Your Weekly Sales Insights Podcast

  • Episode 049: Strikingly Different Sales Billboards

    Episode 049: Strikingly Different Sales Billboards

    When driving down a busy freeway do you see billboards? What is it about the billboard that draws your attention? What are the principles of an effective verbal billboard?

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  • Episode 048: Flying Ahead of the Sales Airplane

    Episode 048: Flying Ahead of the Sales Airplane

    Jeff, Abbey, and James discuss ending the year strong and starting out with flying ahead of the sales airplane.

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  • Getting the support of gatekeepers.

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  • Episode 047: Do You Believe Your Entire Sales Team Can Make Quota

    Episode 047: Do You Believe Your Entire Sales Team Can Make Quota

    Jeff discusses the ins and outs of making quota. Can an entire team or entire sales force make quota? If so, what will it take to make it happen?

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  • Do more cold calls mean more sales?

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  • Episode 046: Sales Demos and Remote Work

    Episode 046: Sales Demos and Remote Work

    Jeff, Abbey, and James discuss the ins and outs of sales demos and remote work. When and why you would use a demo.

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  • What is the purpose of prospecting?

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  • Episode 045: What to Do When Sales are in a Slump

    Episode 045: What to Do When Sales are in a Slump

    James, Abbey, and Jeff talk about how they come out of individual sales slumps and what to do when organizational sales stagnate.

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  • Who are your great sales performers?

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  • Episode 044: Staying Focused Through a Sales Reorganization

    Episode 044: Staying Focused Through a Sales Reorganization

    When your sales team is reorganized, how do you stay focused and continue serving the client's needs?

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  • Episode 043: Who to Hire and Seeing from the Clients Point of View

    Episode 043: Who to Hire and Seeing from the Clients Point of View

    Abbey, James and Jeff discuss attributes to look for in a sales professional. They also discuss seeing from the client's point of view.

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  • Episode 042: Useful Valuable Voicemail and Email

    Episode 042: Useful Valuable Voicemail and Email

    Stop saying this one word and replace it with this one. Jeff, James, and Abbey discuss what word will change interactions in your sales calls. Be ready to talk, sometimes people answer their phone.

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  • Episode 041: Selling Through Others

    Episode 041: Selling Through Others

    Jeff, Abbey, and James discuss the difficulty of selling through others and how to succeed. Sometimes you don't have direct contact with the end-user of your product or service.

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  • Episode 040: Talking to Strangers

    Episode 040: Talking to Strangers

    Jeff, Abbey, and James discuss the art of talking to strangers. Is small talk valuable in sales? Keeping the prospecting fires burning.

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  • 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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  • 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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  • 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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  • 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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  • 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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