WINNING AT SELLING

Many salespeople think they're in a test every time they meet a prospect— measured on how much they know and how perfectly they can present . But selling isn't about passing a test. It's about uncovering what matters most to the prospect. In this episode, we'll look at how shifting from "proving yourself" to "understanding them" can change the conversation—and your results. So, listen up and keep...

How can a centuries-old art form help your organization engage employees, build teamwork, and create a culture of innovation ? For decades, the techniques of improvisation, or "improv," have helped organizations do just that. Improv is more than just funny; it is fun and valuable training. If you lead teams, interact with clients or customers, or face challenges that need innovative solutions, imp...

We don't execute on what we don't believe. Whether it's a sales process, a life change, or a new habit, our actions—or lack of them—are rooted in what we truly believe about ourselves and what's possible.   In this episode, we'll explore how belief shapes behavior and how shifting what you believe - can unlock the consistent execution you need for real transformation. Renew your membership in opti...

In sales, there's a common pattern that many professionals follow with the best intentions. They ask questions. They probe. They dig into the mechanics of a prospect's situation—what systems are they using? How much are they spending? What's not working? Next they tie the pertinent features into benefits for the prospect. But seldom do they get into the crucial questions of motivation – the WHY. Y...

Are you living with purpose—or just going through the motions? In today's episode, we explore how purpose shapes your work, relationships, and identity. Discover how alignment brings clarity and fulfillment, and learn practical steps to overcome fear, find direction, and start living the life you're meant to lead. If you are open to new ideas and define yourself as "coachable" listen up as Bill, a...

Responding to a Request for Proposal (RFP) can be a powerful way to win new business—but only if it's the right opportunity. RFPs often demand considerable time, resources, and cross-functional coordination, so blindly responding to every one can lead to wasted effort, low win rates, and team burnout. Look up your RFP win rates as Scott and I question, Should You Respond to an RFP? and other magni...

Responding to a Request for Proposal (RFP) can be a powerful way to win new business—but only if it's the right opportunity. RFPs often demand considerable time, resources, and cross-functional coordination, so blindly responding to every one can lead to wasted effort, low win rates, and team burnout. Look up your RFP win rates as Scott and I question, Should You Respond to an RFP? and other magni...

Have you ever been torn between jumping into action or holding back to wait for the perfect moment?   Today we explore the tension between taking immediate action and practicing delayed gratification. Can you really do both—and should you? You don't have to wait another moment as Bill, and I pause to discuss Start or Wait… What Should I Do? and other sublime statistics on Episode 676 of the Winnin...

Scott and I have been pouring our knowledge and experience into this podcast for over 5 years with the hope that sales professionals would be able to use this information to sell more and win at selling. And that sales leaders would be able to augment their own training with the ideas presented in our podcast. While we've spoken to many of our listeners we finally decided to let one of them share...

Scott and I have been pouring our knowledge and experience into this podcast for over 5 years with the hope that sales professionals would be able to use this information to sell more and win at selling. And that sales leaders would be able to augment their own training with the ideas presented in our podcast. While we've spoken to many of our listeners we finally decided to let one of them share...

As a salesperson - have you ever said behind your sales manager's back - I could do a much better job than they can. Be careful what you wish for.   It may look more glamorous than it really is. There are some pros and cons to being a salesperson versus a sales manager than you think.  Listen up as we try to encourage and discourage a shift in your responsibilities; as Bill and I unpack Moving fro...

One of the keys to maintaining value is to be able to differentiate your product or service from the competition. While this can be difficult to do, it is necessary to keep from becoming commoditized. Be ready for some critical thinking as Scott and I investigate The Power of Product Differentiation and other flippant philosophies on Episode 673 of the Winning at Selling podcast. Our next book – T...

Are you leading with purpose — or just going through the motions? What's the difference between intentional leadership and reactive management.   How can you create a collaborative culture by design and not by default.   Whose fault is that? Stay tuned for an engaging conversation about "leading the way" to your personal and professional goals as Bill and I welcome speaker and author Dave Herpy to...

