Episodes

Nov. 26, 2019

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…

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Nov. 25, 2019

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 …

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Nov. 22, 2019

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…

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Nov. 21, 2019

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 "…

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Nov. 20, 2019

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,…

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Nov. 19, 2019

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…

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Nov. 18, 2019

24: Be fearless

Sales is often won by those that do the things that others don't. Support the show (http://www.unstoppable.do)

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Nov. 15, 2019

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…

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Nov. 14, 2019

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…

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Nov. 13, 2019

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…

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Nov. 12, 2019

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 ..…

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Nov. 12, 2019

19: Armistice day

Armistice day Support the show (http://www.unstoppable.do)

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Nov. 8, 2019

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…

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Nov. 7, 2019

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…

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Nov. 6, 2019

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…

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Nov. 5, 2019

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…

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Nov. 4, 2019

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…

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Nov. 1, 2019

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…

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Oct. 31, 2019

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…

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Oct. 30, 2019

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…

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Oct. 29, 2019

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…

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Oct. 28, 2019

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…

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Oct. 25, 2019

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…

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Oct. 24, 2019

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…

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