Your Friend In Business - B to B Sales Podcast

Season 4 - Episode 5 FireStarter. Ai is your spark...and I'm about to light it up. It's so hard to be productive and get your butt in gear everyday, and especially during the summer months. Whether, it's your Mom's birthday celebration week, your daughter's driving lessons, or summer weekend plans at Top Sail Island, there are distraction all around, and you need that extr...

Season 4 - Episode 4 Why Sales You Ask I got the chance to spend the entire week with my Mom as she was visiting from NY to see my girls play 3 soccer games in 5 days.   While we were driving to one of the games she asked me why did I choose sales as my career path.   I looked over and she was smiling, and she said I know why but just thought I'd ask. I had to think about my answer for less t...

Season 4 - Episode 3  AI is a thing of the past....Human Intelligence is the future I love the days of human interaction, when people would call each other and work things out in person or on the phone. Over the last few years, sales people like to hide behind the communication of AI and how it can answers all the needs of your day to day activities. While AI is useful and on the front of your doc...

Season 4 - Episode 2 Mind, Body & Soul Selling  My Grandma once told me..."first impressions are the only impression you got to truly connect with someone, so you better be prepared mentally, physically, and emotionally, if you plan to win them over." I always took her advice to heart and I've made it a point to ensure that every first meeting I have with a potential client that...

Season 4 Episode 30 Last First Day It’s rare that you have both your daughters starting their first first day and their last first day of high school at the same time.    It sure was a remarkable week to be a part of and it got me thinking about how would you handle your first or last first day in your sales career.   Whatever stage of sales career you are currently in, the cult of the customer is...

Season 3 - Episode 9 Cross- Functional Collaboration = Advancing Deals Forward I have been holding this one for a bit longer than normal, as I recorded it back in June but thought it would be a great time to fire it up right now as H2 begins for most sellers. Summertime is a perfect time to take a look around your organization and create  cross-functional collaboration.    As an individual contrib...

Season 3 - Episode 8 the O.C.E.A.N is calling you Whether you are seeking a new promotion, a new career, or growing your current sales space to the next level, knowing your own personality traits and how you interact with people everyday is vital to your success. I believe that you are always working on who you are as a person, and your characteristics that you bring to the table can be a major fa...

Season 3 - Episode 7  It's remarkable what you can learn in 24 hours I explore the remarkable potential of learning and self-improvement within a 24-hour timeframe.   By focusing on getting just 1% better each day, I discuss how small, consistent efforts can lead to significant growth and development.  I take a deep dive into the importance of cultivating meaningful relationships with others,...

Season 3 - Episode 6 Anyone can make plans...it's the ones that execute that win!!! Executing on the plans that have been rolled out from your company, your executive leadership team, or the ones you have boarded out as an individual contributor at the beginning of the year, is what is going to make the difference between winning and missing the marks. Anyone can set goals, make plans, update...

Season 3 - Episode 5 Happy Partners...Happy Sellers...Happy Clients When was the last time you really took a deeper dive into what causes pain for your partners, pain for you as a seller, and at the same time the pain your customers are experiencing daily. It's difficult to uncover these pain points and put pressure on the hot buttons that are causing them.   We all have tendencies to avoid,...

Season 3 - Episode 4 Rapport...Rapport....Rapport The waters are always mirky and unsettling in January, especially in the sales world.    As a seller you are concerned about your number, your objective, your goals, your partner ecosystem, and all the work ahead of you.     I have always found that the best way to attack these anxieties, is to start focusing on establishing as many new business re...

Season 3 - Episode 3 Dont' be a ZERO HERO It's not about starting at zero again...it's about picking up where you left off and building on what worked and what didn't work. Don't take the mindset into the new year...that you have to do it all over again, look at it as an opportunity to keep rolling on.  Find your strength in reflection, set a new mission for success, and t...

When I was a kid I use to go to the park my father built for our community and I would also end up on the teeter totter with him.     Every Sunday morning, I would try and balance him on one end and me on the other but it would never even out.      No matter what I did to balance that beam it would always end up with me high in the air and him slammed down on the ground.       Those moments are so...

