Episodes

Oct. 19, 2021

80: 3 questions to ask to know if you are at the right company

After you join a startup and the honeymoon period is over doubts can set in about whether you are at the right company. Things a…

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May 8, 2020

78: 5 ways to run a better team meeting

Get the sense that your B2B sales team is bored during your regular team meetings? As a sales manager, here are 3 ideas to get t…

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May 6, 2020

77: Set a big goal for your team to rally around

Find your team drifting apart and just focusing on quota and numbers? Change the dynamic by setting a big hairy audacious goal t…

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May 5, 2020

76: 3 ways to use ancient philosophy to run your sales team more effe…

People have been studying life and humans for millennia. and despite all the advances we have made as a species, the basics of h…

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April 17, 2020

75: How To Create a Culture of Accountability In Your Sales Team

B2B sales teams are one of the most highly measured teams in an organization, but our accountability towards those metrics, our p…

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March 13, 2020

74: How to build your bench

It's easy to say "you need to build a bench", much harder to do well and consistently. Find out 4 steps to take that you can do …

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March 11, 2020

73: 4 Steps to follow if you are called a "Micro Manager"

There is no worse thing to be called as a sales leader than "micro manager"... so what do you do if that's what happens? Support …

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March 9, 2020

72: Top 8 reasons why great sales people leave

Top sales talent is rarely on the market... so what is it that causes them to leave? Support the show (http://www.unstoppable.do)

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March 6, 2020

71: Why you should hire lines not dots (and what the heck that means!)

Do you hire the best person you can find at that point in time (a dot) or do you hire someone you've got to know over time and se…

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March 4, 2020

70: The first 3 things a newly promoted manager should do

You get promoted to run a team and the firehose starts. Everything comes at you from all sides and it is easy to become overwhel…

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March 2, 2020

69: Moving from reactive to proactive in hiring

Open territories can cost you between $0.5m and $1.5m in lost bookings over 2 years. We can avoid that by being proactive and no…

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Feb. 14, 2020

68: Why you need to ask one question at a time

Great questions yield the best answers unless you screw up when asking them! Find out how to avoid one common mistake in this ep…

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Feb. 12, 2020

67: How are your reps motivated?

Very few people are truly motivated by money. and I count salespeople in that statement. So what are salespeople motivated by? …

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Feb. 10, 2020

66: What would this look like if it were easy

One way to simplify complex tasks to save you a ton of time and get to a deeper, different course of action. Support the show (ht…

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Feb. 7, 2020

65: Stop asking rhetorical questions dressed up as coaching

You want to coach your team member but you know what they should be doing. In fact, it's burning a whole in your head. Many of …

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Feb. 5, 2020

64: The least rewarding job in the company

The 1st line manager in a B2B sales organization is the least rewarding job in the company. This episode is the start of helping…

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Feb. 3, 2020

63: Serve dessert first ... it will make you more successful in B2B s…

Ever find your prospects switch-off when it's your turn to talk? Maybe you have the menu in the wrong order. Support the show (ht…

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Jan. 31, 2020

62: How to build trust by showing your hands

How can you better build trust with your prospects? Joe Navarro gives us a tip in his book What Every Body is Saying Support the…

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Jan. 30, 2020

61: Protect the golden hours of B2B selling

Need a quick reminder that you need to use your selling time wisely? Jeb Blount lays it on us very bluntly in Fanatical Prospect…

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Jan. 29, 2020

60: B2B sales: When is the best time to talk to C-level executives in…

Ever get frustrated about not getting access to the senior decision-maker or economic buyer during your sales cycle? Read and Bi…

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Jan. 28, 2020

59: The best way to convince a B2B sales prospect to take your meeting

Do you want to improve the chances your prospect will take your meeting? Anthony Iannarino gives us some pointers in the Lost Ar…

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Jan. 27, 2020

58: In B2B sales, different is better than better

We live in a noisy B2b world where getting attention is tough. Bring a "be different" mindset to your selling motions to stand o…

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Jan. 24, 2020

57: In B2B sales, how to tell someone you agree with them without usi…

Your torso is a powerful tool in non-verbal communications. Find out how and why from Joe Navarro in What Every Body is Saying S…

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Jan. 23, 2020

56: For B2B sales leaders: The question that works really well to sta…

Imagine someone walks into your office or calls you randomly ... you're short on time and you're a bit apprehensive about why the…

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