Same Side Selling Podcast

In this week's I wanted to speak with you about the challenge many people face when your potential client wants you to follow their process for making a purchasing decision. It may be that your client wants you to follow a process that you know won't result in success for either of you. So how do you gain control from the beginning? And if things start to go off track, how can you turn it around?...

My guest this week is Jason Bay, who together with his wife Sarah, runs Blissful Prospecting. Jason is a returning guest because the great value he's delivered on his prior appearance. He's one of the true same side people I've encountered in the prospecting world and he knows just how to drop the right video or email to prompt a response. We discussed how to prospect successfully both during a cr...

I'm joined this week by Meridith Elliott Powell and Dr. Mary Kelly. They're the co-authors of the new book 'Who Comes Next: Leadership Succession Made Easy'. Meridith is an award winning author, keynote speaker and business strategist. Mary Kelly is a PhD economist, corporate strategist and leadership development expert and one of the first women to graduate from the Naval Academy. Mary served 21...

We're joined this week by technology strategist and futurist, Crystal Washington. Crystal regularly appears on major television networks and in business publications and she's the author of two books, 'One Tech Action' and 'The Social Media Why'. This particular quote I think sums up how valuable this episode is for right now: "I think a lot of people believe that the more technology we utilize, t...

This is a solo episode where I talk about competition. Specifically, when you start speaking with a potential client who already has a relationship with another vendor, what's going through your mind? In this episode I give you some strategies and examples on how we can delve way deeper than just price, build trust and help stand out from the competition. I also talk about a tool called the Client...

For 30 years Bob Burg helped companies, sales leaders and their teams to more effectively communicate their value, sell at higher prices with less resistance and grow their businesses. He's best known for his Wall Street Journal and Business Week bestseller, the Go-Giver, which he coauthored with John David Mann. It's been translated into 28 languages. Across the four books in the Go-Giver series...

I'm joined this week by Meridith Elliott Powell who is a brilliant sales mind who's written many books, is considered a top sales expert to follow by LinkedIn and happens to be one of my favorite fellow keynote speakers. We're going to discuss how selling in times of crisis is not a bad thing, that it isn't time to stop and how adapting the way we communicate with and show understanding of clients...

This is a special solo episode on selling and communicating under stress. I recorded this episode at a time when when we are under siege from a global pandemic. Businesses across the spectrum are closed. Citizens are either literally or essentially under quarantine and at home. So how do you continue to grow your business under these times or how do you survive and do the best you can do? Let me g...

In this solo episode I talk about getting to the truth in complex selling situations. I often say that effective selling is not about persuasion or coercion. It's about getting to the truth as quickly as possible and sometimes you might find that you have something in your process, in your system, something about your business offering that your client or prospect just says, those don't work for m...

I'm joined this week by David Meerman Scott, he's the co-author of the new Wall Street Journal bestselling book 'Fanocracy' which he co-wrote with his daughter, Reiko. He's a multi bestselling author. If you've ever heard the term 'Newsjacking', that's one of his other books. Part of our conversation was around the joy of writing a book in collaboration with his daughter, the experience of becomin...

This week's guest is Michael Bungay Stanier, the Wall Street Journal bestselling author of The Coaching Habit. He sold about three quarters of a million copies and it's one of a few business books that actually makes you laugh. We're talking about his new book, The Advice Trap, which is out very soon. The book has some really interesting insights about what Michael calls the 'Advice Monster', whic...

Our guest this week is Hall of Fame speaker Stephen Shapiro, and we're talking about innovation and solving problems. Stephen led a 20,000 person innovation practice at Accenture. Since then he's written six books on innovation, including 'Best Practices Are Stupid', which was named the best innovation and creativity book of the year. We're talking about his latest book, 'Invisible Solutions, 25 L...

In this solo episode I talk about what information people typically share with clients in proposals and email follow-ups that drive results and why that matters to your client. I introduce the proven model that allows you to ensure you're recording all of the right details from your meetings and then enables you to follow up successfully.  If you're looking to improve how you help clients make dec...

