About this episode
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
Apr 2025
Client Says: "Send Me A Proposal" - Sales Influence Podcast - SIP 556
11m 15s
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
Jun 2025
Is Your Voice Helping You Sell—or Losing the Sale?
Want to double your ticket average without being pushy? Get access to real-time sales training, scripts, and role-play coaching inside the Blue Collar Closer community — join today before the next live Q&A drops: https://www.skool.com/bluecollarcloser/about Join the Waste No Day! ... Show More
1h 4m
Jun 2022
Critical Issues for Pharma Sales Professionals with Merck's Todd Andrade
This is show 518. Tips for sales career success. Read the complete transcription on the Sales Game Changers Podcast website. TODD'S TIP: "Think to yourself, "What is the greatest increment of value that I can be doing for my business right now?" Stop what you're doing and go do t ... Show More
29 m
Jan 2025
Prospecting High - Sales Influence Podcast - SIP 532
8m 30s
Mar 2025
Dealing With Know-It-Alls - Sales Influence Podcast - SIP 552
8m 53s
Jun 2017
A Keynote: Sales Machine
<p>You’re only as good as your last at-bat. The way you made your money yesterday is the last thing you should care about. The landscape of sales in our society has changed fundamentally over the last few years. Utilizing social media to directly contact key individuals in B2B c ... Show More
47m 1s
Dec 2021
Communication That Converts: A 4-Step Framework for Persuasion
<p>Is your content converting? Are you looking for a better way to move people to action? To learn a four-part story framework that leverages persuasion psychology that inspires action, I interview Pat Quinn.</p><p><br></p><p><strong>Sponsor</strong>: Visit <a href="http://wix.co ... Show More
47m 1s
Jan 2025
Getting A Yes - Sales Influence Podcast - SIP 528
7m 20s
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?
Every day, take a look at your opportunities and consider what you coul ... Show More
<h3>Accelerating the Sales Process</h3> <ol> <li>🚀 <strong>Immediately ask for pricing</strong> when a customer requests a proposal to potentially <strong>close deals faster</strong>, as <strong>time kills all deals</strong> and prolonged processes reduce closing probability.<br ... Show More
<h3>Strategic Targeting</h3> <ol> <li>🎯 Target <strong>high-level executives</strong> like directors, VPs, and CEOs as they are typically <strong>more open to new ideas</strong> and <strong>willing to listen</strong>, despite being harder to reach.<br /> <br /></li> <li>🧠 Creat ... Show More
<h3>Audience Segmentation and Engagement</h3> <p>🎯 <strong>Categorize audience</strong> into <strong>"winners"</strong> (willing to learn) and <strong>"losers"</strong> (resistant to learning) based on their response to new sales strategies.</p> <p>🤝 <strong>Prequalify audience ... Show More
<h3>Psychological Techniques for Sales</h3> <p>🧠 Acknowledging potential resistance with phrases like "<strong>I know you might not want to</strong>" can <strong>lower buyer resistance</strong> and <strong>increase agreement rates by up to 50%</strong>.</p> <p>🕰️ Offering <stro ... Show More
