Compare and contrast standard, generic discovery questions to “next-level” questions focused on sales plays, key industry/buyer issues. In this session you will learn how to: Design your question strategy Use buyer research to embed in your questions Transform standard discovery questions into NEXT LEVEL conversational questions.
Tune in for highlights from our most popular episodes on Trust and Listening. With fresh reflections from our host, George Bronten, you will hear former hostage negotiator Kirk Kinnell, share his training models for conflict resolution, decision margin and de-escalation of force. The sales expert who literally wrote the book on Trust-Based Selling, Charles H. Green, follows […]
In keeping with the theme of Halloween we have put together some spooky highlight clips from our episodes about fear and cognitive biases. You won’t want to miss this special edition as the key takeaway will help you defeat the inner monster that kills deals!
Join us as we discuss some unconventional methods of dealing with issues related to change management. From debunking conventional thinking to challenging traditional models of selling, this episode is rich with proven advice for those that want to experience a dramatic improvement in deals won.
In this Outside Perspective, we jump into the topic of change and why that is so hard for many us of, with top change management expert, Iiro Pohjanoksa. Join us to learn some fundamental mistakes to avoid when trying to implement change.
In this Inside Solution, we reflect on how fungi collaboration has anything to teach us in the arena of sales with top sales expert, Dave Brock. Tune in for some interesting tips on what sales people can learn from the vastly complex trade network in the fungus world!
Sales is not about selling. Rather it is about learning. In this presentation we explore the importance of discovery as well as how to use it throughout the sales process. Getting out of sales mode and into curious mode is essential for business growth. Face it – no one likes a salesperson. However, everyone likes the person who is genuinely […]
In this Outside Perspective, we explore a very scientific angle relating to symbiosis from top Mycorrhiza researcher, Daniela Floss. Tune in to hear some fascinating facts about how fungi collaborate across a vastly complex trade network and how that could possibly apply to sales!
In this Inside Solution, we dive into how systems thinking can be applied to the arena of sales. In a world of growing complexity, the need for systems thinkers is growing. Learn what it is and how it can positively impact your sales team. Bringing 3 decades of experience to the discussion is highly-respected sales […]
In this outside perspective, we dive into what systems thinking is and how crucial it is to navigate the complexity of our modern world. As senior research engineer for the Department of Defense, Ross Arnold, brings a highly informed perspective to this discussion. As the complexity of interconnected systems in our globalized world increases, so […]
In this Outside Perspective, we discuss how to cultivate and grow the strong circle of connections that is key to sustainable success. Learn how to communicate with confidence and clarity and turn connection into a competitive advantage in this insightful discussion with one of Forbes Top 25 Networking Experts and best-selling author, Michelle Tillis Lederman.
You’ve probably noticed: it’s becoming more and more difficult to source qualified sales leads and generate revenue. In spite of all the new prospecting tools, sales teams still struggle with business development. I’m here to tell you: it doesn’t have to be this way. Welcome to Back in the Black–my monthly TV sales show with […]
In this Inside Solution, we discuss how empathy affects selling with best-selling author, speaker and coach Lisa McLeod. Learn why salespeople who have a purpose bigger than money, who truly want to make a difference to their customers, outsell salespeople focused on targets and quotas. If you are looking for the key to business transformation, […]
In this Outside Perspective, we discuss how empathy can give businesses a competitive edge by helping create the desired, long term culture shift and positive change companies want. Learn what an empathetic work culture looks like and how to have radically honest conversations. If you are interested in a “people first, then profit” approach you […]
You’ve probably noticed: it’s becoming more and more difficult to source qualified sales leads and generate revenue. In spite of all the new prospecting tools, sales teams still struggle with business development. I’m here to tell you: it doesn’t have to be this way. Welcome to Back in the Black–my monthly TV sales show […]
In this Inside Solution, we discuss how trust affects selling with Charles E. Green, who literally wrote the book on Trust-Based Selling. Tune in to hear how to build long-term relationships through collaboration with your customer. If you want to transform your business and increase social engagement with your clients, you won’t want to miss […]
