Show Notes
Lightning Round: 10 Ways to Find New Prospects Question: Fred from Montana says, "Love the show, been listening for a few months. My question, I have some reps that hit their quota every month, and some that aren't even coming close. What do I need to do to not overmanage the successful reps and better support the struggling ones?" Book: Scale Your Sales by Brandon Bornancin 🧠 Read the BLOG for today's episode!
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Lightning Round: Top 10 Signs You Need to Fire a Client Question: Corena from Newport Beach, CA asks, "I'm naturally a pretty funny person with my friends, but I get stiff and overly formal on sales calls because I'm afraid of saying the wrong thing. How do I bring humor into my sales conversations without coming across as unprofessional or risking the deal?" Book: Humor Seriously? Why Humor is a Secret Weapon in Business and in Life by Jennifer Aaker 🧠 Catch the BLOG for this week's episode!
Lightning Round: Top 10 Worst Questions to Ask Clients Question: Sarah from Denver asks, "I prep good discovery questions, but halfway through the call I catch myself thinking about my next question instead of listening to the answer. How do I stay present and actually hear what the buyer is telling me?" Book: You're Not Listening by Kate Murphy 🧠 Catch the BLOG for this week's episode!
Lightning Round: Top 10 Qualifiers for a Winning Pipeline Question: Irena from Bulgaria asks, "I have listened to you both for years, and I always love your advice. I feel like now more than ever this show is needed—sales is hard. I work so much, prospect, call, prospect again, write proposals, but I seem to work harder and close less—help. What do I need to be doing that I am not doing. I am a bit desperate here. My commission checks are getting smaller." Book: The Mom Test by Rob Fitzpatrick 🧠 Catch the BLOG for this week's episode!
Lightning Round: Top 10 Ways to Stay Relevant with Your Customers Question: When you look at growth for the coming year, are you more interested in growing with new customer acquisition? Or are you trying to expand the share of wallet of your existing customers? Book: Moneyball Sales by Carson Heady 🧠 Catch the BLOG for this week's episode.
Lightning Round: Top 10 Things I Will Be Changing or Adding for 4th Quarter Question: Carolina from Bangor, Maine asks, "So, I am curious how I make the most of the 4th quarter of the year? I hear you two talk about it all the time and want to know what I need to be doing and what I need to be focused on?" Book: Never Split the Difference by Chris Voss 🧠 Catch or share the BLOG for this episode.