Podcast Episodes
Back to Search54: In B2B sales, why are prospects not ready to buy?
You just KNOW that your prospects would be in amuch better place with your solution, but they don't seem to care.... what the heck is going on? Anth…
6 years, 8 months ago
53: Product is a 4 letter word
Is the curse of product knowledge holding you back? Find out how in this episode.
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The Cyber Go-To-Market Talk is the show for cybers…
6 years, 8 months ago
52: It's all about the success of others
A quick check for you..are you starting the year self oriented or buyer oriented? One way will win out over time according to Mahan Khasla and Rand…
6 years, 8 months ago
51: Why you need to pay attention to someone's feet
Don't pay so much attention to someone's face, instead concentrate on their feet... so says Joe Navarro in his book What Every Body Is Saying
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6 years, 8 months ago
50: Think like a buyer - a letter from IT ops leader
What does a senior executive at your biggest target think about you and what do they want you to know. In this episode we have a "Dear Salesperson" l…
6 years, 8 months ago
49: What C-levels want from a Trusted Advisor
Everyone seems to want to be a trusted advisor, some even think they are one.... but what do executives at your prospects think a trusted advisor is?…
6 years, 8 months ago
48: Get even more from 2019
Oasis sang "Don't look back in anger" ... how do you feel about your 2019? Learn a great framework to get even more from what happened to you in 2019…
6 years, 8 months ago
46: Why it's a good sign if someone crosses their legs
Cross your legs to show confience and comfort..find out why from Joe Navarro in his book What Every Body is Saying
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The Cyber Go-To-Ma…
6 years, 9 months ago
45: In B2B sales, focus on the next Yes
Do you feel like too many of your opportunities slow down or stall? Most of us have lived through that. Keenan gives his perspective in Gap Selling.
6 years, 9 months ago
44: Cut the fluff and ask the question
Ever had someone give a huge preamble before asking you a question? Ever done that yourself? Don't do it says Michael Bungay Stanier in The Coachin…
6 years, 9 months ago