To be effective at sales, you need to know who you are. What are your skills? Your strengths? What do you stand for? 

In this episode, Brendan and Bob talk about one of the fundamental aspects of sales - Mindset. And a core component of your sales mindset is knowing who you are.

Nobody does it alone. If you're having any success in your sales efforts, it's in some measure due to the help and encouragement of others. So thank them. Getting effective and efficient with saying 'Thank you' can supercharge your sales success.... and in this quick 8-ish minute chat we share a few key practices to make saying 'Thank You' more automatic.

Plus, if you listen to the end you'll get a tip that can save you 2 full hours. (Email me at [email protected] if you feel compelled to thank me!)

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.

In this episode, it's a 15 minute chat with Ryan Law about the relationship between sales and marketing. 

Ryan is the VP of Content at Animalz.co, an agency that provides high-end content marketing solutions to SaaS and tech companies. Follow him on Twitter at @thinking_slow

Nobody's perfect. We all have our little idiosyncracies and odd character traits... and they can get in the way of your sales effectiveness. So what to do? Embrace them, and get the customer on your side. 

In this quick 8 minute chat, Brendan and Bob chat about how you can build trust with your customer by being authentically you. It's the start to a better sales conversation.

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.

You've done your discovery. You've established trust. You've gotten alignment. Now what?

In this rambling, occasionally amusing ~9 minute chat, Brendan and Bob talk about the ingredients of an effective ask

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.

Everyone need to be able to deliver a quick and compelling pitch. Whether you're talking to investors or customers, at a cocktail party or your kid's soccer game, you will inevitably find yourself needing to explain what it is you do and why it matters effectively and crisply. 

 In this 11 minute chat, Brendan and Bob talk about some of the nuances and considerations that go into a good pitch.  

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.

We're back again talking about things your shouldn't do on a sales call. This time, it's Bob's list.

In this very quick 8 minute chat, Brendan and Bob talk about a few more things you should make sure you're not doing when you're selling...

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.

Who makes the call? Who has the final say in a purchasing decision?

It's not always easy to figure that out. But there are things you can do, and questions you can ask.

In this 8 minute chat, Brendan and Bob talk about figuring out how to get to the right people. And what to look out for.

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.

We often talk about what you should do when you're selling. Not today!

This time, we've got a list of simple things you shouldn't do in a sales call. And they're all very actionable and applicable. And we hope you're not doing any of them.

In this quick 10 minute chat, Brendan and Bob run through nine things to stay away from when you're in a sales role... and arguably all the time.

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.

Everyone makes mistakes. (And truthfully, if you're not making mistakes... you're not trying hard enough.) So, what do you do when your mistake affects a customer?

But a mistake can be an opportunity. In this 13 minute chat, Brendan and Bob discuss how you should think mistakes and how to respond when they happen. If you do it right, you might even have a better customer relationship.

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.