066: Chris Voss | Negotiating as if Your Life Depended on It
Takeaways Empathy Saves Time: I know it sounds counterintuitive, but slowing down a sales...
45:39
065: Cory Bray | Sales Enablement: The Ecosystem that Extends Throughout an Organization
Takeaways Develop your Persona/Pain/Feature Content Matrix: Think through each persona...
32:14
064: Richard Vis | Why Every Salesperson Creates Their Own Audience
Takeaways Attitude is Everything: A trend that I see becoming more and more prevalent every day...
29:14
063: Mark S A Smith | 50/40/10: Why Your Product Only Makes Up 10% of Your Success
Takeaways Sales is Change Management: This is especially true when we’re selling disruptive...
41:39
062: Chris Dailey | The Difference Between Understanding and Implementing a Sales Process
Takeaways Create Visibility to Buy Time: To many, it seems like sales boils down to have you...
29:22
061: Brian Trautschold | Understanding the Science Behind Personal Ambition
Takeaways Call Executives Early: There’s been so many great takeaways on this show, that I’m...
36:16
060: Simon Mutlu | Selling Technology to Today’s Evolving Workforce
Takeaways Create Replicable Processes: The best ways I’ve learned to master a concept are to...
27:19
059: Kristin Zhivago | Sales Calls Should Happen with Prospects, Not to Them
Takeaways Selling Your Friends is Not Traction: When launching a new product (or company for...
33:17
058: Andy Paul|Reinventing Yourself: The BALD Truth About Selling
Takeaways Be Human: There’s a myth being perpetuated that buyers don’t have time for small talk...
38:55
057: Paul Dean | How (and When) to Create a Sales Playbook
Takeaways Playbooks are Living Documents: Cold call scripts, prospect email templates, ideal...
28:24
056: Dave Enmark | Cycling Through the Emotional End of the Sales Process
Takeaways Intellect vs Emotion: People don’t buy for intellectual reasons. They buy emotionally...
38:14
055: Mike Chudy | The Science of Positioning for a Win/Win
Takeaways Learn to Position Yourself: Rather than selling pieces of the puzzle, focus on what...
36:29
054: Carrie Simpson | Pick-up the Phone: Getting Over Call Reluctance
Takeaways Overcome the “Send Me Info” Objection: The goal of cold calling is not to just send...
35:08
053: Katie Early | A Human Approach to Not Getting “Happy Ears”
Takeaways Teaching Can be Detrimental: Spending too much time educating your prospect and not...
31:57
52: A Year in Review | Conversations with 25 Sales Leaders
Top Book Recomendations How to Win Friends & Influence People by Dale Carnegie The Joshua...
30:07
051: Mike Julian | Humble Yourself: Getting Comfortable with Being Uncomfortable
Takeaways Effort + Execution + Empathy: It used to just be a numbers game. You put in the work,...
34:25
050: Richard Smith | Highlighting the Defining Moments of Sales Conversations
Takeaways Sales Meetings are Not Coaching Sessions: Every sales team has a weekly call. The...
35:53
049: Dan Fantasia | No Retreat: When Societal Norms are Misleading
Takeaways Write Your Own Rules: If you’re going to be a consultative salesperson, you must...
36:40
048: Justin Fite | Replacing the Antiquated Approach to Sales Onboarding
Takeaways Remove General Blanket Training: If you don’t know where to spend your time, you’ll...
33:08
047: David Duncan | Know What You’re Fighting For: The Spectacle in the Build-up
Takeaways Set Tough, Aggressive Targets: I’ve always struggled with the concept of “quota” and...
31:16
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