Sales success is heavily reliant on an effective client discovery process. You need to be able to ask the right questions, listen intently, and get detailed answers in order to qualify the opportunity and the client.

Your customer wants to talk, and they want to be heard. So be efficient. Answer questions quickly, succinctly, crisply. Don't waste time. Salespeople want to talk, but so do customers. So... let them.

Brendan and Bob cut to the chase and spend <10 minutes talking about why you should talk less.

And to download the Discovery Worksheets that Bob mentioned during the chat, visit this link.

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.

This is a quick one... As a founder that sells and wants to grow your business, you need to be efficient and focus your skills on what you're good at. And you're probably not good at everything, right? In this super short episode, Brendan and Bob discuss how you should think about your time and why you should delegate to others.

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 can't remember everything, so you need to be able to take notes. But how do you do it without taking your attention away from your customer and the conversation? Brendan and Bob spend a quick 16 minutes discussing simple little tips to focus on the right stuff and reduce your note-taking burden.

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.

A really good sales call should lead to the next step. But to make that happen, it takes planning and preparation. In this quick 10 minute episode, Brendan and Bob talk about how you can make the most of a sales opportunity by thinking about how to end the conversation... and getting everyone ready from what happens next.

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.

Brendan just finished up running the AccelerateBaltimore program for 2022. And a good accelerator can be a great way for an early-stage startup to jump-start their momentum, develop important entrepreneurial skills, and begin to grow their network.

But what should you think about when you are getting ready apply. How do you optimize your chances of being selected? With AB2022 wrapping up last week, Brendan and Bob talk about the key things to focus on in your application, and what to stay away from.

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.

Sales has lots of steps, plenty of follow up, and all sorts of details and paperwork. So...How do you keep track and stay efficient?

Try a few simple checklists. 

Atul Gawande's book, The Checklist Manifesto, got us thinking about how to apply them effectively in the sales process. And in another very tight (~12 minute) episode, Brendan and Bob list a few ways to apply this simple concept to keep your deals from dying on the table.

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 need to present a proposal to your customer. Do you have a plan? What do you intend to include? How are you handling pricing and terms?

In this concise 14 minute episode, Brendan and Bob talk about the key steps and strategies you need to have as you get ready to present an effective, compelling proposal. 

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.

Early in the life of your start up, it is easy to delay talking to customers. There's a natural tendency to focus on designing and building and fundraising...and everything other than sales.

But that's a bad strategy. Instead, you should be talking to prospective customers early and often. And looking for feedback and criticism, and even rejection. 

In this very quick 13 minute episode, Brendan and Bob talk about why founders should be thinking about sales right at the beginning, and why they are well-suited to be effective sales leaders.

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.

A lot of sales is a lot of simple stuff. Basic practices. Fundamentals. It doesn't have to be complicated.

And those little things are easy to do. And they add up. 

In this very quick 12 minute episode, Brendan and Bob list a bunch simple little tips and tactics that you can use to build into your sales process.

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.