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Power to Sell

Eric Gjerdevig

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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20 episodes
Avg 39 min
English

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S9 · E56
Yesterday · 34 min
David Wodnicki - Power of Authenticity
In this episode of the Power to Sell podcast, North Dakota State University (NDSU) students travel to New York City to record from LinkedIn's offices inside the iconic Empire State Building. Their guest is David Wodnicki, Microsoft GTM Partnership & AI Sales Key Accounts Executive at LinkedIn, who shares insights on career adaptability, professional networking, and the importance of authenticity in sales. David reflects on his unconventional career journey, beginning with a one-way ticket to New York City after graduating from the University of Southern California, without a job or apartment lined up. From Enterprise Rent-A-Car's management training program to sales roles at DHL and LexisNexis, David built a foundation of business and relationship-building skills that eventually led him to LinkedIn. During his 11 years with the company, he even helped create his current strategic role connecting LinkedIn and Microsoft account teams. Throughout the conversation, David offers practical advice for students and emerging professionals on building meaningful professional networks. He explains why personalized outreach matters more than collecting connections and why authenticity should never be replaced by AI-generated messaging. While artificial intelligence provides unprecedented access to information and sales intelligence, David emphasizes that empathy, critical thinking, and genuine human relationships remain essential to sales success. This episode is packed with practical career advice and a powerful reminder that technology may change how we sell, but people remain at the heart of successful selling.
S9 · E55
October 27 · 31 min
Jahmy Hindman - Power of Connection
In this special live recording of the Power to Sell podcast at North Dakota State University, student hosts sit down with Jahmy Hindman, Chief Technology Officer at John Deere, to explore the intersection of technology, innovation, leadership, sales, and human connection. With more than 30 years at John Deere, Jahmy has witnessed an incredible transformation in agriculture and construction technology. From autonomous tractors and computer vision to generative AI that helps farmers make better decisions, he shares how John Deere continues to innovate while staying focused on the people who use its products. But perhaps the biggest takeaway isn't about technology at all. It's about relationships. Jahmy explains why trust, communication, and authentic human connections become even more valuable as technology advances. He also shares career advice that shaped his leadership philosophy, the importance of simplifying complex ideas, and why investing in relationships is one of the smartest decisions young professionals can make. Plus, get a glimpse into the future of agriculture, including the possibility of humanoid robots working alongside farmers. Technology may change how we work, but human connection remains at the heart of how we succeed. This episode is sponsored by RDO Equipment.
S9 · E54
October 7 · 32 min
Eric Newell - Power of Rapport
In this episode of the Power to Sell podcast, NDSU Students sit down with Eric Newell, founder and CEO of StoneRidge Software. Eric shares his entrepreneurial journey from Microsoft veteran to building StoneRidge Software from a three-person startup into a 200+ employee organization and a 10-time Inc. 5000 company. Central to the conversation is why building genuine human rapport—asking insightful questions, uncovering client fears, and understanding true business intentions—serves as the ultimate superpower in sales and leadership. Key Takeaways & Highlights: The Art of Rapport over Formula: Why top sales professionals stand out by connecting with people and uncovering their core business challenges, turning selling into collaborative problem-solving rather than pushy telemarketing. Overcoming "Do Nothing": How to guide non-technical buyers through complex, high-stakes software transformations ($100,000 to $5 million) and motivate organizations to overcome inertia. AI and the Human Touch: Practical guidelines for using AI as a starting partner for efficiency while preserving personal authenticity and human connection. Scaling Through Trust and Delegation: Eric's evolution from founder to CEO, learning to let go of hands-on control by implementing the Entrepreneurial Operating System (EOS) and empowering trusted leaders. Confidence & Career Foundations: Why intentional public speaking practice transformed Eric's presentation ability, along with his advice for college graduates to build a lasting reputation by being a "sponge" for learning.
S8 · E53
May 8 · 40 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.
S8 · E52
April 1 · 44 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.
S8 · E51
March 26 · 41 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
S8 · E50
March 3 · 36 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.
S8 · E49
February 18 · 53 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.
S8 · E48
February 11 · 32 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.
S7 · E47
Nov 20, 2025 · 32 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.”
S7 · E46
Oct 30, 2025 · 59 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.
S7 · E45
Oct 23, 2025 · 50 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.
S7 · E44
Oct 16, 2025 · 30 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.
S7 · E43
Oct 3, 2025 · 26 min
Angelia Vang - Power of Curiosity
