Inside Selling

What Do You Do? 04.01.2022 ↓

Someone asks, “What do you do?” What do you say? Most people wing it. That’s a tragedy because a good explanation of what you do invites prospects to care and motivate them to want to learn more. The opposite is also true. In this episode, you’ll hear a framework that will help you elegantly explain

How to Deal With a Barking Dog? 30.12.2021 ↓

How do you deal with a rude or angry person? Spoiler alert, don’t be rude or angry back.

Charlotte Johnson on How She Consistently Hits Quota 21.12.2021 ↓

Charlotte Johnson on how she consistently hits quota.

Thoughts on Sales Anxiety 13.12.2021 ↓

The reason why selling makes you feel anxious. (And the way out.)

LinkedIn Voicemail 09.12.2021 ↓

How to leave a LinkedIn voicemail that motivates prospects to respond.

Let’s Write a Good Cold Email 03.12.2021 ↓

Hear my thought process for writing good cold emails.

Defusing “Send me an email” During a Cold Call 29.11.2021 ↓

Fifteen seconds into a cold call, you hear, ‘Send me an email.” Here’s how to respond.

Why Prospects Are Skeptical of Salespeople 25.11.2021 ↓

Why prospects are skeptical of salespeople (and how to make them more comfortable).

“What’s the price?” 19.11.2021 ↓

When prospects ask what the price is, do you tell them the price? Do you wait? Does it depend? Here’s my take.

The Zone of Resistance 12.11.2021 ↓

How to lower your prospect’s guard on a cold call.

How to Walk Away From Buying a Bike (Even If You Want It) 08.11.2021 ↓

Knowing how to walk way from buying something you want is a good skill to master.

A Mistake I Made on a Discovery Call 28.10.2021 ↓

Here’s a mistake I made on a discovery call and what I would do differently if I had a do-over.

How Thibaut Souyris Uses LinkedIn to Get a 38% Reply Rate and a 11% Meeting Rate 25.10.2021 ↓

How Thabaut uses LinkedIn to get a 38% reply rate.

How to Get & Keep Your Prospect’s Attention 22.10.2021 ↓

How to get and keep your prospect’s attention on a cold call.

How to Ask For a Referral Without It Feeling Awkward 20.10.2021 ↓

“Do you know any VPs of Sales that have money I can pitch?” That’s what your customers are subconsciously thinking when you ask for a referral which is why they put their guards up. Here’s a way to ask for a referral that comes from a place of giving rather than getting.

Why You Should Dissolve Your Ego 18.10.2021 ↓

Why your ego can make you angry and pissed off.

What Never to Say in a Meeting Reminder 05.10.2021 ↓

Don’t say this in a meetings reminder. Say this instead.

How to Make Selling Less Stressful 28.09.2021 ↓

Thoughts on how to make selling less stressful.

Ditch the Pitch 24.09.2021 ↓

How to explain what you do without making someone’s eyes glaze over.

Don’t Argue With People 20.09.2021 ↓

Why aguing with people is a net negative every time. And what to do instead.

Defusing “I’m not interested.” 17.09.2021 ↓

How to elegantly defuse “I’m not interested.”

Chris Walker On How to Get Your Prospect’s Language 11.08.2021 ↓

How to think like a buyer rather than a seller so you can skyrocket response rates.

Sales Anxiety 28.06.2021 ↓

Thoughts on sales anxiety.

Ditch the Pitch. Poke the Bear. 25.06.2021 ↓

How John, the owner of Racer’s Edge in Boca Raton, Florida stood out in a sea of bike stores to win my business.

Armand Farrokh on Sales Messages That Engage 28.05.2021 ↓

Armand Farrokh on how to create sales messages that motivated prospects to want to learn more.