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Download KD's "Did I" Checklist Manifesto
FOUR ACTIONABLE TAKEAWAYS
After the demo, get a sense of what they liked and use it to justify your ask to power.
Avoid getting stuck below the line with “yes-and” - loop in the suggestion but also confirm the email you want ... Show More
Aug 20
#601 - How to Build a Sales Team That Manages Itself | Tara DiCristo-Schmitt
Tara DiCristo-Schmitt breaks down the tactical sales leadership systems she uses to build predictable pipeline, coach reps, and create a culture of accountability. Learn how to inspect rep calendars, run better pipeline reviews, and catch performance problems before they hit quot ... Show More
34m 11s
Aug 18
#600 - Prospect Says “We’re Doing This In-House” You’ll Say…
Jen Allen-Knuth and Nick Cegelski break down exactly what to do when a prospect tells you, “We’re going to build this in-house.” Instead of immediately defending your solution, you’ll learn how to build trust, uncover the beliefs behind their decision, and guide them toward seein ... Show More
36m 31s
Aug 13
#599 - How to Make a 10x Impact as a New Sales Leader | Sean Gentry
Sean Gentry breaks down how new sales managers can prioritize high-impact changes, build team trust, and use AI to make smarter leadership decisions. Learn how to drive behavior change, improve sales performance, and build a stronger sales culture without micromanaging. 🎯 Find t ... Show More
34m 33s
Oct 2025
Building a Winning Sales Culture (Part 2)
Send us Fan MailIn this episode, Bill and Bryan continue their conversation on sales culture with actionable tactics you can implement immediately. Whether you're building team culture or your personal approach, these strategies will help you create intentional, high-performing e ... Show More
15m 39s
Dec 2020
Playbook 3: Mastering negotiation
Every 10th episode, we tear down one topic. This is how to master negotiation.
FOUR ACTIONABLE TAKEAWAYS
Set expectations with the Upfront Contract - pricing should be determined after your discovery, not before
Price is based on internal (timeline, pain points) and external fact ... Show More
28m 23s
