Podcast Episodes
Back to Search21: Finding it hard to start prospecting?
Ever sat there knowing you should be prospecting, but you don't... you are only human if you do! There are the 3 Ps that are holding you back from p…
6 years, 10 months ago
20: Get what you want by using a range
How do you handle the "how much do you charge" question or if negotiating a package "what are your OTE expectations?" question .. find out the power …
6 years, 10 months ago
19: Intention to improve your sales craft
Episode 19
Armistice day
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The Cyber Go-To-Market Talk is the show for cybersecurity sales leaders, founders, CROs, and go-to-market operators loo…
6 years, 10 months ago
18: Stop servicing customers
Don't service your customers... so says Mike Weinberg in Sales Truth, find out why in this episode
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The Cyber Go-To-Market Talk is the…
6 years, 10 months ago
17: Concede slowly and in small amounts
So you have to make a concession, what does the research say about how you should do that? Mahan Khasla and Randy Illig give a golden nugget in thei…
6 years, 10 months ago
16: Banish open ended answers
Episode 16
Do you find your prospects being way too vague in their answers to your questions? If so, Keenan agrees with you and says we need to banish open ende…
6 years, 10 months ago
15: Are you advancing a deal or continuing it?
How do you keep advancing your opportunity? Neil Rackham in Spin
Selling talks about what successful salespeople propose as the next step to keep mov…
6 years, 10 months ago
14: Get better at sales by learning from this athlete
She's probably the most dominant athlete in the world that you have never head of - and we can learn from her about how to get better
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6 years, 10 months ago
13: Tell less, ask more. Your advice is not as good as you think it is.
Leaders, do you find yourself dishing out advice and directives to your team when you know you shouldn't? It's tough to break away from that habit, i…
6 years, 10 months ago
12: Are you OK with interrupting?
You've got to be OK with interrupting, that's what you have to do to create opportunities ... so says Jeb Blount in his book "Fanatical Prospecting"
6 years, 10 months ago