I'm joined this week by Bill Cates to discuss his latest book, Radical Relevance. Bill started and sold two companies before turning his attention to help other businesses grow. He's written four best selling books, Get More Referrals Now, Don't Keep Me a Secret, Beyond Referrals and now Radical Relevance. He's my go to person when people want to improve how they handle referrals. Bill has delivered his business growth message to over a half a million professionals across five continents and he'...
Feb 08, 2020•31 min
I'm joined this week by Likky Lavji. Likky is an expert when it comes to finding and overcoming your blind spots. In this episode we talk about the greatest misconception when it comes to blind spots. How to identify yours and who to surround yourself with and who to exclude from that group. Plus the most common blind spots, and then how you can specifically overcome those by asking some really insightful questions. I learned a ton. I hope you will too. Listen and Discover - Why we check our bli...
Feb 04, 2020•25 min
Our guest this week is Lisa Magnuson of Top Line Sales. Lisa spent years in sales executive positions for Fortune 50 Companies. We’re speaking about her latest book, The TOP Sales Leader Playbook: How to Win 5X Deals Repeatedly. In this episode, we talk about the greatest misconception about sales leaders, the one thing that moves the needle for top performing sales teams and how to build a culture around big deals that are 5x your average sale. You're going to get some great ideas from Lisa as ...
Jan 25, 2020•29 min
One of the most common sales questions: how can you best evaluate opportunities? There may be deals that have been sitting in your pipeline for a while and there may be relatively new opportunities. You may be wondering which of these deals are worth pursuing and which are not? Many forecasts are filled with hopes and prayers. The problem is that if you invest an equal amount of effort on every opportunity, then you are likely spending time on some deals that are just not worth your time at the ...
Jan 17, 2020•8 min
Gessie Schechinger is passionate about helping organizations leverage technology and automation to surpass revenue targets so he can help protect the golf and bar time for salespeople. He labels himself as the laziest salesman in America as well as the Vice President of Sales for the OnCourse, a sales engagement platform. OnCourse has a pretty interesting approach to CRM and sales engagement. In this episode we talk about the biggest misconception when it comes to CRMs, the difference between a ...
Jan 11, 2020•28 min
I'm joined in this episode by Jay Bonansinga. Jay is the New York Times bestselling author of the Walking Dead novels, as well as 20 other fiction and nonfiction books and really one of the most imaginative writers of thrillers according to the Chicago Tribune. We're going to talk about the biggest misconception people have when it comes to storytelling in business. Jay shares insight into how you capture someone's attention and imagination. You're going to learn a ton, no suspense necessary wit...
Jan 04, 2020•32 min
Alison Stratton is the coauthor of the new book that I absolutely love, called The Jackass Whisper, How to deal with the worst people at work, at home and online - even when the Jackass is you. Alison and her husband Scott are Jackass experts, co-authors of five best-selling business books, co-owners of UnMarketing Inc and co-hosts of not only The UnPodcast. Jackasses are the purveyors of pet peeves - the people who bring irritations to our lives. Alison’s approach helps you become way more awar...
Dec 21, 2019•35 min
Have you ever had a situation where a client wanted you to follow a crazy process that they have in terms of their procurement process? And you knew that their process wasn't going to give them the best outcome. Instead, you wanted them to follow your process to ensure successful results for them. In this episode, I share how you can navigate this type of situation. I'm going to give you specific ideas on how you can actually help your client see that you have an approach that would work really ...
Dec 14, 2019•13 min
Lisa Cummings is a brilliant speaker and founder of Lead Through Strengths. She's a wealth of knowledge when it comes to leveraging your strengths for optimal results. There are 34 potential talent themes, everyone possesses a unique combination of these themes on their strengths profile. The idea of managing through strengths is uncovering people's strengths, then maximizing and leveraging those strengths to achieve greater success. Lisa shares how strengths are like an easy button to help you ...
Dec 07, 2019•31 min
Chad Sanderson is an award winning sales marketing and business strategy consultant. He works with global companies helping them optimize their sales across markets and verticals. In this episode we talk about the biggest misconception people have about generational differences in the workplace and in sales. Chad shares his methodology that guides organizations to look at their processes and structure through a new lens. You're going to have a great time listening to Chad Sanderson. Discover - G...
