Rethink The Way You Sell

“Know what you believe, and have the guts to live it out.” Quite frankly, living it out is the easy part. The real work happens when you sit down and think about what you believe and why. In the last episode of the Rethink The Way You Sell Podcast, I talked about how the very best salespeople are purpose-driven. In today’s episode, Larry Levine is challenging you to think about what your purpose i...

Top performers are aligned between who they are, what they do, and why they do it. You'll never meet a very high performer who isn't driven by something purposeful.  When your purpose is driving you, you are laser focused on an outcome, and that makes so many things possible. It acts as a rudder in turbulent waters, keeping them on course and moving forward. That level of focus allows them to buil...

Who are you? How can you help? Have you sat down and actually thought of these things? I ran from them for a lot longer than I should have because I didn’t want to sit down and do the work, but when I did, the floodgates started to open. Tara Horstmeyer is a personal branding expert, social media strategist, and founder at Happy Words. After meeting her at OutBound in 2021, I instantly knew she co...

Andy Paul is one of the world’s foremost experts on sales and sales enablement. His new book, Sell Without Selling Out, is an instant best seller. On today’s episode, Andy joins me to tap about the different between persuasion and influence. We also talk a little bit about objection-handling and some of the ridiculous sales training we’ve seen over the years, before we get into what Andy calls the...

What is the first trait that I can identify about top performers that separates them from everybody else?  They're proud to call themselves salespeople.  People think that “sales” is a four letter word. We've had these things ingrained in us, these ideas pounded into our heads, that selling’s bad.  When you boil it down, selling is nothing more than helping people solve problems in a way that only...

I’ve long said that there’s only about a 5% difference between mediocrity and superstardom. In Season 2 of the Rethink The Way You Sell Podcast, we’re going to dig into that 5% and identify what separates top performing sales pros from the rest.  As you dig a little deeper into that 5%, what you’re going to understand is the difference between “those who know” and “those who do.” Interestingly (bu...

Bonus episode! The early feedback I’ve been getting about the show is humbling and I wanted to take the opportunity to respond. I’ve also recently appreciated some things that were holding me back, and given that this is a season about belief, I thought it was more than appropriate to cap it off with a personal story. Thanks for being here with me. Please leave a review and share the show with a f...

95% of salespeople can’t answer this question correctly. Today I’m going to ask you why your best customers buy from you, and you’re going to think about some answers. They’ll be pretty good answers, but here’s the trick… If you haven’t asked, you don’t really know. For years, I’ve been saying that if you lined up 100 salespeople and asked them why their best customers buy from them,  5 would know...

If the last question I asked you was the toughest in the series to answer, today’s question might just be the most important. Why are your customers better off for working with you? This question makes you to consider the outcomes that you can provide, and it forces you to differentiate them from your competitors. Do you provide a demonstrably higher ROI for your product? Do you reduce or eliminat...

Today’s episode poses a tough question… Why do you believe in yourself? Now, I’m not asking you if you believe in yourself. I’m asking you specifically why… (And why is this so hard for so many people to answer?) A good 30% of people I ask respond to this question with, “because other people believe in me.” That’s just not good enough. Dig deeper. Think specifically about why they believe in you,...

Why do you believe in your products/services/solutions? In the last episode I asked you to think about your company, now you’re going to start thinking about the things your company offers. What problems or issues do they solve? What kinds of results do they create? How are they different from your competition? When you sit quietly and think and write about this, are you inspired? That inspiration...

It’s a simple question not asked often enough. Is this just a job working for a company willing to pay you, or do their mission, vision, and values align with yours? That alignment is going to be crucial for you to lean in when things inevitably get difficult. When I ask this question of my clients, most of them answer along the lines of how the company thinks of and treats its customers. Others t...

I missed podcasting. I missed the feeling of getting behind this microphone knowing I've got to do something, knowing I've got to think about something out loud for you to hear. I do most of my very best work, when I'm on the spot, thinking out loud, and behind this microphone.  I wanted to be able to capture that and deliver it to you, and that’s why I’m excited to be launching the Rethink The Wa...