Sales and Cigars

How do you view your competition? Some companies believe they don't have competition. Wrong! Everyone has competition it's the status quo. How you talk about your competitors changes how you win the minds of your prospects.   With the speed of the internet and social media, your advantage can be gained or lost in a moment! Matt Anderson is a regular contributor because he delivers value. This epis...

Do you ever feel weighed down with all the baggage and trash you carry around? Terry Bean and discuss how we all should check in with ourselves from time to time and face the issues that are lingering.  We discuss having uncomfortable conversations, and accountability, and Terry provides a free resource for helping with these check-ins! Go grab a cocktail, a cigar and strap in for an insightful ep...

Have you ever struggled to create rapport or bond with another person? Maybe on a sales call or at social event. Nate and I discuss how NLP techniques can help you with both.   We don't geek out on NLP, but Nate is a Master Practitioner and Trainer of NLP. He shares some tips to help you build rapport faster and reduce resistance!   Go grab a cocktail, a cigar and strap in for an insightful episod...

Have you ever sat down to write an email to your list and struggled to put words on the digital page? My guest, Chaya Glatt, shares a structure for writing a marketing email that will increase open rates, and add value to your list.  She helps with 3 tips on writing subject lines that create curiosity and openness, so.... Go grab a cocktail, a cigar and strap in for an insightful episode of Sales...

Attracting, and identifying sales talent is critical to a high-performance sales team. When you do find the right talent, they MUST be onboarded well. I like to call it "ever-boarding." Stephen and I discussed how his company can train and fully onboard reps in half the time. Yet produce astonishing results.   Training that drives the outcomes you need does NOT have to take months to create. Also,...

There are 4 common mistakes companies make with offers. Matt and I identify the mistakes and give you the framework to fix them. If you get prospects to your website or landing page, and the offer is not compelling or engaging, you lose them. We share a proven formula to use to create offers. Go grab a cocktail, a cigar, and strap in for an impactful episode of Sales and Cigars.   Get Walter Crosb...

Sell the Difference. This is the critical message that all business owners and salespeople must embrace. Patrick and I talk about what this means and how to integrate it. Patrick is a Chicago and tells a great story about Michael Jordan and Phil Jackson. Coaching greatness that applies to sales. Unfortunately, the end of the Bad Boys era in Detroit. Patrick shares a way to get a discount on his bo...

What is sales culture? In this short episode, I share the definition of sales culture and what the business owner and sales leader can do to to improve the culture. A very simple concept that can easily get away from you and be a problem. The next 7 minutes can make a huge difference in performance. Go grab a cocktail, a cigar, and strap in for an impactful episode of Sales and Cigars.   We create...

Ben has an amazing story of having a college degree at 19 and choosing sales.  Failing as a teenager and winning as a teenager sets you up for life.  Ben shares this story, but also how data from leading indicators gives you a huge leg up on your competition.  Go grab a cigar, a cocktail and strap in for another impactful episode of Sales and Cigars.   We created a FREE 5-Day STAR Sales Hiring Cha...

Are you interested in scalable revenue growth? David and I talk about how he has built a sales culture that yields great outcomes, but also a fun and exciting place to work.   As the Leader, David explains how he has consistently built great teams and a sales culture where the team strives for excellence. Great stories and actionable ideas come from this episode.   Go grab a cigar, a cocktail and...

This a new segment for Sales and Cigars. I talk about something important or bring a special idea to you. This week is about how a performing salesperson thinks about continuous improvement with Membrain's own Zack Bower. Share this with your sales team because you will get insight into one of the most significant problems I see in sales - a reps mindset. This will help them think about getting be...

Have ever struggled to find a way to motivate a salesperson, team member, or teenager to do something that is clearly in their best interest? This episode is for you.   If you want to add to your toolbox on topics, Nate shares ideas you can use including: alignment of your values and behaviors, the 9 base motives that drive humans to change, or understanding why Andrew Carnegie paid Charles Schwab...

