May 31, 2022
Lightning Round: How To Build Customer Value - Top 10 Strategies
Question: Jan from Lincoln, Arkansas asks, "I own a small software company. We sell to small manufacturers. All of our competitors use third world labor, and develop software in countries where everything is less expensive. We are getting killed on price,...
May 24, 2022
WANTED: Strong, effective sale strategy. Mark and Meredith answer, what it is, why you need one, and how it works.
Lightning Round: Top 10 Ways To Get Your Sales Team Focused
Question: Haytham Radwan asks, "What is the strategic plan for a sales manager in a new market and a new country with different culture?"
May 17, 2022
How do you go about nurturing a sales lead that is not quite ready?
Lightning Round: Top 10 Ways To Nurture An Existing Customer
Question: Don, from Des Moines - Every year I make a list of clients I want to do business with - my dream clients - these are the ones that are going to take a while to even get in the door...
May 10, 2022
Lightning Round: Top 10 Ways to Deal with a Sales Objection
Question from the audience: Andy from Seattle asks: How do you deal with an objection when you know there’s no way what you have to offer can overcome the issue?
Book: Objections: The Ultimate Guide for Mastering the Art and Science of Getting Past No by...
May 3, 2022
Is the cold call dead? If not, how can you make an effective one in today's new virtual sales world?
Lightning Round: Top 10 Ways To Sell Into A New Market
Question: Gabriela from Venezuala - I am starting a new division for my company - we have no existing customers - a brand new product line for us - and I have four...