Here's a question that'll make your blood boil: Why do most sales leaders spend their pipeline reviews asking about dollar amounts and close dates while completely ignoring whether their reps actually have real deals?
That's the brutal reality I see in sales organizations every single day. Leaders are obsessing over MEDIC, BANT, and other qualification frame ... Show More
Jul 2025
4 Strategies to Make Prospects Want What You’re Selling
You know the feeling. You're mid-pitch, and you watch your prospect's eyes glaze over—their mind somewhere else entirely. It's exhausting, demoralizing, and it's killing your close rate. But what if you didn’t have to push so hard? What if you could create the kind of pull where ... Show More
29m 17s
Feb 2025
Jiu-Jitsu Selling: How to Flow with Resistance and Close Big Deals in Construction
<p dir="ltr">Sales isn't about brute force—it's about strategy, adaptability, and control. Just like in jiu-jitsu, the best salespeople don't fight resistance head-on; they flow with it, turning objections into opportunities. In this episode of Construction Genius, Sean Ginsburg ... Show More
32m 19s
Apr 2025
SPECIAL SERIES: This Is How You Should Audit | Bathroom Break #52 🚽
We’re heading into a bumpy economy. So, it’s time to audit what we’re doing in marketing. How do we do that? Auditing is all about alignment. Are your brand’s efforts in line with what’s going on in the world? Are you wasting any money, time, resources, etc.? One of the first thi ... Show More
11m 47s
Sep 2024
#352 - Challenging Your Reps on Their Deal Risks (Chris Surdi, Ascend)
FOUR ACTIONABLE TAKEAWAYS
Instead of lecturing a rep who hasn't followed expectations, ask what's preventing them from doing the task. This helps identify roadblocks or allows the rep to own up to the issue.
When discussing reasons for making a change, focus on three questions: ... Show More
32m 56s
Sep 2024
#359 - How to Eliminate the 'No Decision' Risk and Close More Deals (Brian LaManna, Gong)
FOUR ACTIONABLE TAKEAWAYS
Multi Single-Threading: After a big team meeting, send individual follow-up messages to key stakeholders. This helps build relationships without asking for anything, creating future points of contact.
Daily Pipeline Review: Every day, look at your deal ... Show More
35m 57s
Jan 2024
Creating the Most Effective Prospect List for 2024
<p dir="ltr">Building, Nurturing, Closing, Expanding </p> <p dir="ltr"> </p> <p dir="ltr">Lightning Round: Top 10 Sales Priorities for 2023</p> <p dir="ltr"> </p> <p dir="ltr"><span style= "text-decoration: underline;">Question</span>: LaTisha from Upstate New York asks, "My sale ... Show More
23m 56s
May 2025
How to Win Negotiated Projects in Construction Without Competing on Price
<p data-start="95" data-end="225">If you're serious about winning more work, building trust with clients, and leading your sales team with confidence, let's talk.</p> <p data-start="227" data-end="363">I'm offering a <strong data-start="242" data-end="265">free 10-minute call</st ... Show More
20m 19s
May 2025
Lessons from 90+ Deals: Questex CEO, Paul Miller on Cultural Fit, Value Creation & Post-Close Audits
Paul Miller, CEO of Questex Paul Miller joins us to share his extensive experience in M&A, having led more than 90 acquisitions throughout his career. Paul reveals how Questex uses a proactive, buyer-led approach focused on culture, strategic alignment, and integration discipline ... Show More
57m 46s
Oct 2
Too Many Decisions, Not Enough Clarity
Send us a textYou know that feeling when you open your closet and somehow have nothing to wear—even though it's packed full? That's what running your business feels like right now. Not because you lack options, but because you have too many of them.Fresh off our CEO Retreats, I'v ... Show More
26m 7s