforces the mindset of lifelong learning, reminding students that success in both sales and technology belongs to those who continually adapt, grow, and keep putting in the reps.

February 18, 2026Episode 4953 min

Ryan Watkins - Power of Reliability

In this episode of Power to Sell, NDSU students interview Ryan Watkins, the CEO of the upper Midwest region for Marsh McLennan Agency. Watkins shares his professional journey, which began with high-volume cold calling and transitioned into a successful career in the insurance industry. He reflects on his rise through various leadership roles, eventually overseeing a half-billion-dollar business with 1,600 colleagues.The conversation delves into Watkins' core philosophies, highlighting the importance of intellectual curiosity, reliability, and a servant leadership mindset, where he views his primary role as serving his team rather than being served by them. Watkins emphasizes that work ethic and grit are the primary differentiators of top-performing advisors, famously citing his father’s advice that "indecisive squirrels get smooshed" to encourage decisive action.Beyond leadership, Watkins addresses modern industry shifts, including the growing role of AI in automating data-heavy tasks like contract review. He also offers practical sales advice, focusing on maintaining a "high say-to-do ratio" to establish trust and moving from a vendor status to a true business partner. Finally, Watkins provides a personal glimpse into his life as an avid bow hunter and offers final encouragement to college seniors to "go all in" as they enter the workforce.

February 11, 2026Episode 4832 min

KJ Blattenbauer - Power of Brevity

In this episode of Power to Sell, NDSU students sit down with publicist and author KJ Blattenbauer. KJ discusses her career journey and the core principles of her new book, Pitchworthy. She shares practical advice for small business owners and students on how to persuade audiences and build credibility without a large budget.Blattenbauer emphasizes that successful pitching requires brevity, clarity, and a focus on the recipient’s needs rather than the sender’s accolades. She also cautions against the “beige” quality of AI-generated messaging, advocating instead for human elements like context, storytelling, and active listening.The conversation highlights the importance of professionalism and follow-through, illustrating how simple acts of gratitude can help launch a successful career. Throughout the interview, Blattenbauer encourages listeners to proactively network and maintain a consistent personal brand in order to stand out in a competitive market.

November 20, 2025Episode 4732 min

Sandi Piatz - Power of Questions

In this episode of Power to Sell, NDSU students sit down with Sandi Piatz, President and CEO of the United Way of Cass-Clay. Sandi walks through her impressive career path—from a startup software company, to sales and technology consulting, to serving as Microsoft’s site leader—before making the leap into the nonprofit sector.She shares how her long-standing commitment to community involvement consistently aligned with the values of the organizations she joined. That alignment ultimately led her to a role where she can combine her passion for service with her business expertise. Sandi also breaks down the United Way’s mission to inspire and mobilize the community to change lives by focusing on hunger, homelessness, and school readiness—all through a data-driven lens.Throughout the conversation, she highlights the powerful overlap between business and nonprofit work, noting that both depend deeply on relationships, data, and innovation.Sandi emphasizes that her most important sales skill is the ability to ask great questions and truly listen—skills that allow her to understand needs, build trust, and help others achieve their goals. For students hoping to stand out, her advice is simple and impactful: be curious, be humble, be hungry, and “be okay to start something before you’re ready.”

October 30, 2025Episode 4659 min

Lanelle Vasichek - Power of Brand

In this episode of Power to Sell, NDSU students sit down with Lanelle Vasichek, Senior Director of Global Brand for Bobcat Company. Lanelle shares her career journey and the path that led her to her current leadership role at Bobcat.She reflects on the monumental challenge of building a global brand function in a company that had traditionally focused on “selling excavators and selling loaders” as independent products. One of her biggest hurdles, she explains, was influencing the internal team—“almost my hardest audience.” To overcome that, she embarked on a collaborative “road show” to inspire colleagues with a vision “bigger than what we were today” and to earn their buy-in.Lanelle discusses the creation of a Global Brand Council and the ongoing balance between maintaining strong brand governance and staying “loose to market” to respect cultural differences. At the heart of her strategy is the power of authentic storytelling—highlighting real customers as the true “heroes” of Bobcat’s campaigns.She closes with advice for students: be authentic, trust your instincts, and embrace opportunities that push you beyond your comfort zone.

October 23, 2025Episode 4550 min

Thom Coats - Power of Mindset

This episode of The Power to Sell Podcast, features Thom Coats, Professor and Director of the sales program at Middle Tennessee State University (MTSU). Coats details his career shift from over 25 years in sales and a six-year stint in law enforcement to academia.A central theme is the transformative power of sales education, which he argues can "change family trees" by helping students earn double or triple the income of a normal degree. Coats stresses that "everybody sells"—whether externally or by promoting ideals within a company. He draws on his background to emphasize core principles: the necessity of listening and always asking for the deal. He teaches first-generation students to adopt a "CEO of their Family Inc." mindset to combat "impostor syndrome".While acknowledging that technology has evolved (like shoe boxes being an early CRM) and AI is now a necessary tool, Coats insists that the principles of selling remain unchanged. Sales are fundamentally "human to human" (H2H); AI cannot "read a room" or handle high-dollar relationship sales. He concludes with key advice for student success: smile, and consistently show up on time, follow up, and follow through.

October 16, 2025Episode 4430 min

Gary Halvorson - Power of Trust

In this episode of Power to Sell, NDSU students sat down with Gary Halvorson, Executive Vice President at CHS. Recorded at CHS headquarters in Minneapolis, the conversation explores the foundation of trust in both sales and leadership.Halvorson shares his journey from growing up on a small North Dakota farm to leading a global Fortune 100 cooperative serving farmers and consumers around the world. He reflects on lessons from his 26-year career at CHS—how mentorship, consistency, and moral integrity shape success in business and in life.Listeners will hear Halvorson’s insights on what separates good salespeople from great ones, why trust must be earned through consistent action, and how every customer relationship begins with understanding individual needs. From navigating global markets and government policy to balancing tradition with innovation in renewable fuels, this episode captures the human side of agriculture, sales, and leadership.The Power of Trust reminds us that in any industry—whether in the field or the boardroom—authentic relationships remain the ultimate competitive advantage.