Today, we'll talk about people. An old boss of Brian's said the best way to see into the future is to see the present in higher resolution than anyone else. Understanding people - yourself and your customer - will let you understand their behavior. This will let you better predict how they'll act than anyone else and build for it.
We talk through a cold ema ... Show More
Oct 2023
#211 - Maintain momentum in your sales conversations (Brian LaManna, Senior Mid-Market Account Executive @ Gong)
FOUR ACTIONABLE TAKEAWAYS Use a "what I heard" slide to show you listened and as a reason to ask further questions. Ask your prospect to rate how they feel about your solution on a scale of 1-10. If you're a 10, are they ready to buy OR can you make the case to move forward? Ever ... Show More
37m 47s
Mar 2024
Getting Inside The Head Of Your Customers
<p>You care deeply about your customers, clients and even prospective customers and clients. You know you have the solution to some of their biggest problems, but getting them to understand and believe that can be a difficult task at times.</p> <p>In this episode, Bill Glazer wal ... Show More
46m 10s
Feb 2023
#152 - Identifying the difference between pain and problem (Becc Holland, Founder & CEO @ Flip the Script)
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS If you don’t dig into their self-diagnosis, you lose credibility. When you hear their diagnosis, ask why they came to that conclusion and then begin to unpack it. Unpack the ... Show More
30m 30s
Oct 2024
Say What They’re Thinking: How to Use Your Customers Words to Drive Sales
In this episode, we explore how to use customer insights to make your messaging truly resonate. You'll learn how to tap into testimonials and real feedback to speak directly to your audience’s needs and desires, helping them feel understood and engaged. We break down a simple, th ... Show More
13m 18s
May 2022
Why Self-Awareness is The KEY to Running a Successful Business
<p>Today's episode is all about deploying self-awareness when making decisions in your career. There are so many 2s, 3s, and 4s who would make amazing consultants, make hundreds of thousands of dollars a year but they've stuck the idea in their brain that they're built to be the ... Show More
10m 22s
Nov 2024
436. Replay - Be Kind to Your Future Self
<p><span style="font-size: 12pt;"><span style= "color: rgb(0, 0, 0); font-weight: normal; text-decoration: none; font-family: 'Arial'; font-style: normal; text-decoration-skip-ink: none;"> Your behavior, actions, and how you treat people today is going to show up later in life.</ ... Show More
7m 9s