Nov 30, 2019•31 min
Christine Schlonski hosts the Heart Sells podcast and works with entrepreneurs who are heart-centered impact-driven and love what they do but maybe struggle a little bit with selling. Christine shows entrepreneurs how to sell with ease, grace, and confidence while being authentic. We're going to talk about the biggest challenges and high-pressure sales, how to introduce a little bit of levity into your team and how that mindset can shift results for your organization. I also love how Christine c...
Nov 23, 2019•25 min
People often come to me and say, look, we understand from Same Side Selling that we should be asking questions. However, my clients just won't answer the questions. it gets really frustrating and just becomes adversarial right from the start with the client. In this week's episode, I address the reasons why clients are reluctant to share information and how you can overcome that. Listen and Discover > Why people are reluctant to share information during the sales process. > An approach to ...
Nov 16, 2019•10 min
I'm joined once again by Bob London of Chief Listening Officers. In this episode, we talk about the good, the bad, and the ugly of LinkedIn. Our goal is to help people understand what works and doesn't work on LinkedIn - and why. Plus we dive into specific principles and approaches you can adopt in networking and communication that could help your business. Listen and Discover > The biggest mistakes people make on LinkedIn and how to avoid doing the same thing. > How to connect with someon...
Nov 09, 2019•26 min
We are joined this episode by the legendary Connie Podesta. Connie, an expert in the psychology of human behavior and sales strategies has helped millions of people take sales to a whole new level. Her psychological background and business perspective provide us amazing insight into sales. In this episode, we talk about some of the keys to psychology that can really influence your sales success. You're going to learn a ton from Connie Podesta! Listen and Discover > What it means to take psych...
Nov 02, 2019•38 min
We’re joined by a repeat guest, Raman Sehgal, the founder and CEO of ramarketing. A few years ago Raman shared with us how he successfully doubled his business growth. Since that discussion, Raman has grown the business 10 fold! This case study episode highlights the biggest misconceptions when it comes to business growth and the specific things that Raman’s team did to help them focus on the right types of clients to accelerate their trajectory. We also dive into things that you can do in your ...
Oct 26, 2019•36 min
Whether you are a CEO or a senior executive or someone in sales, the discipline of self-reliance is critical to your productivity and success. In this episode, John Jantsch explains the importance of self-reliance and how to develop the habit of becoming self-reliant. You'll also hear an excerpt from John’s new book, The Self-Reliant Entrepreneur, Daily Meditations to Feed Your Soul and Grow Your Business. John certainly opened my eyes to the impact of becoming more self-aware and the importance...
Oct 19, 2019•35 min
In this episode, I talk about the best approach to use during that initial contact with someone. It could be with an inbound inquiry, an outbound call with a potential client, or someone you're connecting with via networking opportunity. I share how to avoid the biggest mistake that is incredibly common during initial contact situations - it’s known as prematurely pitching your product and service. Listen and Discover > Why prematurely pitching your product and service only repels a potential...
Oct 12, 2019•12 min
We’re joined by a repeat guest, Marcus Sheridan. Marcus is a guru when it comes to marketing and sales communication. In this episode, we focus specifically on video communication in the world of sales. Video content is a powerful tool that is often overlooked or even avoided. Marcus shares how video can help shorten sales cycles and accelerate the client’s decision-making process. You’re going to learn a ton with Marcus Sheridan! Listen and Discover > The biggest misconception people have wh...
Oct 05, 2019•29 min
Scott Ingram is quota carrying B2B sales professional with a $3 million quota. In his spare time, Scott hosts two sales podcasts where he interviews and deconstructs world-class sales performers to uncover their favorite sales books, habits, routines, strategies and tips. Scott believes we can learn the most from people who are the best and he practices that daily with his endeavors. We have a great discussion about attributes and traits the top 1% performing sales professionals have in common, ...
Sep 27, 2019•33 min
Christina Daves, the DIY (Do-It-Yourself) PR strategist joins us to share a ton of tips and pointers that can help with public relations and getting free publicity for your business. Having no resources for advertising or hiring a PR firm, Christina taught herself everything she could about generating her own publicity. She has appeared in over 1000 local and national media outlets and has a regular segment on Good Morning Washington. Christina, together with her clients, reached over 873 millio...
