Videos

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

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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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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 us offer advice dressed up as a question.  Right or wrong?  Find out in this episode.

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

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

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Sales manager training: people have been studying people and life for millennia and despite all the huge advances in the last few hundred years, the nature of humans has not changed much. Greats sales leaders understand these 3 concepts from ancient philosophy. Sales manager tips.

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

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

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One way to simplify complex tasks to save you a ton of time and get to a deeper, different course of action.

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Ever get frustrated about not getting access to the senior decision-maker or economic buyer during your sales cycle?  Read and Bistritz explain all and when best to engage with them in their book Selling to the C-suite

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

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

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

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Imagine someone walks into your office or calls you randomly ... you're short on time and you're a bit apprehensive about why they want to talk with you.  This simple question from Michael Bungay Stanier is your best friend.

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A quick challenge for you... in the next 10 seconds, can you show someone your current target account list?  Find out why answering "yes" to this question is important in this episode.

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You just KNOW that your prospects would be in amuch better place with your solution, but they don't seem to care.... what the heck is going on?  Anthony Iannarino explains all in The Lost Art of Closing

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Is the curse of product knowledge holding you back?  Find out how in this episode.

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A quick check for you..are you starting the year self oriented or buyer oriented?  One way will win out  over time according to Mahan Khasla and Randy Illig in their book Let's Get Real or Let's Not Play

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

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

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Ever think that all your prospects are on vacation? Don't kid yourself as explained in this episode

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Have you seen someone stroke their neck, or their chest .. and wandered what it means? Joe Navarro tells us all about Pacifying Behaviours in his book What Every Body Is Saying.

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Ever had someone give a huge preamble before asking you a question? Ever done that yourself? Don't do it says Michael Bungay Stanier in The Coaching Habit

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

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