How To Sell When Nobody Knows You #517 What do you do when your business is the best-kept secret in town? How do you get people to know about you? How do you create awareness and most importantly, how

How To Compete from Behind #516 Does it irritate you when you're talking to a new prospect and the first thing they mention is that their vendor is your archrival? Does it seem like that competitor is

How To Overcome Your Fear of Rejection #515 We all hate robocalls. Those are cold calls of the worst kind. But in B2B sales, cold calling is often the only way to efficiently connect to a new prospect

How To Recover from a Sideways Deal #514 Ever been in a situation where just as you thought the deal was won, and then the rug got pulled out from under you? Its beyond irritating, right? Especially

To Get More You Need To Let Go #513 Today I would like to do an experiment and try something different. This is something that I've been noodling about the last few weeks and since The Tao Te Ching is

The Dark Side of Winning Confidence When Selling #512 This may sound surprising but did you know that closing a deal may carry negative consequences akin to losing a deal? And did you know that excess

How To Sell With Compassion #511 Ever hesitated to pick up the phone and cold call? Don't worry; we've all been there. We grew up fearing strangers, and now, as adults, the idea of making a call and p

How to Let the Sale Sell Itself #510 Do you struggle with closing prospects? Unsure what to say to advance the sale? Sellers often face the challenge of knowing when and how to close a deal. You may h

Top 10 Sales and Marketing Tips for 2024 with Neil Kristianson In this episode returning guest Neil Kristianson joins for our 10th anniversary of babbling conversation on the top 10 sales and marketin

How To Unmask Authentic Selling #508 When I was new to selling I read a number of books on closing techniques and objection handling. I took their advice to craft scripts to memorize them like an acto