Episodes

Episode 709

Establish a Connection Right Away and the Right Way

with Jimmy Z

Episode 100

Are you making it easy for your customer to buy?

Episode 99

Your Prospect Isn’t the Final Decision Maker…Now What?

with Brian Maas.

Episode 98

Stop Winging It. Start Winning!

Episode 97

How to Have a Great First Meeting

Episode 96

A Tribute to Scott “The Professor” Plum

Episode 95

#702 – Why Discipline Beats Distraction Every Time – Tim Murray

Episode 94

#701 – The Value of Ranking Your Customers

Episode 93

Ten Greatest Selling Questions

Episode 92

Special Guest Eric Harkins

Episode 91

Do I Really Need a Mentor

Episode 90

Your Comfort Zone is Your Failure Zone

Episode 89

Special Guest – Paul Boehnke

Episode 88

What’s In the Well Comes Up In the Bucket

Episode 87

How to Close on the First Appointment – Part 2 of 2

Episode 86

Special Guest Dr. Chris Croner

Episode 85

How to Close on the First Appointment – Part 1 of 2

Episode 84

Creative B2B Prospecting Ideas

Episode 83

Special Guest Bob Freytag

Episode 82

Handling Rejection Like a Pro

Episode 81

Seven Tips to Goal Setting

Episode 80

Special Guest Frank Cespedes

Episode 79

Leave Your Mother on The Bus

Episode 78

Are You Coachable?

Episode 77

Special Guest The Amazing Hondo

Episode 76

What Buyers Really Want

Episode 75

You Are Not Being Tested

Episode 74

Special Guest – Stevie Ray on Improv that Works

with Stevie Ray

Episode 73

Belief and Execution

Episode 72

Features, Benefits and Motivation

Episode 71

Special Guest – Mitch Larson – The Power of Purpose

with Mitch Larson

Episode 70

Should You Respond to an RFP?

Episode 69

Start or Wait… What Should I Do?

Episode 68

Special Guest – Jason Talley

Episode 67

Moving from Rep to Manager

Episode 66

The Power of Product Differentiation

Episode 65

Special Guest – Dave Herpy

Episode 64

Selling to a Group

Episode 63

Increasing Word-of-Mouth

Episode 62

Special Guest Jenny Niemela

Episode 61

Using Your CRM – Part Two

Episode 60

Advantages of Interactive Delivery of a Proposal

Episode 59

Special Guest: Jimmy Z – SALES PERSPECTIVE

with Jimmy Z

Episode 58

Gaining Wallet Share from Current Clients

Episode 57

Define Yourself

Episode 56

Special Guest – Pete Steege

Episode 55

Who Defines the Marketplace?

Episode 54

Special Guest Mike Weinberg – 5-year Anniversary Show

with Mike Weinberg

Episode 53

Why Enter it into the CRM?

Episode 52

Top 5 Negotiating Skills for Salespeople

Episode 51

Don’t Be a Sales Jerk

Episode 50

Special Guest Peter Beaumont

Episode 49

Seven Assumptions

Episode 48

Quote Versus Proposal

Episode 47

Special Guest Scott Welle

Episode 46

The Weekly Sales Meeting

Episode 45

Uncovering Your Prospect’s Expectations

Episode 44

Special Guest Steve Keating on Ethics in Selling

with Steve Keating

Episode 43

The Hiring Process

Episode 42

5 Ways to Jump Start the New Year

Episode 41

Special Guest Frank Gustafson

Episode 40

How to Leverage the Buyer’s Journey

Episode 39

Educate Them on What?

Episode 38

Special Guest Dr. Andrea Hollingsworth

Episode 37

Debriefing the Sales Call

Episode 36

What to Do When You Get a No

Episode 35

Special Guest Jennifer Fernjack

Episode 34

Stop Delaying and Get Going

Episode 33

Who Goes First?

Episode 32

Special Guest – Lena Scullard

Episode 31

Successful Onboarding

Episode 30

8 Steps for Handling Problems

Episode 29

Lee Salz – The Sales Contrarian

Episode 28

The Loser’s Limp

Episode 27

What Are They Thinking About?

Episode 26

Paul Batz: Building a Culture of Healthy Accountability

Episode 25

5 Words and Concepts

Episode 24

Dealing with the Toughest B2B Customers

Episode 23

Special Guest Kristie Jones

Episode 22

Six Strengths of a Superior Salesperson

Episode 21

6 Reasons Sales Departments Fail

Episode 20

Special Guest Sam Richter

Episode 19

The Gift of Mentorship

Episode 18

Four Questions Prospects Ask

Episode 17

Guest: John Kriesel – Overcoming Adversity

with John Kriesel

Episode 16

Do You Really Need to Lower Your Price?

Episode 15

Stop Touching Base

Episode 14

Special Guest Garry Duncan

Episode 13

Where are They Coming From

Episode 12

Developing Trust

Episode 11

Special Guest Stu Heinecke – Flip Moments

with Stu Heinecke

Episode 10

Building Relationships with Procurement

Episode 9

10 Questions to Ask Your New Prospect

Episode 8

Special Guest Anthony Iannarino

Episode 7

Overview of the 5 Dysfunctions of a Team

Episode 6

Closing the Deal

Episode 5

Dr. Andrea Hollingsworth

Episode 4

Personal Sales Strategy

Episode 3

Who are They Working For?

Episode 2

Special Guest Jimmy Z