Season 3 is here - Episode 20 Who are we...if we don't change! How often are you tweaking, adjusting or making a change in your life, whether it's in your sales career or in your personal development.     Changing is a never easy, it takes a commitment, dedication, and the will to go after it, every single day with conviction and a real purpose. Discovering where you need to make a chang...

Season 2 Episode 20  The Sweet 16 Approach Remember when you turned 16 years old and how everything was so exciting, fresh, and the thought of being able to do something on your own was at your finger tips. Time sure seems to be flying by way to fast and in sales, time is so vital to the success of your career.   Listen to my recap of this season, and how throughout Season 2, I talk about how to u...

Season 2 Episode 19 Waves of Sales Being a Sales Professional is an extremely challenging career path and its certainly not for the faint of heart, as the ups and downs are like waves in an ocean.   It's all about how you handle the currents and the storms ahead, and the best of the best, are able to keep calm and steady in the wake of challenges they face.    It's always been an illusio...

Season 2 - Episode 18 "Air"ing it out on the Sales Court!!! I got a chance to watch "Air" on Amazon Prime and thought it was one of the best sales movies ever made.      Sonny Vaccaro's relentless efforts to land Micheal Jordan to be the face of Nike basketball is the biggest blockbuster deal of all time and showcases all phases of the sales process with perfection.  Liste...

Season 2 - Episode 17 It shouldn't be a secret...knowledge is power! It's mind blowing to me but most people that are in the business of selling, don't know that being a consultive seller is way more beneficial for their customers than being a salesperson.    So many sellers these days, do show and tell ...and not listen and learn, and they are left wondering why prospects go dark. ...

Season 2 Episode 16 Prescribe Some Persistence in Your Sales Diet If you are sitting back and waiting for deals to fall in your lap, or prospects to call you back, or your pipeline to magically increase, then I think you may need a nice prescription of persistence added to your sales diet. Persistence levels the playing field, and the majority of salespeople aren't born with it, while many gi...

Season 2 - Episode 15 Powering Up...Your Sales Super Power Boom....Bang...Pow....Zip....Zing....Swoop. Those are just some of the sounds Super Heroes make when they are bring out their Super Powers...and as a Salesperson it's time to bring out your Super Power.  There has never been a better time then, right now, to find your Sales Super Power, as you bring out your Mantra, and crush all the...

Season 2 Episode 14 - Bulldog Seller...from UnderDog to Becoming Gonzaga As you continue to drive towards your successful sales plans this year, and building on momentum that you have created, there is always going to be obstacles in your way. Having the bulldog mentally can help you run through those walls, by being kind but courageous, friendly but dignified and more importantly have the courage...

It's time to gear up and get your conference jam on.     Tis the Season for partnership conferences, user groups, technology summits all across the US.     From Houston, to Scottsdale, to Clearwater, and back around to Charlotte I go over the next 3 months driving opportunities, establishing long term relationships, and aligning others vendors to provide added value to our clients with the 1...

After spending a week away in Seattle last month for SKO, I got a chance to engage in so many of my teammates, colleagues, and leaders that haven't  seen in years and learn all about their path to success. During one of the many breakouts sessions, I got a chance to really dig deep with one of my favorite reps that I've worked with over the years and ask him all about his best practices...

As I continue down the rabbit hole of the entire sales journey that a rep or leader goes through during the day, I started thinking about how often are you prepping before your calls? Preparation is the key to being able to answer anticipated discovery questions, it gives you the edge against your competition, and shows confidence to your prospect throughout your conversation. The difference betwe...

As many of us our getting back into new habits, resolutions, changing diets, or adding a gym membership to our daily routine...I like to get back to basics for the new year. Back to basics means getting back to what has always worked for you, what makes you feel confident, what keeps driving you forward, and most importantly what has brought you success year in and year out. One of the biggest mis...