Sales Unscripted

There's nothing more tired than a "bumping this to the top of your inbox" email. Bryan and Margaret discuss how to craft a thoughtful follow up message that delivers value (and doesn't annoy your prospect). They also share a BZSOS tool to help eliminate the need for email follow up all together.

Sales is a notoriously stressful job. The pressure of hitting KPIs and a commission-based income can take a toll on you. Bryan and Margaret discuss how to strike a healthy balance between stress and productivity. They talk about habits both in and out of the office that you can employ to maintain this balance.

Today's episode was inspired by Covideo's 2024 sales kickoff meeting. Bryan and Margaret discuss why every salesperson needs not just a Personal Business Plan, but also an accountability mechanism. The cover how to create a business plan and how to actually get s#!t done. It may almost be February, but it's never too late to start!

This week Bryan and Margaret are getting personal! Your favorite co-hosts dissect their own personal money scripts. Your individual money script matters as a salesperson, because it directly impacts your ability to earn commission and discuss economics with clients. Get ready to do some self-reflection as you listen to this episode.

Every company has a sales process. But, even the best sales processes don't provide consistency between reps. Enter… the Blind Zebra Sales Operating System. This week Bryan and Margaret do a deep dive into Blind Zebra's newest product, the BZ Sales Operating System (BZSOS). If your sales organization is lacking predictability, consistency, and efficiency, this is a must listen! For more informatio...

We're closing out 2023 with an episode all about adoption. Whether it's getting your team to adopt a new software or a new tool in the sales process, it can be a struggle. Bryan and Margaret share simple tactics you can implement to get your team to adopt new things seamlessly.  

The new year is coming, and it's a perfect time to check in on your mindset. Bryan and Margaret discuss what kind of mindset you need to be in to be a successful seller. They share practical tips for fostering an abundance mindset. Spoiler alert… gratitude works!

This week we're taking a walk down memory lane. Bryan and Margaret reflect back on 2023 and share some of their biggest lessons learned, in sales and in life. They discuss maintaining an abundant mindset during a downturn and the importance of being uncomfortable in order to grow.

Tradeshow season can't stop, won't stop! On this week's episode, Bryan and Margaret give you a playbook on how to get the most out of any tradeshow or conference. They cover everything from pre-show planning to working a booth to memorable follow-up. If you're looking for more ROI on your event strategy, this is a must listen.

Bryan & Margaret are getting mushy this week as they share all the things about sales that they are grateful for. Some highlights include variable comp, early adoption of LinkedIn, and being true partners to clients & prospects. This week's episode is a feel-good listen!

One of the biggest challenges as a sales leader is determining what are the contributing factors to not hitting your revenue goals. Oftentimes, the primary problem is underperforming reps. On this week's episode, Bryan and Margaret walk you through an exercise to help identify who your underperformers are and how to manage them.

This week we're bringing you a very special episode of SUP! Host Bryan Neale sat down with Bill Johnson, CEO of Salesvue. The two discuss the stark difference between sales when they started their career and sales in 2023. They also dig into how to make your CRM your system of action vs. just your system of record. For more information on Salesvue, visit https://salesvue.com/ .

You make a first impression in 27 seconds or less. That's not much time, so it's important to put your best foot forward. On this week's episode, Bryan and Margaret share practical tips on how to make a positive first impression. They cover both in-person and virtual interactions, so there is something for everyone.

This week's show kicks off with a celebration of our newlywed - Mrs. Margaret Henney! After some much needed catch-up, the duo dives into how sales should follow-up with marketing qualified leads (MQLs). You'll get some jaw dropping stats and learn best practices on how to interact with prospects.

The end of the year will be here before you know it. This week's episode is a tactical session all about how to close 2023 on a high note and set yourself up for a killer January. Margaret and Bryan walk through how to choose your YED-D, language frameworks to use in sales meetings, and how to grade your open opportunities by likelihood to get to a yes-no decision by the end of the year.

This week's episode is one of Margaret's favorites, because the SUP duo is discussing all things video! Bryan and Margaret open the episode talking about why video needs to be a part of your sales process. They also cover common mistakes people make with video and how to get over the fear of starting.

On this week's episode, Bryan and Margaret are doing an audit of common salesperson behavior. They get into behaviors that many salespeople are not doing but really should be doing. They talk LinkedIn activity, economics conversations, suppressing talk time, and more!

This week's episode is a guide for sales leaders on what makes a highly effective salesperson. If you're in hiring mode, this is a must-listen to help you get your mindset dialed in on what to look for when hiring. Bryan and Margaret talk empathy, resilience, & owner mindset.

This week's episode was inspired by a deal one of Margaret's co-workers has been working on. Bryan and Margaret discuss what to do when you're being handed from person to person. They lean into detachment and intent, and even get a little 'woo.'

Bryan and Margaret are back after a week off and are talking about resistance handling. They break down the differences between internal and external resistance and share personal experiences with resistance they've dealt with. They finish out by talking about how process is the ultimate hack for overcoming resistance.

Ghosting is something all salespeople struggle with. No matter how long you've been in the game, it happens. In today's episode, Bryan and Margaret share their theories on why ghosting happens and tactics to combat it.

With new business being slower than normal, renewals are even more important. Gone are the days of renewals being a sure thing. In today's market, securing a renewal requires purposeful work. Listen to Bryan and Margaret's tips for landing more renewals.

We're officially at the halfway point of 2023. This can be a scary point for salespeople when you start to look at whether or not you're going to be able to hit your yearly goals. Bryan and Margaret share tips on how to effectively reflect on the last 6 months and plan ahead for the final 6 months of the year.

One of the biggest challenges we've heard from sales leaders recently is hiring strong salespeople. On today's episode, Bryan and Margaret share some practical tips you can implement to improve your hiring process. From their favorite assessments to qualities to look for when hiring, the duo is here to help!

This episode's topic was inspired by a recent sales peer group Bryan facilitated. He and Margaret are discussing managing your calendar and maximizing your time. With reductions in the workforce, most people are busier than ever. Listen for actionable tactics to manage your time and capacity.