We're joined this week by Colleen Stanley, president of the sales development firm Sales Leadership. Colleen is the author of three books, and we're going to be talking about her latest one, Emotional Intelligence for Sales Leadership. Salesforce named Colleen one of the top influential experts of the 21st century. And we're only 20 years...
In this episode, I want to talk about time and materials billing versus fixed price billing. Over the last dozen years, I've had the pleasure of working with many companies who sell services to their clients. Most of them have historically priced their services by the hour. I want to suggest why that might not...
"So who are my best customers versus the not best and how can I optimize everything I do in the future around making sure that my best customers achieve their goals." - Robbie Kellman Baxter I'm joined this week by bestselling author of The Membership Economy, Robbie Kellman Baxter. We discussed her new book, 'The...
Lisa Earle McLeod is an expert in motivating and leading organizations. She helps organizations accelerate revenue growth, increase competitive differentiation and ignite emotional engagement with a customer-driven methodology called Noble Purpose. She's the author of several books, my favorite being Selling With Noble Purpose and also Leading With Noble Purpose. Research shows that organizations with...
In this week's I wanted to speak with you about the challenge many people face when your potential client wants you to follow their process for making a purchasing decision. It may be that your client wants you to follow a process that you know won't result in success for either of you. So how...
My guest this week is Jason Bay, who together with his wife Sarah, runs Blissful Prospecting. Jason is a returning guest because the great value he's delivered on his prior appearance. He's one of the true same side people I've encountered in the prospecting world and he knows just how to drop the right video...
I'm joined this week by Meridith Elliott Powell and Dr. Mary Kelly. They're the co-authors of the new book 'Who Comes Next: Leadership Succession Made Easy'. Meridith is an award winning author, keynote speaker and business strategist. Mary Kelly is a PhD economist, corporate strategist and leadership development expert and one of the first women...
We're joined this week by technology strategist and futurist, Crystal Washington. Crystal regularly appears on major television networks and in business publications and she's the author of two books, 'One Tech Action' and 'The Social Media Why'. This particular quote I think sums up how valuable this episode is for right now: "I think a...
This is a solo episode where I talk about competition. Specifically, when you start speaking with a potential client who already has a relationship with another vendor, what's going through your mind? In this episode I give you some strategies and examples on how we can delve way deeper than just price, build trust and...
For 30 years Bob Burg helped companies, sales leaders and their teams to more effectively communicate their value, sell at higher prices with less resistance and grow their businesses. He's best known for his Wall Street Journal and Business Week bestseller, the Go-Giver, which he coauthored with John David Mann. It's been translated into 28...
