Podcast Episodes
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Are You Just Friction With a Friendly Face? An AI Wake Up Call for B2B Sales (Money Monday)
I’m going to ask you a question that might sting a little. As a sales professional, are you just friction with a friendly face?
Think about it. A who…
6 months, 3 weeks ago
What a Secret Service Interrogator Can Teach You About Building Trust in Sales
Brad Beeler, author of Tell Me Everything and retired Secret Service agent who has conducted more criminal polygraphs than anyone in the agency’s his…
7 months ago
3 Micro Behaviors That Make Prospects Say Yes (Ask Jeb)
Let me ask you: What if the biggest thing standing between you and your next closed deal had nothing to do with your product knowledge, your pricing,…
7 months ago
Failure is Not Permanent (Money Monday)
One of the most vivid memories from my childhood was the day I was bucked off my pony, Macaroni. I was only six years old. We were in an arena where …
7 months ago
Why Commoditized Selling Builds Better Salespeople
If you’ve only sold sexy products with cool demos and unique features, you’re probably missing the fundamentals that separate good salespeople from g…
7 months, 1 week ago
Use the Ledge Technique for Overcoming Objections (Ask Jeb)
Here’s a question that’ll make every salesperson’s blood pressure spike: What do you do when your cold call gets an objection in the first five secon…
7 months, 1 week ago
Main Character Syndrome: Why Prospects Tune You Out (Money Monday)
You’re at a networking event and someone corners you. For the next ten minutes, they talk nonstop about their vacation, their dog, their new car. You…
7 months, 1 week ago
Stone Tablets, Trade Shows, and Telephones: 4,000 Years of Sales History
Imagine that you’re so angry about a business deal gone wrong that you grab a chisel, find a slab of stone, and spend hours carving your complaint. T…
7 months, 2 weeks ago
Stone Tablets, Trade Shows, and Telephones: 4,000 Years of Sales History
Imagine that you’re so angry about a business deal gone wrong that you grab a chisel, find a slab of stone, and spend hours carving your complaint. T…
7 months, 2 weeks ago
How Do You Stop Prospects From No-Showing Virtual Appointments (Ask Jeb)
Here’s a question that’ll frustrate every salesperson reading this: What do you do when you prospect, set the meeting, block the time on your calenda…
7 months, 2 weeks ago