Has it ever happened to you that you go into an appointment expecting to meet with a single person, but when you get to the conference room there are already 3 other people seated around the table? Although this can cause your stomach to turn over, it isn't really a bad thing. However, it can go south quickly if you don't adapt your strategy. Hey kids, gather your whole team around the radio as Sc...

How would increasing your word-of-mouth reputation affect your sales pipeline in the short and long term?   A referral from your network is one of the most credible and cost-effective forms of marketing.   For salespeople, activating and amplifying word-of-mouth can shorten your sales cycles and build trust faster than any website or email.   But is this an effective form of prospecting for immedi...

Often when we are trying to make a sale we get totally focused on the value we can bring to the prospect and their business. Seldom do we consider the ramifications our new product or service will have for the people and their work flow. That's right; our new "whatever" is disrupting the business even as it is providing new value. In short we are talking about change and change management. So, don...

How do you manage conversations, remember your priorities, and accurately forecast sales—all while juggling a packed calendar? You guessed it: your CRM. But most salespeople treat their CRM like a dumping ground instead of the behavior-driving tool it should be. So sharpen your stylus and clear your memory cache as Bill and I dive into Using Your CRM – Part 2: Managing Conversations, Priorities an...

Does your sales process advocate emailing your proposal to the prospect and then calling in a few days to see what they think? If so, YOU ARE OUT OF YOUR MIND! Whoops, got a little strident there! What I meant to say was, we think there is a better way. So, move your had away from that SEND button as Scott and I discuss the Advantages of Interactive Delivery of a Proposal and other discerning deta...

Does your sales process advocate emailing your proposal to the prospect and then calling in a few days to see what they think? If so, YOU ARE OUT OF YOUR MIND! Whoops, got a little strident there! What I meant to say was, we think there is a better way. So, move your had away from that SEND button as Scott and I discuss the Advantages of Interactive Delivery of a Proposal and other discerning deta...

Does your sales process advocate emailing your proposal to the prospect and then calling in a few days to see what they think? If so, YOU ARE OUT OF YOUR MIND! Whoops, got a little strident there! What I meant to say was, we think there is a better way. So, move your had away from that SEND button as Scott and I discuss the Advantages of Interactive Delivery of a Proposal and other discerning deta...

Perspective is the particular way you view a situation based on your experiences and background.   Do we all have the same perspective?   I say not. Can you improve your life by changing your perspective?   I say YES!   If you what to learn how, stick around as Bill and I welcome author, speaker and selling expert Jimmy Z to tell us about A Fresh Approach to the Sales Experience and other bellicos...

Is it better to prospect for new customers or get more business from our current clients? I don't think one is necessarily better than the other, but it is certainly cheaper and should be easier to get business from those to whom we are already providing services. Unfortunately, those customers often get pushed off on delivery while the sales team goes hunting! Get out you plow and let's do a litt...

During every election season, we see candidates rushing to define themselves in the view of their voter — before their opponent gets the chance. Why? Because the first impression often sticks. It becomes the lens through which everything is viewed.   But let me ask you this: Who's defining you? Is it your customers? Your coworkers? Your critics? Or is it... you?   Call a meeting with your publicis...

Sales and marketing should work together closely to craft messages that engage customers and encourage them to consider a product or service. Unfortunately this is not always true! Quite often marketing is more interested in winning awards and sales doesn't pay attention to the messages that marketing is sending out. This results in confused prospects - and confuses prospects wait or say no. What'...

Remember your first day on the job—full of enthusiasm, optimism, and ambition. But over time you start to become defeated and start to lose that initial drive. We start to make excuses and sell them up to leadership. Maintaining success requires a daily commitment to optimism, proactive beliefs, clear objectives, and intentional behaviors. Management must challenge excuses and encourage accountabi...