Yesterday

#580 - How To Become Dangerously Good At Negotiation

We've all watched a massive deal slip away because a buyer played games. Nick Cegelski interviews Armand Farrokh and drops his playbook to help you negotiate better terms. In this episode, Arman Farrokh breaks down his exact playbook, including: 🎯 Forcing a strict cost for every ... Show More

37m 4s

Jun 4

#579 - Removing the friction from your sales cycle | Todd Caponi | 30MPC Hall of Fame

🛒Pre-Order Todd’s Negotiation Course: https://hubs.li/Q04k0BGj0 In this episode, you can takeaway: 🎯 Acknowledging your competitors’ strengths + highlight where your features match needs 🤖 Getting price out early, and use it to disqualify 👔 Keep negotiation simple by anchorin ... Show More

26m 33s

Jun 2

#578 - Watch Me Cold Call For A Product I’ve Never Sold

Getting hung up on by any leader hurts, but it's the grind. Jason Bay flips the script and shows you how to bounce back and book meetings. In this episode you’ll learn: 🎯 How to force a 20% conversion rate and lock high-ICP meetings on the books. 🤖 How to maintain high intent w ... Show More

18m 59s

Mar 2025

Sales Training // What Wins In Sales Today From The 1st Lady of Sales, Dr. Cindy McGovern on The Sales Podcast with Wes Schaeffer, The Sales Whisperer®.

#12WeeksToPeak #Sales Training #selfimprovement This Is What Wins in Sales, Says Dr. Cindy McGovern, The 1st Lady of Sales00:00 Reconnecting and New Ventures03:14 The Evolution of Sales Post-COVID05:57 Prospecting in a Distracted World09:05 The Balance of Automation and Personali ... Show More

38m 50s

Dec 2024

Cigars, Salespeople, & Sales Training: Walter Crosby

Walter Crosby and I discuss the unique challenges and processes involved in hiring and managing salespeople. Salespeople are coin-operated...and a little bit...strange.There. I said it.We get into what I always teach is a sales manager's #1 job. (And it's not to review your CRM!) ... Show More

57m 58s

Jan 2025

20Sales: Why Every Sales Rep Should Do Pipeline Generation & How to Teach Them | Verticalised Sales Playbooks: When and How | How the Best Sales Reps and Leaders Structure Their Time with Carlos Delatorre, CRO @ Harness

Carlos Delatorre is one of the legendary go-to-market leaders of the last 20 years. Today, Carlos is the Chief Revenue Officer (CRO) at Harness, where he oversees global sales and go-to-market (GTM) operations. Before Harness, Carlos was the CRO @ MongoDB and Navan. ... Show More

1h 8m

Apr 2024

Sales Management That Works: How to Sell in a World that Never Stops Changing

Welcome to Construction Genius. Today's guest is Frank Cespedes, a Harvard Business School professor and former managing partner at a Professional Services firm. With extensive experience in go-to-market strategy globally, he's a ... Show More

45m 3s

Mar 2019

Sales Management Tips

Host John Golden sits down with Steven Rosen, author of 52 Sales Management Tips written for sales managers who struggle within a corporate environment that doesn't support them or their development needs. Whether you are a sales executive, senior sales leader or a new, experienc ... Show More

24m 39s

Jun 2025

Sales Training // Jab Your Prospects, Flip The Script, Control the Sale // Learn How on The Sales Podcast with Wes Schaeffer, The Sales Whisperer®

#12WeeksToPeak #salestraining #SelfImprovement I'm going solo today to start year 13 of The Sales Podcast, episode 718.I updated an old blog post about "jabbing hard-charging" prospects to 'flip the script' in sales.Our job in sales is to disqualify prospects, engage them effecti ... Show More

28m 13s

Mar 2019

Sales Management Advice for 2018

Great sales managers are hard to come by. Sales managers have a very important job in the sales world. They manage a team of sales reps. They serve as a coach and a trainer. They monitor data and statistics, and a variety of other things. It can be challenging to know which aspec ... Show More

19m 29s

Jul 2025

The Biggest Sales Mistakes Costing You Deals

Lightning Round: Top 10 Ways You Should Be Doing Marketing Question: April from Milwaukee asks, "I am a veteran sales professional – I have been selling in manufacturing for more t ... Show More

23m 20s

#360 - Lead Playbook: The Perfect 5-Stag...