Mar 31, 2022
“Salespeople need to reexamine their dysfunctional relationship with failure. If I learn something on a sales call, it’s not a failure. Even if I didn’t make a sale. I take what I learned from that call, from that customer, and I apply it to the next prospect. That’s how you alter the arc of your success.”
Mar 24, 2022
What does it mean to live lanelessly? Stepping into your power means finding your people and using your unique skills and talents to propel yourself forward. That’s exactly what our guest, Heather Monahan, did as she transitioned from corporate America to starting her own company. Sometimes that means being vulnerable...
Mar 17, 2022
An extrovert loves selling because it’s fun for them. An introvert doesn’t like to feel like they’re selling. They do, however, like to feel like they’re serving a client. In this week’s episode, Guest Matthew Pollard shares that the best way to serve your clients is to go in with an agenda. Preparation is...
Mar 10, 2022
Prospecting means getting to the party early. That means creating opportunities with people that may not have even been shopping yet. This episode’s guest, Mike Weinberg, encourages slowing down the beginning stages, emphasizing discovery, and seeking to understand the customer’s world in order to truly speed up the...
Mar 3, 2022
When we face an uncertain future, people like to save resources. In fact, some companies are becoming more price sensitive because they’re trying to conserve their cash and hoard their resources. Sales people misconstrue this as a price objection, when what they’re really facing is a cost objection. How can we...