David and I discuss how inside sales are the increasing importance of virtual reputations and the evolving role of inside sales teams in full life-cycle sales.
Sep 22, 2016•39 min•Ep. 260
We discuss why salespeople are better off investing more time with fewer prospects and how to contact with high-profit prospects.
Sep 21, 2016•25 min•Ep. 259
Erik and I discuss how to create a unique sales persona that helps you rapidly build rapport with prospects and how to position yourself to win the trust of your buyers.
Sep 20, 2016•41 min•Ep. 258
Join us as Barbara and I discuss how companies of all sizes can compete for and win orders with global companies.
Sep 19, 2016•37 min•Ep. 257
In this episode Jessica and I discuss why podcasting needs to be a part of every company’s content marketing strategy, how to build your expertise and brand with a podcast, how to use a podcast to connect with new prospects and the steps to start your podcast right now.
Sep 17, 2016•35 min•Ep. 256
Today’s conversation is all about the pros and cons of quantity vs. quality when it comes to proactive prospecting by inside sales teams.
Sep 16, 2016•22 min•Ep. 255
Join us now as we discuss some best practices in quickly ramping-up the productivity of new sales reps, the concept of peer-to-peer selling, the importance of having a repertoire of win-stories, and the self-directed framework.
Sep 15, 2016•25 min•Ep. 254
Bill and I talk about the biggest challenge facing sales leaders, why sales leaders need to have a marketing mindset, and the importance of personal branding for sales professionals.
Sep 14, 2016•23 min•Ep. 253
Join us as Nancy and I discuss her Hierarchy of Revenue Needs and Sales Stack Maturity Model and how to use these tools to help you build a sales stack that aligns with your requirements.
Sep 13, 2016•36 min•Ep. 252
Julie and I define what value is in sales, and cover how to establish value in the prospect’s mind, Also how creating value in sales is challenged by technology.
Sep 12, 2016•32 min•Ep. 251
Join Andy and Duane Cummings for a great conversation on what it means to live a sensational life and how being of service to others can help you be sensational in sales!
Sep 10, 2016•31 min•Ep. 250
Bridget Gleason and I discuss how to prepare for a sales job interview. We cover what questions you should be ready for and skills you need to have.
Sep 09, 2016•36 min•Ep. 249
Mike and I discuss the biggest challenges sales reps have in reaching the right decision-makers and how to balance the quantity of proactive sales touches with effectiveness and efficiency.
Sep 08, 2016•35 min•Ep. 248
Jeffrey and I discuss social selling, smarter alternatives to cold calling prospects, and what the value proposition is really about.
Sep 07, 2016•34 min•Ep. 247
Join us as Michael, having trained thousands of coaches, shares some of his key strategies to help you become a better coach.
Sep 06, 2016•39 min•Ep. 246
Ralph and I discuss how companies reduce churn and increase subscription revenues and the process Ralph uses to scale his rapidly growing sales team.
Sep 05, 2016•30 min•Ep. 245
In this episode, Kyle and I talk about one of the key questions facing entrepreneurs, which is “when and how to start selling?”
Sep 03, 2016•36 min•Ep. 244
We talk about both the good and bad habits of we have witnessed in sales that affect overall sales performance.
Sep 02, 2016•26 min•Ep. 243
Debu and I discuss are the power and application of predictive analytics in sales, including how they can transform sales processes.
Sep 01, 2016•32 min•Ep. 242
In this episode, Donal and I review the major findings from the recent Altify study, Global Buyer/Seller Value Index 2016.
Aug 31, 2016•31 min•Ep. 241
Joining me for the second time is Richard (Dick) Ruff, of Sales Momentum, a top sales trainer and leading expert on major accounts selling.
Aug 30, 2016•36 min•Ep. 240
Joining me in this episode is Paul Smith, author of great books on why we need to incorporate storytelling into every aspect of our lives.
Aug 29, 2016•37 min•Ep. 239
Bobbie and I discuss how sales reps need to replace their old-fashioned sales processes with modern techniques to identify and engage with prospects.
Aug 27, 2016•32 min•Ep. 238
Join us as Bridget and I provide our recommendations for the books we have recently read that can inspire, motivate and teach you how to elevate your sales.
Aug 26, 2016•30 min•Ep. 237
Join Daniel and I as we dive into what Node is doing to boost sales productivity by helping sales reps talk to people, at the right time, with the right message!
Aug 25, 2016•35 min•Ep. 236
In this episode Michael and I talk about how your customer’s process of gathering and evaluating information, and making decisions is evolving.
Aug 24, 2016•36 min•Ep. 235
In this episode, James and I talk about some of the tools that B2B companies can use to create relationships with their ideal clients.
Aug 23, 2016•34 min•Ep. 234
In this episode Jeffrey and I discuss how selling (and buying) have changed and the impact these changes are having on sales reps.
Aug 22, 2016•37 min•Ep. 233
In this episode, Cara and I talk about the critical sales and marketing alignment and how to create content that aligns with the requirements of sales reps.
Aug 20, 2016•31 min•Ep. 232
In this episode, Bridget and I dive into the topic of how to create meaningful career paths in sales, especially for SDRs in inside sales organizations.
Aug 19, 2016•28 min•Ep. 231
