Business Owners Lois and Bob Gamerman, owners of Soft Stuff Distributors, join us to discuss the impact the recent events had on their business and how they sprang into action to recreate themselves.

Thompson Barton has had great success helping teams of all kinds with his transformational workshops on accountability. In his book "Please Lie To Me" he describes how most adults live in fear of each other and how that fear holds us back in business. His Accountable Communication Technology workshops break down the fear and behaviors frame-by-frame to help teams overcome it for stunning results.

Topics:

Accountable Communication Technology

Please Lie To Me

What drives our fear?

What is the old agreement?

What is the new agreement?

How does fear apply to sales?

Kirk W. McLaren, CEO of Foresight CFO, joins Russ and Jon to talk about how to grow your company with a Growth CFO. Topics include how to have a growth mindset when it comes to company financials, sales post mortem, how to beat sales forecasts, and more!

Russ and Jon bring back the subject of sales ratios.

Sales ratios are essential in every step of the sales pipeline from prospecting to closing a sale.

The most important sales ratios are:

1. Proposal/Win Rate

2. Gather Information/Win Rate

3. First Appointment/Win Rate

4. Verbal Yes/Win Rate

5. Opportunity Ratios

Russ shares his top 10 features of a functional CRM. We cover the sales funnel from prospecting to closing a deal.

What is LIFO Selling Styles? In this episode, Russ educates Jon on the LIFO Selling Styles program and how it helps salespeople find their preferred selling style.

LIFO Selling Styles breaks down behavior into four categories.

- Supporting/Giving

- Conserving/Holding

- Adapting/Dealing

- Controlling/Taking

Everyone has each expression but tends to prefer one over the others depending on the situation. Understanding these styles will help your sales team serve your potential clients in a mutually beneficial way.

Do you pretend you are going to hit your sales numbers when you know you won't? How about that you will prospect twice a day when you know you will not.

We all pretend.

In this episode, Russ and Jon discuss the reasons why we pretend and how to move past pretending to an open and trusting environment.

Change is hard. We often look to others to change while ignoring how we are part of the change process.

In this episode, Jon and Russ are joined by Melissa Borowicz of the Utech group. They talk about how an organization can change to be more open, more effective, and ultimately drive more revenue.

Russ and Jon return to talk about the role of sales leadership and how it can affect your salespeople and sales culture.

Topics include:

* The reason for short sales tenure

* Sales leadership problems and how to fix them

* How to train sales leadership

* Onboarding new vs seasond sales reps

* Advice for sales leaders

Jon and Russ are joined by Mike Gehm of Services Plus and Will Robinson of Foresite Benefits to talk about their experince as sales prospectors.