Your Weekly Sales Insights Podcast

  • 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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  • Getting the support of gatekeepers.

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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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  • Do more cold calls mean 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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  • What is the purpose of prospecting?

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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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  • Who are your great sales performers?

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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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  • Episode 019: Are You the CEO of Your Business?

    Episode 019: Are You the CEO of Your Business?

    Have you ever heard, “you are the ceo of your business” in reference to your sales territory or your list of accounts? Or “you are the captain of your ship;” “Master of your own destiny?”

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  • Episode 18: Executing Your Sales Plan

    Episode 18: Executing Your Sales Plan

    This month is sales execution. To introduce the theme Jeff shares a story about starting a business and how it came down to one sale.

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  • Episode 017: How to Build a Sales Team

    Episode 017: How to Build a Sales Team

    In this podcast we discuss not only the difference between a group of sales professionals and a team, but also how a sales leader can build a team. Enjoy the conversation!

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  • Episode 016: How to Build when Bored

    Episode 016: How to Build when Bored

    How do you continue to build your skill and will when sales are lagging and life is mundane?

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  • Episode 015: How to Build Skill and Respond to Low Will

    Episode 015: How to Build Skill and Respond to Low Will

    We discuss how to lead individuals who have low skill and high will, as well as how to lead individuals who have high skill and low will.

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  • Episode 014: How to Evaluate Skill and Will

    Episode 014: How to Evaluate Skill and Will

    Having genuine authentic conversations to assess the will/skill of each person on your team is this podcast's conversation. Enjoy!

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  • Episode 013: The Client Meeting That Should Have Been Online

    Episode 013: The Client Meeting That Should Have Been Online

    Before online was an acceptable primary means of meeting we had a meeting that should have been online. We talk about the experience and how an online venue would have been better.

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  •  Episode 012: How to Have Excellent Online Client Meetings - Practice

    Episode 012: How to Have Excellent Online Client Meetings - Practice

    In this discussion, we will talk about how luck and Tiger Woods give the answer to Excellent Online Client Meetings.

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  • Episode 011: How to Have Excellent Online Client Meetings - Precondition

    Episode 011: How to Have Excellent Online Client Meetings - Precondition

    When you precondition an online meeting you set the meeting up for success. In this episode, we will discuss the five parts of great preconditioning.

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