Aug 30, 2022
Lightning Round: 10 Ways to Exercise Self-Discipline
Question: Simon from the UK asks, “How do I get my sales team to use their time more effectively? They complain they don’t have enough time to prospect and yet I see them wasting time talking amongst themselves and doing other non-productive things."
Book: 30...
Aug 23, 2022
Lightning Round: 10 Ways to Crack Open Big Accounts
Question: Danny from New Orleans asks, "I’ve been assigned a new list of enterprise accounts. I’ve only got connections with a couple of them. What should I be doing? I know if I don’t show major progress within 6 months I’ll be let go."
Book: Selling to...
Aug 16, 2022
Lightning Round: Top 10 Ways to Actively Listen to Customers
Question: Traci from Boulder, CO asks, "I am a business owner and the sales leader - I am new in the role, and leading a very, very experienced sales team. What should I be doing, expecting and how do I know if I am doing this right?"
Book: Emotional...
Aug 9, 2022
Lightning Round: Top 10 Ways to Get Ready for Fourth Quarter
Question: Santiago from Ecuador asks, "I am a wholesaler, new in the industry, and putting together a new sales team in a new division, and I am curious as I build my team, who should I be looking for? What are the qualities, skills, habits of great...
Aug 2, 2022
Lightning Round: 10 Ways to Overcome the Struggles with Prospecting
Question: Andy from Boston asks, “I’ve got two people on my enterprise sales team who just won’t prospect. All they do is make excuses and I think it comes down to one thing, they’re scared to do it because they think they’ll be exposed as...