There's this idea that B2B buyers in purchasing and procurement are only concerned about one thing...price. While that might the stereotypical, old-school approach to the B2B buying process, forward-thinking companies and buyers take a different approach. On this episode, my coauthor of Same Side Selling Jack Quarles joins us to share new and more innovative ways to work with purchasing and procurement to achieve better results. Listen to this episode and discover: > The biggest challenges or...
Dec 09, 2018•30 min
Public speaking isn't just those times when you're communicating in front of a large group of people. In fact, public speaking is anything other than the times you're whispering to yourself or talking in your own head. If someone else hears you communicating, it is public speaking. Publically communicating ideas and information is essential in business, especially sales. Yet many times we have a hard time articulating the right message to our clients and coworkers. This challenge to effectively ...
Dec 02, 2018•32 min
When someone says networking, you likely think meeting strangers in order to grow your connections. What if the best way to grow your network isn't by introducing yourself to strangers at cocktail parties, handing out business cards, or signing up for the latest online networking tool. Instead, you focus on developing a better understanding of the existing network that’s already around you? Best-selling author, David Burkus joins me on this episode of Sale Side Selling to share a startling new l...
Nov 25, 2018•29 min
Could renting an Airbnb to traveling employees near the headquarters of your ideal customer be the secret to gaining intel about your potential customer? One of our podcast listeners thought it might work and wanted an opinion about this interesting approach. When it comes to uncovering what customers think, I turn to Bob London, founder and CEO of Chief Listening Officers, for insight and wisdom. Bob helps B2B companies develop marketing strategies that start with learning the customer’s true p...
Nov 18, 2018•20 min
Sales quotas are meant to help businesses achieve incremental goals. But, if they become the primary focus for the seller to 'just close deals' without the client's best interest in mind, then you put so much at risk for your business. I've seen too many sales professionals make rash decisions in order to meet a quota. For example, many might decide to offer huge, irresponsible discounts just so that they can close the deal before their incentive deadline hits. On this episode, I share insight t...
Nov 11, 2018•6 min
The best candidates and top performers are not looking for a job right now. To grow your sales force with executives and salespeople you need to a different approach find and attract the right talent. Sean Sykes of Peak Sales Recruiting joins me on this episode of Sale Side Selling to discuss how you can find and attract the best candidates for your team. We talk about hiring challenges facing businesses today and strategies to overcome these challenges. Sean offers expert advice on building a g...
Nov 02, 2018•31 min
Discover (and fix) the gap in customer service you never knew existed. Businesses can easily fall into the trap of thinking the customer service experience is all about ‘going the extra mile’ or ‘trying to exceed exceptions’. When in fact as Geoff Ramm explains in this episode these phases are 30- 40 years old and misconceptions about how to approach our level of service. There is a better approach to completely redefine our levels of customer service. On this Same Side Selling episode, Geoff jo...
Oct 28, 2018•36 min
Fear and sales don't usually mix well. When you're paralyzed by fear, it's hard to perform at the highest possible level. But, as Waldo Waldman points out, it's inescapable. We're all afraid of something and, at every level of a career, we inevitably encounter things that we're afraid of. Whether it's a skill like public speaking or a particular situation like leading a team, certain things are going to leave us shaking in our boots. However, fear isn't necessarily a bad thing. Instead, it's an ...
Oct 21, 2018•30 min
Why do some sales teams flourish while others struggle? What do good teams do so well that other companies don't? Recently, I've been working on a new book. As part of my research, I interviewed executives at high-growth companies and come to understand why some companies are able to grow so fast while others have a hard time getting off the ground. On today's episode of Same Side Selling, I discuss what makes some teams excellent and others just mediocre. Listen to this episode and discover: &g...
Oct 14, 2018•7 min
My guest this week, Dave Lorenzo recently published a book entitled 60 Second Sale: The Ultimate System for Building Lifelong Client Relationships in the Blink of an Eye. You're probably asking yourself, "60 seconds? How could anyone possibly make a sale in one minute? Is that even possible?" According to Dave, probably not. But, the idea of a 60-second sale is one that can help salespeople perform better. He joins me on Same Side Selling to talk about his book and share some of the topics addre...