In our second episode of Fall 2025, NDSU students sat down with Angelia Vang, Digital Marketing Strategist with DSG Supply, to discuss how genuine curiosity is the ultimate catalyst for career growth and organizational impact. Angelia, who started her career in merchandising before shifting into marketing, shares how her "curiosity really pulled me toward marketing". Angelia reveals that her most valuable professional skill—learning to anticipate needs before they even surface—is built by "really staying curious," dedicating time daily to tune into emails and webinars to gain insights and "connect the dots faster". This proactive approach allows her to transform marketing into a real growth driver, such as when she led the strategic transformation of DSG’s email program, resulting in exciting results and "revenue tied directly back to email, which we've never saw before". Angelia discusses how digital marketing constantly requires "selling ideas, credibility, and trust" through content. She also explains that the biggest opportunity for marketers is balancing digital innovation (like AI adoption) with the authentic connection needed to build trust. Angelia emphasizes that curiosity is foundational to leadership, advising listeners to always "ask questions" because it is critical to standing out and growing in your career.
S7 · E42
Sep 23, 2025 · 37 min
John Roberts - Power of Influence
Students kick off season seven of the Power to Sell podcast from Northwestern Mutual’s corporate headquarters in Milwaukee, sitting down with Chief Field Officer, John Roberts. Roberts, who is responsible for supporting the company’s 22,000 independent financial advisors and team members, explains why mastery of human influence is crucial for his leadership role. Dive into a dynamic conversation covering the essential traits needed to thrive in modern business. Roberts reveals the key to earning trust is focusing on being "interested" in others, understanding what they need, rather than trying to be interesting yourself. As he must influence independent business owners rather than commanding employees, Roberts leans heavily on "tools of influence" and change management, recommending foundational texts like Robert Cialdini's Influence. Roberts also offers frank advice for students: don't be afraid of making a mistake, looking silly, or asking the wrong question. He shares a lesson from his CEO: if you didn't fall while skiing, "you didn't learn".
S6 · E41
May 6, 2025 · 48 min
Eric Gjerdevig - Power of Fearlessness
In the final Spring 2025 episode of the Power to Sell podcast, students interviewed Eric Gjerdevig, a sales lecturer at NDSU and former business owner. The interview explores Gjerdevig’s professional journey, from his early exposure to technology and accidental entry into sales to his experience at Great Plains Software and Microsoft and ultimately starting and selling his own software consulting company. The conversation also touches upon the importance of overcoming fear and being open to new experiences. Gjerdevig’s passion for teaching and serving students through the NDSU sales program highlights activities both inside and outside the classroom. Finally, Gjerdevig shares his evolving definition of business success, shifting focus from just growth to having a healthy, profitable, and enjoyable company culture.
S6 · E40
Apr 29, 2025 · 47 min
Valentina Montesano – Power of Networking
In episode #40 of the Power to Sell podcast, students sat down with Valentina Montesano, an Azure Sales Specialist at Microsoft. Valentina discussed her journey from competitive cheerleading and community college to transferring to the University of Florida and eventually landing a role at Microsoft through their Aspire program for recent graduates. She shares insights on networking, preparing for interviews, her day-to-day life in tech sales, and her experiences living and working in New York City, including adapting to the fast-paced environment and leveraging AI tools like Copilot in her work. The conversation highlights the importance of building relationships, being authentic, and open-mindedness to new experiences in navigating a large company and career path.
S6 · E39
Apr 22, 2025 · 45 min
Todd Prigozen – Power of Grit
In episode #39, students interviewed Todd Prigozen, the CEO of Bobcat of New York City and Long Island. The conversation explores the importance of perseverance and grit and the dynamic nature of doing business in New York, contrasting it with experiences in other regions and overseas in London, particularly regarding logistics, staffing, and customer interactions. Todd also shares his career journey within the family business, insights on leadership and hiring, the relationship with Bobcat as a manufacturer, and strategies for sales and adapting to technological advancements.
S6 · E38
Apr 15, 2025 · 34 min
Reed Overfelt - Power of Listening
In this episode (#38), students sat down in New York City with Reed Overfelt, a seasoned technology executive and serial CEO. Overfelt discussed his career journey, from his early involvement with the internet to his experiences building and selling multiple tech companies. The conversation explores key aspects of sales and leadership, including the importance of listening, building trust, navigating challenges, and the impact of technology, offering valuable insights for aspiring sales professionals.
S6 · E37
Mar 31, 2025 · 30 min
Joe Pallo - Power of Emotion
In this episode of Power to Sell, NDSU students sat down with Joe Pallo, author of How to Sell Nothing: The Logical Way to Make the Emotional Sale. With over 35 years of experience in commission sales and thousands of sales calls under his belt, Joe shares insights on why emotional connections—not just logic—drive successful sales. He offers real-world advice for young professionals and reflects on his journey from selling books door-to-door in college to coaching top sales performers today. Whether you're a business major, an aspiring entrepreneur, or just curious about the art of persuasion, this conversation is packed with valuable lessons you won't want to miss!

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