Episodes

Jan. 22, 2020

55: For B2B sellers, can you show me your target account list... righ…

A quick challenge for you... in the next 10 seconds, can you show someone your current target account list? Find out why answeri…

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Jan. 21, 2020

54: In B2B sales, why are prospects not ready to buy?

You just KNOW that your prospects would be in amuch better place with your solution, but they don't seem to care.... what the hec…

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Jan. 20, 2020

53: Product is a 4 letter word

Is the curse of product knowledge holding you back? Find out how in this episode. Support the show (http://www.unstoppable.do)

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Jan. 17, 2020

52: It's all about the success of others

A quick check for you..are you starting the year self oriented or buyer oriented? One way will win out over time according to M…

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Jan. 16, 2020

51: Why you need to pay attention to someone's feet

Don't pay so much attention to someone's face, instead concentrate on their feet... so says Joe Navarro in his book What Every Bo…

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Jan. 15, 2020

50: Think like a buyer - a letter from IT ops leader

What does a senior executive at your biggest target think about you and what do they want you to know. In this episode we have a …

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Jan. 14, 2020

49: What C-levels want from a Trusted Advisor

Everyone seems to want to be a trusted advisor, some even think they are one.... but what do executives at your prospects think a…

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Jan. 13, 2020

48: Get even more from 2019

Oasis sang "Don't look back in anger" ... how do you feel about your 2019? Learn a great framework to get even more from what hap…

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Dec. 20, 2019

46: Why it's a good sign if someone crosses their legs

Cross your legs to show confience and comfort..find out why from Joe Navarro in his book What Every Body is Saying Support the sh…

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Dec. 19, 2019

45: In B2B sales, focus on the next Yes

Do you feel like too many of your opportunities slow down or stall? Most of us have lived through that. Keenan gives his perspect…

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Dec. 18, 2019

44: Cut the fluff and ask the question

Ever had someone give a huge preamble before asking you a question? Ever done that yourself? Don't do it says Michael Bungay St…

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Dec. 17, 2019

43: What does it mean when someone strokes their neck?

Have you seen someone stroke their neck, or their chest .. and wandered what it means? Joe Navarro tells us all about Pacifying …

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Dec. 16, 2019

42: Everyone is NOT on vacation

Ever think that all your prospects are on vacation? Don't kid yourself as explained in this episode Support the show (http://www.…

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Dec. 13, 2019

41: How to be in synch when negotiating

This simple mirroring tip will pay off for you in negotiations, so says Chris Voss in Never Split the Difference Support the show…

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Dec. 12, 2019

40: How to effectively negotiate by changing your voice

38% of what you communicate is down to your tone of voice ... but how do you use that in negotiations? Chris Voss gives us an id…

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Dec. 11, 2019

39: A powerful way to push back... without appearing to push back

You know you need to push back during a negotiation but sometimes feel like you don't do it very effectively? Chris Voss has a v…

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Dec. 10, 2019

38: How to respond to "no"

Ever hear a "no" from a prospect and wish you had a better way to continue the conversation? Chris Voss gives us some ideas in N…

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Dec. 9, 2019

37: Brass tacks bargaining

Sometimes you have to bargain with purchasing to get what you want... but what is the best way to do that? Chris Voss provides a …

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Dec. 6, 2019

36: THIS leads to desperation

Feeling a little desperate at the end of the month or quarter? Jeb Blount tells us why in his book Fanatical Prospecting Support…

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Dec. 5, 2019

35: What makes a great story

Feel like your sales stories are a little boring? Not hitting the maark? Mike Weinberg shows us a quick story framework in his …

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Dec. 4, 2019

34: Think like a customer - it's harder than we think

Start thinking like a customer - it's so obvious, but few of us do it well ... So says Anthony Iannarino in The Lost Art of Closi…

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Dec. 3, 2019

33: How to read lips to avoid problems

Ever felt that someone is not being up front with you, but you are not sure? Joe Navarro gives us a tip on reading some non-verba…

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Dec. 2, 2019

32: When your back is against the wall

How do you respond when your back is against the wall? Tips for what can you do... Support the show (http://www.unstoppable.do)

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Nov. 27, 2019

31: Ready for excess?

Are you ready for the excesses to come! Support the show (http://www.unstoppable.do)

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