On this Same Side Selling episode, Chris Yoko the CEO of Yoko Co joins us to share what helped his business grow by 40% this past year alone. Chris and his team have been big advocates of Same Side Selling in their business. You'll hear how Chris's team shifted the focus from price to results...
Giving your potential client an About Us explanation in a presentation or sales call ultimately hurts you more than it helps. Nobody cares about your background if they don't first, see how whatever you do might apply to their own situation. In the research I've conducted on how executives make and approve decisions, there are...
On this week's episode I'm joined by Linda Quarles, Director of strategy and organizational design at Frog Design. Linda has spent decades leading organizational transformations at companies like Microsoft, Owens Corning, BAE Systems, and Cigna. She brings deep expertise in how to understand human behavior from a customer perspective. Linda shares insight into how to really...
On this week's episode, Wes Schaeffer, a marketing strategist that is best known as The Sales Whisperer joins us. Wes is a sales trainer, inbound marketing strategist, HubSpot partner, and Infusionsoft's Partner of the Year. Wes and I talk about all areas of sales; from the mistakes that you could be making, to the qualities...
No matter what your product or service, Seth Godin has tremendous insight on reframing your sales and marketing approach to grow your business. As an Entrepreneur, best-selling author, and speaker, Seth focuses on everything from effective marketing and leadership, to the spread of ideas and changing everything. You're gonna learn a ton on this episode...
There's this idea that B2B buyers in purchasing and procurement are only concerned about one thing...price. While that might the stereotypical, old-school approach to the B2B buying process, forward-thinking companies and buyers take a different approach. On this episode, my coauthor of Same Side Selling Jack Quarles joins us to share new and more innovative...
Public speaking isn't just those times when you're communicating in front of a large group of people. In fact, public speaking is anything other than the times you're whispering to yourself or talking in your own head. If someone else hears you communicating, it is public speaking. Publically communicating ideas and information is essential in...
When someone says networking, you likely think meeting strangers in order to grow your connections. What if the best way to grow your network isn't by introducing yourself to strangers at cocktail parties, handing out business cards, or signing up for the latest online networking tool. Instead, you focus on developing a better understanding of the...
Could renting an Airbnb to traveling employees near the headquarters of your ideal customer be the secret to gaining intel about your potential customer? One of our podcast listeners thought it might work and wanted an opinion about this interesting approach. When it comes to uncovering what customers think, I turn to Bob London, founder and CEO of...
Sales quotas are meant to help businesses achieve incremental goals. But, if they become the primary focus for the seller to 'just close deals' without the client's best interest in mind, then you put so much at risk for your business. I've seen too many sales professionals make rash decisions in order to meet a quota. For...
