Today’s sales podcast is focused on helping B2B Sales organizations prepare to succeed in 2023 and beyond. As a keynote speaker at sales kick-off events I get to look into the mindset and outlook of many sales organizations as they plan for 2023. The focus for many this year comes down to building resilient sales teams and strong daily disciplines. Sales success in 2023 is not going to look like 2021 or 2019. It’s going to be harder, and even if it isn’t your competitors think it is. We need to take massive action, event if it’s just to build a new discipline. Tough and competitive times are w ..read more

This podcast was inspired by a sales troll on TikTok. I posted a TikTok video on “Why sales is not like dating.” The response was 99.5% positive but there’s always one guy out there. His response was “Sales is like dating …. value-based selling is weak.” This got me to think of this analogy and why it’s so popular and also how sales and expectations of salespeople have changed significantly. In this sales podcast I dig into how much sales has moved from a “skill set” to a true profession, one where today you can even become a certified sales professional. True sales professionals are no longer ..read more

This sales podcast episode is focused on shifting our mindset to one that drives sales success. Sales process only works as well as the mindset of the person using it. Unproductive mindsets are often what is holding back exceptional people from reaching their true potential. Developing an empowered mindset can you produce greater results, consistently. Here’s a list of common negative sales mindsets and a set of empowered mindsets that can help you take your sales career to the next level:   Negative Sales Mindset   Empowered Sales Mindset 1 Reactive mindset 1 Pragmatic mindset ..read more

I have heard many sales experts, gurus and influencers promoting the idea that “old school” concepts like closing the sale are outdated and no longer relevant. While “old school” techniques have become outdated, closing skills are still vital for sales success. Closing is still a required skill but today b2b buyers and consumers are much more sophisticated and sensitive to “salesy” approaches. On a cold call your first call should no longer be focused on closing the deal. Instead, it should be really about establishing rapport, showing our value and getting a commitment on the first in a serie ..read more

Today’s sales podcast is on how discipline is the secret ingredient to massive sales success. Why I call it a secret is it’s not obvious to a lot of people that what they’re missing isn’t sales process, methodology, tactics or luck… it’s the lack daily disciplines that is holding them back from massive sales success. Jay Conrad Levinson author of the Guerrilla Marketing series of books said this about consistency: “Mediocre done consistently beats brilliant done once every time.” When I am delivering my sales training or sales keynotes I find many people are excited to learn what’s new in th ..read more

Salespeople and sales leaders feel the pressure to consistently be present on social networks like LinkedIn, Twitter or Instagram but often are not sure what to post or what they should or shouldn’t share on social media. I will give you a hint: The best content is rarely about your products, services or company. In social media marketing and social selling it’s not about you. If you want to rise above the noise in this vast ocean of social content and “me marketers” you have to think about “What’s in it for me?” – from the client or prospect’s perspective. View this post on Instagram A post ..read more

Building an effective Sales Playbook for your organization is vital to your ability to scale and sustain your sales success. It’s your franchise success manual for your sales team. There are many comprehensive and highly detailed guides out there on how to build a sales playbook, but I wanted to focus on a format that can get you started quickly. In this podcast I cover the key components of an effective lean sales playbook. Here’s a quick list of what I cover: The 10 Components of a Lean Sales Playbook: Defined target market, including micro niches and personas Map of key steps to your sales ..read more

Keenan in his book GAP Selling says it well when he talks about where most salespeople fail. Many focus on closing better but the big issue is that they’re failing to “open” effectively. Opening is about conducting a really effective discovery call. Effective discovery calls are one part needs analysis and one part leading a new thought process. Move from explaining value to being a person that partners with others to create value for them. When I talk about leading a new thought process it’s about asking your prospect or client questions that get them to expand their thinking and look at th ..read more

This podcast is based upon my recent digital-reinvention keynote for the World Trade Center Vancouver’s export awards. I had a number of attendees want my notes and slides and I thought a better way to share them is through my social selling and influence podcast! In this podcast we discuss: 2022 remote and hybrid selling trends Remote work and recruitment trends Technology shifts that will impact your business in 2023 and beyond How leaders can become digital reinvention leaders and profit from these shifts Following is my slide deck (Click on the image to download) Click Image and “Save As ..read more

Today’s Podcast is about daily social selling disciplines. Social selling success isn’t about going viral or adding thousands of LinkedIn connections. Social selling success boils down to key daily disciplines or KPI’s (Key Performance Indicators). One of the first pieces of advice I can give on using social media and social networks to attract, sell and grow new accounts is…. DON’T QUIT. Having a plan and process that we follow daily is going to help keep us on track, long-after social selling is no longer new and exciting. It takes work and consistency to win, this is a long game that pays b ..read more