In this solo episode I talk about getting to the truth in complex selling situations. I often say that effective selling is not about persuasion or coercion. It's about getting to the truth as quickly as possible and sometimes you might find that you have something in your process, in your system, something about your...
I'm joined this week by David Meerman Scott, he's the co-author of the new Wall Street Journal bestselling book 'Fanocracy' which he co-wrote with his daughter, Reiko. He's a multi bestselling author. If you've ever heard the term 'Newsjacking', that's one of his other books. Part of our conversation was around the joy of writing...
This week's guest is Michael Bungay Stanier, the Wall Street Journal bestselling author of The Coaching Habit. He sold about three quarters of a million copies and it's one of a few business books that actually makes you laugh. We're talking about his new book, The Advice Trap, which is out very soon. The book...
Our guest this week is Hall of Fame speaker Stephen Shapiro, and we're talking about innovation and solving problems. Stephen led a 20,000 person innovation practice at Accenture. Since then he's written six books on innovation, including 'Best Practices Are Stupid', which was named the best innovation and creativity book of the year. We're talking...
In this solo episode I talk about what information people typically share with clients in proposals and email follow-ups that drive results and why that matters to your client. I introduce the proven model that allows you to ensure you're recording all of the right details from your meetings and then enables you to follow...
I'm joined this week by Bill Cates to discuss his latest book, Radical Relevance. Bill started and sold two companies before turning his attention to help other businesses grow. He's written four best selling books, Get More Referrals Now, Don't Keep Me a Secret, Beyond Referrals and now Radical Relevance. He's my go to person...
I'm joined this week by Likky Lavji. Likky is an expert when it comes to finding and overcoming your blind spots. In this episode we talk about the greatest misconception when it comes to blind spots. How to identify yours and who to surround yourself with and who to exclude from that group. Plus the...
Our guest this week is Lisa Magnuson of Top Line Sales. Lisa spent years in sales executive positions for Fortune 50 Companies. We’re speaking about her latest book, The TOP Sales Leader Playbook: How to Win 5X Deals Repeatedly. In this episode, we talk about the greatest misconception about sales leaders, the one thing that...
One of the most common sales questions: how can you best evaluate opportunities? There may be deals that have been sitting in your pipeline for a while and there may be relatively new opportunities. You may be wondering which of these deals are worth pursuing and which are not? Many forecasts are filled with hopes...
Gessie Schechinger is passionate about helping organizations leverage technology and automation to surpass revenue targets so he can help protect the golf and bar time for salespeople. He labels himself as the laziest salesman in America as well as the Vice President of Sales for the OnCourse, a sales engagement platform. OnCourse has a pretty...
