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 24
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
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 breaks down h ... 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
246 (Lead) 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: W ... Show More
36m 56s
Sep 2024
249 (Sell) 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 deals ... Show More
39m 57s
Jan 2024
Creating the Most Effective Prospect List for 2024
Building, Nurturing, Closing, Expanding Lightning Round: Top 10 Sales Priorities for 2023 Question: LaTisha from Upstate New York asks, “My sales team has a challenging year in front of us, mergers and acquisitions are going to disrupt our market like crazy. As I look at thi ... Show More
23m 56s