All Episodes
Displaying 1 - 20 of 21 in total
Are you working a process or chasing randomness? (21)
Imagine a slider with working a process on one end and chasing randomness on the other. Where would you be on that slider? If you are working a true sales process you...
Six more unfair business growth strategies (20)
Six unfair marketing strategies that provide a competitive advantage. Business is not fair. The people who win aren't necessarily the ones with the best product, the ...
Three unfair business growth strategies (19)
Three most powerful unfair business growth strategies for experts, trainers and professional service providers.
Increase sales closing by improving your sales system (18)
W. Edwards Deming, the famous business theorist, industrial engineer and management consultant famously said “Every sales system is perfectly designed to get the resul...
"I'm not interested" sales objection really means... (17)
What does the I"m not interested sales objection really mean?
Two fears every sales rep should have (16)
If you are a sales rep or sales manager, you should be terrified of two things. 1. Failure: 2. Success without knowing why. FAILURE isn’t just about missing sales go...
Bullseye B2B lists turn your cold calling scripts into gold (15)
The more time you invest in building your outreach list, the easier it is to get a reply. You cannot sell much to people unlikely to need you. Bad lists equal wasted ...
Selling B2B--the one inch rule: the "stop short" B2B sales representative (14)
Today, we discuss the one-inch rule of selling.Very simply, don’t let distractions, overconfidence, lack of confidence or a fear of rejection cause you to stumble in t...
Sales process steps: When to break the rules. (13)
Your sales process is like a well-paved road to sales success. It’s designed to guide you and your team toward your ultimate destination: closing new accounts. Without...
Ban five words to boost sales team pipeline progress (12)
Ya but, interested, I’m different, good meeting and proposal. Words and phrases commonly used by sales teams. But do they help or hurt? If you are managing a sales tea...
50 Shades of not interested. A sales rebuttal objection strategy. (11)
When your prospect says, “not interested,” the least likely reality of this blow off is that your decision-maker is actually, “not interested.” We will discuss what th...
Start boosting 2025 sales: Decide what to stop.
If you’re determined to grow your sales in 2025, there’s a decision you must make—and it’s not about what you’ll do. It’s about what you’ll stop doing.
B2B appointment setting - worst advice ever (09)
Should you research a company before B2B cold calling for a sales appointment or discovery call? Most sales reps and sales managers would say, of course. But on this e...
How much sincerity must be faked to earn trust? (08)
How much sincerity must you fake to earn trust? That is the topic of today’s podcast. Do you know your biggest challenge as a sales rep, vendor or service provider? Yo...
Why do salesreps resist change? (07)
People love to think about change—deciding to change, preparing to change—but when it comes to actually changing? Ahh, not so much. The most powerful force on earth is...
Define target audiences: How tight target market profiles BOOM your business (06)
Defining target audiences. When it comes to business development, some decisions impact the bottom line more than others. And some mistakes, if you make them, hurt you...
B2B Cold Outreach: Seek to Activate, Not Implant (05)
You want to stack the odds in your favor? Cold outreach should feel like shooting fish in a barrel, and that barrel should be drained with the fish line at the bottom....
Failure leads to success (04)
Failure is often a prerequisite for success. If you do not embrace failure as part of your success journey, never learn from it, or seek to avoid it, you will never re...
Balance reach, frequency and impact for new business results (03)
Balancing touching the right targets with your messaging, frequently enough and with a message that resonates. This episode discusses balancing reach, frequency and im...
Transformative sales management (02)
The topic today is about something always present when sales teams vacuum up new business and leap-frog over competition. The element is superior sales management, tr...