Your Weekly Sales Insights Podcast

  • 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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  • Getting the support of gatekeepers.

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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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  • Do more cold calls mean more sales?

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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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  • What is the purpose of prospecting?

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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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  • Who are your great sales performers?

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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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  • Episode 010: How to Have Excellent Online Client Meetings - Plan

    Episode 010: How to Have Excellent Online Client Meetings - Plan

    Online meetings can be superior if you plan for success. In this podcast, we discuss what you need to plan and how you can plan to engage your client in a fantastic online experience.

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  • Episode 009: How to have Excellent Online Client Meetings

    Episode 009: How to have Excellent Online Client Meetings

    Today we talk about online vs virtual. Throughout the month of March, we will discuss the principles and practices of Excellent Online Client Meetings.

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  • Episode 008: The Prospecting List and Prioritizing Prospecting

    Episode 008: The Prospecting List and Prioritizing Prospecting

    We welcome Abbey Cook to the show who started her sales career selling math to 8th graders. We discuss the prospecting list and prioritizing.

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  • Episode 007: How to Build the Perfect Prospecting Plan - What Does Your Client Value?

    Episode 007: How to Build the Perfect Prospecting Plan - What Does Your Client Value?

    When was the last time you wanted to talk to a sales professional? Why would a client want to talk with you? These and other questions are what we discuss on this week's podcast.

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  •  Episode 006: How to Build The Perfect Prospecting Plan

    Episode 006: How to Build The Perfect Prospecting Plan

    When you want to build the perfect prospecting plan, start with the stats. When should you prospect? What time? What day? What month?

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  • Episode 005: The Weekly 50 and Powerful Prospecting

    Episode 005: The Weekly 50 and Powerful Prospecting

    The Weekly 50 is a powerful framework to reshape your performance curve. The role of lead, teach, and coach in the Weekly 50 draws on the combined knowledge of the team to improve individual skills.

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  • Episode 004: The Performance Curve and The Weekly 50

    Episode 004: The Performance Curve and The Weekly 50

    What is the shape of your personal performance curve? What is the shape of your team or organization performance curve and how do you change it?

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  • Episode 003: The Sales Strategy Map and The Performance Curve

    Episode 003: The Sales Strategy Map and The Performance Curve

    What do you need to do to cover your gap? Improving your performance is critical to closing your gap. Changing the shape of your performance curve is the work of the sales execution lever.

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