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...
I'm joined this week by Meridith Elliott Powell who is a brilliant sales mind who's written many books, is considered a top sales expert to follow by LinkedIn and happens to be one of my favorite fellow keynote speakers. We're going to discuss how selling in times of crisis is not a bad thing, that...
This is a special solo episode on selling and communicating under stress. I recorded this episode at a time when when we are under siege from a global pandemic. Businesses across the spectrum are closed. Citizens are either literally or essentially under quarantine and at home. So how do you continue to grow your business...
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...
