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“Referrals are unquestionably the highest leverage, lowest utilized sales channel that there is.”
James Muir literally wrote the book on closing. But today he is here to bring a whole new perspective on referrals including the “root of all referrals.” There is a right way to gather quality referrals and James shares it with us in this episode.
Read MoreJeff recently made a trip to Nashville, Tennessee to record audio versions of his ebooks. Even though he had written the words he was reading into a microphone...something felt...different.
Read MoreToday's guest is part of the Women in Revenue Initiative. No one closes deals like her. But how does she do it? Debe Rapson uses the power of discovery, asking the right questions, and building meaningful relationships to put her at the top of her game.
Read MoreThe dirty little secret of small business is that executing on the seeds you planted last quarter takes away time to plant new seeds. How do you keep your pipeline full at all times? How do you balance taking care of current customers and finding new ones?
Read MoreIn sales, it's common to see people burning the candle at both ends, grinding away to try and meet their goal that month or finally land a certain client. It's also common to see that candle burn out. Our guest today shows us how letting off the gas a bit, and refocusing your efforts, can avoid burnout and bring balance. Jack Wilson finally stopped pressing harder and started to measure the activity that actually got results. He found that when you clear your plate of the crap, and you do less more consistently, is when you see your results take off.
Read MoreAthletes across sports cross train, practice of training or being trained in more than one role or skill, in order to reduce the wear and tear on their bodies. Should you be doing the same for your mind? For your skills training?
Read MoreEmployer branding can be invaluable to new companies looking to grow. Our guests today, Miki and Nate from Job Portraits, help to ensure that this growth is healthy and productive for both the employer and candidates. They work with companies to discover their vision, mission, story they want to tell, and what path they envision for their growth.
Read MoreThere comes a point in time where you have to ask for the business or progress the sales process to the next step. Sometimes it gets awkward, especially if it's in a networking environment involving people you establish a personal relationship before the business relationship. Jeff discusses what you should do in a situation where you are balancing fundraising and friend-raising.
Read MoreWe are joined today by our good friend Mark Hunter, best selling author, speaker and sales consultant. He brings a no-nonsense approach to selling. Reaffirming his belief that sales, in the end, is about people.
Read MoreJeff opens up about his decision to go dry in January, meaning no alcohol, and what he learned from getting out of what had become part of his routine. What does it mean when something becomes part of our routine, our flow, and what happens when we change that flow up? It could be alcohol or it could be something in your tech stack, some piece of your sales process that has become routine but may not be serving you anymore.
Read MoreCan a coffee mug change the world? Well it helped us discover today's incredible guest, Chris Treter. Chris is the CEO of Higher Ground Trading Company. He will share his journey in creating a coffee making business that is purpose driven and helps to fight inequality in third world countries.
Read MoreHow 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. Along with the importance of personalization and empathy, and opening lines to use and avoid.
Read MoreToday we're thinking about mindset. Are you? Jeb Blount released a new book this week and it's about leading a purpose driven negotiation. Negotiation isn't something that just "happens" at the end of your sales process, it's result of all of the things that happen in every phase of your sales process. If you're not thinking about the "why" behind the endgame of your sale, you're more than likely going to lose the deal or get taken advantage. How are you looking at your process, the way you do what you do? Do you understand the data behind where you want to be by the end of the year?
Read MoreAre you ready to move from SMB sales into the big leagues? Our guest today is Amy Volas, an enterprise sales expert. She isn't afraid to ask the tough questions or give the tough answers to her clients. Amy will take us through her vast experience, discuss how she finds the right prospects for her process, and how starting the sales process is a lot like dating.
Read MoreIf there's one thing Christie loves to do it's challenge herself. The new year presents a new opportunity to challenge herself in a new way. She'll reveal how she is pushing herself over the next 66 days. How are you pushing yourself? What have you implemented that will in some small way help you achieve your bigger goals for 2020?
Read MoreLeah Neaderthal is NOT a salesperson, she's a business owner who had to learn how to get new clients. In that learning process she ditched everything salesy, kept everything that worked and developed a sales methodology that has a 92% win rate and has helped her acquire 3 million dollars in new business. Whoa. Today she's sharing all of her knowledge with mainly female business owners, entrepreneurs and (luckily for you) our podcast.
Read MoreFor some, the new year presents a hall pass of sorts to try some new things and get out of our old routines and into new ones. So what will be your new routine for 2020? What inefficiencies will you eliminate? What additional structures will you integrate into your professional life?
Read More2020 is upon us and that means another amazing season of sales strategies, business building tools, incredibly insight guests, more why, more buy and more Jeff and Christie.
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