Shay's Tactic Toolkit: How You Work Questions
FOUR ACTIONABLE LEADERSHIP TAKEAWAYS
Write down every priority you could work on, then narrow it down to the top 3 and be okay letting things burn.
Don’t stop drilling in on those priorities until your team starts to complete your sentences and tattle on themselves.
If you wanna get your teams prospe ... Show More
Today
#602 - My Exact Prospecting Process That Got Me To President's Club 3X (Live Screenshare)
Three-time President’s Club winner Charlotte Johnson breaks down the exact prospecting process she uses to work her territory, prioritize the right accounts, and consistently build pipeline. She shares how she segments accounts, researches Tier 1 prospects, leverages signals and ... Show More
38m 57s
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
Dec 2024
From Navy Officer to CEO: When Military Discipline Meets Business Strategy
<p class="MsoNormal">In this episode, Aaron Sheeks, CEO of PureCars, shares actionable insights on strategic growth, leadership, and data-driven marketing. Learn how to build a thriving culture, align your team's efforts with ambitious goals, and leverage customer data to revolut ... Show More
45m 5s
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
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