All Episodes

Demo the Sage Way

Negotiating the Sage Way - How to Craft Winning Deals for Both Parties

Decision Game Plan - When, Who, and What to Advance Your Deal to a Decision

Selling the Sage Way - Investment ($) Conversation

Pitching the Sage Way - Elevator Pitch & Scope of Opportunity

Qualifying the Sage Way - Peeling the Onion

How to Win the Rigged RFP Game

Beyond the Buyer: Why Sage Sellers Build Bridges at Home

Can Sales Truly be an Act of Service?

Why Buyers Buy (Or Not)

Pass the Procurement Test with Little to No Discouting

Objection Handling the Sage Way

Coaching the Sage Seller, Not Only the Deal

I Have Spent Over 18,000 Hour Coaching Sales Amateurs to become Sales Professionals

How to Sell When Your Price is 3-5x More Than Your Competition

A "No Decision" is Still a Decision

Sales Comfort Food Serves Up Tasty Meetings

Humans vs. AI for Complex B2B Technology Sales

The Art of Enterprise Selling - A Different Motion & Mindset

It's Never Really About Money

Compounding Power of Truth, Time, Relationships, and Expertise in Sales

Trusted Advisorship

Tiger Woods - Master of the Masters & Professional Sales

AE Credibility, Connective Tissue and the Wisdom of the Crowd

Trust or Competence - Which is More Important?

Sales Methodologies...What They Have in Common with Suits, Taco Bell, and Golf

The Art & Science of Objection Handling

The Power of Five Math for Killer ROI

Step 6 - Negotiation

Step 5 - Decision Game Plan

Step 4 - Money & Investment

Step 3 - Elevator Pitch & Scope of Opportunity

Step 2 - Recognition (Discovery & Qualification)

Step 1 - Mutual Understanding

Do Customer Success Rep Sell And If So, What?

SanMar and the Blind RFP

Is PPS Killing Your Deals?

$8MM or Free? Verizon Chooses $8MM

Four Way to Maximize ROI of Sales Training, Post Engagement

The Origin of the Sage Name and Elephant Logo

Quota Performance Dropping Like a Led Zeppelin

Clean Deals Require A Mop

Focus on Amazon Opportunities, Not General Electric

To Be the Best You Need to Sweat in the Gym

Sales Tactic - Overcoming Gate Keepers and Getting to Power

The Best Negotiators are First and Foremost the Best Sellers

Two Ears, One Mouth

What is the Sage Customer Centric Selling Framework?

You Gotta Have Some Guiding Sales Principles