All episodes
Ep. 158 - "Sell Without Selling Out" featuring Special Guest Andy Paul - Part 1
Ep. 157 - Pro Strategies from a Leader in Enterprise Sales – Randy Riemersma
Ep. 156 - How to Nail Your Next Sales Presentation - Part 2
Ep. 155 - How to Nail Your Next Sales Presentation - Part 1
Ep. 154 - Selling in a Recession
Ep. 153 - How to Never Forget a Name with Neil Kutzen
Ep. 152 - Are You a Trusted Partner to Your Customers?
Ep. 151 - Sales & Parenting: Learning to Influence
Ep. 150 - The Culture MRI: Creating a culture that attracts, retains, and produces!
Ep. 149 - Relationships Determine Influence (Part 2)
Ep. 148 - Relationships Determine Influence (Part 1)
Ep. 147 - A Conversation with Sales' #1 Authority, Jeb Blount
Ep. 146 - 7Ks of Confidence (Part 2)
Ep. 145 - 7Ks of Confidence (Part 1)
Ep. 144 - The Mistakes That Make Us
Ep. 143 - 2 Pro Tips for Effective Negotiation in Sales
Ep. 142 - Achieving the Impossible
Ep. 141 - Mental Fitness with Bobbi Kahler
Ep. 140 - How to Navigate Selling a Total Solution
Ep. 139 - Tips for Technical Selling
Ep. 138 - The Price is Right: How to Defend the Value of Your Solution
Ep. 137 - Do You Need a Jumpstart?
Ep. 136 - High Trust Selling with Todd Duncan
Ep. 135 - Six Habits of Highly Effective Sellers (Part 2)
Ep. 134 - Six Habits of Highly Effective Sellers (Part 1)
Ep. 133 - 10 Tips for Selling Virtually from a Pro (Part 2)
Ep. 132 - 10 Tips for Selling Virtually from a Pro (Part 1)
Ep. 131 - The 5 Drivers to Confidence & Speaking with Authority (Part 2)
Ep. 130 - The 5 Drivers to Confidence & Speaking with Authority (Part 1)
Ep. 129 - Is your life out of balance? Should you join the great resignation and find a new gig?
Ep. 128 - The Tom Brady of Selling
Ep. 127 - Speaking Made Simple - Mastering a Sales Presentation
Ep. 126 - 22 Pro-tips for 2022
Ep. 125 - Rising to the Top of One of the Largest Sales Organization in the World
Ep. 124 - Lessons from a 9/11 Survivor & Hero
Ep. 123 – The Number One Driver to Changing Beliefs - Emotions (Not Logic)
Ep. 122 – Influence Begins Here – Discovering the Truth
Ep. 121 - The 2 Barriers to Being Persuasive
Ep. 120 – Scott’s Words of Wisdom from 31 Years of Selling
Ep. 119 – Artificial Intelligence and Conversational IQ for Sellers and Leaders
Ep. 118 – Exposing the Unstated Emotional Needs of Your Prospect
Ep. 117 – Is That Deal Worth Winning?
Ep. 116 – Can you win?
Ep. 115 – Is the Opportunity Real?
Ep. 114 – Emotion Not Logic is Most Important in Buying Decisions
Ep. 113 – In Selling, Practice Makes Perfect
Ep. 112 – 6 Examples of Why Sellers Who Serve are More Successful!
Ep. 111 – Sales Leadership Lessons from Author and Global Sales Leader Charles Forsgard
Ep. 110 – What are you really selling? Hint: It’s not your solution!
Ep. 109 – The 3 P’s That Drive Influence and Receptivity
Ep. 108 – Selling Lessons from 1969 NY Mets World Series Champion Art Shamsky
Ep. 107 – Lessons from a Certified Forensic Interrogation Specialist
Ep. 106 – The Four Stages of Building a New Capability
Ep. 105 – Trouble Getting Your Prospect to Engage? Get at the Problem.
Ep. 104 – Every Employee, Every Person is a Salesperson
Ep. 103 – As a Sales Rep, You Should Crave Coaching
Ep. 102 – Defending the Value of Your Solution
Ep. 101 – Your Position, Not Your Product Gets the Meeting (and wins the deal)
Ep. 100 – 100% Club: What Makes Consistent Sales Achievement Possible?
Ep. 99 – Question Intelligence – Best Practices in Sales Questioning
Ep. 98 – 4 Sales Lessons from the Final Four
Ep. 97 - Prospect the Account, not the Person!
Ep. 96 – Tales from the Frontlines with Regional Vice President John Cerqueira
Ep. 95 - Personal Growth Comes with Pain. Is it worth it?
Ep. 94 – Tales from the Frontlines with former IT Sales VP, Penny Honea
Ep. 93 – You want your customer to believe you are Other-Centered®? ServeMore3
Ep. 92 – Tales from the Frontlines with AFLAC District Sales Manager Robert Zeman
Ep. 91 – 3 Tips to a Robust Sales Pipeline
Ep. 90 – 4 Virtual (Zoom) Challenges and How to Overcome Them
Ep. 89 – Selling is a Team Sport: Sales and Marketing….perfect together
Ep. 88 – Top 10 Tips for Improving Closing Rates in 2021
Ep. 87 – 5 Steps To Eliminating Coaching Frustration
Ep. 86 – How to Identify the Political Structure within Your Accounts
Ep. 85 - The Many Ways Sales People Have Adapted to Selling in a Post COVID World
Ep. 84 – End of Year Advice: Reflect and Give Thanks
Ep. 83 – Quadrant Coaching Recommendations for Those with Desire and Those Without.
Ep. 82 – Quadrant Coaching Barriers: Time and Motivation
Ep. 81 – 4 Challenges Prospects Have with the New Virtual Buying Process
Ep. 80 – Virtual Selling Vulnerability compared to Face to Face
Ep. 79 – Need help prospecting? Learn the Big 3 Reasons to become an elite Social Seller!
Ep. 78 – The Sales Rep of the Future Must Be Organized and Other-Centered®
Ep. 77 – Strategic Sales Planning is as simple as the 3 F Approach
Ep. 76 – 3 Steps to the ABCs of selling. Hint: It’s not “Always be Closing” anymore.
Ep. 75 – Learn to ADAPT when your Prospecting Call Stalls
Ep. 74 – Is Cold Calling Dead? Get more meetings with the 10-30-3
Ep. 73 – Therapy Session for Sales Reps and Sales Managers – Patient Privilege be damned!
Ep. 72 – Sanity Check: 6 Months into Virtual Selling
Ep. 71 – 6 Steps to Personal Motivation (as a rep or a leader)
Ep. 70 – 3 Steps to Differentiating Yourself Virtually
Ep. 69 –The Keys to Effective Virtual Discovery.
Ep. 68 –Lessons from the Front Line! How to apply what we have learned.
Ep. 67 – 3 Challenges of Team Selling
Ep. 66 – How to Advance the Opportunity When You Can’t Meet Face to Face
Ep. 65 – Is the best sales tool an ROI calculator?
Ep. 64 – How to Write Effective Emails! And what does Bad look like?
Ep. 63 – Delivering the Perfect Virtual Presentation part 3
Ep. 62 – Delivering the Perfect Virtual Presentation part 2
Ep. 61 – Delivering the Perfect Virtual Presentation part 1
Ep. 60 – ASLAN’s “Answer” to Racism in 8:46
Ep. 59 – How To Save Your Technical Sales Team From Itself.