The Value of Getting Next Steps and Micr...

Most sales reps figure out the fundamentals too late — after the missed quotas, the lost deals, and the hard conversations. In this Best of Q1 episode, Jeb Blount Jr. and Ashley Blount pull the most impactful sales performance insights from the last quarter into one place: goal s ... Show More

Are your daily sales meetings actually driving results, or just taking up time? In this Ask Jeb episode, Jeb Blount answers two real questions from sales leaders: how to run effective morning sales meetings that energize your team without wasting time, and how to balance empathy ... Show More

Why do buyers say no even when your solution makes sense? In this Money Monday episode, Jeb Blount breaks down why people buy based on their own priorities—not your pitch—and how to align your conversations with what actually drives decisions. Learn how to shift your approach to ... Show More

Send us Fan Mail In this episode, Bill and Bryan discuss the idea of removing friction in the sales process. Drawing inspiration from a conversation with movement specialist Dr. Kelly Sterrett, they explore the importance of setting up processes that are easy to adhere to. While ... Show More

In this episode we talk to Tom Williams, CEO of DealPoint. Deals that will never close come at a huge opportunity cost to B2B sales teams. Tom shares how proactive, ongoing disqualification leads to more successful sales teams. He breaks down how to disqualify bad deals at every ... Show More

Send us Fan Mail In this solo episode, Bill Caskey shares a counterintuitive approach to controlling the sales process more effectively. He emphasizes the importance of having a clearly defined sales process to guide prospects throughout, but advocates against trying to forcefull ... Show More

In this episode I discuss the 5 simple steps you can easily use that are NOT pushy to overcome any sales objection your prospect might have to close the sale. 

Selling involves a lot of negotiation. It's an important part of creating a win-win scenario for both the buyer and seller, so that both parties walk away having accomplished their goal, with a shared amount of sacrifice. There are six principles that every expert sales negotiato ... Show More

<p><strong>This episodes discuses the importance of follow up, setting up next steps, and the crucial role it plays in the sales process.</strong></p> 

<p>In this week's podcast, Ricardo talks about negotiation and how it is inserted into our daily lives far beyond buying and selling relationships.</p> <p>He talks about negotiation steps and how we often make mistakes when skipping important phases of this process.</p> <p>The ... Show More

In this episode I discuss how your prospects subtly divert your sales conversations away from closing the sale and how to avoid this entirely. 

In this episode I discuss the follow up in sales and how to properly follow up to close more sales.