Your Weekly Sales Insights Podcast

  • Episode 039: To Serve or Not to Serve

    Episode 039: To Serve or Not to Serve

    Jeff, Abbey, and James get into a robust conversation about customer service. Should sales professionals provide customer service or not? Listen to the conversation and you decide.

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  • Episode 038: What's in Your Sales Tech Stack?

    Episode 038: What's in Your Sales Tech Stack?

    In the era of information, what do you use to enhance your sales prospecting, qualifying, and closing? Abbey, James, and Jeff discuss what technology to use, how to use it, and when to quit.

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  • Getting the support of gatekeepers.

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  • Episode 037: No Guessing and Practice

    Episode 037: No Guessing and Practice

    Join Abbey, James, and Jeff as they discuss the importance of not guessing what your clients want or need.

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  • Do more cold calls mean more sales?

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  • Episode 036: James and Abbey Join the Show and Talk Prospecting

    Episode 036: James and Abbey Join the Show and Talk Prospecting

    James Brooks and Abbey Cook join Jeff and talk prospecting.

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  • What is the purpose of prospecting?

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  • Episode 035: Artificial Intelligence and Sales Professionals

    Episode 035: Artificial Intelligence and Sales Professionals

    Big data used by artificial intelligence to increase sales is a massive movement. Does AI replace the sales professional? Or does AI enhance how a sales professional meets the client's needs?

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  • Who are your great sales performers?

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  • Episode 034: Sales Leaders Keep Your Sales Team

    Episode 034: Sales Leaders Keep Your Sales Team

    Randy Illig writes in Forbes about how to keep your salespeople in the midst of the "Great Resignation." What you do to keep people now is good practice for always keeping good people.

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  • Episode 033: Prospect for Whose Spending, Use Data, and Be Their Seller

    Episode 033: Prospect for Whose Spending, Use Data, and Be Their Seller

    Go to the people who are spending and be their seller. To learn what organizations are wanting to buy, use big data. Prospect with intelligence. Online selling is here to stay.

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  • Episode 032: Client Enablement

    Episode 032: Client Enablement

    In recent years "sales enablement" has become a hot topic. What does it mean? When you enable sales, what are you enabling them to do?

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  • Episode 031: Do We Need Sales Professionals?

    Episode 031: Do We Need Sales Professionals?

    When enabling your client to make a decision, it is helpful to have a tool that you and your client can use to understand what decision needs to be made when and by whom.

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  • Episode 030: The Decision Grid

    Episode 030: The Decision Grid

    When enabling your client to make a decision, it is helpful to have a tool that you and your client can use to understand what decision needs to be made when and by whom.

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  • Episode 029: Structure the Conversation

    Episode 029: Structure the Conversation

    When you talk with a client, understanding not only their needs, but the importance, evidence, and impact is crucial for them and for you.

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  • Episode 28: Intent Counts More Than Technique

    Episode 28: Intent Counts More Than Technique

    What do you love about your sales profession? Is it the product? The people? Both? A recent article in Inc. magazine suggests that there is one rule greater than any other to make more sales.

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  • Episode 027: Back to Basics - Move Off the Solution

    Episode 027: Back to Basics - Move Off the Solution

    Sales have changed from primarily in person to primarily online. This shift was in the making before the pandemic, the pandemic pushed online selling into the deep end of the pool.

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  • Episode 026: Consistently Coaching

    Episode 026: Consistently Coaching

    Coaching is more effective when done consistently; however, what does that mean and how do you do it? Consistency, while important, is not as powerful if you don't have...

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  • Episode 025: Receiving Coaching from your Client

    Episode 025: Receiving Coaching from your Client

    Coaching received from a client is a gift. Take the opportunity to learn what you could have done better not what the buyer missed or didn't understand.

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  • Episode 024: Peer to Peer Coaching for Sales Success

    Episode 024: Peer to Peer Coaching for Sales Success

    What is peer-to-peer coaching and is it valuable? How do you give and receive peer-to-peer coaching? In this conversation, we talk about asking questions that will solicit peer feedback.

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  • Episode 023: Three Keys to Coaching Sales Success

    Episode 023: Three Keys to Coaching Sales Success

    How you coach is critical to improving sales performance. Whether you receive or give coaching doing these three things will improve the overall effectiveness of coaching.

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  • Episode 22: Receiving Coaching for Sales Success

    Episode 22: Receiving Coaching for Sales Success

    Coaching is usually looked at through the lens of the sales leader giving the coaching, in this podcast the discussion is how to receive coaching for sales success.

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  • Episode 021: The 4 Disciplines of Sales Execution

    Episode 021: The 4 Disciplines of Sales Execution

    In this conversation Jeff walks through an example of an organization and sales professional using 4DX to achieve a breakthrough result.

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  • Episode 020: How to Be CEO of Your Business

    Episode 020: How to Be CEO of Your Business

    This week the discussion is about how to be CEO by determining your strategy using the Sales Strategy Map. Enjoy!

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