Sales 101 with Dawn Deeter
Some 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.
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Monday Musing: Listen
There is so much going on in our world. Sometimes when we don't feel heard, the reaction is to just speak louder.
Today, Jeff reminds us that the only way to understand and to be understood, is to listen. Listening brings connection, knowledge, real relationships and yes, even better sales.
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Don't Fear The Ask with Tony Morris
Why 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.
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Monday Musing: Keep it B.R.I.E.F
Losing out on a sale, getting laid off, receiving bad news...Disappointment and unexpected events are a part of all of our lives. Today, Christie has a strategy that you can use as motivation to help yourself transition from loss to gain, from disappointment to acceptance. You can decrease your recovery time and increase your well-being by keeping it B.R.I.E.F.
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Good Empathy with Bernadette McClelland
We'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.
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Monday Musing: What's Really Important
Now that things are beginning to shift to different type of normal, it's time for you to get back to selling by making yourself someone who's worth talking to, and that you have something worth talking about.
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Succeed By Surrendering with Dan Waldschmidt
Surrender. 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.
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Monday Musing: Too Worried About the Optics
There is a fine line between holding yourself accountable and being neurotic. What would my boss say if they saw me right now? Does it look like I'm working? Never mind the fact that sales selling is a results oriented game. It really shouldn't matter what you're doing at any given moment. Does the revenue add up at the end of the month? Is there a way to change the game up so that we're more focused on doing the things that actually lead to signed contracts and less focused on the perception of our work ethic?
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Smart Calling and Smart Training with Art Sobczak
"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.
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Monday Musing: Sacred Cows
Sacred cows are long held beliefs that are no longer relevant and no longer helpful given current conditions. Nearly three years later, those discussions are more relevant than ever as long held beliefs about our nation, policing and racial justice slam into the cold hard realities of the present.
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Selling Your Expertise with Liston Witherill
Most 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.
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Monday Musing: Fresh Start
If you were starting your business or sales career right now, what would you do differently? With so many changes happening now, Jeff explains that this is an opportune time to answer that question.
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Accountability Partners with Dale Dupree
So 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.
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Monday Musing: Partnerships
When's the last time you evaluated your personal and professional partnerships? Christie reflects on the amazing partnership that she has on this podcast and the partnerships that she has built all along her career that have led her to success.
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What's Your Right Now?
So 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.
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Monday Musing: Coming Clean
We have been bombarded with positive messages of growth, pivoting, and emerging stronger than before for the last few months. But sometimes expectations skew what is really going on in front of us.
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Become Your Own Walking Billboard with Kenyetta Gordon
"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.
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Monday Musing: Relationship Mapping
Creating relationships is a vital part of making a sale. But are you paying attention to the details of your relationships? Christie will show you how relationship mapping can help to make those associations work for you.
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