All episodes
Unlocking More Value from the Challenger Sale
A Sales Professional vs. Amateur
Trusted Advisorship is the Force Multiplier
The New (Old) Moat in the AI Era
The Signal and the Sage - Key to Modern Revenue Generation
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
Trusted Advisorship