Episodes
30: These are the best questions to ask decision makers
Do you want to ensure you are compelling, valuable and trusted by the decision makers in your accounts? If so, ask implication q…
29: If you want to transform your life, don't try and transform your …
If you want to transform your life, don't try and transform your life! Sound a little strange? Well that's the advice of James …
28: The "sales truth" about prospecting success
Are you spending enough time on prospecting? Probably not according to Mike Weinberg in Sales Truth Support the show (http://www…
27: The most simple way to keep momentum in your sales cycle
Feel like your sales opporutnities stall too easily? Next steps don't happen? Anthony Iannarino writes about this in his book "…
26: Who is most uncomfortable? You or your prospect?
Have you ever felt uncomfortable asking your prospect a deeper question? But wish you had? In Let's Get Real or Let's Not Play,…
25: How to stop confusion from slowing down your sales opportunities
Ever been confronted with an inconsistent or confusing prospect, but not sure how to react ... Keenan has 4 favorite words to hel…
24: Be fearless
Sales is often won by those that do the things that others don't. Support the show (http://www.unstoppable.do)
23: Don't treat people how you want to be treated
Why is the common idea to "treat people the way you would want to be treated" wrong? All is explained by ex-FBI hostage negotiat…
22: Be a coach for your team - it makes life easier for you too
Sales leaders... know that you should be a better coach for your team, but not exactly sure why it helps you?... Michael Bungay S…
21: Finding it hard to start prospecting?
Ever sat there knowing you should be prospecting, but you don't... you are only human if you do! There are the 3 Ps that are hol…
20: Get what you want by using a range
How do you handle the "how much do you charge" question or if negotiating a package "what are your OTE expectations?" question ..…
19: Armistice day
Armistice day Support the show (http://www.unstoppable.do)
18: Stop servicing customers
Don't service your customers... so says Mike Weinberg in Sales Truth, find out why in this episode Support the show (http://www.u…
17: Concede slowly and in small amounts
So you have to make a concession, what does the research say about how you should do that? Mahan Khasla and Randy Illig give a g…
16: Banish open ended answers
Do you find your prospects being way too vague in their answers to your questions? If so, Keenan agrees with you and says we nee…
15: Are you advancing a deal or continuing it?
How do you keep advancing your opportunity? Neil Rackham in Spin Selling talks about what successful salespeople propose as the n…
14: How can you execute better turns?
She's probably the most dominant athlete in the world that you have never head of - and we can learn from her about how to get be…
13: Your advice is not as good as you think it is
Leaders... do you find yourself dishing out advice and directives to your team... but you know you shouldn't? It's tough isn't i…
12: Are you OK with interrupting?
You've got to be OK with interrupting, that's what you have to do to create opportunities ... so says Jeb Blount in his book "Fan…
11: Are you up for a challenge?
Want a simple test to see if you know the outcomes the prospect is looking for on each deal? Keenan talks about the CRM Challeng…
10: How to sound good
Your tone of voice is super important according to Chris Voss in Never Split the Difference... find out why on this episode Suppo…
9: This will transform your productivity
There is one super imapctful thing you can do to supercharge your productivity - and Jeb Blount talks about it in his book Fanati…
8: This could be life changing
Ever tried to change what you do, but you seem to fall back to your old way of doing things? If so, this episode could be life ch…
7: No guessing!
Do you actually know all you need to about your opportunity, or have you guessed a few of the details.... No guessing is one of t…