Podcast Episodes
Back to SearchHow to Use Seinfeld Techniques to Sell More
Season 1 Episode 94
The wildly-popular show, Seinfeld, used a type of humor that made it easy for us to relate to the crazy situations the characters got themselves into…
6 years, 10 months ago
How to Get the Meeting Using Contact Marketing, with Stu Heinecke
Season 1 Episode 93
Using Stu Heinecke's "Contact Marketing" campaigns, he, and his clients have achieved a 100% success rate of getting meetings with their high-level t…
6 years, 11 months ago
How to Connect with Anyone, Using THEIR Language
Season 1 Episode 92
The way some salespeople--or people in general, for that matter--communicate, it sounds as if they are speaking a foreign language.
Of course, the la…
6 years, 11 months ago
How to Follow Up Effectively and Get to the Close More Quickly
Season 1 Episode 91
Ever have a prospect go silent on you?
Tired of sending countless emails and leaving repeated voice mails that essentially say, "I'm trying to get ba…
6 years, 11 months ago
GUEST: How to Quickly and Easily Get Sales Intelligence About Prospects, with Sam Richter
Season 1 Episode 90
Sam Richter is recognized as the world's leader in how to use the Internet and the "invisible web" to get intel on prospects, their organizations, an…
6 years, 11 months ago
Do NOT Ask What They Like Best About Their Present Vendor
Season 1 Episode 89
A lot of sales training suggests that when a prospect says, "We are happy with who we are using now," you should respond with, "Oh, what do you like …
6 years, 11 months ago
An Easy Way to Deal With the Fear of Calling
Season 1 Episode 88
Fear hinders many in sales to not reach their potential.
Much of that fear is absurd.
And THAT is one psychologically-proven way to deal with that fe…
6 years, 11 months ago
Here are the Numbers that Matter Regarding Your Sales Success
Season 1 Episode 87
Lots of stats are thrown around every day regarding sales... how many calls or touches it takes, how many times you need to close, how many objection…
6 years, 11 months ago
Calling Their Baby Ugly is Not a Good Prospecting Approach
Season 1 Episode 86
Some salespeople use the "Your Baby is Ugly" approach. It directly tells the prospect that they have a problem, or are doing something wrong.
And it …
6 years, 11 months ago
Nothing Happens Unless You Both are Clear on This
Season 1 Episode 85
One simple way to get people to actual keep their commitments is to attach time frames to them.
Otherwise, it's too easy for people to blow things of…
7 years ago