Oct 07, 2018•31 min
A strong word-of-mouth strategy is one of the most valuable marketing resources a company can invest in. If customers are sharing positive stories about their experience and telling other people about your product, it's sure to impact your sales numbers. Jay Baer shares what makes a great word-of-mouth strategy. This episode is sure to be useful for anyone who wants to create some buzz around their brand. Listen to this episode and discover: >How to use "talk triggers" to differentiate your c...
Sep 30, 2018•32 min
If there's any company that can teach us about growing sales, it's GPS Insight. Over the past year, the company has grown their revenue by more than 30%, just by shifting their approach to selling. Jason Walker, VP of Sales, is responsible for leading the company's sales efforts. With the help and cooperation of his team, Jason has implemented a range of new techniques for qualifying prospects, securing contracts, and maintaining customer success. Interestingly enough, Jason and his team impleme...
Sep 23, 2018•31 min
On this episode, Bob London returns to discuss some bad sales prospecting strategies. One of our listeners wanted to hear our thoughts about the idea they're considering to drive an Uber during a well-attended sales conference picking up attendees. In their opinion, this is a great way to build their network and meet potential clients. Obviously, Bob and I had a field day with this one. But, while we can't endorse this particular sales strategy, the question opened up an interesting discussion a...
Sep 16, 2018•13 min
In sales, there's no skill more valuable than the ability to establish trust. If you can earn a client's trust, it's far more likely that they will buy from you. After all, we want to buy things from people who we know have our best interest in mind. No one wants to hand money over to someone who is simply trying to make a sale. This episode of Same Side Selling is all about trust. In the episode, I expand on why it's so crucial to sales. Additionally, I discuss some ways that you can earn the t...
Sep 10, 2018•9 min
Humor is a great skill no matter who you are. It's a particularly valuable tool for businesspeople. If we can make people laugh, or at least entertain them a bit, we can use that skill to achieve all kinds of goals. We can build rapport, get people to pay attention, help them to understand complex topics, and boost energy in meetings. Unfortunately, many people avoid it because they think they're not funny. However, Andrew Tarvin believes that everyone has the potential to be funny, or at least ...
Sep 03, 2018•37 min
Marketing events have always been important in business. Trade shows, for example, give companies the chance to educate the public about their products and connect with potential customers. But, as Erin Gargan King points out, today's consumers can get most of their education online. After all, companies should already have that information on their website. Just because we use the internet to educate our customers, though, doesn't mean that marketing events are obsolete. In fact, they may be mo...
Aug 27, 2018•34 min
Amy Franko has a keen sense of the ways in which B2B sales are changing. After all, today's business landscape looks a lot different than it did a decade ago. Companies don't simply buy products any more. Instead, they seek out long-term relationships with other companies, hoping that their investment will give them a competitive advantage. Of course, these changes create all kinds of challenges for salespeople. In order to thrive, sellers and sales leaders must adopt new techniques. But what do...
Aug 19, 2018•31 min
On this episode of Same Side Selling, I discuss LinkedIn. It's one of the most powerful tools that sales and marketing professionals have ever had access to. However, sales and marketing folks often find ways to ruin great things. In my experience, many people use the platform in profoundly stupid ways. LinkedIn is a great place to connect with potential customers, prospective employees, and other likeminded folks. But to optimize the platform's potential, you need to be smart about how you use ...
Aug 13, 2018•9 min
On today's episode, returning guest Bob London joins me to discuss some potentially scary B2B marketing and prospecingz gimmicks. With everyone competing for attention, some folks are resorting to outrageous levels to find prospects. We start by answering a question from one "listener". They want to know if 23andMe could make a good prospecting tool. Think about it--they get their results, see who their cousins are, and reach out to all of their relatives who could have buying power. The questio...
Aug 06, 2018•7 min
On this episode of the Same Side Selling podcast, Alison Levine shares valuable insight on leadership and how to have the right mindset to propel your success to new levels. As a history-making adventurer, Alison has survived sub-zero temperatures, hurricane-force winds, sudden avalanches….and a career on Wall Street. Alison learned a lot on her numerous expeditions and she uses that wisdom to help people become better leaders. No matter what mountain you’re trying to climb, you’re going to lear...
