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Aug 2025 - Features, Benefits and Motivation
Episode 679
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…
Published on 2 months, 1 week ago
July 2025 - Special Guest - Mitch Larson - The Power of Purpose
Episode 678
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 ful…
Published on 2 months, 2 weeks ago
July 2025 - Should You Respond to an RFP?
Episode 677
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 coord…
Published on 2 months, 3 weeks ago
July 2025 - Start or Wait… What Should I Do?
Episode 676
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.…
Published on 2 months, 4 weeks ago
July 2025 - Special Guest - Jason Talley
Episode 675
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 sell…
Published on 3 months ago
June 2025 - Moving from Rep to Manager
Episode 674
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…
Published on 3 months, 1 week ago
June 2025 - The Power of Product Differentiation
Episode 673
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…
Published on 3 months, 3 weeks ago
June 2025 - Special Guest - Dave Herpy
Episode 672
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 …
Published on 3 months, 3 weeks ago
June 2025 - Selling to a Group
Episode 671
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? A…
Published on 4 months ago
Jun 2025 - Increasing Word-of-Mouth
Episode 670
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 marketi…
Published on 4 months, 1 week ago