I'm joined this week by Bill Cates to discuss his latest book, Radical Relevance. Bill started and sold two companies before turning his attention to help other businesses grow. He's written four best selling books, Get More Referrals Now, Don't Keep Me a Secret, Beyond Referrals and now Radical Relevance. He's my go to person when people want to improve how they handle referrals. Bill has deliver...

I'm joined this week by Likky Lavji. Likky is an expert when it comes to finding and overcoming your blind spots.  In this episode we talk about the greatest misconception when it comes to blind spots. How to identify yours and who to surround yourself with and who to exclude from that group. Plus the most common blind spots, and then how you can specifically overcome those by asking some really i...

Our guest this week is Lisa Magnuson of Top Line Sales. Lisa spent years in sales executive positions for Fortune 50 Companies. We’re speaking about her latest book, The TOP Sales Leader Playbook: How to Win 5X Deals Repeatedly. In this episode, we talk about the greatest misconception about sales leaders, the one thing that moves the needle for top performing sales teams and how to build a cultur...

One of the most common sales questions: how can you best evaluate opportunities? There may be deals that have been sitting in your pipeline for a while and there may be relatively new opportunities. You may be wondering which of these deals are worth pursuing and which are not? Many forecasts are filled with hopes and prayers. The problem is that if you invest an equal amount of effort on every op...

Gessie Schechinger is passionate about helping organizations leverage technology and automation to surpass revenue targets so he can help protect the golf and bar time for salespeople. He labels himself as the laziest salesman in America as well as the Vice President of Sales for the OnCourse, a sales engagement platform. OnCourse has a pretty interesting approach to CRM and sales engagement. In t...

I'm joined in this episode by Jay Bonansinga. Jay is the New York Times bestselling author of the Walking Dead novels, as well as 20 other fiction and nonfiction books and really one of the most imaginative writers of thrillers according to the Chicago Tribune. We're going to talk about the biggest misconception people have when it comes to storytelling in business. Jay shares insight into how you...

Alison Stratton is the coauthor of the new book that I absolutely love, called The Jackass Whisper, How to deal with the worst people at work, at home and online - even when the Jackass is you. Alison and her husband Scott are Jackass experts, co-authors of five best-selling business books, co-owners of UnMarketing Inc and co-hosts of not only The UnPodcast. Jackasses are the purveyors of pet peev...

Have you ever had a situation where a client wanted you to follow a crazy process that they have in terms of their procurement process? And you knew that their process wasn't going to give them the best outcome. Instead, you wanted them to follow your process to ensure successful results for them. In this episode, I share how you can navigate this type of situation. I'm going to give you specific...

Lisa Cummings is a brilliant speaker and founder of Lead Through Strengths. She's a wealth of knowledge when it comes to leveraging your strengths for optimal results. There are 34 potential talent themes, everyone possesses a unique combination of these themes on their strengths profile. The idea of managing through strengths is uncovering people's strengths, then maximizing and leveraging those...

Chad Sanderson is an award winning sales marketing and business strategy consultant. He works with global companies helping them optimize their sales across markets and verticals. In this episode we talk about the biggest misconception people have about generational differences in the workplace and in sales. Chad shares his methodology that guides organizations to look at their processes and struc...

Christine Schlonski hosts the Heart Sells podcast and works with entrepreneurs who are heart-centered impact-driven and love what they do but maybe struggle a little bit with selling. Christine shows entrepreneurs how to sell with ease, grace, and confidence while being authentic. We're going to talk about the biggest challenges and high-pressure sales, how to introduce a little bit of levity into...

People often come to me and say, look, we understand from Same Side Selling that we should be asking questions. However, my clients just won't answer the questions. it gets really frustrating and just becomes adversarial right from the start with the client. In this week's episode, I address the reasons why clients are reluctant to share information and how you can overcome that. Listen and Discov...