Jul 30, 2018•32 min
On this episode of Same Side Selling, Alan Stein, Jr. stops by to discuss what salespeople can learn from professional athletes. As someone who’s spent the last 15 years working with the world’s greatest sports stars, he believes that they can teach us a lot about maximizing our own potential. Whether you’re a sports fan or not, I know you’re going to learn a lot from the conversation Alan and I have on this episode of Same Side Selling. Listen to this episode and discover: > Why Alan believe...
Jul 23, 2018•30 min
On this episode of the Same Side Selling podcast I talk with Manny Medina, CEO, and co-founder of Outreach, the market-leading customer engagement platform. Manny and I discuss the challenges of growth in terms of revenue, the good and bad aspects of sales playbooks, and the inspection process you can conduct to pinpoint the problems you may be facing within your company. We start by talking about a personal philosophy of Manny’s, which is the importance of a strong memory. After reading a book ...
Jul 17, 2018•28 min
On this episode of the Same Side Selling podcast, I discuss the most common mistakes that sales professional make when trying to gain business and achieve sales. I share some of the typical slip-ups that professionals can easily make, and some strategies for how to avoid those situations. Discover how to effectively get in the door with new clients, how to focus on customer problems instead of a simple sale, and how to realistically discuss budget with your client. Listen to this episode and dis...
Jul 09, 2018•10 min
This week's guest is Marty Wilson, former Australian Comic of the Year. Marty currently works as an international keynote speaker and has authored 15 books to date. Today, we discuss some of the biggest roadblocks people face when using humor in business, what topics you need to avoid and which to embrace, and how to find a common thread in your storytelling. First, we talk about the biggest mistake people make when trying to connect with others in the business world. Marty explains that many pe...
Jul 02, 2018•32 min
Craig Ross and I discuss the mistakes organizations make when it comes to teams, how leaders and teams need to operate together, and how to build, strengthen and achieve great things alongside your teammates. Listen to this episode and discover: > The human imperative and how to commit to it as a team. > Why leaders need to be developed within the team. > The "dirty fish tank model" and its ineffectiveness. > Why teams need to be specific when thinking about success. >What a commo...
Jun 25, 2018•27 min
In this episode of the Same Side Selling podcast, Lisa Leahy and I discuss the importance of customer loyalty and satisfaction, how to avoid dangerous mistakes when it comes to advocacy, and the four ways to build a lasting relationship with your customer. Listen to this episode and discover: > Why clients need to be engaged every step of the way. > The importance of asking the right questions of your customer. > What being on the same page looks like for both the client and the seller....
Jun 18, 2018•27 min
On this episode of the Same Side Selling podcast, I share strategies that you can use to steer conversations about the competition in a way that is beneficial for your business, while still maintaining a positive rapport with the client. Listen to this episode and discover: > How to speak to clients who want to compare your business to a competitor. > Why it is your fault that the misconception about your business exists, and why that is great news! > How to get an edge on your competit...
Jun 11, 2018•10 min
Pete Williams and I discuss the big mistakes people make when trying to grow their business, how to effectively plan for business growth, and the 7 key areas you need to focus on.
Jun 04, 2018•33 min
On this episode of the Same Side Sellig podcast, I sit down for a conversation with author Jon Denn. We discuss the biggest and most harmful mistakes people make when it comes to attempting to achieve their goals, how you can begin to be and stay organized, and how to best maximize your time at work. We hope you can begin to implement some of these methods into your business and that you will see real results soon.
May 28, 2018•34 min
On today's episode of the podcast, I talk with Matt Kazam, a headlining comedian in Las Vegas who has spent over 30 years honing his craft. Matt shares how to inject comedic instincts into your business, the misconceptions of comedy in the sales world, and how to come up with jokes that work every time. One thing that Matt and I discuss in depth is the necessary formula for creating the perfect joke for your business needs. It starts with storytelling. Matt says that is is extremely important to...
May 21, 2018•36 min
