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How do you make a sale to a customer you don't even have yet? Prospecting... and that can strike fear and apprehension into the most seasoned salesperson. Jason Bay of Blissful Prospecting joins the show today with tips on how to make prospecting easier, more successful and maybe even enjoyable. PLUS! The importance of personalization, empathy, and opening lines to use and avoid.
Read MoreThe concept of "Yes and" is a cornerstone of improv comedy. Now you may wonder what that has to do with you. Well, our guest today Gina Trimarco is here to tell you. Gina is a sales trainer, a consultant with Pivot10 Results, founder of Carolina Improv Company and host of the wonderful Women Your Mother Warned You About podcast.
Read MoreThere are so many new tools and methods to prospect and make connections. But today's guest knows that none of those matter without the foundations of old school sales.
Jay Jensen, CEO of Sales Inc. joins Jeff today. He is irreverent, authentic, and a straight shooter with a dry wit that is often missing in the world of sales leaders.
Read MoreJust pick up the phone! It's that easy right? Not really. But today's guest is here to break down your call reluctance. Connie Kadansky is a sales trainer, coach and authority on sales communication.
She talks with Jeff and Christie about how call reluctance is an emotional reaction to a perceived threat - also known as fear.
Read MoreSome salespeople are born with it. Some jump into the sales pool, and it's sink or swim. But there's something new emerging at universities across the country. College courses in sales training.
Today, Jeff and Christie welcome Dawn Deeter, professor and creator of the National Strategic Selling Institute at Kansas State University. Dawn's program delves into how communication has evolved in sales, the importance of the prospect list, role play, how to bounce back from rejection, and coaching for effort to get results.
Read MoreWhy do so many salespeople hesitate or tip-toe around the ask? For today's guest, "ask" is more than just a word. It's a framework that he builds his sales philosophy and training on.
Tony Morris, author, speaker and sales trainer, joins Jeff and Christie today to discuss what is holding some salespeople back from their full potential. Too many people are hiding behind emails and social media, when those should just be used as tools to generate a real human conversation.
Read MoreWe've heard a lot about empathy lately in regards to our sales approach. But today's guest says that there are different kinds of empathy, and not all of them are good.
Bernadette McClelland is an influential sales coach and keynote speaker. She explains that "good empathy" is one that encapsulates logic, outcomes and compassion. Being overly empathetic with no forward path, can lead you right out of a sale.
Read MoreSurrender. It's a word that might evoke thoughts of defeat, or giving up. But today's guest will explain how surrendering yourself is freeing, and can inspire you to push yourself to new levels of performance.
Read More"More opportunities have been lost from people saying or thinking, 'I've tried that before. I've done that before. I've seen that before.'" That's from our guest today, Art Sobczak, who is fighting what he calls the "Measles Shot" view on training. Art gives us some different ways to think about getting better at outbound selling, cold calling, rejection, human connection, voicemails and so much more.
Read MoreMost salespeople and businesses focus on profitability by selling their time and not their expertise. Today's guest is turning that notion on its head, and stresses the positives of moving away from billable hours.
Read MoreSo often in sales, people are looking for the next angle of gimmick to try to up their numbers. Today's guest knows that while new strategies will come and go, a relationship with a trusted accountability partner is the best path to success.
Read MoreSo much of what we have heard these last few months has been, how to sell right now, how to position yourself to come back stronger, how to be put aside fear in the face of an uncertain marketplace. But some days, you wake up and you just feel down and defeated and in a bad head-space. And that's ok.
Read More"If you can't differentiate yourself, you can't sell.” Today's guest is focused on helping her clients differentiate so that their prospects and clients decide on them. Kenyetta Gordon is a speaker and brand leadership and communications consultant.
Read MoreWhat do you need to do to reach the next level in your sales career? Today, Jeff and Christie are joined by Deb Calvert, top sales trainer, founder of The Sales Experts Channel and President of People First Productivity Solutions to discuss scaling up.
Read MoreAre you getting the things that matter done? Are you actually working on the things you want? Do you even know what you want? Jeff and Christie's guest today will help you to answer these questions and bring meaningful focus to your work and life.
Read MoreToday's guest has one overarching message. Business is personal now. Jeff and Christie welcome Larry Levine, sales coach and best-selling author of Selling From The Heart. In a format filled with brash attention grabbing, and keyboard warriors, Larry brings the old-fashioned principles of face-to-face communication to the new world of social media.
Read MoreAuthor and founder of Top Line Sales, Lisa Magnuson joins Jeff and Christie today and gives targeted details on how to adjust your approach in times of uncertainty. Lisa's message to salespeople is to lead with a soft touch. Identify what your clients can handle right now, reframe old lines of questioning, identify your strengths that tie to your clients priorities, and focus and simplify to find something they can say yes to now.
Read MoreAfter a bit of a break, it's time again for Whatcha Readin'? Round 9! Jeff, Christie and their favorite guests discuss transformational, thought provoking books about sales and life.
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