All Episodes

Episode 73 - Why Your Deal Went Dead, And What You Did to Kill It

Episode 72 - How to Get More Referrals Using LinkedIn (The Rule of Seven)

Episode 71 – 7 Email Fails That Are Costing You Deals (And What to Do Instead)

Episode 70 – The 5 Biggest Lies in Sales (That We're Still Teaching Each Other)

Episode 69 - RACI: The Framework That Fixes Your Decision-Making Blind Spots

Episode 68 - How to Protect Deals After Agreement

Episode 67 - Overcoming Discomfort Talking About Price

Episode 66 - The Cold Call Opening Framework

Episode 65 - When Your Prospect “Forgets” the Meeting

Episode 64 – Timeline Trouble: How Vague Dates Kill Deals (and What to Do Instead)

Episode 63 – Make It Easier to Buy: Improving the Buyer Experience Without Over-Selling

Episode 62 – Pattern Interrupts: How to Stay in Control When Buyers Push the Process

Episode 61 – Rapport Isn’t Relationship: How Trust Fuels Better Sales Conversations

Episode 60 – Selling with Intent: Fundamentals That Drive Consistent Results

Episode 59 - 6 Sales Books That Make You Better at Prospecting, Mindset & Questions

Episode 58 - Why Sales Objections Are Usually Your Fault (And How to Fix Them)

Episode 57 - Pain, Fear, and the Sales Mind: How to Create Real Urgency and Drive Decisions

Episode 56 - Mastering Sales Calls - Pre Plan like a Pro

Episode 55 - From Pain Points to Gumballs: Sean Coyle on Sales Training That Sticks

Episode 54 - Beyond the Booth: How to Maximize ROI at Trade Shows

Episode 53 - Avoiding the Seven Sins of Sales Appointments - Mastering Meeting Prep

Episode 52 - How to Make Sales Commitments, and making those Commitments Stick

Episode 51 - Accelerated Outcomes: How to Increase and Sustain Deal Velocity – 5 Checks for Faster Sales

Episode 50 - Sales Fails- the best of the best from our first 50 episodes

Episode 49 - Dead Deals & Missed Signals: Diagnosing What Stalled Your Sale

Episode 48 - Having the ROI Conversation - How do you show "Value?"

Episode 47 - How to Ask Tough Questions with Aaron Prickel

Episode 46 - Buyers Don't Care what you Sell with Jim Bramlett

Episode 45 - How to Nail the First Two Minutes with Anyone

Episode 44 - The Art of Active Listening and Overcoming Resistance with Tom Mulligan

Episode 43 - Breaking down the Prospecting Conversation

Episode 42 - Clear Purpose: Building Momentum from Meeting to Meeting

Episode 41 - Effective Prospecting Sequences with Donald Kelly

Episode 40 - How to Land the Initial Meeting and How Selling is Different for Women

Episode 39 - Four Questions to Fix your Pipeline

Episode 38 - The three factors destroying your SDRs

Episode 37 - Email Prospecting: Subject Lines Done Right with Jay Schwedelson

Episode 36 - How to Ask for Money

Episode 35 - How to be easy to buy from with Markku Kauppinen

Episode 34 - Client Retention, Servant Leadership, and How to Grow Accounts with Dave Blake

Episode 33 - How to build trust - get results before relationships

Episode 32: How can you sell an imperfect product? Three steps for product gaps and service disruptions.

Episode 31 - Are we done qualifying yet? Why do prospects lie? How to avoid the traps in qualification.

Episode 30 - Revops at its Best and Why Salespeople Get it Wrong

Episode 29: Buyer Psychology - How do I analyze interactions in Sales? How to have better conversations.

Episode 28: Jim Gum - Enneagram for Salespeople, Where Communication Breakdowns Happen on Calls

Episode 27 - Why do Clients Leave us?

Episode 26: David Mattson - How do you sell to a Modern Buyer? Should I get into selling?

Episode 25 - Email Prospecting - Am I over-automating?

Sales Tales Episode 24: Building Confidence, Should Salespeople leverage AI?

Episode 23: How do you create healthy selling habits?

Episode 22 - Social Selling: How to Make LinkedIn Work for You

Episode 21: How do you Network?

Sales Tales Episode 20: How to talk to Executives, How to Scale a SaaS business.

Episode 19: Why Presentations Fail, How to give great Sales Presentations

Episode 18 - Relationships vs Rapport - How to be a trusted advisor to prospects and clients

Episode 17 - Losing the Pursuit - How to Reach Decision Makers

Episode 16 - Do Cold Calls Work?

Episode 15 - Chris Do - Culture Attracts Top Talent

Episode 14 - Onboarding Salespeople Part 2

Episode 13 - How to Onboard Salespeople Part 1

Episode 12 - Carlos Garrido - Sales Objections and Staying out of the Chase

Episode 11 - Luis Rodriguez - How to Use Humor in Selling

Episode 10 - Trade Show Selling Part 2

Episode 9 - Chris Kuehl - Selling in Today's Economy

Trailer - Second Half of Season One

Episode 8 - Trade Show Selling Part 1

Episode 7 - Nick Barkman - That time I split my pants over a $100 commission

Episode 6 - Bill Clyne - Sustaining Sales Momentum and Being a Trusted Advisor

Episode 5 - Zack Pike - Selling with Linkedin and Video Prospecting

Episode 4 - Pete Hinojosa - Use DISC to Understand your Customer

Episode 3 - Esther Kestenbaum - Women in Sales and Punching Above your Weight

Episode 2 - Seth Penn - Persistence Pays when Prospecting

Episode 1 - Leslie Baird - Grow Accounts by Asking Questions

Sales Tales Trailer - How can I Find a good Sales Podcast?