Former hostage negotiator Kirk Kinnell shares his training models for conflict resolution, decision margin and de-escalation of force in this episode. This is a must watch for those interested in improving their listening and influencing skills and achieving better outcomes in business negotiations. Learn the secret to fast tracking trust from one of the most […]
You’ve probably noticed: it’s becoming more and more difficult to source qualified sales leads and generate revenue. In spite of all the new prospecting tools, sales teams still struggle with business development. I’m here to tell you: it doesn’t have to be this way. Welcome to Back in the Black–my monthly TV sales show with […]
Want to meet with a prospect or get a lead to act? They need to open your email first. If your subject line is boring (and it probably is) they’ll never look at your message. They’ll delete the unread email. You must compel them to click based entirely on the subject line. Kendra Lee and […]
Do your prospects always seem to have control of the sale? Are you frustrated because you’re doing too much free consulting for prospects who aren’t gonna buy? Are sales taking longer and longer to close? Are you feeling pressure to cut prices to close deals? Are you worried your proposals are being shopped to the […]
Kjell has coached superstars like Annika Sörenstam and is now a sought after keynote speaker across the world. We discuss how coaching contributes to success in this episode. In this webinar series, we interview non-sales experts about fascinating topics and then explore insights and advice for salespeople, sales managers, and company leaders involved in complex […]
You’ve probably noticed: it’s becoming more and more difficult to source qualified sales leads and generate revenue. In spite of all the new prospecting tools, sales teams still struggle with business development. I’m here to tell you: it doesn’t have to be this way. Welcome to Back in the Black–my monthly TV sales show with […]
What would it take to restore trust in the sales industry? Due to the sheer volume of information and misinformation in the marketplace today, a massive void of trust exists. Guest expert Shari Levitin has the insights and wisdom to help leaders like you take steps toward restoring trust in the sales industry. Tune in […]
Howard is the founder and CEO of ringDNA. As a three-time entrepreneur and former clinical psychologist, he provides valuable insight into how cognitive biases affect sales professionals and customers. In this webinar series, we interview non-sales experts about fascinating topics and then explore insights and advice for salespeople, sales managers, and company leaders involved in […]
This episode kicks off a 4-pack series on the topic of prospecting. We bet there are a few new things we can teach all you old dogs about prospecting in the virtual selling age! Selling is different now… and remote selling is here to stay. Want to differentiate yourself and rise to the top of […]
Carey K. Morewedge is a Professor of Marketing and Everett W. Lord Distinguished Faculty Scholar in the Questrom School of Business at Boston University. In this episode he explains the concept of cognitive biases and the latest research on how to get “unbiased.” In this webinar series, we interview non-sales experts about fascinating topics and […]
How to Land the One-Call Meeting [4 Secrets Revealed] You’ve probably noticed: it’s becoming more and more difficult to source qualified sales leads and generate revenue. In spite of all the new prospecting tools, sales teams still struggle with business development. I’m here to tell you: it doesn’t have to be this way. Welcome to […]
Objective Management Group Founder and CEO, Dave Kurlan shares what salespeople and sales managers fear the most. In this episode, he gives practical advice on reframing limiting beliefs and preventing fear from hampering sales success. In this webinar series, we interview non-sales experts about fascinating topics and then explore insights and advice for salespeople, sales […]
In today’s over marketed, overhyped world, the “same old” sales techniques and sales coaching for creating new sales results, doesn’t work anymore — which is why so many business owners and sales consultants are forced to “chase” their potential clients and are seeing their sales results steadily decline over time. No matter what business you […]
Lee Gerdes’ stress-imbalanced brain led to eight long years of sleepless misery, which caused him to develop Cereset technology to support his own brain’s ability to relax. In this outside perspective episode, learn how to embrace fear and use it to your advantage. In this webinar series, we interview non-sales experts about fascinating topics and […]
The Gatekeeper Died: Why That’s a Good Thing You’ve probably noticed: it’s becoming more and more difficult to source qualified sales leads and generate revenue. In spite of all the new prospecting tools, sales teams still struggle with business development. I’m here to tell you: it doesn’t have to be this way. Welcome to […]
In this webinar series, we interview non-sales experts about fascinating topics and then explore insights and advice for salespeople, sales managers, and company leaders involved in complex B2B sales. Because HOW you sell matters!
