Episodes

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 …

Episode page
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…

Episode page
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…

Episode page
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…

Episode page
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…

Episode page
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…

Episode page
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…

Episode page
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…

Episode page
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…

Episode page
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…

Episode page
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…

Episode page
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…

Episode page
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)

Episode page
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…

Episode page
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…

Episode page
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 …

Episode page
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…

Episode page
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…

Episode page
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…

Episode page
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…

Episode page
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…

Episode page
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 …

Episode page
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.…

Episode page
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…

Episode page