Drink Coffee, Make Friends (That's What Salespeople Do)

In a world full of options, prospects aren’t just looking for features—they’re looking for  solutions . That’s why a well-executed product demo isn’t just a sales tool; it’s a moment of clarity. A great demo helps the prospect ·         Visualize how the product fits into their workflow ·         Understand how it solves a specific pain point ·         See the path from problem to solution—from go...

Meet Lief Andresen, Market Leader with Novatech. Novatech is a wonderful partner who sponsors the Novatech Sales Competition for the Advanced Selling class.

Partner interview with Brad O'Neil

Welcome Back to Business, Fall Drink Coffee, Make Friends '25Podcast Series! Get ready for a season packed with energy, insight, andinnovation—straight from the heart of MTSU! We’re beyond excited to launch another round ofconversations that connect classroom learning with real-world experience. Thisfall, we’re bringing you  13 dynamic episodes co-hosted by ThomCoats , Director of the Center f...

The sound is off; I didn't have Mark with me, and he's the tech guy. In this episode we chat about why athletes make great salespeople and why sometimes they don't

Should You Drink at Business Events? Here’s What to Consider When attending business events, the decision to drink (or not) can impact how you're perceived and perform. Here are the top three reasons to drink at business events, the top three reasons to abstain, and three tips to ensure you maintain a professional image if you do decide to have a drink. Understanding the pros and cons can help you...

"From Leads to Referrals: Sales Success Blueprint" dives deep into the critical differences between leads and referrals, offering actionable strategies to boost your sales success. Whether you're a sales professional looking to enhance your lead generation techniques or a business owner aiming to convert leads into valuable referrals, this podcast covers it all. Tune in to discover proven methods...

Take back your day from tech and use it to do more.

During this episode, Mark and I give a few tips on how you can become a LinkedIn COI (center of influence)

Mark and I review the book, Never Split the Difference

Are you a student at MTSU looking to build a successful career in sales? The MTSU Society for Professional Selling offers an incredible opportunity to kickstart your journey in the world of professional selling. Here’s why joining this dynamic organization can be a game-changer for your future.

Everyone needs a coach. During this episode, we discuss ways to find a mentor and why it is worth your time.

I had a great conversation with one of our Center for Professional Selling corporate partners, Luke Hilko. He is an intelligent guy and an excellent partner for our program. SILO is focused on growing a fantastic company and looking to the future by investing in student success here at MTSU. I hope you enjoyed the chat as much as I did.

During this episode, we introduce you to two outstanding programs. First the Dale Carniege Program and then the Center for Professional Selling.

Galen Longo, the director at MTSU TSBDC, joined us in a great conversation about why we feel that all small business owners are salespeople. What is the MTSU TSBDC? Here's your answer: The Tennessee Small Business Development Centers network, hosted by Middle Tennessee State University in Murfreesboro, TN, is an accredited member of the National Association of Small Business Development Center...

In the dynamic world of professional networking and job interviews, having a polished elevator pitch is essential for making a memorable impression and standing out from the crowd. However, crafting a compelling pitch can be daunting without the right framework. We explore using the STAR interview method during the podcast as a powerful model for telling your story with impact and clarity.   What...

Introduction: In the realm of sales, securing appointments with potential clients is the crucial first step towards building fruitful relationships and closing deals. However, in today's competitive landscape, getting that foot in the door requires a strategic approach and a mastery of various tactics. In this blog post, we'll explore the diverse methods and strategies employed by sales pr...

Introduction: In the journey of personal and professional development, the guidance of a mentor can be transformative. Whether navigating the complexities of academia, embarking on a new career path, or striving to achieve your goals, having a mentor by your side can make all the difference. In this blog post, we explore the profound impact of mentorship and delve into why it's a cornerstone o...

Introduction: In the dynamic realm of sales, effective communication is the cornerstone of success. Each step of the sales conversation, from the initial approach to the final close, presents an opportunity to forge meaningful connections and drive deals forward. In this comprehensive guide, we'll explore the key stages of the sales conversation and provide strategies to navigate them with fin...

As we begin another amazing semester at MTSU Jennings A. Jones College of Business , let's take a moment to celebrate the remarkable journey we've had during the Fall 2023 semester. This semester was filled with mentorship, competitions, networking, and invaluable learning experiences. Here's a highlight reel of the events that defined our fall semester

Referrals are the golden ticket in the world of sales. They allow you to fast-track your way to prospects by leveraging the pre-existing relationships of others. But the question arises: when is the right time to ask for referrals?  The straightforward answer is - all the time. However, let's delve into specific scenarios that warrant asking for a referral.

With over two decades of experience as a trainer and mentor to sales professionals, I have had the privilege of witnessing remarkable individuals both succeed and falter in the world of sales. What sets these two groups apart? The pivotal difference lies in the art of asking for the deal.  Picture this scenario: A diligent salesperson invests significant effort into securing a crucial meeting. The...

The Crucial Role of Confidence in Sales Presentations  In the dynamic world of sales, the ability to deliver a pitch with confidence is nothing short of a make-or-break skill. Even the most seasoned sales professionals can falter if they rely solely on overconfidence and overlook the vital element of meticulous preparation. This oversight can potentially undermine all the diligent groundwork laid...

Delving into the realm of ethics and integrity prompts us to ponder their significance. In my view, ethics encompass the rules we choose to govern our lives, while integrity measures how steadfastly we uphold these principles. Let's simplify this by examining two contrasting perspectives on ethics. 

Recently, I had the pleasure of engaging in a profound conversation about professionalism with a local entrepreneur, Jonathan Harmon, during his visit to the Jones College of Business for Professional Week 2023. This event, showcasing our commitment to professionalism, is part of our broader effort to equip students with the 'It Factor' that employers actively seek. The Jones College of Bu...