This episode starts off with strong advice for business owners to fix their marketing. Real value! When Zack shares stories about his youth and being raised by a not-so-typical mom, it gets a little wild. Zack has leveraged every aspect of his past to become a great entrepreneur and his stories along are with the listen. Go grab a cocktail, a cigar and strap in for an impactful episode of Sales an...

If you sell anything you'd better listen to this episode. The next 30 minutes can help you understand and offer a solution. Bestselling author and Behavioral Management Specialist, James I. Bond and I get into the triggers you want to create with your prospects to turn them into paying customers. He has helped Warren Buffet, maybe he can help you. Go grab a cocktail, a cigar, and strap in for an i...

Matt and I dive deep into the 3 most common business-killing marketing mistakes business owners and revenue officers make. The 3 big mistakes are: 1) If you build it, they will come; 2) Marketing is something you bolt on after you've created your product or service; 3) Your message is framed from your perspective, not your customers. If you want the fix, jump into the episode. Go grab a cocktail,...

This episode is for you if you want to understand what is working in sales right now. Chris Falk shares some great metaphors about sales that will stick with you and you can share with your team. We even discuss not venturing too far from the "mean" of our ideal customers because that is how we get into trouble! Mixed Martial Arts is part of the conversation. Sales tips and tricks are in abundance...

Ever wonder what levers you need to pull to empower your employees to embrace your vision as a leader? This episode of Sales and Cigars is for you. David and I discuss some of the levers business owners need to pull to connect the dots for our employees. We often assume certain knowledge that isn't in place in the leadership team and on the manufacturing floor. This episode will make you think dif...

Reflections. Nate and I talk about how we can get better at anything in our life with Direction, Adaptability, and Iteration. These words are big ideas that can guide your entrepreneurial journey, your journey as a leader either of a business, as a parent, or a spouse. Go grab a cocktail, a cigar and strap in for an insightful episode of Sales and Cigars. Sign Up for the Daily Reflections Email fr...

Do you understand the financial statements well enough to know what to do for improvement? Cashflow wobbly? Margins are not where they need to be to fund growth. Colin and Walter discuss what to do that is actionable, and moves the needle. Colin shares an idea that can be a game changer with personal growth! Go grab a cocktail, a cigar and strap in for an insightful episode of Sales and Cigars. Ge...

If you are a CEO or Visionary who is struggling to get traction with your leadership team, this episode is for you. Greg Giniel and I discuss his role as EOS Implementer, and how a Visionary can get off the day-to-day of their business, and focus on what fuels their passion. Go Grab a Cocktail, a cigar, and strap in for a Visionary episode of Sales and Cigars. Get your free copy of Walter Crosby's...

Countless entrepreneurs make mistakes that cost them millions of dollars each year. This costly mistake? They go to market with a message that does not attract the attention of their ideal customers or persuade them to buy. If your marketing isn't working, there are only two possible reasons: 1) You have the wrong product; or 2) You have the wrong message. Go grab a cocktail, a cigar and strap in...

Business ownership is not about just business. You can set up your business to be the vehicle for what you really want.  Rebecca and I talk a lot about sales, but also a few simple ideas you can consider to help you turn your business into financial freedom. Go grab a cocktail, a cigar and strap in for an insightful episode of Sales and Cigars. Get your free copy of Walter Crosby's new book: https...

Can a mastermind help you grow as a leader? Of course, it can, if it is the right group. Parker and I talk about how he is using real-world experience, and a facilitation process with the right group of people is about personal development. Go grab a cocktail, a cigar and strap in for an interesting episode of Sales and Cigars. Get your free copy of Walter Crosby's new book: https://www.the7critic...

What are the common mistakes you salespeople are making to lose business? Nate and I identify 5 and dig into 3 of these these big problems. Get your salespeople to listen to the episode, if you want to close more business in 2024. Go grab a cocktail, a cigar and strap in for an insightful episode of Sales and Cigars. Get your free copy of Walter Crosby's new book: https://www.the7criticalmistakes....