Sep 27, 2022
Lightning Round: Top 10 Ways to Know a Customer Is NOT a Right Fit
Question: Ricardo from Santos, Brazil asks, "We are a busy sales team that is working for a growing company. We can barely keep up with leads - incoming as well as those we seek. I am trying to help my team manage their time, and attract the business we...
Sep 20, 2022
Lightning Round: How to Sell at Full Price
Question: Pete from the UK asks, “I get paid based on my gross sales achieved which means I want to sell at full price or even more. My manager keeps pushing me to speed up the sales cycle by offering the customer a discount, what should I do?”
Book: Selling Value, How...
Sep 13, 2022
Lightning Round - Top 10 Ways Sales Leaders Can Support Sales Reps Who Do Inside and/or Outside Sales
Question: Corey Fobare asks, “I am about to begin the transition from an inside sales role to an outside sales role -- what advice do you have? What differences can I expect?”
Book: The OutWard Mindset -...
Sep 6, 2022
Is your value statement helping you or hurting you on sales calls? Listen in for how to create a strong value statement, and why it’s so important.
Lightning Round: Top 10 Ways To Uncover the Right Pain Point
Question: Abedellah from Morroco asks, “I hired a sales consultant to come in and do some interviewing...
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."