What 2,000 Sales Conversations Taught Me...

show notes 

Should your demo and discovery call happen in the same meeting? If you’re combining the two, it may be the reason your pipeline is not converting the way you want it to.Wesleyne Whittaker, sales professional and author of Sales Reset, joins me to challenge how most teams run demo ... Show More

40% of a seller’s time is spent on prospecting. That’s a big investment, especially when a lot of it does not lead anywhere. So how do you make sure that time actually turns into real opportunities? Let’s break down how to prospect in a way that leads to conversations and closed ... Show More

#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

Don’t know what you’re doing in sales? You’ll be living paycheck to paycheck. Knocking it out of the park? You could earn your first million in just a few years time. So what separates the two? Well, it turns out it’s just five simple strategies. Yep, just five! And those five st ... Show More

<p>Great news for all small business owners out there! "How to Grow Your Small Business" is now available and it's filled with practical tips and strategies to help you take your business to the next level.</p> <p> </p> <p>To celebrate our launch, we're offering an exclusive bonu ... Show More

Professional Sales Tipsfrom today's episode of The Sales PodcastIs sales dead?Is closing dead?For higher-ticket sales, you need great salespeople.Sales RolesMDR (Marketing Development Reps) → Reach out after someone opts inSDR (Sales Development Reps) → Reach out coldAE (Account ... Show More

Question for you—what do a product demo and a candle-lit dinner have in common? As it turns out, more than you might think. See, sales is a lot like dating. If you jump into a sales call by bragging and boasting about your product, your buyer is going to immediately lose interest ... Show More

Here’s an eye-opener for ya—92% of sales reps quit after hearing “no” four times. But it turns out 80% of prospects say “no” four times before saying “yes”! The lesson here? Sales objections happen. But success boils down to how you respond to them. That’s why in this video we’re ... Show More

Send us Fan Mail In this episode, Bill and Bryan discuss authenticity in sales. They explore the tension between being genuine and using learned sales tactics, questioning whether certain techniques compromise a salesperson's authenticity. The guys talk about the evolution of sal ... Show More