Sep 21, 2019•29 min
As soon as you start trying to convince someone, you sound like a stereotypical salesperson and you don’t want to fall into that trap. On this episode discover how to shift your focus away from convincing clients and prospects. Instead, you want your prospect to convince YOU they have a problem that's worth solving. This mindset shift can really make a difference in your business and the top-performing clients the I work with see measurable results from it. Listen and Discover > How to uncove...
Sep 14, 2019•13 min
Every day we entrust some of our most important messages to a form of communication that doesn't build trust, provide differentiation, or communicate clearly enough. Ethan Beute explains how to dramatically improve relationships and results with your customers, prospects, and team by adding personal videos to emails, text messages, and social messages. Ethan is the Chief Evangelist at BombBomb - a company helping people become more successful in implementing simple, personal videos to rehumanize...
Sep 07, 2019•35 min
It’s not possible (or smart) for sales to give a product demo to every potential customer. Technology has changed the buying and selling process. Companies have invested hundreds of millions of dollars to help transform the customer engagement experience during the buyer’s journey. Despite this investment, many companies still have parts of their customers’ journey stuck in the past. In the episode, we talk about ways to satisfy buyer needs in the pre-sales process by applying technology to impr...
Aug 31, 2019•28 min
You know the scenario... you've been working with a client or potential client for awhile. You maybe even had a meeting with them, you may have sent them a detailed proposal about all the things that you can offer them in response to what they told you was important. And now they just go silent. They don't even have the common courtesy to get back to you and to tell you that they're not interested. It's almost like they've disappeared. They've become a ghost. On this Same Side Selling episode, I...
Aug 24, 2019•10 min
Tom Williams shares how companies and individuals can overcome some of the most common deal-killing obstacles sellers encounter in the sales process that can kill an opportunity. Tom is the Chairman & Founder at Strategic Dynamics Inc. a firm that helps organizations accelerate revenue generation. In our discussion, Tom shares concepts from his new book The Seller’s Challenge, How Top Sellers Master 10 Deal Killing Obstacles in B2B Sales. Tom’s current research, best practices, and real-life...
Aug 17, 2019•29 min
Dana Cavalea believes there is a ‘champion’ in all of us and it is his duty to bring that champion to life. Using the same techniques he applied to working with professional athletes and teams; Dana helps companies and individuals maximize their performance, productivity, and results. Coach Dana Cavalea is the former Director of Strength & Conditioning and Performance for the New York Yankees. He led the team to a World Championship in 2009. That same year he was awarded the Nolan Ryan Award...
Aug 10, 2019•30 min
If you want to increase team productivity, relieve stress, and be happier at work, this is the episode for you! Tap into Andrew Tarvin’s expertise when it comes to adding humor in the workplace. Andrew is the world's first humor engineer. He teaches people how to get better results by strategically using humor in the workplace. We're not talking about needing to have clowns and jugglers running around the office. Rather how to strategically use humor better in the workplace. The goal is not to m...
Aug 03, 2019•30 min
On this episode, we're talking about email campaigns for sales and marketing efforts. I've received a lot of emails or LinkedIn messages lately from people trying to pitch me some product or service. When will organizations learn it is a complete waste of resources and money to pitch their stuff blindly in an email? They're not focused on the problems they solve, they're just trying to pitch whatever it is they have to sell and it turns people off. What I want you to realize is that when you hav...
Jul 27, 2019•9 min
The notion of delighting, amazing and just generally creating an overall great experience for your customers just isn't enough anymore. In fact, what people find is that if their level of effort is too great, if it takes too long to get a problem resolved, then 96% of those customers who expend a lot of effort are disloyal to the brand. Roger Dooley calls this “Friction”. Often times B2B Organization are not aware of what causes friction for their customers? Friction frustrates customers, costin...
Jul 20, 2019•26 min
Randy Frisch will push you to rethink how you approach content for complex buyer journeys. The current mindset is all about volume--the more content created, the better. But the reality is that almost 70% of content created within an organization is never used, and there's little point investing in content marketing if you're not leveraging the assets you create. Randy is the CMO and Co-Founder at Uberflip, a content experience platform that empowers marketers to create content experiences at ev...
Jul 13, 2019•34 min
