There is a lot of discussion, and even obsession, around establishing your brand. And while it makes sense to pay attention to how your customers view and talk about your business, it can become a time sink. 

In this quick chat, Brendan and Bob talk about managing your effort and a few tips to help you be efficient with your ‘brand management’ efforts.  

And… Brendan just launched a 30 day sales sprint course for early-stage founders, startups and creators. 

Check it out here: https://www.kiinetics.com/salesaccelerator

There is a big difference between an inbound customer, and an outbound cold call. 

In this quick episode, Brendan and Bob talk about how to think about these two different interactions.

As a sales professional, you’re helping your customer. You’re a trusted advisor, a consultant, and helping them make decisions. But you’re also introducing change. And that can be uncomfortable and unpleasant.  

In this short episode, Brendan and Bob talk about how to think about the process and ways to reduce that discomfort.

If you’re a founder or creator, chances are you start out doing something on the side. But as things start to scale, you will need to give serious thought to going all in.  

In this quick episode, Brendan and Bob talk about how to make that transition. Because you don’t want to burn any bridges, you do want good references, and you might even be able to turn your existing employer into a customer…

If you’re like many founders or creators, you’re wearing multiple hats or have more than one project going. Plus, you (should). have a personal life. 

And there are times when you’ll run into a challenge or life event that requires your full attention. 

In this quick episode, Brendan and Bob talk about prioritizing, managing and giving yourself permission to put things on hold. Because you can’t be effective if you’ve got obstacles and issues that need your attention… and your mental health.

And to learn more about the Accelerate Your Sales Success sprint course, click here - https://www.kiinetics.com/salesaccelerator

In order for B2B customers to buy, they need to know what it’s worth. 

What will the investment get them? Does it reduce expense? (How much exactly?) 

Does it earn them new clients, or generate more revenue? (Again, how much exactly?) 

That is the Return On Investment. And you need to have a solid idea what that will be.  

In this quick episode, Brendan and Bob chat about how to think about ROI, how to figure it out if you don’t know yet, and how to talk to your clients about it.

The show is ‘Let’s Chat Sales’ for a reason… we’re urging sales professionals to have real conversations with their customers. And who needs slides to have a conversation?  Slides get in the way (most of the time.) They slow down the pace, reduce the topic to what is on the screen, and limit your ability to adjust to new information. 

In this quick 12-minute chat, Brendan and Bob talk about how to limit your reliance on Powerpoint in your sales calls, and how to use slides minimally and to best effect when you do.

You may also want to check out Accelerate Your Sales Success sprint course, click here - https://www.kiinetics.com/salesaccelerator

Before you can solve your customer’s problem, you need to first understand it… and them. What are their priorities? What is in the way of success? How much pain are they dealing with?   

In this lively 10 minute chat, Brendan and Bob talk about the importance of good customer conversations and how to make your sales calls and discovery process more effective and meaningful.   

And check out Mythic Quest here - https://tv.apple.com/us/show/mythic-quest/umc.cmc.1nfdfd5zlk05fo1bwwetzldy3  

And to learn more about the Accelerate Your Sales Success sprint course, click here - https://www.kiinetics.com/salesaccelerator

Stop trying to sell via email and text. It’s suboptimal. You’re missing out on the details, the specifics, the clues that you need to be effective. Instead… use the secret feature on your mobile that you’re not using enough - voice calling. 

In this quick episode, Brendan and Bob share specific tips for how to use your phone effectively as a sales tool, and why you should.  And… Brendan just launched a 30 day sales sprint course for early-stage founders, startups and creators. 

Check it out here - http://www.kiinetics.com/salesaccelerator 

And here’s the link to Stephen Pratley - https://www.theconversion.co/attentionhooks.  His stuff is consistently great… and he’s a great guy.

Most people get it backwards. They start by pitching, by explaining how their product works and all the special features that are built into it. But customers don't care and they won't listen if you haven't first establish trust and understanding.    

In this 14 min chat, Brendan and Bob talk about the importance of establishing meaningful connection with your prospective customer. Because you can’t make the sale or solve the problem if the customer doensn’t trust you to do it.

To learn more about B2B sales and get regular updates, sales tips, templates and other resources, sign up for Brendan's newsletter here. And to purchase Sales Craft: Proven Tips, Practices and Ideas to Advance your Sales Success, click here.