Oct 6, 2026
Lightning Round: Top 10 Qualifiers for a Winning Pipeline
Question: Irena from Bulgaria asks, “I have listened to you both for years, and I always love your advice. I feel like now more than ever this show is needed—sales is hard. I work so much, prospect, call, prospect again, write proposals, but I seem to work...
Sep 29, 2026
Lightning Round: Top 10 Ways to Stay Relevant with Your Customers
Question: When you look at growth for the coming year, are you more interested in growing with new customer acquisition? Or are you trying to expand the share of wallet of your existing customers?
Book: Moneyball Sales by Carson Heady
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Sep 22, 2026
Lightning Round: Top 10 Things I Will Be Changing or Adding for 4th Quarter
Question: Carolina from Bangor, Maine asks, “So, I am curious how I make the most of the 4th quarter of the year? I hear you two talk about it all the time and want to know what I need to be doing and what I need to be focused on?”
Sep 15, 2026
Lightning Round: Top 10 Ways to Build a Referral Network from Scratch
Question: Jillian from Lisbon Portugal asks, “I work for a company based in the US, my territory is so big, and ever since COVID I have been virtual, not traveling much. I study sales all the time, and love the podcast, and I am seeing that the...
Sep 8, 2026
Lightning Round: Top 10 Worst Ways to Connect on LinkedIn
Question: Roxanne from Rock Hill, SC asks, "We do a 15-minute sales huddle every morning, but half the team seems checked out and I'm not sure it's actually helping. How do I know if it's worth keeping — and if it is, how do I make it better?"
Book: The...