All episodes

EP59: Getting Prospects from Fear to Commitment

EP58: Your Prospect Adores You! But Will His CFO?

EP57: What to Charge for a Trip to the Promised Land

EP56: Can Innovation and a Pandemic Coexist?

EP55: Vanity, Vanity, Thy Name is Adoption Metrics

EP54: Where Did All the Coaching Go? (Long Time Passing)

EP53: Myths and Misconceptions of the Cold-Calling World

EP52: When Operational Excellence Meets a 9-Foot Wall

EP51: Coaching vs. Evaluating - How Fear Impacts Performance

EP50: Scarcity, Abundance, and the Biggest Sin in Sales

EP49: Enslaved by Preconceptions? Shoshin Can Set You Free.

EP48: The Theory of Constraints - Abandon or Persuade

EP47: Change the Message or Change the List

EP46: Modern Sales is a Collaborative Exercise in Search.

EP45: It‘s the CEO‘s Job to Feel the Ice Rather than Harpoon the Whale

EP44: The We‘re Set Objection and Why Introverts Make the Best Salespeople.

EP43: 91% of All Marketing Dollars are a Waste.

EP42: We Need to do Together Before We Partner Together.

EP41: Manufacture Trust at Scale and Pace to Grow Exponentially

EP40: Every Mitigation is Untested - WFH or Going Back to the Office

EP39: Work From Home Injects Over $1 Trillion Into the Economy

EP38: Why CEO‘s Need to be Selling

EP37: The Dog, The Fence and the Bone Problem.

EP36: Celebrating a win isn‘t anything, it‘s just preparing for the next thing.

EP35: Magic Technology Doesn‘t Mean You Can Execute a Business.

EP34: 3 States of Your Business: In Flow, Stuck, and Waiting.

EP33: Sales Pros - Your Experiences are Your Core Differentiator

EP32: Sales Pros - Stop Worrying About the Deal.

EP31: The Power of the Anti-curse to Overcome Rejection

EP30: How to Retain the People Who Want to Save Men‘s Souls.

EP29: Fun is a Requirement for Business Success

EP28: Construct Your Company So it is Unappealing to Parasites.

EP27: The Culling of the Non-Professionals in Sales

EP26: #WFH - Sales Pros - Do You Stand Still, Learn More, or Dominate Your Market?

EP25: Three Reasons Sales Reps Don‘t Follow Up

EP24: Would it Help if I Perform a Haka Before My Cold Calls?

EP23: You Only Live Once, But You Get to Serve Twice

EP22: The Rise and Fall of the Sales Empire

EP21: The First Law of Sales Holes - If You Find Yourself in One, Stop Digging.

EP20: How to Make Fear Your Friend in Cold Calling

EP19: The Best Surfer (or Sales Rep) Out There Is The One Having The Most Fun.

EP18: Surf’s Up - We All Stand Equal Before a Wave.

EP17: High Noon - Facing the Black Hats Who Are Trying to Take Your Market

EP16: How Many SDRs Does It Take to Change a Lightbulb?

EP15: All Dead Companies are Equally Uninteresting.

EP14: Parker Brothers Gave Me My MBA

EP13: Mr. Miyagi and the Theory of Market Dominance.

EP12: Get the DeLorean; My Profession is Stuck in 1855.

EP11: The Two-State Solution in Market Dominance: Dollars or Donuts?

EP10: Are You Serious About Reaching the Top of Your Market?

EP9: How to Harvest Authentic Trust in your Discovery Calls

EP8: How to Free Solo Your Pitch

EP7: Don‘t Make the Spiders Angry

EP6: Stranger Things in Sales

EP5: Market List Creation - Know Your Enemy.

EP4: Messaging Eats Product for Breakfast

EP3: The Hard Truths About Taking VC Funding

EP2: The 3 Features & 3 Strategies Every Startup Must Have

EP1: Your Startup Origin Story: Sales is Not the Villain